THIIS October 2022

Also inside...

Zenith Mobility’s new store in the north east

Handicare’s Partner Day celebrations

Expert-recommended independent living aids

Rolling with the punches

Businesses talk bouncing back from Covid, entering the UK market, and new product launches...

From the editor Welcome!

Despite the tricky economic environment at the moment it was great to see all the top brands turning out for Rehacare 2022 in Dusseldorf recently. Some companies made the most of the face-to-face interaction with visitors by bringing along some of their latest products. These included Karma Medical, which is launching new mobility solutions in the new year (p4).

On the topic of events, this issue we have included coverage of Handicare’s Partner Day (p40). The stairlift provider invited partners from across its national network to the exclusive event in Manchester to celebrate and thank them for their achievements, as well as unveiling new products.

This issue, THIIS meets Ian Jones, Managing Director at Care & Independence (p14), to discuss the firm’s big recruitment drive over the past year and updates to its popular Glove sling range. We also caught up with Terence Clark, Country Manager for Topro UK (p30), which has been busy developing new products and boosting the services it offers to dealers and the NHS.

Stephen Parkes, Owner and Manager of Zenith Mobility in the north east of England, talks about his new showroom in Sunderland, while marketing expert Mike Glynn (p28) offers his advice to retailers.

In his regular feature (p46), Dr Barend ter Haar looks at the implications of paediatric equipment.

Finally don’t miss the top daily living aid recommendations in the Retailers’ Choice (p8) and Buyers’ Guide (p50) features.

As ever, if you’re a retailer with any news to share then please don’t hesitate to get in touch.

Stay up to date...

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News, deals & people

Karma Medical unveils its latest mobility solutions

Mobility solutions manufacturer

Karma Medical unveiled two exciting product launches at Rehacare 2022 in Dusseldorf last month.

The Flexx Adapt is a highly adjustable paediatric wheelchair that grows with the child to provide a safe, supportive, and comfortable wheelchair experience.

The chair combines tilt and recline functions to help the user achieve an almost horizontal trunk position to redistribute pressure from the hip bones, while the adaptive seating system allows a wide range of accessory options for the ultimate personalisation.

Karma has also launched the upgraded Morgan M, a mid-wheel drive, indoor-outdoor power wheelchair compatible with the Versus seating system. The Versus seating system has been designed for wheelchair users who might see their condition change over time.

Morgan M is compatible with the simpler Karma Sling seating system for users looking for primary comfort and support.

Morgan M’s high-performance

brief...

motors and six-wheel independent suspension system evenly distribute and absorb any shock from driving over uneven surfaces to provide best-in-class driving performance. The narrow 600mm width and 700mm turning radius make Morgan M a nimble navigator for indoor use.

Both chairs will be officially distributed in the market in the first quarter of 2023.

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

LISCLARE’S FIRST RETAIL PARTNER

Southampton-based mobility retailer Easy Care Systems has been announced as the first UK dealership to stock the Showerbuddy Hygiene Solutions Transfer range from Lisclare.

ShowerBuddy is a bathroom access solution which provides instant access to an existing shower without the cost, disruption and waiting time of a bathroom adaptation. According to Lisclare, the ShowerBuddy is safer and more robust than alternatives such as using a ramp to access a shower, or lifts to access a bath.

STANNAH’S VIDEO-POWERED RETAIL SERVICE

Stairlift and homelift company Stannah has partnered with Emplifi Live Commerce to launch a video-powered retail service, Stannah Live, which will bring customers an immersive virtual shopping experience.

With a brand-new showroom, customers can now see product demonstrations of all Stannah’s stairlift and homelift products with the guidance of a Stannah product expert without having to make a journey to a shop.

The expert will guide the customer through the range in a live video call with customers able to ask questions in the chat feature or via a ‘face-to-face’ conversation.

The Morgan M power wheelchair and (above) the Flexx Adapt paediatric wheelchair

Drive DeVilbiss launches new home health monitoring equipment range

Mobility equipment specialist

Drive DeVilbiss Healthcare has entered the home health monitoring equipment market, with a new range of products which includes blood pressure monitors, digital thermometers and blood glucose monitors. Drive DeVilbiss hopes the new range will help individuals to monitor themselves regularly and work cohesively with their GP, nurse, or healthcare professional to proactively manage their health.

The range includes two blood pressure monitors – one which takes a measurement from the upper arm and the second from the wrist. They are both fully automatic and feature a large LCD screen.

There are three digital thermometers in the range. Two models take a measurement from the

ear and the third from the forehead. The forehead thermometer is noncontact and is ideal for those working in the care sector or individuals returning to the office.

The range also includes two blood glucose monitors, both compact digital devices to help users with diabetes monitor their blood glucose levels. Both models feature an LCD backlight and a five-second reading time for fast results.

Rise & Recline launches single adjustable care bed

Adjustable chair and bed specialist Rise & Recline has launched the latest addition to its range of adjustable beds – the Sherwood. The Sherwood 3x 66” single electric bed has been developed to offer customers a single adjustable care bed that will blend well into a domestic environment. Featuring Rise & Recline’s popular 400H Reflexion Memory Foam mattress, the Sherwood features a five-part, four-movement adjustable bed action. It can be easily adjusted using the integrated handset while the raised sides ensure the mattress will not slip if used with moving and handling equipment. To accommodate transferring, there is the option of hoist access beneath the bed.

Snowdrop Independent Living appoints new regional manager

Specialist mobility aids retailer and distributor Snowdrop Independent Living has appointed Michael Willetts as South Wales Regional Manager, as part of its new growth strategy. With over two decades in the mobility field, Snowdrop has built an impressive reputation amongst clients and customers, growing from a single shop in Haverfordwest, to seven showrooms across the West Midlands and South Wales offering retail, installation and engineering services.

Michael Willetts brings almost 15 years of engineering industry and management experience to the role, which sees him take responsibility for ensuring customers continue to receive the highest quality of service and implementing best practice and working systems amongst the Snowdrop team.

David Morgan, Managing Director of Snowdrop Independent Living, said: “Already a dynamic addition to Snowdrop, I look forward to seeing Michael play a key role in the business’ growth ambitions, strengthening processes, supply chains and the engineering division.”

COMPLETE CARE SHOP’S COST-SAVING INITIATIVES

Independent living aids retailer Complete Care Shop is to offer four cost-focused initiatives to support customers in response to the cost-of-living crisis.

The ’Everyday Value’ range highlights Complete Care Shop’s best value products, delivering quality and safety at the best price. Over 400 products covering the entire range will easily be identified by the ‘Everyday Value’ badge.

The ‘Price Checked’ range covers 500 products checked every week to ensure customers get the best price. Both ranges are supported by free product advice service, with one-month free insurance on high-value products.

SMART LAMP LAUNCHED TO PREVENT FALLS

A lamp, designed by Nobi, which helps to both prevent and detect falls, has been launched. The Nobi lamp offers a solution to a global problem, with falls being the leading cause of fatal injuries in the elderly. If an elderly person takes a fall the lamp detects this and speaks to them, asking if they are okay. In the event of no response or a call for help, the lamp is pre-programmed to send a message to caregivers. In the event of an emergency, the emergency services are notified. The device can send an image to show where in the room the fall has occurred and illuminate the room if the user gets up.

acquisitions

Ottobock to enhance its prosthetic service offering

Prosthetic manufacturer and patient care provider Ottobock has agreed to acquire Pace Rehabilitation, one of the UK’s largest independent providers of prosthetic and rehabilitation services for people who have sustained a serious limb injury.

Established nearly 20 years ago, Pace Rehabilitation has three clinics located in Cheshire, Buckinghamshire and Glasgow that provide a high-quality level of service and expertise in the area of rehabilitation services.

Pace Rehabilitation has been a customer of Ottobock for many years and the acquisition offers an opportunity for Ottobock, it says, to enhance its offering further in the UK.

Trulife expands mobility equipment provision with acquisition of Simplymed

Mobility equipment manufacturer

Trulife has acquired Simplymed, a supplier of walking aids and therapy equipment to the NHS, local authorities, community equipment providers and retailers.

Simplymed was founded in 2009 and has since grown from

strength to strength, gaining a reputation for quality and service within the UK market, while Trulife is a global business with over 60 years’ experience as a manufacturer of walking aids and orthotic devices. The Group’s HQ is located in Dublin, while its R&D, manufacturing and marketing activities take place in its wholly owned subsidiary companies in the UK and Ireland.

In the immediate short term, Simplymed will continue to trade as normal, with the eventual intention to combine the business with Trulife. Simplymed’s operations in its current warehouse facility Wigan will be transferred to Sheffield in due course to streamline operations.

Sunrise Medical acquires Helping Hand Company

Wheelchair manufacturer Sunrise Medical has announced that it has acquired UK-based Helping Hand Company in one of two strategic acquisitions in Europe.

As well as Helping Hand Company the firm has also acquired Now Tech, based in Hungary, continuing its strong pursue for strategic improvements and growth.

The Helping Hand Company specialises in the design, manufacture and distribution of pressure management seating and positioning products, Symmetrikit 24-hour postural care range, independent living and environmental products.

Its well-established operation and vertically integrated manufacturing will benefit Sunrise Medical group in strengthening production capability in Europe and further optimising its global supply chain.

It also extends the product

portfolio especially in the seating and paediatrics area to offer more comprehensive ‘24-hour postural care’ products to satisfy the well diversified customer demand.

Now Tech, a Budapestheadquartered tech start-up company, joins Sunrise Medical with a strong digital, software and electronic engineering team, which brings highly desired technical skills and over 10 years industry specific knowledge and expertise.

Sunrise Medical has announced that it has acquired Helping Hand Company

A prosthetic hand by Ottobock

Simplymed is a supplier of walking aids

Daily living aids

Retailer’s Choice: Trolley Zimmer Walker from Performance Health

“One of the most common problems we come across is customers asking how they can transport plates and drinks safely from the kitchen to another room. If someone is slightly unsteady on their feet, then moving items from room to room can become a daunting task.

“This is where one of our most, and favourite, daily living aids come in – the Trolley Zimmer Walker – a walking aid and a transportation device in one.

“The Trolley Zimmer Walker comes in both beige and white and provides a sturdy and robust way of transporting food, drinks and other small items around the home.

“The Walker is fitted with wheels which make it easy to manoeuvre and the trolley has brakes which lock when it isn’t being pushed from room to room. This helps to provide a support when raising to a standing position from a seated position in a chair.

“This aid has two fitted plastic trays, which are easy to wipe clean, and they have raised edges on three sides to prevent items from rolling off. One side is dipped to allow easy access to objects, and it enables the trolley to be used as a small tabletop.”

abilitysuperstore.co.uk

Wondering which aids for daily living are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that is standing out for them and why…

Retailer’s Choice: Revo Reach with Griplock from Performance Health

“Reachers are helpful after hip or knee replacements when you are not allowed to bend over. They make it easy to pick up hard to reach objects and extends your reach for objects that have fallen on the floor or are in high cabinets.

“The Revo Reach has a chunky handle which allows you to squeeze with multiple fingers. This reduces finger and wrist strain. It has a revolving jaw allowing objects to be picked up from a variety of angles and in hard to reach places.

“The jaws can be locked in place once an item is gripped, enabling the user to concentrate their efforts on moving the object, rather than maintaining their grip of the item.

“The lock can be engaged using either the thumb or hand to turn the locking catch.

“Another innovative function is how the lock can be set so that as the trigger is squeezed, the jaws automatically lock. This is ideal for anyone who lacks the dexterity to use the lock catch when gripping an item and is also especially useful for gaining a tighter hold on an item that has already been gripped.

“The Fine Tune Grip Lock is a useful feature that allows the jaws to be locked halfway so they have a smaller range of movement. This is a useful function when picking up smaller objects.”

peoplefirstmobility.co.uk

Karen Sheppard Managing Director of People First Mobility

Julia Phipps Owner of The Ability Superstore

Bigger, Better, Stronger.

Driving performance together

Since joining the Savaria family we are Bigger with an expanded product portfolio, Better with new improved product launches coming soon, and Stronger together as the global leader in mobility.

Speak to your BDM to learn more or call TPS on

Retailer’s Choice:

Wireless Chair Mat from Alerta Medical

“We have worked with Alerta Medical for several years now and their commitment to developing innovative home safety products is very impressive. Their wireless alarm system is ideal when caring for the elderly, and/or those with dementia or Alzheimer’s who require supervision when up and about within the home environment.

“The sensor pads detect when the person exits their chair or bed and alerts the care giver. The wireless system makes it incredibly safe as there are no wires that would create a trip hazard. The alarm would sound in another room meaning that the patient will not become confused or upset by the alert noise.

“But the carer will hear the alert immediately from other rooms in the home or building, even in the garden! Alerta‘s innovation also stretch’s to floor/door pressure mats which come in various sympathetic colour system for people with dementia these are most effective when placed at the bedside or doorway; activating the alarm when a user leaves their safe zone also the motion detectors which can be an invaluable addition to a home safety alarm range.

Individually or as a collective package these products deliver safety and peace of mind for everyone involved and the support, and proactive account management by Alerta Medical is what you need to make it a very successful supplies partnership.”

mobilityscotlandltd.co.uk

Billy Finnie Operations Manager of Mobility Scotland

Retailer’s Choice: Bigfoot Half Step from Gordon Ellis

“The daily living aid we have chosen is the Bigfoot step from Gordon Ellis. The Bigfoot is a substantial step, with a vast non slip surface. It is height adjustable and has a maximum user weight of 220kg (34 stone).

“There is also the option of one or two support handles that can be clipped in extremely easily, which are particularly useful when being used as a temporary measure when grab rails are not available or able to be installed.”

Lauren Bromfield Director of Classic Mobility

classicmobility.co.uk

Retailer’s Choice: Curved Cutlery from Shine International

“The range of curved cutlery from Shine is the perfect dining set for those with hand and finger difficulties.

“Available in a fork and spoon, these pieces are ergonomically designed with a curved handle, giving the user a sturdy and more controlled grip.

“The fork and spoon are available in either left- or right-handed, in red, black or blue, making them specific for the user’s needs and choice of style. Being easy to clean and dishwasher safe, this cutlery is a popular seller of ours both online and in our stores.”

ableworld.co.uk

Ellie Emerton Senior Marketing Manager at Ableworld

Retailer’s Choice: Bathroom Grab Rails from AKW

“A standard offering from any retailer should be a robust range of grab rails. Ideally, they should be large enough and strong enough to perform the function of providing stability without being too overtly conspicuous.

“Our go-to range is the moulded, fluted rails from AKW. Available in a variety of lengths and colours, most with a disc to cover the fixings. They are extremely strong and durable with the benefit that they can be used both indoors and outside.

“Additionally, as the fixings are hidden and the rail is plastic, they do not need to be earthed if used in the shower (often overlooked where there is an electric shower).

“This is often a product that will bring a customer to your door and then you have the opportunity to explore their difficulties and ensure that other risks are considered and perhaps resolved with other products you may have on offer.

“Other variations of rail are also available from the same supplier to complete your offering as a ‘solutions provider’.

tpg-disableaids.co.uk

Retailer’s Choice: Classic Pro Reacher from The Helping Hand Company

“A daily living aid that we have been selling for some time now is the range of handy reachers from The Helping Hand Company. We tried other versions on the market but always go back to this range due to the quality of the product.

“It is a fantastic tool for everyone – disabled, sports injury, pregnant, recovering from a hip or knee operation, chronic pain or living with arthritis.

“Using a handy reacher avoids bending and straining when getting dressed and for picking up items down the side of your bed or chair.

“The Classic PRO Reacher is our bestseller in our showroom. It comes in two lengths 26” or 32”. It is ideal for helping you get dressed as it has a hooked trigger and dressing post to lift up and pull your clothes around you.

“There are other reachers in the range including the Classic Max with a unique gel handle for better grip. There is also the Folding Grabber, which is ideal for travel and fits in your shopping bag or suitcase.

“One of the selling points is that they come with a Lifetime Guarantee. The Helping Hand Company will be happy to give the reaching aids a freshen-up if they stop working (as a result of general wear and tear, not misuse). This can be arranged through the dealer. This range of reachers really is the best and we wouldn’t sell anything else.”

thistlehelp.co.uk

Laura Hays Director of Thistle Help Limited

Alastair Gibbs TPG DisableAids

Mobility aids from Rehasense

The Space LX rollator from Rehasense combines modern design with smooth lines and high strength alloy materials yet weighs only 5.8kg ensuring it is extremely easy to walk with, lift and turn whether being used within the home or outside.

With an integrated detachable basket, the Space LX is perfect for short shopping trips and should the user wish to take a break they can use the integrated seat.

To always ensure good posture, height adjustable handles with indexed settings provide increased user comfort while increased safety comes from the quick positive braking system.

Storing the Space LX at home or transporting it is simple thanks to the easy-to-use A-lock system which doubles as an ergonomic shaped carrying handle.

The Space LX easily folds by pulling the strap on the seat and then stands securely on its wheels therefore taking up little space at home, in the car or on public transport. Available

in medium and large and three metallic finishes, the Space LX is fitted with a backrest and stick holder as standard, has a maximum user weight of 150kg and a 7-year warranty.

Complimenting the Space LX is an extensive portfolio of rollators including the Space CF which weighs just 4.7kg and is the lightest carbon fibre rollator currently on the market. With a maximum user weight of 150kg, the Space CF is easy to control and manoeuvre in both indoor and outdoor environments.

Manual wheelchairs available from Rehasense include the ICON 35BX which weighs just 8.2kg and is the lightest wheelchair in the ICON range and features an ergonomic seat and back angle to provide a superb seating position. The ICON 35LX which weighs only 9.0kg is fitted with enhanced ergonomic seating, back upholstery, and adjustable arm rests for increased levels of support and pressure relief. Both models have a maximum user weight of 125kg

“Here at Rehasense we pride

ourselves on the quality of our products and the level of support we offer every dealer, and it is our aim to work with them to ensure people can live as independently as possible in their home” commented Managing Director Lee French.

For more information on the full range of mobility solutions available from Rehasense or to discuss retailer opportunities call 0333 220 0704 email ukadmin@rehasense.com or visit www.rehasense.co.uk

Trade Talk

Care & Independence provides a range of products that are designed to aid mobility, independence and improve daily life for the elderly and less able. Its product range comprises a wide variety of sling types to help in the moving and handling of patients in hospitals, nursing homes and home environments, as well as a full range of showering and bathing products.

A truly British company, it has two UK-based workshops where it designs and manufactures products, with all of its staff working under the ethos of ‘improving lives’. THIIS spokes to Ian Jones to find out more…

WHY DO YOU THINK THE GLOVE SLING RANGE WAS SO SUCCESSFUL FOR CARE & INDEPENDENCE, AND WHAT WERE THE REASONS FOR UPDATING IT THIS YEAR?

“When we first launched glove sling™ with the Glove Deluxe Tux, no other manufacturer offered anything like it. The ‘Tux’ shape is now a staple in the market and has been much replicated since – which we take as a great compliment.

“As a company we are driven by improving lives and part of that means endeavouring in our understanding of the many complex problems experienced by users of our products.

“Through ongoing market research with users, careers and leading healthcare professionals, we continue to innovate, address and resolve issues – the introduction of the Glove Diamond sling family being one of our most recent success stories.

“The Glove Tux as I’ve already

Oxfordshire-headquartered Care & Independence manufactures slings, shower chairs and cradles and stretchers, alongside selling a varied range of mobility aids and products to hospitals, nursing and residential homes and private customers. The past year has been a busy one for the firm, as it has embarked on a big recruitment drive while releasing new products…

said is a highly popular and wellestablished sling but it’s also over 15 years since it was first designed.

“Confident that we could better even the ’Tux’, we reviewed everything we already knew and considered how we could further improve the sling in terms of performance, functionality and experience for the user and carer.

“The Glove Diamonds went through our comprehensive New Product Introduction process, with multiple iterations of prototypes before we were happy to bring it to market.

“The feedback we’ve had since launch has been phenomenal - the Diamond slings were absolutely worth the wait and are set to overtake the Tuxes as the go-to sling choice for sling prescribers.”

MARJORIE WHITE HAS BEEN BEHIND SOME OF THE COMPANY’S MOST INNOVATIVE DESIGNS AND SHE IS SET TO RETIRE THIS YEAR. WHAT DO YOU CONSIDER TO BE HER MOST SUCCESSFUL DESIGNS?

“I truly believe Marj is one of the best sling designers in the industry - if not the best. She has not only been instrumental in developing our Glove Sling range from the outset but also in

Q&A with Ian Jones, Managing Director at Care & Independence

Marjorie White at work

“Through on-going market research we continue to innovate, address and resolve issues”

TRADE TALK

propelling the entire sling industry forward regarding sling design and comfort for the user.

“A prime example of Marj’s extraordinary prowess for problem solving is with the Glove Airflow. In 2007 we had originally identified a number of user experience issues with in-chair slings, such as overheating and a higher tissue viability risk due to the sling being in-situ. Marj resolved this by thinking outside of the box.

“The one-cut material gives added comfort as there are no seams to contend with when seated and it was also purposely designed without an aperture for pressure relieving benefits. The fabric itself - which Marj sourced - was originally purposed for military and police garments to help regulate body temperature during extreme-pressure situations, making it perfect for sling users who need to remain in-situ for longer periods of time than normal.

“This is also evidenced through the pressure mapping we have undertaken which proves low heat retention compared to other fabrics, as well as showing that using the Glove Airflow doesn’t compromise a pressure cushion either.

“More recently, the Glove Diamond Deluxe family bears all the hallmarks of Marj’s talent and inherent knack for understanding just what is needed to address often complex issues. It is thanks to Marj that users can now benefit from a patented diamond aperture helping alleviate pressure on the cocyxx and sacrum.

“Her understanding of how a sling construction functions in conjunction with the body also led to the innovation of the also patented binding-free leg sections greatly reducing tissue viability risks and making fitting a dream. It is however not just our premium Glove Sling range where Marj has made an impact - she has also pioneered our Comfort Value sling range development with invaluable direction to design and production-related matters.

“Marj is, without question, an absolute beacon of inspiration for us all. Alongside other current product development projects underway, Marj has also been busy training up her successors in the Research & Design and Process Excellence teams to take on her mantle when she takes her much-deserved retirement later this year.”

CARE & INDEPENDENCE HAS MADE A NUMBER OF NEW APPOINTMENTS IN THE PAST YEAR. WHAT WERE THE REASONS FOR THIS RECRUITMENT DRIVE?

“In 2019/20 restructuring activities saw Care & Independence exit its hoist and service and installation revenue streams. This allowed the business to re-focus on its core activities: design, manufacture and distribution of slings and bathing products.

“Care & Independence is now in a hugely ambitious growth phase and to support this we have significantly invested in our design and sales teams. Early in 2021 we recruited a manufacturing engineer and also doubled the size of our development team, resulting in over 20 new products being launched in that year. September 2021 saw the recruitment of three new sales and marketing roles, responsible for delivering revenues from our new product launches.

“The investment in new staff has seen the business achieve significant double digit growth in 2022 and we are confident this will continue in the years ahead. Our core focus is ‘improving lives’ and today we are improving the lives of over 135,000 people per year. In addition to growth of existing product ranges,

2023 will see us proactively look for complimentary revenue streams as we look to achieve our 10-year ambition of Improving 1,000,000 lives per year by 2031. Further recruitment in design, sales and marketing will ensure our ambitions can be achieved.”

JIM ASH WAS APPOINTED OPERATIONS AND PROJECTS DIRECTOR OVER THE SUMMER TO HELP CARE & INDEPENDENCE ACHIEVE ITS BUSINESS GOALS. CAN YOU SUMMARISE WHAT THESE BUSINESS GOALS ARE? “Jim Ash was appointed in 2019 to assist with a number of ongoing special projects, including the planned restructuring activities. After the successful conclusion of these projects, Jim was appointed Operations and Technical Director in 2020.

“Care & Independence have a 10-year target to improve the lives of 1,000,000 people per year by 2031, representing a six-fold growth in products sold. To achieve this Care & Independence needs a robust New Product Introduction process, increased and more efficient production capability, and an improved logistics solution. All these areas fall under Jim’s accountability.”

CAN YOU PROVIDE SOME INSIGHT AS TO WHAT PRODUCTS CARE AND INDEPENDENCE IS LOOKING TO LAUNCH OVER THE NEXT 12 MONTHS?

“We currently have a number of new product development projects

“I truly believe Marj is one of the best sling designers in the industry - if not the best. She has not only been instrumental in developing our Glove Sling range and propelling the entire sling industry forward”

Ian Jones on the Care & Independence stand at Rehacare 2022

TRADE TALK

underway. The R&D Team have a highly comprehensive multi-stage development procedure which allows us to be meticulous at each stage in the design process.

“We won’t bring any sling to market until it has passed rigorous testing and successfully upheld the high standards we demand of all our products – be that the Glove Sling or Comfort Value ranges. Do expect to see some new additions over the coming months though!”

HOW IMPORTANT ARE EXHIBITIONS AND EVENTS FOR CARE & INDEPENDENCE?

“Care & Independence have recently invested in the Sedex platform allowing us to manage and improve working conditions in our global supply chain, thereby becoming a more responsible manufacturer.

As a company we are continually increasing our awareness of how this is impacting the healthcare sector, which is why we attended the BHTA Integration and Sustainability Conference in September 2022.

“From a sales & marketing perspective we continue to attend exhibitions and events for our industry. It’s important for us to meet with people face-to-face and enable a hands-on experience with our products. We also continue to provide training events throughout the country.”

ARE THERE ANY PLANS FOR CARE AND INDEPENDENCE TO BOOST ITS PRESENCE OUTSIDE OF THE UK?

“Currently the majority of our revenues are generated within the UK. As part of our 3-year picture and 10-year target we recognise that new revenue streams will be required. Our niche is the design, manufacture and distribution of premium assessmentled healthcare products. We will therefore look to grow through existing products in new UK market sectors, through new complimentary products aligned to our niche, and through increased penetration outside the UK.

“To support this plan we recently attended Rehacare 2022 in Düsseldorf, Germany and enjoyed a very

successful show. Over the course of the next few weeks and months we will look to develop strong, long-term relationships with the leads generated.”

WHAT DO YOU THINK HAVE BEEN THE MAIN CHALLENGES OVER THE PAST YEAR?

“The challenges of the last two years do not need repeating and hopefully the world has now learnt to live with COVID. We are, however, forever mindful of the risks that new variants pose, such as when the Omicron variant hit the UK at the back end of 2021. The whole of the Care & Independence team responded well to all the challenges thrown our way during the last two years and continued to deliver an outstanding service, remaining open for business every day throughout the pandemic.

“Thankfully because we operate a predominantly UK-based Tier 1 supply chain, the tragedy that hit the world in February, following Russia’s invasion of Ukraine, did not severely impact our business. However, as such, an event can affect in many ways, as a business we ensure that staff have access to help and support whenever needed.

“Our greatest recent challenge – and one that is still ongoing – is the inflationary pressure we are experiencing as a business as well as the cost of living crisis being felt by the majority of our staff. With no end in sight in the near future, as a business we again are ensuring our staff have access to help and support whenever needed.

“In addition to training three members of staff as mental health first aiders, during the COVID crisis the business invested in a six-month wellbeing programme available to all staff; webinars, one-to-one consultations and a number of tailormade workshops.

“As we moved into 2022 it became obvious to us that financial wellbeing had become the single biggest

discussion topic. We therefore switched our Wellbeing investment to an online platform, available to all staff, allowing people to deal with money worries by accessing dedicated financial coaches and powerful, personal budgetary tools.”

WHAT DOES 2023 HOLD FOR CARE & INDEPENDENCE, AND THE INDUSTRY? “2023 will be an exciting year for Care & Independence, a year that will see us continue the journey towards our ambition of improving 1,000,000 lives per year by 2031. The focus will now be firmly on growth and all energies and activities will support our growth plans. I’m sure it won’t be without its challenges and I see staff welfare as a key area for the Senior Management Team to focus on.

“I believe the industry will continue to grow but it will need to face up to its own budgetary pressures. Personally I hope the industry does not start to compromise patient care with budgetary consideration overriding clinical efficacy.

During my 30 years in the industry ‘commoditisation’ has always been a word that, in my opinion, does not sit alongside medical devices.

“Thankfully the clinical voice has always been strong and prevailed, but never before have they tried to win the argument following a global pandemic.”

careandindependence.com

“Our greatest challenge is the inflationary pressure we are experiencing as a business as well as the cost of living crisis being felt by the majority of our staff”

The Comfort Value Deluxe Sling

Zenith Mobility: Thriving in the North East

Zenith Mobility is a small familyowned retailer with over 20 years’ experience in the mobility products market. With its flagship store in the seaside town of Hartlepool, County Durham, as well as a new second store in Sunderland, Zenith Mobility supplies mobility products all over the UK but predominantly in the north east.

Stephen Parkes, owner and manager of Zenith Mobility, controls the day-to-day running of the store as well as managing other services that the store provides its customers, such as installing and maintaining stairlifts, and a workshop where for the repairing and maintenance of mobility scooters.

Explaining how the business came to be established Stephen explains: “Zenith Mobility was founded in 2003 by myself and my father with the intention to provide our town of Hartlepool with mobility aids, including stairlifts and mobility scooters. Within a year of opening we

moved into selling all mobility aids for independent living and outgrew our little shop in York Road so we moved into a bigger shop in Avenue Road.”

Coming from a hospitality background where he was involved with running pubs and nightclubs Stephen had a good sense for customer service. His father, meanwhile, came from an engineering background, so the two

Zenith Mobility emerged in Hartlepool in 2003 and has grown into a well-established business throughout the north east. In May 2021, owner and manager Stephen Parkes opened a new showroom in Southwick, Sunderland…

found that combining their skills in these areas has really helped them to thrive within the mobility industry.

Most importantly, there was no mobility shop in Hartlepool at the time so they had seen a gap in the market to provide this service. The father-and-son team set about extending their knowledge as much as possible about their products.

Stephen continues: “We undertook a number of training courses with our suppliers to get a better understanding of the products we where selling. It was also important to us they we were not only able to sell the products but be able to maintain and repair and carry out any servicing

The exterior of the store in Sunderland, which opened last year

“We have over 20 years experience in not only selling all our mobility products but in repairing everything”

The Zenith Mobility van

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The TOPRO Hestia has a wealth of sophisticated features that offer safe movement, convenient rising and sitting, and secure transportation of meals and other items.

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requirements as well.”

Since first opening its doors Zenith Mobility has built a reputation for honesty, fair prices and dealing well with its customers over any concerns or problems that they may encounter.

This attention to customer service has served them well over the years, as Stephen explains.

“This really does go down with our customers as we now have over 20 years experience in not only selling all our mobility products but in repairing everything from a stairlift or mobility scooter, to a wheelchair or a walker. We have a large workshop ready as well to help our customers with whatever the problem or fault may be with their product.”

EXPANDING WITH A NEW STORE

In early 2020 Stephen and his father started looking at the possibility of opening a second shop in the north east. At the time, Stephen says, a close friend within the mobility industry was looking to join the Zenith Mobility team and they decided to

form a new partnership and get to work looking for an ideal location.

The shop they were looking for needed to have all the facilities as their current shop in Hartlepool, with customer parking close by and proximity to a major supermarket and a town centre with the potential for passing trade that these bring.

Stephen says that they found what they wanted in Southwick, a suburb of Sunderland, completely by chance. “We were going to look at another shop and drove into Southwick and spotted the ideal shop and location which ticked all the boxes for us, and

more.”

The plan was to keep to the same formula as the Hartlepool store. Adds Stephen: “We kept the format of both shops identical to start with, stocking much of the same items such as mobility scooters, wheelchairs and independent living aids as we were not sure what would be the bestsellers.”

Over the past year, and perhaps not surprisingly, the mobility scooters, stairlifts, wheelchairs and walkers have all been selling really well at the Sunderland store.

Both stores also stock riser recliners

An extensive range of mobility aids

The spacious Sunderland shop stocks a range of mobility scooters and riser recliners

The shop window of the Sunderland store

“We kept the format of both shops identical to start with, stocking much of the same items such as mobility scooters, wheelchairs and independent living aids”

in a variety of fabrics and a range of wide-fitting shoes.

Some new products have also found their way into the store, including the eFoldi Lite folding travel scooter, which folds and unfolds in a few seconds and is easy to store and transport, so the business is looking forward to seeing how the sales go with this. It has also found that the new Elite full suspension mobility scooter from Drive DeVilbiss Healthcare, which auto- and selffolds, has had the ‘wow’ factor with customers.

In November 2021, the business made the most of its stores’ tourist locations by offering mobility scooters to hire on the seafront of Seaburn, Sunderland, and from hotels in Seaton Carew, Hartlepool.

The business has also been promoting itself as the sponsor for the Seaton Titans boys football team.

LOOKING AHEAD

There have been challenges with the Covid pandemic over the last couple of years forcing them to change how they ran their business.

Stephen says: “Covid has affected our business and, at first, we had to close our doors as did many other companies, however we never closed our contact with our customers.

“We diverted our phone lines to

go directly to us so that were able to support our customers 24/7, especially in regard to stairlifts or mobility scooters breaking down. We also gave our customers advice or help in any way we could all while keeping within the guidelines set by the UK Government.”

Reopening the stores properly felt good, he concludes. “When we reopened we can honestly say we were ran off our feet! The amount of scooters sold was incredible. We feel that people wanted their freedom back, so if they were undecided before the Covid pandemic happened, then they were certainly more decided by the time restrictions were finally lifted.”

With business thriving Stephen is currently looking to open a third shop in 2023 and is considering a number of new locations within the north east area.

zenithmobility.co.uk

Zenith Mobility sponsors boys’ football team in Seaton

The showroom in Hartlepool

A range of independent solutions on offer at the spacious Hartlepool store

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rules for effective marketing

When you started in business, you had a dream. A goal. Maybe it was the flexibility of being your own boss, the money, independence, or a sense of purpose. But somewhere between your first day in business and today you’ve compromised. Things haven’t quite turned out how you planned. You’re working longer and harder than you planned or expected. But guess what? You’re not alone.

The financial success of all businesses broadly breaks down into five segments on the Money Pyramid, as devised by the Entrepreneurs Circle. Every business owner is somewhere on this ‘pyramid’ (see diagram, top right of p29) – where are you? According to the pyramid, 80 per cent of retailers are ‘just getting by’ or ‘broke’ – presumably they never planned it that way.

One characteristic that is missing for most of the businesses in these two segments is how they market their business. Things have changed and it’s no good now just taking out a big ad in Yellow Pages. You have to play a different game.

PREPARING FOR RISING LIVING COSTS

Many mobility retailers believe the

upcoming winter will be one of the most difficult challenges for many years. How do you prepare for rising living costs and an unpredictable supply chain?

Some of you will take it as bad news and use it as an excuse. They might even cut back on marketing or ’bury their head in the sand’. Others will see an opportunity. Whichever side of the fence you fall on, it’s not an option to do nothing if you want your business to survive.

In the last two years, we’ve seen a massive shift to online purchasing and communications. Now that the genie’s out of the bottle, there’s no going back. So, how do you build on that experience and stay connected?

Typically, in our industry, customers arrive at your door late in life when looking for a solution. But what if you started to build relationships with potential clients earlier?

Don’t fall into the trap of thinking that your customers don’t use the internet. They do, and this is a fact.

They’re not going into the library or looking for you in the Thomson’s Local. They’re asking Google and Alexa. In today’s market, you have to think differently. You have to start marketing

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and these seven rules of effective marketing have helped thousands of business owners just like you to move up the pyramid. These rules give you a checklist, a roadmap and a framework.

1

MAKE SURE THERE IS ALWAYS AN OFFER

Ideally, it’s a ‘stop you in your tracks’ offer that’s incredibly attractive to your customer and profitable for you.

It must be powerful enough for people to move, take the right action, and choose you. It’s not enough to say who you are and what you do.

The offer doesn’t have to be a discount. Nobody gets excited with 10 per cent off. That’s a lazy offer.

Try to be creative with your offer. Make it memorable. Charge a premium or add value and scarcity. Wow your customer with its perceived value, but make sure that it’s profitable for you. Creating the right offer will drive responses, so it’s essential to give it some thought and get it right.

2

CREATE A REASON FOR YOUR CUSTOMER TO RESPOND – NOW Deadlines work well here.

Many mobility retailers believe the upcoming winter will be one of the most difficult challenges for many years, but it’s not an option to do nothing. Industry marketing consultant Mike Glynn has the proof!

Just like… Only 10 days left to claim this offer… After the 31st, the price goes up to… Limiting the number on offer to the first 10 also gives the customer a reason to respond now.

3

PRODUCE CLEAR INSTRUCTIONS FOR CUSTOMERS TO RESPOND

Only give your customer one thing to do, and don’t confuse people. Give your customers clear instructions on the one thing you want them to do.

4

TRACK AND MEASURE YOUR RESULTS

You must make sure that your marketing is working, so the tracking and measuring of results is crucial. There are three key strategies to make measuring easy. The first is to track phone numbers on every marketing piece. They’re really cheap – so only use one phone number in one place.

Secondly, use vanity URLs that point to specific pages on your website.

Thirdly, use separate email addresses, so you can see how many people respond. Once this step is in place you’ll make informed decisions based on fact and not on a gut feeling or opinion.

5

CONDUCT A PROPER FOLLOW UP

When you launch your promotion, consider this:

At any one time, statistically, only three per cent of the audience is ready to buy. The others aren’t ready yet, but in most cases, they get forgotten or cast aside, which is why you must have a proper follow-up.

Having a follow-up process that is systematic, consistent and regular helps to remind prospects that you’re there. The follow-up keeps them engaged and close. In most cases, with follow-up, you’re giving up too early. Whatever you are doing now try to do a bit more.

6

SHOWCASE THE BENEFITS

Don’t make it about you. Show your prospect how you can help them. Make it about how your product or service will benefit and solve your prospects’ problems.

REVIEW THE NUMBERS

Call

7

It doesn’t matter what you think or like it’s the result that matters. The cost per sale is always more important than the cost per lead, so it’s essential to know both.

Looking and reviewing the numbers may surprise you, and having accurate measures in place may uncover a golden egg.

Knowing these seven rules is very different to implementing them. But it’s the implementation that makes the difference. It’s implementation that moves you up the pyramid.

Mike Glynn is Director of MG Retail Consulting. For help with moving your business up the pyramid then call Mike on 01256 213021 or email info@mgretailconsulting.co.uk.

find out more

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

THS20

Topro: Rolling forward to success

Established over 40 years ago, Topro is a Norwegian manufacturer of rollators and walkers. It was originally established by the local authority of the region to help create employment in the area for those who otherwise may have struggled to find work due to medical conditions. The firm has been growing gradually over the years expanding throughout Norway and into much of Europe until it eventually reached a point five years ago where additional investment was required and it was sold. At present approximately 100,000 of its rollators are sold annually across more than 25 countries.

While Topro has been busy acquiring other businesses and has other product offerings outside the UK, Topro’s primary product ranges

are focused around walking aids, and the firm is currently seeking to extend its reach further with these by re-establishing itself in the UK. To move this mission forward, Terence Clark was recruited to join Topro UK as Country Manager in May 2022. Terence formerly ran Clark & Partners in Sheffield before enjoying management roles with Stannah Stairlifts.

WHAT IS BEHIND TOPRO DECISION TO RE-LAUNCH ITSELF IN THE UK?

Terence: “Topro came to the UK around 12 years and is already a brand known and loved by many dealers, healthcare professionals, and users. It has built its brand within the UK on the strength of its product and service and as such has a loyal base of clients across the UK.

Walking aids manufacturer Topro is currently working through a fiveyear stategy to boost the services and advice it offers to dealers and the NHS, and to this end it has been busy recruiting new members of staff over the past year to achieve its goals. The firm has also been busy developing new products, with the Hestia indoor rollator the latest product to hit the UK marketplace. THIIS caught up with Terence Clark, Country Manager for Topro UK, to find out more…

Terence Clark, Country Manager for Topro UK

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“The significant investment of the owners has meant that Topro is able to compete at the highest standard on the world stage. Along with much of the world, the pandemic caused Topro to have a further opportunity to rethink its global strategy.

“This process included its approach in the UK and it was decided at the end of 2021 to look for a wider profile within the dealership network and the NHS. To this end they approached industry veteran and mobility consultant Eddie Peacock (the former Interim Country Manager) and asked him to find them someone to move the brand forward into the next phase within the UK.”

EDDIE, CAN YOU DESCRIBE WHAT THE RECRUITMENT PROCESS WAS LIKE IN FINDING A NEW COUNTRY MANAGER?

Eddie: “As Terence has explained, these are exciting times at Topro in the UK. I was approached by their HQ and given the task of finding a suitable person to develop the UK business. This is a position carrying a high level of responsibility.

“It was no easy task to find, ideally, a person with a wide experience of running a substantial mobility dealership and with similar experience working for a major industry manufacturer.

“Understanding the diverse challenges of the private market with the intricacies of the NHS is a rare and valuable quality.

“During my 30 years in our industry, I had met and worked with numerous people of great prowess. Amongst these was Terence Clark of Clark & Partners who were customers of mine for many years, and in this time, I learned that he is a diligent, respectful man of principle and with great business acumen.

“I was delighted when Terence

responded to our enquires as I could not think of a better qualified person to take the reins of Topro in the UK. His long experience both as a dealer and then at Stannah as a manufacturer mean this is a perfect partnership for both parties.

“In addition to these qualities Terence has a fine sense of humour which will, I am sure, add pleasure for all parties in the coming years.”

TERENCE, WHAT HAVE BEEN THE HIGHLIGHTS FOR YOU SO FAR AT TOPRO?

Terence: “I have been fortunate to work for two of the best companies in their field in my career, and now Topro is no exception, I am continually impressed by them.

“It has been great reconnecting with dealer friends. My role at Stannah took me into the local authority market for 10 years so and I have missed the dealer market and feel I’ve come home.

“I have really enjoyed the support of the Norwegians in giving me freedom and authority to do what I think needs doing.

“The diversity and complexity of the role has also been exciting and rewarding.”

Alexa Coyle, Physiotherapist for Topro, with Cosmin Cioroiu, Head of Topro R & D

“We decided now was a good time to start to allow the wider healthcare world to know what the present and future holds”

The production line for the Topro Pegasus

SUPPLIER SPOTLIGHT

TERENCE, PLEASE CAN YOU ELABORATE MORE ON WHAT THE RELAUNCH OF TOPRO UK WILL INVOLVE?

Terence: “We have a one, three and a five-year plan for Topro UK and during this first year the plan is first and foremost to build a strong team, large enough to give consistent good service and advice throughout the UK.

“We are about halfway through this section of the strategy. Connecting with dealers during these last few months and during the next few months will be of paramount importance. Rather than take anything for granted I have tasked every area manager to find out more about what dealers what, need and expect of Topro.

“As for the NHS, an essential part of the strategy is to provide the best advice possible. To this end we have employed our own physiotherapist to connect with other healthcare professionals providing expert advice and help.

“Alexa Coyle is an extremely experienced professional and she will also be an asset, available outside her work with NHS, for dealers to use for training and general advice.

“It’s always difficult to know when to shout the good news about. We are still putting the essential foundations in place to provide us with the team and infra-structure we need to move things forward with the required level of excellence, however there is no time like the present, and we decided now was a good time to start to allow the wider healthcare world to know what the present and future holds.”

TOPRO UK HAS INTRODUCED A NEW INDOOR ROLLATOR THIS YEAR, THE HESTIA, TO THE UK MARKET. CAN YOU TELL US A BIT MORE ABOUT IT?

Terence: “Topro had a full rollator range but realised that the indoor rollator options across all manufacturers was very limited. To this end they pulled together a specialist team during the pandemic to design and create a rollator from scratch.

“The intention was not to produce an outdoor product made smaller, but instead a purpose-built product with

different features unique to its indoor use. The Hestia’s small but sturdy footprint is highly manoeuvrable.

A slidable tray, retractable standup aids, continuous brake lever, ergonomically designed handles and discreet basket are just some of the features which mean that the user doesn’t need to add options.

“We took the Hestia to Naidex as sort of a soft launch to gauge the dealers’ reaction. We were really pleased at the response and since then have found it extremely popular wherever we show it, it is simply a great product.

“Dealers can arrange a demonstration by calling their local

area manager, or calling the office on 0115 846 5406.”

WHAT IS YOUR MAIN FOCUS FOR TOPRO AT THE MOMENT AND GOING FORWARD?

Terence: “For the next six months, we are moving forward on three areas all at once.

“We will keep building a great team. I have always believed it’s all about getting the right people in place, a team that is trustworthy, enthusiastic and works together.

“We are also working hard to understand what dealers want. As a dealer for over 20 years I think I have a reasonable idea but it’s important

The Topro Taurus E walker

“Topro had a full rollator range but realised that the indoor rollator options across all manufacturers was very limited”

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that we don’t make assumptions.

“Finally, we will be working on our systems, with the information gained from the meetings we are having, and will continue to have with dealers, I want to create systems that first and foremost work for them and their clients not us.

“Anyone that knows me knows integrity and decency are important to me and these values will be weaved throughout our culture to guide how we treat dealers, the NHS and the end user.”

TOPRO UK HAS BEEN ON A BIT OF A RECRUITMENT DRIVE OVER THE PAST YEAR. CAN YOU HIGHLIGHT SOME OF YOUR NEWEST MEMBERS OF STAFF?

Terence: “Topro UK are still recruiting, particularly in the south, the three most recent recruits are in the last two months. Chris Ryan (Northern England and Scotland sales), was a colleague from Stannah. He is a person I have worked with for five years and is reliable, enthusiastic, and hard-working. Greg Doughty (Midlands), is someone we deliberately recruited from outside the industry. He was a Sainsburys Branch Manager for many years and brings a keen understanding of the retail world. Finally, Alexa Coyle, Physiotherapist, brings clinical understanding, knowledge of clients and the NHS.

“The common denominator is

that all the team care about doing it right; we are not looking for the easy answer, a quick sale or a fast buck. Instead, we want meaningful longterm relationships with dealers that will create long term partnerships and added value for everyone.

“We know that working together will take Topro into the next phase of its evolution and make it the most desirable brand to stock.”

WHAT EVENTS WILL TOPRO UK BE SUPPORTING OVER THE COMING MONTHS?

“We are at the OT Show at the NEC in

November, and we are also exploring the opportunities of more local exhibitions focused on end users.

“We are already preparing for for 2023 having booked the national OT Show and the OT Southwest event in Exeter next July. We are keen to hear from dealers regarding any of their own enterprises. Our aim is to provide a presence at as many dealer events as possible, even during the coming winter and into next spring.

“I am very enthusiastic about this next year. The team we have grown in the UK are excellent and focused on creating a different sort of connection with dealers, seeking to add value, build the dealers business and work for the long term.

“Any dealers wishing to get in touch can contact me via email on Terence.clark@topro.co.uk or by calling 07939985952.”

topromobility.co.uk

The Topro factory in Gjovik, Norway

The Topro Pegasus carbon fibre rollator

“We want meaningful long-term relationships with dealers that will create long term partnerships and added value for everyone”

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Why Handicare is thinking big

BIGGER, BETTER, STRONGER Handicare’s theme for this year’s partner day at the Radisson Blu hotel at Manchester Airport was being “bigger, better, and stronger” than ever before. This could not be truer, with the firm making a much larger footprint in the global mobility and accessibility market following Savaria’s acquisition of Handicare in 2021.

Coming together for the first time since this industry mega-merger, the day begun with Handicare reflecting on how the acquisition has strengthened the stairlift specialist’s position globally and how the firm has grown with its key trade partners

to become bigger and better.

Paul Stockdill, UK Sales & Marketing Director at Handicare, opened the presentation: “Bigger, better, stronger: What does it mean?

“Bigger: While we’ve been away, we’ve become part of something bigger; we’re part of the Savaria family now. This means we have bigger plans, bigger ambitions, and a bigger portfolio. We’re not just about stairlifts now.

“Better: You’ll see that we have a better portfolio now. Some of the developments that we’ve made to our existing product portfolio is all taken from your feedback.

“Stronger: I think we have become

Returning face-to-face for the first time since 2019, one of the most anticipated and exciting events in the mobility trade’s calendar made a comeback this year. Attending Handicare’s Partner Day 2022, it was clear that everyone was keen to get back together with an energetic atmosphere. Covering this year’s event, THIIS learned about some of the major changes at Handicare over the last three years, how it has elevated its partner programme, and the bright future ahead of the firm.

stronger together. Being here together in one room today is a massive achievement.”

The buzz around the room was energetic, positive, and fresh, with trade partners networking and celebrating successes over the last few difficult years. The Handicare team are certainly pleased with how the 2022 Partner Day went.

Clare Brophy, EVP Commercial, Savaria Accessibility EUROW, at Handicare, added: “It’s been fantastic to finally get everyone under one roof together, so that we can talk about developments over the past few years, what we are doing as an organisation, where we want to go as

Handicare Partner Day 2022 award winners

largest

an organisation, and celebrate getting through such a tough couple of years.

“It’s also a huge thank you from Handicare to our partners for sticking with it, being committed and loyal to us, and continuing to work in our partner programme.”

It isn’t just the Handicare team who’s pleased with how the partner day went, with dealers also enjoying the opportunity to connect.

Christian Warren, Director at Liftech Systems, enthused: “It’s been good to see familiar faces again after so long. Handicare genuinely has really good back-up, and it’s like a family. If you go into our factory, it’s often themed a bit like Handicare with the orange with all the lifts. We love their products.”

Billy Finnie, Operations Manager at Mobility Scotland, agreed: “The Handicare Partner Day 2022 was an exceptional, standout event within the industry. The meticulous planning, organisation, and presentations delivered an outstanding, technically insightful, and motivational day to remember.”

Clare further mentioned how happy Handicare is to be part of a bigger and better group with Savaria. While the business is significantly different to what it was in 2019 in terms of global presence and product portfolio, that family focus still runs strong. At the heart of it all is the desire to meet end users’ wants and needs – a value that both Handicare and Savaria share.

PARTNER PROGRAMME

One of the key messages from the day was that Handicare had revamped its partner programme to make it better for dealers.

Handicare Trade National Sales Manager Jason Skelding explained: “If you’ve been working with us for a few years, you’ll know that we used to have a partner programme. But this partner programme didn’t really do anything for you. It didn’t really work, so, we looked at it differently. How can the programme make yourselves and Handicare stronger?”

With this fresh perspective, the Handicare team broke the programme down to find out what changes would make a big difference to both dealers and Handicare. Now, the partner programme consists of three key elements.

The first, and perhaps the most obvious, is financial benefits for dealers. The partner programme now works on a simple, standardised discount for partners to benefit from.

Alongside financial incentives, there are also non-financial benefits in the revamped partner programme, making up the second element. One such non-financial benefit is Handicare’s TechTool, an online trouble-shooter for Handicare products.

Handicare further explored how to support product fixes over the phone as another partner benefit. To achieve this, TechTool was introduced

to help stairlift owners fix problems themselves with the help of customer service teams. The firm has seen a whopping 60 per cent increase in its fix-over-the-phone rates, delivering significant cost savings.

Finally, the third element is reciprocity. This feeds into Handicare’s whole vision of “growing stronger together” and considers how Handicare and dealers can work together to achieve better outcomes for both firms.

Another key change to Handicare’s partner programme is the number of tiers, growing from three to five. These new tiers are: Associate, Bronze, Silver, Gold, and Diamond. With these new tiers, it means that there is more scope for dealers to grow and improve. Jason highlighted that getting into the Gold or Diamond tier brings greater benefits to partners.

NEW PRODUCT PORTFOLIO

Following the acquisition by Savaria, partners will soon be able to buy lifting solutions by Handicare as well as Savaria and Garaventa Lift. This means that Handicare has expanded beyond just stairlifts, with homelifts and wheelchair platform lifts also available to Handicare’s partners.

Throughout the day, there were a number of workshops to provide a snapshot of four products throughout the Garaventa Lift, Savaria, and Handicare ranges, including an

Product workshops at the event were accompanied by a technical walkthrough of the products, and the chance for dealers to ask questions

Paul Stockdill, UK Sales & Marketing Director at Handicare

exciting new product not yet on the market! Each product workshop was accompanied by a technical walkthrough, and the chance for dealers to ask questions and see the products for themselves.

The brand-new Handicare 4000 curved stairlift was displayed, which has been built upon dealer feedback. Although not available to dealers yet, this is due to launch very soon.

Also on display was the Garaventa Lift X3 platform lift for straight stairways. This innovative wheelchair lift combines compactness and quietness for an excellent accessibility solution in domestic homes and commercial buildings. It can be used in both indoor and outdoor environments, with a maximum rail length of 10 metres.

The Savaria K2 straight stairlift was additionally demonstrated to partners. This easy-to-install slim stairlift can be folded out of the way compactly when not in use to allow easy access to the stairs. It boasts safety features like a retractable seatbelt, overspeed governor, and obstacle sensor system.

Billy Finnie, Operations Manager of Mobility Scotland, enjoyed getting the chance to view the broader product portfolio.

“There have been many snapshots of what other products are available through the Savaria acquisition of Handicare but the Partner Day was the ideal platform to showcase exactly what we can access and how we can extend our product scope and add value to our business and customers through the partnership,” he noted.

HANDICARE ACADEMY

Another part of Handicare’s continuous drive for improvement is levelling up the training it offers partners, making it easier for their teams to be trained.

Following engineers’ feedback that Handicare’s training was well executed but not as hands-on as they’d like, the firm has scaled up its in-person facilities in the UK, with its Handicare Academy in Kingswinford now delivering more in-situ training.

“We’ve decided to give each engineer that came on our training course the opportunity to see their

own product, install it, and be trained on that product,” Jason explained to partners. “Having that personal training space, be instructed, and accessing hands-on training is what we decided to do. We felt this was the most important thing Handicare could do for your business for you to understand as much as possible about our products.”

Handicare will also be introducing an e-learning platform to give partners who are eligible more choice and to make it easier to keep engineering teams up-to-date with the latest training.

TRANSPARENCY IS KEY

Something that Handicare does brilliantly is balancing sharing its great successes with honesty around struggles. This year’s event was no exception, as the Handicare team took a transparent approach to some of its challenges over the last year, and, most importantly, what it has done to tackle these areas. It highlights the firm’s unrelenting commitment to improvement and growth.

At the top of the list of the challenges is the global supply chain crisis, something that affects not just Handicare but the whole sector. From the Suez Canal crisis and electronic component shortages to major cost increases and shipping delays, the mobility industry has faced its fair share of supply chain issues in the last few years. Particularly, cost increases

are here to stay, and Handicare said that continuing to absorb costs is simply unsustainable.

During the presentation, the firm gave the example of the Handicare 1100 stairlift where there were some issues with the charging system, swivel motor, overrunning, PCB hardware and software, and rail. It can be difficult to openly admit to challenges with products, but Handicare took a proactive approach to fixing these issues in a bid to build rapport with its partners. The firm swiftly reassured the room that these issues have been resolved through

2022 award winners

Alongside a fun black tie evening event with a delicious three-course meal, bottles of wine, and the chance to network with industry peers was the highly anticipated Handicare Partner Day awards!

Based around Handicare’s new and improved dealer programme, there were five lucky winners.

The Handicare Dealer of the Year Award went to Mobility Scotland

thorough testing, quality assessments, fixing technical issues, and changing suppliers where necessary.

This transparency was positively received by Handicare dealers, as well as the chance to network with other professionals.

As Alastair Gibbs, Managing Director of TPG DisableAids, explained: “It’s nice to see that Handicare appreciate the power of networking, and the power of being open with their distributors. What we find is we can learn almost as much from Handicare’s presentations as we can from each other at these events. It’s really important to be able to get business trends, business information, and techniques from colleagues as well as professionals.”

“It’s really nice to see Handicare’s honesty,” Christian agreed. “There are always teething problems with new products, but the open communication is really good.”

THE GRAND PRIZE

No Handicare event would be complete without some sort of grandeur!

This year’s Partner Day provided two F1 simulators available for people to battle it out for the fastest track time in a bid to win a coveted Silverstone ticket. Not only did this incite some fun competition between Handicare’s trade partners, but the lucky winner would go home with an incredible prize.

Kieran Harris, Director of Senior Stairlifts, was the lucky Silverstone ticker winner. On winning first place, he commented: “As soon as they said that was the prize for first place, I turned to my wife and told her I’m winning it. I was first on the F1 simulator and struggled to relax all evening while keeping an eye on the leaderboard.”

Beyond this incredible prize, Kieran also enjoyed the 2022 Partner Day.

“The Partner Day was nice and relaxed; it was good to meet various staff from Handicare and hear the challenges they’ve faced and action they’ve taken. Handicare has been good to us; partner is the key word here. They work with you with whatever it is you need.”

FUTURE AMBITIONS

In the pipeline, to complement product brochures, Handicare is working on product demonstration videos for dealers to use as a selling aid with customers. These videos will come with a narrative that explains the particular USPs of Handicare products, and how they can benefit dealers’ customers.

To further strengthen the Handicare Academy, the firm is also working on delivering multimodal training through updating a new dealer portal with helpful product training videos. When engineers go to retrain, they can then access these videos easily followed by a small

exam to get qualified on Handicare products via video.

Handicare is further reorganising its pricing structure to make it easier for dealers to understand.

For those dealers looking to partner with Handicare in the future, Clare summed it up perfectly: “I don’t see Handicare as a supplier. If you want a supplier of stairlifts or vertical lifts, we’re not going to be right for you. We want to be partners, and that’s what we pride ourselves on.

“Hence why we have tiers within the partner programme because there’s no greater satisfaction than seeing someone within the Silver tier and then progressing to the Gold tier. That just shows that what we’re doing every day with our partners is working because it’s about developing and supporting their business where we can.

“Some of our partners don’t want all of that support. They want to just be able to buy our products and use some of the non-financial benefits that we offer. That’s cool as well because the more that we understand our partners and what they want from the partnership, it works. It can’t just be what we want to give them; it has to be about that two-way communication.

“For those dealers just looking for a supplier relationship, we’re not really going to be the perfect fit for you. If you want a partnership and for us to support you, work with you, and get on board with your growth plans, then we’re absolutely the right partner for you.”

Clare Brophy, Executive Vice President Commercial, thanks partners for their commitment to Handicare

F1 simulators were available for people to battle it out for the fastest track time

Child or adult?

What’s the difference?

When selecting equipment to prescribe to a user, which criteria are used by the manufacturer to guide us the appropriate part of their catalogue? Often we see use of the terms paediatric or children, but does that actually point us in the right direction, particularly around the prescription of assistive products? These terms are usually associated with a chronological age, but is physical size more relevant? Or is the person’s ‘mental age’ going to be more relevant? In this article we look at the implications of these different aspects when choosing the relevant equipment for a specific individual.

CHRONOLOGICAL AGE

Chronological age is a common measure since legislation is built around it. This governs the ‘age of majority’, currently our 18th birthday in the UK, at which point in the eyes of

DID YOU KNOW?

the law a person ceases to be a child.

So what age are you? Around the world most people follow the Gregorian calendar, based on the given date of the birth of Christ, and where 1 January is New Year’s Day. Our date of birth, and therefore our age, is based on our birth day on this calendar. (However, this is not necessarily the same all over the world – see box.)

However, when you reach 16 the law does actually start to move you over to adult status, both on the health and on the social services front1. From this age, you can consent to surgical, medical, or dental treatment, including the taking of blood samples.

You can also choose your own doctor. You start to have to pay prescription charges (unless you are in full-time education, pregnant, receiving income support, on a low income, or in certain other

When we are assessing, procuring, supplying, or fitting equipment, what are the implications around so-called ‘paediatric’ equipment? Where do we take aboard legal ages versus chronological ages, mental ages, or physical development? Where might it be more appropriate to issue ‘adult’ equipment to a child, and when might it be appropriate to issue ‘paediatric equipment’ to an adult?

In Japan, the current era and year relate to the date when the current Emperor ascended the throne, and at the time of writing is Reiwa 4 with each year starting on 1 May in the Gregorian calendar.

In China you can have two birthdays, one from the Gregorian calendar, and one from the Lunar calendar, which runs in 60-year cycles consisting of 12 lunar months and then a leap year of 13 months every three years. This year is 4720. In the lunar calendar you are 1 year old on your date of birth and you add one year on each new Lunar New Year’s Day. (In the UK we do something similar for racehorses whose birthdays are always 1 January).

circumstances). You start to have to pay for a sight test and for glasses (unless you are in full-time education). Etc.

If you are a ‘looked-after’ child, Children’s Services (formerly Social Services) have to give you support when you reach 16 and help you to prepare for leaving care. If you were ‘looked after’ by the local authority between the ages of 16 and 18, the local authority continues to be under a duty to advise and befriend you up to the age of 21. (If you are in higher education the local authority has a duty to assist you financially up until the age of 24 if necessary.)

Part of this provision is to prepare a Pathway Plan, which should set out, inter alia, support for physical, emotional, and mental health needs.

Picture courtesy of Dragonmobility

After the age of 21, however, you can get launched into a relatively unknown world.

From the medical point of view, paediatricians see patients up to the age of 18. Nonetheless, from the age of 16, patients are more likely to be cared for by ‘adult’ doctors, except in certain specialist cases. However, people aren’t considered fully grown until they turn 21, and the American Academy of Pediatrics recommends that patients should be seen by paediatricians through this age.

Our progression through childhood is broadly ascribed to different phases as follows, but with quite some variation: Neonates up to 1 month; Infants up to 2-4 years old; Children up to 11-14 years (i.e. puberty); Adolescents (or Youth) up to adulthood (which is treated, depending on the purpose, as anything between 16 and 25 years of age). For the supply of equipment to adolescents, there will be little difference in sizing from equipment designed for ‘adults’.

In Aristotle’s words: “Give me a child until he is 7, and I will give you the man”, and it’s during the period of development in the earlier years where we need to take most care as there is most change from day to day and week to week. This is very relevant to equipment provision where we need to facilitate the child’s maximum potential across the physical and mental spectrum – every week of delay is often a week that cannot be recovered later.

MENTAL AGE

While chronological age watches the clock tick by, what is happening to the human body as it ages through childhood? We have mental and physical development to contend with.

Mental age is a concept which tends to be linked to intelligence. This is measured by how a specific individual, at a specific age, performs intellectually, compared with the average intellectual performance for that individual’s actual chronological age. The intellectual performance is based on performance in ‘intelligence’ tests. The test score achieved is compared with the median average

scores for different ages, and the mental age is that for the nearest matching score. (A person’s IQ is derived from this mental age, divided by their chronological age, times 100).

Mental age on its own is not the complete picture. A person’s ‘mental age’ might be average for their chronological age, but the same person’s emotional intelligence might be immature (or advanced) for their chronological age.

Emotional intelligence (EI) is most often defined as the ability to perceive, use, understand, manage, and handle emotions. Some researchers suggest that EI can be learned and strengthened, while others claim it is an inborn characteristic. During normal

development, EI progresses through four stages: Self-awareness, Social consciousness, Self-care, and Relationship management.

Although an individual may have gone through the physical changes to adulthood, their mental age or emotional intelligence may be out of step, and this may be the more important aspect to consider when prescribing equipment.

PHYSICAL ASPECTS

When providing assistive products, often we see equipment characterised as being ‘children’s’ equipment. This is probably because people are compartmentalised by their chronological age, with the background assumption that this will

marry up with mental age, emotional age, and physical age, since most of these criteria are based around the ‘average’ person.

Across normal childhood, this approach can work reasonably well for many people up to the age of puberty, but soon after, as a result of rapidly increased body mass, muscle strength, etc there may be no difference in appropriate provision than for an average adult – and puberty can start at a wide range of ages.

The additional challenge for the clinician is that for a few years the rate of change, especially around puberty, is so rapid that the equipment may need to be adjusted or replaced every few months.

There are also many smaller adults for whom ‘paediatric’sized equipment might be more appropriate. (For children’s clothing, sizes that are designed to fit the average sized child up to the age of 14 are zero-rated for VAT, so the more petite or smaller adult can benefit from being able to wear these clothes.)

EQUIPMENT PROVISION

So, can we move away from the concept of paediatric equipment, and accept that there is a continuum across chronological ages of physical size, physical dexterity, mental ability, emotional intelligence, as well as a spectrum of aesthetic perceptions, and categorise equipment by criteria that match a particular individual’s need?

In clothing, if you pick up a t-shirt sized M, this will be a different size depending on the country where it was made, and as a result for some people it will be very tight, and

for others it will swamp them. We have seen the same challenge for wheelchair belts and harnesses. In BS 86252 (shortly to be published as well as ISO 16840-15) this has been tackled by changing to equipment sizing based on the measures of the user –see Figure 1 and Table 1.

This standard also addresses the type of closure system of a belt or harness that should be selected to suit the occupant’s and/or the carer’s ability to open the buckle, depending on their cognitive and/or physical dexterity, and this is not an agerelated matter.

The approach to sizing shown in Table 1 means that each manufacturer has the option to make a device, in this case a shoulder or chest harness, to their choice of size range, and their smallest size might be a size 12-24 or a size 13-20 if they wished. The prescriber measures the client, and then picks the item from a catalogue, based on its size, knowing that it will fit the client.

Currently the BHTA is working with Scottish procurement to help them to reduce the number of lots in their next walking aids tender. One

of my aims with this will be hopefully to allow tenderers just to indicate the size (height, width, etc) range of each model they offer, and get away from terminology such as ‘narrow’ vs ‘hospital’, ‘children’ vs ‘adult’ vs ‘bariatric’, etc.

CONCLUSION

Where does that bring us? Maybe it’s best to use the term ‘children’ (in relation to equipment) to cover provision for young people going through rapid rates of change of internal and external development, where the assessment, adjustment, and replacement is going to be ongoing, and appropriate for where that person has reached along the road to stabilisation of their own respective development pathways.

Bear in mind that physical, mental, and emotional development are unlikely to reach maturity at the same time (and even so, ultimately many of us return to ‘second childhood’, as our brains and bodies start to regress).

1. https://lawstuff.org.uk/at-what-age-can-i/atwhat-age-timeline/

2. BS 8625:2019 Selection, placement and fixation of flexible postural support devices in seating. Specification

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

Figure

One in a series of regular resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths to be addressed, to help promote better practice.

Further items can be found at www.beshealthcare.net

If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net

Dr

Haar

30 years,

been involved

internationally and developing international seating standards.

White/Red

Buyers’ guide to daily living aids

Each month, discover key products from a different segment of the mobility market to consider offering to customers

Hestia Indoor Rollator from Topro

The Hestia indoor rollator offers safety and comfort for indoor use. Its clearcut design includes numerous practical features.

Height-adjustable, ergonomically designed handles provide an effortless braking system for ultimate safety. Robust retractable standing aids provide easy rising and sitting.

Folding Derby Cane from Classic Canes

Brand new from Classic Canes, this endearing folding cane is patterned with smiling cats on a biscuitcoloured background: an ideal choice for cat lovers.

The cats form a repeating design of tortoiseshell, ginger tabby, silver tabby, black and white (tuxedo), Siamese and Persian colours and breeds, interspersed with a fishbone motif and the letters CC to denote a Classic Canes design. Heightadjustable from 82 to 92cm, the folding cane can be altered to fit a wide range of users. The shaft is high-quality aluminium, fitted with a non-slip rubber ferrule. It has a brass collar and a derby handle, elegantly shaped to provide comfortable support. There are 16 further new patterns in the Somerset-based firm’s latest collection.

classiccanes.co.uk

A sliding, detachable tray allows for access from the walking side. This tray stores snugly on the frame. It is also simply removed for carrying snacks and easy cleaning. Hestia folds with ease and is freestanding for convenient, space-saving storage. Finally, Hestia boasts Topro’s renowned quality and stability.

topromobility.co.uk

Sherwood Single Electric Bed from Rise & Recline

The latest addition to the Rise & Recline range of adjustable chairs and beds, the Sherwood is a 3’ x 6’6” single electric bed.

This single adjustable care bed will blend effortlessly into a domestic environment thanks to its high-end design. Featuring 400H Reflexion Memory Foam mattress which is wrapped with the heat reflective ‘cool max’ cover, the Sherwood is finished off in luxurious Bison Steel upholstery. With a five-part, four-movement adjustable bed action, the Sherwood can be easily adjusted using the integrated six-point handset and is available with a high level of standard features and accessories.

riseandrecline.co.uk

Comfort Value Toileting Poly from Care & Independence

When a customer needs a toileting sling that is kind to skin and offers great comfort at a competitive pricepoint, Care & Independence’s Comfort Value Toileting Poly sling is an ideal candidate for non-assessed stock-holding.

Made from a soft-knit polyester with an extra-large aperture, carers have easy, convenient access for dressing and toileting assistance. A snug fit with a non-slip back panel combines with a hook and loop chest band and additional clunk-click fastening for tightening during hoisting, giving excellent user security during use. Padded support to half leg and lumbar plus seamless underarm padding provide a comfortable experience. With a safe working load of 230kg, sizes are offered in XS-XL and all come with a three-year warranty.

careandindependence.com

Forehead Digital Thermometer from Drive DeVilbiss Healthcare

Designed for non-contact use on the forehead, this thermometer allows you to measure temperature accurately, safely and easily.

Featuring a compact, ergonomic design, the thermometer works by detecting the intensity of the infrared light emitted from the forehead and converts the measured heat into a one-second temperature reading, which beeps when completed. It has a large LCD display screen, memory storage for 10 readings and has three colour backlights.

Weighing approximately 84g, the auto-off product requires 2x AAA batteries although batteries are included. The fever alarm is activated over 37.8°C. The measuring range for the forehead is 34˚C – 43˚C, and 0˚C - 100˚C for an object. It has accuracy of +/-0.2˚C.

Reflex Handle Bread and Carving Knives from Shine International

The Reflex Handle Bread and Carving knives are designed with an ergonomic easy-to-grip contoured handle.

The knives have a stainless steel blade angled at 45 degrees to the handle, intended to keep the hand and wrist in a natural stress free position. This can then reduce the pressure on wrist joints and hand muscles during use.

The Bread Knife has a serrated edge whilst the smooth edge of the Chef knife makes it ideal for cutting fruit and vegetables as well as meat.

Both knives are household dishwasher safe

shineinternational.co.uk

Pill Popper from Pivotell

The Pivotell Pill Popper is an aid to pop tablets easily and quickly from blister packs.

Many people find it difficult to push tablets out of their packets and loading dossettes or pill dispenser trays can be tricky.

This device makes it easier to handle pills: place the transparent tube over the correct compartment of a pill box or Pivotell pill dispenser tray, and simply pop the tablet out of the blister packet making sure it enters the intended compartment via the tube.

pivotell.co.uk

Comfort Value Deluxe Sling from Care & Independence

As a general-purpose transfer sling suitable for 95 per cent of users, the Comfort Value Deluxe from Care & Independence offers comfort, practicality and durability. The 3D-Spacer fabric provides effective drainage and is fast air drying, making it a great sling choice in assisted bathing situations.

Parasilk slidesheet material on leg sections provides easy fitting with an outside leg pickup giving full femur support. An aperture grants good access for toileting and dressing, plus the sling can be hammocked for amputees.

Loop strap fixings make the sling compatible with the majority of hoists. Available in sizes from XXS-XL with a safe working load of 230kg, the Comfort Value Deluxe is an ideal non-assessed off-the-shelf solution.

careandindependence.com

Space LX Rollator from Rehasense

The Space LX weighs only 5.8kg making it extremely easy to walk with, lift and turn indoors or outside.

With an integrated detachable basket, the Space LX is perfect for short shopping trips and should the user wish to take a break they can use the integrated seat. Height-adjustable handles with indexed settings provide increased comfort while additional safety comes from the quick positive braking system. Storing the Space LX or transporting it is simple thanks to the easy-touse A-lock system which doubles as an ergonomic shaped carrying handle.

Available in medium and large with three metallic finishes, the Space LX is fitted with a backrest and stick holder as standard, has a maximum user weight of 150kg and a seven-year warranty.

rehasense.co.uk

Upper Arm Blood Pressure Monitor from Drive DeVilbiss Healthcare

This fully automatic upper arm blood pressure monitor features irregular heartbeat detection.

It has a large LCD display and the ability to store 120 memory readings and comes with a carry case. Featuring an oscillometric method measurement type it has a 0-300mmHg pressure range and a 30 to 180 beats per minute pulse range.

Measuring 14 x 9.8 x 4.8cm, its pressure accuracy is +/- 3mmHg and its pulse accuracy is +/- five per cent pulse accuracy. The cuff size of the monitor is 22-36cm.

Batteries are included but it requires 4x AA batteries. The monitor also comes with low battery detection and an automatic power-off.

drivedevilbiss.co.uk

Easi-Grip Knife from Peta UK

These Easi-Grip knives have an ergonomically angled handle to keep the hand and wrist in a neutral, stress-free position whilst the “soft-feel” non-slip grip allows a firm purchase even when hands are wet or greasy.

The on-trend grey/green handle makes the knives an attractive choice that would look at home in any contemporary kitchen.

Now available with retail header cards these can be easily purchased via Peta UK’s online trade portal making order processing Easi.

peta-uk.com

Food Workstation from Shine International

This versatile food preparation board will make preparing food easier for those with arthritis, weak grip, or who have had a stroke or have the use of one hand.

Grating and slicing is made easy using one of the multi blades which clip into the slicing box.

The easy-to-use clamp will hold all kinds of food for cutting or slicing and bowls for mixing.

One corner of the board has raised edges to hold a slice of bread. Stainless steel spikes will hold fruit or vegetables for peeling or slicing and there is also a brush for cleaning.

The food preparation board is held firmly in place by four non-slip suction cups that prevents the workstation from moving.

shineinternational.co.uk

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

The Care & Independence Comfort Value Tilt-In-Space Shower Chair (CVTIS) delivers functionality and comfort at a great price point.

A cable-free gas rod allows the chair to tilt up to a 45-degree angle in a smooth operation for user and carer alike. Moveable arm and footrests aid easy access, plus there is a reversible horseshoe gap seat and removeable headrest, as well as the chair being height adjustable.

A wipe-clean four-way stretch vinyl and durable anti-corrosive high-gloss coated stainless steel frame give the CVTIS a hygienic robustness.Furthermore the CVTIS is compatible with the majority of wash/dry toilets. A safe working load of 180kg accompanies the 20” seat width. The Comfort Value Tilt-InSpace Shower Chair is ideally suited for stores, catalogues and care home environments when non-assessed equipment is required for repeated multi-use.

careandindependence.com

This organisation is a member of the British Healthcare Trades Association.

Blood Glucose Monitor from Drive DeVilbiss Healthcare

This device was developed for users with diabetes to aid with the monitoring of their blood glucose levels.

It features an LCD backlight, 360 reading memory and a five-second reading time for fast results. The monitor comes with a hard carry case, 10 testing strips and 10 lancets as standard.

It features a switchable dual scale, with measurement units in mmol/L or mg/dl. Powered by one 3.0V CR2032 Lithium battery (included with the product) the monitor features automatic power off. Measuring 83.8 x 58 x 16.7mm the product weights approximately 38g.

drivedevilbiss.co.uk

Bendable Cutlery from Shine International

This range of cutlery is ideal for those with restricted hand movement or grip and is bendable to allow customisation to each individual’s needs. The utensils feature an extra-large ribbed handle making them easier to hold. A strap can also be added to secure the utensil to the hand and increase independence for many people. Also in the range is a rocker knife, fork, soup spoon, dessert spoon and teaspoon as well as utensil straps. Each cutlery item is available with either red or black handles.

Vita Lite

Venture out in style with the Vita Lite.

Clean, modern design in a compact form, ideal for getting around town. A fully padded and adjustable seat provides full support for all day comfort.

Ergonomic handlebars, easy to use fingertip controls and an adjustable tiller mean that everyone can find the perfect fit.

Sleek and strong alloy wheels, pneumatic tyres and full suspension provide excellent traction, stability and control.