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THIIS Trade Magazine • Issue 221 • March 2017

Issue 222 • March 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Fresh look for retailer this spring BRAND IDENTITY NEW TO THE TEAM

GRABBING OPPORTUNITY

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…from the editor

Don’t be shy, why not get in touch...

Spring is fast approaching so for this month’s front cover, we have featured Ross Care’s big store and brand spring clean. The retailer has incorporated their brand identity throughout the store, using vibrant colours, modern signage and a ‘less is more’ approach to product display which looks both refreshing and professional. It also reflects a growing trend that many retailers in the industry are now embracing, that being the idea that stores are no longer just a place to simply display lots of products, but are instead spaces to provide a holistic retail experience centred around customer needs. In this issue, we also talk to an entrepreneur who managed to start-up and grow her business in the middle of the recession, eventually going on to run three successful retail businesses. Additionally, following on from last month’s acquisition of Sidhil by Drive DeVilbiss, we spoke with Drive’s Sales Director to learn more about what the future holds for the two companies.

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

Calvin Barnett Editor

Advertising Enquiries Lauren, Jayne or Sue 01536 317000 advertising@thiis.co.uk

On the front... Fresh new look and branding for retailer. Page 6

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


“When it comes to really grabbing people’s attention, sometimes a good, old-fashioned sign can be your best bet”

Fresh look for retailer Page 6

Wheellator wants UK dealers Page 8

“All relationships naturally have a level of conflict built into them just because we are all human”

“It had a growing market because of an increasing aging population and was recession proof”

“I’ll use the word again – phenomenal – that’s how we see the potential of the sector”

Contributor this month...

Alastair Gibbs TPG DisableAids Ltd

4 www.thiis.co.uk

InTHIISissue...

“As a rule, if you are comparing apples to apples, then we are around £500 to £700 cheaper”

Brand identity in retail Page 12

Sometimes, things just don’t fit Page 30 Growth, acquisitions and UK manufacturing Page 34

Importance of embracing opportunity Page 36

Repose’s special offer to retailers Page 40

Retailers to benefit after 8 years of growth Page 46


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Fresh new look and branding for retailer Ross Care has launched their newly refurbished retail outlet at the White Rose Shopping Centre in Leeds and a new brand designed to reflect the company’s approach to customers. The company says their vision is to develop a location that is more than just a mobility shop, instead becoming a space where people can get guidance tailored to their needs and ensuring people are the central focus over products. Various aspects of the store have been designed to this end, including incorporating signage aimed at encouraging conversation around individuals’ needs, as well as delivering jargon-free advice. Ross Care also acknowledged that the key aspect to delivering this will be through building clinical understanding & staff skills, which the company hopes to achieve through the appointment of clinical experts and staff training programs. Alastair Ronaldson, Marketing and Sales Manager at Ross Care, said: “As an approved repairer of wheelchairs across many local authorities, in many ways, it is a significant step to remove the wheelchair icon from our logo. However, ensuring that great care is given to meeting the requirement of both wheelchair & community equipment services, typically above and beyond contractual obligations, has long been a feature of Ross Care. The logo serves as a reminder that ultimately the caring manner in which we provide our services and the benefit the equipment provides to an individual’s life is of prime importance.” 6 www.thiis.co.uk

Ross Care at White Rose Shopping Centre Leeds is overseen by Regional Sales Manager Karen Mason and Team Leader Steve Wright. The location also provides a free Shopmobility hire scheme, as well as service & repair for mobility equipment. For more information, visit www.rosscare.co.uk


Wheellator calls for UK dealers Finnish manufacturer Tukimet has released a new innovation called the Wheellator, combining the features of both a wheelchair and a rollator, and is looking for UK dealers. The device can be used as a normal rollator, providing the user with walking support, however, when the user becomes fatigued, the Wheellator is able to turn into a wheelchair. When in wheelchair mode, the user can move independently by manual propulsion or be pushed by an assistant. The company says the new innovation is designed to help people remain healthier and independent for longer, giving users the peace of mind of being able to go for a walk with a solution on hand should they become tired. The Wheellator came into existence following the company customising a traditional rollator

for a retiring member of staff. After coming across some old wheelchair wheels in storage, employees attached them to a walking aid and found the device to be highly functional. Tukimet has continued to develop the Wheellator into a fully functional walking aid and wheelchair. The company is now looking to introduce the new Wheellator across Europe and is in search of distributors. To find out more information, contact Brian Simiyu at brian.simiyu@tukimet.fi and find out more at www.wheellator.com

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Are your customers ready to drive to a different tune? We’ve got some exciting new models with bags of personality!

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A look at Trade Days 2016 The 2016 show video from Trade Days is now available to watch online, with interviews from exhibitors and delegates discussing the importance of the show for the industry. Taking place annually at the NEC in Birmingham, Trade Days remains the only show solely dedicated to the trade, bringing exhibitors and attendees together in an environment where they can freely talk business. Shot by Kinetic Media, the video features a range of well-known industry figures reviewing their experience at the show and the satisfaction of being able to engage in long business conversations with potential and existing trade partners. One sector that reported exceptional results was the wheelchair and scooter exhibitors. For 2017, show organisers CloserStill say that not only are well-established exhibitors such as Drive Devilbiss, Electric Mobility, Freerider, Invacare, Monarch Mobility and TGA exhibiting in 2017,

but also Novacare from Germany for the first time and the return of Sunrise Medical. Clare Johnson, Event Director, said: “We are absolutely delighted that Trade Days continues to prove its worth as Europe’s sole trade-only event for the sector. We look forward to welcoming exhibitors and visitors in 2017 with both new and tested content. “With 8 months to go, we have less than 10% of the space still available so I’d encourage anyone not already in touch about exhibiting to contact me urgently.” Now entering its fourth year, Trade Days will take place on the 8th and 9th of October 2017 at the NEC. To find out more about the show or to watch the video, visit www.tradedays.co.uk

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 10 www.thiis.co.uk


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5 ways to stamp your brand identity on your retail store and customers

Effective use of light draws customers’ attention to different key products

In our industry, the products being sold can have a real impact on peoples’ lives. This means customers often have to place a great deal of trust in the companies from which they are buying from, so communicating the correct brand identity can be vitally important, especially for retailers. Understanding what your brand is and what your business stands for is the first dilemma, quickly followed by the real challenge of how to deliver that identity to your storefront and to your customers’ shopping experience. Here are five areas where retailers can really insert their identity into their shops and drastically change the shopping experience for shoppers. Logo A logo is a fundamental element of a brand’s identity and should be an easily recognisable symbol that represents what the company stands for. That logo should also play an integral role in the in-store experience, but this does not mean the retail space needs to be covered from head to toe with logos. It is important to be strategic with its placement to maximise its effectiveness; receipts, price tags, shopping bags, staff uniform. Essentially, ensuring that customers remember and associate the logo with a pleasant shopping experience which they would be happy to repeat is the main goal. 12 www.thiis.co.uk

Signage It is often the first interaction a shopper will have with a store and as the saying goes, you do not get a second chance at a first impression. “In this tech-centric world, we’re often talking about advertising and marketing online and over mobile. But when it comes to really grabbing people’s attention, sometimes a good, oldfashioned sign can be your best bet,” says Jason Fell, Director of Entrepreneur.com’s Partner Studio. “Colour increases brand The signage above the store door, in recognition by up to 80%” window displays and in the store, all provide an opportunity for a business to stamp their identity on their shop and personalise the environment the customer is shopping in. Think carefully about what you want customers to understand about your brand, then try to represent this in your signage. For example, if you want to communicate that your


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brand identity is aspirational, perhaps create signage centred around impactful quotes from inspirational individuals, such as Paralympians. The brand identity should be applied to all signage, from shelving units to floor treatments, ensuring fonts, tone, colour and voice are consistent. Colours Colour is important for brand recognition and a study has suggested colour increases brand recognition by up to 80%. This can be extremely powerful for smaller retailers in the industry, with certain colours evoking certain emotions and having psychological effects on customers. Greens are often associated with health and wellness, whilst blues are connected to calm and trust. Customers will subconsciously align the connotations of the colours used in your store with your brand, which is why choosing and displaying the colour that best represents your desired identity is important. Lighting Lighting can instantly transform the mood of a store and the experience of shopping in it. There is, of course, the functional element that lighting helps customers see your products, but it also has a heavy bearing on the environment as well. Bright, cold lights may help products shine more, but it can also create an overly clinical feel to a retail space, which may stand at odds with a brand that wishes to convey as being warm, friendly and welcoming. Staff All of the previous four aspects could have been completed perfectly but if the staff on the floor are not on board with your brand, then there will be a telling disconnect between the identity a business wishes to conveys and the experience 14 www.thiis.co.uk

the shopper will have. Staff are the living embodiment of the brand identity and they will often be the most important factor in ensuring that customers have a good experience. To ensure employees align with a brand’s values, emphasis should be placed on hiring and training staff that share a business’ vision, as well creating a culture within the business that reflects and reinforces the values of the brand, such as friendliness, trustworthiness or helpfulness. Importantly, being consistent across all of the various retail facets is important for creating an identity that is easily understandable and instantly recognisable. Each interaction a customer has with a business should feel familiar; the same logo, fonts, look, colours and levels of customer services. It is this consistency that will inevitably lead to trust and repeat business.

Vibrant colours used consistently and interesting signage engages shoppers

The Unlimited Company signage is bright, easy to read and consistent


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round up

Countdown to TGA’s largest product launch TGA is counting down to the largest product launch in the company’s history, launching five new products at Naidex. The products will debut for the first time at Naidex and TGA are inviting all dealers to stand A59 to see and experience the scooters, which will be showcased alongside the complete TGA range. Accompanying the five new products, TGA will also be offering four exclusive trade offers at the show and dealers will also be able to test drive the new models on the TGA Test Track. The new models include compact, mid-range and large mobility scooters which the company says will offer greater lifestyle benefits to high street buyers whilst increasing dealers’ ability to meet more individualised customer needs. TGA will be at stand A59 at the NEC from the 28th to the 30th of March. For more information, visit www.tgamobility. co.uk

UK manufacturing recognition for Acorn Stairlifts Acorn Stairlifts has been named national runner-up in the exports category of the UK’s leading awards for manufacturers. The annual EEF Future Manufacturing Awards showcase the UK’s leading makers at both regional and national level and was previously won by Acorn in 2015, where the company took home the highest accolade of ‘Winner of Winners’ title. Nick Wilson, European and UK Operations Director for Acorn, said: “When we entered again in 2016, we didn’t realistically expect to replicate that level of success but we have actually done very

well indeed. To be named national runner-up in the export category was a real honour.” Celebrating its 25th anniversary in 2017, Acorn is now the world’s largest company dedicated solely to making, selling, installing and servicing home stairlifts, manufacturing more than 60,000 stairlifts per year in the UK. Nick Wilson concluded: “It’s a credit to the entire team at Acorn who have shown yet again that British manufacturers can compete and win on the world stage.” Visit www.acornstairlifts.co.uk for more information

NHS releases Conflicts of Interest guidance NHS England has published new guidance on conflicts of interest which will be in force from the 1st June 2017. The guidance, issued for NHS England organisations and staff, covers subjects regarding promotional gifts, hospitality and transparency about sponsorship arrangements relating to the industry. Whilst the guidance does not apply to independent and private 16 www.thiis.co.uk

sector organisations, NHS England has invited these organisations to both be aware and consider implementing the guidance as a means to effectively manage conflicts of interest and provide safeguards for employees. To learn more about the new guidance, visit www.england.nhs. uk/ourwork/coi


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New consultancy aims to help companies export A new service helping businesses with ambitions of exporting goods and services across the globe has launched and is headed up by Steve Clark, Managing Director of Hospital Aids. Steve is passionate about exporting and the new consultancy called Help2Export aims to support businesses with little to no exporting experience begin the journey. For an initial fee, an adviser reviews the client to establish exporting potential, goods/services on offer and suggesting suitable initial export markets to consider. In addition, by registering with Help2Export, the client company can add their profile to the members’ section of the H2E website, advertising their intention to export. Help2Export will also signpost clients to the various free and chargeable services which encourage exporting, with partnerships having been established with solicitors, insurance, accountants and freight forwarders. Steve said: “When Hospital Aids started up in 2002, we were very naïve about exporting. It was

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only through the encouragement and financial assistance from organisations such as UKTI (now DIT), Medilink East Midlands and our local Chamber of Commerce that we eventually made a great success of exporting. “We were able to organise visits to relevant trade shows, commission OMIS (Overseas Market Introduction Service) reports and eventually pluck up the courage to exhibit at international exhibitions to find distributors.” For more information, visit www.help2export. co.uk Help2Export is also a partner of Global Healthcare Trader, a newly launched, simple tool for companies looking to find distributors around the world. To find out more, visit... www.globalhealthcaretrader.com

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The Performance Health Kitchen & Dining Special Low prices on our best-selling retail products

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Homecraft Shatterproof Mug

Homecraft Caring Mug

Supplied with a choice of lids, this attractive mug is both dishwasher and microwave safe. AA5700

This mug has a wide, stable base with two large contoured and angled handles. Matches the Caring Cutlery range. Microwave and dishwasher safe. AA5710Y

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Homecraft Standard Caring Cutlery

Dycem Jar Opener

A set of stainless steel utensils moulded into plastic built up ends, assisting those with restricted movement or a weak grip. A55700 Ivory

Retail: £25.32 | Trade: £14.35

1+: £12.25

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The Dycem opener with non-slip properties helps those with a poor grip to open and close jars. AA5004 Blue

Retail: £5.83 | Trade: £3.27

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Homecraft Two Handled Mug and Lids With a 270ml capacity, this popular mug has larger handles and shaped finger holds for ease of use. AA5720 Pair

Retail: £10.97 | Trade: £6.41

1+: £5.45 Days Trolley Walker A height adjustable, sturdy walking trolley to be used within the home. Complete with easy-to-clean plastic shelves. 109

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round up

BeBionic swaps hands Ottobock has expanded its product portfolio with the acquisition of the multi-articulated BeBionic hand from Steeper. The company says the acquisition further strengthens their position as a market leader in upper limb prosthetics and offers new opportunities to users. The prosthesis makes it easier for the wearer to perform simple tasks, such as tying shoelaces and will constitute a new highlight in Ottobock’s product range.

After a brief transition period, distribution of the prosthetic hand will be controlled exclusively by Ottobock starting 1 May 2017. For more information, visit www.ottobock. co.uk

New Unlimited Company store to open Matthew Main, Managing Director of The Unlimited Company from Simplyhealth, will open a contemporary new store selling mobility and daily living aids in Wrexham, adding to the company’s portfolio of 14 stores. Opening early March at the Moreton Park Wyevale Garden Centre in Wrexham, customers will have access to face-to-face practical advice about products including electric wheelchairs, riser recliner chairs and specialist footwear. The company says the environment will be sleek and vibrant, with products being 20 www.thiis.co.uk

selected for their aesthetics as well as their practicality. Diane Mottram, Store Manager at The Unlimited Company, said: “I’m hoping people will pop in to chat about what’s available. The huge choice of mobility and daily living products can be daunting, so people often appreciate individual help and recommendations. And benefiting from easy parking and the relaxed atmosphere of the garden centre is ideal for our customers.” To find out more, visit www. theunlimitedcompany.co.uk


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new to the market

Invacare’s new Küschall active wheelchairs Invacare has launched a range of active chairs from the Küschall brand, with new features and options that the company say provides exceptional performance with ‘head-turning’ style.

Small but smart Küschall Champion SK The new Küschall Champion SK features a unique folding front frame that reduces to the same height as an A4 folder, making it the smallest folding wheelchair on the market to transport. The frame has been designed to ensure there is no compromise on drive performance and the chair retains the configurability and adjustability of the standard Küschall Champion.

Distinctive Style and comfort with new R-series The Küschall R-series has been developed from the original R33 concept and features an added option of a shock absorber, reducing impacts from uneven surfaces to give a smooth and comfortable experience. In addition, there is a comprehensive new selection of options available across the whole Küschall range, including significant changes to the K-series. For more details, visit www.invacare.co.uk

Rollators launch with special trade offer Topro will launch two new rollators, the Troja Neuro and the Odysse, at Naidex 2017 and are offering a 10% discount for any trade orders taken during the show. The Troja Nuero features a reverse breaking system that will only move when the brake handles are pushed in. If the handles are released, the rollator will stop immediately and safely. The Nuero also includes a laser light to help users with Parkinson’s and other neurological conditions who suffer from ‘freezing’ episodes to move forwards. The Odysee rollator has been designed for travel, with a two-way folding mechanism that, when folded, reduces the Odysse’s dimensions to 75cm x 44.5cm x 24.5cm to allow for easy transportation. Topro can be found on stand B78 at Naidex 2017 taking place at the NEC from the 28th to the 30th of March. For further information, visit www.topro.co.uk 22 www.thiis.co.uk


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NEW


round up

Retailer joins Countrywide Care Network Clearwell Mobility has joined the Countrywide Care Network (CCN), the largest buying group in the mobility and care sectors. The CNN has a combined turnover of £44m with over 50 retail outlets across the country and has an exclusive contract to supply scooters, powerchairs, chairs and beds to The Royal British Legion. Clearwell’s Managing Director, Duncan Gillett, said: “We are delighted to have joined the CCN. Through collaborating with our new partners, we will be able to buy better and pass those savings

on to our customers. Being part of this national group will also present real opportunities to grow our business.” The enlarged CCN will be looking to develop further national contract opportunities, as well as opportunities in national advertising and sourcing. Visit www.clearwellmobility.co.uk to find out more

Management buyout of Steeper Group Two members of the existing executive board of directors, Paul Steeper, CEO and John Midgley, Finance Director, have acquired the business from mid-market private equity firm, Dunedin. Following the management buyout, the company says it is pushing for international growth. The company has been owned by private equity firms for many years and says this investment and support was vital in enabling it to grow to its current market position. Paul Steeper commented: “We are now

24 www.thiis.co.uk

looking forward to the future as we seek to further strengthen our existing relationships with customers, distributors and suppliers.” As part of the agreement, the company’s BeBionic area of the business has transferred ownership to German prosthetics company, Ottobock. The Steeper Group are now in the process of relocating their existing Leeds site to a new ‘centre of excellence’ in the area. For more information, visit www.rslsteeper. com


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

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top trade deals

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

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 March 2017 to qualify.

26 www.thiis.co.uk

March special offer from Repose As part of its ongoing commitment to UK retailers, Repose is announcing a special offer for March. The special offer is a free upgrade to pocket sprung seating when quoting MAR17 between March 1st and March 31st. For more information, call 0844 776600

Free delivery with your first order of 4 batteries or more! Contact Easystart on 01536 203030 or sales@easystartbatteries.co.uk

£ £ £ 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


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round up Impression Marketing offers merchant services Impression Marketing is now licensed to offer a range of merchant services to client and prospect businesses. Merchant services is a catch all term for the ability for a company or organisation to take and process credit and debit card payments. Company founder, Angus Long, commented: “Ensuring the most cost effective method of taking payments is important, be it online, over the phone, face-to-face, on the move or contactless. Reliability, back up and security are also important too.” Impression Marketing is authorised to provide merchant services from Payment Sense, Europe’s largest merchant service provider. Angus added: “A number of businesses we have spoken with have been able to save over 40% on their card processing fees and rates. The right use of payment methods coupled with a clear set of fees and charges can make a big difference to a business’ sales and profit margins.” To find out more, contact 0808 2849634 or visit www.impression-marketing.co.uk


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Focus

Relationships in business However small or large a team, sometimes things can get just get a little rocky. Here, Alastair Gibbs suggests that openness and honesty are always the best policy

Sometimes, things just don’t fit Relationships in business are more important than the products or service that you are offering. This is because it’s impossible to offer excellence to your customers consistently, over the years, if both efficiency and effectiveness is being compromised trying to deal with people issues. Whether it’s our business or personal live, I think that it is, on balance, better to ‘front up’ differences of opinion, disagreements or disputes as and when they arise. This is because when sensitive issues are shoved under the carpet, they inevitably re-emerge to bite back, requiring even more time and energy to fix. We are looking for discussion, maybe even debate, but ultimately an outcome that is acceptable to all parties. The thing that most commonly gets in the way of this approach is people, often the most senior in an organisation, who would rather avoid perceived conflict at almost any cost. Yet all relationships naturally have a level of conflict built into them - just because we are all human. It is how this conflict is handled that is crucial. For relationships over the long term, I believe that a mindset of absolute openness, honesty and transparency is, on balance, the best policy. For the people in your

business or your personal life, this policy seems to develop that priceless commodity of trust and mutual respect. This behaviour is more directly linked to personal beliefs and values; it can be seen in those that enjoy a variety of long-term relationships with all sorts of people in different areas of their life. It’s fair to say, however, that both of these strategies, positive though they are, can lead to a parting of the ways and that sometimes happens sooner rather than later. If any of the above strikes a chord, maybe a salesperson with their own agenda, maybe a manager who always knows best or an operative that is envious of others in the organisation, then rather than let things slide and allow a situation to fester and get worse, get some H.R. advice perhaps and deal with it. Clearing the air of any worries or grievances will naturally lead to a better environment for everyone involved and should a parting of ways occur, by being open and honest, there is a much higher chance of that parting being both amicable and grounded in mutual respect & understanding. Having these kinds of conversations is not easy and requires bravery, but it is that bravery that will lead to better relationships in the long run.

“For relationships over the long term, I believe that a mindset of absolute openness, honesty and transparency is, on balance, the best policy.”

30 www.thiis.co.uk


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Does advertising work in THIIS magazine? This is what Julian Cobbledick of Assistive Partner thinks… “We supply a range of software for healthcare. Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in). Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment. And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several sales.

So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts. I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.” Julian Cobbledick, Director, Assistive Partner

PRICE FREEZE That’s right, we know how hard it is out there, so we are tightening our belts to keep our prices at the current rate (which is from January 2015!!) for the next 12 months. As that famous phrase goes “every little helps”. To all our existing retailers THANK YOU for your continued support and feedback. To those of you yet to introduce your customers to our great British Designed and Manufactured walker - simply contact us for a trade pack and see what we offer. Lead times - we have invested in new staff and machinery over the past 12 months and are doing our very best to keep our turnaround times low - it’s about 7 working days (or less) at the moment. We do appreciate your patience over the past year whilst we have been sorting this out.

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Drive DeVilbiss: Growth, acquisitions and UK manufacturing Jeremy Taylor, Sales Director, Drive DeVilbiss

Following one of the largest acquisitions the industry is likely to see this year, we caught up with Drive DeVilbiss’ Sales Director Jeremy Taylor to learn more about the Sidhil acquisition and what the future holds for both companies. In January 2017, Drive DeVilbiss acquired Sidhil, a fourth-generation, leading provider of homecare and acute care products. Currently operating from its 105,000 square-foot facility in Halifax, Jeremy discussed what impact the acquisition would have on Sidhil. “It’s a very strategic, game-changing acquisition for Drive DeVilbiss Healthcare Group because of the position Sidhil holds in the marketplace,” explained Jeremy. “A lot will stay the same. The Sidhil brand is synonymous with quality and is well-respected in the marketplace, so this will remain. The Sidhil product range when combined with products from Drive Devilbiss will provide customers with exceptional choice, ensuring they get the right product for their patient’s needs.” As well as the brand and the product range, Jeremy was keen to mention Sidhil’s manufacturing capabilities and the important role this played when making the decision to acquire the company. “Over the last five years, we have moved from a position where 100% of our products were imported to a healthy situation where more than 40% of all sales come from goods manufactured in the UK, further supported by the Sidhil acquisition.

“A small number of administrative functions will move over to the Drive HQ which is ten miles away as Sidhil and Drive DeVilbiss integrate over time, however, we will certainly retain the manufacturing premises in Halifax. In fact, we are already investigating the potential for moving the manufacture of identified products to the UK, which could lead to increasing the footprint of the Sidhil facility.” As mentioned by Peter Siddall, Sidhil Group Chairman, the company will be able to take advantage of Drive DeVilbiss’ international networks, with the “It’s a very strategic, gameorganisation already having a wellchanging acquisition for Drive established export DeVilbiss Healthcare Group” business with key relationships, sales people and distributors worldwide. This latest acquisition of Sidhil is part of Drive DeVilbiss ongoing investment into expanding its UK manufacturing base and is one of the company’s fundamental strategic goals. Jeremy explained further: “A lot of the acquisitions that Drive have carried out over the last five years have been focused on

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companies that have a strong capability around UK manufacturing; it remains one of our main strategic factors when targeting further acquisitions. “When we have acquired UK manufacturers, we have a proven history of investing intensely in them. Welland Medical was a UK manufacturing business we bought in 2011 and since that time it has doubled its footprint and tripled in size thanks to significant investment. “Importantly, our investment in Sidhil will continue and since the acquisition, we have already approved additional investment on the production line to further enhance efficiency and quality.” What does the future hold then for one of the industry’s largest players? According to Jeremy, Drive DeVilbiss has set the bar high. “Drive DeVilbiss formed 17 years ago, back in 2000, and is very ambitious, with plans to triple turnover in the next five-year period, both through organic growth and acquisition. Being able to offer Sidhil products across our networks

and to distributors will play a major role in helping us reach this goal. “We are passionate about ensuring that our customers are not affected by any changes that we make. Ultimately, combining Sidhil’s brand reputation and premium range with the Drive DeVilbiss infrastructure “We have moved from a of additional service position where 100% of our centres, clinical nursing team, products were imported to a dedicated audit team healthy situation where more and global network, will create an even than 40% of all sales come stronger offering for all from goods manufactured in customers who need to use the products the UK” and services we offer.” To find out more about Sidhil, visit www. sidhil.com and to find out more about Drive DeVilbiss, visit www.drivedevilbiss.co.uk​

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Retail entrepreneur proves the importance of embracing opportunity Cast your minds back to 2009. The UK was still heavily in the throes of recession; businesses were closing or downsizing, start-ups were few and far between and investment was at an all-time low. It was perhaps one of the hardest years of the recession and a time when not many were looking to buy. That was not the case for Jemma Dunn however, Managing Director of More Than Mobility. We caught up with the ambitious retailer to find out what attracted her to More Than Mobility and to find out more about her other ventures. Entering the market for the first time back in 2009 following the purchase of More Than Mobility, she now runs three successful businesses in the sector; More Than Mobility, Incontinence UK and Adaptawear Jemma explained what it was that first attracted her to purchasing the retail stores in such a turbulent time: “We bought More Than Mobility brand with its two stores, Northampton and Plymouth, as well as the existing online store. There were many aspects that attracted me and my two business partners; the industry was moving from an offline more into an online world, it had a growing market because of an increasing aging population and was recession 36 www.thiis.co.uk

proof. Plus, we knew we could add real value from a customer service point of view.” Since the purchase, Jemma and the team has maintained the focus of adding value to customers and has opened an additional store in Sidmouth, taking over the existing Hearing & Mobility store. “We are proud of the growth we “We are proud of have achieved in the shops and the growth we have achieved in the shops we’ve reinvested in the stores, and we’ve reinvested in the stores, staff staff and increasing our range” and increasing our range and the mobility section. The Plymouth branch has undergone a large-scale spruce up, whilst in Northampton, we recently finished a large refit. The store moved to a larger location and is brighter and more spacious, as well being very close to disabled toilets and disabled parking to give a better shopping experience for our customers.”


It was during the running of More Than Mobility that Jemma came across her next venture, after seeing high numbers of sales for incontinence products. Realising that less people were getting incontinence products through the NHS, she saw it as the perfect opportunity to start a standalone web business specialising in the range. “We decided to launch a separate brand called Incontinence UK back in January 2012. It is a consumable so a big thing for us is ensuring we give good service to ensure that our customers come back to us. “It’s the kind of product which people need but they don’t necessarily want to talk to you about it or want to be seen purchasing, so we felt it would really work effectively focusing on online and telephony.” The company focuses on selling an extensive range of incontinence brands in one place and being a one stop shop for incontinence needs, providing a far more convenient experience for customers. Disposable products, all in ones, washable pants, swimwear, bed & chair products and more are all available. Prioritising prompt, discrete delivery and ensuring customers can place orders with ease over the telephone and online, the business has been another success for the driven business woman. For many, having two successful businesses would be enough, however chance would have it that another opportunity would arise that would see Jemma taking on her third company. “The third business actually came about from launching Incontinence UK. We had an existing relationship with a company called AdaptaWear from the mobility business and I contacted them looking to see if we could sell their incontinence products. “The lady who owned the business actually said that her personal life situation had changed slightly and she had grown it to a point where she couldn’t grow it any further, so we said we would buy it from her. That was in September 2012.” The Adaptawear range focuses on adapted clothing for women and men, helping both for independent and assisted dressing. Since taking over the business, the product collection has

enhanced dramatically, with the business now selling almost a thousand different lines across daywear and nightwear. Having access to a range of different retail channels with the three businesses, Jemma effectively uses one business to help market the other one. In the More Than Mobility retail stores, both Incontinence UK and Adaptawear can be seen advertised, with some products available for purchase. Also on each website, links back to the other businesses can be found, tying together the three companies. “We run them as three separate businesses, but they all have massive crossover across the range” concluded Jemma. With fingers in so many different pies, Jemma is proof that remaining open to new opportunities and embracing them as they arise can lead to success. We can’t wait to find out what her next project will be. To find out more about More Than Mobility, www.morethanmobility.com, to find out more about Incontinence UK, visit www. incontinenceuk.co.uk and for more information about Adaptawear, visit www.adaptawear.com

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Repose’s March special offer to retailers Repose is continuing its commitment to retailers and has followed up their February deal with a new unique offer for retailers throughout the month of March. Repose is offering a free upgrade to pocket sprung seating when quoting MAR17 between March 1st and March 31st. The promotion is worth £30 per unit ordered and is available for all seating from the company’s standard homecare range, comprising of 10 models. “Our UK retailers play a vital role within FreedomChair-Half-Page-Thiis-Magazine-Print.pdf

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the Repose business model and we will be announcing a special offer every month in 2017 to help support them,” commented Managing Director Lisa Wardley. For more information, visit www. reposefurniture.co.uk 01/03/2017

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

Topro appoints new Account Manager Topro Limited has appointed Roy Day to the position of Account Manager, responsible for promoting and selling the Topro product portfolio throughout the North of the UK to both the NHS and retail sectors. Prior to joining Topro, Roy worked with several leading names in the industry over a 15-year period, including Roma Medical and Aidapt Bathrooms. Paul Briggs, Sales Manager, commented: “2017 promises to be a year of expansion for Topro and Roy’s appointment is the first step in our programme for the next 12 months”. As part of this growth, Craig Negri will now be responsible for the Midlands, South Wales, South West and part of the South Coast. Roy can be contacted on 07956 686411 or at roy.day@topro.co.uk

New Marketing Director at Performance Health Performance Health, formerly Patterson Medical, are not only celebrating their new company name, but have also welcomed Anne Macmillan as the new Marketing Director for the EMEA. Anne joins the global team as a qualified occupational therapist and has an extensive background in both the public and private sector, including private equity and multinational corporations. The company says she will bring expertise in strategic marketing, as well as experience in product service, business development and global corporate communications. After nearly 17 years with the business, Anne’s predecessor, Tim Daniels, is leaving to pursue other opportunities.  Managing Director, Ian Thomas, said: “I would like to take this opportunity to welcome Anne to Performance Health and also thank Tim for his sterling work and contribution over the last 17 years.” For more information, visit  www.performancehealth.co.uk

42 www.thiis.co.uk

Roy left and Craig right

New Senior Operations Manager at Companion Craig Bagley has been announced as the new Senior Operations Manager at Companion Stairlifts and Bathing. With extensive experience of increasing productivity for large corporates gained during his time working with British Gas, both in the UK and overseas, Craig will be responsible for improving efficiency as the company works towards its ambitious growth plans. Craig commented: “I’m confident that working alongside the senior management team I’ll be able to help improve efficiency, customer experience and deliver real cost savings.” To find out more, visit www.companionstairlifts.co.uk


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Retailers set to benefit from 8 years of development and growth We interviewed Lyndon Duke of Your Mobility a few years ago when he was just getting started in the business with a seating range that he was bringing into the UK. Since then, the business has grown substantially, with the bulk of sales into care homes. He is now looking to expand further and to build relationships with retailers across the UK. Lyndon explained what has been happening since the last time he appeared in THIIS. “We’ve spent eight years now importing a range of specialist seating and building the marketplace here in the UK and we have achieved substantial success through a direct sales model with agents scattered across the UK. Now we are looking to expand our market share by working with businesses that are interested in generating sales in the seating sector.” He added: “We are the sole UK importer of the range and so anyone working with us will have access to products that are totally unique in the marketplace. The methodology that we have been using is something we also believe to be unique and one that we think businesses will do well with.” Why does Lynton believe he is selling in a different way? “The traditional route to the market when you are selling specialist seating is, for a large proportion, driven by an OT referral. A large proportion of our sales are not generated in that way, but by a direct approach to care homes and that’s quite a significant difference. I realise that when you say that something is ‘special’ or ‘unique’, you are there to be shot down, but we are confident that our approach, which we have finely tuned over the past eight years, is different from most of our competitors.” While not giving exact figures, Lyndon tells us that the company has sold ‘many, many hundreds’ of chairs and that the company is a major provider to a significant number of care homes around the UK. “We sell the chairs because of their functionality, manoeuvrability and their availability. We generally reckon to deliver a chair within 24 hours and can get a chair to someone within two or three hours if necessary from our service centres that are located all around the UK. We can also offer significant cost savings on a like-for-like basis. As a rule, if you are comparing apples to apples, then we are around £500 to £700 cheaper.” 46 www.thiis.co.uk

Delivery times like that must surely mean that there are a lot of chairs in the country as Lyndon confirms. “We have a phenomenal amount of stock in the UK at any point in time” Lyndon told us, “a fact that my accountant constantly reminds me of!” For the next stage of the business development, Lyndon is looking to talk to businesses that are either already involved in the specialist seating marketplace or would like to get involved. “Basically” he says, “we are looking for enthusiasts who share our vision and who would like to discuss a strategic alliance with us. We have an open-mind as to who we could work with, they could be well-proven businesses that have more experience selling specialist seating than we have or they could be retailers that are looking for a slightly different route to market and to add something to their range.” There is another type of business that Lyndon says he would like to talk to. “Businesses that supply products to Care Homes but don’t yet have a range of seating to offer would be of interest to us too. We are also happy to talk to any freelance agents or someone who would like to become an agent and maybe start a business of their own.” Lyndon believes that the seating market is

Jeremy Taylor, Sales Director, Drive DeVilbiss

The range of chairs are sold in what the company believes is a different way


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growing and will continue to grow into the future. “I’ll use the word again – phenomenal – that’s how we see the potential of the sector. We have products that are high ticket and produce a good margin for anyone selling them and so we think we have a very strong offer for someone looking for another way to generate sales and profit.” As well as the option of selling the products themselves, Lyndon can also offer a referral scheme for retailers. He is keen to stress though, that it isn’t a case of wanting to have anyone and everyone selling the product. “We are going to be pretty selective in terms of who we will work with”, he explains, “I hope that the people who are reading this and are interested enough to respond, will share our philosophies and be looking to work with an organisation that wants to do the job properly. We enjoy exclusivity in the UK and we would be looking to give businesses a certain amount of exclusivity when it comes to allocating areas. We will be looking to support partners with telesales and advertising and we have people on the phones to Care Homes around the UK every day.” “In the end” Lyndon says, “we have a product range that is very well received by the end user

– the key to any successful business and a product that is tried and tested, with high quality levels. We won’t waste anyone’s time if they call and so if there is anyone who wants to know, why not pick up the phone – what have you got to lose?” Call 0800 0467 448 for more information. Lyndon can be reached on 07807 243112. The website for the business is at www.yourmobility. org

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Canadian distribution deal for Frontier Medical Group Frontier Medical Group has signed a major new distribution contract with Joerns Healthcare in Canada. Joerns Healthcare is one of North America’s leading providers of acute and post-acute healthcare products and under the deal, Frontier will distribute its Repose range of Pressure Injury Prevention products through Joerns Healthcare in Canada. The agreement is significant as it marks Frontier’s first step into the North American market on the back of the success it has experienced in the UK and Europe. Simon Jackson, Managing Director at Frontier

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Medical Group, said: “We’re expecting to build on this new agreement with further contracts across the Americas, Europe and the Middle East in the coming months. We’ve already seen there is a huge demand for our products in a number of international markets and our focus on exports will drive incremental growth in our business.” To find out more about Frontier Medical Group, visit www.frontier-group.co.uk

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First company graduates Stiltz’ training academy Banbury-based Freechoice Group has become the first company to graduate from the Stiltz Home Lift Training Academy. The Stiltz academy launched December 2016 and allows selected partner companies to install Stiltz domestic lifts into customers’ homes themselves. Freechoice Group sent engineers to the Stiltz training facility where they received classroom theory and hands-on practical installation training before successfully completing their third customer installation - overseen by Stiltz - to become the Academy’s very first Accredited Stiltz Lifts Installer Partner. 52 www.thiis.co.uk

Freechoice Group can now assume responsibility for almost the entire customer journey, as well as receiving priority dealer support, marketing support and customer service. David Kennard Freechoice Group’s Managing Director, said: “The training, support and advice we have received from Stiltz has been absolutely brilliant.” For more information visit www.stiltz.co.uk


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round up Retailer awarded Which? Trusted Trader status

Total Mobility wins ‘Dealer of the Month’ again Hampshire based Total Mobility has been awarded the TGA Dealer of the Month Award for the second time. The family run retailer was started by Ken Meister in 2000 and has attributed its growth and success to its focus on a high-quality backup service. Its success with providing the TGA Breeze S4 to customers nationally has resulted in the award, with Total Mobility receiving exclusive trade discounts, free PR support and a bottle of champagne from TGA. Ken said: “We are delighted to have won TGA Dealer of the Month for the second time. We were the very first winners of the award back in 2013 and since then we have managed to grow our business through a commitment to supplying quality TGA mobility scooters. Also, crucial to this success has been our status as a TGA A-Class Dealer along with Motability approval.” To find out more about Total Mobility, visit www.keepactive.co.uk

Medstrom acquires controlling stake in MMO International Medstrom has acquired the controlling stake in the French hospital bed and medical furniture manufacturer, MMO International, having acted as the Brittany-based company’s UK distributor since 2014. David Belli, Chief Executive at Medstrom, commented: “The acquisition of the majority stake in MMO represents a significant milestone for Medstrom and makes us the UK’s only remaining independent hospital bed manufacturer. The collaboration opportunities with MMO will add significant value to both companies.” The range of MMO beds recently introduced into the UK market includes ultra-low community, mental health, bariatric and acute beds plus the revolutionary MMO 6000, which allows a supported exit from the foot of the bed. To find out more, visit www.medstrom.com 54 www.thiis.co.uk

TVM Cheltenham has been awarded Which? Trusted Trader status that recognises and endorses reputable companies. CEO and Founder Kevin O’Leary says that due to an increased demand for access to mobility solutions for clients in both private and public sector organisations, the company continues to experience year-on-year growth. Kevin commented: “Offering a personal approach to each one of our clients, providing the right solutions for their needs, stands as a testament to the company’s success since we began trading in 2000.” Which? Trusted Traders is a free-touse service that helps consumers find local, endorsed traders. Every trader must complete a vetting procedure and assessments before they are endorsed. For more information, visit www. tvmcltd.co.uk


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new to the market New Jive M2 Sedeo Ergo launches Quickie has launched their new powered wheelchair, the Jive M2 Sedeo Ergo. The powered wheelchair features SpiderTrac suspension for easy use on uneven terrain and an advanced Sedeo Ergo seating system, capable of supporting complex seating and positioning needs. The chair is also able to raise 30cm up whilst travelling at speeds of up to 3mph and provides the user with the opportunity to control and operate household appliances from the chair via a range of different control options including Bluetooth, infrared and Quickie Assignable buttons. To find out more information, visit www. sunrisemedical.co.uk

New & improved Tru Cubicles relaunched by Autumn UK

Walking stick range licenced by the National Gallery Classic Canes has released a new collection of 12 walking sticks and folding canes, produced under licence by the National Gallery Company, London. Three patterns have been developed based on Vincent van Gogh’s Sunflowers, Ambrosius Bosschaert the Elder’s A Still Life of Flowers in a Wan-Li Vase and George Stubbs’ Whistlejacket, all copyright of the National Gallery Company, London. Managing Director Charlotte Gillan, said: “We think they will be of great interest to our stockists around the world and hope they will introduce Classic Canes to other retailers here and abroad who have not sold walking sticks before.” To find out more, visit www.classiccanes.co.uk

56 www.thiis.co.uk

Autumn UK has relaunched their reusable shower/toilet cubicles. Supplied as completely integrated units, the cubicles ensure both water retention and trouble free installation. The modular aspect to the new design, coupled with waterproof high pressure laminate panels, allows them to be reused repeatedly and provides both social and private landlords alternative to permanent wet floor adaptations. The company provides a total care package and offer free surveys, project management and contractor sourcing where required, as well as a free CPD covering assessment and installation. For more information call 0161 331 3000 or email karina.torolova@autumnuk.co.uk


Wet Weather Wear and Wheelchair/Scooter Accessories

For any further information please contact us below or visit www.able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu


diary dates

Events Diary March 16 2017 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk March 28-30 2017 Naidex National NEC www.naidex.co.uk April 26 2017 OTAC (Occupational Therapy Adaptations Conference) St David’s Hotel and Spa, Cardiff www.otac.org.uk or call Sally on 02921 900402

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

September 27-28 2017 Moving & Handling People – Newcastle www.movingandhandling people.co.uk

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

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

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

June 1-3 2017 Mobility Roadshow – Stoneleigh www.mobilityroadshow.co.uk

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

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

September 20 2017 OTAC (Occupational Therapy Adaptations Conference) Hilton Hotel, Drake Way, Reading www.otac.org.uk or call Sally on 02921 900402

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

October 4-7 2017 Rehacare – Dusseldorf www.rehacare.com October 10-11 2017 The Care & Dementia Show – NEC www.caredementiashow.com October 8-9 2017 Trade Days – NEC www.tradedays.co.uk

November 13-16 2017 Medica – Dusseldorf www.medica.de November 16 2017 Kidz to Adultz North – Manchester www.kidzexhibitions.co.uk November 22-23 2017 The OT Show – NEC www.otshow.co.uk 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

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

WE DELIVER YOUR PROMISES We are a nationwide delivery company based in the heart of Yorkshire. We specialise in the delivery, installation, demonstration, handover and testing of all types of healthcare products.

Our services include: • • • • • • • •

Delivery and Installation of ALL Healthcare Products Engineering Call Outs Removal and Disposal of Old Products Honour Manufacturers Warranties Customer Service Management Full Annual Services Inbound Receipt and Warehousing LOLER / PUWER Testing

CONTACT US TODAY ON 0330 445 0099 SPECIALISTS IN HEALTHCARE LOGISTICS 58 www.thiis.co.uk

Visit us at www.hdd-ltd.com @HDDltd

/HDDLtd


Kingkraft exclusive UK distributer for Somna Kingkraft is set to expand their product range further after becoming the exclusive UK distributor for Sweden-based sensory experts ‘Somna’. Somna design and manufacture a range of unique weighted blankets, comforters, jackets and collars to aid sensory stimulation and development of users with complex physical disabilities or learning difficulties. The full range has been clinically proven to help users feel soothed, calmed and relaxed. Thomas Harrison, Managing Director of Kingkraft, said: “ Our Sales Team are now able to offer the full range of high quality and

customisable weighted products to support our adaptation projects.” Fredrick Lofgren, CEO of Somna, added: “I’m very pleased to have Kingkraft working in partnership with us to serve the UK market. Their involvement with many high-profile projects will help more organisations and individuals enjoy and benefit from the Somna range of products.” For more information about Kingkraft, visit www.kingkraft.co.uk

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 60 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


www.movingandhandlingpeople.co.uk

At the frontier of best practice

North

Wednesday 27th & Thursday 28th September 2017 Newcastle Racecourse High Gosforth Park Newcastle-upon-Tyne NE3 5HP

Moving & Handling People is a CPD accredited event focussing on effective solutions for practitioners. The two-day training event features: y seminars on cutting-edge issues led by the UK’s leading practitioners y practical interactive workshops using the latest equipment y an open forum discussing live questions on acute and community cases Limited places so book now at www.movingandhandlingpeople.co.uk Early Bird discount available Disabled Living Foundation

Tel 020 7432 8011 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069

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 www.thiis.co.uk 61


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

www.productsupplier.co.uk

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

www.productsupplier.co.uk 62 www.thiis.co.uk


The answer is YES!

Now, what was the question?

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

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

Seating Experts in Assistive Technology

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

British made for comfort, quality and reliability.

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


jobs on offer Stairlift & Hoist Maintenance Technician – Eastbourne Salary 20k – 25k dependant on experience Stairlift & Hoist Maintenance Technician required by busy Sussex based mobility company to work throughout East and West Sussex. Southern Mobility Centres is looking for a proactive, motivated stairlift and hoist technician. Previous experience is essential with similar equipment, but training will be provided to help transition to the makes and models we use. Company van and mobile phone are provided and private healthcare is offered after two years’ service. Applicant will need to be able to work 40 hours a week and be happy and willing to travel to various locations around East and West Sussex. Emergency call out rotation (typically 1 week in 4) is also required which involves out of hours working, but carries good pay incentive. The ability to work as part of a team or individually is crucial. This position allows the possibility to progress to be part of our stairlift and hoist installations team in the future. Send you CV to oly@southernmobility.com or post it to Southern Mobility Centres, 2a Cavendish Avenue, Eastbourne, East Sussex BN22 8EN

01323 645067 www.southernmobility.com

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 www.thiis.co.uk 64 www.thiis.co.uk


Business Development Manager Midlands and North West Pressure Care OTE £40k Our client is on the look-out for a keen, self-starter with a passion for developing leads and forging new relationships. Having been established for over 15 years, they are now undergoing expansion and have a new position open for Business Development Manager. The client is small to medium sized business, manufacturing and supplying pressure care products in the NHS and care home groups. They are looking for someone to sell and promote their range of pressure care mattresses and rehab equipment into care homes and the NHS. The applicant must have experience dealing with care homes or the NHS, although NHS experience is not essential. We are open on the types of products sold previously, no pressure care experience is required, although it would be advantageous. We’re interested in hearing from you if you are ambitious, driven and a quick learner with transferable skills. Working across a range of channels, this is a field based job, requires someone with a proven record of accomplishment in exceeding targets and negotiating to close business deals. Base Salary of £30,000 depending on experience. 40k OTE, Company car, Phone, laptop, pension, 25 days’ holiday. Please apply by sending your CV to Antony@trustedrecruiter.co.uk including job reference 406

Account Manager x 2 Midlands and Wales London and South East Handling and Lifting, disability bathing and bedding aids OTE £40k - £50k Territories. 1. London, Kent, Surrey, Sussex 2. Midlands, Wales, Leicestershire, Herefordshire, Worcestershire, Warwickshire. Northamptonshire, Bedfordshire, Buckinghamshire, Leicestershire, and Shropshire. Our client is a leading manufacturer and supplier of unique moving, handling, bedding and bathing products, having been established for over 30 years with a global product presence. They are seeking an Account Manager to sell and manage their range of products into local authorities, care homes, loan stores, OT’s and the NHS. Our client is seeking self-motivated, hungry, and driven individuals with a relevant background of selling into a similar client base. The individuals drive is more important than their experience and technical ability. There is a base salary of between £30k - £40k per year plus an uncapped commission structure. OTE £40k - £50k. Company car, phone, laptop, healthcare, pension, 25 days holiday. There is also opportunity for progression as the company is still undergoing substantial growth and development. To discuss the role confidentially in more detail please email a copy of your CV to Antony@trustedrecruiter.co.uk including reference: 411

www.thiis.co.uk 65


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. MARCH 2017 Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – March 15th 2017 – Eastbourne Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – March 16th 2017 – St Leonards Kymco Healthcare - Technical Training Seminar - All the essential elements to service the Kymco range. Wednesday March 15th 2017 - Kymco Stadium. Invacare Ltd - Bed Servicing & Maintenance – March 16th 2017 – Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 28th – Wednesday 29th March 2017 - County Durham. Invacare Ltd - LiNX Power Chair Controls – March 30th 2017 - Pencoed - FOC Invacare Ltd - LiNX Power Chair Controls – March 31st 2017 - Pencoed - FOC

APRIL 2017 Invacare Ltd - LiNX Power Chair Controls – April 4th 2017 – Pencoed -   FOC Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – April 5th 2017 – Ilminster. FOC including Lunch. Invacare Ltd - Power Chair Controls – April 6th 2017 – Pencoed -  FOC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – April 6th 2017 – Edinburgh Invacare Ltd - Fault Finding on Power Chairs – April 7th 2017 – Pencoed - FOC Invacare Ltd - Servicing/Maintenance of Patient Lifters – April 11th 2017 – Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 11th – Wednesday 12th April 2017 Liss, Hampshire. Invacare Ltd – Kuschall – April 13th 2017 – Pencoed - FOC Kymco Healthcare - Technical Training Seminar - All the essential elements to service the Kymco range - April March 15th 2017 - Kymco Stadium.

66 www.thiis.co.uk

Pride Mobility – Two day intensive training course for authorised distributors - Wednesday 18th & Thursday 19th April 2017 – Bicester - A deposit of £50 is required for each delegate, which will be returned once the training has been attended. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 19th – Thursday 20th April 2017 Market Harborough Invacare Ltd - Servicing/Maintenance & Adjs. on Manual Chairs – April 20th 2017 – PencoedFOC Invacare Ltd – Servicing and Maintenance on Power Chairs – April 21st 2017 – Pencoed FOC Invacare Ltd - Scooter Servicing & Maintenance – April 26th 2017 – Pencoed – FOC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – April 26th 2017 – Liverpool Invacare Ltd - Scooter Servicing & Maintenance – April 27th 2017 – Pencoed FOC

MAY 2017 Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – May 3rd 2017 – Stoke Invacare Ltd – Alber – May 3rd 2017 – Pencoed - FOC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – May 4th 2017 – Birmingham Invacare Ltd - Invacare Manual Wheelchairs – May 10th 2017 – Pencoed - FOC JCM Seating Solutions Ltd - Technical Training Workshop – May 11th 2017 - JCM Academy, Peterborough. Invacare Ltd - Power Chair Controls – May 17th 2017 – Pencoed - FOC Invacare Ltd - Fault Finding on Power Chairs – May 18th 2017 - Pencoed – FOC

CONTACTS FOR BOOKINGS 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

Invacare Ltd - Servicing/Maintenance of Patient Lifters – May 24th 2017 – Pencoed - FOC Invacare Ltd - Robin Overhead Hoist – May 25th 2017 – Pencoed -  FOC Invacare Ltd Impetus – May 31st – June 1st 2017 - Pencoed - £149.00 + VAT (2 day course)

JUNE 2017 Invacare Ltd - LiNX Power Chair Controls – June 6th 2017 - Pencoed - FOC 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. 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 Contacts for bookings Benmor Medical – Contact Sophie Allen – 0333 800 9000 – sophie.allen@benmormedical. co.uk.


CR

A

CR

D

TES T E SH

D

A

TES T E SH

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

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

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


5...4... 5 pioneering new products from TGA. The countdown is on.

Launch: 28–30.03.17 Stand A59, Naidex, NEC #BiggestTGAlaunch

The UK’s leading range of mobility products since 1985

01787 882244 Team of the Year

1541TGAlaunchTHiISadFeb17FPv1.indd 1

sales@tgamobility.co.uk

www.tgamobility.co.uk

08/02/2017 10:05

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

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

THIIS March 2017  

March's issue focuses on a retailer's brand and store refresh, as well as suggesting the areas of a store where businesses can really inject...

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