THIIS July 2024

RETAILER SPOTLIGHT

SUPPLIER SPOTLIGHT

Welcome!

The sunny weather and warmer temperatures can’t help but encourage more people to get out and enjoy the outdoors. This is good news for mobility retailers, particularly those with showrooms in coastal towns.

This month, we explore one of them – Active Days Mobility in Eastbourne, East Sussex – which opened in May this year. Mark Stewart, director of Active Days Mobility, tells us about getting the showroom ready, working with a great range of suppliers and the bestsellers that customers are making a beeline for (p25).

Retailers looking for some tips to ensure customers don’t leave their stores empty handed would do well to turn to page 30. Top tip: don’t pile on the confusion by handing them over a bundle of brochures of other options they should consider!

This issue, Bertie Arnett, Retailer Sales Manager at Opera Beds, which this year celebrates 20 years in the industry, tells us about the new retailer training days being set up at its new southern hub in High Wycombe (p16).

Futhermore, Daniel Stone, Managing Director at TGA Mobility, tells THIIS about how the firm is staying ahead with new products and exciting partnerships (p35).

There is a round-up of the best moving and handling products on the market in the Retailers’ Choice (p10) and Buyers’ Guide (p48) features. Also, Dr Barend ter Haar of BES Healthcare discusses the benefits of old and and new materials used in pressure area care products (p42).

If you have any news from your business to share with THIIS Magazine, don’t

Let’s Get It Clear: Pressure care

News, deals & people

It’s one smooth rider

The Aerolite Trekker powered wheelchair is Motion Healthcare’s newest addition to its product line-up. Engineered for versatility, it is ideal for users with on-road and off-road adventures in mind.

Large tyres for enhanced traction and front suspension ensures a smooth ride over varied terrains. The powerchair also includes adjustable anti-tip wheels for added safety and stability, and car boot climber wheels for easy transportation.

A wide 45cm seat with extra padded cushions adds comfort during long journeys, and there’s a height-adjustable footplate and under-seat storage. It has an 18-mile range thanks to its dual battery design and a user weight limit of 23.5 stone.

Bathing made easy

Moving and handling specialists

Care & Independence has added nine new postural support accessories to its bathing range.

Utilising the Burnett Remould technology of vacuum-moulding, the accessories help to give users greater postural support and comfort during bathing ablutions.

Offered in adult, paediatric and infant sizing, the support accessories are designed to be used with the Care & Independence Tilt-In-Space and Options Shower Chair family.

The new bathing range postural support accessories comprise a back support, full body support and multi support, so called because it can be positioned in multiple areas as needed, or combined with the back support at the head and/or calf area.

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

Thistle Help secures

Ayrshire contract

Scottish mobility retailer

Thistle Help has secured a contract to supply and deliver community healthcare equipment for North, South and East Ayrshire, and NHS Ayrshire & Arran for the next two years.

The retailer has been fulfilling the Pan-Ayrshire Contract for Supply of Community Equipment for the last five years, supplying healthcare equipment including profiling beds and accessories, mattresses, hoisting equipment, tilt-in-space shower chairs and pressure-relieving boots.

It is the only local Ayrshire company in the framework, with other equipment manufacturers located mainly down south of the country.

Thistle Help was successful in securing four lots within the framework. The new contract includes all of the North, South and East Ayrshire local authorities and North Ayrshire Council this time.

Retailer makes its mark in Kent

Mobility retailer Lifestyle & Mobility has acquired Manston Mobility in Ramsgate, Kent.

Manston Mobility’s former owner Steven Brown owner decided to sell up so he can concentrate on his other business Moving Life (which sells the Atto mobility scooter). Darren Macey, Business Development Manager for Lifestyle & Mobility, commented to THIIS: “Manston Mobility was already a profitable and good business, but it doesn’t currently sell specialist powerchairs or have Motability accreditation and we know we would could compliment this current business nicely.”

Additionally, Lifestyle and Mobility have appointed Gavin Woodward to run and oversee the store. Gavin will also become the retailer’s Specialist Rehab Wheelchair Assessor for Kent and East Sussex.

Lifestyle & Mobility also has showrooms in Basildon, Bournemouth, Harlow, Southend-On-Sea and Welwyn Garden City.

Platinum Equity to acquire Sunrise Medical

US investment firm Platinum Equity has signed an agreement to acquire Sunrise Medical from Scandinavian investor Nordic Capital, according to statements from all three parties.

The acquisition ends the German wheelchair maker’s plans to seek a listing on the Frankfurt Stock Exchange. Sunrise Medical had recently stated its plans to list its shares in a private placement over the next few months to reduce debt and as Nordic seeks to reduce its holding in the company.

Sunrise Medical, a global supplier of assistive mobility solutions, is active in the development of products such as wheelchairs, mobility scooters, seating and daily living aids.

WHEELCHAIR WAREHOUSE FIRE

Firefighting crews from Essex County Fire and Rescue Service battled to extinguish a fire at the warehouse and showroom of MobilityPlus Wheelchairs in Harlow, Essex, until the early hours of Friday 31st May.

Eight crews worked to surround the fire at the industrial unit and prevent it spreading to neighbouring units but the building was destroyed. Firefighters had to extinguish the fire in sections and needed to use an aerial ladder platform to tackle the fire from above. The fire is being considered accidental by Essex County Fire and Rescue Service.

MBE FOR TOMCAT FOUNDER

Robert William Frank Griffin, founder and managing director of accessible tricycle manufacturer Tomcat, has been awarded the Member of the Order of the British Empire (MBE) in recognition of his contributions to engineering and dedication to improving the lives of people with disabilities.

This prestigious honour celebrates Robert (Bob) Griffin’s pioneering work in creating life-changing innovations, most notably within the field of disabled cycling. The accolade is considered a testament to his passion and commitment to making cycling accessible to all.

Wheelchair Alliance appoints Paralympian

Paralympian, Tanni, Baroness Grey-Thompson has become president of the Wheelchair Alliance, an organisation which champions the voice of wheelchair users across England.

As one of the founder members of the Alliance and a wheelchair user herself, Tanni has campaigned tirelessly on a number of important issues including accessibility, equality and welfare reform.

As part of her new role, Tanni, who won 11 gold medals during her illustrious sporting career, will work alongside members of the Alliance to advocate on behalf of wheelchair users, highlighting inequalities in provision and services while ensuring the voice of wheelchair users is heard at the very highest level.

AWARD-WINNING KETTLE

Daily living aids supplier Uccello Designs has been awarded a prestigious Business All-Star Global Disability Product Of The Year 2024 award, in recognition of its product, the Uccello Kettle.

The easy-pour Uccello Kettle, crafted with a focus on practicality and safety, represented a breakthrough in assistive kitchen technology and it became a TikTok sensation when it was launched. Its unique tilting mechanism allows users to pour hot water effortlessly, maintaining a light weight throughout use, making it advantageous for individuals with limited strength or mobility.

GAINSBOROUGH GATEWAY

Accessible bathroom provider Gainsborough Specialist Bathrooms has introduced its new added value ‘Gainsborough Gateway’ proposition to deliver a new standard in service and support. Engineered with BioCote antimicrobial protection built in, the Gentona, Ezion, Torin, Talano, Oraya and Sentes baths are all now supplied with free Gainsborough Gateway membership. The gateway benefits healthcare providers through free bath training, reduced costs, manageable payments through finance, utility cost savings, consultative advice, enhanced infection control and personalised account portal and service alerts.

PWMS retailer training rolls out in Scotland

Scottish mobility retailer City Mobility is set to host the Powered Wheelchair and Mobility Scooter (PWMS) retailer training in Balloch, Inverness on 23 August 2024 with the support of DriveAbility Scotland.

The training scheme, provided by Driving Mobility and backed in England by the Department for Transport (DfT), aims to enhance road safety through comprehensive training for PWMS retailers and hirers.

By offering free training, including both online modules and practical sessions, the scheme equips retailers with the skills needed to assess clients effectively, ensuring that individuals with mobility difficulties receive the most appropriate scooters or powerchairs.

Carol Elliot, Managing Director of City Mobility commented to THIIS that she hoped mobility retailers from across Scotland, especially from the north and north east, would join her team for the training. “We look forward to showing those signing up our famous Highland hospitality,” she added.

The PWMS Inverness course marks another step in a series of well-attended training sessions across the UK. Retailers wishing to find out more information about this and other sessions can email info@drivingmobility.org.uk

New TEC hub transforms care

Medequip Connect has opened a new care technology shop and Technology Enabled Care (TEC) Service Hub in South London. Operated in partnership with Sutton Council and The Access Group, the Hub in Sutton will provide the latest equipment, digital solutions and informed advice to help local people there remain safe and independent in the familiar surroundings of their own homes.

The Hub forms part of Sutton Council’s plans to transform care for older people and those with health and wellbeing needs. The concept of TEC is to use non-intrusive technology to monitor's people's wellbeing and identify early warning signs of decline.

CHIN CONTROL

Stealth offers various chin control solutions for wheelchair users, including:

• i-Drive Control Harness: Features adjustable settings for personalized use.

• mo-vis Chin Control Harness: Designed for chest mounted joysticks.

• mo-vis Multi/Manual Swing Arms: Allows for flexible positioning.

• Gatlin Series: An upcoming robust mid-line positioning system, aimed at further enhancing customization and control for users.

These solutions cater to various needs, ensuring optimal functionality and ease of use for wheelchair users.

For more information contact our Stealth Specialist on: 07731 999192

Events

DISABILITY AWARENESS DAY

WHEN? 14 July 2024

WHERE? Warrington, Cheshire

www.disabilityawareness day.org.uk

PMG CONFERENCE

WHEN? 15-17 July 2024

WHERE? The International Centre, Telford www.pmguk.co.uk

Our guide to the key upcoming events in the UK and abroad for the mobility and access sector...

THE BIG EVENT: HARROGATE

WHEN? 9-10 August 2024

WHERE? Yorkshire Event Centre motabilitythebigevent.co.uk/harrogate/

RISE4 DISABILITY

WHEN? 10 September 2024

WHERE? Discovery Park, Sandwich, Kent rise4disability.com

THE BIG EVENT: EDINBURGH

WHEN? 13-14 September 2024

WHERE? Royal Highland Centre motabilitythebigevent.co.uk/ edinburgh/

Rollbuddy

• Stylish, modern indoor rollator

• Wooden non-slip, removable tray

• Available in black, silver and copper

Dusseldorf, Germany www.rehacare.com

9-10 October 2024

THE RETAILERS’ CHOICE

Moving and handling

Wondering which moving and handling are grabbing mobility companies’ attention? This month we asked retailers in the industry to highlight one product that is standing out for them…

Powerlifter range of mobile hoists from Alerta Medical

“We have been supplying more and more mobile hoists in recent times for people to use in their own homes. The hoists we promote in our showrooms is the Powerlifter range from Alerta Medical.

“We offer three different models that take different user weights – the Mini 135kg, Midi 150kg and Maxi 175kg.

“These hoists provides security, functionality and reliability to allow for smooth patient transfers. They are easy to operate, easy to move and incorporate antientrapment techniques. This range of hoists also give users a very restful and calming lift experience with a thermoplastic rubber coated, anti-swing spreader bar.

“Features as standard on the hoists is the TiMotion control system with emergency stop button, sound/light alarm battery level indicator, spreader bar with 360-degree rotation and anti-swing and braked rear castors. Although not foldable, they can be disassembled into two parts for storage or transportation. You can also operate the hoist from the handset or the top of the control box.

“We offer a hire service of mobility equipment including mobile hoists, especially to holidaymakers at caravan sites in Ayrshire. We use the range of Powerlifter hoists for this service as they are very reliable and we are confident they will allow the customer to have a great holiday, without any issues in using our equipment.”

Laura Hays Director of Thistle Help thistlehelp. co.uk

Glide Sheet with Handles by Aidapt

“We believe this product to be useful for those who need help when getting between two places. It is a highly effective transfer aid used by lots of carers when transferring patients.

“The sheet helps to reduce strain for both the patient and carer meaning the transfer is done to a safe and comfortable manner every time.

“It is made from nylon and is coated in silicone, which makes it extremely comfortable and durable and means that the item lasts for a very long time. It features handles on either side making it easier and more assessable for carers to move patients to and from places.“

Rhian Pita Marketing Manager at Ableworld ableworld.co.uk

ALT-SC350

Alerta Aqua Tilt-In-Space

Hi-Lo Shower Commode Chair

The Alerta Aqua Tilt-In-Space Hi-Lo Shower Commode Chair is designed specifically for assisted hygiene routines, showering and toileting. The chair has an adjustment controlled by gas spring for the seat angle for active and passive seating and is designed for repeated use. Alerta Aqua Tilt-InSpace benefits from 4 braked castors, adjustable seat height, multi-angle directional and height adjustable head support, adjustable and detachable footrests. It also benefits from armrests, rear anti-tip bars, and width and angle adjustable pivoting upper body side supports with quick release.

Direct carriage paid delivery available Industry leading distributor support DISTRIBUTOR OPPORTUNITIES

Large stock holding for next day delivery

Attractive distributor pricing structure

Contact the Alerta Medical team for attractive trade prices, technical information and marketing support.

Soft Transfer Seat from Able2

“The Soft Transfer Seat is a padded turning disc which assists individuals who require support to move in and out of their car or seat.

“Its flexible design allows the top section to rotate, making it perfect for swivelling out of a car or from underneath a table.

"Being lightweight and portable makes it useful for taking with you when out and about. It easily helps the user to transfer and to turn with a seamless swivel, eliminating painful twisting or jarring.

“The seat is suitable for various surfaces, such as car seats, chairs, and beds. Whether aiding injury recovery or providing additional support, the Able 2 Soft Transfer Seat is a reliable solution for individuals with mobility challenges.”

Karen Sheppard Director of People First Mobility peoplefirstmobility.co.uk

Let's Get Up bed rail by Trustcare

“At Ability Plus, we recommend the ‘Let's Get Up’ bed rail for customers seeking reliable support and enhanced mobility. This assistive device is ideal for older adults, those recovering from illness or injury, and anyone with limited mobility.

“The bed rail features a solid handle designed to withstand substantial weight, ensuring long-term durability and reliable support. It has a padded foam rubber grip which provides a secure and comfortable hold, reducing strain on the hands and minimising the risk of slips.

“An adjustable handle height makes this suitable for various user needs and bed heights, ensuring optimal leverage and support. It’s quite versatile too as it can be easily applied to sofas and armchairs, offering additional support in multiple areas of the home. The straightforward design allows for quick and easy installation too.

“By offering sturdy support, it helps users become more self-sufficient, aiding in their daily routines and recovery processes.

“Its combination of durability, ergonomic design, and versatility makes it a standout product in the mobility aid market.”

Graham Johnson Managing Director at Ability Plus www.ability-plus.co.uk

NEED A CHAIR IN A HURRY?

Recliners’ Express Domestic, despatched in just 24 hours*.

Perfectly suited when urgency is top priority without sacrificing comfort.

SCAN ME

Ceiling track hoists from Guldmann

“As a multi-discipline retailer in this industry we prefer to be seen as a 'solutions provider' rather that just a reseller of other peoples equipment.

"For that reason we will often look for features and benefits that integrate with other equipment a service user might have, or the lifestyle to which they aspire.

“When it comes to moving and handling equipment it often is just a means to an end and is something that should work faultlessly and be inconspicuous in its appearance.

“For this reason we choose the ceiling track range of hoists from Guldmann.

"The range includes all of the standard hoist solutions but with a built-in quality that enables integration with rehabilitation therapy or innovative installation solutions that blend into the buildings fabric.

“The sheer quality of the product, backed up with drawing office and technical advice, takes it to another level in patient handling.

“Solutions for clients up to 500kg and accessories to suit from a young child's first hoist to mortuary handling equipment, really do make the Guldmann solutions outstanding.”

Alastair Gibbs Managing Director of TPG DisableAids www.tpgdisableaids. co.uk

Wendylett slide sheets from Handicare

“One of our most popular moving and handling items is the range of Wendylett slide sheets from Handicare, which has been designed for people who have difficulties turning in bed.

“The slide sheets are available in two colours – white, and grey with narrow white stripes. They come in a wide range of sizes and the sliding takes place sideways along the direction of the stripes in the sheet.

“There is a smooth and silk-like satin central part on the slide sheet which enables the user to turn with minimal effort. Sliding sideways is easy without the risk of sliding off the bed by the anti-slip material which can be found at each side of the sheet. These ingenious slide sheets also help to prevent the user from sliding down in the bed.

“The base Wendylett slide sheet is used like a normal sheet on the bed, with the smooth surface being placed in the middle of the bed. For those who require more assistance the base sheet can be combined with the Wendylett Two-Way drawsheet which allows the user to slide sideways or the Wendylett Four-Way sliding drawsheet which allows the user to slide in any direction as required.

“The Wendylett range also helps to reduce any friction and shearing damage to the user’s skin, thereby reducing the risk of pressure related sores.

“Although certainly not a cheap range of slide sheets, they wash well and can be used again and again, standing the test of time.”

Julia Phipps Director of The Ability Superstore www.abilitysuperstore.com

20 years and not sitting back!

It’s been an action-packed anniversary year for Opera Beds. As well as launching new products it opened a new showroom in High Wycombe for retailers and care providers to view its products up-close. Bertie Arnett, Retailer Sales Manager at Opera Beds tells us more…

OPERA BEDS MARKS ITS 20TH ANNIVERSARY THIS YEAR. HOW HAS THE COMPANY MARKED THIS MILESTONE?

“Before 2020, many in the mobility industry would have been unfamiliar with Opera with our primary market being healthcare organisations and care providers. In the last three years we have had over 200 mobility dealers

partnering with us and its been a brilliant period growing together. It’s an action-filled anniversary year! We kicked off the year introducing a new chair range which has been very well received and our dealers with show models are seeing great success already.

“In March, we opened our new southern hub and offices in Buckinghamshire. This month our

“We kicked off the year introducing a new chair range which has been very well received”

Billy Bruce, showroom manager at the southern hub

team is taking part in three charity challenges with the aim to raise over £10,000 for three amazing causes. We also have a new 60,000 square foot distribution centre in East Yorkshire which has state-of-the-art assembly and fulfillment facilities to take our service capabilities for customers to new heights.

“For the second half of the year we have a schedule of exciting new products which we will be releasing soon, so stay tuned!”

CAN YOU DESCRIBE SOME OF THE MOST RECENT PRODUCTS TO BE RELEASED FROM OPERA BEDS?

“Last year we released the Motion Divan, a divan-style adjustable bed but with a fully upholstered platform base and incorporating all the Opera technology options (ZG Mode, Pillow Tilt, Glideback, Massage, Light, etc). Our dealer partners have proven strong sales and its price point, storage options, and variety of sizes have all proven popular with customers on the shop floor. We have further enhancements and more style choices for the Motion Divan planned soon.

“Our riser recliner chairs launched earlier this year are also off to a great start and offer a distinct alternative to other riser recliner chairs on the market. As with our beds, the design and material options really set them apart, and are popular with styleconscious buyers.

“Useful functions such as the heel-plinth extender for full leg length support, tilt-in-space postural support as standard, and the smooth quiet action are key factors to the range’s early success.”

WHAT MOBILITY PRODUCT IS A CONSISTENT BEST SELLER FOR OPERA BEDS?

“Our Signature range of profiling beds

is a firm favourite amongst our dealers. Its all-in-one height range means buyers don’t have to choose between low height and nursing height beds –they get the benefits of both in one.

“The future-proofing benefits of this are also a big benefit – even if nursing isn’t required right now, the nursing height is there in the future if the needs of the individual progress. The height adjustment also makes it much easier to get on and off the bed, and the homely design options removes the stigma of having a nursing bed in the home.

“Different width options, styles, upholstery choice and a range of accessories all make it one of the best home care beds you can get for longterm care and support at home.”

Opera Beds new southern hub in High Wycombe

The Signature range of profiling beds is a firm favourite with dealers

Riser

chairs were launched earlier this year

OPERA HAS THIS YEAR OPENED A NEW TRAINING SHOWROOM –CAN YOU TELL US ABOUT IT?

“Our new southern hub is a modern showroom and office in a beautiful converted farm complex near High Wycombe, Buckinghamshire. It’s a bright airy space with all of our bed and chair models on display in a homelike setting with different roomset designs and décor so retailers and care providers can see the product in reallife settings.

“The hub is conveniently located on the M40. The nearby High Wycombe station has frequent train services into London and Birmingham, and we have also welcomed some of our European dealers there, with Heathrow Airport just 20 minutes away.”

OPERA IS PLANNING TO CONDUCT RETAILER TRAINING DAYS. CAN YOU TELL US MORE ABOUT THESE? HOW CAN RETAILERS FIND OUT MORE?

“Our retailer training days are a great way for dealers to give their full team a deeper understanding of Opera products and how to correctly assess customers.

“The showroom has all bed models on display and the training sessions allow you and your team to get hands on with product, talk through the typical questions your customers will ask, and learn practical assessment advice that will ensure you specify the best possible solution to your customers’ needs.

“We’ve held several sessions already – retailers can get their session booked by speaking with their rep directly.”

ARE YOU LOOKING TO EXPAND YOUR DEALER NETWORK? CAN YOU PROVIDE CONTACT DETAILS FOR RETAILERS TO GET IN TOUCH.

“We are always open to partnering with new dealers. We do take into account regional proximity to other dealers, and because we direct individuals and leads to our dealers we also look to partner with those who provide a quality customer experience and good service. If you would like to become an Opera Beds dealer we would love to hear from you. Contact us via sales@operabeds.com or 0333 222 8584.”

WHAT’S NEXT FOR OPERA BEDS OVER THE NEXT 12 MONTHS?

“We have a schedule of new product launches which our dealers will hear about throughout the next 12 months

"These include new bed designs, existing product enhancements, a new quad motor chair mechanism, and useful accessories. We are also recruiting for a new dealer account

“Our retailer training days are a great way for dealers to give their full team a deeper understanding of Opera products”

manager to help take care of our growing network, and following successful successive years at Naidex we will be exhibiting in 2024 and launching new products at the event.

“Our new distribution centre has a new, large assembly line and will allow us to produce and hold more stock to protect our rapid next day lead times. A state-of-the-art barcode fulfillment system will also help to optimise our fulfillment performance and give dealers the peace of mind they will get the best possible service from Opera.

“Our network of installation engineers continues to expand and we will continue our direct-to-home nationwide install service to support our dealers wherever they need us to.”

operabeds.com

recliner

The Vela riser recliner chair features a tilt-in-space as standard

Staff at Lifestyle & Mobility

*Excluding battery, armrest and seat cover.

Request Information

For

E:

About Us

Verlingue

Playing it fair

Active Days Mobility recently opened its second showroom in Eastbourne, East Sussex, this year. THIIS chats to Mark Stewart, Director of Active Days Mobility, to find out more…

Mark Stewart’s main motivation for establishing his own retail business was to help people by providing a range of mobility aids that would improve their quality of life.

A former engineer who used to install and repair pressure relieving systems at NHS hospitals, Mark was keen to remain in a sector in which he had built many years. His original aim was to carry on specialising in pressure care products, hoists, profiling beds and related equipment but after spotting a gap in the market he decided to move down the retail path.

The first Active Days Mobility showrooms was opened in Bexhill, East Sussex in 2017 and offered a range of mobility aids for different budgets.

Speaking to THIIS back in 2020,

Mark explained that he trained with several of the UK’s biggest mobility aid suppliers to expand his technical knowledge of wheelchairs and mobility scooters. Fast forward to today, and Mark is now celebrating the opening of his second showroom – this time in Eastbourne, which ironically is where he first established his business seven years ago.

NEW SHOWROOM

While the showroom in Bexhill has been going extremely well, Mark decided to open the second showroom in the East Sussex after noticing that an increasing number of customers were travelling and calling from the Eastbourne area.

“I thought it would be a good opportunity to grow the business,” explains Mark. “One of the long term mobility companies, Weald Mobility, closed due to retirement so this left many people with few choices of where to go.

"The Eastbourne showroom opened

“It’s so important that we sell the right products and explain how they work and set them up properly”

Mark Stewart, Director of Active Days Mobility

at the end of May this year. Mark says that it feels nice to be getting back to where he started out in business.

He adds: “We like the new location as it is in a crescent of a busy main road so it’s visible to lots of people.  On the (few) sunny days we’ve had it’s a nice and bright showroom with a warm feel and next to a popular supermarket. Even though it’s a busy area it’s got parking most of the time.”

It took Mark about three weeks to get the new store up and running.

“The shop had been empty for a year and was in a poor state of repair," Mark explains. “We had to fit a new floor and ceiling and decorate throughout, but the biggest challenge was time. I did a lot of the work myself as I don’t have huge budgets to work with and never borrow.

“Thankfully my staff are great and ran the Bexhill shop while I focused on the new one. We had some delays with the lease but the landlord was great and allowed access before it was signed. It took about a month to get it all

ready. We still have bits to do but we're getting there.”

Mark says that the customer demographic is really mixed with people from all ages visiting the store. There are also several care homes locally so he gets residents and staff popping in as well.

Bestsellers at the showroom include the 3-in-1 Rollator from R Healthcare. “People love the versatility of it,” says Mark. “For some it’s important to keep walking as much as possible but have the back-up of a powered rollator/ wheelchair if needed, which allows them to walk when they can.”

Lightweight folding mobility scooters,

like the Drive Manual Fold Plus, are also popular with customers. Mark continues: “Product weight is often a big issue for customers so the lighter the better! There are so many lighter products being released now that will enable more people to live more independently and that’s such a good thing.”

Although Active Days Mobility has an online presence the business mainly sells from its bricks and mortar stores.

“The website gives people an idea of what we sell and the price ranges,” Mark explains. “We get a lot of people coming to us that have purchased products online and realise they’re

not really suitable when they arrive. It’s so important that we sell the right products and explain how they work and set them up properly for the user.”

At the same time, Mark says that he doesn’t have an issue with online retailers. “I think there is space for all of us and I’m aware of some that are really good at what they do. You can be online and sell the right products if you invest the time in your service. This is something we need to grow as more and more people are choosing to shop online."

Mark personally prefer face-to-face selling. He continues: "Understanding what the customer’s needs and wants are and helping them choose the right products is so rewarding. Our more senior customers have so much life experience to share and I enjoy listening to that whilst working out what I can do to help them enjoy life more.”

SUPPORTIVE SUPPLIERS

Active Days Mobility has accounts with almost every manufacturer with most providing excellent support and aftercare. Most representatives from suppliers visit on a regular basis, Mark says, and a few stand out for going above and beyond.

“Ian from Rehasense has spent time with me and customers demonstrating the PAWS, its power add-ons for wheelchairs. It’s not an area I know

a lot about so knowing I have Ian’s support is reassuring.

“Rob from Electric Mobility, although fairly new to the company, is supporting us well too, while Nial and Nav at Drive DeVilbiss Healthcare are also supporting us a lot, always offering us products to enhance our showrooms.”

Lithium batteries are a bit of a hot topic at the moment, given that they come with unique health and safety and environmental risks, but Mark isn’t worried.

“I trust in my suppliers to provide me with safe and reliable products, and they do. We’ve not had any problems with lithium battery powered products and we’ve sold a lot of them.

“If treated correctly and stored properly I think they provide a lighter, more manageable product for the consumer. We are always very careful to explain to customers how to look after their lithium batteries.”

As a retailer Mark's concern would be with regards to the disposal of the spent batteries. He says: “We were quoted a ridiculous price to have them taken away. I hope our suppliers will be offering some form of recycling/ disposal of these soon. Electric Mobility offer the lithium ferro-phosphate batteries now with a lifetime warranty so I’m keen to see how they last as they look promising.”

Mark doesn’t have a lot of time to go to trade shows but he looks forward to attending the annual Naidex event as

“There are so many lighter products being released now that will enable more people to live more independently”

he gets to meet his suppliers in person and see the new products being produced.

FUTURE PLANS

Mark says that he is looking to provide more prescriptive powerchairs and complex equipment, and is particularly pleased to have recently signed up with Quantum Rehab.

“I had been struggling to find a company to supply prescriptive wheelchairs, so after seven years of trying it is so nice to be onboard with them. I’ve had to turn customers away before because of not having access to the products they need so this is a good opportunity to help more people.”

Customer satisfaction and offering them an excellent service is really important, Mark says. “We want to be recognised as the reliable and competent company we are. Just because we are small doesn’t mean

we can’t do the job. I know that my business has the most experienced engineers in the local area. I have over 15 years in this industry and Brandon, my senior engineer, has almost four years experience."

He is fortunate to have plenty of great staff he can depend on, having recently recruited a sales manager, Lynne, who has worked in the industry for several years. Lynne knows the product range well and is great with customers, says Mark. Another part-time sales person, starting soon, has also worked in the industry for several years.

“I have been lucky as it’s not easy to find people with experience in the mobility sector. I would like another engineer at some point so I can spend more time growing the business.

"I would also like to learn more about products for younger people and be able to provide them with products that can really help them.”

Mark also helps out with local charities, helping to maintain mobility scooters for Hastings Shopmobility and carrying out free repairs on mobility equipment for the Bexhill Caring

THIIS

Community charity. Last year the retailer donated a selection of mobility aids to a charity in Ukraine.

As for expanding with more stores Mark is happy to take his time. “I don’t want to grow too big, too fast as I enjoy the face-to-face interactions and being hands-on with the engineering side. I may consider one more shop at some point as I’m aware of an area with need of our service and products.

"I’ve never borrowed a penny nor had any investment so that will come once this new shop is running well. If

that happens it will be the last one, I don’t want to be so big that I lose that personal connection with the staff and customers.”

As Mark reflects, Active Days Mobility has evolved a lot since it started out seven years ago. “I had a car, tools and knowledge but no money. I used to try and be the cheapest but now we know our worth and although still very competitive, we are fair with our prices.” activedaysmobility.co.uk

paved or off-road, the

PNEUMATIC

New Precision action seating mechanisms

This 4-motor ‘Tilt in Space’ lift and recline mechanism has variable angle lift, headrest & lumbar with reset and USB charging capability, and 160kg (25 stone) user lift capacity.

The two motors provide independent backrest and footrest movement allowing the user to set the most comfortable seating position and then recline while maintaining their preferred angle.

This Bariatric ‘Tilt in Space’ lift and recline mechanism has 3 motors that provide independent backrest, footrest and seat tilt movement allowing the user to set the most comfortable seating position.

Specifically designed for the bariatric market with a 254kg (40 stone) user lift capacity and 160kg leg rest capacity.

Stop being so nice!

Being

so nice that you can’t bring yourself to ask a customer to buy your product

definitely isn’t good for the business, as David Russell explains…

Sitting in an office at the back of a showroom, we discussed how to encourage the team to close more sales. All too often enquiries were not being turned into profit and the feeling was that asking for an order was seen, by some team members, as being ‘too pushy’ and ‘putting pressure’ on customers.

It’s an issue I’ve seen frequently in small businesses, particularly when the sales function is the responsibility of team members who aren’t necessarily

born salespeople or who haven’t had sales training that would enable them to use professional techniques to close sales.

Even phrases such as ‘sales techniques’ and ‘closing sales’ can feel uncomfortable for some people who would prefer a customer make up their mind in their own time.

A top salesperson I worked with had a very different viewpoint. He was adamant that, if he spent time with a customer and the product he was

selling was right for them, he had a duty to ensure that they walked out of the showroom with the product. Furthermore, he believed that if the customer didn’t end up with the product, they would be left more confused than when they started the buying process.

DON’T ADD TO THE CONFUSION

So, back to the store where I was having a meeting. One of the showroom

assistants showed a customer a product valued at around £500. Three different models were available, all with slightly different qualities and each model was demonstrated to the customer in turn.

At this point the meeting was paused as we were intrigued to see what would happen next.

The discussion between the sales assistant and the customer had been going on for about 30 minutes and the customer was asking all the right questions. He sounded like he really wanted to decide there and then –good news.

Then it all went very wrong. It went quiet for about 30 seconds but rather than waiting for the customer to make the next move, suddenly, the salesperson said: “Although we have these three models to choose from today, there are others available.”

The customer looked very confused.

The big questions are…

• How many sales are you losing because you are not asking for the business?

• Are you or your salespeople confident enough to close sales?

• Are you hungry enough to get the most out of your enquiries?

• Do your salespeople know enough about your products or would more sales and product training be useful?

• Have you or your team members ever had any formal sales training? If not, might that help to increase sales?

When he was just about to decide which one of the models he was going to choose, a rather large pebble had just been thrown into the pond!

The salesperson added the cherry on this confusion cake by explaining to the customer: “We have brochures about the other models. Would you like me to get you them?”

By now, the frustrated customer had lost all his enthusiasm for writing a cheque for £500. He reluctantly took the bundle of brochures before walking out of the showroom – probably never to be seen again.

The reality is that if you want to sell more, then either you or your team need to be able to close a sale. The best salespeople use sales techniques because they work. The best salespeople enjoy closing sales and they feel they have failed every time they don’t get the sale.

Being respectful and considerate to the customer is hugely important, but being so nice that you can’t bring yourself to ask them to buy your product isn’t healthy for a business.

The customer who left the showroom without deciding found himself right back at square one. He would have almost certainly felt frustrated and even maybe a little angry that he had wasted so much time without achieving what should have been a simple exercise.

I was sitting in front of a salesman a while ago who was very relaxed. He was good at his job and comfortable with the sales process.

After we had covered everything, he just asked….“Well, do you want one?” It was certainly a direct ‘close’ and it reminded me of what I had been told some years ago. Sometimes just asking for the order can be all that’s required.

It’s a particularly useful technique for anyone with a problem at the end of the sales discussion. It’s a case of if you don’t ask, you don’t get!

MAINTAINING A HUNGER FOR SALES

Another point to remember is how a business changes as it grows. When a small business starts up everyone in the organisation is generally incredibly hungry for sales and every lead, no matter how lukewarm, is followed up

“After we had covered everything, he just asked….“Well, do you want one?”

“You are in danger of missing out if you don’t have a strong sales culture”

with passion. That’s because, crucially, the business owners are the ones doing the selling.

Fast forward a year or so and as the company grows, the sales process sometimes moves further and further away from the business owners. It’s a natural process and very positive as more people are employed, but it can also be a dangerous time as the levels of enthusiasm and the incentive to close a sale may not be the same. It’s not surprising that the owners have far more invested, both financially and personally than an employee - particularly if the employee is not incentivised properly.

The trick is maintaining the passion for following up on sales leads. This means ensuring the people doing it have their own ‘personal investment’ in the outcome. Opportunities may be missed if there is no incentive to create and close sales.

At the end of the day, though, you are in danger of missing out if you don’t have a strong sales culture. Here’s an example.

I worked in a company selling high-value items (around £3,000 a time) through a distribution network.

We were concerned that we were generating what looked like decent quality leads through advertising passed onto the distributors and then everything was going quiet.

We decided to trial a lead regeneration service. Old enquiries were passed to a professional sales organisation to follow up and generate a home demonstration for the product. We tested the service with around 30 enquiries and had several successes, which were then passed back to the distributors to arrange a demonstration.

I checked on the progress about a week later. When I asked one company what had happened to the enquiry they told me that the very same day that they had received the red-hot lead, they had… sent a brochure in the post. What was needed was an urgent phone call to a potential customer.

That and similar responses signalled that our distributors didn’t have the urgency, the hunger or the skills that an effective sales organisation would have. Don’t be the company that wastes highly profitable enquiries!

Extracted from ‘58½ ridiculously simple marketing gems I wish I’d known years ago’ by David Russell, marketing specialist and founder of THIIS Magazine. Available to buy at Amazon (https://bit.ly/44gb55Z) in Kindle edition for £5.54 or in paperback for £9.99.

Our smallest turning radius ever!

EZ Technology

The GOGO Elite Traveller 2 is a compact mobility scooter known for its maneuverability, assembly and disassembly. It offers comfortable seating, an ergonomic tiller, and EZ technology offering a tight turning radius. Other features include a front basket, available in a variety of colours, and a armrest storage compartment as standard, ensuring practical and stylish mobility.

pride-mobility.co.uk

KYMCO CARES

KYMCO HAS OVER 20 YEARS OF STRONG PERFORMANCE WITH VALUED MOBILITY DEALERS AND WOULD LIKE TO THANK THEM FOR THEIR CONTINUED PARTNERSHIPS.

SOUTH EAST/EAST/EAST MIDS/LONDON

Neil Gregory : 07816 200649 E-mail : ngregory@kymcouk.co.uk

SOUTH WEST/WALES AND BORDERS

Mike Ridley : 07515 282647 E-mail : mridley@kymcouk.co.uk

NORTH/SCOTLAND/NORTHERN IRELAND

Damian Butterworth : 07803 000017 E-mail : dbutterworth@kymcouk.co.uk

Moving accessibility forward

Daniel Stone, Managing Director at TGA Mobility discusses how the firm is staying ahead with new products and exciting partnerships while doing its bit to boost the confidence of mobility scooter users getting out and about…

YOU UNVEILED THE NEW WHILL R MOBILITY SCOOTER AT NAIDEX RECENTLY.  WHAT KIND OF RESPONSE HAVE YOU HAD TO IT FROM RETAILERS?

“We are really excited to bring the WHILL R to market, something which brings fresh looks and fresh thinking to the scooter sector. The WHILL C2 brought real innovation to the powerchair market and we are now looking to broaden that appeal into scooters.

“WHILL R is a smart, modern design but also a truly practical and portable scooter. Unlike so many products

in the portable sector there are no compromises in terms of space and comfort for the user. Suspension and high ground clearance allow kerbs, grass and gravel to be tackled in comfort and with control. Zero-turn technology, proven LG lithium batteries and a design which allows for easy transportation, all provide WHILL R with real all-round ability.

“The design, finish and simplicity of aspects such as the controls and display really set WHILL R apart from other products. It is a completely fresh design with the user at the centre of it. There is even an App for smartphones

to give real time, usable information plus status updates, which is always useful in terms of servicing.

“We all know there is something of a

“We all know there is something of a stigma around mobility scooters but that stigma is reducing”

TGA Mobility is launching a new Rise and Recline chair range

stigma around mobility scooters, and there always has been, but that stigma is reducing. We believe good design can really move that thinking forward again and make WHILL R a stylish transport solution in the way something like an e-bike has become for others.

“The feedback we have received since its launch at Naidex is a genuine excitement and appreciation for something new. We are very happy to bring demonstration units out to any retailer. Stock is available now and we have some great marketing material prepared and available.”

TGA HAVE BEEN BUSY LAUNCHING A NEW RISE AND RECLINE CHAIR RANGE. PLEASE CAN YOU TELL US MORE ABOUT THE PRODUCTS?

“Our Rise and Recline chair range is coming out later this year. Our aim is to provide a really simple range, available in three sizes, small, medium or large and three colours and all available from stock.

“The difference will be not only the simplicity, the ease of ordering and stocking but also the quality of the movement with some true tilt-inspace positioning. We will have a traditional chair design and we will also be offering a very contemporary design option as well.”

CAN YOU ALSO TELL US ABOUT THE NEW WALKING AIDS THAT TGA HAVE LAUNCHED?

“We have put together a simple range of contemporary and well-designed walking aids to complement our range of products. The latest additions to this range are the Rollbuddy and SEATA rollators, both offering

“Over the last few years we have really tried to focus on being simple to do business with”

different and unique solutions.

“The Rollbuddy is a super stylish rollator for indoor use. Designed to offer security, stability and confidence, the thinking is also that if something looks really good, feels less medical and is something which people are pleased to have around the home, they might be encouraged to use it more. It is available in matt black, silver and copper finishes for immediate delivery.

“The SEATA is a very different offering with the main feature being a comfortable and full-size seat with a supportive and ergonomic backrest, as per the Strongback WH postural wheelchair. This is obviously for those who need to take a bit more of a break and with a bit more support than most rollators provide.

"It is for indoor and outdoor use with large 9” front and 12” rear wheels, aluminium frame, it is foldable for transportation and complete with removable under seat bag.

“We also have a simple yet stylish and contemporary range of walking

The SEATA rollator is for indoor and outdoor use

Driving the Breeze S4 at Lake District National Park

sticks available, plus the Amble shopping trolley for those who just want to take a rest when they need to.”

TGA HAS PARTNERED WITH NORTHERN RAIL AS WELL AS OTHER ORGANISATIONS TO HELP IMPROVE ACCESSIBILITY FOR MOBILITY SCOOTERS. WHY DID TGA GET INVOLVED WITH THESE ORGANISATIONS?

“We have partnered with a lot of organisations, including Northern Rail and Transport for London, and it's good to see accessibility is now properly on the agenda and there are good budgets and teams of people in place to move accessibility forward.

"There is a genuine desire to get people on and using these networks to the full but of course there are limitations and difficulties, it is just raising that awareness and

“Accessibility is now properly on the agenda and there are good budgets and teams of people in place to move accessibility forward”

understanding from all sides.

“Limitations can come in the guise of some of the older trains or stations which physically cannot accommodate mobility scooters and obviously some scooters are just too large to safely transport but everything is moving in the right direction.

“We bring knowledge of the products and how they might be used and we can also raise awareness through social media and a community of users who are all pushing for improvements. The most effective way to spread these messages, is users talking to other users.

“I think there was a time when scooter users were viewed as more marginal in terms of need than wheelchair users but that mindset is changing. There is a real drive and commitment to get more scooter users out and using these networks freely.

“We have also worked with organisations such as the Lake District National Park, Access the Dales and local National Trusts who similarly want people out using the accessible trails and paths of which there are a huge amount.

"We have really enjoyed working with these partners, we’ve learnt a lot

The “practical and portable” WHILL R mobility scooter

The WHILL R scooter in action

A blend of innovative design and functional excellence, the Flow X is our most versatile stairlift, perfect for both straight and curved staircases.

Flow x

and we are seeing some really positive developments at source. All of this makes a difference to our end users and our industry as a whole.”

WHAT ADVICE WOULD YOU HAVE FOR RETAILERS READING THIS WHO ARE INTERESTING IN STOCKING TGA MOBILITY PRODUCTS?

“Over the last few years, we have really tried to focus on being simple to do business with. We have stripped out all of the layers and complications which can build up over time and reevaluated what we think is important to retailers. We help and support those who want to be offering good customer service and good quality, well designed products.

“We have a simple pricing structure with no hidden complications. We also have a team including engineers dedicated to trade to support over the telephones so retailers can always get the technical support as and when they need it.

"Our own vehicles are back out on the road, delivering and supporting the retailers. We have consignment and sale or return stock widely available which can be arranged through our Area Sales Reps.

"Please contact us on 01787 888106 to arrange a visit or for marketing

support or materials including PR, videos and photography.”

ANY HINTS ABOUT NEW PROJECTS COMING UP FROM TGA MOBILITY?

“We are working on several really exciting projects for launch in January next year but I can’t say too much at this stage.”

www.tgamobility.co.uk

The Rollbuddy offers security and stability indoors

TGA has partnered with Transport for London to improve accessibility

Pressure care

In the beginning there were old materials with old benefits, then there were new materials, some still with the old benefits, and now we have new materials with new benefits...

Petrochemical-based products proliferate in the present-day pressure care environment. Many of these may be as effective or more effective for pressure care as products made from natural materials, but many of them can present other challenges ranging from manual handling, to decontamination, to disposal challenges. What options are out there?

There was a time when sheepskin was used extensively, and effectively, for pressure care for all ages from neonates to geriatrics. As awareness increased around the needs of infection prevention, it became clear that traditionally tanned sheepskins would not stand up to the traumas of washing at high-temperatures to kill the bugs. This spawned the production of artificial sheepskins with polyester or nylon fibres being spun onto an artificial backing.

OLD MATERIALS – OLD BENEFITS

Unfortunately these artificial sheepskins were not very effective, and rightfully were deprecated within the NICE guidelines a while back. But why were they not effective? The reason is that man has not been able to replicate the complex structures of natural wool (Figure 1), and the man-made materials were unable to provide the skin care benefits of natural wool products.

The core of a wool fibre has a helical structure which gives its resilience and bounciness. Around this helix, there’s a further six layers of material, including cortical layers which are hydrophilic (unlike man-made materials that repel moisture) which will take up to a third of their weight in water vapour without feeling wet. The outermost

layer, the cuticle, allows the fibres to slide over each other, aiding shear reduction. For pressure care, the degree that the substrate can allow for skin envelopment is dependent on the density of the fibres – again an area where artificial sheepskins traditionally have been very poor, but merino-cross sheepskins are very good.

So what changed? In Australia the CSIRO developed a new tanning process, and a new standard (AS4480.1:1998) was published, from which manufacturers are able to make what are known as Hi-temp UR ‘medical’ sheepskins. These skins can be washed with wool wash detergents at up to 80oC.

Also the process makes the skin's urea-resistant (we secrete urea into our sweat from protein breakdown, and this causes hardening of the pelt in untreated skins).

A number of large-scale clinical trials have shown these medical sheepskins to be effective in reducing the incidence of pressure ulcers in

various bed-bound populations. As a result NICE updated their guidelines to indicate that medical sheepskins were an effective pressure care tool.

Alongside this the MDA (as it was before being merged into the MHRA) produced a report on bed overlays which showed that medical sheepskins were up in the ‘best in class’ for heel pressure reduction and heat transfer properties when tested alongside overlays made of man-made materials.

An important benefit is that these medical sheepskins do not look like medical devices in use, and thus may be more acceptable to patients particularly in the home setting.

Alongside this, a company in Australia (Healthcare Innovations Australia) developed a technique where they were able to manufacture a ‘spun’ sheepskin with higher density wool than sheep were able to do, providing a product (Shear Comfort XD1900) that could be washed even with enzymatic detergents and at up to 100oC, and provided better microclimate properties

Figure 1. The structure of wool fibres

than natural sheepskins. So, there we have gone full circle back to old materials – old benefits.

NEW MATERIALS –OLD BENEFITS

Air-based products have provided good envelopment and pressure redistribution for pressure care. Air has been encapsulated in either air-tight pockets, or in foam.

Foam is a good ‘air carrier’ since there is no danger of air loss from puncturing, and even today it is still a relatively inexpensive material. But it does have its disadvantages. It is relatively heavy, especially in a mattress. It is susceptible to contamination, and even if protected by a waterproof lining, the lining can get punctured and we get what is known as strikethrough. The ‘air holding’ properties of foam can also

cause heat trapping which can cause the user to feel hot and cause sweating which adversely affects the skin microclimate and increases the risk of skin breakdown.

Normally foam cannot be cleaned, and therefore ends up being consigned to landfill or incineration. (Even this

creates a problem in that clinically contaminated items have to be disinfected before being transported to a waste site.) Incineration of foam mattresses needs specialist installation because of the release of hydrogen cyanide gases.

There is more to skin care than just pressure redistribution. The microclimate around the skin is important, and it is important that heat is dissipated and moisture wicked away. The behaviour of the support surface to absorb shear forces is also important.

NEW MATERIALS –NEW BENEFITS

What alternatives to foam are there for cushions and mattresses that can tick all the boxes for skin health, manual handling challenges, infection prevention, and also being fully recyclable? One alternative is 3D spun thermoplastic elastomers - of the type to be found in the NEST pressure care products2

For skin health, the NEST can provide comparable pressure care as a foam cushion or mattress,

but also the 3D random loop structure of the polymer web absorbs various of the shear strains under the skin tissues. The open structure allows for heat and water vapour dissipation. The structure is maintained in use and provides a ‘springiness’ which facilitates movement, enabling turning in bed or movement on a cushion, thereby offering further pressure redistribution properties and aiding independence. From the carers’ point of view, the light weight means that NEST mattresses can be lifted and turned by a single person, providing a major manual handling advantage.

INFECTION PREVENTION

On the infection prevention front the elastomer has been shown to inhibit bacterial growth. Even more important is that both the cover and the core can be processed in washing machines: the core material can also be sterilised at temperatures of 100oC or more, without damaging the plastic.

The NEST is a CE marked Class I medical device. As was implicit under the Medical Device Directive (MDD) and explicit in the more recent

Figure 2. An XD1900 wool-based overlay 1

Figure 3. An example of strikethrough contamination of a foam mattress

Figure 4. A NEST thermoplastic elastomer filled mattress

Figure 5. The NEST covers and cores can be washed in a washing machine

European Medical Device Regulations (MDR), a medical device washer needs to be a CE marked Class I medical device itself, and disinfectants need to be themselves at least CE marked Class IIa medical devices.

If instead of using a chemical disinfectant, you are using a machine that provides thermal disinfection, then that machine also needs to be a CE marked medical device at Class IIa or higher level.

SUSTAINABILITY AND ENVIRONMENTAL CREDENTIALS

Not only can the NEST be washed and disinfected when soiled, and between uses, the core material at end of life can be chopped up and recycled into new plastic products, and thus avoid the need to go to landfill. The NHS in the UK, and procurement bodies

around the world in tender documents are increasingly seeking out and specifying sustainable offerings. This is yet another of the multiple boxes that the NEST ticks.

REFERENCES

1. www.besrehab.net/media/520107/BES-HCSkincare-Cat-rebrand-v6_small_size.pdf

2. www.nestmedicalmattress. com/?v=de84b4c7ea37

3. www.besdecon.net/media/583877/washerdisenfection-leaflet-1.pdf

‘Let’s Get it Clear’ by Dr Barend ter Haar

One in a series of regular 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.

Figure 6. The Kluge & Fielitz CE Class IIa bed and mattress washer-disinfector 3

Premium

Lightweight

8”

Maximum

Maximum

WEIGHS ONLY 14.75Kg*

*Excluding battery, armrest and seat cover.

Buyers’ guide to moving and handling

Oxford Up from Joerns Healthcare

The Oxford Up supports assisted standing, seated transfers, and rehabilitation and is suitable for users who require assistance when standing but can participate and contribute effort to the process.

With a safe working load of 200kg the Oxford Up is the most durable in its class. Careful attention to component geometry allows for the fully contained footplate, eliminating the risk of toes overhanging the edge and conflicting with moving parts.

Unlike other stand assist products, the Oxford Up quickly and conveniently dismantles into three separate components for easy storage, transportation, and shipping.

Where additional seated support is required, the Oxford Deluxe Standing sling (with clips) can be used in combination with the Up and is available in three standard sizes - small, medium, and large.

joerns.co.uk/products/

Slings from Invacare

The Invacare range of slings is specially made to provide optimal positioning and ease of application. The slings provide a safe and comfortable transfer solution for several types of physical disabilities.

This selection of highquality slings is developed in collaboration with physiotherapists to ensure exceptional functionality. The slings have a range of adjustments to meet the specific needs of individuals. All slings feature a label with detailed illustrations on how to position the sling according to the spine of the patient.

www.invacare.co.uk

Using our new Comfort Builder simply configure the chair with the required mechanism, size and fabric.

There are 20 options for Next Working Day despatch!

ReMould Support Accessories from Care & Independence

Care & Independence have released three new vacuum-moulded postural supports to integrate with its existing Bathing Range Tilt-InSpace and Options Shower Chairs Families.

Vinyl pouches are filled with thousands of small beads that can be manipulated to form a personalised mould specific to user requirements.

The extraction of air via a pump, retains the moulded shape for a perfect fit unique to an individual’s body contours. Between them, the ReMould Support Accessories provide additional in-situ support to head, thorax, lumbar, seat and calf areas as needed. Straps with clunk-click buckles secure the postural support to the chair frame.

Available in three sizes and with free

S-Max Sella from AAT GB

The multi-functional S-Max Sella stairclimber offers an alternative to stairlifts and through-floor lifts. It can accommodate almost every staircase, whether attached to a wheelchair or with integrated seat.

A portable, self-contained battery-powered unit, S-Max Sella is operated by the carer to smoothly and safely negotiate stairs with no strain on the operator. It requires no structural alteration to the property. There is also no loss of space as it folds away when not in use and can be used beyond the home, improving user wellbeing.

Fully adjustable to each operator and passenger, and fully controlled by the operator, a safe solution to stairs is achieved within days from the initial contact.

www.aatgb.com

joint assessments, the introduction of these products offer greater comfort, support and choice to those with assisted bathing needs.

www.careandindependence.com

Alerta Standing Turner from Alerta Medical

The Alerta Standing Turner is a transfer device to assist a carer/ attendant with the transfer of a user between seat, bed, toilet, commode or wheelchair by standing and turning. Alerta Standing Turner promotes user engagement and enhances mobility.

Oxford Advance from Joerns Healthcare

The Oxford Advance mobile hoist is purpose-designed for ease-of-storage and transportation, folding down into a very compact footprint that sees it fit into the boot of most family saloons. Its lightweight, aluminum construction supports easier handling and a safe working load of 155kg.

Folding down is a simple process that takes less than 60 seconds, with no complicated steps or tools required. The Advance is transportable.

It benefits from Alerta’s GlideTurn easy swivel base, height-adjustable handle, heightadjustable padded knee pads, sturdy steel frame and tool free assembly. Features include a low profile safety grip base and two 7cm rear castors for transporting between users.

www.alertamedical.com

As with all Oxford products, it has clinically validated features. Careful attention to ergonomic principles during the development process has ensured this lift is comfortable and intuitive to use.

joerns.co.uk/ products/

Molift Transfer Pro from Etac

The new Molift Transfer Pro is a sitto-stand device for seated transfers that enables early rehabilitation and single-handed care.

It has been designed to enhance seated transfers and empower mobility as well as maximising user and caregiver wellbeing during vital transfers. Molift Transfer Pro has a safe working load of 200kg and a 10-year service life.

www.etac.co.uk

Ignite Range

Cabin Car Mk2

Savvy Range

Invader Mk3

Scooterpac

Ignite Tandem

Alerta MoveAssist from Alerta Medical

The Alerta MoveAssist is a transfer assistant which makes transfer functions of all types quick and easy, requiring minimal assistance, promotes user engagement and enhances mobility.

Ideal for bed-chair-wheelchair-commode transfers, it has a crossbar that users can grasp and pull themselves up into a standing position using their own strength. The padded split seats swing out allowing the user to stand up and board the unit. The care provider then flips the split seats back into place to form a secure and comfortable seat for the user to sit on for the transfer.

Features include adjustable legs for ease of manoeuvring, braked rear castors and sling hooks for extra security.

www.alertamedical.com

Comfort Value Tilt-In-Space Shower Chair from Care & Independence

For multi-stockists of community equipment, Care & Independence are offering a limitedtime bulk-buy deal on its Comfort Value Tilt-In-Space Shower Chair.

The combined toileting and shower solution features a 45 degree in-situ manual tilt, gap seat, soft wipe-down vinyl back, head and calf support, telescopic adjustable armrests and adjustable height attendant braked castors with foldaway footrests for easier access.

Available in 20” with a safe working load of 180kg, it is robust, re-usable and recyclable for multi-use environments. The offer includes fitted commode pan and rack, lapstrap and UK mainland delivery. Contact the business development team on 033 012 80808 or email sales@careandindependence.com to procure up to 45 per cent off list price whilst stocks last.

www.careandindependence.com

Birdie Evo from Invacare

The Invacare Birdie Evo range is designed for safe and comfortable transfers from beds, chairs, or even the floor. Perfect for domestic and residential care, these hoists fold easily, without tools for compact storage.

Through a smooth operation and intuitive controls, the Birdie Evo ensures comfort for the client and simplified use for the carer. The boom design maximises space at the highest position and the spreader bar can be rotated 360° for easy positioning and ergonomic transfer. The mast and boom can be separated for transportation in a vehicle if needed.

The Birdie Evo ranges comes in three versions, Birdie Evo Compact version for a smaller footprint for easier manoeuvrability, Birdie Evo Standard, and an XL version advanced lifter with increased safe working load.

www.invacare.co.uk

One Touch to safety

EXCLUSIVE TO HANDICARE

One button safety: direct emergency contact with two-way voice communication for stairlift users.

Broad compatibility: easy integration with Handicare stairlifts and Garaventa Lift platform lifts.

Peace of mind: increased security for the user and their loved ones.

Leading the way in European safety!

One Touch Alert fosters confidence and security for the user. Reflecting our commitment to better mobility for life

Speak to your BDM to learn more or call TPS on

Glove Convenience Max from Care & Independence

The evolutionary Glove Convenience Max represents innovation in toileting sling design opening use to a wider populace. A self-adjusting corset-style body with a triple clunk-click chest band provides security and support for those with limited upper body tone previously considered unsuitable for such slings.

Adjustable extensor shoulder straps prevent hi-jacking, making it ideal for those prone to extensor spasm.

Users benefit from extra deep padding to the underarms, lumbar and leg sections whilst a one-way-slide velvet covering prevents slippage.

For fitting ease, a double-sided slidesheet has been applied to the leg sections which together with patented binding-free construction helps to prevent tissue viability risks.

Available in six sizes, a 230kg safe working load and lifetime guarantee, the Glove Convenience Max is a truly remarkable toileting solution.

www.careandindependence.com

Raizer II from AAT GB

A battery-powered portable and lightweight flat-pack system, Raizer is quick and easy to assemble, and operated by the push of a button. It can safely lift up to 150kg, which means that anyone, however slight or petite, can lift even an obese person from the floor.

All components are designed to be wipe clean for optimum disinfection and hygiene.

AAT is the sole UK distributor for Raizer and brings a new approach to customer support to the care industry. Its nationwide service team provides on-site staff training, plus on-site service and maintenance.

www.aatgb.com

Motion

The new Motion Transfer Aid is designed to encourage a forward knee movement during raising and lowering of the individual, enabling more body weight through the feet to replicate the closest natural active movement patterns of sitting and standing.

With multiple hand grip points for varying user/carer support requirements combined with an angled design to enable a ‘nose over toe’ standing movement, the Motion Transfer Aid enables the user to stand and weight bear with minimal support. It features a compact design with additional features including belt attachment hooks, padded leg support, a low platform and a single action braking system.

MEMBER

THE NARROWEST FRONT WHEEL DRIVE REHAB WHEELCHAIR IN THE UK! JUST GOT BETTER.

With its 14" front drive wheels and its narrow pivot points, The AXCEL narrow gives you the outdoor perf ormance of a FWD and the maneuverability of a MWD.

Now with the Aergo PS dynamic postural management seating system we're putting children and & young people who need postural support back in control, so they can feel comfortable and happy wherever they go and whatever they do.

Smarter Support

Aergo PS' core technology is a network of smart air cells which respond to your movements and automatically adjust postural support levels to keep a child in a healthy position.

Complete Control

The PS gives users greater indepence as they can control their position & comfort levels in a few taps with its mobile app.

Continuous Comfort

The PS gives all day postural support and keeps your child in a healthy position whatever they get up to.

• 22.5" wide front wheel drive chair is easy to maneuver in tight spots like narrow hallways and door frames.

• Tight 90 ° turns

• Navigating over uneven terrain is a snap with FWD because your 14" drive tires maintain contact.

Amazingly Adaptable

The PS is a fully adjustable and adaptive system that grows with your child - making it affordable and inclusive.

Conected Clinicians

The PS gives therapists the ability to easily monitor and adjust the air cells remotely via Aergo's web portal.

• High-performance, independent hydraulic suspension

• Large 9" rear casters to help navigate obstacles and rough terrain

• Bright LED front and rear lights

• Tool-free rear battery access

• Easy acces for elctronics

• Power recline adjustment 85 ° -160 °

• 12" power seat lift option

Boost Adjustable Transfer Aid from Drive DeVilbiss Healthcare

The Boost Adjustable Transfer Aid enables users to participate in transfers, maintaining patient independence. It is also ideal for transferring individuals from room to room or for those who can raise from a seated to a standing position.

Light to use, its narrow width enables the carer to manoeuvre easily through standard doorways. It can be wheeled directly up to a toilet, with wheels positioned either side of the toilet offering the user more dignity to sit down. Its substantial footplate provides stability while robust pedals allow legs to be easily opened and closed smoothly. The Boost offers tool-free adjustable padded lower leg support which can be adjusted in height to suit the user’s comfort. It has a padded hand-rail for user comfort and is compatible with Drive’s range of optional ladder style support belts.

Oxford Switch from Joerns Healthcare

Designed to help a person with reduced mobility stand from a seated position and facilitate their transfer to another surface, the Switch encourages the user to participate in the standing process, improving strength and natural function.

With a safe working load of 180kg, the Switch maintains a very compact footprint and can be wheeled and stored with ease. For added convenience, it quickly separates into two components for effortless onward transportation.

As a complimentary accessory, the Oxford Patient handling belt is available separately. Offered in a range of sizes, it provides added reassurance and support when standing and during transfer. It also provides a means for a carer to assist the user in rising from a seated position.

joerns.co.uk/products/

Rise Sit to Stand Aid from Drive DeVilbiss Healthcare

The Rise Sit to Stand has been designed to provide safe ease-of-use when carrying out any moving and handling tasks such as standing, transferring and toileting the user. It is designed for users with some weight bearing ability whilst needing assistance with standing and transferring.

Offering manoeuvrability and stability, the aid boasts easy roll castors to assist the carer and reduce the risk of back injury. It also features an extra wide, non-skid footplate to provide a stable base for foot placement and a soft padded adjustable leg support to provide comfort and support for users of all heights. Padded hand grips and push handles allow for a secure grip.

Its electrically-adjustable leg base enables the Rise Sit to Stand to be used when standing from very low furniture.

MEMBER

MEMBER

Easy to use and suitable for those who require assistance when standing but are able to contribute effort to the process. By encouraging user participation, the Up can play a supportive role in rehabilitation, mobilisation, and independence.

Safe working load 200kg / 31st / 440Ibs

Disassembles for easy storage and transportation

Compactly packaged for cost effective storage and shipping

Adjustable legs for improved access around furniture

Contoured and cushioned swing-away seat pads

Over-sized multi-point push handle

Prism Evacuation System from Prism Medical

The Prism Evacuation System is a specialised apparatus designed to ensure the swift and secure evacuation of individuals with limited mobility during emergencies.

The individual in need of evacuation can be comfortably secured within the system using its adjustable straps, after which they can be smoothly transported to a place of safety.

Whether transitioning from a bed or another surface, the Prism Evacuation System provides the necessary support and ease of transfer, ensuring the user remains stable throughout the process.

prismmedical.co.uk

Alerta Aqua Tilt-in-Space from Alerta Medical

The Alerta Aqua Tilt-In-Space Hi-Lo Shower Commode Chair is for use in care homes, hospitals and homecare. It is designed specifically for assisted hygiene routines, showering and toileting.

The transfer friendly design offers safe solutions for residents with differing mobility levels, covering needs ranging from a bedside commode to a mobile, multifunction shower and commode chair.

Features of the chair include four braked castors, an adjustable seat height, multiangle directional and height-adjustable head support, adjustable and detachable footrests, rear anti-tip bars and adjustable pivoting upper body side supports with quick release.

www.alertamedical.com

Sara Stedy from Manage at Home

The Sara Stedy, available for sale and rental through Manage at Home, lets lone caregivers easily assist patients from sitting to standing. This device boosts patient mobility and prevents caregiver injuries. It encourages patient activity and simplifies standing, offering greater freedom. Designed with knee support and a crossbar handle, it holds a 1B rating from the Dementia Services Development Centre. This product has a minimum rental period of seven days and no maximum.

www.manageathome.co.uk

DELIVERY

l Nationwide delivery & installation

l Removal & disposal of old products

l Manufacturers warranties honoured

l Owned & operated fleet of vehicles

SERVICING

l Annual equipment servicing

l LOLER testing & inspection

l Bed inspections & servicing

l Engineer call-outs for repairs

l 35,000 Square foot warehouse

l Short term storage solutions

GH3+ Ceiling Hoist from Guldmann

The Guldmann GH3+ Ceiling Hoist, when equipped with the Trainer Module, enhances patient mobility and physical functionality through secure and assisted rehabilitation exercises.

The Trainer Module enables the initiation of rehabilitation with dynamic weight relief. Typical rehabilitation exercises with dynamic weight relief in the Trainer Module could include gait training, balance, sitto-stand, squat exercises, steps on/over obstacles, and more.

In Trainer Module mode, the GH3+ unloads up to 100kg of the patient’s body weight. The caregiver determines the amount of weight to be unloaded for the patient, and the Trainer Module handles the rest, allowing the caregiver to concentrate on the patient and the quality of the exercise.

www.guldmann.com/uk

WHILL R

Modern Mobility

The new WHILL R, bringing unseen fresh thinking and looks to the scooter market.

Easily navigate tight indoor and outdoor spaces with class leading turning circle. With capable suspension, WHILL R has the ability to tackle kerbs, grass and gravel in comfort and control, up to 12 miles at a time.

High ground clearance makes it easy to navigate uneven terrain. The lightweight lithium LG battery allows for easy removal so you can charge separately. Portable, modern design allows for quick disassembly for simple transportation.

Available in a 3 and 4 wheel version with a choice of 5 different colour options.