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THIIS Trade Magazine • Issue 228 • September 2017

Issue 228 • September 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Mohicans, graffiti & mobility CV TIPS TRADE DAYS

RETAILER SPOTLIGHT

MORE ABOUT… EFOLDI

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…from the editor Tattoos, piercings and a Mohican – how do you feel about using that type of imagery to represent your company? There’s no doubt that changing perceptions, labels and stereotypes can be a long, arduous task and there’s always a risk if you decide to take a bold, brave stance when it comes to marketing. It is said however, that fortune favours the brave. It is this ideal that drives the team at Essential Aids who are used to being bold – we covered their Quadrosenior campaign a while back. The company’s latest campaign aims to tackle a problem raised by national charity Scope, who revealed that many disabled people feel under or misrepresented in the media. Take a look at the article and see what you think. In this issue, we also discuss the importance of your business’ heritage. Arguably one of the most unique aspects of any company is its history, its milestones and accomplishments; no two are alike! Find out why you should hold on to those old magazine clippings and photos. We have also launched our new product showcase feature, highlighting new products to hit the market for specific product categories. This month’s showcase looks at the latest in beds, mattresses and pressure care. If you have launched a new product or have one due out, get in touch with us to see it in print.

Calvin Barnett

Don’t be shy, why not get in touch...

For everything editorial, please contact... Calvin Barnett Editor 01933 278086 newsroom@thiis.co.uk

For all advertising enquiries, please contact...

Editor

Greg Askew Commercial Manager 01933 272437 advertising@thiis.co.uk

On the front... Mohicans and graffiti in the mobility industry. Page 24.

You can find THIIS on Twitter at: wwwthiiscouk

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

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


“We are determined to break down stereotypes that the word ‘disabled’ has historically provoked”

All Terrain opportunity for dealers Page 10

“This is not about having a salesman turn up to a house to sell a product”

“The jewel in the crown was the minutes from the very first AGM in 1918”

“On receiving notification of grant, we will begin plans to expand into the US market”

Contributor this month...

Antony Elkington Trusted Recruiter

4 www.thiis.co.uk

InTHIISissue...

“There was a lot of nail biting towards the end of 2016”

More about eFoldi Page 12

Tasty treat at Trade Days Page 32

Retailer promotion continues Page 34 1

JANE DOE CV HEALTHCARE INDUSTRY SALES MANAGER

PROFILES SUMMARY

2

PERSONAL DETAILS

:

123.456.7890

: janedoe@gmail.com www.janedoe.com

Product planning, branch management, and operations oversight experience, with nine years in progressive roles with large regional chains, Local Authorities, and the NHS. Refined relationship-building skills and experience working collaboratively with vendors and customer-facing sales staff.

Linkedin.com/jane-doe

4

3

History of orchestrating successful sales strategies and marketing initiatives designed to increase revenue. Strong background in B2B and retail sales.

SKILLS ✓ Merchandise Planning and Allocation ✓ Financial Planning and Profit Analysis ✓ POS Software (Lightspeed, ShopKeep) ✓ Inventory Shrinkage Control ✓ Sales Coaching ✓ QuickBooks ✓ Multisite Retail Operations ✓ Merchandising Standards ✓ Vendor Relations and Negotiation ✓ Employee Training and Development

EDUCATION Art and Design BA Hons, Birmingham City University Capstone project, Coaching Skills for Managers course Various Handling and Lifting Workshops

HIGHLIGHTS

5

✓ Financial responsibility to £35 million. ✓ Achieved record sales in multiple markets up to 40% sales growth. ✓ Hired and trained more than 50 employees. ✓ 10-year proven sales growth track record. ✓ Won 14 “Sales Manager of Month” and "Sales Manager of Year" awards for profit and revenue growth.

PROFESSIONAL EXPERIENCES National Sales Manager

6

Trusted Mobility (Midlands) 2011 - Present Joined as Area Sales Manager, promoted rapidly through a series of increasingly responsible management positions based on strong financial, operating and team Leadership performance. Currently manage 160-plus employees at six regional locations. ✓ Increased profit £5 million amid tough economic pressures. ✓ Reduced absenteeism 47% and turnover 35% with strategies to recruit, train, and retain high-quality employees. ✓ Implemented next-generation POS technology. ✓ Reduced annual purchasing costs 3.5%.

How your CV should look Page 36

Sales Manager, Multiple Store Locations

Medical World (East Anglia) 2007 - 2011 Coached and led a 13-store area with ISO employees. Educated customers on products and provided customized solutions for increased sales. Drove growth by focusing on customer service, merchandising, and teamwork. ✓ Launched new safety product in response to regulatory requirements and sold £2 million in first year. ✓ Cut operating budget 20% by implementing cost-saving initiatives. ✓ Received three "Top Sales Producer" awards. Ranked No. 4 out of 40 sales associates nationwide.

Treasure the past Page 44 Pressure care, beds and mattresses showcase Page 48

The Unlimited Company adjust focus Page 64


History book marks 100-year milestone In 1917, Einstein applied the general theory of relativity to model the structure of the universe as a whole, Houdini performed his first ‘Buried Alive’ stunt in California and Al Capone became known as Scarface after he was slashed in the face three times by a New York hood by the name of Frank Galluccio. Also, that year, William ‘Buffalo Bill’ Cody died, Ella Fitzgerald was born, Czar Nicholas II of Russia abdicated and a small group of businessmen met to discuss the possibility of working together. A short time later, the Surgical Instrument Manufacturers Association (SIMA) was founded. It went on to become the British Surgical Trades Association (BSTA) and then the British Healthcare Trades Association (BHTA), representing hundreds of companies, large and small, along the way. Well over 1000 companies have been a member of the Association at some point during the past 100 years, which has seen SIMA, BSTA and now BHTA represent member companies at all levels of government, with most of the leading charities and a huge number of influential and advisory bodies. To mark the centenary, a book about the history of the Association has just been published. The 128 pages provide insights into interesting, fascinating and sometimes controversial issues that the Association has been involved with during the years. Readers will 6 www.thiis.co.uk

find details on lengthy battles fought to protect patients from higher costs, reduced services and questionable sales and marketing techniques along with how member companies adapted and survived through two World Wars. Director General, Tracey Lloyd says: “The Association, in all its forms has influenced, supported and worked with hundreds “If you’ve ever wondered what of companies, organisations and a Trade Association does for its government bodies, many thousand members, then the book gives employees and you a very good idea” millions of people in need of advice and protection. “If you’ve ever wondered what a Trade Association does for its members, then the book gives you a very good idea and includes numerous examples of how the Association has, over the years, helped to organise members and produce high profile, highly effective campaigns.” You can read the book online at https://issuu.com/bhta/docs/bhta_100_years


TRAVEL FURTHER wiTH

BATTERiES

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


round up

The black elephant feet in the room Following positive feedback from the mobility trade, Gordon Ellis are launching their Elephant Feet furniture raisers in a new black colour in September. Furniture raisers are an ideal solution for disabled and elderly people, raising a chair or bed to reduce overbending when sitting or standing. Each raiser is placed under the castor or leg and is available with either a 3.5 inch or 5.5 inch raise. The new colour option will now giving customers a choice between grey or black, with the black being available for a limited time only. Aiming to blend in better with furniture and suiting a wider range of styles, the black raisers hope to offer a more discreet solution to raising furniture. A brand-new advertising campaign launching in September through to March 2018 is expected to see sales increase for the product. The website for the company is www.gordonellis.com

SIX MODELS WITH BAGS OF PERSONALITY

Scooters that add ‘style’ to reliability, safety and performance Discover the all new Comet & Orion www.invacarescooter.com 01656 776222 8 www.thiis.co.uk

STYLE IS FOREVER.


Relaunch of the all NEW TRAVELUX TIEMPO Delta Tiller for added comfort

New and improved LED lighting kit Newly designed large wheels – 7.5” on the front, 8.5” on the rear

Colour Range: Equipped with 2 x 12V / 12Ah batteries

Benz Silver Gallardo Orange Tuscan Red Cooper Blue

Launch price pallet deal £399.00 Available from September 2017 Please contact us to place your order on: T: 01977 681400 E: sales@vanosmedical.com

COMING SOON! All new Tiempo Rapide With full suspension & upgraded batteries. Available Spring 18 VAN OS MEDICAL UK LIMITED


All Terrain specialist aims to build dealer network Shropshire-based All Terrain Wheelchairs is seeking to expand its dealer network with enthusiastic dealers across the UK. Specialising in a range of all-terrain, off-road powerchairs and unique manual wheelchairs designed for sand, the all-terrain specialists currently sell their ranges directly to consumers online and only has a handful of carefully selected retailers in its network. “We are keen to work alongside dealers who show a particular interest & enthusiasm in the product,” commented Richard Kusnierz, Director of All Terrain Wheelchair. “Perhaps our product “We are keen to work alongside complements dealers who show a particular their own range of products, something interest & enthusiasm in the in the outdoor field maybe?” product” The company is now looking for dealers in UK who share their passion for helping people enjoy the outdoors and are particularly focused on the South West England, North East England, East Anglia and Scotland. When deciding which dealers to work with, Richard explained that aftersales service was a key factor. Richard added: “We would like dealers to really be invested in the product, both in terms of time and in advertising, promotion & generally getting out in the field. Dealers would need to take on aftersales, servicing & repairs and we would help All Terrain Wheelchairs’ V4 Frontier support with full training provided.” The website for the company is www. allterrainwheelchairs.co.uk

What do customers’ think? 22-year-old Rob Camm was involved in a car crash which left him paralysed from the neck down. Determined not to allow this to stop him enjoying an active outdoor lifestyle, he purchased All Terrain Wheelchairs’ Extreme X8 powerchair. Rob said: “With the Extreme X8 I can walk the dogs, go to the beach and do many of the things I used to enjoy. Another huge benefit of the Extreme X8 is its ability to tackle kerbs without trouble, therefore eliminating the need to look for dropped kerbs which even in 2017 are not always easy to find.” All Terrain Wheelchairs also built a one-off trailer for Rob to allow him to carry extra batteries whilst he tackled and completed the difficult Tough Mudder event; a feat he has completed twice. 10 www.thiis.co.uk


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more about...

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eFoldi

As the expression goes, every cloud has a silver lining. Arguably, no story better reinforces this than Sumi Wang’s, the Managing Director of Suntech UK. After experiencing what she describes as the ‘darkest days’ for her family, a silver lining emerged with the creation of a new innovation, the eFoldi. Sumi tells us more about the product’s interesting past and promising future. DARK DAYS As with many new inventions, the eFoldi is the result of a combination of an unforeseen circumstance and a spark of ingenuity. Sumi explained: “I entered the industry after what could be described as a series of unfortunate events. In 2013, I was working in a university in London but fell ill so I had to go into hospital for treatment. Living outside London in Surrey, I couldn’t really get into the city to work every day, so I had to quit my job.” It was around this time that Sumi’s father, Jianmin Wang, suffered a broken leg in Beijing. “With my father in hospital in China and me in hospital in the UK, it was the darkest days for my family,” continued Sumi. It would be these events however that would lead to the invention of a new, folding mobility scooter. Designer and inventor Jianmin has worked as the chief Engineer for China’s National Acrobatic Troupe for over 20 years, designing performance 12 www.thiis.co.uk

and stage props used in death-defying stunts. “My Dad is always creating new inventions, so when he found himself immobile, he went to work finding a solution,” said Sumi. “It was actually whilst in hospital that he began to design his own walking aid, which would go on to become the very first prototype of the eFoldi.” Living in Beijing, where space is at a premium and people live vertically, Jianmin went to work creating a scooter that would ideally meet his specific needs. “In the city, it is almost impossible to have a chunky mobility scooter so he wanted to create something transportable and easy to fold that could easily fit into a car boot and be stored away in buildings,” explained Sumi. It was whilst driving his new invention around and being asked where he purchased it that the family realised there could be commercial potential in the new device. At the same time, Sumi had begun to recover and was out of hospital, but was still taking ongoing medication and felt too weak to travel back into London daily for work. Instead, the entrepreneur turned her attention onto her father’s invention and looked to bring it to a wider market.


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EARLY CHALLENGES Having an academic background in engineering, Sumi described the steep learning curve she faced when she entered the industry. “It was the boldest decision of my life. I had no experience in manufacturing or in a real business environment before.” “We sorted out patents and trademarks first and then started down the manufacturing process. The biggest challenge I found was taking what my father had created, which was a prototype designed specifically for himself, and turning it into a product that could meet the needs of many.” It was during this time that Sumi discovered the ins and outs of the production process, an experience she reminisces as being tough and eye-opening. “Finding high-quality, reliable manufacturers, as well sourcing all the components needed, was not an easy process. Although the device looks small and relatively simple, it has over 300 different parts. “To fold everything together so it compacts as effectively as possible was another challenge we had to overcome. Sometimes, even a 1mm difference between components could prevent it from folding up, so we had to be very precise.” After spending time redesigning, researching and developing the product and having created 20 different versions from the initial prototype, the first version of eFoldi was ready to release for testing in April 2016. It was then that Sumi discovered a problem. “We had invested so heavily into the R&D, when it came to making the first units for people to test, we didn’t have the sufficient funds.” THE POWER OF CROWDFUNDING Like many new companies looking to raise funds whilst retaining control of their company, the entrepreneur decided to turn to crowdfunding, starting a campaign on Crowdfunder. Sumi told THIIS: “We were wary that it may not work because we were asking people to pay a lot upfront for a product they hadn’t seen with their own eyes and to trust that a person they had never met before would deliver them a finished product in nine months’ time.” The campaign proved a success, raising more than £100,000 with pledges being received from all around the world. Describing the crowdfunding success, Sumi said: “I look at it as a huge amount of trust. It was humbling and really pushed me to make sure we didn’t let them down. “To go the more traditional route of getting feedback from testers can be costly in terms of time and money. The way we done it really made pledgers feel involved and invested in the product and I am friends with a lot of them now. It created a community of users all too ready to share their thoughts, ideas and opinions on how we could improve it.” 14 www.thiis.co.uk

Sumi Wang with Richard Branson

At the end of 2016, Sumi had managed to fulfil and deliver all eFoldi units to the crowdfunding pledgers and began receiving the all-important user feedback. “There was a lot of nail biting towards the end of 2016 to see if we could make it, so it was a wonderful feeling when we did,” commented Sumi. “That was stage 1; testing, trialling and feedback. After all the extensive feedback we received, we actually redesigned the eFoldi for 2017, ready to bring the product to the consumer market.” “It was the boldest

decision of my life. I had no experience in manufacturing or in a real business environment before”

NEW AND IMPROVED Armed with the vast range of feedback, Sumi and her team set about making a number of changes and refinements to help the mobility scooter better meet users’ needs. She explained: “The main point that kept reoccurring in the feedback was to reduce the weight. Previously we had used steel but now we are producing the new eFoldi all in aluminium. That gave us a 20% reduction in weight, from


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just under 20g to now 16kg. “This weight reduction was vital. For a lot of people, that figure is the threshold between being able to and not being able to lift it.” As well as making the overall scooter lighter, the company also made it easier for users to remove the battery and included a USB port in the battery pack for users to charge devices such as phones and laptops. “The battery only weighs 1.8kg, so people wanted to take the battery out so they could charge it in the house whilst leaving the scooter in the car, so we made it very easy for them to do this,” added Sumi. The result is a mobility scooter that is lighter, stronger and more durable than its original according to Sumi, with the company currently mass producing the eFoldi ready for an Autumn launch. ON THE LOOKOUT FOR MOBILITY RETAILERS With the product refined, the company is now exploring ways to bring her father’s invention to market and is looking in the direction of mobility dealers. “We are keen to start working with retailers to sell the product,” Sumi told us. “We are as much as an R&D company as a manufacturer, so our expertise does not lie in customer service. At the moment, we deal directly with end-users, however this is the legacy of the crowdfunding. “This was great at the beginning for feedback, but later as we roll the new product out, we would like to leave that to people who are experts with customers, like regional dealers.” Suntech UK will continue to sell the eFoldi via their website for a transitional period says the company, but plans to eventually get to a point where they can nominate stockists to customers by postcode. “At the moment, we have had a lot of interest

from down in the South Coast and also in the Midlands, but we welcome all dealers nationwide to get in touch. We think it will be a great addition to their product portfolios,” added Sumi. GLOBAL AMBITIONS AND MORE INNOVATIONS Following the crowdfunding success, which saw eFoldi receive pledges from the USA, Holland, Italy and even as far as Thailand, Sumi is convinced that the eFoldi has global appeal. “The USA certainly offers us the most potential and really is the big market to crack. “We have also seen a lot of interest from China and we already “We have had a lot of interest have a distributor in from down in the South Coast the country. Its proving popular because the and also in the Midlands, product was originally but we welcome all dealers designed to operate in Beijing, so it really nationwide to get in touch” fits in with people’s lifestyle there.” Not one to rest on her laurels, she also discussed some new projects in the pipeline; proving she has inherited the same restless drive that inspired her father to create the first eFoldi prototype years ago. She told THIIS: “We are already looking at expanding the product range, including working on a compact, folding powerchair to add to the range.” Sumi will be showcasing the new eFoldi on stand A5 at Trade Days at the NEC in Birmingham on the 8th and 9th of October. To find out more about retailer opportunities, contact Sumi on sumi.wang@efoldi.com The website for the company is www.efoldi. co.uk

What is the eFoldi? Created to help get people around easily, the lightweight scooter can be easily folded into a comfortable chair or portable suitcase. Designed for the elderly and those with limited mobility who are unable to walk for long distances, the company says most customers are people who need a walking aid but do not want the label associated with mobility scooters.

16 www.thiis.co.uk


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round up

Company resigns before disciplinary hearing Following on from the BBC Rogue Traders investigation story in August, Arise Mobility has resigned from the British Healthcare Trades Association (BHTA) prior to a disciplinary hearing. The hearing was over allegations of practices that breached the Associations Code of Practice, such as cold calling potential customers and deliberate lack of pricing transparency. The company was featured in a BBC Watch Dog ‘Rogue Traders’ programme broadcast on 12th July, with the show questioning Arise Mobility’s activities.

All members of the BHTA are subject to its Code of Practice which protects consumers and is approved by the Chartered Trading Standards Institute. The disciplinary hearing could have led to the expulsion of Arise Mobility from the BHTA for breaches of the Code. The resignation means the company is no longer a member of the Trade Association.

Clearwell Cup proves a walk away success A sports centre in Brighton and Hove has played host to Sussex’s first walking football competition. Sponsored by Clearwell Mobility, the competition saw nine Sussex teams compete for the inaugural Clearwell Walking Football Cup. Split into three groups of three teams, the competition ended with Brighton and Hove Dolphins, Worthing Strikers and Brighton and Hove Penguins emerging victorious in their respective groups.

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top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until September 30th 2017 unless otherwise stated. REHACARE 2017, Düsseldorf, Germany The international trade fair REHACARE 2017 will be taking place in Düsseldorf (Germany) from 4 to 7 October 2017 with 760 exhibitors from 36 countries. Tip: The entrance ticket costs 8.00 Euro in the Online-Ticketshop, six Euros less than at the box offices. Further information: www.rehacare.com

Relaunch of Van Os’ Medical Travelux Tiempo is finally here! This portable, lightweight boot scooter has been redesigned with oodles of upgraded features, LED lighting, larger wheels both front and rear AND a delta tiller all included as standard, choice of four striking colours to satisfy all tastes. Available on the Motability scheme from Q4 2017. Keep your eyes peeled for the relaunch of the Tiempo Rapide also coming soon. Contact T: 01977 681400 E: sales@vanosmedical.com

Free Haze smart charger with your first order of four or more batteries (18Ah and bigger) Please call Easystart on 01536 203030 or email sales@easystartbatteries. co.uk for more information 20 www.thiis.co.uk

Autochair Partner Scheme Autochair’s simple referral process can earn hundreds of pounds for members of its partner scheme. Customer enquiries passed on to Autochair and resulting in a sale will secure a generous percentage of the order value for partners. The new scheme offers three exclusive products, easy and fast payment of commission, a dedicated account manager and free marketing materials. Talk to Autochair’s Partner Manager today on 0800 167 0923 or visit www.partnerleads.autochair.co.uk. For more information on Autochair please visit www. autochair.co.uk

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Repose retailer promotion for September A heat only system for £99 (subject to model of chair) normally retailing at £155. The system comes with two heat modules, one is fitted into the seat area of the chair and the other comes as a loose cushion heat pad that the user can position for their own comfort. Quote ref SEPTEMBER2017 during September to benefit from this offer.


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The OT’s perspective With so many new products constantly being introduced to the market, it can be difficult for retailers to pick which products should be on their shelves and recommended to their customers. So THIIS has enlisted the help of an industry expert for their insights into what features and benefits retailers should be on the lookout for. Over the coming months, you’ll see our new Product Showcase feature that aims to shine the spotlight on products that have recently entered our industry. We will be focussing on different equipment groups each month and are inviting manufacturers to share their product introductions with us. It can be difficult to know what ‘hype’ to believe when a new product comes to market, or indeed what features and benefits are really of most value to the end users, so we are pleased to be able to share a healthcare professional’s perspective on each topic to help you evaluate the products you select for inclusion in your portfolio. Stuart Barrow of Promoting Independence will be sharing insights on each subject area and highlighting some of the key features and benefits that you need to be thinking of when recommending appropriate solutions for your customers. Stuart, a member of the British Association of Occupational Therapists panel, is a recognised contributor in the field of home adaptations and his experience is sought by manufacturers and service providers looking for an expert opinion. He also runs the Occupational Therapy Adaptations Conference (OTAC) and will be holding 10 events for healthcare professionals around the country next year. Running his events, being so closely involved in the healthcare industry and working with both manufacturers and industry speakers allows him to keep abreast of the latest thinking and innovations in the occupational therapy industry. Stuart holds an MA in Healthcare Law and Ethics and is passionate about caring for others. 22 www.thiis.co.uk

His private practice allows him to stay hands on, while his Promoting Independence private consulting firm gives him fantastic insight into the industry as a whole. Whatever he does, Stuart’s aim is simple: to give individuals, care and equipment providers timely access to the information and advice they need to make informed decisions about personal care and what they can do to safely maximise independence. “Sometimes it is difficult to “I am really excited see the wood for the trees by this opportunity”, Stuart told THIIS. when new products are “Sometimes it is released” difficult to see the wood for the trees when new products are released and having an objective view on what features really make the most difference for your customers can help you make the best choices when it comes to deciding what equipment you recommend. It is rare people only need one assistive aid or adaptation so, if you can get it right for them the first time, there is a much higher chance they will be back when they need something else.” In Stuart’s experience, retailers who work in tandem with Occupational Therapists can improve the outcome for their clients, especially when funding isn’t available and a package needs to be put in place. “It isn’t just the client who benefits because they have had clinical input into the specification. The retailer has peace of mind that the package they are offering is clinically appropriate too.” Visit www.promoting-independence.co.uk to find out more about the services on offer from Stuart and his team.


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retailer spotlight

Mohicans and graffiti in the mobility industry? When it comes to the mobility industry, it is safe to say that piercings, tattoos and graffiti are rarely the first images that spring to mind. A Bristolbased retailer however, is asking the question, why not? Aiming to tackle stereotypes and challenge perceptions head on, Essential Aids’ has launched their bold, new ‘Express Yourself’ campaign. Scope, a charity that works towards equality for disabled people, released research that revealed that eighty percent of disabled people do not feel they are well-represented in the media. Keen to address this, the online mobility retailer’s new campaign centres around imagery of vibrant graffiti and JT, their striking-looking, 28-year-old model who has a Mohican, piercings, tattoos and Cerebral Palsy. Essential Aids’ Managing Director, Alex Wrenn, explained what the campaign was aimed to achieve: “We are determined to break down stereotypes that the word ‘disabled’ has historically provoked. We’re very aware that our customers are hugely diverse and we’re confident that this campaign highlights that fact.” Known for pushing the boundaries, this is not the first time Essential Aids’ has challenged the norm with their marketing campaigns. The online retailer grabbed attention last year with the popular ‘Quadrosenior’ campaign, which saw the team creatively putting their own spin on the cult movie Quadraphonia and adapting walking frames into the style of Rockers and Mods. Following the film-inspired campaign, the company again made headlines after enlisting Ruth Rose, the UK’s oldest transgender patient 24 www.thiis.co.uk


The Walking Stick Specialists

www.rehacare.com International Trade Fair for Rehabilitation and Care

Düsseldorf, Germany 4 – 7 October 2017

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retailer spotlight

and an 84-year-old ageism and transgender activist, as the poster girl for their ‘Forever Fabulous’ campaign. “The premise behind all our campaigns, including ‘Express Yourself’, is that our mobility products help people to celebrate their identity, interests and above all their individuality,” said Alex. Essentialaids.com hopes the colourful, thought-provoking project helps represent disabled people and their mobility products in a fresh, exciting way. Explaining why he was keen to get involved in the campaign, JT said: “I feel specialist equipment can create a barrier whereby instead of helping the users in their everyday life, it emphasises their disability more. This is why I like the Essential Aids campaign; it is more about the user than the aid.” A graduate in industrial design, JT is now continuing his final year university project which aims to help people with the bereavement process. 26 www.thiis.co.uk

As well as flying the flag for attitude and individuality, the retailer is also always on the lookout for new partners within the trade. “Our ecommerce background has led to interest from various ‘bricks and mortar’ companies and “Our ecommerce background we’re always keen to explore ways of has led to interest from working together various ‘bricks and mortar’ with organisations within the same broad companies” sector,” Alex told THIIS. Having been established for 14 years, Essential Aids has built a reputation for quality ecommerce retail and looks set to continue expanding their message of inclusion through enablement with their engaging, creative campaigns. The website for the company is www.essentialaids.com


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round up

Medismart Technologies to provide smart solutions A new company has launched to develop smart solutions to answer the needs of medical staff and patients for hybrid pressure relief systems. Set up as a sister company to the MJS Group in May 2017 by three directors - David Beavis, Chris Saggers and Richard Palmer – Medismart Technologies will aim to provide solutions to the growing technological requirements of the industry. Established over 35 years ago, founding company MJS Healthcare provides the complete design, manufacture and supply of a wide range of Intermittent Pneumatic Compression Therapy systems, as well as producing own brand label mattress and pump systems. The new company will offer a range of products and services, including manufacturing own label systems, servicing and upgrading on site of existing hybrid mattress pump systems

with genuine original parts and providing extended warranties on this equipment and, as the name suggests, developing and manufacturing smart technology sensors which can be linked to tele-care/tele-health for these and allied products. Sales Director David commented: “We know at MediSmart that we don’t have the answers to everything straight away overnight. The market is growing and adapting to specific needs; we are happy to provide suggestions and work with interested parties who would like to develop this further. Unlike some other suppliers, being a bespoke manufacturer means we are very flexible in our approach to the design of products and tailor making to the market requirements.” MediSmart Technologies Ltd can be found at www.medismart.co.uk and David Beavis can be contacted on 07722 152 936

Sales Director David Beavis

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new to the team New team members for bariatric specialist Benmor

Betterlife founder joins Drive DeVilbiss as Retail Director Drive DeVilbiss Healthcare has announced the appointment of Grant Abrahams as Retail Director. Well-known in the industry, Grant and his father Derek established Betterlife in 2003, growing the business successfully until it was acquired by Lloyds Pharmacy in 2010. Grant subsequently assumed control of the Betterlife business within the Celesio Group, Lloyds parent company, eventually taking on a wider role within the retail organisation. As Retail Director for Drive DeVilbiss Healthcare, the company says that Grant will utilise his wide-ranging experience of the healthcare industry to enhance Drive’s existing retail business, developing individual products and propositions representing differentiated and compelling solutions for customers. The website is www.drivedevilbiss.co.uk

Do you have a new team member? Why not let the industry know? Just send us a short news item and photo. 30 www.thiis.co.uk

Benmor Medical has recruited two new members of staff, Katie Rowsell and Mark Webber-Andrews. Katie has recently graduated with a 1st Class Honours degree in Marketing and joins the team in the role of Sales Support, bringing her expertise to the Marketing, Operations and Sales departments. Mark will look to expand the company’s nationwide coverage as a Rental Technician based in the South West and will deliver, demonstrate, train and advise clients and users on all aspects of the company’s equipment. The company says that, due to the growth in business, the addition of Mark to the team in the South West will support customers and improve delivery times. The website is at www.benmormedical. co.uk


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Trade Days promises a tasty two day treat Trade Days is set to be a real treat for attendees this year. Along with the opportunity to meet with around 100 existing and potential suppliers in one place, grab exclusive show trade deals and sit in a series of business focussed seminar sessions, visitors won’t have to worry about what’s for breakfast, lunch or an afternoon snack– it’s all being laid on for them on a plate! Show Manager Derek MacHale says that providing the hospitality area for all visitors is a natural progression for the trade-only event. “With our 100% trade audience, we can tailor our features and offer our visitors what is going to benefit them most. We know from research that retailers coming to the show in the past have been surprised just how detailed and lengthy some of the discussions they have with existing and potential suppliers have been and so anything that means they don’t have to think about taking time out to find somewhere to eat will help them get even more out of their visit.” Anyone who registers for the show will receive a verification link which they can click to confirm their attendance and receive their meal vouchers. Apart from the free hospitality package, Derek believes that anyone coming to the show will find all the other features appetising too. He told THIIS: “They’ll be plenty of things going on to make the day even more worthwhile and fun too. We have eight new features at the show this year, but the focus remains firmly on doing business. Trade Days is the only place the trade can go where they know that they will be able to openly talk business and where every exhibitor is looking to work with retailers to build their businesses. 32 www.thiis.co.uk

“Delegates can still register for a free pass as always and what they’ll get out of coming to the show is priceless. If you haven’t got your ticket yet, I urge you to register for one now and I look forward to seeing you in October.” The event will take place on the 8th and 9th of October “Every exhibitor is looking to 2017 at the NEC in work with retailers to build Birmingham. To register and to their businesses” make sure you have your plate well and truly full when you visit the show, go to www.tradedays.co.uk or you can call Delegate Relationship Manager, Chelsea Chandler on 0207 013 4997 and she will register everyone in your team.

What to expect at this year’s Trade Days... Here are the eight big changes coming to this year’s show: • • • •

Breakfast, lunch and tea The voucher book returns Product demo zone How-to arena

• • • •

Family day* Trade topic tables Traveling tombola More Prizes and fun

*Available only on Sunday 8th October on an application basis only. Attendees must register for a Trade Days pass and fill out an application form found on the website.


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Retailer support continues with new offer and literature Bespoke seating specialist Repose continues to focus on engaging with retailers with their latest monthly offer, providing dealers with a significant discount on a heat pad system and launching new brochures. The September retailer promotion offers retailers a heat only system for £99 (subject to chair model) instead of the normal retail price of £155. Lisa Wardley, Managing Director of Repose, commented: “Our September promotion is aimed at assisting retailers when they are talking to their customers, especially the elderly who may feel the cold as we head into Autumn and the colder weather.” The system comes with two heat modules; one fitted into the seat area of the chair and the other as a loose cushion heat pad that the user can position for their own comfort. Both pads are controlled independently with a simple to use handset which has two temperature settings, pressing once for low and twice for high. With running costs as low as 1p an hour, the heat system offers an economic means of providing a little more warmth on cold days. The offer is a continuation of Repose’s ongoing retailer support programme, which has seen the company provide retailers with a different special each month in 2017. As well as exclusive offers, retailers are benefiting from a new range of product brochures from the bespoke seating specialist, covering the Homecare and Olympia ranges, as well as the recently launched Harlem chair designed specifically for people with Huntington’s disease. Lisa added: “The importance of up to date sales literature, point of sale material and general marketing support should never be underestimated, and the release of our new brochures is the latest example of how we are 34 www.thiis.co.uk

continually investing in supporting our UK retailer network.” The company says the remaining brochures in the product range are in the process of being changed and “The importance of up to will be with retailers by date sales literature, point November. Retailers of sale material and general should quote ref marketing support should SEPTEMBER2017 during September never be underestimated” to benefit from this month’s offer. For more information, call 0844 7766001 or contact email info@reposefurniture.co.uk The website for the company is www.reposefurniture.co.uk


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THE SOLE TRADE ONLY SHOW IN THE MOBILITY SECTOR The team here have a renewed dedication to make sure you are getting the most out of your time while you are at the Trade Days. This means that this year you can expect to find... 2

VOUCHER BOOKLET

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DON’T MISS THE HOW-TO ARENA SESSIONS Sunday 8th October 10:15 10:45

How to get a slice of the ‘signposting market’ – working with the companies that can bring you customers Think that because you are a local retailer, you can’t win business in the Community Equipment marketplace? Think again. More and more, customers are being ‘signposted’ to a trusted supplier and if you are on the list, then it could generate a seriously useful source of retail business. Andrew Stevenson - Sales Director - THIIS Magazine

11:15 11:45

How to recruit top people to your team When you are looking to add to your team, how do you decide which people to interview? What are the key questions you should be asking and what clues should you be looking for during an interview? Anthony Elkington - Managing Director - Trusted Recruiter

12:15 12:45

How to use words, images and videos to get a customers’ attention Good, effective marketing doesn’t need to be expensive. By using words and images in the right way online and offline, any business, from the smallest retailer to the largest multinational, can get in front of customers without spending an arm and leg. Learn how. Calvin Barnett - Editor - THIIS Magazine

13:15 13:45

How to do precision marketing with social media A common trend with social media marketing is to focus on going viral and generating as many impressions as possible, however one of the most powerful aspects of social media is the ability to reach out to and engage with people who fit a very specific profile. This session looks at a number of techniques that can be used, including some that are free, in order to not only identify but reach out and engage with precisely the people that you want to, giving you the confidence in knowing that your marketing budget isn’t being squandered on irrelevant prospects. David Glenwright - Social Media Trainer - JC Social Media

15:15 15:45

How to turn your customers into your sales people and generate new business at very little cost Why would you pay £100’s for a sales lead when you can generate them for almost nothing? By following some very simple steps, you can produce sales enquiries by building a big salesforce using one of your most important assets – your customer base. David Russell - THIIS Magazine

16:00 How to look after a customer so that they keep coming back The easiest way to build your business is to sell more to your 16:30 existing customers, but how do you make sure that they want to

Regis t atten er to d for

FR

at tra EE d co.uk edays. /thiis

Monday 9th October 10:15 10:45

11:15 11:45

12:15 12:45

13:15 13:45

14:15 14:45

15:15 15:45

buy more from you in the future. You’ll learn how in this session. Dave Sutton - Director - DPS Associates

16:00 16:30

How to get your product accepted by the Community Equipment Providers and into their catalogues If you have a product that you think should be part of the range offered as part of the community equipment contracts, but are not sure how to go about getting it listed in the catalogues of the major providers, then this session is for you. Andrew Stevenson - Sales Director - NRS How to get the most out of social media and make it work for your business Whether you are using Social Media every day or you are just thinking about whether it could help you grow your business, in this session you’ll discover how you can use it to generate new leads and connect to your existing customers without spending a great deal. David Glenwright - Social Media Trainer - JC Social Media How to mentor and coach your team members so that they are happy and successful in their jobs Whether it’s product knowledge, company procedures, meeting objectives, interacting with customers and fellow colleagues or understanding the company strategy and plans, everyone benefits from good guidance and advice. This brief session does not aim to give you all of the answers, however it will provide you with useful tips and suggestions to take back to your companies as to how to go about coaching and mentoring your most important asset-your staff. David Beavis - Managing Director - Medismart How to tell the story of your brand so that customers want to buy from you and not your competitors Every business had a brand. It’s a name, a look, the way you do business. But how do you get the message across to your customers that you are the people to buy from? Learn how to personalise your customer’s experience, stand out from the crowd and make sure that your customer knows that you have a real business, run by real people, offering real value. Gail Gibson - Managing Director - Gailgibson How to stay on the right side of the law There are a number of ways that a business in our marketplace could break the law as rules and regulations tighten. Presented by someone whose job it is to know the things that are changing in the future and highlight all the important stuff you need to know to keep on the right side of the law. Peter Stonely - Managing Director - Stonely Training How to communicate effectively with all your customers, no matter what age they are If you are good at what you do, these days you could keep a customer for 20, 30 or even 40 years. This session will explain how to engage with customers at an earlier stage than is traditionally the case within the mobility/independent living sector. David Silver - Director - Years Ahead How to know how good or bad your marketing is in just 30 minutes In just 30 minutes you’ll get a very good idea about whether you are really on the ball when it comes to marketing your business, or whether you are missing out on some very simple, low cost but very effective ways to promote and sell. David Russell - THIIS Magazine

These sessions are correct as of date of print, please consult the online programme for any changes.

SEE THE FULL PROGRAMME AT TRADEDAYS.CO.UK/HOW-TO


Bathroom innovation to grab distributors’ attention After years of changing customers’ lives by installing accessible bathrooms and kitchens, Dignity LC Services has launched a new toilet facilitation solution that is sure to grab distributors’ attention. Based in Hertfordshire, the family-run business first began life as a general building firm before founder Darren Prior completed an adaptation for a family whose nine-year-old daughter was suffering from a brain tumour. It was following the adaptation of the young girl’s home so she could stay with her family during her treatment that Darren was inspired to refocus his energies into a new venture. Chloe Prior, Director at Dignity LC Services and Darren’s daughter, explained: “My father has a passion for helping others and wanted to start a new business which specialised in helping families and individuals stay within the comfort of their home.”

Darren transitioned into supplying and installing accessible bathing and kitchens for elderly and disabled individuals. After many bathroom installations, he was regularly being asked “We are now ready to build to construct a plinth to be fitted underneath distribution partnerships all the toilet to raise it to a over the UK” more comfortable level for users. Toilet risers that sit above the toilet were already available on the market but Darren found that many clients were keen to avoid the option.

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“During consultations, clients made clear their insistence on avoiding toilet facilitation equipment that was placed above the toilet,” Chloe told us. “The common problems identified were the instability, the discomfort and the appearance of them. They negatively affect the aesthetics of a bathroom and these issues combined negatively affect an individual’s wellbeing.” After designing and installing these hand-made wooden plinths on numerous projects, Darren found himself having to continually re-cut and refit the plinths as clients requested adjustments. It was then that he came up with the Adjustpan. Aiming to tackle the problems his customers highlighted with the current toilet risers that sit above the toilet, Dignity LC Services’ new solution is an adjustable toilet riser that can be installed underneath any toilet. The device comes with or without adjustable handrails and allows the toilet and handrails to be easily adapted to the user’s required height. According to the company, the device is designed to help prevent falls by being secured between the toilet and the floor, ensuring maximum stability for users moving from a sitting to standing position. “Installation underneath the toilet means the product cannot be removed or tampered with by the user, eliminating the side-to-side movement users can experience with assistive toilet equipment that is placed above the toilet,” commented Chloe. Manufactured entirely within the UK, the design was heavily influenced by hygiene concerns, ensuring the device did not block cleaning access to the toilet. Importantly, as a result of Darren’s experience of re-cutting and re-installing his original wooden plinths, he created the Adjustpan to be readjustable rather than being a permanent fixture. With the product now on the market, Dignity LC Services is looking to build a distribution network across the UK. “To date, partnerships have been built close to home in the Hertfordshire region. During product testing and development, we have stayed local. This was so in the event of any issues or concerns with the product, we could easily address them,” Chloe told us. “We are now ready to build distribution partnerships all over the UK and all partnered

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Darren Prior (left) with his innovation

distributors will receive free product and installation training.” As well as the UK, Dignity LC Services is also looking at opportunities across the Atlantic and are planning on introducing the innovative toilet riser in America. Chloe added: “We are currently in the process of obtaining a patent for the Adjustpan in the USA. On receiving notification of grant, we will begin plans to expand into the US market.” To find out more about distribution opportunities, contact Chloe Prior at chloeprior@ dignitylcservices.co.uk The company’s website is www.dignitylcservices.co.uk For more about the Adjustpan, visit www.adjustpan.co.uk

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www.thiis.co.uk 39


Focus

How your CV should look in 2017 By Antony Elkington, Trusted Recruiter When hunting for a new job, the CV is essential for securing a foot in the door and getting that allimportant interview. It is the first impression an employer will get of you and if the CV is poor, it may be the last. Antony Elkington, Managing Director of Trusted Recruiter, gives his six key tips for creating a CV that will added to the interview pile rather than tossed into the bin.

1

HEALTHCARE INDUSTRY SALES MANAGER

PROFILES SUMMARY

2

123.456.7890

www.janedoe.com

Product planning, branch management, and operations oversight experience, with nine years in progressive roles with large regional chains, Local Authorities, and the NHS. Refined relationship-building skills and experience working collaboratively with vendors and customer-facing sales staff.

Linkedin.com/jane-doe

CONSIDER THE FORMAT The format of your CV is crucial. You ideally want a smooth, clean look that has just enough panache to stand out. Including a little natural colour helps to make your CV stand out, however do not overdo it. Using too much colour can have the opposite effect, making the document look messy and cluttered. Also, think about the type of font you choose; Times New Roman is too boring!

SKILLS ✓ Merchandise Planning and Allocation ✓ Financial Planning and Profit Analysis ✓ POS Software (Lightspeed, ShopKeep) ✓ Inventory Shrinkage Control ✓ Sales Coaching ✓ QuickBooks ✓ Multisite Retail Operations ✓ Merchandising Standards ✓ Vendor Relations and Negotiation ✓ Employee Training and Development

HIGHLIGHTS ✓ ✓ ✓ ✓ ✓

PROFESSIONAL EXPERIENCES National Sales Manager

6

Art and Design BA Hons, Birmingham City University Capstone project, Coaching Skills for Managers course

Sales Manager, Multiple Store Locations

Various Handling and Lifting Workshops

Medical World (East Anglia) 2007 - 2011 Coached and led a 13-store area with ISO employees. Educated customers on products and provided customized solutions for increased sales. Drove growth by focusing on customer service, merchandising, and teamwork. ✓ Launched new safety product in response to regulatory requirements and sold £2 million in first year. ✓ Cut operating budget 20% by implementing cost-saving initiatives. ✓ Received three "Top Sales Producer" awards. Ranked No. 4 out of 40 sales associates nationwide.

Also, consider the email address you are using try to use Gmail or Hotmail with your name rather than any silly nicknames or slangs. Set one up if you don’t already have one.

3

5

Financial responsibility to £35 million. Achieved record sales in multiple markets up to 40% sales growth. Hired and trained more than 50 employees. 10-year proven sales growth track record. Won 14 “Sales Manager of Month” and "Sales Manager of Year" awards for profit and revenue growth.

Trusted Mobility (Midlands) 2011 - Present Joined as Area Sales Manager, promoted rapidly through a series of increasingly responsible management positions based on strong financial, operating and team Leadership performance. Currently manage 160-plus employees at six regional locations. ✓ Increased profit £5 million amid tough economic pressures. ✓ Reduced absenteeism 47% and turnover 35% with strategies to recruit, train, and retain high-quality employees. ✓ Implemented next-generation POS technology. ✓ Reduced annual purchasing costs 3.5%.

EDUCATION

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40 www.thiis.co.uk

PERSONAL DETAILS

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1

GRAB ATTENTION AT THE TOP When we as recruiters and hiring managers view your CV, the top part is the deciding factor as to whether we read on. Make sure yours is an attention grabber; highlight samples of your work, LinkedIn or key success. Always include a strong, catchy summary which makes you stand out from competition and highlights your unique selling point. Always add your phone and email address.

JANE DOE CV

MAKE SURE KEY SKILLS STAND OUT Near to top section, add your

“Always include a strong, catchy summary which makes you stand out from competition”


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strongest skills. For example, ‘Sales Coaching’ will show the prospective employer what you can offer them as opposed to what they are offering you. Many job boards use keyword searches. Make sure you include any relevant wording relating to the position you are looking for. Re-word and amend your CV to match the required skill set when applying for specific jobs, as again, this will be mean you are more likely to be seen as suitable match for the job. You may want to remove words such as ‘hard working’, ‘punctual’ and ‘great attitude’ as employers generally overlook these as soft skills.

4

HIGHLIGHT KEY SUCCESSES AND PERFORMANCE This can be crucial depending on the role you are applying for. Make sure you include a list of key successes such as awards, achievements and what you brought to your previous employer. If you are applying for a

sales position, try to include revenue figures and stats where possible and include how you compared to colleagues in recent years, quarters or months. Perhaps look at previous performance reviews to get ideas.

5

INCLUDE KEY WORK METRICS Make full use of the work experience section. Keep it concise, adding a few lines to explain each role to employers. Also try to avoid including any former company slang as not all new employers will know what you mean. Include why you were promoted, why you left your most recent

This is what Julian Cobbledick of Assistive Partner thinks… “We supply a range of software for healthcare. Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in). Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment. And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several sales. So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts. I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.”

42 www.thiis.co.uk

6

CONTROL YOUR TIMELINE Your CV is a selection of your most relevant work history. Remove experience that dates back further than 10 years unless it’s essential to your narrative. This can take up unnecessary space and create questions which needn’t be considered. It can also give an ageist hiring manager an excuse to remove you from the shortlist because you’re too young or too old.

Trusted Recruiter is a specialist recruiter within Assistive Technology and Healthcare. Please get in touch with one of our consultants to discuss your vacancy on 03330144014 or email contact@trustedrecruiter.co.uk. The agency has industry candidates with experience in Lifting and Handling, Seating and Positioning, Bathing and Toileting, Pressure Care, Medical Devices, Digital Technology and many other disability/assistive aids and services.

Does advertising work in THIIS magazine?

Julian Cobbledick, Director, Assistive Partner

employer, where do you aim to go next and what you learned over the role.


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Why should companies treasure their history? In business, the future often takes centre stage and the past can sometimes become lost or forgotten. When this happens, companies risk losing one of the most special and distinctive resources available to them; their heritage. Recently Nicholls & Clarke, a provider of accessible bathing and showering solutions, discovered an old product advertisement from a 1913 publication of the time. The company was founded in 1875 and started life as a Builders Merchants on London’s Shoreditch High Street. The company now operates in 21 locations worldwide, turning over £70 million and employing over 550 staff. Their story is impressive, however, more impressive is how Nicholls & Clarke tells that story. On the company’s website, under the ‘About Us’ category is a section called ‘History and Heritage’, proudly telling the company’s past and even featuring images taken across its long history.

44 www.thiis.co.uk

How many businesses still have access to the photos of the first day they opened their shop doors? Or a cut-out of their first mention in a trade publication? All those little milestones can seem insignificant at that moment, but over time, can become utterly invaluable for telling a powerful story. Recently, David Russell, the editor of THIIS magazine for many years, took on the task of writing the BHTA history when the association reached its 100-year milestone. It turned into a book with 27,000 words but, as David explains, it would not have been possible without being able to get his hands-on documentation going way back. “There was a good deal of material to work


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with” he explained. “The jewel in the crown was the minutes from the very first AGM in 1918 which were produced in great detail and provided plenty of information to get the story going. From around the 50’s, a lot of the Section and Council meeting minutes were typed up and then the pages were stuck into large ledgers which protected them and so reading through decades of minutes provided me with a good deal of content too.” It seems that, as soon as BHTA started to produce newsletters for members, each issue was stored too. “Having all those newsletters proved invaluable.” David continued. “It’s so important to keep things like that as you never know when you are going to need them. I think what we have ended up with will help tell the story of the Association in the future and answer the question – what does a trade association do? In this case, we have ended up with 128 pages that should provide the answers!” What makes the story of a company’s heritage so valuable is that it can’t be plagiarised or copied by a competitor; it is completely unique to that company. This makes a company’s history one of the most potent and fascinating marketing tools available to them. That story of heritage can be significant when aiming to build trust with customers. Time commands a certain level of respect, so an established company that is able to showcase longevity is automatically awarded a level of trust and respect from customers. It is one of the reasons companies are so keen to celebrate anniversaries; it is a means of highlighting enduring success and expertise to customers and competitors alike.

Remembering where a company came from can also help ensure that its culture is not lost over the passage of time as well as its grows. Not losing sight of where the journey began can help keep a company on the right track later down the line. Newspaper clippings, team photos, shots of new offices and old offices, uniforms and more are all chapters in the ongoing tale of a business and each time a photo goes unsnapped or a publication is thrown away, a precious chapter is lost. Often, it is when a company is moving premises that it is most at risk of throwing away little keepsakes. Decisions are being made about what to take and what to keep and it is over this process that a decision made without considering the future could result in regretfully losing an irreplaceable part of the past. In our industry, so many companies have inspired stories of why they started and they often begin with wanting to change someone’s life for the better. Do not let that be lost over time.

Nicholls & Clarke’s interesting ancient advert reinforces the company’s rich heritage and longevity

Milestone moments for companies Recent occasions that deserve getting the camera out for:

Silver anniversary for Beaucare Started life seemingly from a ramshackle garage in Harrogate, Beaucare is now a multi-million pound, award-winning medical and healthcare supply company celebrating 25 successful years in business.

46 www.thiis.co.uk

New premises for Medserve Medserve, distributor of medical, mobility and healthcare products throughout the South West has moved into new premises following a period of what the company describes as significant growth.

Modern Mobility celebrates 20 years Based in Leicester’s Fosse retail park, Modern Mobility is celebrating its 20th anniversary. The company runs a quality, assessmentbased service model which proprietor Julie Potter says may be old-fashioned but has served the store’s thousands of customers well over the past two decades.

New headquarters for Steeper After months of hard work, extensive building works have created a state-of-the-art facility for Leeds-based Steeper, with the new HQ bringing the workforce together in one location.


product showcase

Pressure care, beds and mattresses Stay up to date with the latest exciting products to enter the market...

Shear Comfort with natural wool overlays Made from natural sheep’s wool, Shear Comfort Overlays help redistribute pressure to reduce the risk of pressure ulcers, protect the skin & joints and add comfort to a bed or seat. The overlays also reduce friction to accommodate movement and help regulate the body’s temperature and are available in a range of shapes and sizes to fit any mattress. Also available in neonatal sizes for cots and prams, the wool overlays also help protect against maceration. For more information, contact 01179 666 761 or email marketing@bescorporate.net

Revolutionary Air-Cell technology Despite a history spanning five decades of manufacture and distribution, many people associate Sumed with ROHO since for 14 years, the company was the exclusive distributor for the brand in mainland Britain. Now the supplier has announced it will be distributing POLYAIR in the UK and Ireland. Developed by SYST’AM in France, POLYAIR is manufactured from Laxprene using a dipping process. The material has amazing properties in terms of tear strength and elasticity, being softer, stronger and more than fifteen times more elastic than neoprene - the material used in many other air cell products. Another key feature which attracted Sumed was the single-hand inflation with click-fit pressure gauge, ensuring accurate inflation and regular checking either by user or carer To find out more, contact Sumed on 01457 890980 or sales@ sumed.co.uk 48 www.thiis.co.uk


Spartan Space saving... folds in seconds Suitable for travel by car, train, aeroplane and on board cruise ships

The SupaScoota Spartan oers a level of comfort that is equal to many road class scooters. It is ideal for the larger person, as it has a load capacity of 28 stone but keeps the amazing manoeuvrability and portability of the SupaScoota range.

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product showcase

Adjustable bed engineered for comfort Choosing the right sleep surface is imperative for a comfortable night’s sleep and the Elan adjustable bed from Adjustamatic Healthcare Retail aims to deliver just that. Featuring medically-proven technology, the Elan is a wall-hugging model designed to ensure superior adjustable positioning for comfort. Engineered to promote health, luxury, and comfort, the Elan offers advanced postural support and an extensive amount of adjustments to find an ideal sleep position.

The Elan comes with up to 15-year guarantee, Bluetooth remote control, and up to 28 stone capacity. A range of health mattresses are also available. To find out more, visit www.adjustablebeds. co.uk

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Sumed International (UK) Ltd, Integrity House, Units 1-2 Graphite Way, Hadfield, Glossop, Derbyshire, SK13 1QH Phone: 01457 890 980 | Email: sales@sumed.co.uk | Website: www.sumed.co.uk


product showcase True Low Air Loss Mattress System from APEX Medical Designed for use in both the Acute and Community sectors, the modern Serene True Low Air Loss mattress replacement system offers pressure reduction for patients who are better suited to this type of therapy. The Serene can also aid with Micro Climate Management by helping to increase the MVTR rate with its low air loss technology as the pump provides 120 lpm of air flow from the mattress. The system provides immersion and envelopment therapy for patients, helping to reduce the pressure on a user’s body across its whole surface area. To help increase immersion and redistribution of pressure around the heel area, the Serene mattress includes a heel zone section. An eight-hour transport mode is also featured to prevent the patient form bottoming out in the event of a power failure or during internal transportation within the health care setting. For more information, contact 01322 520 560 or visit www. apexmedicalcorp.co.uk

Mattress Topper for those on the go Including an internal zipped, machine washable poly-cotton cover with an added external draw-string travel bag, these travel toppers are ideal for customer on the move. Made from a plush 1� memory foam core, the travel toppers can smooth out the lumps and bumps whilst also reducing pressure points on an existing mattress whether it is camping, in a motor home or even on a guest bed. Available in double or single, the toppers are suitable for all customers and act as an ideal window product to draw customers in according to the company. For more information, call 01752 345678 or visit info@putnams.co.uk

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product showcase

Pressure mapping like no other? BodiTrak is an affordable pressure mapping system that can be used to help retailers and healthcare professionals compare cushions and bed mattresses for their customers, enabling them to make the right choice based on customers’ needs. Unlike traditional pressure mapping systems, the BodiTrak mat has no attached interface module. Instead, its electronics are built into the mat, with just a simple cable to plug the mat into a USB port of a PC, laptop, or Android tablet. This makes the BodiTrak system the most portable and ready to use choice on the market, with the user only needing to unroll the mat from its bag, plug it into a laptop and take readings within seconds. The new fabric of the BodiTrak mat is flexible and contours to an individual’s body and support surface, allowing for highly accurate pressure mapping results. For more information, call BES Rehab on 01179 666 761 or email marketing@bescorporate.net

Simple Plus and Hybrid-Air Plus mattress from Drive SIMPLE PLUS The affordable Simple Plus Mattress is a dynamic mattress replacement system used for the prevention of pressure ulcers. This product is manufactured adhering to strict industry standards, giving the provider and consumer peace of mind. To assist with risk assessments and clinical judgment, the system is designed to cater for heavier individuals, offering a weight limit of up to 400kg / 62.9 stones and is suitable for individuals who are at ‘high risk’ of developing pressure ulcers in accordance with EPUAP guidelines.

54 www.thiis.co.uk

HYBRID-AIR PLUS The Hybrid-Air Plus Mattress is one of the first non-powered hybrid mattresses currently on the market that again caters for the larger individual, offering a weight limit of 319kgs / 50 stones. The bi-foam cell technology is clinically proven and as no pump is required, cost and storage requirements are reduced. To aid with decontamination protocols and reduce cost, the Hybrid-Air Plus has a 360° zip, which allows for the top or bottom cover to be replaced individually. Manufactured in the UK, the mattress adheres to British Standards. To find out more, visit www.drivedevilbiss. co.uk


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product showcase

New product sure to turn beds Alpine HC has launched a new range of turning adjustable beds to complement their existing range of profiling beds. The beds are all designed to help patients reach a standing position independently through advanced mechanisms such as rotational mattress platforms and front exit tilt. The new range includes a rotating chair bed that can be fitted into an existing bed base and a customisable rotating chair bed with head/foot board and wood colour options. For more information about the new range, call 0333 122 2430 or visit www.alpinehc.co.uk

AeroSpacer range uses innovative textile AeroSpacer Cushion The new reactive therapeutic support cushion, comprising of 3D spacer textile, is evidenced to provide effective pressure redistribution, reduce temperature & moisture at the skin/surface interface, reduce shear strain and improve comfort levels when compared to high specification foam Due to the unique construction of the cushion and the properties of 3D spacer textile, instead of a ‘one style fits all’ approach, the AeroSpacer cushion performs subtly different depending on the orientation of the cushion, i.e. whether number 1, 2, 3 or 4 is positioned to the front. Therefore, users may perceive one orientation to feel more comfortable or supportive depending on their anatomy. Some users may also find one orientation helps to support asymmetric posture. The cushion can be laundered, not only improving governance with infection prevention procedures but also providing cash savings due to extended product life. To find out more about the AeroSpacer range and supporting scientific evidence, visit www.medstrom.com/products/aerospacer-range 56 www.thiis.co.uk

AeroSpacer Heel Off-Loader The new AeroSpacer Heel-Off-Loader provides a clinically effective and costeffective alternative to current heel offloading devices that, according to the company, eliminates the many drawbacks of existing heel off-loading devices. Comprised of innovative 3D spacer textile, the solution does not cause sweating, with the textile having been demonstrated to effectively manage microclimate. Other benefits include enhanced pressure redistribution and reduced shear stress, improved comfort and increased concordance with use and improved governance with infection prevention and extended product life as it can be laundered between patients. Importantly, the Heel Off-Loader does not inhibit mobilisation and stays put even with restless patients thanks to the non-slip base of the welded Xtreme, moisture vapour permeable, waterproof cover.


round up

American support device company looking for partners The manufacturer of a unique support device is looking for partners to work with around the world. The SandPad LandPad All Terrain Stabilizer is a unique support device that can be attached to crutches and canes, making it possible to navigate tricky surfaces. Although the SandPad was originally designed to be used on beaches, it can be used anywhere

someone needs support, whether walking on sand, gravel, snow, a golf course or going up and down the stairs. For more information, visit www.thesandpad. com

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

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Order before noon for same day despatch

Healthcare Edition Colour coded by size for ease of identification, our small, medium and large single tilt in space motor Wendover Healthcare Edition is offered for same day despatch* with our most popular cushion configuration, the Waterfall back, and optional pressure relief care seating on orders that are confirmed to us by noon Monday to Friday.

The Wendover We offer same day despatch* on standard small, medium and large Wendovers that are made with a single tilt in space motor and Waterfall back and upholstered in our Terrazza Natural or Terrazza Mocha fabric. *Orders must be confirmed to us by noon Monday to Friday. Other motors and cushion configurations and colours are available to order and can be ready for despatch in as little as five days depending on the fabric chosen.

Call 01494 471821 or email sales@ajway.co.uk to find out about doing things ‘The AJ Way’


new to the team Osprey welcomes Business Development Manager

New team members at John Preston

The Osprey Sling Company has announced the appointment of Colin Frankland as the company’s Business Development Manager. Paul King from the company told THIIS: “Colin will be known to many in the industry having worked for some high-profile companies within our sector. His wealth of experience will be an asset to our team and will help us to further develop the current line of slings and also to introduce new products to our extensive range.” According to the company, Colin is raring to go, so why not welcome him aboard via colinf@ospreyslingcompany.com or on 07776 995246.

With over 30 years involvement in the mobility industry, Joe Jaconelli (pictured right) has joined John Preston Healthcare as a Product Specialist on the company’s Kids to Adult team. Courtney Mageean has also joined the company’s sales team as a Sales Co-ordinator. Qualified in lift engineering and in surveying & installing stairlifts, Joe has undergone extensive industry training with leading manufacturers, including the 24hr postural training course delivered by Simple Stuff Sleep Systems – with the range now available in Scotland. Additionally, Joe has been the Product Specialist in Scotland for one of the latest additions to John Preston’s product portfolio, the Neater Eater range. Courtney Mageean, a recent graduate of University of Ulster, will be responsible for all sales co-ordination including quotations and the company’s stock management system. The website is at www.johnpreston.co.uk

Precision Rehab growth leads to full-time role Due to company growth, Precision Rehab has announced that co-director Emma James has joined the company on a full-time basis. Mainly office, Emma will be focused on office management. Matthew and Emma recently visited manufacturer Paravan GmbH to discuss future plans and meet the Paravan team. The website for the company is www.precisionrehab.co.uk 60 www.thiis.co.uk

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


round up

Ottobock acquires private equity investment

Gatwick Airport to invest in sensory equipment Gatwick Airport is investing in two new sensory rooms for each terminal, assisting those with sensory processing difficulties. The sensory rooms are to be dedicated spaces designed to block out noise, control space, temperature and lighting to stimulate the senses. Maria Cook, Gatwick’s Autism Ambassador said: “These new facilities will improve the airport experience for those needing to use them. They are a necessity, not a luxury.” This comes following the airport being the first the world to purchase the new Eagle Hoist 4, a passenger lifting facility providing safer wheelchair transfers to aircraft seats.

Partnership to drive rental business Frontier Medical Group has partnered with Drive DeVilbiss to launch its new UK Toto rental business, aimed at giving clinicians and patients easier access to the Automated Patient Turning platform. Providing Frontier with national coverage, the partnership will take advantage of Drive DeVilbiss’ logistical and technical capabilities, with the company collecting and decontaminating each rented Toto. A key product in Frontier’s Pressure Ulcer Prevention portfolio, the Toto platform is placed under any existing mattress on any type of bed and gently move patients at regular intervals. 62 www.thiis.co.uk

Ottobock Healthcare has confirmed that private equity firm EQT will acquire a 20% stake in the company and has valued the organisation at EUR 3.15 billion. EQT will be the first shareholder outside the family in Ottobock’s 98-year history, with 80% remaining in the hands of the Otto Bock Holding GmbH & Co. KG wholly owned by the Näder family. EQT will also now have a representative on Ottobock’s newly-formed 10-member Supervisory Board, with speculation that the company will make a stock market listing following the investment as soon as 2018/2019.


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

Take a look at GHT today... www.globalhealthcaretrader.com To discuss the opportunity, call 01536 710050 today


retailer spotlight

The Unlimited Company:

A refocus on service

The company is drilling down on the service aspect of the business

In our July issue of THIIS magazine, we covered the news that The Unlimited Company, the retail arm of Simplyhealth, was entering the next stage of their development. We caught up with Simplyhealth Group’s Chief Commercial Officer Raman Sankaran to find out what this phase involves and why now was the right time to implement it. With a history spanning back into the 1800s, the Simplyhealth Group specialises in offering customers health and dental plans, providing over three million people across the UK with access to everyday health treatments, products, services and support. Launched in 2016, The Unlimited Company is the retail side of Simplyhealth and since unveiling their flagship store in Bristol in March of last year, the company has opened a total of seven stores under this new proposition across the UK, garnering praise from the industry for their modern approach to retailing. 64 www.thiis.co.uk

THE INITIAL STRATEGY Raman leads Simplyhealth’s broad range of Delivery, Retail and Guidance businesses and following the departure of Matthew Main, has now taken a more hands on role in leading The Unlimited Company. Raman explained why the decision was made to first launch The Unlimited Company: “Simplyhealth had retail activities prior to The Unlimited Company, however we had a strategic review about two years ago to determine our space in the market and what our customer proposition should look like going forward. It

Chief Commercial Officer of Simplyhealth, Raman Sankaran


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


retailer spotlight was from this that The Unlimited Company was formed with its focus on professional advice and guidance, removing barriers and helping people make the most of their lives and lifestyle.” The review highlighted that many of the products in the industry were purchased as a last resort, without a full awareness of what products were available or where to turn to for professional advice. The company set out to change this perception, introducing products as something that could fit into and improve users’ everyday lives whilst also helping maintain a lifestyle. This shaped the look and design of The Unlimited Company’s modern and aesthetically pleasing stores, creating an environment that would feel inviting to customers and allow them to experience products, increase the awareness of what is available and see how they could fit into their lives and home. Additionally, the company would support this proposition with healthcare professionals capable of giving out quality advice and an online presence. “Our plan at the initial stage was to go out, build this proposition and test it to ensure it met the ever-growing customer need, then roll it out on a national basis” Raman told us. “Matt and his team did a great job setting the path and implementing the test. Earlier this year, we took time to review and revaluate what has been learned over the last 18 months. We examined how we are progressing, if customer need was still there, if the environment which we operate in had changed and if so, how should we be adapting to it?” ADAPTING IN A CHANGING ENVIRONMENT This policy of constantly reviewing the external environment in which The Unlimited Company operates in drives the organisation’s short term and long-term strategy and decisions, ensuring it is aware and responding to customers and competitors whilst evaluating what is working and what needs changing. Raman shared some of the insights gathered in the review earlier this year which led the company to further refine its retail approach. Customer need was confirmed as being stronger than ever, however, it was in the nature of the competitive market where The Unlimited Company saw the biggest shift. “Importantly, we are seeing more of the larger national brands enter the market, offering products we would describe as mobility type products. A customer can go online, order a product and it can be with them the next day or even the same day, or it can be picked up somewhere convenient. Naturally, there will be a market for some products where a customer knows exactly what they want. “Equally we are seeing some mainstream retailers add in products that could help with some mobility needs into their standard ranges, 66 www.thiis.co.uk

for example grab rails within bathroom suites. “ After taking into account and evaluating these factors, The Unlimited Company made the decision to further prioritise their focus on the service and advice element of their offer; where someone wants and needs advice and doesn’t know what is right for them or a loved one to maintain the best quality of life and activity. “If someone knows exactly what they want, are happy to go online and get it delivered to their home the next day, then there are “We are seeing more of the companies able to really service that part larger national brands enter of the market,” Raman told us. the market, offering products “We are not the we would describe as mobility traditional retailer from that perspective. type products” We believe the area where we can really add value is very much with customers, carers and loved ones who do not know what they are looking for but want to find the best solution for now and into the future.” REFOCUS ON EXPERT ADVICE This service-centric focus could be argued to be nothing new in the industry, with expert advice being offered by most retailers, however, The Unlimited Company is aiming to take this one step further. “Currently, we are going through a process of recruiting fully qualified occupational therapists to bolster our in-field resource. In essence, they will go out and provide free, home assessments to people,” clarified Raman. “This is not about having a salesman turn up to a house to sell a product. This proposition is very much around a qualified professional turning up to give the right, objective advice needed. If on the back of that advice, we can help provide a solution, then great. If, however, a solution is not needed or a different solution is best,


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retailer spotlight then our OTs will give the objective advice that customers need.” Raman gave an example of one of their occupational therapists going to a home where a customer believed they needed a wheelchair, scooter or some form of mobility equipment. The visiting occupational therapist advised against purchasing a mobility aid for fear the user would become too dependent upon it too soon, instead recommending manipulation and physical therapy to try and keep the customer more active and on their feet. For many in the industry, the idea of telling a customer who wants to buy a product that it is not what they need and suggesting something completely different may seem like a recipe for disaster, but Raman explains how this system feeds into a more complete strategy. “Having these guys going out who are truly focused on the needs of customers rather than sales is important to us. We will use the feedback from our occupational therapists to gain real insight into the needs of our customers, and then develop and evolve our range accordingly to better meet the needs of customers. “It is very much a two-way process, with our product offering being heavily influenced by our OTs and customers.” THE UNLIMITED COMPANY’S NEXT DEVELOPMENT STAGE Raman stressed the clear focus on service as the next stage of the company’s development, explaining how this fits in with the original strategy of creating lifestyle-centric retail spaces that highlight the aesthetical as well as the functional aspects of products in the industry. “Really drilling down on the service element adds weight to the stores we have developed,” he said. “Each store we open evolves based off the learnings from the previous stores. Our latest opening, the Leeds store, has seen different ranges and a different layout introduced from that of our current stores. We will look to roll that back across some of our existing stores after understanding how this works with our customers, it goes back to a continual process of learning and refinement.” With the company having launched seven stores in 18 months, we asked Raman if The Unlimited Company would be continuing to open these modern, lifestyle-focused stores across the UK. “The short answer is we will see how customers value and use the different elements of our proposition and the interaction between in-store, in-field and on-line support to determine the appropriate blend as we move forward. THE FUTURE THE UNLIMITED COMPANY The focus on customer service supplemented by healthcare professionals is one that the company 68 www.thiis.co.uk

Store designs aimed to reflect modern consumers’ lifestyles

hopes will deliver long-term success for The Unlimited Company, creating an atmosphere of constant review and assessment of the company’s product offer driven by customers and informed by healthcare professionals. “The long-term goal is to get to a place of having a quality, “Really drilling down on national provision of a service and advice the service element adds proposition, supported weight to the stores we have by the right quality solutions,” explained developed” Raman. “The OT assessment really helps build trust between us and our customers. After the initial assessment, this service and advice led approach really gives us an opportunity to build a long-term relationship and provide advice on an on-going basis, ensuring we provide the right solutions to a customer throughout their lifetime.” The website for the company is www. theunlimitedcompany.co.uk

Clever campaign utilises international event momentum One of the tricks that clever companies use to get their PR noticed is to plan promotions around large, popular events. The Unlimited Company has done just that, releasing a ‘top tips for injured athletes’ article aimed at those inspired by the recent World Para Athletic Championships. The article provides advice for anyone inspired by the international games or lapsed athletes keen to take back up sport, whilst simultaneously promoting a number of smaller products in retailer’s product range. You can read all the tips and see which products the company is promoting on the THIIS website. Search ‘the unlimited company’ in the news section.


Book your place... ...with the best in Britain’s Healthcare Industry at The British Healthcare Trades Awards Dinner 2017. To book your table or place, E-mail Nigel Woods at: nigel.woods@bhta.com

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training diary

Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. SEPTEMBER 2017 Invacare – Servicing & Maintenance of Patient Lifters - September 12th 2017 - Pencoed - FOC BHTA in partnership with Warrington Disability Partnership - Disability Awareness Workshop Wednesday 13th September 2017 10am-2pm –Warrington – Cost £40 per person, includes lunch and refreshments. Kymco Healthcare - Scooter technical training – September 13th – Bridgend Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 13th – Thursday 14th September 2017 - Liss, Hampshire Invacare – LiNX training - September 14th 2017 Pencoed - FOC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Wednesday 20th September -             Gloucester/ Somerset    TBC Benmor Medical -  Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 20th – Thursday 21st September 2017 - Benmor Medical, Market Harborough Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Thursday 21st September – Wiltshire TBC JCM Seating Solutions Ltd - Specialist Seating Workshop – Thursday 21st September - JCM Academy, Peterborough Invacare – Pressure Ulcer Awareness & Mattress Care – September 26th 2017 – Pencoed - FOC

OCTOBER 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 3rd – Wednesday 4th October 2017 - Benmor Medical, Houghton-le-Spring, Tyne and Wear Invacare – Küschall – October 4th 2017 – Pencoed – FOC Invacare – Bed Servicing & Maintenance - October 10th 2017 – Pencoed – FOC Invacare – Power Chair Controls - October 11th 2017 – Pencoed – FOC 70 www.thiis.co.uk

Invacare – Fault Finding on Powerchairs - October 12th 2017 – Pencoed – FOC Kymco Healthcare - Scooter technical training – October 13th – Bridgend BHTA in partnership with Warrington Disability Partnership - Disability Awareness Workshop – Tuesday 17th October 2017 10am-2pm – Wellingborough – Cost £40 per person, includes lunch and refreshments. Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – 18th October  - Manchester - TBC  Invacare – Servicing & Maintenance on Manual chairs - October 18th 2017 – Pencoed – FOC Invacare – Servicing & Maintenance on Powerchairs - October 19th 2017 – Pencoed – FOC JCM Seating Solutions Ltd - Technical Training Workshop – 19th October 2017 - JCM Academy, Peterborough Benmor Medical -  Management of the Plus Size (Bariatric) Patient CPD Certified Course – Thursday 19th – Friday 20th October 2017 - Benmor Medical, Market Harborough Invacare – Alber - October 25th 2017 – Pencoed – FOC

CONTACTS FOR BOOKINGS BHTA in partnership with Warrington Disability Partnership – Email sally. edgington@bhta.com Benmor Medical – Contact Sophie Allen – 0333 800 9000 – sophie.allen@ benmormedical.co.uk. Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www.trainingbysilvalea.com Pride Mobility – Call Dave on 01869 324600 or email service@pride-mobility.co.uk Electric Mobility – Call 01460 258158 or email marketing@electricmobility.co.uk JCM – Contact Rachel Davis on training@ jcmfactory.co.uk Careflex – Call Julieanne Fewings on 01626 831 843 or email julieanne.fewings@ careflex.co.uk Kymco - Dave Adams - After Sales Service Manager – Call 01656 641076 BHTA in partnership with Warrington Disability Partnership - Disability Awareness Workshop – Tuesday 17th October 2017 10am-2pm – Wellingborough – Cost £40 per person, includes lunch and refreshments.

Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – November 8th 2017 - Ilminster. FOC including Lunch.

Invacare – Scooter Servicing & Maintenance October 26th 2017 – Pencoed – FOC

JCM Seating Solutions Ltd - Technical Training Workshop – 9th November 2017 - JCM Academy, Peterborough

Invacare – Scooter Servicing & Maintenance October 27th 2017 – Pencoed – FOC

Invacare – Robin Overhead Hoist - November 9th 2017 – Pencoed - FOC  

NOVEMBER 2017 Invacare - Manual Wheelchairs – November 1st 2017 – Pencoed - FOC  

Invacare – Impetus - November 14th & 15th 2017 – Pencoed - £149.00 + VAT   Benmor Medical -  Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 15th – Thursday 16th November 2017 - Benmor Medical, Liss, Hampshire

Invacare – LiNX Training – November 2nd 2017 – Pencoed - FOC  

Invacare – Power Chair Controls - November 22nd 2017 – Pencoed - FOC  

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Thursday 2nd – Friday 3rd November 2017 - Benmor Medical, Liss, Hampshire

Invacare – Fault finding on Power Chairs - November 23rd 2017 – Pencoed - FOC   Invacare – LiNX Training - November 24th 2017 – Pencoed - FOC 

Invacare – LiNX Training – November 3rd 2017 – Pencoed - FOC  

Invacare – Servicing & Maintenance on Manual chairs - November 29th 2017 – Pencoed - FOC  

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 7th – Wednesday 8th November 2017 - Benmor Medical, Market Harborough

Invacare – Servicing & Maintenance on Power chairs - November 30th 2017 – Pencoed - FOC


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jobs on offer

National Sales Manager Symmetrikit Postural Care is a Division of The Helping Hand Company - the World’s Leading Manufacturer and Supplier of Aids to Daily Living. Symmetrikit Postural Care is also the Market Leading Manufacturer of Postural Care equipment providing Specialist equipment to Children and Adults with Complex Physical Disabilities. We sell to the NHS, Social Services, Charities and also to Private individuals. We are leaders in British Innovation, Manufacturing and have a highly successful and knowledgeable Field Sales Team. We have very exciting and challenging growth plans and an aggressive new product development schedule. We are looking for an energetic, determined and highly motivated person to support the National Field Sales Team in the delivery of the sales strategies, providing training where necessary to further develop the team’s sales skills and deliver on sales targets. The Successful Candidate will lead our

team of Area Sales Managers to achieve revenue growth targets and to champion service excellence.

skills with the ability to inspire a team.

The Successful Candidate will need to have proven coaching and team development skills and an ability to monitor Area Sales Manager performance against an Annual Sales Plan.

Flexible approach to your work with the ability to develop and implement a business strategy

Setting objectives, managing change where required and ensuring the Company’s very excellent reputation is upheld at all times.

Good analytical thinking and attention to detail whilst retaining the ability to see the bigger picture.

The will be some requirement to take ownership for Key Accounts and support the Area Sales Managers in developing new business and Contract negotiation. We will be looking for proven experience in this area.

Strong customer skills with the ability to build long term relationships.

Excellent negotiation skills

A clear track record of success in a leadership role A Full UK Driving Licence is required. There will also be a requirement to stay away for some nights during the week ALL expenses met by the Company. Excellent package including:

Key Skills: Ability to motivate people, with a coaching style that builds effective teams and manages performance positively Excellent Team management skills are essential. Good reporting and written communication

Above Industry Average Basic Salary and Bonus Package Company Car, I-Pad/Surface, Mobile Phone, Credit Card Company Pension Scheme 23 Days Annual Leave

To apply please send full CV and accompanying letter to: dbowen@helpinghand.co.uk Closing Date – Friday 15th September 2017

Sales Assessor South West region covering BA, BS, TA, GL & South Wales.

Regional Account Manager

Main Duties involve conducting joint visits with health care professionals to assess and demonstrate Prism Medical products in domestic and commercial environments, and looking for and identifying new business opportunities within the market to help grow business.

Established in 1995 Freerider Corporation has grown to become one of the largest Mobility Scooter manufacturers. In line with our growth strategy we are looking at expanding our current sales team and welcome applicants from all parts of Great Britain. Applicants particularly welcome from those who are from a service background or are looking to make their first move into a B2B sales environment. We are looking to recruit a Regional Account Manager to join our sales team.

Full training program available and company vehicle provided, along with excellent health care options and opportunities to grow within one of the markets leading providers in disabled equipment and services. To apply email covering letter and CV to faye.robertshaw@prismmedical.co.uk

OTHER CURRENT RECRUITING OPPORTUNITIES: • Regional Sales Manager – South • Area Sales Advisors – Regional positions • Sales Assessors – Regional For further information please email: faye.robertshaw@prismmedical.co.uk or call to speak to Faye Robertshaw on 01924 840100

Main duties & responsibilities are: • Making appointments to meet new potential customers. • Maintaining and developing existing customers. • Identifying new markets and business opportunities. • Increase market share in existing market. • Achieving sales targets for revenue, profitability and sales growth Skills & experience required: • Proven communication and interpersonal skills. • The ability to establish and develop new and existing business. • Passion for quality and commitment to delivering a first class service. • Structured approach to developing your sales area. • Highly organised and able to plan and prioritise workload. • Success in achieving targets and producing results • Driving licence essential In return we offer basic salary + commission, expenses, company van and mobile phone. To apply for this position please send your CV along with a covering letter to paul.fisher@freerideruk.co.uk. Closing date for applications is Monday 25th September 2017.


Clinical Seating Specialist Due to our continued expansion, Consolor is looking to recruit a OT/PT, Clinical Seating Specialist or Rehabilitation Engineer/ Technician, for the South. Consolor is an innovative, forward thinking and exciting company, committed to the assessment, manufacture and provision of specialist seating and mobility products and services to NHS and private clients across the UK. As a key member of the multidisciplinary team, you will be required to play an active role in the prescription of custom-made and ‘off the shelf’ seating products, which are appropriate to meet the specific needs of the client. Specific and relevant experience within mobility, seating and positioning will be an advantage. Full training on Consolor’s approach to seating and products, will be provided and will be designed and tailored to the successful applicant’s experience. You must have a sympathetic approach to clients and be able to work as part of a multidisciplinary team in a clinical setting. You will be highly motivated and dynamic with excellent communication skills and be able to work to your own initiative, in order to complement our already established and successful team. If you are ready for a new challenge and would like to discuss the role further, please contact Kieran Cheer on 07890 577831. To apply send your CV and covering letter to kieran@consolor.co.uk

HOIST / STAIRLIFT SERVICE ENGINEERS – London & South East UK We are currently recruiting for Hoist / Stairlift service engineers covering London and the South East. Taylor Dolman Ltd has more than 50 years’ experience within the disability sector and recognised as being a market leader in specialist adaptation works. The Company prides itself on providing the highest levels of service, installation and customer care. We are looking for experienced engineers to attend to maintenance visits, emergency call-outs and installations on various types and makes of Patient Hoists, Stairlifts and similar technical specialist equipment such as Beds, Baths, Domestic Lifts etc. In house and manufacturer led training programmes will be put in place for the successful candidate(s) to both refresh existing skills and develop new ones. You will be provided with a company van, smart phone, tablet, laptop, uniform and testing equipment necessary. Overtime and out of hours work readily available. The successful candidate will demonstrate:• Commitment to deliver excellent customer service • Good problem solving skills and fault finding experience • Good attention to detail. • Ability to work without supervision • Ability to work as part of a team • A full, clean driving license is essential • Good verbal & written skills - our customer base includes the elderly and less able and as such you will need patience and empathy to be able to communicate your findings.

Interested parties should forward their CV and covering letter to info@TaylorDolman.com for the attention of Daniel Dolman.

Events Diary September 14 2017 Kidz to Adultz – Edinburgh www.kidzexhibitions.co.uk September 20 2017 OTAC (Occupational Therapy Adaptations Conference) Hilton Hotel, Drake Way, Reading www.otac.org.uk or call Sally on 02921 900402 September 27-28 Moving & Handling People – Newcastle - www. movingandhandlingpeople.co.uk October 4-5 2017 Independent Living Scotland – SECC - www. independentlivingscotland.org October 4-7 2017 Rehacare – Dusseldorf – www. rehacare.com October 10-11 2017 The Care & Dementia Show – NEC - www.caredementiashow.com October 8-9 2017 Trade Days – NEC – www. tradedays.co.uk October 23-26 2017 Medtrade – Atlanta – www. medtrade.com

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

June 11- 13 2018 COT Annual Conference - Belfast Waterfront - www.cotannualconference.org.uk

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

June 13 2018 OTAC (Occupational Therapy Adaptations Conference) - Hallmark Hotel, Cambridge – www.otac.org.uk or call Sally on 02921 900402

OTAC (Occupational Therapy Adaptations Conference) – Belfry Hotel and Spa - www.otac.org.uk or call Sally on 02921 9004002 January 29 - 1 Feb 2018 Arab Health, Dubai. www. arabhealthonline.com January 31st – February 1st 2018 Moving & Handling People - Watford - www. movingandhandlingpeople. co.uk February 7 2018 OTAC (Occupational Therapy Adaptations Conference) – The Queen Hotel, Chester – www.otac.org.uk or call Sally on 02921 900402 February 27-28 2018 Medtrade Spring Las Vegas www.medtrade.com March 15 2018 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk April 25-26 2018 Naidex - NEC www.naidex.co.uk

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

April 26 2018 OTAC (Occupational Therapy Adaptations Conference) - Weetwood Hall Conference Centre, Leeds – www.otac.org.uk or call Sally on 02921 900402

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

May 17 2018 Kidz to Adultz South – Farnborough International Centre - www.kidzexhibitions.co.uk

June 27-28 2018 Health+Care – Excel London - www. healthpluscare.co.uk July 11 2018 OTAC (Occupational Therapy Adaptations Conference) – Stradey Park Hotel, Llanelli - www.otac.org.uk or call Sally on 02921 900402 July 23-25 Posture & Mobility Group Conference Manchester Central - www.pmguk.co.uk September 12 2018 OTAC (Occupational Therapy Adaptations Conference) - La Mon Hotel, Belfast – www.otac.org.uk or call Sally on 02921 900402 September 26 2018 OTAC (Occupational Therapy Adaptations Conference) - Imperial Hotel, Torquay www.otac.org.uk or call Sally on 02921 900402 November 7 2018 OTAC (Occupational Therapy Adaptations Conference) - The Spa Hotel, Kent – www. otac.org.uk or call Sally on 02921 900402 November 28 2018 OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Newcastle www.otac.org.uk or call Sally on 02921 900402 December 5 2018 OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Southampton www.otac.org.uk or call Sally on 02921 900402


trusted recruiter

Business Development Manager/Territory Manager £30k to £35k plus uncapped commission structure OTE £40k Our Client employs over 150 people and specialise in manufacturing, designing and distributing postural and therapy products worldwide. With the view to be becoming one of the fastest growing companies in the disability sector. The Role They are currently seeking a Business Development Manager/Territory Manager covering the North of England and Wales. You will be responsible for growing your territory offering a large range of seating, standing, bathing and toileting products for both adults and children. You will be the mainly selling into the NHS (wheelchair services), private dealers, therapists and rehab engineers in order to maximise sales growth in the territory.

74 www.thiis.co.uk

The Candidate The ideal candidate will ideally have experience of having sold into the NHS, wheelchair services and have relevant industry experience in a similar role. Must be able to seek out and win new business. Must be willing to spend some nights away to cover the territory. The Package The company offers a basic salary of £30k to £35k plus uncapped commission structure OTE £40k. Company van, fuel card, home broadband, phone, laptop & printer, pension, life assurance, 24 days holiday rising to 25 next year. Please submit your CV confidentially to antony@trustedrecruiter.co.uk to discuss further including job reference Thiis444


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

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

Profile for THIIS

Thiis September 2017  

The issue takes an in-depth look at The Unlimited Company's new focus, examines a boundary-pushing marketing campaign and reveals the latest...

Thiis September 2017  

The issue takes an in-depth look at The Unlimited Company's new focus, examines a boundary-pushing marketing campaign and reveals the latest...

Profile for thiis