THIIS June 2017

THIIS Trade Magazine • Issue 225 • June 2017

Issue 225 • June 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

From the small screen to the retail shop TENDER TIPS NEW PRODUCTS

KIRTON ACQUIRED

SONG & DANCE FOR STORE

ACQUISITIONS NEW TO THE TEAM

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…from the editor

Don’t be shy, why not get in touch...

Moving from in front of television cameras to behind the retail counter, this month’s front cover features a new, family-run retail store in Ireland with an interesting story.

Having appeared on millions of televisions across the UK, Aid and Enable’s Sarah Boys has called ‘cut’ on her BBC days to focus on launching a new mobility store with her husband and children in Cork. We caught up with Sarah to find out more about her fascinating past and her future plans for the new retail outlet.

After a busy month in the trade, the June issue looks in-depth at some big moves in the industry following the acquisition of Kirton Healthcare and new ownership of now independent AJ Way. What does this mean for the companies and for dealers?

Tom Courtney, founder and Managing Director of Courtney Associates, lets readers in on some of his simple yet effective tips for writing winning business tenders for those meatier orders.

Calvin Barnett

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

Advertising Enquiries

Editor

Greg Askew 01933 272437 advertising@thiis.co.uk

THIIS Trade Magazine • Issue 225 • June 2017

Issue 225 • June 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

On the front...

Providing news and views in the trade since 1999

From the small screen to the retail shop TENDER TIPS NEW PRODUCTS

KIRTON ACQUIRED

SONG & DANCE FOR STORE

ACQUISITIONS NEW TO THE TEAM

From Holby City to West Cork high street Page 56

You can find THIIS on Twitter at: wwwthiiscouk

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

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

“My advice is - Give ‘em what they want!”

Retailer’s trophy cabinet swells Page 12

“It is hard work in retail, so to be acknowledged is an amazing feeling”

“Many people, both inside and outside the mobility industry, raised eyebrows”

“It’s so different to an old-fashioned, dingy mobility store.”

Contributor this month...

Tom Courtney Courtney Associates

XXXXX XXXXX

4 www.thiis.co.uk

InTHIISissue...

“It led to my hands starring in the opening credits for years!”

Partnership creates opportunity for retailers Page 14 Care group introduce dementia products Page 20

Tandem clarification from Scooterpac Page 22

DHG acquires Kirton Page 24

New vision at AJ Way Page 26

Simple tips to win big business Page 28

Big song & dance for new store.

Page 40

LET’S GO BANANAS AND BOOST YOUR SHOWROOM Six new models with bags of personality!

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Advanced ergonomics Intui�ve controls Superior comfort Improved drive posi�on �olour customisa�on Responsive performance

Discover more at www.invacarescooter.com or contact your Invacare Territory Manager 01656 776222

STYLE IS FOREVER.

ADVERTORIAL

Companion’s loyalty scheme for retailers gets off to a flying start Companion Stairlifts and Bathing’s recently launched Accredited Partner scheme is proving extremely popular, with over 30 mobility retailers signing up to the reward and loyalty scheme in its first week.

Companion, which provides stairlift and accessible bathing solutions nationwide, created the scheme to offer Accredited Partners enhanced services to help support their business growth and reward their loyalty.

Retailers signed up to the scheme are already enjoying an enhanced level of support and a range of benefits including fast-track response for their leads and access to an online portal where they can track their progress through the sales process.

Dedicated area sales managers are visiting all the retailers on the scheme, delivering marketing support materials and goodies including window stickers, posters and desk-top displays containing Companion’s latest stairlift and bathing brochures.

Companion’s Sales and Marketing Director David Harrison, said: “As a company we have looked at the best ways to support retailers to help them provide more products with a high standard of service for their customers. The Accredited Partners scheme gives retailers the chance to increase their sales and earn rewards for their team such as free cinema tickets and holiday vouchers.

“We’ve already had some great feedback from retailers who are up and running on the scheme, using our dedicated online portal and enjoying an enhanced level of service from our team.”

Clarks Independence Centre’s Howard Clark with Lyndsey Jackson-Smith of Companion

Enquiries for stairlifts and bathing solutions which are registered on the new Your Companion portal before the end of June will be entered into a free prize draw to win holiday vouchers worth £1,000.

“We look forward to connecting with retailers all over the country and to welcoming them to our Accredited Partner scheme,” added David.

British Made

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No Minimum Order - Lengthy Guarantees

YOUR COMPANION PORTAL FOR ACCREDITED PARTNERS IS NOW LIVE!

If you haven’t already registered, please go to www.your-companion.com

JOIN. EARN. WIN! If you register to become a Companion Accredited Partner before the end of June you could win a free holiday

As a Companion Accredited Partner your benefits include: • Healthy rates of commission • Dedicated web portal to register & track your leads • Point of Sale and marketing collateral • Fast track response • Fantastic rewards

Find out more about becoming a Companion Accredited Partner here. We reward your leads as well as your sales.

www.your-companion.com or call 0800 620 0826

Proud to be endorsed by the UK’s largest independent consumer organisation

Service Rating *Based on reviews between Jan-Mar 2017

ADVERTORIAL

CASE STUDY:

Clarks Independence Centre, Leeds Horsforth-based Clarks Independence Centre has strengthened its relationship with long-time stairlifts partner Companion by becoming one of the first retailers to join its newly launched Accredited Partner scheme.

The family business was established in 1976 in the Leeds suburb, and is currently run by Howard, son of the founder Tom Clark.

Specialising in car adaptations - the firm is one of the only Motability Accredited Adaption Installers in the Leeds area - as well as a wide range of scooters, wheelchairs and home adaptations, Clarks has a loyal customer base that extends across West and North Yorkshire with many returning to the four-strong team as their needs change.

Although Clarks used to fit stairlifts for their customers themselves, they chose to work with Companion back in 2003 believing it to be a more economically viable solution for their business and their customers.

“We don’t partner with just anyone and we’re very happy to work with the team at Companion because they treat their customers in the same way that we treat our customers,” explains Howard.

He thinks Companion’s new Accredited Partner scheme is a good idea and was one of the first to sign up when it was announced.

With an established high street shop and an ecommerce website, Clarks has positioned itself as a 21st century mobility retailer embracing the Internet while at the same time concentrating on the face-to-face customer service that some people prefer.

“Our customers are increasingly using the Internet, or at least their friends and family are, so we have to make sure we’re visible online as well as offline.”

Howard believes that over the past decade the stigma many associated with mobility aids has gone away, and with the industry still in its infancy, the future for his business looks good.

Additional support from product partners such as Companion is something he believes may help with growth.

“When you consider that we’ve been driving cars for over 100 years, things like mobility scooters are still very new. I remember the first models on sale when I started working at the shop. They were very basic compared with the models on sale today, and very expensive!

“That’s not to say we’re on the brink of a boom period. Despite the fact that we are an ageing population we’re also a fitter population with many people driving well into their eighties and even beyond! Any business support like Companion’s scheme is good for us as well as our customers,” he said.

Companion’s managing director Clare Brophy said: “We’re absolutely thrilled that Howard has chosen to register with our new Accredited Partner scheme. Clarks has been a valued partner over the years and we hope that we can provide them with the right kind of support to help the team increase their sales of stairlifts and accessible bathing solutions.”

From left: Clarks Independence Centre’s Howard Clark and Kevin Hazelwood with Lyndsey JacksonSmith of Companion

TOILETING SOLUTIONS Padded Toilet Seats

For More Info...

Phone Email Web

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

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Toilet Surrounds Raised Toilet Seats Grab Rails Urinals

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

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

soft protection

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very light & breathable

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

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

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

New show aims to attract a very different visitor A new consumer exhibition, run in association with Age UK, is aiming to attract those involved in the care of an older relative or friend.

The Care for Older People Show is being styled as the show where attendees can find solutions to keep mum and dad happy, safe and well in later life.

It is the first time that an event like this has been produced and the organisers are looking to attract around 6,000 visitors at the twoday show, taking place London’s Olympia on September 23-24, 2017.

Jonathan Scott, Managing Director of Evolved Events Ltd, came up with the concept after struggling with decisions relating to his own father’s care. He now wants the new event to provide people who are in the same situation with high-quality information and resources.

He told us: “The new event is aimed at those who find themselves increasingly involved in their parents’ lives as they become less able to cope. Those people are not going to the existing events in any numbers but we believe they will come to something that is very much targeted at their specific needs.”

Jonathan has over 25 years’ experience producing successful events and says educational content will be a big focus. The show will feature experts in a number of fields, with around 60 sessions over the two days with 15,000 seminar seats, covering subjects such as how to creating dementia-friendly environments and finding and choosing home care.

10 www.thiis.co.uk

“We expect to attract visitors mainly from London and the “Those people are not going South East to the to the existing events in any first show but their older relatives will numbers but we believe they be widely dispersed will come to something that around the UK. We are planning for up to is very much targeted at their 100 exhibitors at the specific needs” first show and will offer companies a route to get in front of selffunders.”

For more information, contact Jonathan on 07764 939750.

The website for the new show is www. care4olderpeopleshow.co.uk

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All rights reserved. Registered in England number 3504591 Registered office: Unit 2-3, Cotswold Business Park, Millfield Lane, Caddington, Bedfordshire. LU1 4AR.

Retailer’s trophy cabinet swells People First Mobility has recently won the Community Lincs Age Friendly Award and the #WOW award. The company’s Managing Director gives us some insight into the importance of winning awards.

The Community Lincs Age Friendly Award recognised the Skegness based retailer’s age friendly customer service, as well as consumer comfort, clear marketing & communications and accessibility.

Karen Sheppard, Managing Director of People First Mobility, commented: “To win the age friendly award has shown that we are committed to customer service and always looking at ways in which we can improve.”

People First Mobility also won the #WOW award, founded by Jacqueline Gold CBE. WOW Championing Working Women is an organisation representing the interests of women in business.

Karen said: “Winning the #wow award from Jacqueline Gold on twitter is a real buzz and to be recognised as a female entrepreneur and being part of her network is amazing. It encourages me to carry on and achieve even greater things. “ The company is no stranger to awards, having also won Theo Paphitis’ Small Business Sunday competition in 2013 and Karen winning Business Person of the Year at the Skegness Business Awards in 2016.

Karen told us why these awards are so important to her business: “The awards we win show that we have been independently valued by an unbiased expert. They give both me and my team a great feeling of pride and satisfaction, motivating us all to carry on giving excellent 12 www.thiis.co.uk

customer service and putting our customers first.

“It is hard work in retail, so to be acknowledged is an amazing feeling.”

Not only do the awards give a great sense of pride to the team at People First Mobility, but they also communicate an important message to consumers and suppliers as well.

“We are always giving better than our best and the awards show this to our customers and to our suppliers,” she explained. “It shows we care and I think customers and suppliers take note of this. It gives people confidence to buy from us and “We are always giving better suppliers confidence than our best and the awards that we are fully committed to offering show this to our customers the best products and and to our suppliers” customer experience, both helping us to grow as a business.”

The company also recently placed as one of three finalists for Independent Retailer of the Year award with the East Lindsey Business Awards and Karen is not stopping there, looking to applying for the Lincolnshire Echo’s upcoming awards next month.

It seems the company may need to make a bit more in the trophy cabinet.

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

Summer is here...

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Blue Badge Co and Able2 partnership creates opportunity for independent retailers Independent retailers interested in stocking the Blue Badge Co’s products will get the chance to sell a new collection created exclusively for independent mobility shop supplier Able2.

The partnership will see the Bristol-based living aids specialist add 32 new product lines to Able2’s collection, with four products in eight custom-made designs.

Able2, a supplier of independent mobility and homecare shops across the UK for 15 years, has commissioned the Blue Badge Co to create the unique line which includes custom-made display wallets, wheat warmers, walking stick bags and mini hot water bottles.

Ellen Green, Managing Director of Blue Badge Co, said: “We currently have 80 active independent mobility shops stocking our products. We are keen to see this number increase significantly with Able2 distributing this exclusive range.”

The Blue Badge Co hopes that by having Able2 distribute the range at competitive prices, it will attract trade customers interested in stocking the company’s products that may have found opening order values prohibitive.

Ellen added: “We hope to attract mobility retailers that want to stock innovative and stylish living aids and accessories. This range will offer customers retail ready packaging and on trend designs that make excellent gifts.”

Mark Diaj, Managing Director of Able2, commented: “We’re confident these products 14 www.thiis.co.uk

“This range will offer customers retail ready packaging and on trend designs that make excellent gifts.”

will be a big hit in all the hundreds of stores that we stock.”

The Blue Badge Co launched in 2011 after seeing a growing need in the market for stylish independent lifestyle aids. Ellen took over the business as a sole director in 2013.

With disabled consumer households having an estimated spending power of £200bn and over 50s controlling 75 per cent of household wealth, the company has seen consistent success as the ‘purple pound’ continues to grow.

To find out more the Blue Badge Co, visit www.bluebadgecompany.co.uk For more information about Able2, visit www. able2.eu

TRAVEL FURTHER wiTH

BATTERiES

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

Council searches for stairlift, lift and hoist providers North East Lincolnshire Council are searching for companies to supply stairlifts, lifts and hoists to disabled residents in the borough in an attempt to speed up delivery of adaptations.

The stairlift, hoist, lifts and maintenance tender aims to provide safer homes to residents and an improved service for disabled residents in the borough according to the cabinet paper.

Following a review, North East Lincolnshire Council established that a new bespoke framework would be required capable of maximising recycling of equipment to reduce costs.

The new framework will be divided into lots, with a single supplier being appointed to deliver each lot. These lots include the installation of stairlifts, the installation of hoists, the installation

AS SEEN ON TV • 360° pivoting base for better stability

of through floor lifts and the repair & maintenance of stairlifts, hoists and through floor lifts outside of their guarantee period.

The current maintenance lot is up for renewal in July 2017 with the paper highlighting the potential risk of the maintenance contract expiring without a new service provider being in place.

All contracts will run for a period of three years, with an optional one year extension.

Only £20.99 ex. VAT

out instantly Style•• Folds Scooter Available in 3 colours • FREE wrist strap & travel case

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AS SEEN ON TV • 360° pivoting base for better stability • Folds out instantly

Available in red or blue Free next day delivery Quote ‘this style’ Bulk price available on the ‘Deal on’ page

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• Available in 3 colours • FREE wrist strap & travel case

Dedicated account manager Order today – Call us on 0330 311 6498 or email at trade@betterlife.co.uk

top trade deals

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

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

All offers are valid until June 30th 2017 unless otherwise stated.

10% discount for THIIS readers off your first order from Scooterpac Call us on 0330 124 1733 or visit www.scooterpac.com

Pallet of 6 scooters £2,094 ex VAT... works out £349 each unit!

Red & blue available. Free delivery.

Quote ‘thisstyle6’ Call us on 0330 311 6498 or email trade@betterlife.co.uk

Two Free Home Delivery Smartphone Apps (worth £750)* UNIQUS® iRetailer. Stock & barcode management software specially designed for the VAT complexities of mobility retailers. Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform. Cloud based and paperless, iRetailer CRM will help you gain efficiency, save time and increase sales opportunities.

See our advertisement in this issue or visit www.assistivepartner.co.uk/iretailer.aspx *Requires Windows Smartphone.

Order before end of June 2017 to qualify.

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

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

£ £ £ Receive a free Haze AGM/Gel Smart Charger with rejuvination function with your first order of four or more Haze batteries!

Call Easystart on 01536 203030 or email sales@ easystartbatteries.co.uk for further information!

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

Call your Business Development Manager to find out more.

Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 18 www.thiis.co.uk

Introducing the latest innovation of portable technology to our range.

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Dementia products introduced to over 300 care homes Four Seasons Health Care, the UK’s largest independent elderly care provider, has partnered with Active Minds, a specialist in dementia products.

The collaboration will see Active Minds’ products introduced to over 300 Four Seasons care homes and will help with the developments of new products.

The partnership will also provide Active Minds the opportunity to monitor the positive effects and improvements made to the day-to-day experience of those living with dementia.

The suite of Active Minds products being introduced into Four Seasons’ Dementia Care Framework homes include art activities, puzzles and games, reminiscence activities, sensory products and exercise activities.

Four Seasons Healthcare is the first major care group to implement researched, evidence-based activity products at brand level across their homes.

Dr Claire Royston, Group Medical Director at Four Seasons Health Care, said: “With the right support, the person with dementia can enjoy a good life experience and the effects of dementia progression may be slowed. That is 20 www.thiis.co.uk

what our Dementia Care Framework is designed to achieve. Activities can play an important part in giving people a good experience so the Active Minds products are a good fit.”

Sam Thomson, Business Development Director at Active “With the right support, the Minds, added: person with dementia can “We are delighted Four Seasons are enjoy a good life experience partnering with us. and the effects of dementia Working together, Four Seasons and Active progression may be slowed” Minds will collaborate, bringing together our respective understanding of dementia care, to develop new activities products to benefit people in our care homes and more widely throughout the UK.” To find out more about Active Minds, visit www.active-minds.org/uk

TANDEM CLARIFICATION FROM SCOOTERPAC Scooterpac has just launched a tandem scooter and following the reaction to an advert that appeared in the magazine, it seems there is a degree of confusion as to where or when tandem scooters can be used. We spoke to Nick Burke, Marketing Manager at Scooterpac, for clarification.

Nick told us: “Many people both inside and outside the mobility industry raised eyebrows when we launched the Tandem Scooter. It features a rear attachment that can take a seat, storage unit or even a golf bag.”

“For many years,” Nick explained, “the belief has been that all tandem scooters are illegal in the UK. Scooters that carry two people are completely legal when used on private property, though they should not be used on the roads with both seats in place. The Scooterpac version becomes legal on the road at 8mph and on a path at 4mph when the rear seat is switched for one of the accessories, such as the storage unit.”

Nick says that the tandem/MPV scooter switches from a two-seater scooter, to a shopping carrier, to a golf scooter in less than a minute.

Nick added: “We believe that a built-in storage compartment is an interesting alternative to towing a trailer or hanging shopping from the handlebars of a normal scooter.”

The company can be contacted on 0330 124 1733. The website is www.scooterpac.com 22 www.thiis.co.uk

The answer is YES!

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acquisition announcements

DIRECT HEALTHCARE GROUP ACQUIRES KIRTON HEALTHCARE Direct Healthcare Group (DHG) has completed the acquisition of Kirton Healthcare, the UK’s leading manufacturer of specialist seating products in a move that will increase the group’s offering and presence internationally.

DHG consists of award-winning pressure area care business Direct Healthcare Services and bariatric rental specialist, Nightingale Care Beds. Kirton Healthcare is the group’s second acquisition since private equity firm NorthEdge Capital supported a management buyout in April 2016.

With 190 employees and turnover of £21m, DHG specialises in the development of clinically effective solutions for harm-free patient care.

Graham Ewart, Managing Director of Direct Healthcare Group, commented: “Kirton’s offering will fit seamlessly with the Group’s existing product and service portfolio and will allow us to provide more products and solutions to our UK customers, whilst growing our international footprint.”

Based in Haverhill, Kirton has more than 30 years’ experience in the design and manufacture of seating solutions and has developed a reputation for the quality of its specialist chairs.

Graham continued: “We are delighted to acquire such a well-respected brand and highly committed team. We are also pleased to be able to extend the best value to all our customers in the increasingly demanding area of specialist seating.”

To find out more, visit www. directhealthcaregroup.com 24 www.thiis.co.uk

BES acquires dementia-friendly activity products business BES Rehab Ltd has acquired Activities to Share, a company specialising in solutions for those working with individuals with dementia.

The move to acquire the company comes as BES continues its growth plans in the healthcare industry and extends its reach to the dementia care market. The complementary acquisition will also enhance the company’s online and direct sales opportunities.

Founded in 2010 by Anna Terry and Simon Birtles, Activities to Share produces a range of products targeted at carers, personal assistants and family members of those with dementia.

The simple products include sensory activities to table top games, encouraging users to be active and feel motivated and are sold to private customers, hospitals and the community.

As well as increasing Activities to Share’s UK reach, BES Rehab are also planning on introducing the dementia-friendly product range to the Australian market with the aid of Healthcare Innovation Australia, BES’ Australian subsidiary.

Leyton Stevens, CEO of BES, told us: “Our continued growth demonstrates BES’ commitment to providing the best possible solutions for our customers. The BES operations team, engineers, sales and marketing staff are amongst the most talented I have worked with.”

This acquisition comes only 18 months after BES acquired of Joncare and its portfolio of paediatric products aimed at international markets. Leyton added: “Watch this space! It’s an incredible time to be CEO of BES. We’ve a few more plans for BES, very exciting times ahead indeed”. To find out more, visit www.bescorporate.net

Come and see us at NAEP this year…

We have SO much going on this year, come and see for yourself!

Stan d 44 - s 47

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Solite Pro Bed by

Neptune

Able Assist PT004

VacuAide 7314

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Hybrid Air

Bradshaw Junior Bed by

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acquisition announcements

New ownership and vision at AJ Way AJ Way and Co Ltd was not included in the sale of Kirton Healthcare to Direct Healthcare Group and remains an independent company now owned by Tony Mercer, Bryn Jones and Mike Lord, with continued backing from NVM. Tony Mercer, who joined the Kirton Group in June 2015 as Business Development Director, following a successful career as Sales and Marketing Director at Handicare and formally Minivator, takes up the role of Managing Director at AJ Way. Tony commented on the changes: “We are very excited by the opportunity this has delivered, enabling us to implement the changes to the business that are required to meet the challenging and competitive market conditions.

AJ Way has an enviable reputation for top quality products and we intend to build on this”.

Tony continued: “With imported Riser Recliner chairs selling for as little as £250 via the Internet, there is an increased need to supply high street retailers with locally manufactured, feature rich, high-quality products supported by excellent product sales training to assist the retailers to compete, resulting in enhanced business profitability”.

Tony added: “We are also pleased that we will continue to supply AJ Way products to Direct Healthcare Group to support their sales of Specialist Seating products into the UK healthcare market and look forward to working with DHG moving forward”.

Bryn Jones joined the Kirton Group in August 2014 as Operations Director following a successful eight years as Operations Director at Hospital Metalcraft and will continue in the role. Bryn was instrumental in introducing new manufacturing and supply chain processes, transforming production. He will now focus his attentions on AJ Way operations to drive through manufacturing improvements.

Mike Lord, who was appointed Chairman of Kirton Healthcare Group by NVM in June 2013, will continue his role as Chairman but over AJ Way only, dedicating more time in assisting Tony 26 www.thiis.co.uk

Tony Mercer

Mike Lord

Bryn Jones

and Bryn to deliver business improvement and growth plans.

NVM, who backed the initial MBO of Kirton from the original owners in June 2013, will retain a significant shareholding in AJ Way after selling Kirton Healthcare to DHG. “With imported Riser Recliner The organisation will continue to support chairs selling for as little as operational and £250 via the Internet, there is marketing initiatives, including increased an increased need to supply production efficiency and quality replication, high street retailers with whilst reducing lead locally manufactured, feature times to assist its customers selling AJ rich, high-quality products” Way’s bespoke Riser Recliner chairs.

The AJ Way website can be found at www.ajway.co.uk If you are interested in selling AJ Way’s bespoke Riser Recliner chairs, contact Tony on 07584 635522

POWER TRIPS

Focus

Simple tips for winning big business

By Tom Courtney of Courtney Associates Sometimes winning business can be a little more complicated than just meeting a customer and writing an order. For the meatier orders, you might have to prepare quotes, proposals or tenders. Here, Tom Courtney, Founder and Managing Director of Courtney Associates (Global) speaks about how to win business when you have to produce more than just a pricelist.

If you need to produce any sort of information in order to get yourself in front of the person or people who can give you the business, then my advice is - Give ‘em what they want!

If you consider yourself a great presenter, have a great story to tell but you never seem to get the chance to get in front of the customer when you have to send through information before you get a chance to pitch to them, then maybe the information you are sending in could be letting you down.

Here are some simple tips that might just help you get to the next stage and win the business.

There are many standard elements to any document such as a proposal or tender that always need to be included. What I am more concerned with is the bit that makes a difference, the ‘clever’ bit, the bit that will sell you, your business and your product or service.

Here are a few secrets of success, gleaned from almost 25 years of bidding for work through proposals and tenders.

Ensure what you are putting together is of a high standard It should go without saying, but I’ll say it anyway. A poorly drafted, formatted document clearly not spell checked or numbered or with a contents page casts a very negative impression in the mind of a prospective customer.

Make sure that you understand the client’s business, structure and culture It’s not just about you and your products, it’s about you, your products and your customer. Try and get over in your document that you understand the customer in terms of where your product or service will satisfy their needs.

Stroke the customer’s ego by inferring that they are special and that you have a genuine ‘feel’ for them. There is no excuse nowadays for not knowing about the client

as there is plenty of online information available to you.

One of the best pieces of feedback I’ve had from a customer in this area is “we like your proposals because you answer our questions”. Some providers frankly try to be too clever for their own good in a proposal or tender document, showcasing what they want to tell the customer rather than telling them what they actually need to hear.

My tactic has always been to read or listen to exactly what the customer’s needs are and to produce a document that explicitly matches their needs with what I can provide.

A word of caution at this point - don’t be too clever for your own good when you are producing information to send to a potential customer. I was guilty many years ago of constantly overwhelming the customer with every service I could offer in order to impress and maximise my chances of getting through the front door. By all means have a list of your services and testimonials in an appendix, but concentrate on precisely what you believe will benefit them. To put it another way, I stopped offering a Rolls Royce package when in actual fact the all that was required was a mid-range Audi.

Another thing to keep an eye on is complacency. If you are submitting proposals or tenders year on year to a customer who is clearly happy with how you are working with them, consider this. Always approach your new proposal with as much enthusiasm as you did the first. Always pretend that you are submitting a proposal for the first time. Again feedback has told me that customers both notice and appreciate the fact that you are not taking them for granted.

Finally, a question about size and does it matter?

It’s useful to know whether a potential customer might perceive you as being too small or possibly too big and corporate, to deliver the product or service to them. Clearly if you anticipate this as being an issue, you can take steps to address the issues in the information you send them.

You can talk to Tom by calling 0800 158 8314 or visit the website at www.courtney-associates.co.uk

“Stroke the customer’s ego by inferring that they are special and that you have a genuine ‘feel’ for them.”

“To put it another way, I stopped offering a Rolls Royce package when in actual fact the all that was required was a mid-range Audi.”

28 www.thiis.co.uk

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round up

TWO DECADES OF LOYAL SERVICE AWARDED Employees with commitment, dedication & innovation are central to any successful business and Electric Mobility’s David Barnes has proven he ticks all of those boxes.

David, the Area Dealer Manager for the North West & Scotland, has reached the impressive milestone of 20 years’ service in Electric Mobility’s sales team.

Jonathan Heath, Managing Director of Electric Mobility, presented David with the Long Service Award and an engraved cyst glass tankard in recognition of his loyalty at a recent sales meeting.

Jonathan said: “We are celebrating an outstanding role model who has a wealth of knowledge and understanding about the industry which really is invaluable to us. He contributes an enormous amount of time & effort to ensure our dealers receive first-class service & sales support at all times across every aspect of the Rascal and Cosi Chair relationship”.

David commented: “It is a true privilege to represent a team of people who are ethical,

caring and dedicated to their work. I enjoy the role, feel a great sense of achievement and have some excellent dealers to work with in my region. Thank you to everyone who has ordered from me during the last 1040 weeks.”

Over the last two decades, David has built a strong reputation and helped Electric Mobility’s general growth in the region, winning a number of major contracts being delivered through dealer partnerships.

The company congratulated David and looks forward to his continual success over the next 20 years.

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

Norwegian government picks UK manufacturer Alert-iT, a UK manufacturer specialising in care alarm systems, has teamed up with a Norwegian distributor to win a contract that will see its products installed in private houses and care homes across Norway.

The company has worked in partnership with distributor Picomed since 2012 when the company tendered to the Norwegian Health Department (NAV) for a care alarm contract. Since then, Picomed has delivered and installed Alert-iT products across Norway.

The latest tender took place in autumn 2016 for NAV and will see the Desford-based manufacturer become the main supplier of epilepsy care alarms across Norway for two years, with the possibility of a two-year extension.

David Godfrey, Managing Director of Alert-iT, said: “I’m delighted the Norwegian Health Department has selected our Plesiocare range. It’s going to be a busy time. I’m meeting with Picomed in Norway next month and will be providing training to both technicians and installers.”

For more information, visit www.alert-it.co.uk 30 www.thiis.co.uk

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round up

Trade Days organiser named as fastest growing exhibitions business in Europe The Financial Times FT1000 Index has ranked CloserStill, organisers of shows such as Trade Days, the OT Show and Health+Care, as one of Europe’s 600 fastest growing businesses.

According to the report, CloserStill was the fastest growing exhibition organiser in Europe, with revenue growth of 184% over the three years and a Compound Annual Growth Rate of 41.6%.

CloserStill ranked 577th out of more than 23 million companies in the EU in all sectors of industry and ranked just outside the top 100 fastest growing UK companies, achieving 110th.

Philip Soar, CloserStill’s Executive Chairman, said: “Our unique ownership structure, where our staff and management own the majority of

the equity in the business, combined with our innovative and disruptive business model, has allowed us to rewrite the rulebook on organic growth both here in the UK and internationally.”

Growing from around 12 employees at the company’s inception in 2008 to an international headcount in excess of 180, the company says it is accelerating organic growth through further international launches of its event brands and targeting acquisitions in key markets across Europe, Asia and North America.

CloserStill now has more than 30 events across the technology, healthcare and education sectors in the UK and international markets including the United States, Germany and Hong Kong.

To find out more, visit www.closerstillmedia.com

NEW PAEDIATRIC WHEELCHAIRS LAUNCHED HOGGI, a new wheelchair range for children and teenagers, has been launched by Disability Needs.

Featuring active ultra-lightweight wheelchairs and Tilt in Space & compact folding chairs, the full range offers a sporty design with adaptable growth options for both children and teenagers, as well as enjoying an array of colour options.

The range has been described as the most advanced and affordable paediatric mobility solution to reach the Irish market according to the Belfastbased company.

Mark Spottiswoode, Disability Needs Director, commented: “Introducing a new product range is always an exciting time within the company. The outstanding German engineering and quality shines throughout the full product range.”

The versatile wheelchairs are custom made and is exclusively available at Disability Needs.

For more information, visit www.disabilityneeds.com

32 www.thiis.co.uk

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round up Stiltz welcomes inspirational new brand ambassador

NEW CUSHION TACKLING SCIATIC PAIN LOOKS FOR CROWDFUNDING A Remedial and Sports Massage Therapist is planning on launching a new cushion that is can effectively relieve sciatic pain when seated.

Therapist Ian Garside discovered the cushion after looking for a solution for his own sciatic pain. He, along with Mark Dunwell and Jo Milnes, have now formed IGMD Ltd and plan to launch the new cushion to the market as a class 1 medical device.

The cushion offloads pressure on the sciatic nerve on the side of the body where the pain is felt and trials have reported a reduction of sciatic pain by 93% of users.

The company first showcased the product at the Back Pain Show in Birmingham on the 19th and 20th May and is crowdfunding the project through Indiegogo.

A former British Army corporal has become a Stiltz Lift brand ambassador after purchasing a Stiltz Trio Home Lift in 2015.

Josh Boggi lost both of his legs and right arm following a bomb blast in 2010 whilst serving in Afghanistan before being fitted with prosthetic limbs and becoming a professional sportsman.

Josh will now act as a spokesperson for the domestic lift manufacturer and represent the business at both trade and consumer events.

The inspirational army veteran has achieved a number of feats over the years, including cycling 420 miles on a hand bike from Paris to London and winning two golds and two silvers whilst representing the United Kingdom Armed Forces Team in 2016’s Invictus Games. He is currently training for the Race Across America in June 2017, a gruelling 3,089-mile bicycle across 12 states.

Yola Mealing, Marketing Manager for Stiltz Lifts, commented: “Josh is a remarkable person and an inspiration to us all with an incredible story to share. There are still many people who might be unaware that compact and attractive home lifts are available, so we are hoping Josh can help us raise awareness so our lifts can improve the lives of many others.”

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

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SPECIALIST SEATING PROVES A HIT WITH CARE HOME

Marsden Fire Safety has a new look Marsden Fire Safety launched a newly designed website following months of development.

The aim behind the new site was to merge Marsden Fire Safety’s existing e-commerce website and consultancy website onto a single platform, creating an improved, user-friendly browsing experience for visitors. The new site has gone through an aesthetic overhaul, featuring a redesigned logo and brings together products, consultancy services, training services and popular technical resources.

All of the content has been re-written to bring it up to date, with product categories and the menu structure being refined for simplicity of use and the purchase system has been updated.

See the new website at www.marsden-fire-safety.co.uk

Cavendish Care Home has praised Your Mobility after the company supplied almost 20 specialist chairs to the organisation to improve residents’ comfort and quality of life.

Dan Bridges, Manager of the care home, commented: “My goal is to support older people so I decided that we needed to research and find some good specialist seats for our residents.”

The chairs are designed with better posture, pressure relief and fall prevention, with the Your Mobility team providing carers at the home with free training to ensure each chair could be used to its full potential.

Dan added: “They’re not a pushy company at all; they actually gave us one of the chairs to use to see if we liked it, and they are brilliant.”

As well as delivering training on the products, the team at Your Mobility are also able to direct customers towards funding that will often allow chairs to be obtained without worrying about the cost.

To find out more, visit www.yourmobility.org Original story provided courtesy of Caring UK Magazine

The countdown is over.

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22/05/2017 18:15 www.thiis.co.uk 35

round up Repose continues retailer promotion campaign in June As part of its monthly retailer support programme, Repose Furniture are offering dealers a free Staingard fabric protection treatment on all general domestic fabrics from its Homecare chair range.

The special offer is available until June 30th 2017 when retailers quote the reference JUNE2017.

Lisa Wardley, Managing Director, commented: “We are very aware that purchasing a seating solution is a large investment for many

people and hope this promotion will assist our dealers when talking to customers in their showroom”.

The Staingard protector is a fluorocarbon based formula which has been designed for application to all upholstery and carpet fabrics.

It locks onto fibres, creating an invisible, durable shield which provides resistance to oil and water based spillages.

For more information visit www. reposefurniture.co.uk

ABLEWORLD PREPARES TO OPEN 33RD STORE Ableworld, currently the largest specialist retail mobility company in the UK, continues to grow with plans to open their 33rd store in Bournemouth this June.

Chris Brown is the director of the company which has been awarded the franchise to operate an Ableworld mobility superstore at 1565 Wimborne Road, Bournemouth. Head office staff are currently laying the groundwork in order to ensure the store is successful as all the others according to the company.

Chris’s involvement in the specialist field of elderly care was sparked by his decision in 2008 to become a full-time carer for his mother and aunt.

36 www.thiis.co.uk

It was during this time Chris experienced difficulties finding reputable firms and products for the needs of the elderly and infirm, leading him to pursue a career within the sector.

After returning to Bournemouth, he decided working with Ableworld was the right opportunity and now looks to open the doors to the new store in June.

Ableworld have also joined the campaign to be United Against Dementia, spreading awareness and pledging to make as many employees as possible Dementia Friends.

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

Providing solutions to the UK’s staircase challenges through our extensive network of approved partners As a responsible stairlift supplier, we offer our approved partners: • A complete and reliable product range to suit any staircase • 70+ years of combined technical expertise shared in our comprehensive training programme • A speedy response to enquiries through our dedicated UK customer service team • A unique, hands-on business support package to focus time on customer care

Access BDD is a business-to-business supplier of stairlifts, platform lifts and home lifts.

We supply our products through a network of fully qualified approved partners. To become a authorised partner of Access BDD please visit www.accessbdd.com or call us on +44 1642 853 650.

round up

SWEET TREATS RAISE FUNDS FOR ARTHRITIS CARE The team at Acorn Stairlifts’ West Yorkshire head offices raised almost £600 in a single day for national charity Arthritis Care.

The fundraiser was part of Arthritis Care Week 2017, a national campaign that ran from May 8th to 14th to highlight the extent of the condition which affects around 10 million people in the UK alone.

Acorn Stairlifts has worked closely with Arthritis Care to ensure its stairlifts closely meet the needs of people living with the condition.

The money was raised through a ‘dress down day’ and sales from a mobile trolley piled with cakes which proved popular with those with a sweet tooth.

Arthritis, in its various forms, is the number one reason why people invest in an Acorn stairlift according to the company.

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

Seen in all the best places!

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

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

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

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

www.bhta.net 38 www.thiis.co.uk

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

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

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NEW

New mobility store causes a big song and dance Lifestyle and Mobility has successfully opened a new flagship store in Bournemouth’s Sovereign Centre, with support from the Mayor, singers and even dancing shoppers.

The latest shop is the fourth outlet in the retailer’s network since it first began trading in 2002, joining Potters Bar, Basildon and Southend-on-Sea. Located in the Bournemouth’s Sovereign Shopping Centre alongside well known high street retailers including Boots and Holland & Barrett, the 1000sqft store will supply a considered selection of assistive products to shoppers.

Simon Sverdloff, Store Manager, said: “It is spacious, bright and uncluttered so locals can browse at leisure and feel relaxed when talking to us about their needs.”

Councillor Eddie Coope, Bournemouth’s Mayor, cut the ribbon to officially open the store in front of over 50 guests including staff and representatives from scooter manufacturers.

Visitors were entertained by Ruth and Eileen from ‘Scarlet Swing’ who performed songs from the 1950s which even stimulated some shoppers to take to the floor and dance.

“Our whole opening day was a great success 40 www.thiis.co.uk

and the fact that two professional dancers visited the store whilst shopping was an even bigger bonus. The Mayor commented on how impressed he was with the store as it’s so different to an old-fashioned, dingy mobility store. We purposely fitted lighting that imitates daylight and selected high-quality products such as TGA mobility scooters,” commented Simon.

The family run “It is spacious, bright and company will now look to support the needs uncluttered so locals can of people living with browse at leisure” restricted mobility in the local area Simon added: “I’d like to thank everyone who came to support us, especially the Mayor. It demonstrated how vital our service is to the local community and we look forward to helping all locals gain greater independence at home and outdoors.”

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

01977 681400 www.vanosmedical.com

new to the market

NEW POWER WHEELCHAIR OFFERS CUSTOMISATION AND INDEPENDENCE Ottobock has launched a new powered wheelchair, the new Juvo range, offering users a high degree of customisation to tailor the chair for an individual’s specific needs.

The Juvo provides users with the choice of front or rear wheel drive, as Simon Tempest, Head of Mobility Solutions at Ottobock, explains: “Due to its versatility, the most common type of drive is the rear wheel option as this offers a variety of possibilities in relation to speed. The front wheel drive however, provides great performance when climbing which is extremely beneficial when encountering obstacles like hills and curbs”.

The range is suitable for a wide range of conditions including multiple sclerosis, cerebral palsy, muscular dystrophy, motor neurone disease and spinal injuries.

With a maximum weight limit of between 140kg and 160kg depending on the model, 42 www.thiis.co.uk

the chairs offer a range of features including impressive directional stability, a relatively small turning circle and various seating position possibilities.

A choice of seating is also available to fully customise the power chair to match the needs of the owner, including the new Baxx line which positively affects the health and wellbeing of the user.

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

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new to the market

ALL TERRAIN WHEELCHAIRS UNVEILS A NEW FRONTIER All Terrain Wheelchairs has launched the Frontier V4, a rear wheel drive powerchair that offers users a combination of kerb climbing, stability, smooth suspension, off-road & climbing capabilities and stability.

The rear wheels have been moved in as far as possible to create a compact design which can gain access through most doorways.

The standard heavy duty wheels can also be changed for smaller ones when not being used on tougher terrain for a length of time.

Powered by 2 x 73aph gel batteries, the chair offers a battery life of up to 15 miles and a top speed of 6.2mph (10kph).

The Frontier V4 can be tailored to offer a bespoke powerchair solution with features including black alloys, a Lift & Tilt underseat option, power recline, powered elevating leg rests and a choice of seating options.

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

Kinderkey releases Stellan bed system Kinderkey has launched the Stellan bed system for people living with a range of care issues, including nocturnal orientation problems and those prone to injury from falls.

The system can be made with strong padded sides up to 700mm high from the top of the mattress to reduce fall risks, with an optional half dropdown split in the long sides of the bed for easier access for carers.

Height adjustment is electric and a base sheet attached to the four padded sides helps reduce entrapment issues during transferring.

For users with full mobility but at risk of falling out of bed or climbing over side rails, extra low height adjustment and a cut out side are also options.

The customisable Stellan bed system is compatible with foam mattresses, dynamic air mattresses and the Stabilo positioning sleep system.

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

44 www.thiis.co.uk

Excellent opportunity to acquire an established business with great potential, being sold due to owners’ ill health

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Monday 26th June 9am–5pm

Able-Aid is a well established business in Leigh-On-Sea, Essex that has played an important role in the provision of much needed equipment for the local community which includes all areas within half hour travel. Over the past twenty four years it has had dealings with a large number of people as end users as well as nursing homes, primary care trusts, wheelchair services, paediatric (children’s requirements). It is very rewarding and satisfying to be able to provide solutions to improve the ability of people. The fact that it is based in a coastal location which is sought after for people to migrate to means there is a greater proportion of the population that are interested in Able-Aid’s type of equipment.

There is no shortage of variety in the daily demands, anything from a ferrule to a fully fledged bathroom fit out, from a shower stool to a stair lift, from a wheelchair to a mobility scooter, comfort seating of all types and the countless aids to daily living. Most people contact because of recommendations and the listing from hospital suggestions. There are a raft of other advertising opportunity’s that will increase demand.

The policy at Able-Aid is to look after existing customers and follow up new enquiries as much as possible. Being a family based business has meant working a very full week but not running the shop at weekends. There would be plenty of scope to operate even more days if it can be arranged.

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new to the market

CAREFLEX RELEASES BARIATRIC HYDROTILT SIZE The company has extended the HydroTilt range to include a bariatric version, the HydroTilt XL. The new size has a maximum user weight of 220kg and an internal seat width of 600-650mm.

The chair benefits from the same features as the HydroTilt as standard, including WaterCell Technology cushions for maximum pressure relief and powered Tilt in Space and leg rest elevation for effortless adjustment by the client or carer.

Three back options offer considerable flexibility, with the waterfall back easily reconfigured to comfortably accommodate a gluteal shelf.

The HydroTilt XL has a maximum user weight of 220kg. The internal seat width – 600 – 650mm.

To find out more, www.careflex.co.uk

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Need to be quick on curves?

From survey to installed bespoke curved stairlift in under two weeks!

Why make your customers wait weeks for their curved stairlift when we can make it in only one? With an average manufacturing time of just four working days from drawing approval, Handicare can offer your customers market leading delivery times on bespoke curved and configured straight stairlifts.

Thanks to our easy to use 3D photo survey system, and 24 hour drawing turnaround times, your customer could have their bespoke curved despatched for installation in under two weeks.

We also continue to routinely deliver standard straights ordered before midday, next working day.

To find out how Handicare can help make everyday life easier for your customers, have a chat with your Business Development Manager who will be happy to tell you more about our speed of service.

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

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

thyssenkrupp Access appoints new Managing Director Andrew Warbrick joined thyssenkrupp Access in 2015 as Regional Sales Manager for the UK and Ireland and took on additional responsibility for the business in the Middle East and South East Asia in July 2016. The company has now appointed him as Managing Director.

His career has covered a number of different sectors, including a significant amount of time working in the elevator industry.

Andrew commented: “I have committed to us becoming a more customer-centric organisation and look forward to meeting many of our partners over the coming months so that I can understand in greater detail your individual businesses and your needs and expectations.”

The move sees Arina van Oost, the former MD, move to a senior position within thyssenkrupp in Canada. To find out more, visit www.tkaccess. com

FROM SHOOTING HOOPS TO SPECIALIST SEATING

Better Mobility has appointed former wheelchair basketball player Jordan Luce to the role of Junior Seating Specialist.

Before joining Better Mobility, 23-year-old Jordan was playing wheelchair basketball for the German team ‘Cologne 99’ and also the French National Team. The promising young sportsman’s career was sadly brought to a premature end after suffering an injury however he is now bringing the same passion and dedication shown on the court to Better Mobility.

Jordan is currently undertaking an extensive training program learning the company’s service and seating assessment processes. To find out more, visit www.bettermobility.co.uk 48 www.thiis.co.uk

Portable & Comfortable!

The new Mini Comfort & K-Lite Comfort from Kymco Healthcare, now with full suspension, provides your customers with improved levels of comfort, as well as easy to manage portability. Available in a wide range of alternative metallic colours, these new models will really bring some excitement back to your showrooms!

Mini Comfort is now available with super-comfortable pneumatic tyres!

Order your showroom demonstrators now, they’re going fast!

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

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

South West – Martin Garrett 07850 501634

South East – Keir French 07515 282647

North – Brian McCarry 07714 739763

diary dates

Events Diary

Drake Way, Reading www.otac.org.uk or call Sally on 02921 900402

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

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

September 27-28 Moving & Handling People – Newcastle www.movingandhandlingpeople.co.uk

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

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

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

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

October 4-7 2017 Rehacare – Dusseldorf www.rehacare.com

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

October 10-11 2017 The Care & Dementia Show – NEC www.caredementiashow.com

December 13 2017 OTAC (Occupational Therapy Adaptations Conference) Sheraton Grand Hotel, Edinburgh www.otac.org.uk or call Sally on 02921 900402 January 29 - 1 Feb 2018 Arab Health, Dubai www.arabhealthonline.com January 31st – February 1st 2018 Moving & Handling People - Croydon www.movingandhandlingpeople.co.uk

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

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

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

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

April 25-26 2018 Naidex - NEC www.naidex.co.uk

September 20 2017 OTAC (Occupational Therapy Adaptations Conference) Hilton Hotel,

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

March 15 2018 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk

February 27-28 2017 Medtrade Spring Las Vegas www.medtrade.com

21 YEARS OF HAND-BUILT QUALITY • • • •

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

www.platinumstairlifts.com 50 www.thiis.co.uk

• • • •

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

Freephone 08000 355 591

training diary

Doing any training?

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

JUNE 2017 Invacare Ltd - LiNX Power Chair Controls – June 6th 2017 - Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 6th – Wednesday 7th June - County Durham Invacare Ltd - LiNX Power Chair Controls – June 7th 2017 - Pencoed - FOC Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – June 7th 2017 Ilminster. FOC including Lunch.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 13th – Wednesday 14th June 2017 - Market Harborough Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 20th – Wednesday 21st June 2017 - Liss, Hampshire.

Pride Mobility – Two-day intensive training course for authorised distributors – Wednesday 21st & Thursday 22nd June - Bicester - A deposit of £50 is required for each delegate, which will be returned once the training has been attended.

JCM Seating Solutions Ltd - Specialist Seating Workshop – June 22nd 2017 JCM Academy, Peterborough.

Invacare Ltd - Pressure Ulcer Awareness & Mattress Care – June 27th 2017 – Pencoed - FOC Invacare Ltd - Bed Servicing & Maintenance – June 28th 2017 – Pencoed - FOC 52 www.thiis.co.uk

JULY 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 4th – Wednesday 5th July 2017 - Market Harborough Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – 5th July 2017 - Durham Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 18th – Wednesday 19th July 2017 - Liss, Hampshire.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 25th – Wednesday 26th July 2017 - Liss, Hampshire.

JCM Seating Solutions Ltd - Technical Training Workshop - 27 July 2017 JCM Academy, Peterborough

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

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

Invacare – Call Joan James on 01656 776283 or email jjames@ invacare.com Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com Pride Mobility – Call Dave on 01869 324600 or email service@pridemobility.co.uk Electric Mobility – Call 01460 258158 or email marketing@ electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk Careflex – Call Julieanne Fewings on 01626 831 843 or email julieanne.fewings@careflex.co.uk

SEPTEMBER 2017 Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – Wednesday 6th September - Ilminster. FOC including Lunch.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 13th – Thursday 14th September 2017 - Liss, Hampshire Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Wednesday 20th September Gloucester/ Somerset TBC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Thursday 21st September – Wiltshire TBC JCM Seating Solutions Ltd - Specialist Seating Workshop – Thursday 21st September - JCM Academy, Peterborough

introducing the new...

Standard Features and Options OPTIONAL 40o Centre of gravity Power Tilt.

42 Stone 9lbs Weight Capacity

Synergy Seating

42.9 Stone

Contoured Seating

Weight Capacity

Kevin Atkins Senior Quantum Area Manager

An expert in design and manufacturing, Quantum® Rehab are proud to announce the release of another innovative solution to their bariatric range of power chairs; the Quantum 1450.

“

Based on a front wheel drive design and offering a maximum user weight limit of 42 Stone 9lbs, the Q1450 provides exceptional manoeuvrable with a turning radius of 26.5”. Options included Synergy® seating, Contoured seating and TRU-Balance® 2 HD Power tilt, which also has a user weight limit of 42 Stone 9lbs. The maximum seat size available is also an impressive 32” wide x 28” deep.

Kevin Atkins, Senior Quantum Sales Manager, commented on the positive feedback he and his team have received: “We’ve only had the Q1450 in the UK for a month, and the amount of requests for demonstrations and assessments in this short time has been amazing”.

He continued on the innovation of Quantum: “Quantum are known throughout the industry as innovators, and the Q1450 is definitely a product that continues this trend”.

For further information, please contact our head office or your local Quantum Specialist.

We’ve only had the Q1450 in the UK for a month, and the amount of requests for demonstrations and assessments in this short time has been amazing.

“

Quantum® dedicated to being the premier global innovator...

round up

THE UNLIMITED COMPANY LAUNCH FLEXIBLE PAYMENT PACKAGES The Unlimited Company from Simplyhealth has launched an in-store flexible payment program, offering customers 0% interest* for up to 24 months.

Store teams can take customers through the program details and create a package suited for each individual according to their financial circumstances, which includes a simple monthly payment plan.

With no deposit being required, the mobility retailer says that consumers will now be able to access the equipment best able to meet specific needs without worrying about upfront payments.

Customers will instead be able spread the cost over a period of time, making purchases more manageable.

The payment package includes mobility scooters, powerchairs, wheelchairs and riser recliner chairs.

To find out more, visit www. theunlimitedcompany.co.uk *0% APR Representative

54 www.thiis.co.uk

Shopmobility unit relaunches selling mobility equipment DIAL West Cheshire (DWC) has reopened a Shopmobility unit and is selling mobility equipment and other independent living aids to raise funds for the running of the charity.

The Shopmobility service provides daily hiring of mobility equipment including scooters and wheelchairs to the local community.

Keith Roper CEO at DWC said: “Stocking the shop will bring in much-needed revenue to our charity, as well as providing a good service to people. It is a really good thing for our future and a good thing for local disabled people.�

DIAL West Chesire (DWC) received support from Tata Steel, decorating the interior of the centre and providing a generous donation to help stock the new space. The exterior of the shop was also redecorated and repaired by Cheshire West & Chester Council.

To find out more, visit www.dialwestcheshire.org.uk

From Holby City to West Cork high street If you’ve ever seen the BBC’s popular drama Holby City, there is a good chance you have seen Sarah Boys’ hands in the operating theatre. After hanging up her scrubs from the show, Sarah and her family are now turning their attention to retail with the launch of their mobility and daily living aids store.

Situated in Main Street, Bantry, Co.Cork, the store stocks the latest aids from Irish and UK based suppliers.

Working in the medical profession since qualifying as a nurse in the UK over 30 years ago, Sarah has spent nearly two decades selling for a range of medical companies in both the UK and Ireland. Most recently, her role has been advising on medical and continence products to hospitals, nursing homes and retail outlets in Munster and South Leinster.

It was whilst working in the UK that Sarah found herself working on the BBC’s long-running medical drama, Holby City. At first, she was approached for props for the show but as the relationship developed and the show expanded 56 www.thiis.co.uk

production, she was offered the position of “It’s funny to remember a medical adviser.

In order to make the rubbing shoulders with BBC show more authentic, stars at Elstree Studios when the medical advisers, who had both worked you’re fitting continence pads in hospital theatres, in rural West Cork!” were offered acting parts and the roles of ‘Scrubber Pat’ and ‘Scrubber Joan’ were born.

Sarah told us: “It was much easier to advise the actors playing surgeons if we were in the scene with them, and it led to my hands starring in the opening credits for years!”

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Although predominantly working on Holby City, she also found herself on different sets in the BBC studios, with occasional stints on Casualty and Eastenders.

Sarah has now left the small-screen behind and turned her attention to the running of the largest dedicated mobility and daily living aid store in West Cork.

She was inspired to launch Aid and Enable in Bantry, following the surgery of a family member.

Sarah explained: “A few years ago my sister, Debbie, moved over from the UK. She inadvertently became one of the underlying principles behind the shop.

“Debbie had a double knee replacement last year. Of course, she couldn’t drive and we had to go all the way to Cork to get the equipment she needed. We realised there was a real need for something more local for residents.”

The new store will see all family members getting involved in making the new venture a success. Debbie, a former deputy-head, has recent retail experience and will be a key member of staff. Husband, John-Paul has a background working with adults and children with physical and intellectual disabilities and is the Company Secretary. The couple’s son, Zak, works in a local print shop and has designed the website, signage and logos whilst daughter Áine will be helping out on Saturdays after she’s finished her homework!

With her focus on the new shop, it does not mean however that Sarah doesn’t remember fondly her days in front of the camera.

“It’s funny to remember rubbing shoulders with BBC stars at Elstree Studios when you’re fitting continence pads in rural West Cork!”

For More Info...

Phone Email Web

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

58 www.thiis.co.uk

Aid and Enable have an online shop and the retail shop has a private consultancy room for advice on all products and individual assessment, recommendation and fitting of continence wear.

To find out more, visit www.aidandenable.ie

6 NEW DESIGNS AVAILABLE

FOLDING WALKING STICK RANGE

Introducing the truly lightweight

SupaChair & SupaScoota Range A new range of 3 indoor and outdoor powerchairs • • • • •

User weight 23st Fantastic new level of stability for outdoors Up to 20 mile range Lithium battery option Suspension

Sport model

• • • •

Lightweight strong construction Up to 20 mile range High user weight Excellent ride quality

We are looking for established mobility retailers in various locations in the UK to complete our network For further information please call Alison on 02392 240335 Or email trade@cavendish.healthcare www.cavendishhealthcare.trade

new to the team

NEW NATIONAL SALES MANAGER AT REPOSE Repose Furniture has appointed Helena Greaves to the position of National Sales Manager. Helena has been with the company for seven years and her previous role was that of Senior Sales Consultant with responsibility for the South and export.

Helena will be responsible for managing the team of senior sales consultants and liaising between the sales team and head office regarding sales figures, retailer feedback and providing monthly national sales reports. She will also continue in her current role as Senior Sales Consultant.

Helena commented: “I am very excited about my new role. We have just celebrated our 18th Anniversary and are in the process of putting the finishing touches to a new set of product brochures which I know our sales team and retailers are looking forward to receiving.�

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

(from left: Helena Greaves with Lisa Wardley)

Etac R82 welcomes new Category Sales Manager Richard Gomm joins Etac R82 as a new Category Sales Manager, responsible for the Star cushion range and manual wheelchairs nationally.

He is a qualified rehab engineer and has worked in the industry for 16 years, bringing a wealth of experience in specialist seating, moving & handling, hoists & slings and toilet & bathing.

The role will require Richard to run free educational workshop covering deep tissues injury, pressure ulcer prevention and Star cushion product awareness.

To contact Richard call him on 07773 940521 or email rigo@etac.uk.R82.com

60 www.thiis.co.uk

The essential learning event for moving and handling in healthcare

Moving & Handling People brings its CPD-certified mix of practical workshops, best-practice seminars and peer-to-peer problem-solving to new audiences Moving & Handling People North Wednesday 27th & Thursday 28th September 2017 Newcastle Racecourse

Moving & Handling People South Wednesday 31st January & Thursday 1st February 2018 Watford Hilton

Book now at www.movingandhandlingpeople.co.uk Disabled Living Foundation Tel: 020 7432 8008 Email: mhp@dlf.org.uk

Web: www.dlf.org.uk

Reg Charity No: 290069

Are you selling or would you like to sell specialist seating?

The specialist seating market is buoyant and growing quickly. For the past 8 years we have sold our exclusive range very successfully using unique marketing methods that have generated substantial sales.

We are now on the lookout for businesses to work with. You’ll get your own exclusive territory, plenty of support and a tried and trusted product range to offer to clients.

Whether you are already selling specialist seating or you would like to become active in the sector, we have the right products for you.

Interested? Then call us on 0800 0467 448

Call Free

0800 0467448

You can find more details about us at www.yourmobility.org

jobs on offer

Mobility Showroom Manager Norwich Salary: £32k OTE Position Type: Permanent Required: An experienced Showroom manager for a mobility company in Norwich.

We are looking for someone with a strong managerial retail background, and ideally experience in the mobility market, to help open and build a successful new showroom, and build upon the CareCo (UK) Ltd name.

REPAIR / SERVICE TECHNICIAN Huntingdon Salary (40 hours) £20,000-£24,000 depending on experience Flexible Part/Full-time Huntingdon based expanding business with friendly small team are recruiting for this position. Candidate will need to be a self-starter, motivated, who can manage & organise their day after some initial training.

Previous experience is essential with similar equipment, but training will be provided to help transition to our products.

Role will involve: Testing, repair & servicing to mobility scooters, powered wheelchairs, electric chairs/beds etc.

Basic assembling of new products Managing our workshop/warehouse keeping it clean and tidy, opening deliveries, pricing products Stock replenishment, house keeping You will also experience all parts of the business including demonstrating and advising customers on mobility products, taking phone calls and some sales work for the right candidate Some heavy lifting and delivery to customer’s houses Personal Qualities: Hardworking and Loyal with “Can Do Attitude” Reliable, responsible and initiative Meticulous and confident who take pride in their quality of work Customer focused and enthusiastic, with the ability to work well in a team and equally as well on your own Presentable, patient and understanding with good active listening skills Driving Licence Required Working Monday to Friday and some Saturday (a day off in the week in lieu of the Saturday) For more details call 01480 276938 or email CV to enquiries@angliahealthcare.co.uk

You will be responsible for, and be part of, a customer focused team, ensuring delivery of sales targets and KPI’s whilst ensuring our exceptional company service standards are maintained.

Job Description: Managing and motivating the team to achieve sales targets. Maintaining and improving operations by initiating, coordinating and ensuring compliance to policies and procedures. Managing showroom stocks, layouts, pricing, and promotions. Ensuring staff have the product knowledge to sell effectively and enhancing this knowledge as required through effective communication and training. Planning day to day operations and reviewing results. Obtaining, interpreting and acting upon sales information. Training, coaching and appraising staff.

Promoting the business by liaising and engaging with relevant local bodies.

Skills: •

Leadership

•

Eye for detail

•

Sales driven

•

•

Commercial awareness

Good verbal and written communication skills

•

Confidence, drive and enthusiasm

•

Customer focused

•

Training of staff

•

Good numeracy and IT

•

People handling

•

Initiative

Apply: To apply, send a CV to hr@careco.co.uk (covering letter optional)

Symmetrikit Postural Care Area Sales Consultant Surrey and North/West London Areas Symmetrikit Postural Care is a Division of The Helping Hand Company - the world’s leading manufacturer and supplier of Aids to Daily Living and the Market Leading Innovator in providing Specialist Solutions to Children and Adults with Complex Physical Disabilities. We sell to the NHS, Social Services, Charities and also to Private individuals.

Through further expansion, we are seeking a self-motivated, dynamic individual to become part of a successful team. The successful candidate should be a highly motivated professional with a proven track record of success in a number of key areas within a sales environment. Should be a team player, flexible and should possess the ability to develop relationships.

Whilst not essential, experience of working with NHS professionals or the Education sector would be an advantage.

The role involves all aspects of selling but also includes the successful applicant being involved

www.careco.co.uk

To apply send CV to: dbowen@helpinghand.co.uk

62 www.thiis.co.uk

in physical assessments with End Users, setting up/commissioning of products, presenting courses, training Customers, Carers and End Users and supplying market leading, British Manufactured, specialist products to vulnerable and physically disabled people of all ages.

A comprehensive, full training package is offered to the successful applicant.

A small number of evenings away from home each month will be essential for this role.

Specific Healthcare sales experience is not essential but the following skills are: • • • • • • •

Motivation Consultative selling skills Presentation skills Time Management Journey Planning Learning ability Excellent Communication skills

An above industry average Competitive Salary with Uncapped Bonus Scheme.

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jobs on offer Service Engineer/ Rehab Engineer We are currently looking for a full and/or part-time service engineer to join our small friendly team in our retail shop in North London.

We are looking for and will pay accordingly for an individual with experience, such as a qualified rehab engineer, to bring their expertise and help develop the specialist side of our business.

Whilst we need someone with the necessary experience as an engineer, as a growing retail shop, the role will also require serving customers on the shop floor, assisting with general maintenance and deliveries as well as visits to customer homes and care homes.

We place great importance on offering the best personal customer service so an ability to understand individual needs and show empathy is required along with good organisational skills.

The general service engineer role may suit someone with previous experience or with the necessary practical skills and an aptitude for fixing things and helping people.

Full training will be given.

Hours – we are considering applications for both full and part-time positions to exclude Sundays and Bank Holidays.

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

Pay – competitive, depending on experience To apply, please send both a CV and a covering letter to accounts@mobilitynorthlondon.co.uk

www.thiis.co.uk

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Product Specialist / Demonstrator Derbyshire, Nottinghamshire, Yorkshire Our Client employs over 100 people and specialise in manufacturing, designing, and distributing postural and therapy products worldwide. With the view to be becoming one of the fastest growing companies in our sector.

Are now seeking a Product Specialist covering Derbyshire, Nottinghamshire, Yorkshire to work alongside occupational therapists and physiotherapists carrying out assessments, demonstrations, selling and setting up their full range of standing and seating products. This will involve account management and new business development with leads and appointments generated via the customer service team.

The ideal candidate will ideally have experience of having worked with seating and standing products and aids. Although other industry related backgrounds will be considered. Anyone with healthcare experience and some commercial experience or a genuine keenness to work within sales will also be considered.

The company offers a basic salary of £25k – £30k depending on experience, plus OTE of £35k with uncapped commission structure.

Company van, fuel card, home broadband, phone, laptop & printer, pension, life assurance, 24 days’ holiday rising to 25 next year.

66 www.thiis.co.uk

Confidentially send a copy of your CV to Antony@trustedrecruiter.co.uk including job reference 424 to discuss further

CR

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

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

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

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22/05/2017 18:11

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

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