Thiis November 2016

THIIS Trade Magazine • Issue 218 • November 2016

Issue 218 • November 2016

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Stuart goes back and gives back 20 YEAR SUCCESS STORY TRADE DEALS

STRIKING A POSE

STORE LAUNCH EXPERTISE

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…from the editor

Don’t be shy, why not get in touch...

We have a TV presenter on the front cover this month.

It follows the July issue when we featured BBC Breakfast’s Steph McGovern. This time it’s Aled Jones who is pictured with Stuart Dunne of Cyclone Mobility. Stuart was featured in an episode of Aled’s new BBC programme, Going back, giving back.

Editor

If you get a chance, then catch it on iPlayer, it’s a really good watch and Stuart is very good in it too. You’ll find an article on the programme in this issue.

David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk

We also have more from some of the seminars that took place at Trade Days, along with details of a 20 year anniversary and plenty of information on new products, new people and new ideas.

We now have had over 25,000 people read the magazine online and apart from the UK, we are being read in a number of countries around the world. Remember to let your colleagues know that they can read us online if they don’t get to see the paper copy of each issue.

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

David N Russell Editor

On the front...

Taking part in a new TV programme.

See page 10.

Advertising Enquiries You can find THIIS on Twitter at: wwwthiiscouk

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

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

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

“When you condense my 31 years post injury into 45 minutes it really does bring home the facts of life with a spinal cord injury.”

Store opening tips Page 6

“With over a billion active users every day it can be tempting to make straight for Facebook”

“We now believe that there is a fantastic opportunity in the ramping marketplace”

“My company failed in a bid for some work because the client didn’t quite take to Mr Courtney”

Contributors this month...

Alastair Gibbs TPG DisableAids

Tom Courtney Courtney Associates (Global)

4 www.thiis.co.uk

InTHIISissue...

“The aim is to have the right product, at the right place, at the right time”

20 year battery success Page 12

Cooking your Goose Page 16

Social Media challenge Page 18

New to the team Page 22

Striking a pose Page 38

New Quantum dealer Page 42

Ramp expansion Page 44

WE LOOK FORWARD TO SEEING YOU NEXT YEAR TH TH ON 8 & 9 OCTOBER

Join us again at Europe’s sole trade only event for the mobility, living aids and assistive technology industry.

Show-goers tap into the experience of 25 store openings There aren’t many people in our industry who have been involved in 25 store openings, but that’s the experience that Amy Prophett can count on.

Amy is the Senior Operations Manager at Ableworld and was well-qualified to talk on the subject of managing and developing retail growth at Trade Days. She has responsibility for overseeing all the company’s store openings and managing many of the major changes that inevitably take place in a growing company.

After a brief introduction of Ableworld’s growth from one store in Cheshire to the UK’s largest mobility and stairlift retail chain with currently 31 stores nationwide, Amy outlined the three main topics she would be covering: Dealing with change in an organisation, bringing a retail outlet to market and keeping control of a growing company.

Talking about how to deal with change in an organisation Amy explained the eight vital steps for managing change including important actions like preparation, communication and ‘implementing the change’.

Mixing a combination of change management theory and personal experience, Amy explained that change is something many people do 6 www.thiis.co.uk

not instinctively like. However, by adopting a rigorous approach to preparing for the change and communicating the reasons for the change, some of the initial reluctance can be lessened if not totally overcome.

Amy also gave useful advice and examples of ‘committing to the change’ and ‘working through the unrest’. She said that in her experience once you have decided that change is needed you have to commit to it fully. This includes setting a date and possibly involves a testing phase but if you do have a test period be very clear, and firm, on when it ends and the new system starts.

She explained: “By this stage you may think you have done everything you can to ensure that the change will be successful – however, even if you have communicated clearly, given everyone the support they need, and the product is absolutely faultless, you will still have a period of unrest. Be prepared for it, plan for it. Put extra support in place to retrain or reassure people.”

She added: “They will have questions they didn’t think of before; they will encounter things they don’t like because it’s not what they’re

used to. Be ready to defend your decisions and manage some upset because there will always be a reaction after a change, then a settling down period and then the outcome. How you handle the reaction and settling down periods will determine the outcome. And finally it’s really important to keep to a clear strong message throughout, if you start to sway then people will think they don’t have to adopt the change and you’ll be in danger of losing the battle.”

Amy explained how her approach to opening new retail outlets combines traditional and thorough adherence to project management principles with an acute awareness of the human factors involved. The three ‘legs’ of project management, time, quality and budget, all had to be carefully balanced and the implications of doing or not doing something under one heading usually had a knock-on effect on at least one of the other ‘legs’.

Amy suggested that these implications need to be understood and the ramifications explained and agreed with the stakeholders – which in many cases for Ableworld include franchisees who have invested several tens of thousands of pounds in an Ableworld franchise. Amy shared her five top tips for managing the opening of a store. Plan, plan, plan, communication, be prepared to change the plan, keep a calm exterior and ‘keep going’.

Amy’s also talked about the importance of controlling a growing company. Nobody, she said, likes excessive rules and regulations, but without policies and procedures it is very difficult to keep everybody focussed and pointing in the right direction. She said that balancing the desire for growth and the need for innovation with sensible controls, without creating undue pressure and excessive bureaucracy are key to making sure the “Even if you have business continues to go forward whilst communicated clearly, given as the same time everyone the support they controlling potential operational risks. need, and the product is Amy’s presentation absolutely faultless, you will and enthusiasm showed that she still have a period of unrest” clearly enjoys her multi-faceted role and judging by the ambitious plans of Ableworld she is likely to be kept very busy ‘managing and developing retail growth’ over the next few years.

The website for Ableworld is at www.ableworld.co.uk

Does advertising in THIIS work?

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 8 www.thiis.co.uk

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

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Stuart goes back and gives back Stuart Dunne, Managing Director of Cyclone Mobility, has appeared on a new BBC documentary series, Going Back, Giving Back.

In the programme, presenter Aled Jones accompanies someone on a journey back through their personal history as they seek out a way to ‘give something back’. The benefactors are ordinary people with an incredible story to tell.

The programme takes people with life changing moments back to a time when there life was turned upside down, and matches them with someone that has recently gone through something very similar.

Stuart told us: “It has been an amazing journey, and when you condense my 31 years post injury into 45 minutes it really does bring home the facts of life with a spinal cord injury”.

Stuart was spinally injured at the age of 17 in a road traffic accident. In the programme, he goes back to the spinal unit that treated him postaccident. He then meets Susan, who recently became spinally injured whilst out running when a tree fell on her.

After hearing how frustrated Susan was that she could no longer be as active as she was before her accident, Stuart presents Susan

10 www.thiis.co.uk

with a hand bike attachment which will enable her to get out and about and exercise once again.

After the programme, Susan wrote: “This wonderful piece of equipment has had such a positive impact on my life. I’ve always endeavoured to “When you condense my maintain a positive 31 years post injury into 45 outlook, but I was struggling to find an minutes it really does bring activity which could home the facts of life with a give me what jogging had always given spinal cord injury.” me. I’ve relished the freedom this bike attachment provides. It has helped to move me forward, to boost me physically, emotionally and mentally.”

The programme, which is well worth a watch, was broadcast on October 6th at 3.45pm on BBC One. Stuart Dunne relived a difficult time in his life on the new BBC show

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Customer loyalty the key to 20 year battery success Easystart is a private family owned company based in Northamptonshire. Formed in November 1996 by Trevor Horner, the business was established initially to sell car and other starter batteries. However, the company soon diversified in to the cyclic and electric vehicle battery markets.

Trevor had a very simple reason for setting up the business as he told us: “I started Easystart because I didn’t like the way my previous employer was taking his business, it was all wrong and not customer focused.”

Trevor began supplying small local businesses with just a van and a small amount of stock.

Twenty years later, Easystart is now one of the leading battery wholesalers in the UK and Ireland, and continues to supply local business as well as nationwide companies.

Now well established in Corby, the company has added to its distribution network by opening branches in Manchester and Belfast. Easystart Manchester opened in 2010 and Easystart Ireland opened in September 2015.

12 www.thiis.co.uk

It was 12 years ago that Trevor started to look for a reliable AGM and GEL battery supplier to service the cyclic market. A chance meeting at a trade show in Belgium bought Easystart and Haze together and ever since 2004, Easystart has been the sole distributer of the Haze brand across the UK and Ireland.

Trevor told us: “For the past 12 years the Haze factory has manufactured standby and cyclic batteries for us and year on year Haze has improved its range, quality and manufacturing processes. No one range of batteries illustrates this improvement more than the EX range of AGM batteries. In 2014 Haze delivered the first pallets of HZB-EV12-18EX’s to us with the promise that the battery would perform 46% better than its

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predecessor. As soon as the batteries arrived, I put the battery to the test and true to form; they did exactly what it said on the tin.”

He added: “The EX range has been extended across five part numbers but the manufacturing process has also been implemented across the whole range, with cyclic batteries showing higher amp hours than any of the next nearest competitors. For the mobility market, this simply means, the battery will last longer and the scooter or chair will travel further.”

Trevor is also a fan of the GEL range of batteries that Haze supply too. “The gel technology is harder-wearing, will take greater abuse over longer periods of time and will cycle up to 30% more than an AGM equivalent.

Haze has always produced a 100% gel battery, something not many manufactures can boast and therefore the quality is what you’d expect of the factory with so much experience.”

When asked what are the key things that he thinks has helped Easystart grow over the years, Trevor says: “Customer loyalty has been very important to us and we focus very much on good customer service. Alongside that, being able to supply quality products and have them available when the customer needs them has been really important. I also believe that we

are able to give great technical advice which is appreciated by the customers. All these things combined have been the things that have helped us grow over “We are still selling to a lot the past 20 years.”

Trevor added: “We of the same customers these are still selling to a lot days as I did when I first of the same customers these days as I did started in 1996” when I first started in 1996. That proves our model has been a good one up to now and stands us in good stead to grow even further over the next 20 years.”

For more details of the products, contact Sales Manager Katie Horner by email at Katie@battman.co.uk or call 01536 203030.

Wheelchair Access Baths and Bariatric Baths The Oakham range have the largest outward opening doors on the market, making it easy for wheelchair users to slide across onto the seat. With 3 sizes and 3 specification levels a new era has arrived for customers who previously could not get into a bath without hoists etc.

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DEALERS WANTED! Moorings Mediquip are keen to extend their network of Special Tomato dealers in all areas of the UK. Enquiries from end users would be directed to Dealer Stockists.

Interested companies should email our Dealer Manager colin@mooringsmediquip.com for an Information Pack.

Moorings Mediquip, who have been trading for some 25 years in the Healthcare market, are the exclusive distributor in the UK and Ireland for the Special Tomato range of paediatric equipment.

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Focus

Recruitment If you are looking to fill a position, then it’s tempting to take a look at your competitors to see if there is anyone who might fancy a change. Here Alastair Gibbs of TPG DisableAids points out some of the frustrations when you are going through a recruitment process…

Is poaching the best way to cook your goose?

Recruitment of staff is never an easy thing for companies to do.

There are a number of processes to go through in the first place to ensure the company really needs the extra capacity, and that means taking a really close look at your current processes to make sure you are fully utilising your current resources, and there is no slack time that can be employed.

When you are happy that you are working as efficiently as possible and the correct people in the correct department are carrying out the task at hand competently and with no further potential for extra, then it is time to look for expansion by recruitment.

Then there is the selection itself.

There are a number of valid methods of advertising for new staff, each of which will have a cost. Some of those costs are obvious, the advert cost, the fee charged by an agency or the time spent finding applicants.

There is also a whole raft of additional indirect costs that, depending on the job role, can be very significant.

For an extra engineer he will need significant training time and quite possibly a vehicle and some tools. For a sales person they will need a vehicle, phone, laptop or tablet, clerical support, etc. All of which, when added to a salary and company pension and employers National Insurance contribution, can cost upwards of £100,000 per year.

To support that cost at typical net margin levels of 15%, you will need to make an extra nearly £700,000 of sales just to be in the same place as you were without the extra salesperson.

On top of all of this there can be other costs which are not so obvious.

Let’s say you consider looking at the staff currently employed by your suppliers, your customers or your competition. There appears, on the face of it, some attraction to taking someone who already knows the

16 www.thiis.co.uk

products or service that you want to sell. They will have experience and contacts which would reduce your ‘lead in’ time significantly. However, what about the hurt or ill feeling that you cause to the company from whom you poached the staff member? What implications are there for using confidential information that has been transferred to your company in contravention of that staff member’s contract? That company are clearly well established and with a good reputation, if they weren’t you would not want their staff.

One of two things is likely to happen.

One - They let you have the member of staff with no resistance because they were not perhaps as good as you thought they were, and you will not find out until they are your problem that they were just riding along on the success of the original company and they are likely to come with some considerable baggage.

Or, two - The original employer fights tooth and nail to keep the valued member of staff. The obvious repercussion of this is that they will no longer be keen to trade with the company who tried to poach their staff member. It may well mean that you actually loose one of your valued customers / suppliers and that makes the attainment of that extra £700,000+ turnover even harder to achieve.

Either way ‘Your goose is cooked’.

Maybe, next time, consider bringing in talent from outside of the industry that has no preconceptions and is receptive to fresh ideas. Sales skills and engineering principles are very transferable between industries but ill feelings last a long time. In an ever expanding marketplace it is inevitable that our industry will need more talent. So bringing in talent from alternative industries or taking on apprentices, with Government funding incentives, makes an awful lot of sense.

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Why bother? Trade Days audience is challenged over social media David Glenwright, Head of Training Services at JC Social Media, used his session at Trade Days to pose a very simple question about Social Media – why bother?

“It’s the most important question about social media that nobody is asking” he told the audience of retailers and suppliers.

Last year David was at the show presenting a session that debunked three popular myths about social media. He told us: “It’s clear that social media remains a priority for businesses in the sector and that it still represents some challenges for marketers.”

This year he shared some top tips for getting the most out of social media for your business.

First and foremost of these tips was identifying the right social media platforms for your business, something that David says far too many organisations skip when setting up their social media presence.

“It’s easy to understand why they do it” he said, “with over a billion active users every day it can be tempting to make straight for Facebook.

The truth however is that different audiences exist on different platforms, and those that use different platforms will use them in very different ways. For example, a sales manager for a wheel bearing manufacturer with a passion for photography may use LinkedIn to actively identify customers and generate new business; whereas on Instagram they never mention their job, opting instead to share landscape photographs.”

David added: “Understanding where your audience is in the social media landscape is undoubtedly an important task, and one that should be undertaken early on in the process of shaping your social media strategy. However, there is an important question that needs answering before you even consider your plan of attack – why are you using social media at all?”

David says he regularly asks business owners why they’re using social media and that the answer from an alarmingly high number of them is simply, ‘because that’s what everybody else does, social media is everywhere’.

“It is true that social media today is bordering on inescapable for many of us” David suggested, “but that alone is insufficient reason to invest time and resources in developing your presence.

Understanding why you’re going to invest in social media is crucial because that reason should underpin your entire strategy.”

18 www.thiis.co.uk

David gave an example of what he meant.

“If you want to use social media to raise awareness of an issue, your content strategy will be built around identifying and sharing key facts relating to it. However, if you’re looking to use social media increase online sales, your content will instead be designed to direct people towards your online store.

Adopting a clear, stated objective on “With over a billion active social media provides your content the users every day it can be direction that it needs tempting to make straight to be successful. Also, you’ll be better able to Facebook” measure the success of your campaign effectively if you have a relevant goal to measure against.”

David’s advice? “Before you post your next update, ask yourself a simple question – what do you want this post to achieve?

David Glenwright is the Head of Training Services at JC Social Media, an agency offering a range of bespoke management, training and auditing services. You can follow them on Twitter @JCSocialMediaUK

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round up

Molten Rock ceases trading Molten Rock Equipment Ltd is no longer trading. Commercial Director, Chris Swift issued the following statement.

“Molten Rock has ceased to trade. The Directors had planned to wind the company down and fulfil all existing orders before closing – Unfortunately this is not now possible and we are forced to progress to winding up through insolvency.”

“We are searching for a new home for the BOMA7 product, including ongoing technical and servicing support. The Boma all terrain wheelchair concept will now be sold together with other assets of the company. We believe Boma represents a great opportunity, with wider European and North American markets not yet exploited. There is certainly the chance to build sales rapidly through export. We believe success

will come from Boma working as part of a larger organisation with shared overheads reducing costs.”

Expressions of interest in purchasing the assets of the company should be directed to Robin Tarling of Bridgewood Financial Solutions Limited. Call 0115 871 2901 or email robin. tarling@bridgewood.co.uk

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

Disability Needs add Product Specialist From left to right: Lorna Blighton, Simon Robinson, Luke Fitton and Daniel Fenby

Stiltz doubles sales team Stiltz Lifts has doubled the size of its sales staff in the North and moved its operations to a new base in West Yorkshire.

The domestic lift manufacturer opened a northern office in Leeds city centre in January 2015 to, it says, place it in a strategically important part of the country.

Since then, Stiltz Lifts has opened a new 15,000-square foot central Midlands office in Kingswinford, West Midlands which acts as its headquarters and main home lift assembly and warehouse.

There is also a Southern office in Wokingham.

According to the company, the decision to double its sales team at its Northern Office from seven to 14 and move to larger premises in Guiseley, on the edge of the Yorkshire Dales, follows rapid growth within the last two years.

The company has also recently launched Lifton - a new premium home lift brand – and sales consultants have been brought in to provide additional sales support for this new product.

The Northern office continues to be headed up by industry specialist Michael Loftus, who has more than 20 years of experience in the mobility market. His previous roles have included National Sales Manager for Acorn Stairlifts.

He was a founding Director of Companion Stairlifts and also UK Director at Handicare.

Stiltz Lifts Director – Commercial, Lachlan Faulkner said: “The expansion will also help us service our growing trade and referral customers in the region.

For more details, call 0844 870 9087.

Disability Needs has added William McKeown to its team as Product Specialist for the Mobility and Moulded Seating Department in the Belfast office.

William previously worked as a Medical Technical Office in the Regional Disablement Services at Musgrave Park Hospital and brings a wealth of knowledge about clinical assessments for special seating including both powered and manual wheelchairs. William can be reached at william@disabilityneeds.com or call 028 90 74 5333.

New Sales Director for Disability Needs Disability Needs has appointed Leighton Farley as its new Sales Director. He joins from Sunrise Medical and JCM Seating Solutions where he was Sales Manager for the whole of Ireland for the past four years.

With over 6 years’ experience in the industry, the company says that Leighton can offer vast product advice regarding its extensive mobility and specialist paediatric seating products.

Commenting on the new appointment, Mark Spottiswoode, Managing Director said “Leighton brings valuable direction and knowledge and will be an asset to the management team.”

To contact Leighton call 07830 232306 or email leighton@disabilityneeds.com 22 www.thiis.co.uk

Make it personal with a branded catalogue It’s not all about online when it comes to retail and people still like to browse through paper brochures and catalogues.

If you have been considering producing your own catalogue but have been put off by the cost, then Patterson Medical can help.

Alex Claypole, Marketing Communications Manager explained: “Costs can be high when you are looking to produce something that shows the full range but by using our personalised catalogue, designed especially for retailers in our marketplace, you can boost your company profile and increase sales.”

The A4 personalised catalogue has 56 pages, divided into nine categories and includes 850 of Patterson Medical’s best-selling products, with no reference to their company.

Alex added: “There are several customisation options to choose from including a branded front cover, an A5 order form insert, or an extra four page wrap around. If a retailer prefers the catalogue to be unbranded, then they can opt for the ‘Making Life Easier’ stockist catalogue.”

For further information, contact your Patterson Medical Sales Representative, call Customer Services on 03444 124 330 or email alex. claypole@pattersonmedical.com

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

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| sales@romamedical.co.uk

round up

New bathing showroom opens Essential Bathing has become the UK distributor for the Oakham range of walk in baths from OASIS. David Barfoot of Essential Bathing told us: “The baths are extremely well built, offer a huge range of optional extras and are designed for wheelchair access and bariatric users. We now have a large stock in UK for immediate delivery.”

David says that the baths can be seen at the OT show in November or at a showroom in Oakham, Rutland. “I am most impressed with the build quality and the range of optional extras that are available on the baths” David added. “They were originally designed for the American market and sell in large quantities over there, hence the larger size options available and the weight limit of 35 stone for the bariatric market.

Call David for more info on 01664 474603. The website is at www.essentialbathing.co.uk

New castors website Eurocastors has launched a new website featuring the new Star Economy Range catalogue with a competitively priced range of castors.

They are available in different wheels including plain/ball bearing and electrically conductive. Bolthole or top plate fittings are available as well as swivel, fixed, braked and directional locking. Hygienic stainless steel castors and central locking bed castors are also available. Eurocastors is now also taking payment by paypal.

The website is at www.eurocastors.co.uk

26 www.thiis.co.uk

CR

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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

round up

Top track 250 entry for Acorn Acorn Stairlifts featured in the annual Sunday Times Grant Thornton Top Track 250 league table.

The company now manufactures more than 60,000 stairlifts a year, exporting to more than 80 countries around the world. Two-thirds of its revenue now comes from export sales, including the booming USA market.

®

We can offer you:

 A recognised brand that is respected in your market  Repeat business from loyal customers who rely on our footwear

Cosyfeet is the UK’s leading supplier of footwear for swollen feet This_Magazine_August_2016.indd 1

28 www.thiis.co.uk

 Potential customers via our website which has over a million visits every year  Easy ordering and quick delivery

For more information contact Katie House on 01458 449060 or email katieh@cosyfeet.com

www.

mmended co by over

11,000 alth l ProHe a fession

s

Do you want a well-known brand to draw people into your shop? Why not become a stockist

Re

The Top Track 250 ranks Britain’s private midmarket growth companies according to their latest sales figures.

Acorn is number 183 on the list, with sales of £149m and an operating profit of £17m.

 Excellent point of sale support  Product training and range advice

®

.com 03/08/2016 15:11

The new Terry Lifts Lead Referral Scheme can earn you

a reward of up to £1,250 for each Lifestyle Lift referral you provide Terry Lifestyle Home Lift

A Lift to Future Proof a Home 3 Winner of the Independent Living Design Award 2015 – BHTA Awards

3 CE-marked and BS5900:2012 compliant where applicable

3 Certificated to the EU Machinery Directive for a lift travel above 3 metres (legal requirement)

3 Fire and smoke protection between the floors whether the lift is in the up or down position

3 ISO9001:2015 certificated UK manufacturer

Send us a sales lead today and earn up to £1,250 for a confirmed Lifestyle Home Lift order or 5% of the quoted price for other Terry Lifts products.

All you need to do is send us the contact details of the lead and we will do the rest for you.

0800 247 1811 today for more information

Call: w: www.terrylifts.co.uk

e: sales@terrylifts.co.uk

w

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 November 30th 2016 unless otherwise stated.

££

Two Free Home Delivery Smartphone Apps (worth £750)*

Deal on offer...

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

Right Handed Ergonomic walking stick – £3.49 each or box of 10 for £29

*Requires Windows Smartphone. Order before end November 2016 to qualify.

Free delivery with your first order of 4 batteries or more!

Contact Easystart on 01536 203030 or sales@easystartbatteries.co.uk

Trade prices for new product Introducing the TailorMade; a high back chair with a variety of options providing a comfortable yet stylish chair to suit any customer. You can choose the back style, arm styles, size, fabrics and an optional foot stool.

For more information please contact us on 0800 037 3084 or email at us sales@niagarahealthcare.co.uk 30 www.thiis.co.uk

Free delivery Quote: ‘this sticks’ Call us on 0330 311 6498 or email at trade@betterlife.co.uk

Free delivery from Putnams Free delivery with any Putnams trade order. No minimum order.

Quote “THIIS” Call 01752 345678 or email orders@putnams.co.uk

Free lunch and learn sessions Orchid Medicare are offering a limited number of free lunch and learn sessions based around specialist bathing equipment and safer handling solutions.

If your company are interest in a tailored lunch time training session please contact Steve Whitehall at Orchid Medicare 01482 820333 or email swhitehall@orchid-medicare.co.uk

7

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*

NEW MONARCH

*

* ITALIAN STYLING

*

* CARRIES UP TO 21 STONE

To join our Growing Network of Approved Monarch Dealers Call Ian or Chris on

0808 102 2205

*

trade@monarchmobility.com

www.monarchmobility.com

round up Acorn rises to £20k challenge in record time

Steamline Wheelchair Service launches A new Wheelchair Service aims to provide a fully integrated service with all facilities under one roof for 14,400 London wheelchair users.

The new service is being hosted

by AJM Healthcare. A team of Service Users led by Alex Cowan and Greg Patton attended procurement meetings, reviewed documentation and assisted in the evaluation of potential suppliers Martin Dixon, CEO of AJM Healthcare, told us: “We are often asked at tender stage how will we involve users in the service after it goes live? But the answer is - it’s too late! The users should have been involved in the design and specification before it came out to tender.”

Martin added: “We have satellite clinics in Barnet, Wembley and Ladbroke Grove, we still have to maintain a local presence as we don’t want users to travel too far. As an integrated service, the wheelchair assessment will be done at the same time as the specialist seating assessment, with Rehab Engineers and technicians on hand to support and most importantly, the right equipment available for immediate issue.”

Gold plated supporter Classic Canes brand ambassador, Natasha Baker MBE, is pictured ‘backstage’ at the Rio Paralympics with her horse Cabral, along with one of her gold medals in the dressage events (she won three) and her Classic Canes union flag walking stick.

Classic Canes MD, Charlotte Gillan, told us: “Natasha suffers from Transverse Myelitis, a condition that has left her with permanent nerve damage and severe weakness in her legs. She always needs a stick to walk and is a very glamorous ambassador for our products. She has lots of different ones for different occasions including a Swarovksi encrusted one for evening events.”

32 www.thiis.co.uk

Staff at Acorn Stairlifts have hit their 2016 fundraising target for the local Sue Ryder Manorlands Hospice, with three months to spare.

Receiving a cheque for £20,463, Manorlands Senior Fundraiser Andrew Wood said it was the largest sum he had ever received in 10 years with the charity.

The money was raised by Acorn staff taking part in events such as the Keighley BigK 10K and the recent Paint Rush, as well as a host of in-house fundraisers. The photo shows Andrew Wood with Acorn fundraisers Gill Smillie (left) and Rachel Shaw.

Bed Care And Comfort Range

See Trade Catalogue Page 46-47 For Further Information Or Visit

www.able2.eu

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

round up

Roadshow returns to Stoneleigh Mobility Choice, the charity responsible for the Mobility Roadshow has announced that the 2017 show will take place at NAEC Stoneleigh in Warwickshire on June 1st to the 3rd.

According to the organisers, the venue has undergone considerable investment in improved infrastructure since the Roadshow was last hosted there in 2008, providing excellent facilities and opportunities for the event to expand and develop.

They say that all the traditional features of the show will be included, including the opportunity to test drive adapted and specialist vehicles on the Showground site and perimeter roads.

Award-winning events agency, Goose Live Events, has been appointed to manage the Mobility Roadshow on behalf of the charity in 2017. Goose Live Events has organised the Silverstone Classic, the Regent Street Motor Show and the London to Brighton Veteran Car Run. The website for the show is at www.mobilityroadshow.co.uk

Every Mattress Needs

T: 01254 619000 34 www.thiis.co.uk

Protection

E: enquiries@able2.e

www.able2.eu

0 re 2 16 m ca d G th 20 ha lth tan - 24 er ng b i ea s H on 3rd em irm e 2 ov B at w N EC m ho lti S N U .T he O tt e si Th Vi at am te

Quality . Excellence . Innovation

Please contact our team to receive our latest brochure or visit our stand G20 at The Occupational Therapy Show where we will be showcasing our wheelchairs alongside our new range of beds and bathing solutions.

Bathing Solutions

Rotating Stand-up Bed

N-Line

Orbit

The Low Bed Tuba

Wheelchairs and Powerchairs Drift

T: 0845 644 8499 | E: info@ultimatehealthcare.co.uk | www.ultimatehealthcare.co.uk HealthcareProA5Ad1.pdf

1

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10:29

round up

Largest ever launch for Etac The Etac Group launched a number of new products at Rehacare this year. The Etac and adjacent R82 exhibition stands showcased the latest Etac, R82, Convaid, Immedia and Molift innovations, with 12 new products across the various group brands.

Etac CEO Torben Helbo hosted a launch lunch on the stand and spoke about the new products including Ability Based Seating which the company says delivers pioneering levels of postural support through advanced bespoke back support and wheelchair configurations.

The company has also introduced the Star air cushions to the range.

Torben said: “Our brand proposition is now so diverse we are able to deliver a more holistic approach to assist carers and professionals.�

Kitchen surveying service AKW is helping housing associations with a free expert kitchen surveying service.

Research conducted by the Smith Institute suggests there will be 170,000 more residents with mobility problems in addition to 45,000 more with serious memory loss problems living in housing association properties by 2034. AKW works with housing associations to ensure their kitchens are accessible, safe to use and tailored to the current and future needs of tenants. Its free surveying service to specifiers also takes into consideration the varying requirements of households with multiple occupants, creating inclusive spaces that are suitable for all.

More details on 01905 823299. The website is at www. akw-ltd.co.uk

Retail Mobility Insurance For flexible commercial insurance tailored and competitively priced for your business.

Call us now on:

01476 513789

Mark Bates Ltd t/a Premier Care are authorised and regulated by the Financial Conduct Authority, F.R.N 308390

36 www.thiis.co.uk

Reputation Matters.

NEW: Watch us on

T: 01905 774695 nexusdms.co.uk/trade sales@nexusdms.co.uk

youtube.com/nexusdmsuk

From the Trade Days showfloor

Striking a pose at Trade Days The THIIS Stand hosted the Photobooth at Trade Days this year, when plenty of people stopped by to get themselves a professionally taken pic that they can use in future promotions.

Here’s are just a selection…

THE MONEY SHOT – £495.00 PRIZE ANNOUNCED

Congratulations to the team from Alert-iT who won the competition on the PhotoBooth. They now have a free advert in THIIS magazine, worth £495.00 to promote their products. Alert-iT specialises in the design, production, distribution and support of care alarm systems.

TGA StrongBack and Wheelchair Powerpacks – the perfect B SELEST powered partnership COMLING BO !

1445TGAad.newstripNov16v1.indd 1

38 www.thiis.co.uk

‘P PROLUS’ P 32S ELS T!

01787 882244

sales@tgamobility.co.uk www.tgamobility.co.uk

STRONGBACK + POWERPACK = MORE SALES OF BOTH!

Team of the Year

20/10/2016 09:34

www.thiis.co.uk 39

New stock management system for TGA TGA has strengthened its stock management procedures so that more products and spare parts are available at greater speed.

The improvements are being spearheaded

by Bob Bingley, TGA’s new Senior Stock Controller/Replenishment Manager. Bob brings over 25 years of stock management experience to TGA with expertise gained in the FMCG, food and arable sectors.

The company sources quality components from a worldwide market however lead times and quantities can vary considerably. Bob is implementing advanced techniques to ensure lag periods do not affect onward supply in the UK. Bob told us: “Optimising stock management is never a perfect science as there are always countless variables that cannot be controlled.

However, it is my job to ensure the availability of parts and products is the best it can be for our retailers irrespective of circumstances.

Continually analysing forward demand data is critical for me so that I can attempt to predict

Bob Bingley is heading improvements at TGA

future needs. These can be affected by many factors such as seasonality, market trends and new product developments. The aim is to have the right product, at the right place, at the right time.”

Outside of TGA, Bob is a school governor “The aim is to have the right and has enjoyed paraproduct, at the right place, at motoring for over five years. Para-motoring the right time” is a motorized version of para-gliding which involves flying at altitudes up to 10,000 feet with a paragliding wing and an engine and propeller strapped to his back, held up only by a few bits of string.

The website for the company is at www. tgamobility.co.uk

British Made

British Design

Free Display Stands - Premium Packaging

FREE Trade Pack 40 www.thiis.co.uk

No Minimum Order - Lengthy Guarantees

PROTECTION PROFITABILITY

TE C H N O LO GY

ULTRA PROTECTION

ODOUR CONTROL COTTON FEEL

PERFECT FIT & COMFORT

SUPER DISCREET

DON’T LET ANYTHING STOP YOU

C O N TACT U S TO B E C O M E A STO C K I ST Email salesandmarketing@ontexglobal.com to find out more www.id-stockists.com

New dealer for Quantum Rehab Quantum Rehab has appointed LC Seating as an approved dealer for Ireland.

Senior Director of International Sales Tim Murphy told us: “LC Seating’s professionalism and understanding of seating and positioning is of an extremely high standard, along with their exceptional service and a fantastic reputation throughout Ireland.”

He added: “Their attitude towards promoting and clearly demonstrating the clinical benefits of

5 Banner Waranty.indd 1

the Quantum Rehab range fits perfectly with our ethos.”

LC Seating has 8 years’ experience in the marketplace. MD Luke Conway said: “The Quantum Rehab range adds another dynamic to our product portfolio.”

For more information regarding LC Seating call +353 71 91 63905 or visit www.lcseating.ie

year warranty on mobile hoists

42 www.thiis.co.uk

We are so committed to quality, that we now offer a 5 year warranty on our bestselling mobile hoists.

Please contact us for more information on 01656 776222

www.invacare.co.uk 27.08.15 10:25

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Retailer expands with access and ramp division Mobility Scotland Ltd in Glasgow has added a new dimension to the business with the Access and Ramp Division.

A new showroom has been developed to focus on the range and includes everything from threshold ramps, loading ramps, suitcase ramps to Multi-configurable options. The company also offers different configurations of a recyclable modular ramp system, as well as step units and new innovative rail systems from Easiaccess.

According to Operations Manager, Billy Finnie, fundamental to the new venture is a key partnership between Mobility Scotland and Easiaccess which sees the retailer become brand and product ambassadors across central Scotland. “We are showcasing, surveying, installing, maintaining and recycling the products” Billy told us. “Huge efforts have been made on both sides to ensure we have the training, awareness and ongoing support to allow us to hit the ground running, delivering access solutions to many of our customers.”

Billy added: “As we approach our tenth anniversary we’ve celebrated success in many areas and there have been significant milestones and landmarks along the way. In 2010 the business was named BHTA Retailer of the Year. We had local authority tender success in 2011, opened our new Hearing Clinic in 2014 and gained Motability Partner status in 2015.

All these achievements have helped us move forward shaping the business into what has now become a truly value adding, customer centric organisation. We now believe that there is a

44 www.thiis.co.uk

Billy Finnie believes the move to open a ramp division will help the company grow further

fantastic opportunity in the ramping marketplace to provide solutions both in the home and public environments.”

When we were looking for a new business opportunity we first identified a product range that offered a really good fit with what we currently do and could help us to move into new market sectors. We also looked for a supplier that not only had the products, but could also offer the support too. Easiaccess has excellent people and processes that enable us to go to the market confident in the knowledge that products, support and service are all in place.”

Billy is upbeat about the future. ““We are gearing up for another successful year and, with the ramps on board, look forward to more opportunities to provide the right products for our customers. I’m “We now believe that there is confident that, when we look back in a few a fantastic opportunity in the years’ time, the new ramping marketplace” Access and Ramp division will have proven to be another successful milestone in our development.”

The website is at www.mobilityscotlandltd. co.uk. Call 0141-7750396 There is also a YouTube video for the company at https://youtu.be/N1LeAvLWAzE

The NEW Ultra Lightweight Foldable Powerchair...

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EXCLUSIVE WINTER OFFER!

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This is the ideal powerchair for the frequent traveller looking for a perfect combination of indoor manoeuvrability and outdoor performance. With a weight of just 25kg (3st 13lbs), you won’t struggle to lift the Foldalite into the boot of your car. The joystick is remarkably user-friendly and can be fitted to either armrest depending on your preferences.

Speed

Range

Battery Size Max Weight

The Foldalite Pro offers an upgrade to the standard Foldalite, featuring a larger frame as well as a sophisticated suspension system to make journeys on rough terrain as comfortable as possible. Combining a smart design with a comfortable setup, the Foldalite Pro is perfect for the frequent traveller looking for indoor control and outdoor performance.

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• Phone Holder • Flashlight & Holder • Cup Holder

Call 0800 011 6822 Email enquiries@motionhealthcare.co.uk

on the market

Walking boots for swollen feet Cosyfeet is now making walking boots and walking shoes suitable for patients with swollen feet, with two new styles for women and two for men. The 100% waterproof, windproof, breathable footwear comes in an extra wide fitting as standard (EEEEE+ for women and HH+ for men) and has a secure lace fastening which adjusts to fit a range of swelling.

The walking shoes (the Minnie for women and the Stanley for men) are roomier than they

look due to a sole unit which incorporates ‘hidden depth’. The walking boots (the Moose for women and Livingstone for men) also benefit from this streamlined construction, but have a deep collar around the ankle for added stability.

All four styles of walking boot and walking shoe feature a seam-free toe area to prevent chafing to vulnerable toes.

Call 01458 447275 or visit the website at www.cosyfeet.com

New pressure cushions from Invacare The Propad Revolve is Invacare’s latest cushion innovation, specifically designed for static seating applications in community and nursing care environments.

By incorporating the same, proven foam/fluid technology and materials used in the Flo-tech cushion range, the company says it is able to introduce a flat cushion with the purpose of providing high-level skin protection, mild positioning, and increased comfort to individuals at high risk for skin tissue breakdown.

Propad Revolve Si and Revolve V are versatile 3” cushions that can be positioned any side up without affecting performance and that reduce the risk of incorrect placement. The cushions are ready to use and require no setup or maintenance providing increased flexibility and saving time on seating preparation. Propad Revolve Si features a welded sac divided into

46 www.thiis.co.uk

foursections to prevent bottoming out and unwanted migration.

The Propad Revolve V has a 100% viscoelastic foam inner-layer, while the Propad Revolve Si includes a welded, non-temperature sensitive silicone (Si) fluid sac.

For more information please visit www. thinkclinicalseating.co.uk

WARRANTY

5YRS Y WA R RANT

The Hudson range

New to the Pride Mobility family is our range of British manufactured lift chairs. Teaming up with a UK Manufacturer has allowed us to bring you a range of highly adaptable chairs, with that classic unmistakable British quality.

Featuring a choice of 3 separate back support’s: Lumber, Lateral and Waterfall, the Hudson range offers out of the box comfort, allowing every user to find their perfect position.

Made in Britain

Tel: 01869 324600 | Email: sales@pride-mobility.co.uk Web: www.pride-mobility.co.uk | Ver: 1.0

Tweet of the month A great tweet from the guys at Kingkraft, pictured on the Vela stand at Rehacare.

www.movingandhandlingpeople.co.uk

The production of the massive chair was a real eye-catcher and showed the value of having something on your stand that stops people as they are passing by.

The company had a pair of stepladders on hand to get visitors into the chair and I would imagine that this tweet was just one of quite a few the company managed to generate during the show.

If you want to take a look at the normal sized products from the company, then go to www.vela.eu

MHPS17_Ad.indd 1

48 www.thiis.co.uk

Inspiring excellence in manual handling Wednesday 1st & Thursday 2nd February 2017 Croydon Conference Centre 5-9 Surrey Street Croydon CR0 1RG

The essential CPD-certified learning event for moving and handling people in healthcare y seminars on cutting-edge issues led by the UK’s best speakers y practical interactive workshops using the latest equipment y topics include bariatrics, dementia, falls prevention and paediatrics y focus on new legislation and CQC assessments Limited places so book now at www.movingandhandlingpeople.co.uk Early Bird discount available Disabled Living Foundation

Tel 020 7432 8006 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 8/17/2016 10:45:02 AM

AIRFORCE ONE Compressor Nebuliser

The AirForce One compressor nebuliser is a cost effective & reliable device for aerosol therapy at home. It’s compact, lightweight design and quiet operation allows it to fit into any home setting discreetly.

Code: MQ5900-UK Retail Packaged

0123

Engineered with the patient in mind, the high performance yet easy-to-use AirForce One offers the user an effective and simple drug delivery option. Designed to be durable for everyday use.

Telephone: 0845 0600 333 Email: sales@drivedevilbiss.co.uk Website: www.drivedevilbiss.co.uk

The AirForce One Includes the Evo Nebuliser.

The disposable Evo Nebuliser pack includes a nose piece, mouthpiece with exhalation valve, air tubing, adult and paediatric mask, five filters and an instruction manual.

Infection control company franchise expansion Infection control company and franchisor, Bio-Rite has announced the appointment of new franchisees.

In Cambridgeshire, Bedfordshire and Northamptonshire, Paul Smith has taken on the franchise to provide Bio-Right’s range of decontamination services to help clients including the NHS and care homes tackle common threats like MRSA, C.Difficile or Norovirus for the benefit of patients in the region. Paul was a sales manager in the electronic office supplies market and also previously worked at Xerox for nine years.

Blandine Hosker, has taken over the Hertfordshire and Buckinghamshire territory.

Blandine is multilingual has a languages degree plus a degree in macro-economics, originates from Palaiseau, near Versailles, Paris. She has been a franchisee since 1995 running a cleaning company which grew to have 900 domestic clients and which she sold.

Paul and Blandine will be offering BioRite’s new mobile decontamination service which enables the immediate and effective decontamination of mattresses and used care equipment in a specifically designed, mobile hydrogen peroxide chamber.

Bio-Rite has over 40 years’ experience in decontamination and infection control management and is currently recruiting franchisees on a nation-wide basis. It’s community care equipment decontamination service treats over 250,000 items of healthcare equipment each year from its facility in Alton, Hampshire.

For more information, visit www.bio-rite.com/ franchise

Mobility Bed Rail

An ‘Exclusive’ Range Of Quality Bed Rails www.able2.eu 50 www.thiis.co.uk

E: enquiries@able2.eu

T: 01254 619000

al

Fill your showroom this Autumn with the Wonder f l

Frontier

one of the most practical scooters in todays market!

Up to 21 stone weight limit Maximum speed 8mph Up to 25 mile range* Leaf spring suspension Available in Black or Red Available with rain canopy

Call now & order today for your showroom. a i l ab on

le

Av

*based on the 55Ah batteries

0800 252 614

sales@electricmobility.co.uk electricmobility.co.uk

round up Teams merge The BES Rehab and DCS Joncare sales, marketing, and customer service teams have merged.

In the new structure, BES Rehab now has a Director of Rehab, Ian Bickerton. The company says that, with over 15 years of Sales and Marketing experience, Ian will play an important role in linking sales and marketing strategies.

Under Ian’s management, BES Rehab has four Assistive Technology Specialists (ATS), two Assistive Product Sales Managers, a Business Development Manager (BDM), and a Regional Sales Manager, covering the UK. For more information, call 01179 666 761 or marketing@ bescorporate.net

52 www.thiis.co.uk

Illuminated Illuminated Footplate Footplate

Active Active Seat Seat

Slidre Slidre Track Track

Voice Voice Connect Connect

on the market Turning and standing support The Turner PRO offers patient turning with standing support. Simple adjustments change the height of the handle and leg support and it has a maximum SWL of 200kgs.

The design encourages natural standing and sitting movement for the user and it enables a good posture and minimises the risk of injury for the carer when transferring.

Call 0121 561 2222 or visit www.etac.com/uk

New Through Floor Lift The new Libretto Through Floor Lift from Terry Lifts is simple and quick to install.

There are three models available for use with or without a wheelchair with a full-height glass door on every model. There is an automatic folding ramp (S & LW models), powered door option (S & LW models) and fire and smoke protection Call: 0333 241 2143, email sales@terrylifts.co.uk or visit www.terrylifts.co.uk

Portable hoist from Ergolet The Flex-Lift is a truly portable folding hoist aimed at the disabled traveller.

The Flex-Lift goes into two wheeled holdall bags that fit into the back of your car, or you can check it in as airline baggage. When not in use, it folds up flat against a wall or in a cupboard – ideal for when space is tight. When in use, the Flex-Lift doesn’t compromise and is every bit a working hoist.

Assembled in just a couple of minutes, the Flex-Lift requires no tools.

Call 0161 477 7900 or visit www.ergolet.com 54 www.thiis.co.uk

Excel Sportrek The Excel Sportrek is our latest, 8mph class 3, mid-size mobility scooter

Height adjustable headrest

Easy to adjust captain seat.

Adjust the height, depth and backrest angle to suit your needs.

Our fully adjustable tiller section coupled with our depth adjustable seat means the optimum driving position is only a moment away

The existing foot board, plus the newly added anti-scuff rubber matting on the front shroud means the legs can be extended for total ride comfort.

Bright, modern LED lights use less power while increasing visibility.

Front independent & rear mono-shock suspension systems means the Sportreks ride quality is unparalleled.

All new dashboard with multi-function LCD screen showing speed, time, distance travelled, temperature, maintenance reminders and remaining battery level.

Total width: Total length: Seat width: Seat height: Speed: Batteries:

65 cm 120 cm 46 cm 41.5 - 46.5 cm 8 mph 4x 22 Ah premium batteries

www.vanosmedical.com

Charger Wheelbase: Ground clearance: Total weight: User weight:

The battery location means the Sportreks balance and stability are greatly improved

5 Ah 88 cm 12 cm 127 kg Max. 136 kg

Colours:

Complies with: EN12184

Due to the battery location we have been able to add a lockable under seat storage compartment.

Van Os Medical UK Ltd. Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire LS25 6PJ 01977 681400 sales@vanosmedical.com

Showroom addition for Horizon in expansion move Having moved premises some 12 months ago to a new home in Tewkesbury where a range of off road heavy duty mobility scooters are produced, Horizon Mobility has opened its first showroom.

The 1,500 sq ft Tewkesbury Mobility Centre, which includes a training room, was opened

by World Champion Paralympian and TV personality Scott Jones, a long-time customer and supporter of the company.

Company Director Graham Billcliffe told us: “A major area of development for us has been in the provision of high quality manual and powered wheelchairs on a national basis from brands

56 www.thiis.co.uk

such as Sunrise, Pride and Meyra. Our unique assessment and trialling facilities have ensured that incorrect prescribing is virtually eliminated.�

Graham says that, whilst the move was initially spurred on by the growing rental operation, which includes off-road scooters, retailer sales has also proven important to Horizon.

The website is at www.horizonmobility.com.

A new showroom and more space are important for future development

diary dates

Exhibition Diary November 14-17 2016 – Medica – Dusseldorf. www.medica.de

February 15 2017 OTAC (Occupational Therapy Adaptations Conference) - Osprey Hotel and Spa, Dublin, Ireland. www.otac.org.uk or call Sally on 02921 900402

November 17 2016, EventCity, Manchester - Kidz to Adultz Up North -www.disabledliving.co.uk/Kidz/North

February 28 – March 1 2017 – Medtrade Spring - Las Vegas - www. medtrade.com

November 23-24 2016 – The OT Show – NEC – www.otshow.co.uk

March 28-30 2017 - Naidex National – NEC – www.naidex.co.uk

December 7 2016 - (OTAC) Occupational Therapy Adaptations Conference - Hilton Hotel, Newcastle Gateshead, Newcastle Upon Tyne. www.otac.org.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

January 30-February 2 2017 - Arab Health, Dubai. www.arabhealthonline. com

September 20 2017 OTAC (Occupational Therapy Adaptations

November 1-3 2016 – Medtrade, Atlanta. www.medtrade.com

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

Book your place... ...with the best in Britain’s Healthcare Industry at The British Healthcare Trades Awards Dinner 2016.

To book your table or place, E-mail Nigel Woods at: nigel.woods@bhta.com

Thursday 1st December 2016 etc.venues, 155 Bishopsgate, London EC2M 3YD

The Bathmaster

Deltis Bathlift Range

•

Lightweight construction

•

Simple to install

•

Compact frame

•

One hour battery charge

•

Service free motor

•

Durable comfort covers

•

Robust components

•

Optimum transition speed

4 year guarantee Introducing the Bathmaster™ Deltis Premium

Up to 14 lifts from each charge Up to 14 lifts from each charge Up to 14 lifts from each charge Demo Unit Available*

Same outstanding performance as the original Bathmaster Deltis; even more comfort!

• Luxurious pads cover entire seat and backrest • Built-in anti-microbial protection • Machine washable pads • Durable and easy to maintain

Bathing made easy *Subject to availability. Contact your ASM for further details.

Contact your Patterson Medical Area Sales Manager or our Customer Services Team on

Tel: 03444 124 330 | Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk

on the market

New Jazzy’s from Pride The new Jazzy Go Chair has, according to Pride Mobility, been re-engineered from the ground up, offering a sleek, bold new style available in an array of contemporary colours. It has enhanced performance and comfort, along with 5 piece disassembly. There is an increased weight capacity of 21 stone 6 lbs.

The Jazzy Air’s advanced suspension provides unique stability in raised and lower positions. Users are able to drive safely at 3.5 mph fully elevated

Antimicrobial solution BioClad has launched a new BioPod IPS Unit which is the world’s first antimicrobial modular IPS unit to contain BioCote technology that is easy to install and arrives as a preplumbed and hygienically sealed unit.

BioCote uses silver ion technology which is proven to be effective in protection against all common microbes, including bacteria, mould and fungi.

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

60 www.thiis.co.uk

Drop foot solution Brace Orthopaedic has launched StepOn, a new unique range of innovative ankle foot orthoses (AFOs) for the treatment of foot drop. These AFOs are unique because they are articulated offering adjustable dorsiflexion assistance, while being off-the-shelf products.

The Step-On AFOs are extremely lightweight, made from a highly versatile polypropylene that can be easily heat moulded to shape and trimmed to size.

Call 0191 258 8944 or visit www. braceorthopaedic.co.uk/Step-On

POWER TRIPS

on the market New product and new webshop from R82 R82 UK has launched what the company describes as the revolutionary foldable Scallop seating system.

The Scallop is a lightweight and portable solution that assists children of all ages who require additional support when sitting on the floor or in a chair. It consists of a folding fabric structure and simple strapping that is adjustable and offers wrap-around ‘shell-like’ postural support for children with conditions such as Cerebral Palsy, Muscular Dystrophy and Spina Bifida.

The launch of the new Scallop coincides with the new Also4Me webshop. The new website provides easy ordering of the Scallop online and will be used in the future to provide products for children with mild to moderate disabilities.

Also4Me will be launched in the USA and other non EU countries at the beginning of 2017.

The webshop is at www.Also4Me.com

23rd 23rd and and 24th 24th Nov Nov 2016 2016 NEC NEC Birmingham Birmingham 23rd and 24th Nov 2016 NEC Birmingham theotshow.com theotshow.com theotshow.com

ENDLESS ENDLESSOPPORTUNITIES OPPORTUNITIESFOR FORYOUR YOURBUSINESS BUSINESS ENDLESS OPPORTUNITIES FOR YOUR BUSINESS Join Join the the UK’s UK’s leading leading event event created created forfor Join the UK’s leading event created for businesses businesses who who want want toto put put themselves themselves in in businesses who want to put themselves in front front ofof this this vital vital audience. audience.

Lead Lead forfor lead lead front of this vital audience. Lead for lead nono other other event event is is more more cost cost effective effective than than no other event is more cost effective than The The Occupational Occupational Therapy Therapy Show.

Show.

The Occupational Therapy Show.  Over Over 4,500 4,500 OTs OTs expected expected toto attend attend this this  Over 4,500 OTs expected to attend this November November November  Unrivalled Unrivalled opportunity opportunity toto educate educate aa  Unrivalled opportunity to educate a dedicated dedicated OTOT audience audience about about your your dedicated OT audience about your products products and and services services products and services  One One Occupational Occupational Therapy Therapy Show Show - your - your  business One Occupational Therapy business needs needs toto be be there! there!Show - your business needs to be there!

%% 79 79 % 79

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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

Focus

Successful selling In his first of two articles, Tom Courtney, Founder and Managing Director of Courtney Associates (Global) talks about ‘selling’ and the fact that whilst we obviously need a good product or service to sell, we mustn’t lose sight of the fact that people buy from people!

People buy from people Your product’s great, the market needs it and your company’s sales strategy is technically sound... but is this enough to gain a competitive advantage when you are in front of a prospective client?

One thing I have learned over the last 30 years as a ‘seller’ or indeed ‘buyer’ is that people buy from people.

Now don’t misunderstand me, if you don’t have a good product or service to sell then all of my following thoughts are worthless, however, I genuinely believe that if a buyer ‘likes me’ and my product or service, I may actually have the advantage over a competitor who the buyer doesn’t ‘like’ but who may have a better product or service than me.

When the concept that people buy from people and that it helps if the buyer likes you was shared with me 30 years ago I was ecstatic because I was an extremely likeable fellow – outgoing, friendly, charismatic, funny, a story for every occasion – what was there not to like?

Imagine my horror then in September 1997 when I received some feedback that my company failed in a bid for some work because the client didn’t quite take to Mr Courtney............”he was a bit flippant, arrogant and full of himself.”

Flippant, arrogant and full of himself!! Surely they meant quick witted, articulate and self-assured?

Some People!

After a few weeks in denial, I gave this matter a little more thought and realised that perhaps there was more to this ‘getting people to like you’ thing than first meets the eye.

It was at this point that I decided that a likeable person was in the eye of the beholder and dependant on the personality of the person you were trying to be liked by.

I felt therefore that a more objective, behavioural approach to this important area of sales should be taken.

I questioned myself that perhaps the term ‘people buy from people’ should be amended ever so slightly to ‘people buy from people who behave in line with how they like to behave’.

In other words, if we are trying to connect, influence and ultimately sell to people, perhaps we should understand what makes them tick and amend, adapt & align our behaviours to the person we are trying to connect with.

So in taking this forward, decided to try to understand what sort of people there are out there and I was able to identify that there are probably four main distinct types of people.

1. Forceful, Direct, Results Orientated People – I’m going to call them (D) People 2. Fun, Talkative, Outgoing People – I’m going to call them (I) People 3. Steady, Patient, Relaxed People – I’m going to call them (S) People 4. Precise, Analytical, Accurate, Detailed Oriented People – I’m going to call them (C) People Each of these people think, act and behave in a particular way, are motivated by different things and communicate and like to be communicated to in a variety of ways.

Our challenge when selling to others is to recognise what type of person we are dealing with and to adapt our behaviour in such a way as to build rapport, connect and influence them to buy from us. In essence we are now getting closer to getting them to like us.

We do this by using a Behavioural Profiling Tool known as DiSC. In my next article, we find out how we can recognise the different characters; understand what switches them on and off and how we can practically adapt our behaviours to theirs, by understanding DiSC in more depth.

For further information on any of the issues raised in this article head over to Courtney Associates Website on www.courtney-associates.co.uk

“My company failed in a bid for some work because the client didn’t quite take to Mr Courtney”

64 www.thiis.co.uk

Orchid Medicare –

Shower Trolly

q

GEL WHEELCHAIR & WALKING AID ACCESSORIES 100’s of quality instant solutions to your pressure care problems that are affordable and easy to fit.

We take away the pressure… …so YOU feel the comfort 01454 285071

E: info@gelovationseurope.com

www.gelovationseurope.com

Providing comfort & safety in medical healthcare

End rails and side safety rails provided, side rails with fold away mechanism.

Orchid Medicare rise and fall shower trolley is designed to provide safety and comfort for both carer and client, for washing and personal care and provides a dignified and efficient showering experience. The trolley has both end rails and side rails for patient safety, with the side rails designed with a drop down lowering mechanism to allow for efficient posture and safer transfers. The market leading 400mm height adjustment allows the carer to position the trolley at the optimum position for safer handling.

Waterproof removable mattress provides comfort and support two metres of 02“ flexible waste pipe for ease of drainage.

The waterproof removable mattress, made from easy clean 600gm PVC lacquered and polished polyester provides comfort and support while allowing easy cleaning.

Buffer wheels for added protection.

The trolley comes complete with a 2 metre of 02” flexible waste pipe easy drainage. The trolley has four total lock brake castors which are tested to 100 hours salt spray corrosion test fitted as standard.

Four total lock brake casters tested to 100 hours salt spray corrosion test fitted as standard.

Orchid Medicare Copenhagen Road, Sutton Fields Industrial Estate, kingston Upon Hull, East Yorkshire, HU7 0XQ. E - sales@orchid-medicare.co.uk T - 01482 820333

www.orchid-medicare.co.uk

20 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

• • • •

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.thiis.co.uk 65

jobs on offer

New Business & Sales Account Manager

New Business & Sales Account Manager

North of England

South of England

We are looking for a driven and experienced new business & sales account manager for the North of England, covering; Northern England, North Wales, East & West Midlands.

We are looking for a driven and experienced new business & sales account manager for the South of England, covering; London, South East, South West, South Wales across to Norfolk including Oxfordshire, Northamptonshire, and Cambridgeshire.

Your product range will primarily be, community profiling beds & pressure care mattress systems to care homes, care home groups, NHS, equipment loan stores and healthcare professionals.

Your product range will primarily be, community profiling beds & pressure care mattress systems to care homes, care home groups, NHS, equipment loan stores and healthcare professionals.

Your role will involve promoting Alpine HC equipment and solutions to existing and potential customers by individual sales activities, product demonstrations and networking events, working in conjunction with internal sales to plan and prioritise personal sales activities and customer/prospect contact and maximise efficiency and productivity, particularly to optimise customer-facing activities within the designated territory.

Your role will involve promoting Alpine HC equipment and solutions to existing and potential customers by individual sales activities, product demonstrations and networking events, working in conjunction with internal sales to plan and prioritise personal sales activities and customer/prospect contact and maximise efficiency and productivity, particularly to optimise customer-facing activities within the designated territory.

Due to the nature of this role, it is required that you live within reasonable travelling distance from the core area of work. Experience within the medical devices and care equipment industry is also a requirement for this role.

Due to the nature of this role, it is required that you live within reasonable travelling distance from the core area of work. Experience within the medical devices and care equipment industry is also a requirement for this role.

Alpine HC Group continues to build its culture of continually innovating and improving lives for both the market it serves and those that serve it. The role comes with an attractive salary, commission and company vehicle.

Alpine HC Group continues to build its culture of continually innovating and improving lives for both the market it serves and those that serve it. The role comes with an attractive salary, commission and company vehicle.

We look forward to hearing from you, please send your CV to recruitment@alpinehc.co.uk

We look forward to hearing from you, please send your CV to recruitment@alpinehc.co.uk

alpinehc.co.uk

UK Sales Representative – South MK Battery is one of the world’s largest specialty VRLA battery suppliers focused on delivering high-quality products along with unmatched customer support. MK Battery, with distribution centers throughout the world, is a subsidiary of a multi-billion dollar battery manufacturer.

We have an opening in our sales department for an experienced B2B professional that is motivated to succeed, creative and can work with limited supervision. The position will require travel throughout the southern area of the UK and should be located in that area.

Specific duties include but not limited to: Visiting customers and prospects to support and grow sales in the territory Fielding daily phone calls from existing customer base Quoting new business opportunities Attending assigned trade shows in territory Daily communication with customer service group in Kettering, UK office Working closely with product category managers within company to grow business The ideal candidate must possess the following skills: Minimum 5 years direct B2B sales experience Previous battery sales experience is preferred but not essential Strong written and verbal people skills Verifiable employment history

alpinehc.co.uk

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

We offer competitive salary and bonus with complete company benefits including medical, and company car.

Please send your CV to saleseurope@mkbattery.com

www.thiis.co.uk

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

www.productsupplier.co.uk

jobs on offer Full Time Showroom Assistant – Croydon

Part Time Showroom Assistant – Croydon

OTE £28k pa.

Requirements:

OTE £17k to £22k pa.

Requirements:

Due to our rapid expansion, we are looking to recruit an experienced full time Showroom Assistant to be part of this exciting new opportunity, and to help grow the company and build upon our existing customer base.

Excellent Customer Service Skills

Due to our rapid expansion, we are looking to recruit a part time Showroom Assistant to assist in the growth of our new showroom, and be part of this new exciting chapter of our company’s expansion.

Excellent Customer Service Skills

Working Monday to Sunday five days a week on a rota basis.

Good telephone manner

Working Monday to Sunday, a minimum of three days a week on a rota basis.

Good telephone manner

Core Functions: • Promote, sell and secure orders from existing and prospective customers through a relationship-based approach.

• Demonstrate products and services to existing and potential customers • Answering Showroom calls.

• Keeping the showroom to the correct standards, including general housekeeping.

Good interpersonal skills, due to day to day interaction with customers from all ages Ability to organise own time and multitask

Computer literate Polite and flexible Be driven to succeed Strong team player In house training will be provided Please send your CV to hr@careco.co.uk

Core Functions: • Promote, sell and secure orders from existing and prospective customers through a relationship-based approach.

• Demonstrate products and services to existing and potential customers • Answering Showroom calls.

• Keeping the showroom to the correct standards, including general housekeeping.

Good interpersonal skills, due to day to day interaction with customers from all ages Ability to organise own time and multitask

Computer literate Polite and flexible Be driven to succeed In house training will be provided Please send your CV to hr@careco.co.uk

www.careco.co.uk

Area Sales Managers consolor.co.uk

Therapist/Clinical Seating Specialist /Rehabilitation Engineer Due to our continued expansion, Consolor is looking to recruit a OT/PT, Clinical Seating Specialist or Rehabilitation Engineer/Technician, for the Midlands region.

Consolor is an innovative, forward thinking and exciting company, committed to the assessment, manufacture and provision of specialist seating and mobility products and services to NHS and private clients across the UK. As a key member of the multidisciplinary team, you will be required to play an active role in the prescription of custom-made and ‘off the shelf’ seating products, which are appropriate to meet the specific needs of the client.

Specific and relevant experience within mobility, seating and positioning will be an advantage.

Full training on Consolor’s approach to seating and products, will be provided and will be designed and tailored to the successful applicant’s experience.

You must have a sympathetic approach to clients and be able to work as part of a multidisciplinary team in a clinical setting. You will be highly motivated and dynamic with excellent communication skills and be able to work to your own initiative, in order to complement our already established and successful team.

If you are ready for a new challenge and would like to discuss the role further, please contact Kieran Cheer on 07890 577831.

To apply send your CV and covering letter to kieran@consolor.co.uk

1. London and the Home Counties 2. South West England and the M4 corridor Ergolet design and manufacture a highqualityrangeofmobileandoverheadhoists, showering and toileting products, patient slingsandrehabilitation/walkingaids.With a Head Office in Denmark, a state of the art productionfacilityinPolandandaUKbasein Stockport, Cheshire.

The Package

Due to continued expansion, Ergolet are looking to recruit Area Sales Managers to join the UK team. The main duties are to supportandgrowthedealernetworkandto promote the company within the NHS and largernursinghomegroups.Theapplicants willneedtobesinglemindedandfocusedon delivering results.

Auto-enrolmentpensionwithanemployer contribution after a deferred period

Fullproducttrainingwillbegiven,howevera backgroundinmoving&handlingsaleswould be beneficial.

The role will cover a sales territory encompassingtheM25andCentralLondon.

Locationfortheterritoryispotentiallyflexible dependentonthehomelocation,suitability and experience of the candidate.

Recent similar experience and able to demonstrate success.

A self-starter with a“can-do”attitude who cares about doing the job correctly Strong relationship builder Excellent presentation skills Competent computer skills, office etc

A competitive rate will be paid to the successfulapplicantdependentonskillsand experience A laptop and mobile phone A company vehicle

28 days annual holidays including bank holidays Company sick pay after qualifying period A generous Bonus Scheme To apply Pleasesubmitacoveringletterstatingcurrent salary with CV to sales@ergolet.co.uk The closing date is planned for 30th November 2016 but may be closed earlier if there are enough applications received; applicantsareencouragedtoapplyassoonas possible to avoid disappointment.

Please note that the successful candidate will be required to undergo an Enhanced DBS check.

No agencies please. Ergolet is an Equal Opportunities and Age Positive Employer.

!

NE W

YOGA Folding Scooter

ROMA YOGA FEATURES Strong lightweight alloy aluminum frame.

Easily folds for transportation and storage.

Easy attach 24V Li-Ion battery, quick charge with 4A off-board charger Height and angle adjustable steering tiller and armrests.

Twin front wheels with spring suspension system.

Easy to use controls.

Maximum user weight up to 113kg (17.5 stone) with a range of 11 miles.

Available in Silver/Grey.

www.romamedical.co.uk | 01656 674488

| sales@romamedical.co.uk

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.

NOVEMBER 2016

DECEMBER 2016

BHTA - Stoma and Continence Support - November 8-9 2016 – Wellingborough - BHTA/H&AT member £449+VAT. Non Member £562+VAT

Global Training by Silvalea – Toileting slings and their safe use – December 7th 2016 - - Interactive Online Training - FOC.

Global Training by Silvalea – Overview of paediatric sling – November 9th 2016 - Interactive Online Training - FOC. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – November 9th 2016 – Ilminster FOC including lunch.

JCM Academy - Specialist Seating - November 10th 2016 – Peterborough Global Training by Silvalea – Specialised and bespoke slings - November 10th 2016 - Interactive Online Training - FOC. Global Training by Silvalea – Understanding basic sling shapes and their uses - November 16th 2016 - Interactive Online Training FOC. Global Training by Silvalea – In-situ slings - November 17th 2016 Interactive Online Training - FOC. BHTA - Decontamination and infection prevention – Wednesday 23rd November 2016 - BHTA Wellingborough - £72.00 (£60 + VAT) per person including lunch Pride Mobility - Introduction to Pride Mobility Products Technical Trouble Shooting – November 23/24 2016 - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

70 www.thiis.co.uk

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@ invacare.com

Global Training by Silvalea – Understanding clip fixing slings – December 8th 2016 - - Interactive Online Training - FOC.

Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com

Global Training by Silvalea – How to measure and complete the custom made form - December 14th 2016 - - Interactive Online Training - FOC.

Quantum Rehab – Call Debbie on 01869 324600 or email sales@ quantumrehab.co.uk

Global Training by Silvalea – Rehabilitation Aids - December 15th 2016 - - Interactive Online Training - FOC.

JANUARY 2017 Repose Furniture – Half day seating training – January 18th 2017 Repose offices, Cradley Heath – FOC.

FEBRUARY 2017

Pride Mobility – Call Dave on 01869 324600 or email service@pridemobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82. com Electric Mobility - Call Hayley Acton on 01460 258158 or email Marketing@electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk MediLink – Contact Emma Lister, Medilink Skills Coordinator, on 0114 232 9277 or email e.lister@medilink. co.uk

Electric Mobility - Engineer Training – February 8th 2017 – FOC for Rascal approved retailers

BHTA - Contact Nigel Woods at nigel.woods@bhta.com or call 0207 702 2141

JCM Seating Solutions Ltd - Technical Training Workshop – February 16th 2017 – JCM Academy Peterborough.

Repose Furniture – Contact Keith Fairhurst at keith@reposefurniture. co.uk

Pride Mobility – Two day intensive training course for authorised distributors - Wednesday 22nd & Thursday 23rd February 2017 – Bicester - A deposit of £50 is required for each delegate, which will be returned once the training has been attended.

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

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

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

Tel: 0115 913 3572

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

NEW

The UK’s leading range of mobility products since 1985

Optional flexible sides

All-season sales:

TGA Breeze S4 with all-weather rigid canopy 01787 882244 SALES@TGAMOBILITY.CO.UK

WWW.TGAMOBILITY.CO.UK

1449TGAthiisOBCnov16v6.indd 1

Team of the Year 2011 & 2015

20/10/2016 15:45

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.