Also inside... ISSUE 277 OCTOBER 2021
TRADE MAGAZINE
Spotlight on Alerta Medical Retailer news and reviews Focus on daily living aids
Driving change How certified training courses on mobility products are helping retailers give customers the reassurance they need
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WELCOME
Inside..
From the editor Welcome!
24 34
48
Features
Regulars
16 Retailer training with Driving Mobility 20 Trade Talk: Primacare 24 Retailer Spotlight: Life and Mobility Solutions 32 Trade Thoughts 34 Supplier Spotlight: Alerta Medical
04 News, deals and people 08 Retailers’ Choice: Daily living aids 42 Let’s Get it Clear 44 Opinion: Graham Ewart 46 Buyers’ Guide: Daily living aids
Driving Mobility recently announced that it is piloting certified training for mobility retailers in the safe driving of scooters and powerchairs. The training is free and only takes place over half a day. It seems like a win-win. With outdated legislation regarding the use of mobility scooters, end users benefit from a safer ownership experience and the retailers benefit from offical accreditation showing that they are supporting their customers. Find out more on page 16. THIIS also takes a broader look at the issue of whether there should be an industry-wide standard of training required to sell mobility equipment generally in our Trade Thoughts feature on page 32. There is plenty of industry news to share this issue, including an interview with David Tomlin, Managing Director of bespoke seating company, Primacare, who discusses his firm’s latest innovations. We also meet Ian Lindberg, CEO of medical device manufacturer, Alerta Medical (p34). This growing firm has seen a strong demand in its pressure relief mattresses over the last 18 months. In his regular column, Graham Ewart, CEO of Direct Healthcare Group, discusses the issue of procurement in the healthcare sector (p44), while Dr Barend ter Haar (p42) looks at what makes a good positioning belt. Turn also to our Retailer Spotlight feature (p24) to read about Life and Mobility Solutions, which has opened a spacious new showroom in Wiltshire. Of course, THIIS is always interested to hear from retailers, whether it is about opening a new store, celebrating an anniversary or assisting the local community – whichever it is, get in touch now!
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Editor / Liane McIvor 07917 784929 / liane@thiis.co.uk Advertising / Joe Fahy 07384 258 372 / joe.fahy@bhtaengage.com Sub-editor / Sarah Sarsby sarah@thiis.co.uk
@wwwthiiscouk facebook.com/THIIS.Magazine linkedin.com/company/thiis-magazine THIIS is produced by BHTA Engage, Office 404, Tower Bridge Business Centre, 46-48 E Smithfield, Whitechapel, London E1W 1AW BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.
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NEWS, DEALS & PEOPLE
News, deals & people
A round-up of the key trade stories for business leaders to digest
TGA Mobility launch the Scoozy
in brief...
TGA Mobility received a positive response to its newly launched Scoozy mobility scooter at Naidex 2021, which took place at Birmingham’s National Exhibition Centre recently. The Scoozy offers a new take on personal mobility, combining the functionality of a mobility scooter and powered wheelchair to tackle a variety of terrains, on and off road. The latest addition to the innovative TGA range, the Scoozy contributed to the manufacturer earning the ‘Technology of the Year’ award at the event. Daniel Stone, TGA Mobility’s Managing Director, says: “Scoozy opens up freedom to more people who want a contemporary moving solution while feeling confident
and looking good. The innovative styling of Scoozy turned many heads during the show, especially when put through its paces on our test track.” The TGA Scoozy combines striking design, innovative electric drive
WINTER BED DRIVE With winter set to increase the demand on bed space in the NHS, Drive DeVilbiss has confirmed that it is offering its Rental Solutions range of acute beds and mattresses immediately to help maximise bed capacity and maintain patient care. With products stocked in the UK across multiple sites, the firm states that it has ensured product is available locally for quick installation, including same-day delivery. It said that its Rental Solutions can quickly increase temporary bed spaces and be reactive to the seasonal capacity challenges.
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technology and smart functions. Its large 16-inch wheels, together with powerful drive and responsive braking, provide the driver with maximum stability and traction on any surface.
RECARE LAUNCHES REBOTICS TECHNOLOGY Mobility equipment supplier Recare has launched a new business, Rebotics Technology, which will be offering exoskeleton and neurological products to the disabled market. The Oxfordshire-based firm has obtained the sole rights to support and promote the ReWalk, a wearable robotic exoskeleton, in the UK, as well as ExoAtlet, which makes recovery exoskeletons for children and adults. It will also be offering Syrebo neuro hand therapy systems and the Keeogo from B-Temia, which is a smaller exoskeleton suit for people who have MS, Parkinson’s, a spinal injury or who have had a stroke.
eFOLDi Lite named ‘Innovation of the Year’ Mobility solutions specialist eFOLDi successfully scooped this year’s ‘Innovation of the Year’ award for its Lite folding travel scooter at Naidex 2021. The Naidex Innovation Awards recognise products and services which significantly improve people’s lives with this award identifying the solution that most epitomises originality, usability and effectiveness in the independent living sector. Launched in the summer of 2020, but debuted at this year’s Naidex, the Lite is the latest, and most advanced scooter from eFOLDi. Weighing 17kg, it folds and unfolds in a few seconds and it is easy to store and transport. Strong and durable, the Lite features advanced Lithium battery technology and a magnesium-alloy chassis.
UPWalker range makes a stand
Sumi Wang and the Efoldi Team with Naidex Innovation of the Year Award
MEDEQUIP POSTS £184.5M ANNUAL TURNOVER Community equipment services provider Medequip has posted an annual turnover of £184.5 million which it says reflects its ability to react effectively to significant business challenges caused by Brexit and COVID-19. Medequip confirmed that the business sustained community equipment services through the year ending December 2020 and has continued to do so. During a period which saw increased demand for both hospital discharges and caring for people in their homes, Medequip stated that it worked closely with local government social services and the NHS to ensure continuity of these services.
Northampton-based Oakley Healthcare & Mobility has announced the launch of the UPWalker range of upright posture walkers onto the UK mobility market, after securing a distribution deal with its US manufacturers. Following massive interest in the the range at the Naidex Show recently Oakley Healthcare & Mobility are optimistic that the UPWalker will prove popular with both dealers and consumers. Warwick Stanton, General Manager for Oakley Healthcare & Mobility said, “The innovative standing position offered by UPWalker makes it the solution to poor posture and pain from standard walkers and rollators, whilst the unique design offers unbeatable stability and support for the user.”
REHASENSE UK LAUNCHES TRAINING ACADEMY Mobility equipment supplier Rehasense UK has launched a training academy to provide its dealers with training and instructional videos about its products, from rollators to power-assisted add-ons. The Rehasense Academy will provide dealers with a central source of information for any questions that they or their customers might have. Lee French, Managing Director of Rehasense UK, said: “The videos will cover all aspects, from unpacking and assembling a product through to setting it up for the user, along with servicing advice, and all the content will be available on a dedicated Rehasense YouTube channel.”
www.thiis.co.uk / 5
NEWS, DEALS & PEOPLE
Electric Mobility welcomes new Area Dealer Manager Mobility equipment supplier Electric Mobility has welcomed Dave Downing as its new Midlands Area Dealer Manager following the retirement of John Wrigley. Dave is an accomplished sales professional with a variety of commercial, retail and government experience, including six years with Drive DeVilbiss, and more recently, Blue Motor Finance. Originally working in engineering and manufacturing, Dave is experienced in the sale of technical products and comes with a good understanding of the mobility industry and geographical area.
DaveDowning(left) with JohnWrigley(right)
Ross Care granted Social Value Award Wheelchair services and mobility equipment provider, Ross Care, has been granted the Social Value Award by Cheshire and Merseyside Social Care Partnership and Social Value Business in recognition of its work across the North West of England. The evidence-based award recognises the firm’s continued commitment to social value as an ‘Anchor Institution’ – an organisation whose long-term sustainability is tied to the wellbeing of the populations it serves. As part of the process, Ross Care was assessed in key areas which benefit the locality, including contributing towards creating a healthier community; helping to support local jobs and employment; protecting the environment, and its abilities in promoting social innovation.
Scooterpac unveils the Ignite Mobility scooter manufacturer Scooterpac has launched the Ignite – an 8mph mobility scooter featuring a heated seat as standard, 1400-watt motor and a range of up to 40 miles. The firm says that the featuredriven Ignite is the second of several projects to be released as part of a boosted level of investment. Scott Lawrence, Sales Director at Scooterpac, commented: “With the colder months ahead, the heated seat is a long-awaited feature and has already proved to be incredibly popular with our customers.” The scooter also offers a four-way adjustable driving position, independently-moving arm rests to ensure complete posture stability and 90-degree swivel to facilitate effortless access. Available in grey or blue, the scooter features an ultra soft suspension, enabling it to be navigated along any environment, from cobble streets to rural off-road tracks.
DHSC announces mandatory jabs in care home sector The Department of Health and Social Care (DHSC) has announced that from 11th November 2021 anyone entering a care home to work in England will need to prove they are fully vaccinated unless they are exempt, as per regulations set out in the Health and Social Care Act. The legislation includes all workers who are over 18, whether they are
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full-time or part-time, volunteers, agency staff, unless they can prove they are exempt. The new rules will also apply to those attending care homes to do other work, such as healthcare workers, tradespeople, maintenance, hairdressers and Care Quality Commission (CQC) inspectors. A consultation is expected within the
next few weeks about whether the requirement to be fully vaccinated should be extended to working in other NHS and care settings, and whether this should be for both COVID and flu vaccinations. The legal requirement applies to care homes who are registered with the CQC where residents require nursing or personal care.
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Wondering which daily living aids are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that has stood out for them and why…
Daily living aids 8 / www.thiis.co.uk
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RETAILERS’ CHOICE
Retailers’ Choice: Universal Handles from Shine International “Choosing just one daily living aid product was a tough one for us this month due to all the great gadgets and helpful devices we sell in our stores. We have, however, opted for the Universal Handles from Shine. “These handles are a unique household aid which assist people who struggle to hold items with small or narrow handles due to weakened grip or arthritis. “As a versatile tool they are used to make sturdy handles on everyday items such as toothbrushes, cutlery, pens, razors etc. to make them larger and easier to hold and grip. The handles are designed with an ergonomic grip to help reduce discomfort, and as they measure 10cm in length, it makes the surface area much larger and secure. “The handles are easy to use and come in a pack of two, and feature two different shaped slots on each end to ensure they can be fitted on the majority of household items. An extra benefit is that they are dishwasher safe up to 70°c, so they can easily be kept clean. “We love recommending this product to our customers, and also hearing of all the different uses they can have!” www.ableworld.co.uk
Retailers’ Choice: Trolley Zimmer Walker from The Ability Superstore “Of the many trollies available, this Trolley Zimmer Walker has proved to be one of the best-selling mobility aids here at Ability Superstore. “We think that the idea to combine a trolley with a walker is genius, and this is a prime example of retaining all the features of both products. “The large 15cm wheels and hand-controlled brakes are easy to manoeuvre and use. This Trolley Zimmer Walker is also height adjustable. “It is ideal for care home and healthcare environments as it can be used as both a walker and a trolley, as well as a handy tabletop surface. “You can see from the simple and classic design that it has been designed with practicality and durability in mind. “The trolley walker is made from lightweight aluminium and Julia Phipps is available in beige.” Owner of Ability Superstore www.abilitysuperstore.com
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Ellie Barnett Online Marketing Manager at Ableworld (UK)
Retailers’ Choice: Ezy-On Wire Stocking Aid from The Helping Hand Company “The daily living aid we have chosen is the Ezy-On Wire Stocking Aid (Tall) by the The Helping Hand company. “Compression stockings are widely used, but can be really difficult to put on, especially if trying to do so independently. The Ezy-on Wire Stocking Aid is the only product we have found that makes this task easier, and can be used independently. A small version is also available. “As well as reducing the need to bend when putting on the stockings, the frame also decreases the effort required from the hands and wrists to open up the stockings. It’s simple to use and can be utilised while the person is either lying down, seated or standing up.” www.classicmobility.org.uk
Lauren Bromfield Occupational Therapist at Classic Mobility
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RETAILERS’ CHOICE
Retailers’ Choice: Classic PRO Reacher Grabber Tool from The Helping Hand Company “To come up with a winner in this category I looked at what has been a firm top seller with our customer base over many years. This product truly is used every day by those that own one. It becomes an extension of themselves and a close companion. Many even name it and would not ever want to be without it. “‘It’ is the Classic PRO Reacher Grabber Tool. “It has many uses, from the obvious picking up of objects that are just out of reach due to the inability to bend or squat to reach by hand, to a dressing aid, a scratching stick, a door
opener, a litter picker, etc. The variety of uses is endless. “A product imitated by many, but rarely bettered, the original from The Helping Hand Company has proven itself over many years to be strong and reliable. Proof if any were needed that quality will always have a value.” www.tpg-disableaids.co.uk
Alastair Gibbs Managing Director of TPG DisableAids
Retailers’ Choice: Stand Easy Standing Frame from NRS Healthcare
Billy Finnie Operations Manager of Mobility Scotland
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“The Stand Easy Standing Frame could be one of the most underestimated products on the market, but trust me its amazingly versatile. It offers users a safe and in-control means of not only getting in and out of a chair or sofa but on and off the toilet and in and out of the car. It’s a fantastic value-adding, multi-functional piece of kit. “Mobility Scotland have recommended this product over the years to many customers who have embraced it so positively, in particular, for short-term rehab requirements. The frame offers that little bit of assistance and reassurance and helps manage the rehabilitation process. “For medium to long term use it has offered solutions to customers who have maybe had a stroke or need to manage a physical disability or a neurological condition which affects their balance and confidence but they still want to achieve physical independence and exercise their muscles. It helps the user to move their joints whilst stimulating circulation through movement and positioning. “The standing frame has many great features which allow the customer to tailor it to suit their needs with height adjustable handles. “It is reasonably lightweight and user friendly and capable of managing up to 40 stones. To sum up, this will not only take the physical strain out of moving but will also help alleviate the trepidation and emotional stress of making this type of manoeuvre.” www.mobilityscotlandltd.co.uk
RETAILERS’ CHOICE
Retailers’ Choice: Seat Belt Helper by Aidapt
Retailers’ Choice: Pedal Exerciser with Digital Display by Aidapt “The Pedal Exerciser with Digital Display is an excellent low impact exercise aid. It has adjustable resistance settings for different levels, a clear digital display for monitoring progress and it can be folded compactly for easy storage for those who have no room for a full size bike. “The exercise can handily be used from the user’s favourite chair whilst watching TV to get the circulation going in the legs. It’s ideal for those with limited mobility and for use after a stroke. It also offers low impact rehabilitation and exercise for users with little muscle control. “You can get a basic pedal exerciser that has no display but it is worth investing in the one with the display as this allows the user or a therapist to monitor their progress accurately. “It can also be used on a table to exercise and strengthen the arms and it can track the number of revolutions completed per minute, the time elapsed and the calories or energy burned. “This sort of product is widely Karen Sheppard available from several suppliers but Managing the brand we stock in out store is Director of from Aidapt.” People First Mobility www.peoplefirstmobility.co.uk
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“The easy-to-use Seat Belt Helper from Aidapt, is very popular with many of our customers who find manoeuvring into a car very difficult, and then have the added problem of not being able to reach their seatbelt. “We stock many items that can help them, but this product is one of the most efficient for car drivers and passengers who have shoulder, neck or back pain, weakened grip or limited upper body mobility. It’s a straightforward product, easy to install, and will fit both right and left hand seat belts. “Fitting over an existing seat belt, the Helper makes it much easier to reach the belt and, overall, makes car journeys easier. It’s durable, easy to use, good value and a great problem solver for car travel. Simply clip the sturdy rubber Seat Belt Helper onto a seat belt, grasp the attached handle – without the need to stretch or twist – and pull! “Feedback from our customers continually proves how a simple, unobtrusive product can make all the difference to their daily lives and travel when they have health challenges. One customer even told us that after spending years not wanting to get into his son’s car because reaching the seat belt proved too difficult, the Aidapt Seat Belt Helper has enabled him to travel without worry and embarrassment.” www.fortunamobility.com
Elaine Ferguson Mobility Services Manager of FortunaBambach
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GUEST ARTICLE
Putting retailers in the driving seat 16 / www.thiis.co.uk
Driving Mobility are hoping that a certificated assessment and training scheme into the use of powered wheelchairs and mobility scooters will prove beneficial to retailers…
The mobility sector has over many years built a strong reputation for advice and assessment when helping consumers to make what are sometimes life changing decisions, to maintain independent living and mobility. Retailers have developed from the early days when “ministry approved repairers” were the main access point to the industry for consumers, through to today’s, franchises and a large number of independent retailers. As the industry has grown, training has usually been reserved for the engineers within a retail business. They have attended courses on service and maintenance of a manufacturer’s products and have been accredited. Many retailers will have their engineers’ certificates on their showrooms walls to provide reassurance to customers that they and their mobility product will be looked after for service and warranty. But there isn’t the same recognition for the sales assessors and showroom staff within a retail business. These are respected staff members who also take pride in their daily roles to ensure their customers are properly assessed and helped to make difficult decisions, many at vulnerable times. Some staff who have been in the industry for a long time might see training and certifications as unnecessary, as they have learnt by experience, but neither that experience nor its value to their
sales people and their business are officially recognised. Certification through an accredited training programme should be seen as recognition of a retailer’s value to the industry. It offers staff the opportunity to promote their knowledge and experience to consumers, offering reassurance. Having fully accredited sales staff and engineers puts out a positive message to consumers, healthcare professionals and local charities that theirs is a business they should be visiting when considering mobility and independent living. PILOT PROJECT Driving Mobility, the umbrella charity responsible for regional driving centres around the UK has been awarded a Road Safety Research Grant to establish the feasibility of a nation-wide certificated assessment and training scheme for the use of Powered Wheelchairs & Mobility Scooters. The key objective of the pilot project has been to develop and assess a certificated assessment and training scheme for the road use of Powered Wheelchairs & Mobility Scooters (Class 2 and Class 3 vehicles under the Road Traffic Act 1988 Regulations). The ultimate aim is to ensure that anyone selling a vehicle of this type is certified to do so, and that they have been trained to carry out basic health checks and elementary training to ensure that the client is safe using the machine they are purchasing. Certification can be achieved through the individual attending a course online and a ‘train the trainer’ short course delivered through the Driving Mobility national network of mobility centres and transport hubs.
“Certification through an accredited training programme should be seen as recognition of your value to the industry” DRIVING MOBILITY
www.thiis.co.uk / 17
GUEST ARTICLE
The key benefit of this project is to improve road safety by ensuring that vulnerable individuals with new and second-hand Class 2 and 3 vehicles are properly assessed for their suitability for a particular machine type, and effectively trained in their use. Currently, there is no standard national protocol for the assessment and training of new users. As a result, people often obtain vehicles (both new and second-hand) that are unsuitable for them in terms of their ability to control the vehicle safely. This proposal is innovative in that it uses a ‘train-the-trainer’ approach to enable a cascade, building on existing protocols, to move towards a national certificated regulatory environment. The goal is to ensure that the network of retail/hire outlets across the country has suitable employees trained as assessors/trainers. ENCOURAGING FEEDBACK Driving Mobility has been running certificated pilot courses for retailers to carry out the online training modules followed by a face-to-face half-day hands-on session. The pilot schemes held at the Queen Elizabeth Foundation and William Merritt mobility centres in September helped bring together
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experienced mobility retailers, Shopmobility staff and NHS partners with a mix of delegates helping to give a wide variety of experience in the healthcare sector. The aim of the scheme is to initially train one staff member, who will then use the additional experience and training information to enhance the training and experience of other members of staff as mentors within their retail business. The initial feedback from the pilot scheme events has been encouraging, with some delegates not aware of some of the relevant legislation in mobility. Some are eager to use the training modules they used, to add easy-to-learn information about mobility that will help staff be in a better position to inform and advise consumers in their day-to-day roles within their retail businesses. The pilots have also offered a great opportunity for the delegates to exchange knowledge and experience at different levels and also use the training to help grow and develop the scheme so that it can adapt as new information and regulations changes affect the sector. The pilots have also recognised that online training modules could be extended to cover other subjects within the sector so that in-house staff could extend their
knowledge and experience and work towards certification in time. Once the pilot trials have been completed Driving Mobility will be reporting back to the Department for Transport, but it is already clear that there is a gap in training in the sector and as retailers all seek to improve their showrooms and range of products, surely the next step will be to have professional, fully trained staff that are recognised by an accredited industry body. If you are a mobility retailer and would like to be informed of future developments please email Driving Mobility at info@drivingmobility.org.uk or visit the website at www.drivingmobility.org.uk
“The pilots have also offered a great opportunity for the delegates to exchange knowledge and experience at different levels” DRIVING MOBILITY
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TRADE TALK
Trade talk Q&A with David Tomlin, Managing Director and Owner of Primacare HOW HAS PRIMACARE ADAPTED OVER THE LAST 18 MONTHS? “We did not close in the early stages of lockdown, which was very strange when many other businesses closed. We had 20 per cent of the workforce isolating initially through government guidelines but we were under
pressure to make furniture. We had to get people out of hospitals! “The backdrop to this was that as we made adjustments to manufacture at our current rate then orders were growing week-on-week. “We needed more space, so a mezzanine floor was built and the
The Adelphi Trio is one of Primacare’s most adjustable chairs for highly dependent occupants
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Bespoke seating company Primacare engineers and manufactures its chairs in Wales. Its chairs are designed with input from healthcare professionals and produced using a broad range of mechanisms, fabrics, features and accessories to ensure that the enduser is comfortable in a chair that fits their needs. During the COVID-19 pandemic the company had to adapt its way of working in order to meet the continued demand for its products, as David Tomlin, Managing Director of Primacare, explained to THIIS...
showroom area was adopted as the new home for the upholsterers. “Supply issues with some components forced us to hold more stock to continue manufacturing. The two components that caused an issue were timber and foam as these are space hungry products that need to be kept dry.” HOW HAS IT WORKED INCORPORATING YOUR SHOWROOM AS PART OF THE PRODUCTION SPACE? “The showroom space was nonproductive for a large part of the year so there are no plans to change this. However, we will have a small demonstration space for visitors to the site.” IS PRIMACARE RECRUITING AT THE MOMENT? “During the course of the pandemic, we have almost doubled our workforce and will continue to look for new and experienced personnel. The more specialist positions of
“Our latest innovation is the Adelphi Trio, which has been seen by few in the flesh but the reaction has been encouraging”
TRADE TALK
The popular Brecon chair features waterfall back cushions to give adjustable refined comfort
upholsterer and sewing machinist have proved to be the more difficult to fill. We are not the only manufacturer recruiting in this area and we are competing with the domestic market.” WHAT ARE YOUR BESTSELLERS AT THE MOMENT? “Our best-selling products are the Brecon and the Adelphi chairs which have been firm favourites with the retailers for some time now. They are both past winners of the THIIS ‘Product of the Year’ and continue to be very popular with retailers. “They have been clear winners in expanding our range beyond the standard riser/recliner chairs, which clearly have their place in the comfort market. “It has opened up a whole new customer base of more specific positioning seating requirements and dovetailed nicely with our other hoisting and handling ranges. We have had some great feedback (see boxout, right) from retailers.” ARE YOU LOOKING TO EXPAND YOUR DEALER NETWORK? “Our dealer network is a good size at the moment but there are parts of the country where we would like to be better represented. “We like to think of our dealers as retail partners and will assist them where we can with loan stock, assessments, exhibition support and so on. “Our dealer coverage is good in the south of the country, but north of
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The Adelphi uses soft cushioning and conventional wings to give postural support
Nottingham, there is scope for new partners. Retailers who are interested to discuss opportunities should e-mail david@primacare.co.uk or they can call 01685 845900.” WHAT PRODUCTS ARE YOU LOOKING FORWARD TO SHOWCASING OVER THE COMING MONTHS? “Although new product development has slowed down we are still taking enquiries for products to be made and will no doubt start to develop and produce new products in 2022. “Our latest innovation is the Adelphi Trio, which has been seen by few in the flesh but the reaction has been encouraging. This is one of our most adjustable chairs for highly dependent occupants.” www.primacare.co.uk
“The end result is a very adaptable chair [Adelphi] that can be tailored to suit a very wide range of clients. This makes it very easy to hold stock for rapid delivery and also extremely convenient to keep a demonstrator unit that can be adjusted to suit each individual client at the time of assessment.” Alastair Gibbs, TPG Disable Aids
“The tilt-in-space action [of the Brecon] provides a better seating position than most standard dual motor chairs and the quality has withstood both our rental and sales markets. There is a good choice of domestic fabrics and sizes to suit most of our customers needs.” Lauren Bromfield, Classic Mobility
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RETAILER SPOTLIGHT
The Melksham store stocks a large range of mobility scooters
Life and Mobility Solutions: On the road to success It’s difficult to miss the new Life and Mobility Solutions showroom in the Wiltshire town of Melksham. Located next to a supermarket on the busy Western Way road, the large store is easy to spot. What the area is missing in busy footfall it makes up for by being located in high traffic area – which was all part of the appeal for the store’s owner, Mark Cawthra. Mark admits the store, his fourth in the Wiltshire and Somerset region, is
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a little different from his other, much smaller, stores, and that was the main attraction. “With the amount of cars going past every day it’s good advertising. But for us it’s not just the people driving the cars it’s about the people they are related to, as everyone has elderly relatives.” Certainly the decision to open a large store in Melksham has worked out well for the company so far. It has meant that Mark has been able to
The fourth Life and Mobility Solutions showroom opened in Wiltshire recently, boasting high visibility on a busy road and a spacious interior. THIIS chats to the store’s owner, Mark Cawthra, about the new store and how he gets the most satisfaction from finding the right products for his customers…
stock a larger range of products and he has found that some customers are prepared to travel 12-15 miles to check them out. As Mark explains: “If you’ve got the right product in the store people are prepared to travel a bit further to see it, which is what’s proving to happen here.” There is space outside but there is also plenty of space inside the store for customers to zip around on a scooter or powerchair.
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RETAILER SPOTLIGHT
The spacious showroom can accommodate adjustable beds as well as rise and recline chairs
even range of products rather than have each store focusing on different areas. “You go into shop because it’s the most convenient as opposed to whether it has got the product you want,” he says. The only difference with the Melksham store, however, is that it’s so much bigger than the rest, so it has the space to stock more products.
The showroom’s extensive product range can be seen from the road
With the COVID-19 pandemic still on people’s minds there is a sense that customers feel more comfortable moving around the large store. “It’s a nice space for people to use the equipment,” says Mark. “There are also areas where people can sit down and wait and it offers a more relaxed way of going about shopping for mobility equipment.” OPPORTUNITY KNOCKS The first Life and Mobility Solutions store opened in Frome in 2014. This was followed by a store in Warminster in 2016 and a third store in Shepton Mallett in 2017. Mark explains that while they had been looking for a fourth property they did not have anywhere specific in mind – just a shop location that worked well with the other shops, which would enable him and his staff
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to serve local customers well. Then an opportunity arose. A building came onto the market in Melksham that was formerly used as a Mitsubishi car showroom. Located on a main road next to a large supermarket no one could take on the whole building so Mark approached the owners about splitting it. Fortunately the owners agreed to split it and it was agreed that Life and Mobility Solutions would take over the showroom part. With its airy feel and high ceilings it was definitely “the nice part of the building”, says Mark. The area of the building that was used for the car workshop would later be sold to another company. The Melksham store opened in March 2021. As with the other Life and Mobility Solutions stores, Mark wanted the new store to have an
PRODUCT EXPANSION The showroom offers an extensive range of mobility scooters, powerchairs, adjustable beds, rise and recline chairs and wheelchairs, which are on display for customers to try. The store also stocks a range of smaller essential mobility aids, with an emphasis on being able to give customers more choice of mobility products than an average mobility shop would be able to do. There is a ‘care room’ with a rota bed for occupational therapists to make use of during the day and to complement this, the store has been bringing in more specialist occupational therapy equipment, such as the Opera Care Beds, that it wouldn’t normally have the space for in any of its high street shops. As Mark explains: “You’re not going to sell one every week but OTs do appreciate that there are products in the store that they can come and show customers.” The store has recently done a tie-up with Invacare for prescription powerchairs, explains Mark, and the showroom features the full range of TGA scooters, as well as other brands of scooters and powerchairs. There is plenty of local competition in the
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www.thiis.co.uk / 27
RETAILER SPOTLIGHT
John Wiper, the manager at Life and Mobility Solutions’ showroom in Melksham
area but Mark states that he only puts products on his website that are in stock. “A lot of companies don’t,” he says. “They put everything on their website that’s on the marketplace today which, I think, can be frustrating for the customer.” Mark is personally not in favour of selling mobility products online. “We think it’s nonsense that someone who is blind and deaf can go and buy a mobility scooter online. “We are seeing people coming back from the websites and into bricks and mortar. They’re getting their fingers burnt with bedroom bandits who are sitting there dropshipping everything and not looking after the customer.” Mark has also noticed that the good suppliers are looking after bricks and mortar companies better than online companies who perhaps aren’t showing the same amount of interest in customer service and back-up. The business model that online sellers use of offering cheaper products dropshipped doesn’t work if
suppliers haven’t got any stock, says Mark. “And lets face it, there isn’t a supplier on the market who isn’t having supply issues at the moment.” KEEPING CUSTOMERS HAPPY The good thing to come about from the COVID-19 pandemic is finding out who are the good suppliers. Mark prefers to work with suppliers who communicate well about stock availability and always keep him in the loop so that he can, in turn, be open with his customers. For Mark, what gives him the most satisfaction is knowing that he and his team of staff are offering excellent customer service. “I want the customer to come into
our stores and get the right product for them. Customers who are trying to buy cheaper stuff online and ask you to price match with Amazon are probably never going to be our customer anyway!” Looking ahead, Mark is planning to expand the store portfolio for Life and Mobility Solutions further. He will be sticking to the South West of England as he says that it is easier for his team to meet his customers’ needs for servicing and delivery that way. He is also busy recruiting for more staff as his stores are becoming “busier and busier.” Supply issues aside, the mobility sector is doing well at the moment and Mark finds that very reassuring. “Everyone I talk to in the business seems to be saying the same thing. “I enjoy hearing that everybody else is doing okay as that tells you that as a country we’re all going in the right direction.” www.lifeandmobility.co.uk
The store stocks a large range of daily living aids and accessories
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Trade Thoughts Should there be an industrywide standard of training required to sell mobility equipment? How important to do you think training is amongst staff in the mobility industry? Do you think the standard is high enough? THIIS asked some industry insiders to discuss their thoughts on the issue…
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David Morgan
Mike Williams
Most professions have a professional or chartered body that ensures that standards are consistent and complied with. In many cases, these standards are about attaining a minimum standard, and many of us in the mobility industry strive to achieve extraordinary standards. “It seems sensible that this should be the case when it comes to the mobility industry which is committed to maintaining people’s wellbeing, but it isn’t. “With there being no set standards, we as an industry, have to police ourselves, Snowdrop’s training regime aims to keep our staff at the highest level of ability and knowledge. “We believe that mobility industry retail staff should be committed to providing the highest possible level of customer care. To enable them to do that, at Snowdrop, we have developed intensive training at induction. “Our induction training includes essential health and safety, falls prevention and risk assessment to cover the basics of safeguarding our staff and customers. “As an ongoing effort to gain better understanding of our customers’ needs, programmes such as Dementia Friends and Autism Awareness are a part of the continuation training for all of our staff. “We work with occupational therapists on a regular basis and Trusted Assessor courses were introduced to key members of staff to enable us to work on home adaptation projects. “As we grow, one of our ambitions is to develop a Snowdrop Mobility Staff Academy, and a number of manufacturers and distributors are committed to supporting us.
As advances in mobility equipment continue to grow at pace many of us now question the level of training that is provided for those selling the products that should assist and enhance the customers’ quality of living and whether this should meet an industry standard. “These products are essential tools and, just like any other tools, they will perform best when the customer knows how to use them properly. Set-up and instruction are key upon purchase so getting the right advice at this stage is hugely important. The supply of wrong mobility products can have a detrimental effect on the customer’s condition. “At Ableworld it is essential that all team members get complete training to use and sell equipment. This is demonstrated in our ethical policy whereby larger items such as beds, chairs, and scooters are not available to purchase online. “Customers can shop in-store for these items or can arrange a home demonstration to ensure that the equipment provided is best suited to the customer’s needs. “With new products regularly launched onto the market, training needs to be continuous and many of our suppliers happily help out to ensure that the correct training is communicated to the team. “To introduce an industry standard would serve to protect customers, increase industry knowledge of colleagues, which in turn provides career progression, and build brand reputation. The staff in front of the customers’ are key to providing the highest level of service and introducing industry standard training should be a priority to ensure this is consistent.
Managing Director, Snowdrop Independent Living
Managing Director, Ableworld
Billy Finnie
Alastair Gibbs,
Matthew James
A consistent and structured programme which covers key and high impact equipment, coupled to a mandatory number of hours per year with regular refresher courses is just what the industry needs. “What a shot in the arm it would be for the industry ensuring trained and passionate staff were delivering a high level of product knowledge, recommendations and best practice to their customer base. “There is no better time to start working towards regulation as the whole world is trying to reset itself after the COVID-19 pandemic-induced mayhem. “As practitioners we regularly provide expert advice so training is crucial and the more we know the more powerful our people and businesses become and the more value we can add to the customer. “The industry has taken a bit of a kicking over the last 10 years as the perpetual race to the bottom delivered negative consequences, bad practice, little training, unsustainably low prices and poor service levels, resulting in ill-informed consumer choices and inappropriate buys. “In fairness though, for many businesses, training is standard practice but how good would it be if this was standardised and rolled out uniformly as modules? “Mobility Scotland provide training to all staff. It averages at around 55 hours per year, (national average being circa 35) and it is driven inhouse with the support of our trade partners. “As employers we owe it to, not just the customer, but staff to help create dynamic, passionate and value adding individuals who can make a real difference in all they do.
We must invest in staff training without hesitation to ensure that we equip our people with the correct practical and theoretical knowledge to go out and represent us in the correct manner. “Firstly, our industry has a responsibility to our clientele to assess, advise and train them in the safe and effective use of their mobility products. This ensures no harm is done to them personally or to the environment in which they need to be mobile. “Poor handover is only going to result in later problems of customer dissatisfaction, which may in turn lead to them causing problems for other pedestrians or road users. “Secondly, as business owners or managers, we have a responsibility to our staff. I would not want to be put in a situation where I was in front of a customer struggling for answers due to lack of knowledge. So if I would not like it, why should I put a member of staff in that position? “The combination of these two factors will almost certainly affect the bottom line. A knowledgeable and competent sales assessor is always going to be more successful than an untrained order taker. “How to measure or control this level of training is often a problem in itself. I would like to see all manufacturers or importers take some of that responsibility. It should be a condition of sale that if you want to buy their products you must take their training. “In addition to that I believe the DLF Trusted Assessor qualification is an essential to ensure a thorough knowledge and understanding of who we are selling to and their limitations or constraints.
Yes, I believe 100 per cent that there should be an industry-wide standard of training. At Precision Rehab we supply specialist powerchairs and all our staff are factory trained by the manufacturer. This includes completing a training course by the manufacturers and postural training from healthcare professionals. “We supply complex powerchairs to clients that have complex needs so it is vital that our staff are not only trained on the products and controls but how to meet the postural needs of the individuals we are assessing. “We work closely with healthcare professionals such as occupational therapusts and physiotherapists and attend training where possible. “We also ask if the client’s therapist can attend our assessment so we can work together to ensure the product is not only suitable but meets their complex needs. Working in this way not only reassures the client, their care team and family that they are receiving the best advice and the product suits all their needs. “In our industry people buy from people and companies they can trust, that have a good reputation. This is why we believe training is vitally important and worth every penny when investing in training for staff! “Personally I feel more needs to be done in our industry to ensure all companies meet a required standard of training to be able to prescribe all mobility products. All too often, we see examples of bad and poor practice. We are members of the British Healthcare Trades Association and feel all mobility suppliers should join and adhere to their ‘Code of Conduct’ before being allowed to provide mobility products.
Operations Manager, Mobility Scotland
Managing Director, TPG DisableAids
Director, Precision Rehab
www.thiis.co.uk / 33
SUPPLIER SPOTLIGHT
Ian Lindberg, CEO of Alerta Medical
Alerta Medical: Where innovation never stops Based in Irvine in Scotland, Alerta Medical is a designer and manufacturer of pressure relief and fall prevention equipment for the healthcare market, delivering solutions to proactively maximise user safety and comfort.
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Its products include the innovative Wireless Fall Prevention Alertamat range, the revolutionary Hybrid mattress, the Lomond Care Bed range (with its unique features and matching overbed tables), and its alternating Air, Foam and Gel Pressure Care range.
As a business which supplies to over 30 countries, Alerta Medical has seen a surge in demand for its medical equipment over the past year, which led to the Scottish manufacturer expanding its office and warehouse last summer. THIIS chats to Founder and CEO Ian Lindberg, to find out how the business has been facing challenges head-on over the past couple of years…
At the helm is Founder and CEO Ian Lindberg who launched the company in 2016 after building nearly 20 years of experience, insights and contacts in the social care sector. “Alerta Medical was established on the belief that prevention is better
SUPPLIER SPOTLIGHT Alerta Medical’s HQ in Irvine, Scotland
Alerta Medical’s products are distributed all over the world
than cure, and that everyone in care should be able to enjoy the benefits of a proactively safer care environment,” Ian comments. He adds: “Through our existing knowledge of the industry, we saw an opportunity to develop a portfolio of medical devices that promoted proactive care rather than reactive, initially with our range of nurse call Alertamats and fall prevention technology, and pressure care equipment. Alerta Medical’s focus, he says, has always been on product development and innovation and delivering solutions that make everyday life
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easier for both care providers and their patients. PROVIDING RELIABILTY Now represented in over 30 countries it’s certainly a formula that has worked for Alerta Medical. But as Ian goes on to comment, the firm’s success is about more than just excellent product development. “When you’re involved with people’s medical care and wellbeing, everything ultimately evolves around reliability. “We have built a proven track record of product reliability, but it doesn’t stop there.
“The whole drive at Alerta Medical has been to provide reliability across all areas of the business, including reliable customer support, reliable products, reliable service and reliable supply,” he comments. There have been numerous milestones that the business has achieved as it has grown, but for Ian the proudest achievement has been getting through nearly two years of unprecedented circumstances, firstly with COVID-19 then the subsequent supply chain disruption. As Ian states: “Despite all of this we have been able to consistently supply our existing distributors
“When you’re involved with people’s medical care and wellbeing, everything ultimately evolves around reliability”
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SUPPLIER SPOTLIGHT
A team meeting; and (right) product stock
while continuing to grow and take onboard many new distributors who are looking for a reliable and trusted supply partner.” PRODUCT SUCCESS One product that has really stood out in 2021 and achieved a lot of recognition and sales growth is the Alerta Sensaflo Hybrid mattress, explains Ian. “The Alerta Sensaflo Hybrid mattress is a testament to the culture of innovation and challenging the status quo here at Alerta. A growing number of distributors and healthcare professionals have been discovering the benefits of this exceptional pressure care mattress.” The manufacturer has also recently launched a bariatric version of the Hybrid mattress, explains Ian. The 120cm wide mattress features foam-filled air cells, SensaGel adaptive foot cells and an in-use height of 6” for effective prevention and treatment of bariatric users up to very high risk of developing a pressure ulcer in hospital, nursing
and care home environments. The firm is always looking to develop new products, explains Ian. “Innovation never stops at Alerta Medical and over the past three years we’ve launched a new product approximately every four weeks.” He adds: “We are currently developing a number of new products in the fall prevention space, pressure care category and Lomond bed range.” DEALER NETWORK Alerta Medical supply exclusively through a network of distributors. Its UK network consists of suppliers to care homes and care at home, and it now offers a range of products that
An Alerta Hybrid Mattress
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are retail packed specifically for the mobility retail industry. “Globally, Alerta Medical now supply distributors in over 30 countries ranging from aged care suppliers to government hospital contracts.” A key benefit for dealers coming onboard with Alerta is a reliable supply from its large stockholding and responsive customer service. As Ian explains, customers will often come back and remark on how easy the company is to deal with and the company is justly proud of its ability to provide “second to none” back-up and support to its distributors. Another key benefit of partnering with Alerta, Ian points out, is its loyalty to distributors. “We never sell direct to the end user, and we always maintain our promise of only supplying through our network of distributors.” Retailers interested in finding out more about dealer
“Innovation never stops at Alerta Medical and over the past three years we’ve launched a new product approximately every four weeks.”
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SUPPLIER SPOTLIGHT opportunities can call +44 (0)3452 088 097 or email sales@alertamedical.com. LOOKING TO FUTURE Alerta Medical have had an exceptional period of growth over the past 12 months with revenue growth in excess of 150 per cent. This led to the firm moving into larger offices and warehousing in August 2020 to facilitate its growth. Perhaps the biggest challenge the business has had has been maintaining its high stock levels during a period of rapid growth combined with supply chain disruption. But despite this, the business has managed to rise to the challenge, as Ian explains. “Thanks to an exceptional team, our in-house manufacturing and large investments in additional stock, we’ve had very little disruption to stock availability.” With the shipping crisis not showing any signs of improving, the company has put measures in place to ensure that supply is not disrupted. As Ian explains: “We’re not waiting for this situation to subside or go
Manufacturing of the Deluxe Alertamat
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Alerta Wireless Fall Prevention Technology
away, instead we’re ramping up our stockholding and production capacity, and moving to other areas of the world that have offered more reliable and cost-effective logistics over the last 18 months, for raw material and parts supply.” Meanwhile, Ian comments that there is huge potential for growth globally, and the company is also looking to expand its products more
in the UK’s public sector. Ian concludes: “Globally we see huge potential for growth so our plan for the future is to keep expanding the product offering and continue onboarding new distributors, backed with our offer of trusted service and reliable supply to all our valued distributor partners.” www.alertamedical.com
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‘Let’s Get it Clear’ by Dr Barend ter Haar
LET’S GET IT CLEAR
One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths to be addressed, to help promote better practice. Further items can be found at www.beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating In previous standards.
issues of THIIS in the Let’s Get it Clear series, we have covered What makes a good a positioning belt? 2. Adjustment ‘What makes a good cushion?’ over six In previous issues of THIIS in the Let’s Get it Clear series, we have covered ‘What makes a good parts. An equally important component cushion?’ over six parts. An equally important component of many seating systems are the postural of many seating systems are the postural support devices (PSDs) provided with the seating to complement the cushion and back support elements. This is the second in a series covering PSDs, where we look at ensuring that a positioning support devices (PSDs) provided with belt can be attached and adjusted optimally for the user. the seating to complement the cushion For a positioning belt or harness to be effective, it needs to be fitted tightly to the individual, and whatever clothing the individual is wearing at the time. This means that there is a requirement to back support elements. This is the provide the means for both fine and gross adjustment to the belt or harness. In modern belts the second in a series covering PSDs, where fine adjustment comes usually from a strap near the buckle attachment, where minor adjustments for different clothing can be accommodated. The gross adjustment comes from when initially wefitting look at ensuring that a positioning the belt or harness by its means of attachment to the chair’s framework. belt can be attached and adjusted Fine adjustment optimally for the user. Pelvic positioning belts can come with either a single or double mechanism for fine adjustment,
What makes a good positioning belt? Part 2. Adjustment
where a length of belt passes through the buckle, which can then be pulled on for final adjustment. Most buckles provide just a ‘single pull’ facility, from one side of the buckle, as found in push button and aircraft latch style closures (Figure 1).
load. Not all belts conform to this For a positioning belt or harness standard. It is well worth checking to be effective, it needs to be fitted that the belts you use do! tightly to the individual, whatever It is really important to make sure clothing the individual is wearing at you have adjusted the belt so that the time. This means that there is a Figure 1 – Centre pull 2-point pelvic positioning support it’s tight enough. If the belt has been requirement to provide the means Figure 1 – Centre pull 2-point pelvic Some closures, such a side release buckles, allow for a dual pull adjustment, where there is an support adjustable of the belt on both sides of the buckle (Figure 2). A similar extra degree of fitted properly in the first place (see for both fine and gross adjustment to extensionpositioning double adjustment is available with ‘rear-‘ or ‘reverse-pull’ set ups, where the adjustability is placed below), then when fully tightened up, the belt or harness. at a distance from the central buckle, with the pieces of adjustment belt placed at the further, or distal, ends of the pad (Figure 3). These double adjustment systems work well for individuals who adjustable extension of the belt on the pads on each side of the closure In modern belts the fine adjustment both sides of the buckle (Figure 2). should ‘kiss’ each other. If there’s a comes usually from a strap near the A similar extra degree of double gap, then further tightening should be buckle attachment, where minor adjustment is available with ‘rear-‘ carried out if possible. adjustments for different clothing or ‘reverse-pull’ set ups, where the can be accommodated. The gross adjustability is placed at a distance CORRECT BELT ATTACHMENT adjustment comes from when initially from the central buckle, with the POINTS fitting the belt or harness by its pieces of adjustment belt placed at This element of the fitting process is means of attachment to the chair’s the further, or distal, ends of the pad absolutely critical. Sadly, wheelchair framework. (Figure 3). These double adjustment users around the world have died systems work well for individuals who from suffocation due to slipping FINE ADJUSTMENT wish to adjust their belts themselves, (submarining) under their positioning Pelvic positioning belts can come as the counter-leverage of the dual belts, sometimes due to the belts with either a single or double systems works more efficiently for having been placed at a 45º angle mechanism for fine adjustment, wish to adjust their belts themselves, as the counter-leverage of the dual systems works more them. across the pelvis, like a transport where a length of belt passes through efficiently for them. wish to adjust their belts themselves, as the counter-leverage of the dual systems works more safety belt. the buckle, which can then be pulled efficiently for them. This was the reason that BS 86252 on for final adjustment. Most buckles provide just a ‘single pull’ facility, was produced, to give guidance from one side of the buckle, as found and instruction as to the optimum in push button and aircraft latch style placement of belts and harnesses to closures (Figure 1). cover a client’s positioning needs, Figure Dual 2-point pelvic support Figure 2 2 ––Dual pullpull 2-point pelvic positioning positioning support Some closures, such a side and, importantly, reducing the risks Figure 2 – Dual pull 2-point pelvic positioning support release buckles, allow for a dual of harm to the wheelchair occupant. pull adjustment, where there is an Sometimes the submarining occurred simply because the belts had not been tightened enough. Dr Barend ter Figure 3 – Rear pull 2-point pelvic positioning support ADJUSTMENT Haar has been As a safety element, it is imperative that the belts do not slip and move out of position onceGROSS they Figure pull 2-point pelvic positioning supportof 5 mm (net 10 mm) 33 ––Rear Rear pull 2-point pelvic allows for a maximum have been adjusted.Figure The ISO standard BS ISO 16840-3 Gross adjustment is usually achieved involved in slippage forelement, each part a belt relative tothe thebelts adjacent part themove belt, under repetitive load. positioning support As a safety it of is imperative that do not slipofand out ofaposition once theyNot all belts conform to this It isBS well worth checking that belts you of use5 do! allows forthe a maximum mm (net at 10 mm) have been adjusted. Thestandard. ISO standard ISO 16840-3 the ends of the belt or harness seating and slippage each parttoofmake a beltsure relative to theadjusted adjacentthe part ofso thethat belt, repetitive load. It is reallyfor important you have belt it’sunder tight aenough. If the beltNot has As afirst safety element, it that isfully imperative they fit onto the chair mobility for all belts conform to this standard. It is(see well worth then checking thetightened belts youup, usethe do!pads onwhere been fitted properly in the place below), when each of theimportant closure should ‘kiss’ each other. If there’s the a gap, then further tightening should It is really to make sure you have adjusted belt so that it’s tight enough. If thebe belt has Some means of attachment that the belts do not slip and move frame. over 30 years, side carried out if possible. been fitted properly in the first place (see below), then when fully tightened up, the pads on each out ofpoints position have been allow for fast, easy, and fine-tuned including side of the should ‘kiss’ each other. once If there’sthey a gap, then further tightening should be Correct beltclosure attachment carried out if possible. fitting processThe is absolutely Sadly, wheelchair users around the adjustments, world adjusted. ISOcritical. standard BS ISO while others still allow lecturing internationally This element of the Correct belt attachment points have died from suffocation due 1 to slipping (submarining) under their positioning belts, sometimes 16840-3 for fine adjustment, but the process and developing allows aacross maximum due the belts having been placed a 45 for angle the pelvis, like of a transport safety This This to element of the fitting process isat absolutely critical. Sadly, wheelchair users around thebelt. world was the reason that BS 8625due was to give guidance and instruction as to the optimum died from suffocation to produced, slipping (submarining) under their positioning belts, sometimes can be fiddly and time-consuming. international seating and have 5mm (net 10mm) slippage for each placement of belts and been harnesses to at cover client’sacross positioning needs, importantly, due to the belts having placed a 45a angle the pelvis, likeand, a transport safetyreducing belt. This of harmthat to the wheelchair occupant. submarining occurred simply because wasrisks the reason BS 8625 produced, toSometimes give guidance andadjacent instruction as to the optimum Other methods, such as grommet decontamination standards.the part of awasbelt relative to the the the belts had placement of not beltsbeen and tightened harnessesenough. to cover a client’s positioning needs, and, importantly, reducing fixtures mounted in the belt webbing part of the belt, under a repetitive the risks of harm to the wheelchair occupant. Sometimes the submarining occurred simply because Gross adjustment 1
1
o
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o
2
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the belts had not been tightened enough. Gross adjustment is usually achieved at the ends of the belt or harness where they fit onto the chair Gross frame.adjustment Some means of attachment allow for fast, easy, and fine-tuned adjustments, while others still allow for fine adjustment, the process beof fiddly and or time-consuming. Otherfitmethods, Gross adjustment is usuallybut achieved at thecan ends the belt harness where they onto the such chair as grommet mounted in theallow belt webbing through the mounting bolt is screwed, frame. Somefixtures means of attachment for fast, easy, andwhich fine-tuned adjustments, while othersdostill not allow for any webbing but length worryingly also may not pass the BS ISO 16840-3 allow for fine adjustment, theadjustment, process can and be fiddly and time-consuming. Other methods, such tests, as theyfixtures have been knownintothe ripbelt outwebbing of the webbing. as grommet mounted through which the mounting bolt is screwed, do not allow for any webbing adjustment, and worryingly also may not pass the BS ISO 16840-3 Triangular end-fitting and length three bar slide
through which the mounting bolt is screwed, do not allow for any webbing length adjustment, and worryingly also may not pass the BS ISO 16840-3 tests, as they have been known to rip out of the webbing. TRIANGULAR END-FITTING AND THREE BAR SLIDE One system that is certainly rather fiddly and time-consuming to adjust is the triangular end-fitting and three-bar slide design. However, this design is still of value as it takes up the least space between the frame and adjacent hardware, such as wheels. A triangular end-fitting provides a means to loop the support webbing through an attachment. The endfitting usually has a hole through which a bolt can be passed to mount to the framework attachment device. If using a triangular end-fitting, a three-bar slide is needed to fix the support webbing in place once adjusted to the selected belt length. The three-bar slide is in a figure of eight conformation. The webbing needs to be threaded as per the manufacturer’s instructions. For example, the webbing can be threaded through the two slots in a downward direction, passed through the end fitting, passed back through the slots in an upward direction, and then (to avoid the risk of slippage) back through the slots in a downward direction again (see Figure 4). 1
3
2
Figure 4 - Triangular end-fitting and three bar slide webbing diagram
4
CAM BUCKLE END-FITTING As an alternative to a flat mount and slide, a cam buckle end-fitting can be used to hold and adjust the support webbing (Figure 5). Look out that the cam buckle has been tested, with the webbing to be used, in accordance with ISO 16840-31 to verify that there is no slippage under the test condition when the clamp is closed.
1
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3
4
2
4 3
Figure 5 - Cam buckle webbing diagram
LOCKING CLAMP END-FITTING The ideal set-up is a locking clamp end-fitting which can be used to hold and adjust the support webbing. Preferably, the model chosen will be slim-line enough to fit the space between the chair frame and any other pieces of wheelchair hardware. Because the webbing is passed around a bar to grip itself (see Figure 6), it typically has higher strength and easier adjustment than other types of end-fittings. Again, the clamp should be tested, with the webbing to be used, in accordance with ISO 1684031 to verify that there is no slippage when the clamp is closed, under the test condition. IN CONCLUSION There’s a lot to consider! Having selected the appropriate type of belt for the client, be it centre-pull, dual-pull, or rear-pull, then correct placement on the wheelchair comes next. The means of attachment of the belt to the chair will dictate the ease with which you will be able to make
Figure 6 - Locking clamp end-fitting webbing diagram
adjustments for the client, both initially, and subsequently as changes in size or clothing come into play. Getting this relatively simple exercise right, and selecting appropriately tested products, is critical for optimum performance, and more importantly, the safety and well-being of the client. BS ISO 16840-3 Wheelchair seating. Determination of static, impact and repetitive load strengths for postural support devices
1
BS 8625:2019 Selection, placement and fixation of flexible postural support devices in seating.
2
‘Let’s Get it Clear’ by Dr Barend ter Haar This series of articles explores aspects in the world of posture and mobility where there are common misconceptions and myths to be addressed, to help promote better practice. Further items can be found at www. beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net
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OPINION
Opinion: Why procurement needs to be top of the waiting list Financial wastage across the sector is one of the biggest problems in healthcare, writes Graham Ewart I recently heard a story which I can only hope is an urban myth. A lightbulb, situated in a consultant’s office of one London hospital, had stopped working. The consultant brought a new bulb into his office the next day, intending to replace his office light and continue working. However, he wasn’t allowed and was told by the hospital’s facilities manager that a contractor would need to be called to check the light fitting and install a bulb sourced through its confirmed supplier. The cost of this – around £300. This story is just one of a hundred examples every week of financial wastage across the sector and is representative of just one of the current problems in healthcare. From contractors ingrained into the system, to products bought time and time again, despite there being proven solutions that provide better outcomes and value-creation.
FISCAL RESPONSIBILITY Last month, the Prime Minister announced a manifesto-breaking tax rise which will result in £12 billion worth of extra funding per year to tackle the NHS backlog and plug the gaps in health and social care. Whether this will plug even a tiny section of both sectors is yet to be seen and much discussed, but where there is still wastage, it’s easy to see how any new funding will simply drain away. And while the staffing and salary issues are a hot topic on the news agenda, my main concern lies with the product procurement running through the system. The lightbulb story hopefully is an exaggeration, but clearly demonstrates the problem. As a CEO of a healthcare manufacturing company myself, I know how imperative it is that I’m on site to oversee the business. Not only the activities of the top level
Let the Powerpack do the pushing Incredibly easy to fit and simple to remove Designed and made in the UK Range of up to 10 miles
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management, but the everyday aspects of the business, spotting where improvements can be made, where we can exchange supplies to decrease lead times or improve products, and importantly, where quality can be improved. In my opinion, the fiscal responsibility of the healthcare system needs reviewing before we can even begin to look at plugging holes. This isn’t just the viewpoint of someone like me in the industry itself, but of countless others. From the public who are faced with worrisome tax rises to fund the free-flowing gaps, right through to Westminster itself, where Conservative MPs have accused the sector of “wasteful spending” and “throwing other people’s money down a bottomless pit”, to quote former Northern Powerhouse Minister Jake Berry.
Graham Ewart is CEO of Direct Healthcare Group (DHG), a Caerphilly-based developer and manufacturer of pressure care products. www.directhealthcaregroup.com
CIRCLE OF WASTAGE Contractual obligations, often signed years, if not decades, ago, have tied facilities into long term contracts with little flexibility or power to negotiate better terms, and in the face of rising material cost inflation. This inability to procure efficiently has meant that even where competitor suppliers have released alternatives which offer greater innovation and a resulting higher level of care (or sometimes cheaper alternatives), the providers are stuck in a never-ending circle of wastage. Put simply, the current procurement set up is wrongly enabling the service to continue to pay for products that do not enable patients to realise the most benefit. This process can perhaps be most starkly demonstrated if we compare the public health service with those working in the private
sector. The latter’s flexibility and business acumen to change suppliers where needed, whether for cost or innovation reasons, is far, far greater and this ability even runs through to staffing. Private hospitals would have to dismiss over a third of their clinical staff and employ 30 per cent more management roles to be anywhere near the same position as the NHS currently sits. We all know how extremely hard doctors, clinicians, porters, nurses and everyone involved in the care sector works, and I can’t help but feel we are doing these same staff, who we clapped for not so long ago, a disservice by not providing them with the equipment and innovation they need to improve patient quality. Without an overhaul of procurement within the health system, we may find ourselves
struggling to plug any gap, or move forward as a health service. As the third largest employer in the world, the NHS is imperative to us all, and we all have a responsibility to improve it, not only for the hospitals, the staff and the supplier ecosystem, but for the patients themselves.
Call to find out more
01787 888 106 Attaches in seconds
or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THS20
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RETAILERS’ BUYING GUIDE
Buyers’ guide to Daily Living Aids
Each month, discover key products from a different segment of the mobility market to consider offering to customers
Splash Slipover Scooter Bags from Able2 The Splash scooter bag range affords the user independence and functionality when out and about in town. Simple to attach to a scooter, with adjustable straps and velcro fastenings for a secure fit; these bags offer easy-use zip fobs, easy-grip handles, reflective piping and enough storage to see anyone through a day out of the house. Available in different sizes and styles, the bags are available in black, grey or hi-vis and are made of a strong, durable fabric that will protect belongings from wind and the odd light shower. www.able2.uk
Able Label Back Opening Nightdress from The Able Label This short sleeved, back opening nightdress has a flattering relaxed shape in a floral print. Designed for self or assisted dressing the nightdress is easier to get on and off, with a fixed back yoke and generous overlapping fabric at the back. It is helpful for anyone with incontinence problems, making going to the toilet and hospital visits a more dignified experience. www.theablelabel.com
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StayPut Anti-Slip Fabric from Able2
EasyFit Plus+ Bed Rail from NRS Healthcare
From placemats and coasters, to bath mats and shower mats, StayPut Anti-Slip fabric has a whole host of uses. This versatile product helps to prevent spillages, slips, trips and falls; keeping the user (and their belongings) safe and steady at home. Non-allergenic and latex-free, to reduce the risk of reaction, the fabric is also machine washable, mould and mildew resistant and biodegradable. The cushioned fabric’s anti-slip properties have been independently certified and it is safe to use around food, so it makes an ideal fridge drawer liner too. For total flexibility, the fabric is available in 10 colours and in rolls of various sizes, enabling the user to cut to fit whatever their need might be. www.able2.uk
This new and improved modern bed rail has been designed to provide maximum support to the user when getting into and out of bed. It is compatible with most types of beds, including divans, slatted bedframes and non-height adjustable profiling beds. Its ergonomic design means the user has multiple grip options allowing them to find the most comfortable position to get up or reposition when in bed. For steadfast stability, a wide base with splayed legs and locking clamps secure the bed rail in place, preventing the risk of accidents. When it is not required, it can be folded flat for easy storing. The bed rail is available in two heights, 820mm and 920mm. www.nrshealthcare.co.uk
Spill Proof Cup from Drive DeVilbiss The lightweight Spill Proof Cup is a durable cup suitable for both hot and cold liquids, which has an easy grip handle and a sturdy screw on lid to prevent leaks and eliminate messy spills. Featuring an easy grip handle, the screw lid has a hole for a disposable straw and the manufacturer states that it will not spill even when it’s upside down. The cup has a capacity of 200ml. www.drivedevilbiss.co.uk
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RETAILERS’ BUYING GUIDE
7 Day Pill Pouch from Drive DeVilbiss The smart 7 Day Pill Pouch features seven multi-coloured pill cases contained within a handy wallet. Each pill case has four individual compartments labelled ‘morning’,
‘noon’, ‘afternoon and evening’ and ‘bedtime’, providing a simple, but effective way to organise medication. Sliding lids on individual cases keeps
the contents secure, and inserts can be easily taken out by the user. www.drivedevilbiss.co.uk
MemRabel 3 Memory Prompting Alarm Calendar Clock from Easylink UK A simple but effective solution for task scheduling, creating memory prompts, and playing instructional videos, the MemRabel can help users with dementia. Users can simply set it using the touch screen menu and play media files at required alarm times. It
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also has an internet alarm transfer service. There are over 150 pre-loaded task videos ranging in content from medications to exercise prompts.
The model can also be used to create personalised videos, photos, or voice memos for automated playback. www.easylinkuk.co.uk
Duo 200 Walking Trolley Make life easier with the Duo 200 Walking Trolley, an innovative product combining a walking frame and household trolley, designed to carry items and support you whilst you walk.
Made from robust steel with easy to manoeuvre castors, the height adjustable frame has unique dual action sliders, which have a curved nylon base. This allows free movement when the trolley is pushed forward, whilst the gripped section creates stability and prevents the trolley from moving if you put your weight through the frame, eliminating the need for hand brakes. With space for a plate and a drink on the top tray, the trolley can help you to transfer your meals and snacks from the kitchen to somewhere you can sit and eat comfortably. P23117
HIGHLIGHTS: • An innovative walking frame and household trolley combination • Lightweight robust steel frame • Small front castors enable good manoeuvrability
The Duo 200 Walking Trolley has been designed in conjunction with Occupational Therapists and Physiotherapists and is available in two colours: turquoise blue and pebble grey.
• Dual action sliders for greater stability and safety • Height adjustable • Available in two colours
P23129
For more information please contact your local Regional Sales Manager or the NRS Healthcare Customer Service Team
0345 121 8111 customerservice@nrshealthcare.co.uk www.nrshealthcare.co.uk
RETAILERS’ BUYING GUIDE
Combi Grabber from NRS Healthcare
The Soxon from The Helping Hand Company
The NRS Combi Grabber is an effective reaching aid that ensures people with limited mobility can preserve their independence. Eliminating the need to bend or stretch, the grabber has a functional design that allows the user to pick items up off the floor or from a height. It features a large, easy-to-grasp trigger handle, making it ideal for people with weak hand strength. It has rubber lined, anti-slip jaws providing a tight, strong grip. If required, the grip can be rotated 90 degrees for a more suitable angle depending on the situation. The Combi Grabber is available in two sizes, 660mm and the larger 813mm. www.nrshealthcare.co.uk
Arthritis pain and stiffness can make normal activities like buttoning a shirt and pulling up socks time consuming and difficult to do. The Soxon is The Helping Hand Company’s best-selling sock aid and the most practical helper for the start of every day to get dressed. Dressing is made safe sitting down and reduces the user’s need to bend. It is gentle against fragile skin and its hypoallergenic fabric wicks away moisture. Simply pop in the machine to wash as needed. For those customers who wear compression or TED support stockings, it is also worth checking out the range of Ezy-on compression helpers. www.hhadlessentials.co.uk
Medpage Seizure Movement Detection Monitors from Easylink UK
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These monitors from Medpage detect nocturnal seizure movements from a sleeping person using a sophisticated patented sensor positioned under the bed mattress. Seizure alert notifications are transmitted to a carer’s pager or
wireless portable alarm. Medpage Limited is accredited by BSI to ISO EN 9001:2015, and its monitors are appropriately CE marked. www.easylinkuk.co.uk
Innovative products for easier living
IN STOC K ORDER N OW
3 NEW KETTLE S R U O L O C
3 Unique ‘pivot to pour’ action 3 Ergonomically designed to reduce handling effort 3 Non-slip base for security and stability 3 Contrast design to aid those with dementia and low vision
For more information or to become a retailer, get in touch: www.able2.uk
enquiries@able2.uk
01254 619000
01254 619001
RETAILERS’ BUYING GUIDE
Dailee Disposable Pads and Pants from Able2 These environmentally friendly, disposable pads and pants answer the needs of those experiencing light, medium and heavy incontinence episodes. Unisex, male and female designs ensure that the user achieves the most comfortable fit; and each product is designed to be as thin as possible to remain discrete under clothing to help the user retain their dignity. The drylock technology wicks away moisture to keep the user dry and comfortable whilst also locking in odours to keep the user fresh and confident. The pads fix easily and securely into underwear and the pants/slips are simple to put on and take off. www.able2.uk
Handigrip Pro Reacher from The Helping Hand Company Just like a human hand, the Handi-grip Pro Reacher is great for picking up everyday objects, large and small, all around the home. It features a simple pull, twist and return action rotating head, helping the user to avoid wrist strain so that they can reach all those awkward spaces. It also has super soft flexi lips and a hooked trigger, which is also a great dressing aid. Over 80 per cent of people who buy a reacher will use it for dressing, according to The Helping Hand Company. All of its reachers have a Lifetime Guarantee. Retailers can add their own contact details on the product too. www.hhadlessentials.co.uk
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Folding Handy Grabber 26” from Drive DeVilbiss The Drive range of Handy Grabbers makes life easier when reaching for things on the top of a shelf or off the floor with its cord-operated jaws. The model folds easily for storage and transportation. It is manufactured from sturdy lightweight aluminium and can be folded down to reduce its length for storage. This model features a magnetic tip and easy-to-use finger-operated trigger. www.drivedevilbiss.co.uk
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ABOUT US Verlingue is the approved insurance broker for the BHTA insurance scheme, which is available exclusively to BHTA Members. We are part of the Verlingue Group, one of Europe’s largest independent insurance brokers, employing over 1,100 people and placing premiums in excess of €2 billion.
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RETAILERS’ BUYING GUIDE
Harley Luxury Proform Cushions from Able2 These cushions feature a profiled memory foam top fused to a high density polyurethane base to balance pressure relief, stability, support and comfort. This makes them ideal for those who regularly require the use of a wheelchair, or those who might need to be seated for extended periods of time. They are available with different cut-out options to suit a variety of needs: Standard (with no cut-out), Coccyx (to reduce pressure on the tail bone area), Combi (to alleviate pressure around the sitting bones), and Ringo (which features a removable insert to relieve pressure around the sitting bones). www.able2.uk
TAiMA SGT Rollator from Able2 Featuring an attractive metallic finish, this lightweight and small rollator is perfect for the more petite user. Weighing 5.3kg, the 59cm seat height makes it an ideal day-to-day companion when out and about. With a minimum handle height of just 76cm, this rollator removes the discomfort caused by using a too-high handle setting. Ergonomically shaped handles, simple-to-operate brakes and easy manoeuvrability combined with a generous bag, comfortable seat and handy walking stick holder make this rollator a high-quality, long-life tool upon which the customer can rely. www.able2.uk
Ardoo Caresafe 140 Hoist by Ardoo Portable Hoists Manufactured in the UK, the Ardoo Caresafe 140 Hoist claims to be the lightest folding portable hoist in the world. It is ideal for car transfers, in the home and on holidays as it easily folds up and fits in the boot of the car. www.ardoohoists.com
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• Care Alarms & Telecare • Dementia & Elderly Care • Fall Prevention • Epilepsy Care Products 01536 264 869 www.easylinkuk.co.uk www.medpage-ltd.com
Medpage Limited T/A Easylink UK 3 Melbourne House Corby Gate Business Park Corby, Northants NN17 5JG UK @MedPageLtd
Medpage/Easylink UK QP Ad.indd 1
Over 700 models available from stock. Please contact us for our trade catalogue: Tel 01460 75686 www.classiccanes.co.uk
21/07/2021 13:10
DELIVERY l Nationwide delivery & installation l Removal & disposal of old products
Experts in Healthcare Logistics
l Manufacturers warranties honoured
CONTACT US TODAY
l 35,000 Square foot warehouse
0330 445 0099 info@hdd-ltd.com www.hdd-ltd.com
l Owned & operated fleet of vehicles
SERVICING l Annual equipment servicing l LOLER testing & inspection l Bed inspections & servicing l Engineer call-outs for repairs
STORAGE l Short term storage solutions
Your Promises. Delivered.
www.thiis.co.uk / 55
RETAILERS’ BUYING GUIDE
Long Range Radio Signalling Alarms from Easylink UK Medpage has developed a group of products that provide long transmission range (400-600M) with the ability to send preprogrammed alarm notification messages. With its free-to-downloadand-use PC software, setting up a transmitter with messages and operating instructions is simple. Its universal POCSAG transmitter can be connected to any device producing a volt-free alarm output. Additionally, the DTX2 is compatible with the manufacturer’s bed, chair, enuresis, door alarm, and PIR sensors. Options in the range include a universal transmitter, PIR movement sensor transmitter, waterproof call button transmitter, door/window alarm transmitter, bed leaving sensor, chair leaving sensor, enuresis sensor, flood detection sensor transmitter, fall detection and call button transmitter. www.easylinkuk.co.uk
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Comfort Value Sling by Care & Independence Boasting multi-purpose functionality, the Comfort Value slings by Care & Independence provide excellent comfort. The highly durable slings are available in polyester or 3D spacer materials. www.careandindependence.com
Kura Care Cutlery Set from NRS Healthcare This new and improved stainless steel cutlery set consists of a knife, fork and spoon. This profiled range of stainless steel cutlery has been specially designed to provide a comfortable grip for those who find it difficult to grip standard cutlery, especially those who are living with arthritis. The handles are ergonomically designed and include moulded-in rubber grips, to make them easy to hold and use. This range of cutlery has two-tone styling that has been uniquely designed to reduce the appearance of the curved profile, making the cutlery appear more stylish and inclusive. All the Kura Care range is dishwasher safe and latex free. www.nrshealthcare.co.uk
Amplicomms Phones from Able2 This range of mobile, corded and cordless phones from Able2 is designed to make communicating easier for those with impaired hearing and sight. Large buttons, simplified menus, extra loud ringtones and hearing aid
compatibility make the phones ideal for those who might be starting to struggle. Direct dial photo buttons on some models are especially helpful for those with dementia or Alzheimers, enabling the user to recognise
Surefoot Bath/Shower Board from The Helping Hand Company Prescribed by healthcare professionals, the Surefoot bath/shower board is manufactured in Herefordshire. The Surefoot is an attractive width-adjustable bath/ shower board with an adaptable style that will meet the majority of your customers need. It is available with and without a safety handle and is simple and easy to fix, with no fiddly tools required. It is extra wide and can withstand up to 200kg. Full user instructions and how-to-use videos are available to enhance your customer website shopping experience. www.hhadlessentials.co.uk
familiar faces rather than needing to remember names and numbers. Mobile phone options come with internet capabilities: limited 2G or 4G smartphone options. www.able2.uk
Stiltz Homelifts are recruiting! Behind the on-going success of award-winning Stiltz Homelifts, are an amazing team of people. We are now looking for additional talent to join us to help grow our professional Field Operations teams across the UK. Installation Engineers. All UK locations
As a Stiltz Intstallation Engineer, you will install and commission our homelifts, working in customers’ homes. • You must have a mechanical/electrical background with the ability to carry out basic electrical fault finding if required. We will provide full product training • Experience in a field based role; maintenance or installations ideal • Demonstrate a high standard of workmanship and professionalism • Full UK driving license and DBS check required. You’ll be reliable and resourceful • Qualification in appropriate trade ideal
Multi-Trade Builders/Carpenters. All UK locations
You’ll support the build/installation of our homelifts in customers’ homes. As a Stiltz Multi-Trades Builder/Carpenter you will offer a high quality of workmanship including: • Experience in 1st fix carpentry (floorplan installation; joists and steel work) • Experience in 2nd fix carpentry (fixing architrave and skirting boards, fitting doors) • Proven experience of structural adaptations; joists/beams/columns/plinths/steels • Ability to read and understand architects’ drawings / structural calculations • Ideally NVQ Level 2 in relevant trade • Full UK driving license and DBS check required
Installers’ Assistants. All UK locations
Support our experienced Build/Install teams in the UK. You should have: • Strong practical aptitude • Experience of the building trade and/or allied industries • Ability to prioritise, plan and multi-task • Ideally, previous experience of assisting/labouring with experienced trades • Full UK driving license and DBS check required
Above roles are UK-based and involve travel and occasional overnight stays. If you’re excited by the prospect of working for a highly successful business that puts employees and customers first AND provides excellent staff benefits, get in touch.
OFFICE-BASED ROLES ALSO AVAILABLE! Visit stiltz.co.uk/vacancies/
Our recruitment team are waiting to hear from you! Forward an up-to-date CV to jobs@stiltz.co.uk
THE ERGO LITE 2, PROUD WINNER OF
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Ergo Lite 2 Self Propel Wheelchair
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