THIIS July 2020

THIIS TRADE MAGAZINE • ISSUE 262 • JULY 2020

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FreeRider’s silver anniversary Downsize or downsides ISSUE 262 JULY 2020

TRADE MAGAZINE

State of play after lockdown

New father, new ambitions, new business How a desire for a greater work-life balance has led to a new approach to mobility retail

Providing news and views in the trade since 1999

IT’S BUSINESS AS USUAL FOR STILTZ HOMELIFTS We appreciate it’s been a challenging time on the high street and in retail parks around the country and we’re here to help!

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WELCOME

From the editor

Meet the THIIS team...

Green shoots but coronavirus still looms large‌ After three difficult months, it has been wonderful to see the recovery of the mobility retail market.

June marked a step change as each nation of the UK reopened nonessential retail. This was followed by further updates to shielding measures and a schedule for the reopening of the leisure, hospitality and tourism sectors.

Throughout the month, the feeling of optimism in the air grew and the conversations I had with many retailers and suppliers were largely full of hope and positivity.

On the 29th of June, however, the reality of life with coronavirus came to the fore as Leicester and its surrounding areas were placed back into lockdown.

The closure of schools, nonessential shops and other stringent measures has upended the plans of retailers in the area for the coming weeks.

For those on the outside of the city looking in, the first local lockdown comes as a stark reminder that the threat of COVID-19 and the disruption an outbreak can cause still hangs precariously overhead.

It highlights that the state of play in the mobility retail sector is still very much a mixed bag, as revealed in our survey where mobility bosses shared their insights of retail life immediately after lockdown.

As the country continues to cautiously navigate the murky waters of controlling the virus, mobility firms must continue to be adaptable in the weeks and months ahead. Fortunately, the last few months have proven that flexibility and versatility are gifts that the mobility sector has in abundance.

Calvin Barnett Editor

Editor Calvin Barnett 07741 641702 calvin@thiis.co.uk

Advertising Joe Fahy 07384 258 372 joe.fahy@bhtaengage.com

Sub-editor Sarah Sarsby sarah@thiis.co.uk

Stay up to date... @wwwthiiscouk facebook.com/THIIS.Magazine linkedin.com/company/ thiis-magazine

TRADE MAGAZINE

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

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CONTENTS

Inside...

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TRADE MAGAZINE

Features

Regulars

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Post-lockdown: State of play in the sector Downsizing the housing crisis Trade talk with BHTA’s Andrew Stevenson A 180 turn to leads to 360 Wheelchairs FreeRider’s silver anniversary

48 50 54

News, deals and people Retailers’ choice: Moving & handling The OT’s Perspective Let’s get it clear Retailers’ buyers guide

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NEWS, DEALS & PEOPLE

Eddie brings expertise to Topro

MaaS adoption in Japan After a successful trial in November 2019, Japanesepowerchair manufacturer WHILL has confirmed Japan’s Haneda International Airport will be the first airport to adopt its futuristic Mobility-as-a-Service (MaaS) model.

The WHILL Autonomous Mobility Service is designed to enable travellers with limited mobility to ride in its self-driving powerchairs when they arrive at an airport.

Using sensors to detect obstructions and stop the vehicle automatically, the device will move unassisted to take passengers to boarding gates three to seven According to WHILL’s CEO Satoshi Sugie, the outbreak of the coronavirus and the need to social distance has highlighted the benefits of the self-driving system in reducing contact between wheelchair service staff and passengers at close range.

“In the coronavirus era, we believe services that support mobility while maintaining social distancing will accelerate to replace human labour with robots and autonomous driving technologies,” said Satoshi.

Topro has appointed Eddie Peacock as interim General Manager of its UK subsidiary, Topro UK. Having held senior roles within some of the industry’s largest players, including Sunrise Medical, movingpeople.net & Handicare Mobility, Eddie will now the future development of the Topro brand in the UK. “The coronavirus is presenting some huge challenges for the mobility industry and I plan to ensure that our customers are given every help as we work together closely, particularly in the coming months,” commented Eddie.

“I believe that a manufacturer should work in partnership with its distributors for the benefit of those who need our products and services. We all share a responsibility to provide the best products and service.”

The move comes following the end of Topro UK’s distribution agreement with Dutch-firm Rollz International at the start of the year.

“Our customers can expect some early contact as we continue with our endeavour to build and improve solid partnerships with our customers,” he continued.

“If anyone needs to contact us, our doors are open.

Please call us with any problems, or better still, with ideas as we work together for the time ahead.”

To contact Eddie, call 07783 757 404 or email eddie.peacock@topro.co.uk

Home adaptations hold-ups Disabled people are sometimes waiting more than two years after council approval for vital adaptations to their homes to be completed, according to new research to Leonard Cheshire.

The findings are based on Freedom of Information responses from 180 councils about Disabled Facilities Grants (DFGs) in England from 2015-2019.

67 percent of councils had disabled residents waiting longer than the 12-month statutory deadline for completing essential home adaptation work, reveals the report.

Between the financial years 2015/16 and 2017/2018, across 180 councils, an average of over 1,000 people

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per year waited longer than 12 months for completion of adaptations.

In addition, 23 percent of councils highlighted some disabled people waiting after council approval for two years or more before accommodation changes were completed.

Crucial delayed works included widening doors, fitting grab rails, as well as making kitchens and bathrooms accessible.

By law, councils are obligated to approve or reject DFG applications within six months and then ensure the works are completed within 12 months.

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NEWS, DEALS & PEOPLE

Stay connected with THIIS Connect Coming mid-July, THIIS Magazine is launching a new digital platform where mobility retailers, installers and distributors can discover the industry’s suppliers and their key products in one place.

THIIS Connect will make it easy for dealers to find out everything they need about suppliers and products for any given category in the sector and will include features designed to connect the trade together.

Keep an eye on www.thiis.co.uk to see the new platform in action or send an email to Calvin Barnett at calvin@thiis.co.uk to find out more about the new system.

If you are a supplier that would like to find out more, contact Sales Manager Joe Fahy on joe.fahy@bhtaengage.com or call 07384 258 372

THIIS Connect’s launch partners...

NRS commences TEC contract NRS Healthcare has successfully started its new Technology Enabled Care (TEC) contract for West Sussex County Council (WSCC) and NHS, which sees the provider develop new technology offerings, as well as assess and deliver TEC services to residents.

The TEC contract complements NRS Healthcare’s existing contract with WSCC and the local NHS, providing Integrated Community Equipment Services.

Covering up to seven years, the contract will be ‘digital from day one’ says NRS, stating it will focus on only providing digital TEC equipment as the sector prepares to make the jump from analogue.

The new contract adds to NRS’ full-service TEC contracts already being delivered for North Yorkshire County Council, Buckinghamshire County Council, West Berkshire Council and Torbay and South Devon NHS Foundation Trust as it continues to grow in the space.

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COVID-19 consequences on tomorrow’s retirees A study commissioned by the Centre for Ageing Better has signalled that the legacy of the coronavirus lockdown may be a ‘lost generation’ of individuals entering retirement poorer, both in terms of their health and financial situation.

The organisation has warned that the COVID-19 crisis could lead to a generation of people in their 50s and 60s entering retirement in poor health and without enough money to support themselves.

Conducted by Ipsos MORI, the research revealed that a fifth of people in this age group have seen their physical health deteriorate during lockdown, whilst over a third say their mental health has worsened.

Additionally, of this age group, 37 per cent have been drinking more alcohol since lockdown and 39 per cent have been smoking more.

Alongside the health implications of the coronavirus crisis, the data highlighted concerns over this generation’s financial future. Almost half stated that they believed their personal finances will worsen over the next year, with only 39 per cent of those currently furloughed or of working age but not in employment are confident that they will be employed in the future.

In light of the findings, the Centre of Ageing Better has called on the government to commit to tailored job-seeker support for the over 50s, as well as a focus on improving the nation’s health.

NEWS, DEALS & PEOPLE

Shields to come down in August

No time to rest for Rise & Recline

The approximately 2.2 million people who have been shielding in England during the pandemic have been told that measures will be relaxed from the 6th of July and will be ‘paused’ from the 1st of August onwards.

Introduced by the government at the start of the pandemic as a means of protecting those deemed clinically extremely vulnerable, shielding required those at the highest risk to remain at home and avoid all contact with people not in their households.

Now, in the wake of falling coronavirus cases and deaths, the government has confirmed that shielding measures can be relaxed before eventually being paused at the start of August.

From the 6th of July, people who are shielding can meet in groups of up to six outdoors, including people from outside their households, whilst those who live alone will also be able to form ‘support bubbles’.

From the 1st of August, shielding will be ‘paused’ in England.

During the lockdown, Rise & Recline has been busy continuing production throughout the pandemic, as well as launched a brand-new website with a unique new Chair & Bed builder feature.

The Nottingham manufacturer of handcrafted adjustable chairs and beds has developed the new online furniture tool to enable its trade partners to find the right product for their customers in real-time, making the sales process easier for retailers and end-users.

The new website went live at the end of June.

Wheelchair growth helps Ottobock exceed one billion in sales In 2019, Ottobock saw its sales grow to over one billion euros - EUR 1,003 million - for the first time in the prosthetic and orthotic manufacturer’s 100-year history.

The company’s operating profit grew at a proportionately higher than average rate, increasing to EUR 191 million (prior year: EUR 174 million) – another record high for the German manufacturer.

In its core orthotics and prosthetics (O&P) segment, Ottobock’s sales grew organically by 6 per cent to EUR 876 million.

In the organisation’s Others segment, which includes its Human Mobility wheelchair division, Ottobock enjoyed a 7 per cent growth to EUR 127 million.

According to the company, its wheelchair operations proved to be one of the fastest-growing categories across the business, achieving double-digit growth thanks “to increased demand for lightweight wheelchairs, wheelchairs for active use, sport wheelchairs and power wheelchairs.”

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Business evictions suspended until autumn To help support struggling companies over the summer, the UK government has extended measures in the Coronavirus Act to prevent eviction.

The suspension of the forfeiture of evictions will be extended from the 30th of June to the 30th of September, ensuring no business will be forced out of their premises if they a miss a payment in the next three months.

Additionally, the government is set to lay secondary legislation to prevent landlords using Commercial Rent Arrears Recovery unless they are owed 189 days of unpaid rent which will also be in force until the end of September.

An amendment to the Corporate Insolvency and Governance Bill has also been tabled which will extend the temporary ban on the use of statutory demands and winding-up petitions where a company cannot pay its bills due to coronavirus until the 30th September.

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State of play: Mobility retail after lockdown In June, shoppers once again ventured out to shops as mobility retailers had a chance to catch their first glimpses of the state of retail after lockdown.

After a three month retail hiatus, as well as new COVID-19 Secure

guidelines and the looming hazard of coronavirus still hanging in the air, did consumers embrace the new normal of retail or decide to stay away?

40 mobility retail bosses from across Britain participated in a

When did you reopen your physical premises to the general public?

65% of mobility retailers returned to their prelockdown opening hours and days. 22.5% returned to their pre-lockdown opening days but with restricted opening hours, whilst only 5% returned to opening times but for shorter days. 7.5% limited both opening days and times.

Are staffing levels back to pre-lockdown levels?

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short survey the week following England’s official reopening to provide a snapshot of the mobility retail sector post-lockdown.

According to the data, 45% of respondents kept their retail stores open throughout the pandemic whilst 22.5% reopened at some point during lockdown. 27.5% reopened on the 15th June and only 5% remained closed.

Has your business resumed pre-lockdown opening times?

Despite the severe drop in demand and trade, none of the 40 retailers who responded made staff redundant – a promising statistic. The majority of retailers 77.5% - were still using the government’s furlough scheme whilst 22.5% of retailers reported staffing returning to pre-lockdown levels.

The level of footfall postlockdown compared to pre-lockdown was a mixed bag, with 12.5% seeing no change in footfall levels and 17.5% witnessing footfall dropping by more than 80%.

25% saw footfall decline between 40 – 60%, whilst 17.5% experienced a steeper decline of 60 – 80%. 20% saw a less substantial decrease of 20 - 40% and 7.5% observed a marginal fall of 1 to 20%.

Since the end of the non-essential retail lockdown on the 15th June, approximately what percentage is your current footfall down?

Since the end of non-essential retail lockdown on the 15th June, is footfall higher or lower than you expected?

In spite of the mixed results relating to the level of footfall decline, the majority of respondents – 57.5% confirmed that footfall was where they expected it to be.

20% said footfall was lower than expected, however, promisingly, 22.5% noted footfall was higher than expected.

What measures have you introduced in-store to become COVID secure?

With respondents able to choose multiple answers, the overwhelming majority of mobility retailers – 90% – reported introducing new

COVID-19 signage, and hand sanitiser for customers. 85% also confirmed implementing a new cleaning regime. At the other end

Which product categories have consumers been most interested in since the end of non-essential retail lockdown on the 15th June?

of the spectrum, only 12.5% limited the number of products on display and 15% imposed a contactless-only payment policy.

With mobility retailers able to pick multiple categories, 72.5% reported ‘powered mobility aids’ enjoyed the most amount of postlockdown demand. This was followed by mobility furniture, such as riser recliner chairs, at 50% and walking aids and wheelchairs at 42.5% each.

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Is encouraging older homeowners to downsize later in life the answer to the housing crisis?

Is downsizing the answer to the housing crisis?

The ‘Too Little, Too Late? Housing for an ageing population’ report, authored by the Centre for the Study of Financial Innovation (CSFI) and commissioned by the Associated Retirement Community Operators (ARCO), suggests the key to unlocking the housing crisis lies with those aged 65 and over.

According to the study, the government’s policy of supporting

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older people to remain in their own homes independently is unsustainable, pointing to the currently under-occupied family homes owned by this demographic.

Over the decades, the significant increase in the UK’s population growth is predominately driven by the increase in the ageing population, with people continuing to live longer in later life.

Before the coronavirus crisis dominated people’s lives, the UK was wrestling with crisis in the housing sector. Impacting people of all ages across the entire country, the housing crisis on the surface is simple: not enough supply to meet demand. Scratch beneath the surface, however, and the root causes are hotly contested.

Now a new report published in June has shone the light on elderly homeowners, questioning the long-term sustainability of supporting older people to remain in their existing family homes independently and asserting for a policy that encourages downsizing.

Projections indicate that the UK population will reach 73 million by 2040 – almost 10 per cent more than today. Out of that total, nearly one in four are expected to be 65 or older as the age group swells by 41 per cent to 18 million over that same period of time.

Citing these demographic trends, the report highlights that not only are people living longer but are

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Has a shift to care in the community fuelled the shortage in available family homes and surplus space bedrooms?

also remaining in their family homes longer – a direct result of government policy to keep people in their homes as they age.

Pointing out that older people tend to live with fewer people, the CSFI emphasises that there is a mismatch in the type of housing being built compared to the needs of older people.

“A key point about an ageing society is that average household size shrinks because older people tend to live alone or in couples,” states the study.

“Between 2020 and 2040, the number of UK households is set to rise by around 3.7m to 32.3m. The growth in older households – over half of them one-person – is set to account for 36 per cent of the increase.

“But far from the supply of housing for older people increasing to meet this challenge, it has plummeted since 1990.”

SURPLUS TO REQUIREMENT Despite the trend of an ageing population, the study notes that the housing market continues to disproportionally produce three- and four-bedroom family houses, rather than appropriate accommodations more suitable for older people to move into later on in life.

“Households have been shrinking for four decades, while dwelling sizes have not changed much,”

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reads the report.

“The existing stock is skewed towards family homes, with 60 per cent having three or more bedrooms.”

The result, according to the analysis, is a significant amount of under-occupied family homes owned by older individuals and a growing surplus of spare bedrooms.

“The UK has nearly 29m households, with an estimated 2.86 bedrooms per dwelling. This equates to about 82m bedrooms, of which just over 15m are ‘surplus’, using reasonable assumptions about the number needed for different sizes of household,” reasons the CSFI. As the number of older, smaller households continues to grow, the research projects that this bedroom surplus could inflate to 20.3m by 2040.

A DESIRE TO DOWNSIZE? Interestingly, Jane Fuller, co-director of the CSFI, notes that some surveys of older people signify that as many as a third of older people would be open to the idea of downsizing, however, the current environment dissuades many from making the move.

Specifically, the study singles out the lack of suitable properties and anxiety around annual charges as two of the key barriers.

Yola Mealing, Head of Marketing at homelift specialist Stiltz, however, paints a different picture based on the interactions the supplier has with its customers about their desire to downsize.

“Our customers predominantly purchase their lifts outright with a few relying on DFG funding to assist with the purchase. They are on the whole clear they don’t wish to relocate to a purposebuilt retirement property due to perceived loss of independence, forsaking of social network and having to make compromises with their indoor and outdoor space,” she says.

“Of course, we experience situations where customers are weighing up their options – whether to remain in their home or to downsize to a retirement property.

However, for the majority, it is not a cost consideration but rather one of emotional attachment to their existing property or the locale in which they live, and a retirement property would take them away from what they value even more so later in their lives – continuity and stability.”

“The benefits of living among friends including the retaining of a family support network, a familiar shopping and socialising environment and somewhere that adult children – with or without grandchildren – can visit, cannot be underestimated.”

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Michael Voges, Executive Director of ARCO – the retirement community trade body that commissioned the report – comments: “While over-65s often choose to continue living in their existing homes, many wish to downsize when they reach retirement – including into age-friendly accommodation that has been designed to boost independence, health and wellbeing.

“At present, those who wish to take this path have little to choose from.”

The current supply of housing stock geared towards the retirement market sits at less than three per cent, states the report, with much of it being outdated sheltered housing that was built decades ago.

Examining the modern serviced apartment market as a downsizing option, the analysis reveals that “the scope to move from a large family home to a three-bedroom modern serviced apartment is extremely limited – and expensive” - only 10 per cent of all apartments have three bedrooms whilst 44 per cent have only one bedroom.

“Such low provision is harmful not only for older people, but our country as a whole,” adds Voges.

In particular, the report points to the Community Care Act of 1990 as the driving force for the reduction in retirement homes.

It describes how the segment for retirement housing grew substantially in the 1980s, thanks to local authorities and voluntary organisations, however this all changed with the introduction of the

community care legislation, shifting the focus to keeping vulnerable adults in the community.

Another major barrier relates to planning, explains the report, with a study of UK local authorities revealing that fewer than 10 per cent had clear policies on housing needs for older people, including the number of dwellings required and how to provide them.

“Combined with planning barriers, it is hard to avoid the conclusion that older people are not a priority for local authorities,” claims the CSFI. A PUSH TO DOWNSIZE Controversially, the CFSI says the government needs to update its policy relating to supporting older people to remain in their own homes independently by explaining that “supporting people in their own homes – scattered through mainstream housing – may not be affordable in the long run.”

The study adds that older people should not be discouraged from downsizing and the policy should emphasise the benefits of downsizing, especially if more suitable accommodation is available.

“The government should affirm that people living independently in retirement communities that offer care services are living in their ‘own homes’ and should be supported as such,” states the CSFI. In response to the findings, the CSFI suggests that the government should create a national strategy

Stiltz’ Yola Mealing emphasises the social, community and mental benefits that supporting older people to remain in their family home brings

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“While over-65s often choose to continue living in their existing homes, many wish to downsize when they reach retirement” MICHAEL VOGUES

concerning housing for older people, as well as make it a requirement for local authorities to have a plan for retirement housing.

Additionally, the CFSI recommends that the government should promote the benefits of downsizing and incentivise people to do it before social care is needed, alongside levelling up stamp-duty for first- and last-time buyers so that property purchases of up to £300,000 are nil-banded.

The call to move away from encouraging older homeowners to remain in their own homes in favour of downsizing and retirement community, however, stands at odds with much of the work that the mobility and access industry does.

THE DOWNSIDES OF DOWNSIZING Often, it is the ability to avoid having to downsize or move home that is heralded as a key benefit of home adaptations and mobility solutions by the sector.

Stiltz’ Head of Marketing counters the idea of a move towards encouraging older people to leave their existing homes in favour of retirement communities.

“There is a real danger that in the UK, we are ‘ghettoising’ by age demographic,” she explains.

“We are building great swathes of entry-level apartments; sprawling suburban estates for families; and small, usually single-occupancy properties for older people typically on the periphery of smaller, less affluent shopping areas outside of larger towns.”

Yola cautions that people living in such segregated communities reduces exposure to, and interaction with, different age groups, preventing people from understanding each other’s needs, as well as pushing older people out from retail hubs.

“To move older people ‘off the radar’ and into enclaves – however pleasant these environments purport to be - where they only have other older people for company can create feelings of loss of self-worth and being ‘packed away’ out of sight of those they perceive as adding value to the community,” she continues.

“It also removes people from their previous social and emotional infrastructure.

“Continuity of living in existing family homes, whether in a town centre, a suburban estate or somewhere more rural, is vital for people’s ongoing quality of life and mental well-being. The benefits of living among friends including the retaining of a family support

network, a familiar shopping and socialising environment and somewhere that adult children with or without grandchildren - can visit, cannot be underestimated.

“It cannot be compared to living in a small bungalow or apartment with what is often seen as ‘forced socialisation’ of communal lounges, where people who only have their age in common are thrown together resulting in underlying feelings of loneliness.”

Rather than older homeowners moving into retirement communities, she advocates for a more inclusive approach to housing, pointing to ideas currently being embraced by some areas in mainland Europe.

“I’m a firm believer housing needs to create communities – real communities where individuals and families interact across generations,” she says.

“In Holland, there has been some pioneering work taking place on how building relationships,

especially between children and older people, is highly beneficial for both. We need to look at different planning models, both for communities and the homes themselves. Also, more options for multi-generational homes and livework units: currently very relevant.”

Stressing the importance of building future-proofed homes for life, Yola finishes: “The main manifestation of change currently visible in the UK is the rise in popularity of self-building.

“These homes are built by people who have a future-focused vision.

They’re not only building their dream for now, but for 20 or 30 years down the line and they’re factoring in all the ideas they feel they may need in the years to come, from the outset. Around them homeowners will come and go, young couples, families, the middle-aged. A truly inclusive, age-embracing community being built in our midst without creating age-demarcated silos.”

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Q &A

The GNG Group has established itself as an international brand leader in the health-care, sports, safety & lifestyle sectors, offering specialist foam conversion for any industry requiring foam-based solutions.

Technical Director, Darren Potterton, talks about how GNG has been operating over the last few months. to support the NHS supply chain. Fabric suppliers were paying for air freight to support urgent supplies. Just incredible support from all corners; bag and zip suppliers to IT and FLT gas supplies. Everyone paid a crucial role in keeping us operating at unprecedented levels. Staff morale was through the roof; we had PPE, and supported them with lunches, fruit & veg boxes, supermarket vouchers just something to say ‘thanks’ every week.

Darren Potterton

Technical Director, GNG

I operate in a very fast paced environment and have a varied role. I have a number of key focuses including Healthcare procurement, product design, pressure testing and key account management.

TM: At the height of the pandemic, what actions did GNG take to help the NHS as it worked to control the outbreak?

DP: After discussions with our key accounts in the Sports and Consumer mattress divisions, and with their full support, we paused all production prior to lockdown and transferred all capacity to Healthcare, enabling us to predict the increase in demand. All 100 staff were focused on the medical division, and split into three shifts, working 24/7. It has been an amazing effort by all concerned. We increased production ten fold in those following weeks.

TM: What challenges did GNG face during those months?

DP: Meeting demand to support the NHS supply chain, achieved with outstanding staff morale and teamship. Not one team member refused to work, or change shifts.

Suppliers such as Vitafoam reversed their decision to close and continued production

TM: How did GNG overcome the challenges?

DP: We reviewed our manufacturing processes which helped increase foam cutting times by 40%. We reconfigured the Sports Division’s manufacturing process to have an additional line for medical production in a matter of days, and extra storage for foam blocks. Several 40ft trailers were positioned on site and 40k sq.ft became a full medical line. We deployed staff over 3 shifts to ensure social distancing and their safety, installed hand sanitizing stations at key points in the factory, signage on floors and walls to reinforce the message and completed covid risk assessment for all areas.

TM: Now the initial outbreak has been controlled, where will GNG now focus its efforts and how is it adapting to the new normal?

DP: By restarting Consumer and Sports, working two shifts to catch up with the backlog and demand.This is up 40% on some

consumer accounts, especially major e-tailers.

US orders for Sports have increased and we are seeing extra demand for home training equipment. Medical is falling closer to normal levels, but we have new sales enquiries from the UK and overseas, so sales are still very buoyant.

TM: For those in the market for pressure care mattresses and cushions, is GNG able to supply? And why should distributors and healthcare providers buy from GNG? DP: GNG has a proven history in supplying the healthcare sector with quality products in a timely manner.

We have full in-house capabilities from fabric cutting, screen printing, sewing and welding options for covers, as well as state of the art foam conversion machinery.

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Trade talk

Andrew Stevenson, Chairman of the British Healthcare Trades Association WHAT IS THE SITUATION FACING THE WORKING GROUP NOW THAT THE PEAK OF THE VIRUS HAS BEEN OVERCOME? “The key focus in the sector - as it is across all sectors - is rebuilding confidence.

“After months of lockdown and communications focused on stressing the dangers of going outside and the need to isolate from others, it will come as little surprise that people are now apprehensive about attending clinics or having people in their homes.

“Service users are concerned about the clinical viability, cleanliness, transmission risk and more so the BHTA and our members are working hard to alleviate those worries and instil confidence in people.”

ARE THE OUTSOURCED PROVIDERS IN A POSITION WHERE THEY FEEL CONFIDENT TO OFFER THEIR SERVICES SAFELY? “Most certainly. We are confident that people are very safe to have their assessment, service or whatever particular activity needs to be completed by their outsourced services provider.

“Indeed, seeing the lengths that many of the BHTA retailers have gone to ensure safety, it highlights

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just how well the sector has quickly adapted to continue offering their services to customers in need.”

THE GUIDANCE FROM THE NHS TO IN-HOUSE WHEELCHAIR SERVICES PROVIDERS IN APRIL WAS TO STOP MEDIUM AND LOWER PRIORITY WORK; DID PRIVATE PROVIDERS ADOPT THE SAME APPROACH AND CEASE PROVIDING SERVICES DURING THE LOCKDOWN? “No, all private outsourced providers’ services continued throughout the peak, including assessments, servicing, maintenance, repairs and clinics.

“The amount of time, effort, planning and action by the providers to continue offering services in the safest way possible throughout has been staggering and is a testament to their dedication and willingness to cooperate and collaborate.

“The working group has also taken all of these learnings and experiences and packaged them to help other providers restart their clinical services as well.”

NOW THAT THE PEAK HAS PASSED, WILL THE BHTA WHEELCHAIR SERVICES WORKING GROUP CONTINUE

Following the outbreak of the coronavirus pandemic in England in March, almost all NHS services experienced disruption and Wheelchair Services were no exception. Service users cancelling appointments, supply issues with parts and PPE shortages were just some of the challenges facing providers, coupled with the rapid redeployment of NHS clinicians.

In an unprecedented move, leading outsourced Wheelchair Services providers formed a working group, headed up by the BHTA, to tackle the issues to ensure service continuity during the lockdown.

Now that the peak of the pandemic has passed, BHTA Chairman and Working Group Lead Andrew Stevenson discusses the current state of play.

TO COLLABORATE MOVING FORWARD? “Although we have cleared the peak, we are certainly not out of the woods yet so the Wheelchair Services working group continue to meet every two weeks and will continue to do so for the foreseeable.”

WHAT SPECIFIC WORK HAS THE BHTA AND WHEELCHAIR SERVICES WORKING GROUP DONE OVER LOCKDOWN AND WHERE ARE EFFORTS BEING FOCUSED NOW? “During the outbreak, the working group created an interactive provider map, pointing service users to their nearest available and operational outsourced Wheelchair Services providers.

“With many in-house services being shut, this proved invaluable for many users in need of assistance during the lockdown.

“As we passed the peak and attention turned to returning to work and what that would look like in a clinical setting, the group created an in-depth ‘return to work’ guide to help providers manage and control COVID-19 risks in their working environments.

“Now, we are finalising a new ‘Get Wise’ leaflet which will provide service users with all the information they need to know

about accessing wheelchair services.

This includes COVID-19 safety and social distancing measures that are in place and highlights why it is essential that people do not put off their assessments.”

HAS THE BHTA SEEN A WAVE OF IN-HOUSE WHEELCHAIR SERVICES COMING BACK ONLINE IN RECENT WEEKS? “Unfortunately, we have found the amount of in-house services returning has been scant and fragmented over recent weeks.

“It is very much the case across wheelchair services that stopping the services was far easier than restarting them. Flipping the switch back to on and trying to get all the cogs turning again is creating a more diverse set of challenges.

“With so many different levers within the NHS that need to turn to get services up and running again, we are finding that not all levers are being pushed.”

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WHAT ARE SOME OF THE KEY ISSUES SLOWING THIS RETURN OF IN-HOUSE SERVICES? “Despite several services putting together similar ‘back to work’ plans, there are several factors that are slowing down the process of tackling the built-up latent demand in the system.

“In particular, staffing and administration is a sticking point. Many clinicians and staff are now being brought back into their services but issues such as safeguarding of vulnerable individuals and childcare are playing a role.

“The sector needs these services and clinicians back to start addressing this latent demand.”

DO YOU FEEL THIS SLOW RESTARTING OF SERVICES, COUPLED WITH THE PENT-UP DEMAND, MIGHT DRIVE SERVICE USERS TO THE PRIVATE MARKET AND RETAILERS INSTEAD?

“I think that is going to be a consideration for some service users that have the option to turn to private retailers. Also, the public sector may look to the private market to assist.

“There are currently questions being asked about the number of Trusted Assessors that are out there and potentially sharing clinicians across local authorities as well.

“These steps may help to get the ball rolling quicker, enabling services that have resource but less demand to help support other services that have less resource and excess demand.

“There is still a significant amount of collaboration taking place across the sector and the BHTA and the working group will continue to play its part in helping to try and get all cogs in the system turning again.” www.bhta.com

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RETAILERS’ CHOICE

Moving and handling products 24 / www.thiis.co.uk

Wondering which moving and handling aids are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that has stood out for them and why…

RETAILERS’ CHOICE

Lauren Bromfield Director of Direct Mobility Hire

Retailer’s Choice: Robin Ceiling Hoist from Invacare

Retailer’s Choice: Oxford Advance from Joerns Alastair Gibbs Managing Director of TPG DisableAids

“The moving and handling product we have selected is the Robin ceiling hoist by Invacare.

“The hoist is popular as its unique design does not have a spreader bar which allows for increased communication between the user and carer whilst still prioritising a comfortable and safe transfer.

“We utilise the Robin for both sales and hire, including installations of ceiling track systems, as well as our freestanding gantry and hoist hire.

“After sales support from Invacare is fantastic and spare parts when required are very reasonable and readily available.” www.directmobility.co.uk

“Our choice at TPG DisableAids in the Moving and Handling arena would be the ultra-reliable and dependable Oxford Advance from Joerns.

“Over many years we have sold hundreds of these machines and they have proven to be an extremely good servant to nursing homes and equipment loan stores alike.

“Added to a massive range of slings both permanent and single user, we can have every confidence in finding the best lifting solution for our client.” www.tpg-disableaids.co.uk

www.thiis.co.uk / 25

RETAILERS’ CHOICE

Ceri Dixon Marketing Manager of Ableworld

Retailer’s Choice: Glide Sheet with handles from Aidapt “Our choice this month is one of our newest lines into Ableworld stores, the Glide Sheet from Aidapt.

“This handy wipe clean glide sheet is strong, silicone-covered and has integrated handles. The Glide Sheet reduces the strain for both patients and carers, allowing a smooth transfer between two places without the need to lift. The safety of our customers is our top priority and ensuring patients and carers are able to obtain the equipment to help is vital.

“We also have our specialist mobility team available if someone is looking for specific moving and handling equipment. They are able to offer advice and obtain a wide range of equipment to help with a person’s individual requirements and to ensure the safety of everyone involved.” www.ableworld.co.uk

Retailer’s Choice: Atlas Advance Turning & Transfer Aid from NRS Healthcare Elaine Ferguson Mobility Services Manager of Fortuna Mobility

“At Fortuna we regularly work with carers to improve knowledge and find the most effective solutions for safer moving and handling of people.

“The Atlas Advance Turning & Transfer Aid assists a weight bearing user from the sitting to standing position (and vice versa), with the help of a carer. It helps to retain function and mobility as users can assist with pulling themselves up using their own ability.

“The Atlas Advance is used indoors to complete short distance transfers and for easy manoeuvres in confined spaces - from a chair to a wheelchair, bed or toilet. It has a four-bar handle feature making it suitable for different heights and two contoured, padded knee pads which are height and width adjustable.

“A low height platform enables it to fit under most divan beds – making it easier to step on to – plus the cut out base fits around a toilet. The non-slip mat on the standing platform provides added security, and the twin linked brake levers enable the central wheels to be locked simultaneously.

“The Atlas Advance has a maximum weight limit of 155kg and an optional safety belt can be purchased for users who require a greater sense of security and this is available in three sizes.” www.fortunamobility.com

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www.thiis.co.uk / 27

RETAILERS’ CHOICE

Retailer’s Choice: Soft Tilt from Invacare Matt Mohr Managing Director of Kent Mobility

“The Invacare Soft Tilt is a relatively new product to market. It can either be purchased built into an Invacare profiling bed or retrofitted to an existing bed.

“It consists of motorised plates that sit on the bed frame and underneath the mattress and has two main feature sets offering significant benefits.

“Firstly, it can be used to facilitate single-handed care, or turn a patient for sling application who would otherwise be unable to turn. Using the handset controls, the motorised plates push up underneath the mattress, turning the patient onto their side.

“In addition, it can also be used to reduce pressure as the plates can be set to an automated programme where it will gently turn the patient throughout the night, alleviating the need for a carer to come in at intervals through the night to turn the patient to avoid pressure sores.” www.kentmobility.co.uk

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Trade Thoughts Is discounting the postlockdown answer for mobility retailers?

After months of slow or no trading for many mobility retailers, retailers in the sector will be considering how to shift unsold stock and secure much-needed sales following lockdown.

One option that some in the sector have turned to is discounting, running sales as a means of reviving sales, grabbing customer interest and obtaining a cash injection, but is it the right move?

THIIS asks five retail leaders whether discounting will do more harm than good in the short- and long-term.

30 / www.thiis.co.uk

Matt Mohr

Mike Williams

Managing Director of Kent Mobility

Managing Director of Ableworld

“

Under the current circumstances, discounting may be an effective short-term tool. However, as a general rule discounting certainly isn’t something I favour unless it is warranted by a customer buying a significant volume or some other exceptional reason.

“With respect to sustained and ongoing discounts that form part of a promotion or permanent pricing structure, these can potentially be matched by competitors and therefore neutralise any advantage and, more importantly, there is the increased pressure on margins.

Then there are more intangible issues like customer perceptions.

“Retailers in the market occupy different positions in respect of what they offer and understanding this is also key to appreciating the importance/necessity of discount.

Here at Kent Mobility, we offer high-end products with high levels of expertise and service. We want our customers to appreciate and understand this and therefore we would be reluctant to discount unless there is good reason.

However, needs must and these are difficult times and if a little discount secures an order then so be it.

”

“

I would say yes!

“Many retailers, including ourselves, have a lot of stock and suppliers’ warehouses will be bulging so I think it is important for the industry that we work together to get the products to the customers at even better prices.

“Customers will obviously appreciate the discounts and it allows us to clear some of the backlog to help everyone in the supply chain.

“We always start our summer sale in July so we have some incredible discounts across many of our ranges as customers will be starting to shop more once high streets start to get back on their feet.

“Luckily, we had a steady flow of customers throughout lockdown who were all happy that we were available to help them so we created customers for life while many others were closed.

“Good value for money, range and honest advice for mobility equipment will always be what customers want. This is what we have always offered, rather than making money by selling unethically, selling products that need assessment online or selling at inflated prices and taking advantage of vulnerable people.

”

Alastair Gibbs

Karen Sheppard

Lauren Bromfield

Managing Director of TPG DisableAids

Managing Director of People First Mobility

Director of Classic Mobility

“

I have never been a great believer in discounting as a means to increase business for a number of reasons.

“The most important of those reasons is the lack of appreciation of what happens when you discount.

“If you choose to discount by say 20% from the normal selling price, it has to be realised that all of that 20% is from your dealer margin and not from the total.

“If a dealer would normally sell a boot scooter for around £900 and it has cost around £500 to buy, a 20% discount will reduce the margin from £400 to £220 - a 45% reduction in margin. This effectively means you have to sell two scooters to be in the same place you were before discounting. You are now making less than 25% gross margin but still have all of the costs of sale, delivery, warranty, order processing etc to cover.

“It is not difficult to see that unless you can more than double the number of customers, you will actually be worse off.

”

“

Mobility scooters that were in the showroom at the start of the lockdown are now an extra three months into their warranty. Will suppliers honour another three months?

“If not, then retailers will have to fund the warranty for three months themselves or discount the scooters and sell as ex-demo with less warranty.

“Offering cheaper prices means they can then be turned around quickly to bring in some cashflow and allow new stock to be bought into the showroom.

“People will be looking for bargains and I think people are ready to spend. Those who are shielding may be on PIP etc and therefore their money has not decreased during lockdown so they will have funds that they haven’t been able to spend available for purchases now.

“Manual wheelchairs and daily living aids don’t have the same warranty issues so these could be sold at normal price. However, getting cashflow back up and money coming in will be important, so judgment will have to be made on whether more sales can be achieved by offering some special offers and deals.

”

“

For us, discounting items will not be the answer following lockdown. It’s so important when working in this industry to provide a good service to ensure our clients receive quality products that suit their needs.

“We are always well priced, and will continue to be, but we will never try to compete with online retailers and ‘super sales’. We hope that our clients continue to see the value in the service we provide, rather than focusing on saving a few pounds.

”

Do you have a trade thought you would like to share with the industry?

Get in contact with Calvin Barnett at calvin@thiis.co.uk to become involved

www.thiis.co.uk / 31

RETAILER SPOTLIGHT For many, the idea of leaving behind the security of a senior role in one of the largest mobility suppliers to launch a new start-up would prove a difficult decision, let alone deciding to do it just after starting a family. For Ryan Hirst, however, it was the arrival of his first daughter that cemented the decision to forge a new path.

The former Sunrise Medical executive and his wife established 360 Wheelchairs, their own “minidealership” centring around the idea of dealer collaboration, just weeks before the pandemic outbreak. THIIS caught up with Ryan to learn more about the new business, its innovative model and how it has survived the pandemic.

A 180 turn to create 360 Wheelchairs Well-known across the industry, Ryan is a familiar face to many after spending eight years with Sunrise Medical.

Joining the giant wheelchair supplier as a product manager, it wasn’t long before Ryan found his feet and his passion for the mobility industry.

“With wheelchairs, it is interesting because you have so much going on and there are so many idiosyncrasies and options that can transform the product for the user. As a product guy, that always appealed to me,” he recounts.

“I also liked how relatively small and welcoming the industry is – you get to know everybody and over the last eight years, I have had the opportunity to meet hundreds of people who are doing great things in the industry.

“I remember in my first week with Sunrise, I was at a launch event for the Quickie Jive and did not know a soul. At lunch, Barbara Byrom from Gerald Simonds invited me over and we had a lovely chat

32 / www.thiis.co.uk

about her kids, her background, the history between Sunrise and Gerald Simonds and it was great. There are so many friendly and welcoming people who work in this industry like her and coming from the world of IT distribution industry, mobility was a breath of fresh air.”

Charmed by the customers, dealers and the sector’s “feel-good factor”, Ryan decided to make mobility his permanent home, working his way up the ladder of Sunrise until eventually heading up its sales and marketing division.

NEW FATHER, NEW GOALS, NEW BUSINESS Climbing the corporate ladder is many people’s professional ambition, however, the arrival of his baby daughter in July 2019 prompted Ryan to change the course of his career.

“To do my job at Sunrise properly, it required me to be away two to three nights a week,” he explains.

“My father was in the army and he spent a lot of time away from home

and that is not something I wanted for myself and my family. I want to be around for my kids and I don’t want everything to fall onto my wife so I decided the time was right to set up my own business.”

“We have such lean overheads and we only have to turn over so much which enables us to have more freedom to pass over referrals, rather than move into areas where we are not experts.”

RYAN HIRST

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RETAILER SPOTLIGHT Leaving the corporate world behind to focus on supporting his new family, the popular industry veteran launched 360 Wheelchairs with his wife Jackie in February 2020.

For many, the decision to forgo the safety and security inherent with working for a large company in favour of founding an uncertain start-up may be extremely difficult to reconcile. Ryan, on the other hand, views the situation differently.

“We’ve left the safety nest of an employed job but our expectations are different in regards to what we earn. The trade-off is that I am around more and we have more time together as a family,” he says.

“Once we were able to resolve the financial aspects, the decision was not that difficult. When I look back, the important thing is that I want to have been around as a father and that’s really what it is all about.

“By working hard and generating our bit of business, we’ll be able to afford to get by while still having the potential to be successful. There are still many different avenues and services that are underdeveloped in the industry.”

A 360 APPROACH TO WHEELCHAIR PROVISION It is these unexplored services that the new mobility boss hopes will set his business apart.

With his partner Jackie handling the accounts and administration, Ryan is focusing on what he knows best: wheelchairs.

Using his skills and knowledge in lead generation, marketing and wheelchair provision, acquired during his time working with dealers up and down the UK, the family company is specialising in manual and powered wheelchairs.

Based from the family home, 360 Wheelchairs generates prescriptive wheelchair leads which it personally handles or passes on to dealers via a referral scheme. In addition, it actively approaches medical-legal customers, such as case managers who manage funding for their clients.

“Those are the three main ins really,” says Ryan.

34 / www.thiis.co.uk

“Also, because we have such a lean infrastructure, without a shop or staff to worry about, it means we can invest more time and energy into our clients and can afford to pass on a lot of our qualified leads.”

WORKING WITH CLIENTS For the clients that 360 Wheelchairs works with, Ryan says he tries to deliver a service that is as comprehensive and extensive as possible to ensure the chair they choose completely meets all of their needs.

“Our introductory calls are enquiry calls and they can last a couple of hours quite easily. I take my time so that we get to know each other and I get a clear picture of the customers’ goals, objectives and needs,” he describes.

“I’m sure this is nothing new

and many dealers are doing this already but, from my experience, it is working really well.”

Visiting his clients’ homes to conduct the assessments, Ryan explains that he takes a holistic approach to the assessment process to build a comprehensive understanding of the client’s life and personal circumstances.

“The assessments we do are extensive and it is easy to talk about ‘time’ because it is the easiest metric to bring it back to but I have done assessments that have lasted four to five hours because we try to cover all the bases,” he continues.

“It can be what car do they drive or what car do they expect to purchase in the future, transitions between different thresholds, activities & hobbies and even what shoes do they wear. It all helps build

Swapping corporate security for valuable family time

RETAILER SPOTLIGHT he has found new ways of working with clients that he will continue long after coronavirus has gone.

“The sanitation process for the chairs and the constant cleaning is more hygienic and makes sense to continue past COVID. I also think the move to latex gloves is probably something I will stick with when measuring someone as I think it just feels a bit more professional for both parties,” he reflects.

“I think there is a lot to be learnt beyond this too and I certainly haven’t known anyone to have a common cold during this time!”

Former Sunrise Medical exec Ryan Hirst is bringing a new dealership concept to the private wheelchair market

a complete picture so we can find the chair that ticks all those boxes.”

Working around coronavirus Delivering this level of assessment has become a far more complex challenge, admits Ryan, since the coronavirus outbreak and lockdown.

At the start of the outbreak, the company paused its assessments to try and find a way of continuing to provide its services to clients whilst keeping himself and his customers safe. And, unlike other sectors of the mobility industry, videoconferencing was not a viable alternative.

“Fundamentally, I disagree with virtual assessments for prescriptive wheelchairs as you need to be able to feel and understand your client’s posture,” maintains Ryan.

His solution: “PPE and common sense!”

“Initially, we did nothing in the way of assessments,” he recounts.

“Then, as the lockdown began to ease and we had the correct PPE, we did a handful of appointments. The weather also helped as it meant that I could talk to our clients in their gardens and keep a safe distance.

“I would then don the full PPE when measuring up and conducting their environmental assessment.

This has worked well and meant that we have still managed to generate some revenue.”

Out of the crisis, Ryan says that

DEALER-TO-DEALER COOPERATION Stressing that he has no ambitions to take over the world, Ryan says his dealer operation is centred around the idea of being small and manageable, allowing him to manage the number of clients he works with and passing qualified leads over to dealers in a win-win scenario “There have already been instances where I’ve felt I haven’t got suitable products to meet a client’s needs so we have referred them on to other people,” he says, “We have such lean overheads and we only have to turn over so much which enables us to have more freedom to pass over referrals, rather than move into areas where we are not experts.”

Playing to his strengths Having worked with key Sunrise Medical manual and powered wheelchair ranges over the years, Ryan is playing to his strengths and sticking to the chairs he knows.

“When I first started at Sunrise, I was the manual wheelchair product specialist so my fallback is that I know those models inside and out,” he emphasises.

“On the powerchair side, I did cover that as a product specialist for some time and launched new products in that segment for years but I would say when it comes to specialist programming and specialist controls, I am certainly not an expert.”

Specifically, Ryan is working

with Sunrise’s active manual and powered Q-Series range (excluding special controls, Sedeo Ergo & Up), as well as the supplier’s seating products.

“There are product ranges that I see as a necessity to bring on board,” he continues.

“You can’t sell an active user chair without selling the add-on attachments these days, be it add-on bikes or drive supports, so I have already sat down with some people in the industry to explore bringing add-ons to our offering.”

In the instances where the products or knowledge required is out of 360 Wheelchair’s field of expertise, Ryan plans to pass those clients on to dealers that can best meet the individual’s needs.

“I would say one of the things that I am very good at is knowing what I am not very good at!” he points out.

“Fortunately, I have met and worked with a lot of dealers over the years who are exceptional at programming special controls, setting up specialist chairs or have more knowledge in specific areas, such as standing chairs or chairs for 24-hour care.

“It makes a lot more sense trying to work with, rather than trying to compete against, experts like Recare, Wheelfreedom, Motus, Lifestyle & Mobility and Better Mobility who are already phenomenal at what they do in the complex-end of the market” “For areas where my knowledge and skills are still developing, I will be working with other dealers through referrals who I know are the experts in a certain field.”

Picking up referrals Alongside generating and passing leads over, the company is also available to pick up leads from retailers that may already have too many clients or may not have an expertise in the prescriptive-end of the wheelchair market.

“For those dealers already working in the prescriptive space who may already be working with a case manager network, they may see the value in being able to refer that business on if it is off their patch to

www.thiis.co.uk / 35

RETAILER SPOTLIGHT maintain the relationship with the case manager,” suggests Ryan.

“Whereas for those retailers that operate at the more lifestyle end of the market, we can offer our services via a referral commission scheme, through training, or even a white-label service.”

New ways to collaborate In particular, Ryan highlights that for retailers where this complex-side of the market is more foreign and they may have to traditionally rely on a manufacturer’s support or pass the opportunity up, 360 Wheelchairs can help.

“We can work with retailers by having me come in and help train staff so they can better qualify leads and maximise their lead generation.

It is something I have experience doing across many national retailers I worked with during my time at Sunrise,” he continues.

“There are smaller dealerships out there that find they are constantly having people come in for riser recliners and associated products

but they are not generating wheelchair enquiries as they do not feel confident to do so. I would love to help them from a training aspect and a fulfilment aspect after that.”

In the wake of the coronavirus outbreak and lockdown, this collaborative approach to working together may be an attractive prospect, particularly if extended Wheelchair Services waiting times prompts an increase in people turning to the private market for their chairs instead.

Also, with many dealers keeping staff on furlough as demand slowly returns to the private wheelchair sector, Ryan points out that he can help provide quick additional resource for short-handed companies.

“I can offer other dealers a white label service where I can go out and conduct a full assessment and hand over under the guise of their dealership,” he notes.

“I can see this being helpful for them whilst they are trying to find the clutch point between bringing

360’s referral scheme aims to bring a ‘win-win’ element to dealer-to-dealer interaction

36 / www.thiis.co.uk

“I would say one of the things that I am very good at is knowing what I am not very good at!”

RYAN HIRST

staff back whilst they are tracking behind their forecasted revenue.”

CHAMPIONING COOPERATION Often, the addition of a new dealer to the mobility landscape spells out ‘opposition’ to others in the sector, however, Ryan is keen to emphasise that his business model focusses on cooperation rather than competition.

“Importantly, I do not see other dealers as competition because we are not a typical dealership,” he elaborates.

“It’s just me, my van and my workshop, servicing a handful of

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RETAILER SPOTLIGHT clients and passing leads on to others. I do not see these being opposing so hopefully we can generate enough leads to make our business viable.”

Interestingly, referral schemes and dealer training are something more often associated with suppliers. With formal dealer-todealer arrangements less usual, Ryan hopes his concept will take off, changing the more tribal aspects of the mobility retail sector.

“From a services perspective and bringing people together, it may be a challenge trying to get people to understand what we are trying to do,” he admits.

“I know people have had discussions about the things we are doing before but I do not think anyone has put together a proper referral scheme and formal processes in place.

“I hope people see the value in it and how it can benefit them but I know it may take some convincing.

Fortunately, there are companies that have already helped me and support what I am doing – they have been great friends through the transition.”

Partnering with third parties Ryan’s collaborative approach to business does not stop at working with other dealers. The entrepreneur is also working with another former Sunrise executive and OT, John Fitzpatrick.

An expert in the field of wheelchairs, John previously worked for the mobility manufacturer as an area sales manager before creating his own company, Silverfern Therapy.

“John can provide something that I don’t do and can’t do,” explains Ryan.

“He runs a company providing independent Clinical Assessments focused on postural aspects and a full prognosis of each client and their full medical history to substantiate a product offering which is clinically justified.”

Delivering a valuable clinical string to 360 Wheelchairs’ bow, John can provide third-party sign off for funding and provide important Expert Witness services and clinical advice – all essential for 360

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Power of video One of the hardest elements of starting a new business is getting known and showcasing all the wonderful things that the company can do for prospective clients. To raise brand awareness and demonstrate 360 Wheelchairs’ expertise, Ryan has turned to the power of video.

“There are a few reasons why we were keen to develop our video content,” explained the entrepreneur.

“The first is a bit for my own sanity! I’ve spent the last eight years at Sunrise Medical showing people how to prescribe chairs, how to use our products, make various adjustments and more. I see the videos we produce as an opportunity to get some of this information that is in my head out into the ether.”

The videos – covering everything from understanding the different type of wheelchairs to in-depth advice and tips relating to controllers – provides 360 Wheelchairs with an opportunity to showcase their skills to prospective customers, as well as creating engaging content to share across its social media platforms.

Wheelchairs, medical-legal work.

“It comes back to the idea of collaboration and knowing who are the experts in the industry,” continues Ryan.

As an OT, John has been in the industry for 18 years and worked in a Wheelchairs Services, for a distributor, for a manufacturer and now as an independent OT, details Ryan.

In addition, he has a master’s degree in ergonomics so from a wheelchair advisory and clinical expertise perspective, his credentials are exceptional.

“Working together makes a lot of sense,” says Ryan.

“He wants to use his skills and knowledge in more of a clinical advice capacity without having to necessarily sell wheelchairs and maintain them afterwards, which is our area of expertise.

“With each wheelchair we sell, we offer a three-year aftercare package which is the delivery of the business. The assessment and

handover are just the start of the journey; delivering that aftercare afterwards is our core.”

STAYING POSITIVE DURING THE PANDEMIC Launching a new business just weeks before a once-in-a-century global pandemic is, objectively, bad luck for any entrepreneur.

According to the ever-positive mini-dealership boss, however, he says the lockdown strengthened his resolve to make 360 Wheelchairs a success.

“I had the opinion that 360 Wheelchairs had to work because there wasn’t going to be any other options in terms of finding a job,” stresses Ryan.

“Also, without sounding insensitive, my ultimate objective was to spend more time with my daughter and help my pregnant wife which, by default, happened.”

Putting the situation in perspective, Ryan says that he counts himself lucky that his

“When I look back, the important thing is that I want to have been around as a father and that’s really what it is all about.”

RYAN HIRST

RETAILER SPOTLIGHT them, the doctors and nurses that have busted a gut to care for people, and those that have been confined to solitary throughout this.

“We are lucky to have each other at home and lucky to have amazing weather through this because there are many who have not had such luxuries.”

Ryan’s daughter Halle motivated him to change the course of his career

experience throughout lockdown has not been as difficult as it has for so many others.

“We are lucky. We had already planned to have a quiet few months and all of our family are in good health (and still are),” he contends.

“There are so many people in the UK and globally that have had to live through a nightmare because of this: those that have lost their lives without their loved ones around

A ‘NEW NORMAL’ FOR THE WHEELCHAIR DEALERS? It remains to be seen if the pandemic is the spark that ignites a collaboration revolution in the private wheelchair market. As the sector starts the long road to recovery, however, Ryan’s ‘win-win’ approach may chime with those currently working in, or looking to move into, the prescriptive wheelchair space.

And, with the coronavirus outbreak having disrupted the usual ways of working across almost every sector imaginable, now may be the perfect time for 360 Wheelchairs’ concept of dealer collaboration and cooperation to enter the marketplace.

Working with 360 Wheelchairs For dealers interested in working with 360 Wheelchairs or keen to find out about its different services, be it the referral scheme, training, marketing support, white-label support and more, contact Ryan Hirst on 0330 380 1411 or email info@360wheelchairs.com

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THE POWER OF HYBRID

SUPPLIER SPOTLIGHT

25 years on, founder Arthur Wang is still as committed to product quality as when he started FreeRider

FreeRider: A quartercentury committed to quality WHAT INSPIRED YOU TO LAUNCH FREERIDER OVER A QUARTER OF A CENTURY AGO? Arthur: “I have a background in manufacturing but my motivation to found the company and produce mobility aids was to help my wife, Juyu, travel freely.

“Since contracting polio at a

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young age, she has had trouble moving around so I wanted to create a device that would give her the freedom to enjoy life the way she wanted to.

“From there, we wanted to provide that same freedom to others and the result was FreeRider!”

Over the past 25 years, FreeRider has seen several major global events unfurl and has remained standing tall to tell the tale. From the worldwide financial crash of 2007/08 to the outbreak of a global pandemic, the steadfast supplier has weathered the storms by committing itself to two key tenets: innovation and quality.

Having reached its impressive silver anniversary, FreeRider Founder Arthur Wang and UK Sales Director Paul Fisher discuss the need for reliability, the impact of coronavirus and the importance of its dealer network.

HOW DID YOU FIRST INTRODUCE YOUR MOBILITY SCOOTER TO THE UK? Arthur: “When we came to the market 25 years ago, it was difficult.

I remember we showed our first model to Sten Chesser of Keep Able in 1995 at Medtrade Atlanta and he was kind enough to give us a

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SUPPLIER SPOTLIGHT lot of guidance regarding different elements that we should consider changing – he had around 50 ideas!

“We listened and used that feedback to improve our model and then focused on selling our scooters to Europe, rather than the USA. We chose to start with Europe because the US had a lot of big players already and a more conservative market.

“Europe made more sense to us and the UK was the second-biggest market for mobility scooters in the world, as, as well as already being developed. It made more sense to focus on penetrating that market.”

WAS THE UK MARKET RECEPTIVE TO YOUR PRODUCTS? Arthur: “Certainly! We travelled across the UK, making contact with distributors and promoting our product and they got on board with us.”

HOW HAS THE MOBILITY SCOOTER MARKET CHANGED SINCE THEN? Arthur: “Over the years, there have been many changes, from new products and trends, such as the introduction of the boot scooters, to the financial crash of 2007. As a small manufacturer, we have managed to continue by always focusing on the customer and the quality of our products.

“Perhaps the biggest change we are seeing now is the entrance of Chinese suppliers and a bigger fixation on prices. The industry is becoming increasingly price

competitive and we are seeing the quality of products from these competitors lowering.

“FreeRider has built its brand on quality and it is something that we are committed to maintaining while remaining competitive on price.”

Paul: “Since China became a global force in manufacturing, Chinese manufacturers’ focus has always been to get market share which has been driven by cost, whereas FreeRider champions innovation and quality.”

ARE YOU FINDING THE MOBILITY SCOOTER MARKET IS BECOMING MORE PRICE-SENSITIVE AND CUSTOMERS ARE WILLING TO FORGO A CERTAIN LEVEL OF QUALITY FOR A LOW PRICE? Paul: “In recent years, the mobility industry – like all industries – has unfortunately seen the clamour of purchasers looking for the cheapest price and, to provide that, quality often becomes a by-product.

“It is a difficult scenario but our marketplace is about meeting customers’ individual needs so we are reliant on our strong bond with our distributors. Quite rightly, reputable retailers are always looking for reliable, durable products.”

HOW IMPORTANT HAS THE COMMITMENT TO QUALITY BEEN TO FREERIDER’S LONGEVITY IN THE MARKET? Arthur: “It has been fundamental to our continued success. It is our dedication to quality that has created our trusted brand which is enduring.”

Paul: “Our Mayfair and our Kensington models have been dealer favourites for years and the responses we receive are always the same, such as ‘they are bullet-proof and bomb-proof’.

“It is that level of reliability that our long-standing trade customers and their end-users have found is worth its weight in gold because people know the products we produce are built to last and stand the test of time.”

HAS IT BEEN DIFFICULT TO RECONCILE THE COMMITMENT TO QUALITY IN AN INCREASINGLY PRICE-COMPETITIVE INDUSTRY? Arthur: “It is a challenge that Paul and I are closely examining.

Clearly, as a

Starting life in a 2,200 square foot factory in Taiwan, FreeRider now manufactures and exports its ranges from its 90,000 square foot plant

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SUPPLIER SPOTLIGHT manufacturer, the factory is dependent on sales so it is always a balance.”

Paul: “One of the categories that we have looked at in great length is the ‘battle scooter’ segment. By that, we mean the lower cost, entry-level scooters with fewer accessories and features. Then, on the other side, there are premium scooters where discerning customers want to make decisions tailored to their wants and needs.

“As a manufacturer, we have to try and accommodate, as best we can, to both ends of the market.”

Arthur: “At the moment, we have been very successful with our battle products, which are our Mayfairs and Kensingtons, because they are tried and tested. These products have gone through many, many years of use and travelled thousands of miles which has allowed us to refine these models to a point where we can be very confident in our claims about their reliability and durability.”

WHICH DO YOU FIND IS HIGHER IN THE LIST OF PRIORITIES FOR DEALERS: PRICE OR QUALITY? Paul: “I think it comes down to understanding the value of a product. Is it about an initial saving on the purchase price or is it about the savings that can be reaped over the time that a customer has it?

“We believe the benefits of reliability and durability far outweigh a marginally lower price tag in the long-run.

“For many of the established bricks and mortar dealers, they want products that are not going to cause them and their customers a lot of trouble down the line. This ensures that their customers will come back and buy from them again.

“On the other hand, dealers that are solely internet-based and have fewer overheads are far more concerned about prices as that is how they derive an advantage over their competitors.

“It really comes down to what the dealer values and for those retailers dedicated to providing a great

The company has launched the Lite version of its popular Mayfair model to suit smaller budgets

experience for their customers, we tend to find reliability and quality is higher up on their lists.”

DOES THIS INFLUENCE HOW YOU CHOOSE THE DEALERS YOU WORK WITH? Arthur: “Certainly. At FreeRider, we look to form partnerships with our dealers and we like to do business with companies that share our values for doing what is best for the end-user above all else.

“Our biggest asset that we have as a company is our people. Those that work within the company and the distributors that we work with.”

Paul: “It is why we invest heavily in our sales staff, ensuring they are engaging with our dealers and spending time understanding their needs. That is how we add value to those relationships.

“We value all of our dealers because every retailer needs the support of the manufacturer that

they are buying from.”

IN THE UK, FREERIDER CONTINUES TO WORK EXCLUSIVELY WITH A DEALER NETWORK RATHER THAN SELLING DIRECTLY TO THE END-USER. WILL THIS CONTINUE TO BE FREERIDER’S ROUTE TO MARKET IN THE FUTURE?

“We believe the benefits of reliability and durability far outweigh a marginally lower price tag in the longrun.”

PAUL FISHER

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SUPPLIER SPOTLIGHT Arthur: “In the UK, the relationship we have with our dealer network is special and very important. We cannot emphasise strongly enough that as a manufacturer, our route to market in the UK will exclusively be through our trade partners.”

ALONGSIDE YOUR OPERATIONS IN THE UK, WHAT OPPORTUNITIES ARE YOU EXPLORING IN EUROPE? Arthur: “We are currently looking to expand our operations in Europe and expand our distributor network.

As a manufacturer, we can produce products to suit individual customer needs. We often manufacture products in certain marketplaces that are specifically for certain distributors.”

Paul: “In Germany, for example, we manufacturer specific products for certain distributors and these ranges are exclusive to that channel.

So our ability to white label gives us another string to our bow and is another benefit of having our manufacturing capability.”

CAN YOU TELL ME MORE ABOUT YOUR NEW SCOOTER COMING TO THE UK AND WHY DEALERS SHOULD BE EXCITED? Paul: “To mark our 25th Anniversary, we do have a new product in the pipeline which we are staying quiet about for now.

Unfortunately, the coronavirus outbreak has had an impact on the delivery of it.”

Arthur: “We would never want to rush out a product without the accompanying dealer support so we will wait until the time is right to bring it to the market. I can promise, however, that it will be worth the wait.”

THE CORONAVIRUS PANDEMIC HAS WREAKED HAVOC ON RETAILERS AND SUPPLIERS ALIKE; WHAT IMPACT DID THE OUTBREAK AND LOCKDOWN HAVE ON FREERIDER? Paul: “We were fortunate because we keep a large stock of scooters and parts in our UK warehouse facility, with containers coming from our

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factory regularly. This system has served us well during the lockdown and we faced no interruption to our supply chain.”

WHAT IS THE CURRENT SITUATION AT FREERIDER NOW THE PEAK OF THE PANDEMIC HAS PASSED? Paul: “We are fully operational and taken all the necessary steps to keep our staff safe.

“We have staff both working from our head office taking calls and answering emails every day and other members of staff working from home to pick up at busier times.

“Throughout the lockdown, we kept the warehouse open to offer technical support and despatch orders while accounts and management are currently working from home and are available to support the staff in the office.

“At this time, it has been easy to set up safe working practices, ensuring health and safety as a priority. We have very limited numbers of visitors to the office but we have taken a rigorous approach to our risk management nevertheless.

“All the necessary PPE has been made available and hand sanitising stations have been established, along with maintaining appropriate social distancing between the staff in the building. Also, we have stepped up our daily cleaning practices.”

A commitment to product design and build quality has ensured the company continues to stand the test of time

“Our reps also stand ready to help dealers to do whatever they can to support them through this uncertain and difficult period.

“We have also made efforts to make our ever-popular Mayfair scooter available in a Lite version to suit smaller budgets which will be important if people are watching what they spend but still want the steadfast quality and reliability that we offer.

“In recognition of our 25th anniversary, we also have some special offers to share with our partners and encourage all of our current, past and new customers to give us a call so we can share with them the benefits of dealing with FreeRider for the next 25 years and beyond.” www.freeridernetwork.co.uk

NOW THAT RETAILERS ARE REOPENING AND THE MARKET IS SHOWING SIGNS OF LIFE, WHAT WOULD YOU LIKE TO TELL THE MOBILITY TRADE? Paul: “The main thing we would like to convey is that we are here! Call us or email us. We are completely focused on supporting our dealers and all of our usual products and spares are available.

If they get their order to us before 1 pm, we will, in most cases, get the order to them the next day.

“With the uptake in home shopping, delivery companies have sometimes found it a challenge to meet the usual high standards of timed deliveries but we are seeing improvements.

“Perhaps the biggest change we are seeing now is the entrance of Chinese suppliers and a bigger fixation on prices.”

ARTHUR WANG

THE OT’S PERSPECTIVE

The OT’s Perspective Selling in a socially distant world.

Are webinars the answer for connecting with customers?

By Stuart Barrow

Yes, the lockdown is “easing” – more quickly in England than in my native land – but there’s still absolutely no doubt that we’re in for many more months of social distancing and a long period of “new normal”, where we can’t do whatever we want, whenever we want.

If your usual routes to market have been disrupted, you’re likely looking for new ways to reach your audience. And if that’s the case, then I’d strongly suggest you consider webinars.

WHAT IS A WEBINAR? It comes from two words = “web” and “seminar”, and it’s pretty self explanatory – a seminar that takes place on the web.

The webinar can take a number of different formats but its chief goal is to help you continue engaging with your audience: crucially important where face-to-face contact is much more challenging and in many cases

right now, illegal.

A week after lockdown was announced, we launched OTAC Webinars with Simon Thomas from Geberit.

Three months later and we have now run webinars featuring Geberit, Stiltz, Gordon Ellis & Co, Handicare, Safespaces, Apex and Lisclare, with well over 1000 occupational therapists registering and 600+ attending.

And we’re not the only ones doing this – I’ve attended sessions run by other OTs and found them very useful.

In particular, the DFG training run by Paul Smith, the director of Foundations, has been hugely helpful while Kate Sheehan and Adam Ferry have supported companies like Closomat to run sessions through The OT Service – both well worth looking up.

Only the other week, a session on the law and COVID-19 proved beneficial to many professionals

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Last month, I wrote about the challenges facing retailers and manufacturers during the coronavirus pandemic. And, unsurprisingly, those challenges still exist as I sit down to write this month’s article.

– this was run by Adam Ferry and Mathew Box, two independent occupational therapists along with Michael Mandelstam, who regularly attends and runs sessions at our live OTAC events.

WEBINARS WORK. WHY? What’s been clear from our webinar programme is that a larger crosssection of the OT community is able to join us online than the group able to attend our live events.

Clearly, there is less friction involved – there’s no travel time, no hotel room or day out of the office – and although a delegate clearly doesn’t get the same full-day experience at a webinar than they would at an event, they’re still able to access a tremendous amount of value.

WHAT SHOULD A WEBINAR COVER? It’s been very important to us that each of our webinars add significant

value to our OT audience. While an increase in sales is a beneficial byproduct of a successful webinar, it’s important that they aren’t just thinly veiled sales pitches.

By training and advising, you’re able to show the true value of your products while also enabling webinar attendees to improve themselves and the service they provide to their clients.

Even if your client is a retail outlet or a dealer, there’s still significant value in running webinars, not least because it can potentially cut down on the cost of dealer days, both in terms of time and money.

HOW TO RUN A WEBINAR At a very basic level, a webinar can be run with a computer and some sort of videoconferencing software (we use Zoom, which is easy and intuitive).

On a more advanced level, by using the right AV company, you can broadcast studio-style sessions with full-on filmed product demonstrations.

Either way, I recommend asking participants to register as this allows you to keep track of who has attended and their needs to be followed up on.

SO, WHAT ARE YOU WAITING FOR? The retailers and manufacturers who aren’t letting the grass grow under their feet are the ones reaping the benefits in this ‘new normal’ we all find ourselves in.

If you’re yet to embrace the power of online, then this could be the ideal opportunity for you to do just that – if you need any help to get started let me know.

And if you’re interested in working with us and connecting

with our OT audience, we have a handful of slots available between now and the end of 2020, so please get in touch if you’d like to discuss them.

Stuart Barrow of Promoting Independence is a member of the British Association of Occupational Therapists panel and a recognised contributor in the field of home adaptations. He also runs the popular Occupational Therapy Adaptations Conference

Call to find out more

01787 888 106 Attaches in seconds

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LET’S GET IT CLEAR

What makes a good cushion? 4. Contours for Posture and Positioning

by Dr Barend ter Haar This is the fourth article in a series which aims to start getting people thinking more about what goes into a cushion that makes it ‘good’ for one person, but maybe not for another. In the first article, we identified the three key elements around which a cushion can be assessed – functionality, posture management and tissue integrity. In the third article, we addressed the benefits of a neutral pelvis and stability for posture management. This article unpicks further aspects around posture and positioning that can be enhanced by selective contouring.

For the clinician, as well as for the occupant, tissue integrity around the buttocks may well come first when selecting the attributes of a cushion. As discussed in Part 3 of this series, the construction and resultant stability of the elements of the cushion’s design will have major effects - on the occupant’s ability to carry out their normal

Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.

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activities while on the cushion, on the one hand, and, on the other, effects on the control of deformities or preventing development of deformities elsewhere in the body.

In this article, we consider further elements that can be incorporated into the design of a cushion through contouring to provide further postural support to the benefit of the occupant. Some of these elements, as well as helping the occupant to obtain the benefits of a better posture, will have a positive influence on pressure distribution.

CONTOURING Contouring or shaping in cushions can be achieved by fixed components built into the cushion (e.g. different density or thickness of materials), by adjustability within the cushion (e.g. by selective removal of air), or by external additions (e.g. with shaped wedges under the cushion). This contouring or shaping can be placed selectively and to different degrees to meet the specific needs of the occupant.

An alternative means of controlling posture and position.

When contouring in or around the cushion is not enough, an alternative means of controlling posture and position may also be needed, such as the application of positioning belts and harnesses, or additional appropriately placed pads.

Thus contouring can be designed to achieve specific aims to manage the occupant’s posture and positioning, which may lead to

improved functionality and/or better controlled skeletal management, especially during growth phases.

The downside is that contouring, by restricting some movement, may also have a negative outcome on functionality. In addition, the contours might physically impair transfers.

THIGH ABDUCTION Anatomically, the ideal angle of the thighs is 5o of abduction from the midline to ensure you have the head of the femur best located in the hip joint (the acetabulum) in the pelvis (Fig 1). This can be achieved by a thigh recess (trough) in the cushion, and/or extra or more dense material at the front of the cushion, creating an abduction pad between the thighs.

These elements can also be used to help manage rotation of the pelvis. In more complex cases involving pelvic rotation and/or ‘windsweeping’, the thigh recesses may need appropriate customisation.

Neutral Hip Joint Alignment: 5 degrees of abduction 5º

5º

Figure 1 Optimal thigh angles for femur-hip joint positioning

LATERAL SUPPORT In contrast with the needs to adduct the thighs by a small amount, there will be times where there is a need to restrict the amount that the thighs abduct. This can be achieved by increased support built into the sides of the cushion – again, by using more dense or additional material.

Increased lateral support further back in the cushion can be used to reduce the amount of rotation experienced at the pelvis and this can be used in combination with a buttocks recess in the cushion.

view. The third direction of possible rotation is seen when viewed from in front - a rotation we refer to as pelvic obliquity, where one side of the pelvis ends up higher than the other.

Pelvic Obliquity + Scoliosis

SUB-TROCHANTERAL SUPPORT A more specialist piece of posterior lateral support can be to create a ‘sub-trochanteral’ ledge. The greater trochanter is the boney prominence sticking out of the side of the femur near where it is located in the acetabulum. If the cushion has sufficient thickness (>10cm) and allows for sufficient immersion in the buttocks area, then some of the pressure from the ischial tuberosities can be ‘offloaded’ onto the greater trochanters by the use of a subtrochanteral ledge at the side of the cushion. By taking some of the body mass load onto this area, this also provides greater stability for the occupant, since the support base is at its widest at this point (Fig 2).

Please do be careful though: too much ‘offloading’ can have an adverse effect on the hip joint.

OBLIQUITY MANAGEMENT In part 3 of this series, we referred to the pelvis as being like a basketball, which can rotate in all three planes. In that part, we covered managing the ball’s tendency to roll backwards. Earlier in this article, we’ve referenced any tendencies to rotate in the horizontal axis as seen from above from the transverse

Figure 2. Greater trochanter offloading options

Figure 3. The association of pelvic obliquity with scoliosis of the spine

The degree of obliquity is measured by taking a line through the two ASISs at the front of the pelvis and measuring by how many degrees this line deviates from the horizontal. If the right side is lower than the left, this is a positive angle, but if higher, then this is a negative

assist in correcting it. To achieve this, sometimes it works better to decrease the thickness of the cushion on one side, and in other cases, to increase the thickness.

Using a pressure mapping device gives objective feedback as to the effectiveness of the respective interventions. The application of an appropriately placed positioning belt (often a rear pull one) can help in correcting a flexible obliquity2.

GLUTEAL (POSTERIOR) SUPPORT Apart from the ischial tuberosities under the pelvis, a major boney area at risk of pressure and shear injuries, is the sacral/coccyx area at the base of the spine – an area that has little skin protection, and an area that has forces from the back support as positions are changed.

Many of us have more tissue than we feel we need around our buttocks. If we can spread the support of the body more widely over this area, we are taking the forces into tissues well away from inadequately covered boney prominences, as described in the paragraph above. Using a pressure mapping system which shows

Rate of Change (Gradient)

Figure 4. Pressure map showing left: pressures, with highest pressures under the ITs, and right: the gradients from the same map, showing greatest gradients are occurring around the sacral/coccyx area

angle1.

A pelvic obliquity is usually accompanied by a scoliosis of the spine, as the body tries to keep the head straight and the eyes horizontal (Fig. 3). The pelvic obliquity may be the cause of the scoliosis or vice versa. Depending on the degree of flexibility of the spine, the shaping of the cushion may be used to accommodate the deformity or

gradients as well as pressures can show clearly the potentially damaging forces around areas which are normally out of sight to the naked eye (Fig. 4).

Where the maximum pressures occur are not where the largest rates of change occur, and the greater the rate of pressure change, the greater likelihood of damaging shear strain. To what extent does your

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LET’S GET IT CLEAR cushion provide contouring around this area (one area of contouring that, incidentally, will not have an adverse effect on transfers)?

IN CONCLUSION There are many elements that should be taken into account when selecting what might be the most suitable cushion for an individual that go well beyond the immediate clinical needs of tissue integrity and the occupant’s needs for functionality. This article provides a number of the relevant related aspects that can be achieved through contouring of the cushion that can lead to a better posture, better function and have tissue integrity benefits.

REFERENCES 1. WAUGH, K. and CRANE, B. A clinical application guide to standardized wheelchair seating measures of the body and seating support surfaces. Revised edition. Denver, CO: University of Colorado Denver, 2013. Available from: www.assistivetechnologypartners.org 2. BS 8625:2019 Selection, placement and fixation of flexible postural support devices in seating – Specification (NOTE: Advice on the use and application of this standard is available from BES Healthcare Ltd.)

CUSHION POSTURAL MANAGEMENT Check/Score as per a cushion’s ability to meet the user’s needs 1. Stability 2. Neutral pelvis 3. Pre-ischial ridge 4. Thigh abduction 5. Lateral support 6. Sub-trochanteral support 7. Obliquity management 8. Gluteal (posterior) support

‘Let’s Get it Clear’ by Dr Barend ter Haar One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths, to be addressed, to help promote better practice. Further items can be found at www. beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@ beshealthcare.net Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.

ADDING CONTOURS TO A CUSHION Adding, for example, a VariliteTM Contoured Positioning Wave Base (CPB) under a cushion, such as a RohoTM cushion, can provide additional support medially, laterally, and posteriorly.

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RETAILERS BUYING GUIDE Each month, discover key products from a different segment of the mobility market to consider stocking on shelves and offering to customers.

Buyers’ guide to Moving and handling Alerta Stand 200 from Alerta Medical The Alerta Stand 200 Power Lifter is a lifting hoist for assisting users with standing from a seated position.

Providing security, functionality and outstanding reliability, the device is designed for use in home care, hospital and nursing environments.

Suitable for users up to 200kg and promising to give a restful and calming lift experience, the company says the lifter is easy to operate, easy to move and comes equipped with a sling.

The lifter boasts five adjustable arm positions and adjustable legs, as well as a digital power pack with LCD screen that displays a battery indicator and an audible low-level battery alarm.

Available with a wide range of features, the versatile and cost-effective Alerta Stand 200 has been manufactured to comply with the most stringent quality and in-use guidelines, according to the company. www.alertamedical.com

Alerta Maxi 175 from Alerta Medical Suitable for users up to 175kg, the Alerta Maxi 175 Power Lifter is a transfer hoist for handling and transferring users in home care, hospital and nursing environments.

The easy-to-operate hoist incorporates anti-entrapment techniques and uses a thermoplastic rubber coated, 360o rotation anti-swing spreader bar.

In addition, the versatile device can be disassembled into two parts for added manoeuvrability whilst complying with strict quality and in-use guidelines. www.alertamedical.com

Treat-Eezi Community Pad from Treat-Eezi The Treat-Eezi range of high-risk pressure care products is designed to be simple-to-use, cost-effective and, according to the company, proven by professionals in helping to heal grade 4 ulcers, along with prevention.

The range is now available as a community pad for both beds and recliner chairs, as well as a full length bed overlay, heel pad, as well as a seat cushion pad. Vapour permeable covers are also available for acute care in nursing homes and hospitals.

Treat-Eezi aims to make pressure care available to everyone, without the need for electricity or maintenance. www.danmedicasouth.co.uk

54 / www.thiis.co.uk

Ambiturn Transfer Aid from Drive DeVilbiss Healthcare Assisting with pivoting transfers between different seat surfaces, the Ambiturn Transfer Aid can also transport users over short distances.

Requiring the user to pull on the handle to stand up and to be weight bearing, the Ambiturn boasts a substantial base area for enhanced stability and a narrow, recessed front that fits between wheelchair wheels and around toilets for perfect positioning.

The device also includes a handle with multiple gripping points angled to “nose-over-toe� standing movement, as well as four front and rear castors combined with 2 x 13cm central wheels to ensure smooth manoeuvring, even with heavier users.

In addition, the Ambiturn’s foot-operated brakes on centre wheels provide stability during a standing/sitting movement. www.drivedevilbiss.co.uk

Oxford Advance from Joerns Described as one of the most functional and stylish folding mobile lifts in its class, the Oxford Advance is especially suited to home care and small nursing institutions where space sometimes is not available.

The Advance also empowers a user to travel outside the confines of their own home, fitting neatly into the boot of most family saloon cars thanks to its triangular folding design.

With a safe working load of 155kg and fiveyear warranty as standard, the device also features a contoured leg design to ensure excellent access around furniture. www.joerns.co.uk

effective community pressure care made simple!

High-risk pressure care community pad High-risk pressure care pillowcases

Tel: (44) 0208 133 2851 www.danmedicasouth.co.uk www.thiis.co.uk / 55

RETAILERS BUYING GUIDE

Alerta Move Assist 200 from Alerta Medical

Oxford Up from Joerns The Oxford Up is a manual stand-aid and seated transfer device, suitable for those who require assistance when standing but are able to contribute effort to the process. By encouraging user participation, Joerns highlights how the Up can play a supportive role in patient rehabilitation and ongoing independence.

Featuring a safe working load 200kg, the lightweight device boasts adjustable legs for improved access around furniture, and contoured & padded swing-away seat pads.

With a compatible sling offer for additional support, the Up comes with a five-year warranty as standard.

The Alerta Move Assist 200 is a transfer assist unit which makes transfer functions of all types quick and easy, requiring minimal caregiver assistance.

With a max user weight of 200kg, each unit is equipped with a crossbar where users can grasp and pull themselves up into a standing position using their own strength. The padded split seats also swing out, allowing the user to stand up and board the unit. The caregiver then flips the split seats back into place to form a secure and comfortable seat for the user to sit on for the remainder of the transfer.

The device features adjustable legs for ease of manoeuvring and is ideal for bed-chair-wheelchaircommode transfers, as well as room-to-room transfers.

According to the company, the Move Assist can be wheeled directly up to a toilet, offering enhanced dignity. www.alertamedical.com

Guldmann Trainer Module from Guldmann The new Guldmann Trainer Module uniquely integrates controlled dynamic weight relief into a ceiling hoist system, allowing patients with weakened mobility to be dynamically weight assisted in movements such as sit to stand, squats, gait training, walking and balance exercise in total safety for patients and therapists alike. www.joerns.co.uk

56 / www.thiis.co.uk

www.guldmann.com

Oxford Journey from Joerns The Oxford Journey is an ultra-compact, portable folding stand aid with advanced functionality.

Compact and lightweight, it allows caregivers to easily manoeuvre in tight spaces and can be folded for easy storage or transportation.

The unique, adjustable cow-horn mechanism also supports a wider range of patient heights and sizes, enabling a care facility to have one lift that meets the needs of many.

The Oxford Journey boasts a safe working load of 155kg; five-year warranty; Smart Monitor diagnostic control pack with service reminder; and a contoured, heightadjustable knee pad with removable safety belt. www.joerns.co.uk

Camel Lifting Cushion from Mangar

H180kg mobile hoist from Herida Healthcare

Designed to reduce the amount of time spent on the floor by someone who has fallen, the inflatable Camel lifting cushion means the faller can be back on their feet in minutes while the person lifting is protected from injury.

Ablestand Patient Turner from Drive DeVilbiss Healthcare Designed to help a carer or attendant to assist a patient or user to transfer to another seat, bed, wheelchair, toilet or commode by standing and turning, the Ablestand Patient Turner requires the user to pull on handle to stand up and to be weight bearing.

With a sturdy steel frame to provide stable support for users, the Ablestand features heightadjustable handles to suit user requirements and padded lower leg supports that can be adjusted (toolfree) in width, angle and height.

A low-profile base facilitates user feet placement whilst the substantial base area provides stability, with the rear bar allowing carer to counterbalance.

The Ablestand’s handle has multiple gripping points for varying carer/user support requirements and is angled to enable a “nose-over-toe” standing movement. www.drivedevilbiss.co.uk

www.mangarhealth.com

With a focus on ergonomic design, coupled with impressive lifting capabilities, the new H180kg mobile hoist from Herida allows ease of manoeuvrability, even under maximum load.

The high boom, coupled with ultralow lifting positions, ensures the hoist will meet the needs of any care home, residential or hospital setting. www.heridahealthcare.co.uk

www.thiis.co.uk / 57

RETAILERS BUYING GUIDE

Able Assist Patient Adjustable Transfer Aid from Drive DeVilbiss Healthcare

easyTravelseat from Able Move

The manoeuvrable Able Assist User Transfer Aid provides a safe and easy solution for a carer wishing to transfer a user.

Requiring users to participate in transfers, therefore improving muscle tone, the device is designed for those who can raise from a seated position to a standing position.

With adjustable legs for easy transferring and a lightweight aluminium frame that is described as robust and durable, the Able Assist User Transfer Aid features four wheels, two of which are braked, enabling the aid to be manoeuvred easily from room to room.

The narrow width and footprint of the Able Assist also enables the carer to manoeuvre easily through standard doorways whilst the aid can also be wheeled directly up to a toilet, with wheels positioned either side offering the user more dignity. www.drivedevilbiss.co.uk

The easyTravelseat provides an in-situ transfer seat for wheelchair users needing physical transfers on/off aircraft.

Created by Josh Wintersgill who was diagnosed with SMA at age 2, the young entrepreneur is all-too-familiar with the difficulties and stresses of travelling. In particular, being transferred on/off aircraft.

The easyTravelseat has been created to greatly reduce these difficulties and stresses. www.easytravelseat.com

RECRUITMENT

Trusted Assessor

South West and South West Midlands – Theraposture Ltd. OTE £50K plus and additional team bonusses.

A rare opportunity to join an established, ethical, and caring company.

Theraposture Ltd is the UK’s leading supplier of Adjustable Beds, Care Cots for adults and children with a range of complex disabilities and needs. These products include the award winning Rotoflex and Mascot Cot Bed. We work closely with Occupational Therapists within the NHS / Social Services as well as those working Independently. We have established partnerships with major charities such as Newlife and Parkinson’s UK as well as providing products directly to private purchasers.

We are currently able to offer an exciting opportunity for a selfmotivated and dynamic individual to join our well established and successful team of Trusted Assessors. Previous sales experience in this industry would be desirable, although not essential, as full training will be given. This role could also potentially appeal to a Healthcare Professional looking for a new challenge.

The role includes travelling, occasional nights away from home and demonstrating equipment.

Other benefits include company vehicle; pension, laptop, all business expenses covered, and five weeks paid holiday.

Please call our Sales Director, Liam Braddell for a completely confidential initial conversation.

Check the Jobs Board section of the website for more opportunities

liam@theraposture.co.uk • Mobile: 07702 155237

www.thiis.co.uk 58 / www.thiis.co.uk

The Ergo Lite 2 transit weighs just 8.5kg complete and the self-propel breaks down to 6kg making them among the very lightest wheelchairs available on the market.

Karma mobility ltd Unit 6 target ParK, redditch Worcestershire b98 8yn T: 0845 630 3436 E: info@karmamobiliTy.co.uk www.karmamobiliTy.co.uk

Ergo Lite 2 Self Propel Wheelchair

Ergo Lite 2 Transit Wheelchair

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