THIIS September 2020 by THIIS

THIIS TRADE MAGAZINE • ISSUE 264 • SEPTEMBER 2020

Also inside... Can the high street survive? ISSUE 264 SEPTEMBER 2020

DAD virtually unstoppable

TRADE MAGAZINE

Employment deep dive

Providing news and views in the trade since 1999

Made exclusively for the trade Find out about the must-attend, trade-only mobility event taking place in 2021

IT’S BUSINESS AS USUAL FOR STILTZ HOMELIFTS We appreciate it’s been a challenging time on the high street and in retail parks around the country and we’re here to help!

Stiltz has remained open throughout the lockdown to support vulnerable customers with urgent surveys and installations. This means we’re ideally placed to help kick-start your return to trading with our referral programme. We have stock in the warehouse ready for installation. Whether you’re an existing referrer preparing to re-open your store, or you’re not yet part of the Stiltz Partner Programme - there’s no better time to get involved!

Email enquiries@stiltz.co.uk to learn how to lift your business to the next level with an exciting partner opportunity. Or call 0330 222 0334 today!

WELCOME

From the editor

Meet the THIIS team...

Bringing the trade back together Since the outbreak of coronavirus disrupted all walks of life back in March, I have been overwhelmed by the amount of resilience and fortitude shown by the industry. Even as lockdown saw most of the country grind to a halt, business leaders in the mobility, access and independent living sector continued to persevere. Reflecting on some of the stories that came across our news desk in recent months, we saw companies adapt remarkably quickly, introduce secure ways of working to ensure the safety of end-users, as well as protect the jobs of thousands. The mobility and access industry should be proud of how it has responded to a once-in-a-century pandemic. Beyond lockdown, this has continued to be the case and this summer, we’ve witnessed companies embracing new technologies and ways of working to continue to deliver value for customers. In this issue, that is exemplified by Warrington Disability Partnership and its new virtual event, as well as Millbrook Healthcare’s drive to bring a personal touch to wheelchair provision. Now, as we head towards autumn and winter, there is a degree of uncertainty about what faces the industry. Local lockdowns, the end of the government furlough scheme, along with the traditionally quieter trading season, means more of that grit and determination will certainly be needed.

Throughout the pandemic, our focus at THIIS has been on providing the rapidly-changing information coming from government and industry to business leaders in a clear, concise format. We’ve also prioritised sharing new ideas for ways companies can survive and thrive. But we want to do more and play our role in helping the industry to recover. In particular, we want to help businesses to connect again. To that end, THIIS is partnering with OTAC organiser Promoting Independence to launch a new show in the spring that is completely tailored to the trade. The idea is a trade-exclusive show that is low cost and simple so that retailers and suppliers can effectively meet and do business again in the early spring. The goal: to make spring/summer 2021 the best year of trading possible for all in the industry. Check out more about the new British Healthcare Trades Show in this issue and please give me a call or drop me an email to let me know your thoughts and feedback. I truly believe the mobility and access sector not only needs its own trade-only show, but deserves it. If you feel the same, we would love you to be a part in helping to deliver it.

Calvin Barnett

Editor Calvin Barnett 07741 641702 calvin@thiis.co.uk

Advertising Joe Fahy 07384 258 372 joe.fahy@bhtaengage.com

Sub-editor Sarah Sarsby sarah@thiis.co.uk

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Editor

TRADE MAGAZINE

THIIS is produced by BHTA Engage 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH 01933 278 086 / newsroom@thiis.co.uk BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.

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CONTENTS

Inside... 51

TRADE MAGAZINE

Features

Regulars

10 12

6 14 18

26 32 40

BHTS: Made for the trade Trade talk with Motion Healthcare Trade talk with Geberit Personal touch to wheelchair provision DAD goes digital

36 44 48

News, deals and people The OT’s Perspective Retailer’s choice: Bathing and toileting products Trade thoughts Let’s get it clear Retailers’ Buyers Guide

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NEWS, DEALS & PEOPLE

Swapping retail for Scoota Bagz After his mobility retail business was hit hard during the pandemic, Roy Higgs had to consider how he could move forward within the industry. After spotting an opportunity, he has launched his own range of bags for mobility scooters and wheelchairs. “I was aware that Simplantex had ceased trading, which created a gap in the market for me for certain product lines, which I wanted to fill, and support other retailers,” explained Roy. “My company, Scoota Bagz, promotes a good quality and very competitively priced bag for mobility scooters and wheelchairs.” The bags come complete with a double crutch holder and hivis strip on the bag and can be

purchased unbranded or branded with a retailer’s company logo and telephone number. Roy noted that one retailer recently bought 300 bags which it branded with its company details and now hands out free of charge to every scooter user passing the shop. “For unbranded bags, there is no minimum order and I’m happy to despatch only one bag. For branded bags, however, there is a minimum order of 20 bags. Also, there is no carriage charge above 150 bags,” added Roy. Bags can be purchased for as much as £11.50 on orders over 150 and unbranded bags can be ordered for next day delivery. To find out more, contact Roy at rhiggs.rh@gmail.com or call 07737 718127

Medequip secures Medway Medway Council has awarded its Community Equipment Services (CES) contract to Medequip. The company will now manage provision throughout the region, including Rochester, Gillingham, Chatham and the Hoo Peninsula. The latest tender win takes Medequip’s tally of CES contracts secured this year to three. The service will also see Medequip introduce its advanced equipment management and reporting IT facilities, confirmed Medequip’s Implementation Manager for Medway, Neil Harris.

Bringing Sunshine to Boston Essex-based Sunshine Scooters has expanded its operations and opened a new shop in Boston, Lincolnshire. The store will offer a range mobility equipment, as well as offering various services including servicing & repairs; insurance, extended warranty and breakdown cover; as well as part exchanges. According to the company, it was attracted to Boston by the strength of its high street and market, along with a demand for a mobility store in the area.

Leckey joins Sunrise Medical Sunrise Medical has acquired James Leckey Design along with its Firefly Friends and Vida Global subsidiaries, extending its portfolio of paediatric mobility brands. Thomas Babacan, President and CEO of Sunrise Medical Group, said the acquisition will continue to strengthen the organisation’s

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position in the “strategically important” paediatric sector. “As the result of the acquisition, Sunrise Medical will take over the exclusive distribution for Leckey products in the North American market,” he commented. “This acquisition also marks a key step further in strengthening our paediatric offering and

footprint in the UK, following our acquisition of JCM a few years ago. We believe Sunrise’s strong business infrastructure and local network in Germany and DACH region will further accelerate Leckey’s growth in this key market.”

BHTA publishes wheelchair services guidance

Sandpiper launches affiliate scheme ahead of AW20 collection Sandpiper has introduced its new affiliate scheme as it prepares to launch its autumn/winter 2020 footwear collection. With the colder months approaching, the company’s new seasonal range of specialist shoes, boots and slippers will aim to help drive footfall and sales for retailers during the sector’s quieter period. Set to launch in early October, all

new models will be available in extra wide and ultra-wide for both men and women. The popular Sandpiper ‘FeatherTop’ diabetic-friendly sock range will also be available in the coming season. Retailers interested in the ‘Sandpiper Affiliate Scheme’ should contact the Sandpiper sales team on 01295 277377.

Schuchmann sets sights on Scotland Schuchmann UK, the British subsidiary of German paediatric equipment specialist Schuchmann, has appointed a new product advisor to cover Scotland – the first time it has had a sales presence in the region. With a background in health and beauty sales, Bryn will now introduce Schuchmann’s ranges to families and therapists throughout Scotland as he develops his understanding, knowledge and skills in the support of children and their individual requirements, says the company.

The British Healthcare Trades Association (BHTA) has published a new guide advising wheelchair users on how to access their local wheelchair service during the pandemic. Working with its members, the BHTA’s ‘Get Wise to Accessing Wheelchair Services (COVID-19)’ document aims to encourage service users to engage with their local wheelchair services as provides start tackling the built-up demand following lockdown. Providing examples of best practice of working safely under the new normal, the guide seeks to increase users’ confidence that right steps are being taken to reduce the clinical risks involved in interactions such as assessments. BHTA GET WIS E

Get wise to ac wheelchair se cessing rvices (Covid-19) Providing con tinued access to your local measures and wheelchair serv Service User ice. An overvie experience to coronavirus w of safety support patient pandemic. confidence dur ing the How have BHT A Providers resp Wheelchair Service onded to the Pandemic? Covid-19

As the NHS has faced challenge s during the Covid Pandemic, the British Healthcar -19 e Trades Asso (BHTA) has brou ciation ght together seve ral leading Wheelchair Serv ice Providers to ensure the wheelchair users needs of are met during the pandemic have worked . They together to addr ess wheelchai problems relati r users’ ng to ongoing assessments, service and main deliveries, tenance.

What benefits have resulted BHTA bringing from the prov

iders together They have been ? able to produce advice, guidelines and practical resources that benefit wheelchai provision at a r national level. What measure One such item interactive onlin s have BHTA is an e map highlightin put in place providers g which whee services were to ensure the lchair still operating safety of Service Use following the redep of NHS staff acros rs? loyment Exten s the health syste sive risk assessme m. nts have taken minimise risk place to Additionally, they in all aspects of the service. As have developed this, a comprehen part of detailed ‘back work’ guidance sive range of to that equips servi measures have developed to ces in addressin been demand whils cover clinical g t ensuring safet assessment throu maintenance y to service users gh to and staff. It has and repair. Thes also enabled servi e include: ce users to be confident that their provider • Developing is working to risk. In particular, remote services minimise the guidance such as offering telephone or video focuses on redu a the need for face consultation. cing to face interaction outlining recom , as well as mendations on • Tailoring appo how best to imple technology to intments to the ment aid this. The publi individual. Each clinician will cons cation also provi detailed best ider a persons’ des practice relating individual need ahead of co-o to the use of perso protective equip s rdinating their nal ment (PPE) and assessment to appropriate plan conducting repai put an and maintenan in place. rs ce. • Making ‘cont actless’ direct supply of equip available wher ment e appropriate.

NEWS, DEALS & PEOPLE

Selling on Amazon becomes more expensive From September, mobility companies in the UK selling on Amazon will see selling fees increase on the platform by 2 per cent. The increase is in response to the passing of the UK’s new Digital Services Tax (DST) which came into law in July, imposing a 2 per cent tax to revenues from social media platforms, internet search engines, as well as online marketplaces such as Amazon and eBay. While eBay has absorbed the cost, Amazon has informed its UK sellers that they will foot the bill, leaving them with the choice of bearing the brunt or increasing prices to customers.

Fund to accelerate hospital discharges

Herts Ability to close mobility equipment centre Herts Ability has confirmed it will reluctantly close its mobility equipment centre when it relocates to a new headquarters in October. Established in 1958, the charity provides several services to residents in the Welwyn-Hatfield area, including OT assessments and driving assessments. Having operated from Woodside Centre in Welwyn Garden City for the past 32 years, the charity will now relocate to a new commercial premises following the end of its lease in August.

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Over the past three decades, the charity has received subsidised rent and reduced service charges from Hertfordshire County Council; however, in the absence of council support, has said the increased costs has made the equipment centre unviable. “In addition, COVID-19 has meant that fewer people now wish to come to the Equipment Centre, instead preferring to obtain equipment online,” added the charity.

The Department of Health and Social Care has announced a new £588 million fund to facilitate speedy hospital discharges by giving people timely access to care in their own homes. People needing additional follow-on care after being discharged from hospital will be supported by the new fund, which will cover adult social care or the immediate costs of care in their own home. From September, the NHS will be able to access the funding to provide up to six weeks of additional support so people can receive ongoing help with their recovery and rehabilitation. NHS Continuing Healthcare (NHS CHC) assessments will also restart from September, ensuring those with complex health needs can continue to access the care they need for free. The new funding arrangements will apply up until 31 March 2021.

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Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk

British Healthcare Trade Show Made for the mobility trade

It’s time to trade again! After all the disruption the industry has endured this year, Promoting Independence and THIIS Magazine are working together to deliver a new event specifically designed to get the mobility, access and assistive tech sector doing business again.

Coming this spring to Leeds, the British Healthcare Trade Show (BHTS) is a trade-only, one-day event with a difference. INTRODUCING THE BRITISH HEALTHCARE TRADE SHOW The coronavirus outbreak and subsequent lockdown has meant buyers and sellers missed out on the opportunity to connect and discover new products and services ahead of the traditionally busy spring/ summer months. Despite this, innovation in the industry hasn’t stopped and now that stores have reopened and services are back up, it is essential that next spring/summer proves to be the most successful for all companies in the sector. Never has it been more important for retailers to discover the latest and greatest products to gain a competitive advantage. Equally, never has it been more vital for suppliers to reach out and connect with retailers & installers across the country. To that end, THIIS and Promoting Impendence are launching the BHTS providing a much-needed trade-exclusive platform for mobility, access and independent living retailers, installers and distributors to meet and talk business with suppliers and manufacturers.

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MADE EXCLUSIVELY FOR THE TRADE After speaking and listening to retailers, installers, distributors and manufacturers, it was widely agreed that the mobility sector needs its own trade-only event designed specifically for the industry. A show made for trade, where buyers and sellers can take the time needed to really inspect products and talk business in a relaxed, comfortable setting. Taking all the feedback on board, BHTS will do away with the expense and hassle that have traditionally made trade events prohibitive. Instead, the event will be completely tailored to the needs of this unique market and those who operate within it. WHAT TO EXPECT The BHTS will focus on two key elements: affordability and simplicity. By doing away with the common costly exhibition venues, pricey parking and stressful set-ups, the show will focus on being as accessible and open to those that work in the sector as possible. A showcase of the next bestselling products, industry-specific business talks, dedicated meeting spaces and technical training are all in the pipeline to make this the

must-attend event for professionals in the industry. Free and limited to trade professionals-only, our flagship Leeds event in early spring will be held over one day and aims to be the first of a series of small regional events bringing the show to retailers across the UK. MORE TO COME… We have big plans for the event and will be giving more information in the weeks and months to follow, including which suppliers to see, which products to check out, as well as which seminars to attend. All we need now to make the show a success is you. If you are keen to meet new suppliers, see new products and forge the deals and bonds needed to make 2021 your best trading year possible, we’d love to see you at the event.

03 Where and when? Wednesday, 3 February 2021 Weetwood Hall Estate & Conference Centre, Leeds, LS16 5PS

Leaving behind big, expensive arenas, the BHTS aims to provide a cost-effective event for the mobility industry to get trading again after lockdown

Taking place at the start of spring, the event will provide an opportunity to discover new products ahead of 2021’s important summer season

A trade-only show but not as you know it WHO SHOULD ATTEND? If you retail or install mobility and access equipment then BHTS is for you. Make sure to book your free ticket and save 3 February 2021 in the diary! LOCATION, LOCATION, LOCATION Many people we spoke to said that huge venues that push up costs and price out smaller companies with innovative products didn’t really suit a trade-only show in the sector. So, we are changing the format and moving away from giant, costly venues with expensive parking a bus ride away from the show. Instead, the easily accessible Weetwood Hall Estate & Conference Centre will provide a convenient location with free parking for all and preferential room rates for those wishing to stay the night before. SPRING TO ACTION Feedback from the trade stressed that spring was the time when the trading frost thaws and end-users’ thoughts turn to big ticket products to get out and about for the summer. The BHTS will take place on 3 February, giving retailers a chance to discover the latest and greatest products ahead of the 2021’s all-important spring/ summer months.

KEEP IT SIMPLE Importantly, retailers and suppliers alike emphasised the need to keep the new event simple and steer clear of gimmicks. So that is exactly what we have done. Attend for free, check out new products, meet new & old faces, and pick up valuable information to help your business grow.

KNOWLEDGE IS POWER Alongside the trade exhibition, the BHTS will also deliver a schedule of sessions completely designed for the trade. From valuable digital marketing tips to improve visibility online to in-depth and actionable ecommerce advice, the engaging seminars will help retailers and suppliers take their business to the next level.

COVID-19 SECURE Promoting Independence – the expert event organisers behind the popular OTAC events – will organise BHTS, ensuring every possible step and measure is taken to make sure the event is as safe as possible for every attendee and exhibitor.

SHOULD WE EXHIBIT? If you sell to the mobility and access trade then the simple answer is: yes. BHTS will give you the perfect opportunity to launch new ranges ahead of the summer season, distribute marketing materials & information to dealers, as well as meet new trade partners. Importantly, every aspect of the show has been crafted around return on investment for exhibitors and attendees alike, with highly affordable rates to exhibit or sponsor. Contact the BHTS team at BHTS@thiis.co.uk or call 07384 258372 to find out more.

AVOID MISSING OUT BHTS will be split into the morning and afternoon show, with 200 free tickets available for each. To avoid missing out, be sure to go to www.britishhealthcaretradeshow. co.uk and register for your tickets now.

Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk www.thiis.co.uk / 11

Trade talk Q&A with Tim Mills, Head of Business at Motion Healthcare CAN YOU TELL US MORE ABOUT THE IMPACT OF THE NEW ADDITION TO MOTION AND WHAT THE ROLE WILL INVOLVE? “Bob Hope has joined us as our new service & warehouse co-ordinator which will enable us to immediately increase our dispatch capacity and help with our continued growth. Despite COVID, we are currently dispatching around two to three times the number of products we were this time last year. For me, it is vital we continue to adapt in line with our growth to make sure we continue to be simple and enjoyable to do business with.” HOW WILL THIS ADDITIONAL RESOURCE HELP THE WAY YOU WORK WITH YOUR TRADE CUSTOMERS? “As well as the above, Bob is currently undergoing the training he needs to become our customers initial point of contact on all things technical, including part numbers & prices, help diagnosing and repairing our products, as well as making sure all warranty claims are as quick and easy as possible for all of our partners.” HOW IMPORTANT IS IT AT THE MOMENT TO PROVIDE SUPPORT TO THE RETAILERS YOU WORK WITH?

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“It’s vital - perhaps the most important thing! “Our core ethos at Motion has always been to be simple and enjoyable to do business with and, for me, a major part of that is not only providing innovative products with great margins but also making sure throughout the life of the partnership that we provide excellent customer service to all of our partners.” THE TEAM HAS BEEN GROWING STEADILY OVER THE PAST 9 MONTHS, WITH THE APPOINTMENT OF DAVE PENNINGTON-SHAW AT THE END OF 2019 AND BOB – ARE THERE PLANS IN THE PIPELINE TO EXPAND THE TEAM FURTHER? “Our plan is to grow slowly, sensibly and in the correct way in order to be a long-term partner for retailers in the industry. “One of the reasons we have been so successful so far is because we haven’t wanted to open the doors to everyone and we only want a certain number on partners nationwide that we can commit too, and, in return, commit to us. In terms of infrastructure, we will continue to put everything needed in place to not let our partners down as soon as its required.”

Despite all the doom and gloom surrounding the fear of growing levels of redundancies in the mobility industry, Motion Healthcare has bucked the trend and recruited a new member to its growing team. Tim Mills, Motion Healthcare’s Head of Business, discusses the latest addition to the team and why the company is investing during these uncertain times.

HOW IS MOTION HEALTHCARE REMAINING COMPETITIVE AS THE MARKET CONTINUES TO RECOVER AFTER LOCKDOWN? “The same way we always have, great products with great margins with the goal of being simple and enjoyable to do business with! It sounds simple but it is certainly working for us and our partners.” CAN YOU GIVE US A HINT AT ANY NEW PRODUCTS YOU HAVE COMING IN THE PIPELINE? “We currently have another four new products in the pipeline between now and Q1 of 2021, as well as a new venture in another area of the industry that we are currently trialling with a select few partners. “I can’t give away much more than that at this moment but I can say, watch this space!” www.motionhealthcare.co.uk

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THE OT’S PERSPECTIVE

The OT’s Perspective Making up for lost time By Stuart Barrow

There’s no doubt that 2020’s been a difficult year – the lockdown had a hugely detrimental impact on pretty much all industries and ours has been no different. With lockdown forcing shops to shut and social distancing making face-to-face appointments a challenge, many of the retailers and manufacturers that serve the disabled community were unable to engage with their audiences in the traditional way. Make no mistake, the impact that this has had on the people we serve is significant. I know this first-hand: our daughter Bonnie has spina bifida, which means we’re regularly speaking to healthcare professionals about ways in which we can improve her quality of life and there’s little doubt that the pandemic has thrown a spanner in those particular works. Showrooms were shut, workers were on furlough and appointments were done virtually, which definitely had a detrimental impact on progress. I’m not complaining because I understand that the lockdown had to happen but I also understand that now the infection rate is down and life is transitioning into a temporary kind of normal, it’s absolutely vital our industry makes up for lost time. What’s happened over the last six months cannot be helped, but it’s much within our power to make sure that we spend the next six months serving our clients as effectively as we possibly can. Remember, ultimately your job isn’t ‘selling’ stuff. Instead, you

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exist to provide solutions that dramatically improve the lives of the people you serve. And if you aren’t ensuring that as many people as possible are aware of those solutions, then – to be blunt – you’re letting your audience down; if you believe in your product, it’s your duty to make sure your potential clients are aware of it. All of this means that if you haven’t got a plan to get back on track over the coming months, and double down and market your product or service more effectively than ever, then you need one. And if you aren’t as ‘open’ as you could and should be, that needs to change. Right now, we’re receiving enquiries every day from clients looking for advice on equipment. We’ve been able to pass those enquiries on to relevant retailers but obviously we’re only passing on enquiries to companies we know

The coronavirus pandemic has had a devastating impact on the lives of thousands of disabled clients. It’s our job to get back to normality and make up for lost time.

Stuart Barrow of Promoting Independence is a member of the British Association of Occupational Therapists panel and a recognised contributor in the field of home adaptations. He also runs the popular Occupational Therapy Adaptations Conference

are open for business, available and capable of serving those clients. The next few months will be incredible busy due to a pent-up demand, thanks to the lockdown and the pausing of shielding, and it’ll be the retailers that are fully

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available, open and operational that’ll capitalise on that demand. You’ll likely have your own marketing plan for the next few months but I just thought I’d put together three steps that would be useful for you to consider, based on my experiences of trying to work with retailers and manufacturers in recent weeks: BE PRESENT Years ago, someone gave me a great piece of marketing advice: “It’s not your customer’s job to remember to do business with you. It’s your job to remind them.” If you’re not present – at events, in magazines, on social media, in email inboxes – then less people will be aware of what you do and how you help, and you won’t make the sales you want or need. BE OPEN As I mentioned earlier, we’re only referring business to companies we know are open, and it’ll be the same

across the board. Again, to put it bluntly: If you aren’t open, or you’re operating a reduced service, that needs to change. Yes, you still need to be doing your bit to control the virus, but that shouldn’t come at the expense of serving your clients. You need to answer the phone. You need to reply to emails. You need to be able to demonstrate your product. And when you are open, make sure you shout about it – make people aware that you’re available to help and serve. BE WHERE YOUR CUSTOMERS ARE The golden rule of marketing is to ensure that your marketing reaches the people you want to do business with. So as you plan for the next few months, ask yourself these questions: Where do my clients hang out? What events do they go to? What publications do they read? What videos do they watch?

“It’s not your customer’s job to remember to do business with you. It’s your job to remind them.” STUART BARROW

Once you’ve answered those questions, you’ll have a great foundation for where you should be focusing your sales and marketing efforts. I hope this helps - remember, we’re available to assist retailers and manufacturers when it comes to marketing effectively to occupational therapists, so if that could help you in the coming months, give us a call on 02921 900402 or email me at stuart@ promoting-independence.co.uk.

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RETAILERS’ CHOICE

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Wondering which bathing and toileting products are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that has stood out for them and why…

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RETAILERS’ CHOICE

Alastair Gibbs Managing Director of TPG DisableAids

Retailer’s Choice: Mera Care Toilet from Geberit “Our choice for the bathing and toileting product category must surely be the Geberit Mera Care Toilet. “This latest incarnation of this wash / dry toilet has modern sleek lines to fit in with most bathroom scenarios but still is very effective at maintaining total independence for those less able that struggle with the toileting process. “However, as in Japan, it is also seen as a lifestyle product that high end executive bathrooms would benefit from as a touch of luxury, which obviously opens up a new market area to complement the geriatric / disability marketplace.” www.tpg-disableaids.co.uk

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Elaine Ferguson Mobility Services Manager of Fortuna Mobility

Retailer’s Choice: Seahorse Plus Toileting and Shower Chair from NRS Healthcare “The next generation Seahorse Plus Toileting and Shower Chair has become very popular at Fortuna because it’s one of the best quality and most adaptable tilt in space showering, toileting and commode chairs in the market. “Bathing, showering and using the toilet for those with complex needs can be challenging. But this product is supportive, safe and highly adjustable, making personal care easier for both carer and user. “The chair comes in three sizes, and is suitable for children from the age of five, with the largest size having a weight limit of 24 stone (152kg), and a maximum user height of approximately 1.7 metres (5 ft 7), making this a really useful product for anyone up to this height.

“It must be used with a liner and a harness (there is choice of size for both), to ensure comfort, adaptability and good hygiene. The liners have two separate back and seat sections for easy cleaning and modular bespoke fitting. A choice of thickness of the liner allows greater precision in fitting the seat to the user, and enables the chair to adapt to the growth of a child. “It’s simple to use with gas assisted tilt in space action up to 40 degrees, and is very popular with occupational therapists looking for home demonstrations and a future proof solution to complex needs in the home.” www.fortunamobility.com

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THE CARE SECTOR

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SECTOR EXPERTISE AND FIT-FOR-PURPOSE PRODUCTS

Bathroom adaptations play a vital role in helping people of all ages with a long-term limiting illness or disability to remain in their own home. And Geberit continues to lead the way with new products and technologies to support bathroom independence. Showcasing the best of innovation for the sector, Geberit offers the AquaClean Mera Care shower toilet, as the ultimate solution to independence in the bathroom. WHY CHOOSE GEBERIT?

With Geberit, 40 years of experience manufacturing shower toilets means that everything is designed with comfort and convenience in mind. By listening to both OTs and end user requirements the Geberit AquaClean Mera Care combines adaptability, with clever features and ultimately puts the user in control creating more independence in the bathroom.

THE AQUACLEAN MERA CARE

Adaptable yet stylish and with a five-year warranty for complete peace of mind, the AquaClean Mera Care offers a host of simple, intuitive features: • Pleasant water spray to guarantee pure cleanliness • Massage spray with WhirlSpray technology • Odour extraction technology

• Warm air dryer, adjustable to five different levels

• Individual settings for a personal well-being programme • User identification and energy-saving function

• Total control via touchless control panel, handheld remote control or mobile app • Adjustable height set at installation

• Touch-free operation of washing and drying sequence

• Compatible with other equipment including shower chairs • Easy cleaning and maintenance WANT TO KNOW MORE?

Visit www.geberit-aquaclean.co.uk/care or call 0800 032 9629 for more information.

With a unique knowledge and understanding of the care sector, our development team has been working on the Geberit AquaClean Mera Care design for several years. That’s why we’re confident in offering a five-year warranty.

GEBERIT AQUACLEAN MERA CARE SHOWER TOILET

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RETAILERS’ CHOICE

Ceri Dixon Marketing Manager of Ableworld

Retailer’s Choice: Shampoo cap from Able2 “Thinking about the products we sell at Ableworld, some have proven invaluable to our customers during the coronavirus pandemic as we have all had to adapt our lives. “One of these products is the shampoo cap from Able2. Washing your hair is something we all do but many people may take for granted, as it can be tricky to do it yourself. Many people rely on friends, family or carers to assist with hair washing so during lockdown this may have been more difficult. “The shampoo cap is ideal as it gives our customers the option to remain independent. Simply warm up the cap, place on your hair and massage in to remove dirt. The conditioning shampoo is released into the hair and absorbed back into the cap, leaving your hair clean, refreshed and towel dry. “A quick and easy way to wash your hair yourself, without the need for water.” www.ableworld.co.uk

Retailer’s Choice: StayPut Bath and Shower Mats from Able2

Karen Sheppard Managing Director of People First Mobility

“I do not often admit to owning many of the products I sell but this is one of few that I do use. “I have both the bath - which is a good length - and the shower mat in white but they are also available in blue. I advise customers from my own personal experience about how brilliant and far better they are than any I have bought from local hardware stores. “They are nice and soft to sit or stand on and are not slippery. They have secure grip under foot with lots of suckers on the bottom. Also, the surface does not peel away like a lot of the ordinary mats do after a few washes. “Available from Able2, the mats are easy to clean and manufactured from a unique material which uses an anti-microbial ‘Silver’ additive which actively inhibits mould and bacterial growth. “This is something I would not be without in my bathroom.” www.peoplefirstmobility.co.uk

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RETAILERS’ CHOICE Matt Mohr Managing Director of Kent Mobility

Retailer’s Choice: Invacare Ocean Ergo VIP “The Invacare Ocean Ergo VIP is a tilt in space shower chair that can also be used as a commode or over the toilet. “It has a stainless-steel frame which is powder coated so it won’t rust and has height adjustment which is useful for getting over different height toilets. “An ergonomically shaped seat provides a more comfortable experience and reduces pressure, with the option for a visco pressure reducing cushion if required. “It also has a tension adjustable back which can be used to accommodate varying postures, as well as altering seat depth. “There is also a range of accessories including laterals and back supports and alternative headrests. Its available in two widths and there is also a heavy-duty version. “A very well rounded product able to meet a wide range of needs and very competitively priced.” www.kentmobility.co.uk

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

Our services include: • • • • • • • •

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

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

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seamless movement

Thursday 1st October Follow the build-up via the Access BDD social media channels.

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Trade talk Q&A with Simon Thomas, National Sales Manager for Geberit AquaClean Care FOR DEALERS THINKING OF OFFERING THE GEBERIT MERA CARE TOILET, WHAT ARE THE BENEFITS TO THE END-USER AND TO THEM? “The team of Geberit product specialists will visit the end user to assess their requirements before installation with their demonstration model and will return after installation to help the client get the most out of the unit.

“We offer a five-year warranty free of charge when the unit it registered with us, within 90 working days of installation to offer complete peace of mind. We also offer as standard a 25-year spare parts guarantee for the workings of the internal cistern.” WHAT SUPPORT DOES GEBERIT OFFER ITS TRADE PARTNERS? “We are able to support with installer training by our team of product specialists. This can be onsite during an installation, in a team meeting at their office or on one of our training days held at our Warwick head office (COVID Dependant – we currently have no dates set for the rest of 2020). “We are also able to support with marketing collateral, images and copy. “For retailers looking to showcase the product to their customers, we offer specially-built showroom versions of the Geberit AquaClean Mera Care which are recirculating models designed for demonstration purposes.”

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Despite the toilet being universally essential, it is product that many in the sector overlook. With the Gebreit Mera Care toilet selected by TPG DisableAids as its bathing and toileting product this month, THIIS decided to catch up with Geberit’s National Sales Manager Simon Thomas to find out why taking the plunge and bringing toilets into their offering may be worthwhile for mobility retailers.

DOES GEBERIT HAVE ANY TOP TIPS FOR THOSE IN THE TRADE THINKING OF INTRODUCING A TOILET TO THEIR RANGE TO HELP THEM GET STARTED OR FIND SUCCESS? “Understanding what the product will bring to your clients is key – for example, the Geberit AquaClean Mera Care helps to tackle what can be a difficult topic with a simple solution. “A solution that comes with multiple additional packages or extras can make an offering more complicated than it needs to be. The Geberit Mera Care offers everything as standard, including our free fiveyear warranty to keep everything nice and simple. “From a cost point of view there aren’t any nasty surprises. The only optional extra we sell is a toilet lid and this is only needed for cosmetic reasons.” www.geberit-aquaclean.co.uk

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I N C R E A S E

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• Maximum carrying capacity 25 stone • Maximum speed 8mph • Range up to 30 miles* • Pneumatic or solid tyres • Road legal • Available in blue, orange and lime green • Full suspension • High back captain seat • LED lights • USB port • approved

ENQUIRIES 0808 102 1032 W W W. M O N A R C H M O B I L I T Y. C O M trade@monarchmobility.com

N E W

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• Maximum carrying capacity 32 stone • Maximum speed 8mph • Range up to 30 miles* • Pneumatic or solid tyres • Road legal • Available in blue, orange and lime green • Full suspension • High back captain seat • LED lights • USB port • approved

* Range is dependent upon user weight, terrain, incline, temperature and battery conditions.

PROVIDER SPOTLIGHT

Millbrook Healthcare Bringing a personal touch to wheelchair provision Traditionally in England, people have accessed health and social care services separately, with healthcare provided free at the point of use and delivered by the NHS, and social care through means-testing carried out by local authorities. The way people access health and social care, however, is changing, with the NHS, local authorities and service providers working closer together to deliver more joined-up and personalised care that meets the needs of individuals. Aiming to break down the silos that exist, integrated commissioning and care are designed to better coordinate services, improve time and cost efficiencies across the health and social care field, all while providing better care to those that need it most. FORMED AROUND FEEDBACK One NHS Wheelchair Services (WCS) provider that is pushing to deliver more patient-centred care is Millbrook Healthcare; the company has created two new services built around feedback from current wheelchair service users. Discussing how using feedback from current wheelchair service

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users has enabled it to develop improved and safer services, Annette Cairns, Clinical and Quality Director of Millbrook Healthcare, told THIIS: “During the pandemic, we listened to service users who were worried about having people in their homes and instead used technology to provide clinical assessment via video conferencing. This ensured that we were able to provide our service users with a much-needed service, whilst keeping them safe. “This is a system that we’ll continue to use where appropriate, as it helps us to deliver a safe and improved wheelchair service, as well as being an efficient and effective way of working.”

As the topic of serious social care reform jumps up the political agenda, better integration across the health and social care spectrum continues to be a key focus for providers. Specialising in the provision of community equipment, wheelchair and assistive technology services to the NHS and local authorities, Millbrook Healthcare reveals how two of its most recently launched NHS Wheelchair Services (WCS) are firmly placing integrated, seamless and personalised care at the heart of their operations.

THE LITTLE THINGS COUNT Annette also pointed out that while the views provided by stakeholders were not always big suggestions, the small suggestions providing helpful insights that helped Millbrook to better cater for the families, carers and service users who rely on the service. “A mum recently suggested that instead of just having TVs in reception, it would be good to have them in our clinic rooms too,” she described. “We thought this was a great idea to help entertain and relax our younger service users and so we introduced them in to that service centre and will be looking to install them in our other service centres.”

“During the pandemic, we listened to service users who were worried about having people in their homes and instead used technology to provide clinical assessment via video conferencing.” ANNETTE CAIRNS

Covering the Isle of Wight, Southampton and West Hampshire, Millbrook’s new WCS is set to start on April 2021 and despite Millbrook Healthcare being the existing WCS operator for the area, the feedback of key stakeholders will help shape an enhanced service that feels brand-new. TAKING FEEDBACK ON BOARD Wheelchair users were invited to contribute their views on the current service and say what improvements they would like to see, particularly regarding waiting times, service location, choice and control, and methods of contacting the service. A focus group was held with wheelchair users and 89 people responded to a survey, including carers and the parents of children who use wheelchairs. A smaller session was also held to hear the views and feedback from younger service users. Following the feedback sessions, Millbrook has taken several suggested improvements on board from wheelchair users, their carers and patient groups who wanted a service which was ‘patient centred, joined up and Island based.’ According to the provider, its focus in April 2021 will be on delivering these improvements, including reducing waiting times and repeat assessments by using key members of the community workforce who will be trained as trusted assessors for wheelchairs. Dr Timothy Whelan, a GP and a clinical lead for NHS Isle of Wight CCG, which has jointly commissioned the new service with two CCGs in Hampshire, said: “The CCG and Millbrook recognise that a timely assessment and provision, and having an appropriate chair for

Rachel Morris MBE, cutting the ribbon at the Surrey Wheelchair Services launch

an individual’s needs, are essential to the lives of people in wheelchairs who want a service which is flexible, responsive and high-quality.” Further improvements to the new WCS include accepting referrals for children under three if they have postural support needs, resulting in a simpler process, as well as using various communication methods to support users accessing the service. WHAT DOES AN INTEGRATED SERVICE LOOK LIKE? As the push to integration continues, Millbrook confirmed the new WCS will also give more choice and control to wheelchair users through offering individual budgets for equipment under the Personal Wheelchair Budgets (PWB) scheme. To continue to deliver more personalised care for WCS

users, Millbrook Healthcare also confirmed that users will continue to be involved in future service developments. When looking at different healthcare services, the terms “integrated” and “personalised” are fairly abstract and could vary massively depending on the particular service provider, as well as the CCGs and local authorities involved. What service users might want from one particular WCS could be greatly different to the identified needs of users for another WCS. To Annette, an integrated and personalised wheelchair service means working together to meet service users’ goals and the targets set out by the commissioners. “Integrated means both the approved repair and clinical aspect of the service working together as one

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team within our high spec service centres, to achieve the service users’ goals and our targets as set by the commissioners,” she explained. “The personalised wheelchair service is more about involving our service users in every part of the pathway and recognising their priorities and outcome goals, which sits alongside their clinical needs.” She stressed that these outcome goals also extend to the service user’s family and carers as well. A PERSONAL TOUCH IN SURREY Alongside the new Isle of Wight service, Millbrook Healthcare recently hosted a COVID-19-friendly launch for its new Surrey WCS which sees the company providing the service for wheelchair users across Surrey, North East Hampshire and Farnham on behalf of the NHS. During the launch of the Surrey WCS, Paralympian gold medallist Rachel Morris MBE turned out to lend her support. She was joined by Surrey Downs ICP Deputy Managing Director Lorna Hart and Millbrook Healthcare’s CEO Phil Campling. Similarly to its operations on the Isle of Wight, service users and carers were also involved in the design process of the Surrey service to ensure their needs are met. “Digital enablement and local accessibility are both key to the appointment of our new wheelchair services,” remarked Annette. “Our digital enablement utilises technology for a responsive, inclusive, efficient and effective service. Our local accessibility uses a variety of methods to engage with service users, carers and stakeholders to create local communication networks. “Additionally, we’re CECOPS accredited and strictly follow the

code of practice, as well as offer innovative ways of delivering the best wheelchairs service, such as with the introduction of Community Health and Engagement Officers who have real-life experience to guide our services in line with service users’ needs and to deliver the best possible outcomes.” According to the national community services providers, it worked closely with the three CCGs across Surrey – NHS Surrey Heartlands, NHS North East Hampshire and Farnham, and NHS Surrey Heath – alongside the previous providers to ensure a smooth and disruption-free transition for wheelchair users. ENGAGING WITH THE COMMUNITY This collaborative working sees healthcare services move away from being fragmented, complicated and difficult to access, and instead puts users at the heart of the service. For Millbrook, this engagement with service users comes from actively interacting with service user groups and on forums, as well as across different social media platforms and through interviews. “The Community Health and Engagement Officers introduced are a direct link between us, our service users and the wider community,” Annette added. “We also work in collaboration with our commissioners on a number of different projects. Our Hertfordshire Wheelchair Service was one of only three wheelchair services to work alongside NHS England to develop and trial the Personalised Wheelchairs Budget.” It was this engagement with the community who rely on this service that played a key role in enabling Millbrook to secure the new contract.

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Call 07799 555 835 or email uknationwidemobility@gmail.com 34 / www.thiis.co.uk

INTEGRATION INSIDE AND OUTSIDE As the health and social care sector moves towards further integration of services, Millbrook has too developed its capabilities to offer a seamless, integrated service. With multiple strings to its bow, including its own therapist, Millbrook says it will bring a fully integrated care model and personalised service to those in Surrey, ensuring clinical assessments, repairs and maintenance, delivery and collection, specialist seating and ongoing support are all provided through one organisation and a single point of access for clients. Looking to the future, Millbrook Healthcare intends to continue providing transformative solutions for health and social care by winning more contracts across the various community services it offers. “Our strategy to achieve that is by delivering exceptional customer service to our service users and commissioners; continuing to grow our business and win more new contracts across wheelchair services, community equipment services and home improvement agency; ensuring we have the right systems in place; and developing our people and by doing business the right way,” concluded Annette. “Ultimately, the future of Millbrook Healthcare is to continue to provide a service on behalf of the NHS and social care and to continue to make a difference to service users’ lives, something that we’re very proud of.” www.millbrook-healthcare.co.uk

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Trade Thoughts Can the high street ever fully recover from the coronavirus lockdown? Already struggling prior to the coronavirus, the lockdown has left many mobility retailers across multiple sectors in a difficult situation as footfall sluggishly returns. This month’s trade thoughts questions whether the high street and those who operate on it will be able to recover from the coronavirus or if the end of the high street as a shopping hub is upon us.

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Alastair Gibbs

Karen Sheppard

Managing Director of TPG DisableAids

Managing Director of People First Mobility

“

“Some analysts have predicted for some time that the city centre as a shopping destination has had its day! City centres as an entertainment centre is becoming the normal. Trading retailers are moving to out of town retail parks and online which in the overall plan of things makes perfect sense. Parking is easy, access for deliveries and customer pick-ups are easy and costs are generally lower. COVID-19 did not cause this transition, it simply helped to speed it along. “Time to leave the high street for bars, coffee shops, restaurants and night time entertainment. Large shopping malls and out of town retail estates that are not weighed down by pedestrian and cyclist issues and do not create traffic gridlock to anger the environmental supporters will be the normal of the future.”

”

“

“Lockdown hit the high street hard with shops closed for 12 weeks. “A lot of people took to the internet to get what they needed, bringing back up the question that has been debated in the past: high street or internet. However, can the internet ever match the atmosphere of the high street? Is a homepage as helpful as a sales assistant and, on a more serious note, is online shopping safe? “The end of the high street is not upon us just yet. People will still want to go out for a wander round shops, talk to staff and interact with people. “The high street can recover but there has to be customer service above and beyond what is available on the internet and products have to be available to take away immediately. “The suppliers also need to support the high street retailers more - not like some who have gone D2C and are selling things a lot cheaper than the RRP that they have been promoting to dealers for years, as well as advising potential customers that although they can’t see the physical products before they buy them, they can go to a dealer but it will be a lot more expensive. So, years of supporting a manufacturer for them to now tell high street retailers’ customers who ask about going to the high street that it will be more expensive. This is not supporting high street dealers at all, and if all retail were to close, it would not benefit the manufacturers at all.”

”

Billy Finnie

Matt Mohr

Tim Mills

Operation Manager at Mobility Scotland

Managing Director of Kent Mobility

Head of Business for Motion Healthcare

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“Absolutely yes, high streets will adapt post-COVID and go on to flourish because consumers still passionately drive the demand for vibrant high street shopping and smart, innovative retailers will always be on hand to make sure of it - even more so post lockdown as the desire to shop local intensifies. “Mobility Scotland generate c60 per cent of overall revenue from our bricks and mortar retail site, based on recent sales trends we firmly believe the high street will recover and prosper, especially mobility retailers who quickly adapted and tweaked their traditional business models. “There are some brilliant examples of businesses who have already made a step-change, creating new routes to market by blending in with their traditional models. “This demonstrates great versatility and fleet of foot. Significantly, the retail model will last for some considerable time as it is perfectly aligned to our industry. Customers now demand a truly value adding customer buying experience in an environment which is inspiring & professional, where they will be listened to, guided and can try before they buy. “To vindicate our view, the ONS reported July saw general retail sales up 3 per cent on pre-COVID figures, with August looking even stronger. This is fantastic news for high streets and consumers will bounce right back into the arms of the retailers who do a great job for them – it has already started.”

”

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“For many customers, being able to go to a premises and look, touch and try products is preferable to ordering online based only on pictures and information. “This applies to some products more than others, particularly for higher cost products or where the product is highly relevant to the outcome of a customer’s lifestyle. “I think there will always be a place for retailers, however, even prior to COVD-19, there was a considerable issue with online retailers undercutting bricks and mortar. Either because they could buy in at a lower price and/or didn’t have the expense of maintaining a retail premises and assessors. “Since mid-June though, things have gradually begun to head in the right direction for most retailers. Hopefully that will continue in the face of so much uncertainty. “At Kent Mobility we have seen a gradual improvement over the last couple of months, really driven by the government’s official position of slowly easing lockdown restrictions. Should that reverse and we see more restrictions put back in place, needless to say it will impact retail.”

“

“I truly believe that in this industry the high street will certainly recover and the better retailers will come out the other side even stronger! “As a supplier, I see our job as continuing to offer retailers all of the tools they need to be successful. Innovative products with great margins, products that don’t fail and, if they do, the right level of support needed to keep everyone involved as happy as possible. “Also, and more importantly, one of the major reasons we limit the number of partners we have is so that we can make more personal commercial decisions so we can ensure we look after all of our partners in times of need like this. Whether it’s a few extra days to pay an invoice or agreeing to a warranty claim when the warranty has just expired, we pride ourselves on being simple and enjoyable to do business with. “During uncertain times like this, I believe it’s that level of support that will help both us and our partners on the high street to continue to be successful.”

”

Do you have a trade thought you would like to share with the industry? Get in contact with Calvin Barnett at calvin@thiis.co.uk to become involved

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Precision Rehab A new solution for a new born Luke and Yasmin, both wheelchair users as a result of spinal cord injuries, knew when they embarked on starting a family that they would have to find solutions for certain things that others take for granted. In particular, the pair had to find a solution to enable them to push a pram from their wheelchair. “Bobby was born in June; however, our problem was that from the end of March, when we thought we would be buying and researching various items, pretty much everywhere was shut so this became something of a challenge,” explained Luke. “This was especially the case when it came to looking for a way of connecting the pram to our wheelchairs when we went out of the house and, as far as we could tell, there was nothing available which I found very hard to believe in this day and age.” Luke discussed this with a friend who recommended Matt at Precision Rehab might be able to help. “Being introduced to Matt was fantastic,” continued Luke.

“We met up, I explained what we were looking for and he went away promising to come back with a solution – and he did not let us down.” Sitting down with the pair and

Let the Powerpack do the pushing ■ Incredibly easy to fit and simple to remove ■ Designed and made in the UK ■ Range of up to 10 miles

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Over the years, Precision Rehab has developed a reputation as a specialist in bespoke powerchairs. However, when new parents and wheelchair users Luke and Yasmin Hamill needed a way to move around with their new bundle of joy, Director Matt James and the team at Precision had to put their expertise and ingenuity to the test to find a solution for new family.

discussing their requirements, Matt explained the right supplier came straight to his mind. “I knew that as the preferred supplier in the disability sector for Ram Mount UK, we would be able

to offer a solution by combining several items from the Ram Mount range,” he said. “I visited in late May to test my initial idea in theory. We then ordered the parts I thought would work best and visited again in July to test it and was delighted to see how well it worked and how easy Luke and Yasmin found it to use.” Delighted with the solution, Luke brought it there & then and since being out and about with Bobby, the solution has grabbed the attention of others. “We have already received requests from other mums-to-be who are also manual wheelchair users,” commented Matt. “We pride ourselves on always going the extra mile to ensure every client receives the powerchair and adaptations they need to ensure they can be as independent as possible and we wish Luke, Yasmin and Bobby all the best for the future.” Thanks to the ingenious adaptation, the family can now enjoy days in the park or trips to the shops and to see family and friends

How did Precision Rehab come up with the solution? The final version consists of a medium Tough-Claw HD Mount with 18-inch Pole, a heavy duty medium Tough-Claw with 1.5-inch diameter solid rubber ball, and a single socket Arm 1.5-inch ball with 0.5-inch NPT thread and metal knob – all sourced from Ram Mount and then slightly tweaked where necessary. One end connects under Luke or Yasmin’s wheelchair with the other end connects to Bobby’s pram while a tether also connects them to the pram as a safety back-up.

without worrying about pushing Bobby in his pram – especially when they encounter any inclines. “We cannot thank Matt enough for all his hard work in resolving what was a real concern to us as a family,” added Luke.

“He knew how worried we were but put our minds at rest and came up with a great solution which I am sure many other families could benefit from.” www.precisionrehab.co.uk

Call to find out more

01787 888 106 Attaches in seconds

or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THS20

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EVENT SPOTLIGHT

Disability Awareness Day 2020 The show must go on As the coronavirus outbreak spread, one of the first industries to be severely impacted was the events and exhibitions sector and, arguably, none more so than events catering for the disability community. Unfortunately, it has led to many events postponing until 2021 when it is hoped the coronavirus will cause less disruption. Refusing to let the pandemic stop its mission of providing vital information, advice and guidance to people, Warrington Disability Partnership (WDP) has embarked on an exciting new project to bring its Disability Awareness Day (DAD) to audiences virtually. COVID COMMOTION Having organised 28 successful DAD events over the past 28 years, 2020’s 29th event was shaping up to be another summer extravaganza before the COVID-19 outbreak. Held in and around a village of marquees at the scenic Walton Hall and Gardens in Warrington, the event sees tens of thousands of disabled people and their families and carers visit to meet the hundreds of exhibitors, enjoy performances from talented disabled artists, as well as discover new accessible sports and hobbies open to them. Throughout this spring, however, it became increasingly clear that the growing spread of coronavirus was

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set to disrupt the organiser’s plans. “When COVID-19 started to break in late February/ early March, we decided to postpone and reschedule from July to the 27th September,” explained Dave. “It was a hard decision because the daylight would be a lot shorter, the ground conditions could be a lot wetter and, equally so, people may not have been as willing to venture out on an autumn day as they would have been on a fine summer one. “We thought at the time, however, it would be better to move the show and manage those risks, rather than cancel altogether. As time went on and the reality of the situation became clearer though, we found that this was becoming less and less of an option.” In particular, WDP found itself in a difficult situation where its various event suppliers, such as those that supply the marquees, portable toilets, generators and more, required the charity to pay 100 per cent deposits for their services

Dave Thompson MBE, Cofounder and CEO of WDP, discusses the decision to bring Disability Awareness Day to the digital masses and explains why he is allowing mobility, access and assistive technology companies to participate for free.

ahead of the rearranged dates. “It made running a live event this year extremely risky for us as if the show did not go ahead for any reason, it could have caused irrevocable financial damage to the charity,” continued Dave. “So, after weighing up the pros & cons, as well as considering the fact that DAD’s main audience is in the shielding community, we decided to cancel a live event for 2020.” A DIFFICULT DECISION Having successfully run DAD annually for 28 years, Dave recounted that the moment when the organisation decided to cancel the 29th live show. “It was a very tough moment,” he said. “We’ve overcome all the odds over the past 28 years to build DAD into what it is today and we had already started making plans for next year’s 30th anniversary in 2021 so the realisation that we couldn’t run a live event this year was a devastating blow.”

“I am certain the concept and what we have delivered will be a winner so we are willing to let companies try it out for free themselves and see how they get on.” DAVE THOMPSON

The slightly Sim City-ish map of Walton Hall & Gardens will invite visitors to click on an area where they can explore an interactive, 3D environment

As well as being a difficult emotional decision to come to terms with, it also had a significant impact financially on the charity. “As much as we are a charity, we operate as a small business to help fund some of the services we offer,” explained Dave. “Financially, not having DAD will have a big impact on the organisation as we have two roles in the charity that are mainly funded through DAD finances. Even though we would have no cost outlay by not running the event, we are also unable to generate the funds needed to pay two of our staff.” WHERE THERE IS A WILL… After absorbing the fact that a live DAD 29 would not take place this year, Dave and the team decided to put their heads together to explore what else they could do. “Since the lockdown, we’ve seen an explosion in the use of software such as Zoom and Microsoft Teams, so we started to think about potential ways these could be used,” he said. “I searched the web and found

some events that were trying different ways to operate. One interesting one was an event being organised by a nightclub in Manchester which held a rave over Zoom!” Inspired by how others were using technology to adapt, the determined CEO considered if there were some way WDP could keep 2020’s DAD alive online in another form. “At first, I thought about using Zoom but the more I thought about it, the more it became obvious that it wouldn’t be possible,” said Dave. “Sure, we could run seminars and workshops but running an actual exhibition, where thousands of attendees interact with a large number of exhibitors, wouldn’t work. “The idea of finding a digital solution stayed with me, though. I started speaking with some of the DAD stakeholders, including our management team and stewards, who are aptly named DAD’s Army. During these conversations, one steward explained he was involved with the charity, 4WardFuture, and he was sure that they could help us to take DAD virtual.”

…THERE IS A WAY The decision to engage 4WardFutures proved pivotal as the two organisations came together to pull off the difficult digital development. While Dave and the team at WDP had the will, it was the experts at 4WardFutures - a registered charity that involves people who have a range of neurodiverse conditions such as autism and Asperger’s – that would find the way to deliver it. “After we brought our idea to 4WardFutures, the team began talking about some very high-level, technical stuff, such as augmented reality and AI,” said Dave. “Honestly, that level of technology baffled me completely but they have technical expertise in abundance so when we asked them if we could do DAD digital, they immediately said yes.” DAD GOES DIGITAL Working together with the development team at 4WardFutures, WDP has now created an innovative and interactive online platform that delivers all the fun and

www.thiis.co.uk / 41

entertainment of its live event along with the information, advice and guidance that the show and charity prides itself on. Hosted online at dadvirtual.org.uk and taking place on 25 October, DAD Virtual will include visitor favourites including the Arts Marquee, showcasing the best disabled UK artists; the Sports Zone, revealing a plethora of sports that visitors can learn about; as well as the Main Arena, where visitors can see a video of what they would have seen at the live event. Determined to make the online version as close as possible to the live event, WDP has gone to extreme lengths to make the event feel as real and authentic as possible. The charity has created a virtual zoo – mirroring the zoo at Walton Hall and Gardens – and has even had the developers create grass on the floor of the digitally-rendered marquees - just like visitors are accustomed to at its live events. “The whole idea of Disability Awareness Day Virtual is to literally transform the DAD live event into a fully virtual experience,” emphasised Dave. “Each element has been created to be as true to DAD Live as possible, the only thing that is currently missing is WDP’s famous Teddy Tombola but the team are working on that!” Most importantly for many organisations in the mobility, access and independent living sector, DAD Virtual will boast marquees where companies can showcase their products and services, share information and advice, as well as communicate in real-time with visitors on the day. HOW IT WILL WORK ON THE DAY When visitors visit the DAD Virtual website on the 25th, they will be able to tour the event site that is reminiscent of Sim City. Once there, people can click on a specific marquee that they wish to check out and, when selected, visitors will be presented with a list of the exhibitors that are in that marquee. People will then have the choice to select a specific stall to visit or opt to

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The DAD team have focused on bringing the unique look and feel of its live event on to a digital platform

virtually tour the marquee. Once at a stall, visitors can have a conversation by live chat with a representative from the charity or the company on the day, as well as communicating via email for the year after the 25th, elaborated Dave. “The virtual tour will literally take people into a 3D environment of the marquee where there will be hotspots can be clicked on to interact with it,” he described. “The stalls will look exactly as they would in a live event, with roll-up banners behind a table which have leaflets and brochures on. We even have donation buckets for charities where people can click to donate via links to the charities’ online donation sites, such as JustGiving. “Visitors can pick up leaflets through PDF, watch videos on products and services, ask questions to representatives on the day in realtime via live a chat function, as well as link up with the company’s social media platforms and website.” GETTING THE INDUSTRY INVOLVED For companies in the industry, the event offers a unique and effective way to reach out to their key target customers. Alongside giving visitors the opportunity to learn more about their company and products, each stall will also provide backlinks to a company’s website and social media channels. DAD Virtual will even feature an

instant live chat messaging system, where representatives from mobility companies can engage with visitors on the day, answering questions and queries. “We are only asking exhibitors to do the live chat on the day; however, the DAD Live website will remain live for the rest of the year, enabling people to ask companies’ questions via email,” said Dave. “Each stand will include a TV which will pop up a video when clicked of a representative from the company introducing the company. These talking heads videos will last 60 to 90 seconds and we will even shoot these for free with exhibitors via zoom.”

“Since the lockdown, we’ve seen an explosion in the use of software such as Zoom and Microsoft Teams, so we started to think about potential ways these could be used.” DAVE THOMPSON

Virtually indistinguishable from its live events, WDP has even gone as far as to code digital grass in its 3D marquees

GIVING IT AWAY Remarkably, Dave has also confirmed that companies will be able to participate for free, providing an unbridled level of access to the potential thousands of loyal DAD visitors expected to embrace the virtual event. Discussing the decision not to charge, Dave explained that trying to convince companies to invest financially in such a unique and new concept would be close to impossible. Instead, WDP will allow companies to try it for free and if participating proves beneficial to the company, then they will be encouraged to donate to help the charity turn its 30th anniversary event into something extra special. “We do not want to make the show prohibitive by putting a charge against it, particularly if companies are unsure if it will be a success and we fully appreciate how hard some businesses and charities have been hit over recent months by COVID-19,” said Dave. “I am certain the concept and what we have delivered will be a winner so we are willing to let companies try it out for free themselves and see how they get on. If it works for them and they generate leads, the only thing we ask is to be considerate that we are a charity and make a donation,

as well as consider carefully about exhibiting at our live event next July.” It really is a no-risk, win-win scenario for companies, added WDP’s CEO. THE SHOW MUST GO ON With so many events postponed and cancelled in 2020, Dave stressed that there has never been a greater need for an event aimed at the disabled community providing information, advice and guidance. “83 per cent of disabled people acquire their disability during their working lives and the sad fact about COVID-19 is that it will leave hundreds of thousands of people with some form of disability or longterm health condition,” finished Dave. “Now, all of those people will, no doubt, be in the same position mentally and emotionally that I was in immediately after my accident back in 1989. It is something most people have never given any thought to and I have a saying which is ‘you don’t know what you don’t know.’ “Just look at Sir Tom, the 100-yearold captain marching around his garden using a Drive DeVilbiss rollator to achieve something remarkable. Beyond what his efforts did for the NHS, he also brought

four-wheeled rollators into the spotlight. Since his campaign, we’ve seen more people buying rollators after seeing him on the TV than we have ever sold in our stores. “That shows that there are still so many people out there that do not know about what products and services exist to help them live better, more independent lives. It really reinforced to us the need to make sure that we didn’t let the community down and found a way to make DAD happen.” For mobility, independent living and assistive tech companies interested in participating in DAD Virtual, contact Dave at DaveThompson@ disabilitypartnership.org.uk or call 01925 240064 dadvirtual.org.uk

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LET’S GET IT CLEAR

Naturally - It’s material what one uses for pressure and skin care by Dr Barend ter Haar The world uses a lot of plastics in pressure care products since they are easy to work with and great for mass production. In recent years, there has been a greater focus on the downsides of fossil fuel-based materials as we face up to the current climate emergency. So, what choices can we exercise to reduce our use of oil-based materials and what are the benefits of going back to using natural materials? In this article, we look at the advantages of an inexpensive and readily available natural material, namely real wool, over synthetic materials when used in pressure care. In England, the cost to the NHS of treating pressure ulcers is over £3 billion a year, representing four per cent of total expenditure. Preventing the occurrence of a good number of these ulcers is considered to be achievable (see box) and the costs of prevention are a lot less

than the costs to cure (the latter at a conservative average cost of £14,000 per ulcer), not to mention the impact on a person’s quality of life that having an ulcer represents. Pressure ulcers or injuries to the skin arise from ‘external’ influences on the skin from a mix of pressure, shear strain heat, and moisture. People who are relatively immobile and/or have ‘internal’ influences – such as older age, diabetes or drug regimes – may be more susceptible to skin breakdown. It is these clients for whom prevention is of critical consideration. In this article, we look at the benefits of using woolbased products, rather than those made from man-made fibres, to give skin the best protection. A HISTORY OF SHEEPSKIN Natural sheepskins used to be widely used as an effective, userfriendly and easily accessible means of pressure ulcer prevention. Then,

In 2010, NHS England set up its Harms Free campaign, in which reduction of the incidence of pressure ulcers was one of the four areas being addressed, with a target reduction of 95 per cent in the acute setting and 30 per cent in the community setting. Monitoring the incidence of pressure ulcer occurrence became one of the safety thermometer measures1. However, after Smith et al. reported that there had been serious under-reporting2, the programme came to an end this year. A report is overdue and an alternative put in its place3, but it looks as though COVID-19 distractions have delayed this. 1. https://www.safetythermometer.nhs.uk/index.php?option=com_ content&view=article&id=2&Itemid=106 2. Smith, I L, et al. (2016) Pressure ulcer and wounds reporting in NHS hospitals in England part 1: Audit of monitoring systems J Tissue Viability 25, 3-15 3. https://improvement.nhs.uk/resources/patient-safety-measurementunit/

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Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally and developing international seating standards.

increased awareness of infection prevention came along: traditional methods of tanning sheep skins meant that they could not be washed at the higher temperatures needed to kill microbial contamination. Prescribers moved over to artificial sheepskins made from synthetic fibres or low density wool, however, these materials have been found to be relatively ineffective for pressure and skin care and understandably were deprecated in NICE guidelines. CSIRO in Australia tackled the challenge of thermally disinfectable sheepskin by developing a new tanning technique which meant that sheepskins could be washed at up to 80C, at least 30 times, without shrinking, and at the same time the skins were urea-resistant. Urea (found in our sweat and urine) otherwise dries out the leather and makes it crack. This methodology was incorporated into the Australian AS4480.1 as a standard for producing ‘medical sheepskins’ in 1998. However, the skins do still need to be washed with wool wash, since enzymatic detergents will attack the leather.

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LET’S GET IT CLEAR

‘Let’s Get it Clear’ by Dr Barend ter Haar One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths, to be addressed to help promote better practice. Further items can be found at www. beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@ beshealthcare.net

These medical sheepskins have been shown to be clinically effective at reducing the incidence of pressure ulcers in a number of Randomised Clinical Trials (RCT) and, as a result, NICE upgraded its advice so that it now indicates that medical sheepskins are an acceptable means of pressure care. The MDA study in 2004 (MHRA 04101-0) of bed overlays showed that medical sheepskins matched or outperformed the other tested overlays for heel pressure distribution and heat transfer characteristics, for example.

Figure 1. The components of a fibre of wool

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Figure 2. The immersion and envelopment properties of wool

EFFICACY OF SHEEPSKIN So why can wool protect the skin where man-made fibres cannot? The reason is that each wool fibre is made up of multiple layers of material (see Fig. 1), each of which supplies a separate benefit. The outer cuticle layer allows the wool fibres to slide over each other. This sliding absorbs the shear strain created by a person’s body moving over the sheepskin and reduces frictional forces on the person’s skin. The cuticle also allows air to be caught between the wool fibres, allowing better dissipation of heat and moisture, which does not occur with man-made fibres. The cortical materials give wool fibres the ability to take up to a third of their weight in water vapour and thus help to wick away macerating

moisture from the skin, whereas man-made fibres are generally hydrophobic, leaving water vapour with nowhere to go, but sit against the skin. Laboratory testing has also shown that the higher the density of the wool, the more water vapour that is able to be taken up. And then we come to the helical core, which is what gives wool its bounciness and resilience – its ability to form around and envelop the skin tissues, and thereby spread the pressure forces on the skin over a wider area. Again, the higher the density of the wool, the better the immersion and envelopment properties. The thickness of the fibres is also critical here and they need to be 28±1 microns thick to give them their optimum resilience and not get flattened. Man-made fibres do not provide this resilience. Therefore, wool wins over manmade fibres hands down. FABRIC-BACKED SHEEPSKINS Real leather medical sheepskins became the material of choice once the Australian standard was published and the RCTs were carried out. The success of medical sheepskins came because the density of the wool, as outlined above, is important and because certain crossbreeds of sheep are able to produce a density of wool at up to 1000-1200 grams per square metre (gsm), higher than the best that man could produce at up to 7-800 gsm, with real wool knitted into a fabric back.

Figure 3. XD1900 bed and daychair overlays

This all changed when an Australian company, Healthcare Innovations Australia, developed a technique to knit in real wool at a density of 1900 gsm into their XD1900 material. This XD1900 matches medical sheepskins for sliding resistance (shear and friction) properties and exceeds at water vapour and pressure redistribution properties. Not only

that, XD1900 can be washed at 100C and with enzymatic detergents. It is also kinder to the environment since it does not require the use of noxious tanning chemicals in its production. Thus, we now have available products made from a natural and renewable material that provides

Products made from XD1900, such as wheelchair accessories, chair and bed overlays, and foot, heel, knee, and elbow protectors, are imported into the UK by BES Healthcare Ltd. For more detail around the research into the efficacy of medical sheepskin and XD1900, visit http://www.besrehab. net/media/520107/BES-HCSkincare-Cat-rebrand-v6_ small_size.pdf Coming soon: BES Healthcare Ltd is preparing a series of webinars that will have links from www. beshealthcare.net, one of which is on the benefits of natural materials.

superior skin care and is better for the environment, going back to basics. These natural wool products are also well accepted by clients as, despite their efficacy, they appear attractive and homely in use.

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RETAILERS BUYING GUIDE

Buyers’ guide to Bathing and toileting products Marlbrook Wall Panels from AKW Offering a stylish waterproof finish to users’ bathrooms, the Marlbrook Wall Panels from AKW provide a scratchresistant finish and luxurious feel. The panels enable the creation of a sophisticated bathroom that is easy to clean and maintain. www.akw-ltd.co.uk

Malibu and Sovereign from Arjo Designed to give care providers a solution that benefits a broad range of residents, the Malibu and Sovereign baths are both height adjustable, which can reduce the risk of static overload. The Sovereign’s contoured base provides additional support for the thighs and knees. With Air Spa therapy available as an option, both baths are compatible with Arjo transfer aids and with active and passive hoists. www.arjo.co.uk

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

Raised toilet seats from Able2 Designed to make life easier in the bathroom for users, the lightweight plastic raised toilet seats provide extra height to prevent the user from having to lower themselves quite so far. The lidded option of the raised toilet seat also doubles as a seat, which the company says is ideal for those in need of a moment’s rest before carrying out other bathroom activities. All parts of the toilet seat can be cleaned - even autoclaved - and they attach quickly and securely to the toilet bowl. www.able2.eu

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Carendo from Arjo

System 2000 from Arjo The Rhapsody and Primo baths provide a range of options including Hydromassage, as well as Sound & Vision features, creating a calm multisensory bathing experience. Height-adjustable to help promote eye contact and one-to-one interactions between carer and resident, the baths can be accessed by ceiling lift, adjustable-height bath chair or bath trolley. Capable of accommodating a wide range of needs, the bathtubs offer enhanced usability for a single caregiver and encourage bathing for wellbeing, while also boasting integrated disinfection features. www.arjo.co.uk

Astor Matira from Astor Bannerman The Astor Matira is a bathing solution designed to adapt to changing circumstances and family usage. The bath is height adjustable and incorporates a detachable seat & trolley transfer system. When the seat is detached, a headrest can be added for bathers not using the seat transfer. The bath also features a range of optional extras, including an air spa feature, as well as lights and Bluetooth music. www.astorbannerman.co.uk

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The Carendo facilitates an efficient hygiene and showering routine within a single transfer, while allowing a comfortable working posture for the caregiver. The deviceâ&#x20AC;&#x2122;s Care Raiser function enables access for dignified care, while also streamlining hygiene routines, enabling caregivers to dress, undress, toilet, shower and perform other hygiene tasks. According to research, using Carendo results in caregivers adopting 77% improved postures, compared to only 48% when washing a person in the bed. www.arjo.co.uk

Palma Vita wash and dry toilet from Closomat Believing everyone deserves the right to live their best life, regardless of the challenges they face in their intimate toileting needs, Closomat’s Palma Vita is a flexible and customisable wash & dry toilet designed to meet the needs of the individual, both now and in the future. www.closomat.co.uk

Etac S.P.A. Collection from Etac The S.P.A. (Safe. Personal. Assistance) Collection from Etac comprises a Rex toilet arm support, Flex grab rail and Relax shower seat from the Scandinavian manufacturer. According to the company, all three have a unique function but work together to give users the chance to continue being themselves. www.etac.com

Anti-slip Bathroom Stickers from Tenura These self-adhesive, anti-slip bathroom stickers from Tenura are designed to reduce the risk of slip and fall accidents in the bath or shower. Easy to apply, with a comfortable non-abrasive surface under-foot while reducing slip-risks, the stickers come in strip or disc shapes with white or clear colour options. www.tenura.co.uk

The Gentleman’s Toilet Aid from Gordon Ellis & Co After two years of development, Gordon Ellis & Co has created a toilet aid aiming to meet all toileting needs for gentlemen. Designed to fit every type of toilet bowl shape, including square toilets and wash and dry bidets, the Gentleman’s Toilet Aid can be

converted easily into a commode. Height adjustable and autoclavable, the device features a full open front for better access when cleaning. www.gordonellis.com

RETAILERS BUYING GUIDE

The Solo Toilet Lift from Drive DeVilbiss Healthcare PIC MSTL - lady standing up Drive DeVilbissâ&#x20AC;&#x2122; Solo Toilet Lift replicates natural standing movement at the touch of a button, assisting users to help themselves get up into a standing position. The battery powered device enables users with restricted mobility to get on and off the toilet at the touch of a button and the seat can be stopped at any position to suit user comfort and support requirements. With no specialist installation required, setting up the aid simply requires removing the existing toilet seat and placing over the toilet bowl. With a smooth, wipe-clean surface for easy cleaning, the Solo Toilet Lift range also includes models available with tilt up armrests (with/without integral operating controls) to provide additional user support.

Bellavita Bathlift from Drive DeVilbiss Healthcare The Bellavita is a lightweight batterypowered reclining bathlift with front aperture for improved personal hygiene and a wide range of accessories available. A very low seat travel of 6cm (2.4â&#x20AC;?) from the bottom of bath allows improved water immersion - ideal for shallow baths. Weighing only 9.3kg / 20.5lb without handset and with a weight capacity of 22st (140kg), the Bellavita separates easily and quickly into two lightweight sections for ease of fitting/removal, storage and transportation. Operated easily by the lithium battery-powered hand control, the backrest reclines to a maximum angle of 50 degrees, enabling the user to relax in comfort. www.drivedevilbiss.co.uk

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iD incontinence pants from Ontex Healthcare With the majority of the population shifting towards the 55+ age group and with people will living longer in their own homes, Ontex Healthcare has re-launched its iD incontinence pants collection. The new look range offers many key benefits including triple skin protection through fast absorption, 100% breathability and an improved top sheet with a mix of camomile, Vitamin E, protein and zinc oxide. According to the company, super absorbent particles which contain an anti-odour system provide extra confidence and comfort, while users have the reassurance that the range has been approved by dermatologists. mobilitysupport@ontexglobal.com

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Aston Commode Mobile Shower Chair from Drive DeVilbiss Healthcare A versatile solution for showering and toileting needs, the Aston can be used solely as a commode where access to a toilet is difficult as well as assist in transporting users with restricted mobility from the toilet to shower, or vice versa. Boasting a moulded seat for comfort and warmth, the product also has a front cut-away and rear recess to facilitate personal hygiene. In addition, the chair comes with an easily attached, self-propelling rear wheel kit, as well as tool-free height. The chair can also be easily tailored to suit the individual user, with tool-free height- and angle-adjustable footplates that swing in & out and a tool-free, height-adjustable backrest. www.drivedevilbiss.co.uk

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State of play survey Redundancies & recruitment For many across the UK, August marked the beginning of the winding down of the Coronavirus Job Retention Scheme – the programme that has largely helped hold back a flood of redundancies as a result of the coronavirus. As August passes and the autumn/winter – along with the

end of the government’s furlough scheme - approaches, predictions regarding the future of work from organisations such as the Chartered Institute of Personnel and Development paint a bleak picture, suggesting one in three companies expect job losses by the end of September.

But is that the case for the mobility, access and independent living sector? In THIIS’ latest ‘State of Play’ survey, business leaders in the industry shared insights about their employment plans over the coming months and the results may suggest less doom and gloom than expected.

The retail and installation sector THE REDUNDANCY OUTLOOK From the 18 mobility retail and installation business leaders that responded, the outlook suggests a redundancy average higher than the 33 per cent reported by the CIPD’s study, suggesting that some mobility retailers have been hit hard by the disruption to demand over the traditionally busy season of spring and early summer.

by the end of October, while 16 per cent stated that redundancies had not been carried out by August but would take place by October. Which positions are most at risk? Which mobility retail and installation roles are most of risk of redundancy?

The mobility retail sector and furlough 89 per cent of mobility retail respondents confirmed that they have placed staff on furlough since the lockdown. Of those retailers and installers that did use the government’s furlough scheme, 61 per cent reported that some staff were still on full-time or flexible furlough, suggesting some businesses in the sector have yet to see demand return to a point where all staff are required.

63%

Sales

38%

Engineer / Technician

Mobility retail and redundancies Concerningly, 44 per cent of those business leaders involved in the retail and installation of equipment indicated that redundancies had taken place since lockdown or were set to take place by the end of October, with 28% having made staff redundant between lockdown and mid-August. 6 per cent confirmed that redundancies had been made with more on the way

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25%

Product advisor / Product assessor

25%

Accounts / Finance

13%

Marketing

13%

Healthcare Professional

13%

Management

The roles identified as most at risk by retailers and installers were sales roles, followed by engineers/ technicians. At less risk, according to the data, were accounts/finance and product advisor/assessor roles,

however, a marginal percentage of respondents noted that these roles were also marked for redundancy. The mobility retail jobs at lowest risk of redundancy, according to the survey, were marketing, HR, management and healthcare professional positions, however, this may be because there are fewer of these roles available within the mobility retail sector. THE RECRUITMENT OUTLOOK Despite redundancies having taken place or set to take place in the coming months for 44% of mobility retail and installation companies that responded, the data suggested there may be green shoots as companies look to recruit. Mobility retailers and recruitment Promisingly, 50 per cent of business leaders involved in the retail and installation of mobility equipment indicated that they have recruited, or intend to recruit, by October, with 17 per cent having already recruited between since lockdown with plans to recruit more by October. 11 per cent noted that they had recruited new staff by August but were not planning to hire any more people, while 22 per cent of respondents that had not recruited anyone by August confirmed plans to recruit more people by October.

The manufacturing and supply sector THE REDUNDANCY OUTLOOK From the 19 business leaders in the mobility and access manufacturing side of the industry that responded, the findings indicate that 37% of companies have conducted redundancies, or intend to, in the coming months â&#x20AC;&#x201C; in line with the CIPDâ&#x20AC;&#x2122;s 33% forecast and lower than the mobility retail sector. Unlike the retail and installation side of the market however, where 50 per cent of respondents had between 1 and 10 people in their organisations and 72 per cent had less than 25, the headcount of the companies involved in the supply were higher. Over 60 per cent had 26 or more employees and over 30 per cent had more than 100 employees, indicating that while the amount of companies involved in the supply will be undertaking redundancies will be fewer than in the retail sector, the number of employees likely to be impacted by redundancy on the supply will likely be higher.

Which positions are being recruited? Which roles are mobility retailers and installers recruiting? 44%

Engineer / Technician

33%

Sales

22%

Accounts / Finance

11%

Product advisor / Product assessor

11%

Marketing

0% Healthcare Professional 0% Management The most popular roles mobility retailers and installers confirmed planning to recruit, or have already recruited, were engineer/technician roles, followed closely by sales roles. Additionally, respondents noted that they were recruiting accounts/finance roles. The least recruited roles respondents stated that they were looking for were HR, marketing or product advisor/ assessor roles, with no retailers or installers reporting people to fill management or healthcare professional positions. The data indicates that despite the higher than average number of redundancies taking place in the sector, mobility retailers and installers are also recruiting for new roles post-lockdown. For those unfortunately finding themselves potentially facing redundancy, the survey indicates that there may be new opportunities available in the sector, particularly for sales and engineer/technician roles.

The mobility supply sector and furlough 90 per cent of mobility supplier business leaders confirmed that they have placed staff on furlough since the lockdown, reflecting the impact of the coronavirus. 32 per cent of suppliers noted bringing all of their staff back full-time between lockdown and August, while 32 per cent of suppliers have their team on flexible furlough. 26 per cent of mobility manufacturers and suppliers, however, still have staff on furlough full-time. With 22 per cent of retailers keeping staff on full-time furlough, the higher percentage witnessed in the supply side suggests that manufacturers have also yet to see demand return to a point where all staff are required. The comparatively higher percentage against retailers, however, may be down to the higher headcount of manufacturers compared to their traditionally smaller retail and installation counterparts.

Mobility suppliers and redundancies According to the data, 63 per cent of mobility suppliers that responded confirmed that no redundancies had taken place since lockdown and were not planned by October â&#x20AC;&#x201C; this was only 56 per cent for retailers and installers. Of the 37 per cent of companies that have or will lose staff, only 5 per cent stated that they have carried out redundancies since lockdown but will not carry out any more by October, while 11 per cent confirmed that redundancies have taken place and more are planned by October. 21 per cent managed to avoid redundancies up to August but have confirmed that redundancies are planned in the coming months. Which positions are most at risk? Which mobility supplier roles are most of risk of redundancy? 57%

Sales

44%

Management

22%

Engineer / Technician

22%

Product advisor / Product assessor

22%

Marketing

11%

Accounts / Finance

11%

Purchasing

Similar to the retail side of the market, suppliers noted that sales roles were most at risk, with more than one in four respondents reporting that sales staff had been made redundant or will be made redundant by October. Unlike retailers, however, a significant one in five suppliers also indicated that management roles were also at risk. To a lesser degree, HR, marketing, product advisor/ assessor and engineer/technician roles were also identified by some suppliers as at risk. The safest roles were account/finance and purchasing roles. THE RECRUITMENT OUTLOOK Away from the doom and gloom of redundancies, the majority of suppliers who responded to the survey confirmed that they have recruited or will be recruiting by October, highlighting that opportunities will remain for people in the mobility sector. For specific roles, the recruitment market for the mobility supply sector may prove difficult to find a replacement position over the coming months. Mobility suppliers and recruitment Strikingly, 63 per cent of respondents said that they had recruited since lockdown or intend to recruit by October, with 31 per cent having already recruited by August and planning to recruit more by October. 21 per cent noted

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that they had recruited new staff by August but were not planning to hire any more people, while 11 per cent of respondents that had not recruited anyone by August confirmed plans to recruit more people by October. Which positions are being recruited? Which roles are mobility suppliers recruiting? Engineer / Technician

38% 31%

Sales

31%

Accounts / Finance Product advisor / assessor

15% 8%

Management

The most popular roles mobility suppliers confirmed planning to recruit, or have already recruited, were engineer/technician roles, closely followed by sales and accounts/finance positions. Respondents also confirmed that marketing, manufacturing/production and product advisor/assessor roles were also being filled. Notably, mid and senior level management roles, along with being at the most risk, were also indicated as being one of the least desired by suppliers, alongside HR and IT roles. The data emphasises that many suppliers are cutting down on the level of management level roles, which can often be higher paid. For individuals in these roles that face redundancy, finding a new role in the sector may be particularly difficult, with management positions being the least sought after to fill by retailers and manufacturers alike.

Keep an eye on the THIIS Jobs Board For those individuals that are now searching for their next role in the sector, be sure to go to THIISâ&#x20AC;&#x2122; website and check out the jobs board, where companies looking for new additions to their teams post their latest available positions: www.thiis.co.uk/jobsboard If you are a company interested in finding your next star candidate, contact THIIS to find out more about posting your latest jobs on the website and featuring them in the magazine. Contact Joe Fahy on 07384 258 372 or email joe.fahy@bhtaengage.com

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Redundancies What are the alternatives? REDUNDANCIES FORECASTED ON THE HORIZON Various prominent organisations and trade bodies have forecasted the impending wave of redundancies expected as the furlough scheme ends, making for grim reading. Official figures released by the Office for National Statistics (ONS) in August reveal that employment fell by the largest amount since the height of the financial crisis between April and June 2020. Fuelled by a record crash in selfemployed workers, employment from April to June decreased by 220,000 compared to the previous quarter. Of course, this was unsurprising given that the country was in lockdown for the majority of those months. What is notable, however, is who was affected the most. According to analysis of the data,

those aged 65 years and over were the hardest hit, with a record 161,000 fewer older workers in employment. Importantly, whilst employment was weakening, the ONS data revealed that unemployment was largely unchanged as people were out of work but not currently looking for work thanks to the government’s Coronavirus Job Retention Scheme. According to the ONS, there were approximately 7.5 million furloughed workers in June with three million having been on the scheme for three months and over. As the government’s furlough scheme begins to wind down over August, September and October, however, analysts have warned that redundancies are set to rise sharply. Reviewing the results of the CIPD’s latest Labour Market Outlook report for the second

27.5%

of mobility companies report redundancies are planned by the end of October THIIS Employment State of Play survey – August 2020

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For many businesses in the mobility sector, the coming months will see retailers and suppliers alike forced to consider making roles redundant as the government’s furlough scheme draws to a close. With many independent mobility retailers in the sector not having a dedicated HR professional to help navigating this tricky and upsetting process, Acas (the Advisory, Conciliation and Arbitration Service) has issued helpful advice revealing potential alternatives that may help avoid unfortunate staff redundancies.

quarter, the findings reported a 50 per cent increase in the number of organisations expecting to cut jobs compared to the spring report, rising from 22 per cent three months ago to 33 per cent for the three months to the end of September. In addition, twice as many private-sector employers (38 per cent) expect to make redundancies compared to the public sector (16 per cent). Gerwyn Davies, Senior Labour Market Adviser at the CIPD, commented: “This is the weakest set of data we’ve seen for several years. Until now, redundancies have been low – no doubt due to the Job Retention Scheme – but we expect to see more redundancies come through this autumn, especially in the private sector once the scheme closes.” A TOUGH TIME AHEAD FOR THE MOBILITY SECTOR? Reviewing our own recent ‘state of play’ survey, more than one in four respondents (27.5 per cent) also confirmed that redundancies are set to take place between August and October in their businesses. Worryingly, the mobility sector – and retailers particularly – may be in for a tough winter ahead, as the furlough scheme comes to a close and the sector enters its traditionally quieter trading period. With lockdown effectively stopping trade in the sector’s busy

spring and summer months, some mobility retailers that rely on sales of big-ticket items to weather the slower colder season may experience difficult months ahead. As retailers and suppliers head into winter with less capital than usual, many companies will be in a weaker financial position to absorb the financial costs of bringing staff back from furlough. This may spell trouble for those individuals who are currently on the government’s job retention scheme. According to the results of the recent ‘state of play’ survey, 57.5 per cent of business leaders reported having staff furloughed to some degree, with one in four (25 per cent) of businesses still having staff permanently furloughed. For these employees in particular, the risk of redundancy remains high if the mobility market sees a more significant fall than usual during the upcoming and unpredictable winter.

ANXIETY OVER EMPLOYMENT Fears of a weak economic recovery and the furlough scheme tapering off has left many employers and their staff across numerous sectors concerned about their future livelihoods. According to Acas, it has experienced a 169 per cent increase in redundancy related calls to its helpline over June and July this year compared to the same period

last year, jumping from 12,313 calls in 2019 to a staggering 33,169 calls in 2020. “At the moment nearly a third of calls to our helpline are redundancy related,” explains Susan Clews, Chief Executive of Acas. “Some businesses have found innovative ways to deal with the crisis through restructuring that has allowed them to safeguard jobs in consultation with trade unions.

25%

of mobility companies still have staff on permanently furlough THIIS Employment State of Play survey – August 2020

Did you know? “Our advice in this area recommends alternatives to redundancies, which should always be used be a last resort, as well how to follow the law if it cannot be avoided.” A DIFFERENT WAY Before taking actions to make staff redundant, Acas’ key advice is for employers to properly consult with their staff to seek their views on ideas that can help mitigate the financial difficulties that the business may be facing due to coronavirus. The organisation has outlined a number of different options which employers should consider before opting for redundancies. OFFER VOLUNTARY REDUNDANCY OR EARLY RETIREMENT Before going down the road of

Did you know?

Employees who are laid off or put on short-time working are entitled to be paid for days they do no work at all. This is called ‘statutory guarantee pay’ and is the legal minimum an employer must pay. • Statutory guarantee pay is £30 a day for 5 days in any three-month period and the maximum an employee is entitled to is £150 • Employees who earn less than £30 a day will get their usual daily rate • If employees work part time, their entitlement is worked out in proportion to their part-time hours

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Employers can incentivise employees to volunteer, such as by offering extra redundancy pay. compulsory redundancies, Acas highlights that employers can offer employees the option to voluntarily be made redundant or take early retirement. Importantly, the offer needs to cover the entire workforce and the option to volunteer must always be the employee’s choice, with Acas advising employers to ensure noone is pressured or singled out to avoid claims of discrimination. Also, the independent public body for employment rights explains that simply because an employee volunteers, does not mean that an employer has to select that individual. “It’s a good idea to make clear to employees early on that voluntary redundancy or early retirement is not automatically given,” advises Acas. “You must have a fair way of selecting employees who do get voluntary redundancy or early retirement.” EXPLORE AND AGREE FLEXIBLE WAYS OF WORKING To avoid redundancies, companies can also agree with employees to update employment contracts to allow more flexible working. This could mean employees agree to work less hours, remote work from home to reduce office costs, job share under a part-time arrangement or work compressed hours. TEMPORARILY STOPPING WORKING OR REDUCING HOURS Similarly to its advice regarding compulsory redundancies, Acas says that temporary lay-offs (sending employees home temporarily) and short-time working (reducing

employees’ working hours) should be used as last resorts by employers trying to ward off redundancies. Business leaders should enquire if staff can take holiday, work from home, work more flexibly or take unpaid leave before implementing either lay-offs or short-time working Also, these should be used as temporary solutions and not as a permanent change to agreed working hours. Importantly, mobility employers can only legally lay off employees or put them on short-time working if it is included in the employee’s employment contract or if it is a custom and practice in the workplace with clear evidence to back that claim up. If it is not included in staffs’ contracts, employers can ask to update an employee’s contract to include these options but staff have the choice not to accept. Acas points out that if employees do agree to the changes which will become a permanent change to their contract, employers must confirm in

“…employers need to remember that the people they are making redundant today may be ‘the same people they want to re-employ in 6 months’ time’.” SUSAN CLEWS

It is essential business leaders consider and examine all the alternatives before going down the road of compulsory redundancies

writing what’s been agreed within 1 month of the change. Also, unless agreed otherwise in their contract that an individual will receive reduced or no pay, employees on lay-off or short-time working should still be entitled to full pay. MOVE EMPLOYEES INTO OTHER JOBS Less of an option for many of the smaller mobility retailers and suppliers in the industry, Acas highlights that companies should try, where possible, to move employees at risk of redundancy into other jobs within a business. This process of providing ‘suitable alternative employment’ requires employers to identify available roles within their business and discuss with the at-risk employee to see if they agree they are suitable. If a role is available that is suitable for an employee being made redundant but not offered, that individual could be judged to have been unfairly dismissed. Interestingly, Acas states that

“if more than one employee is interested in the same role, you must offer the role to employees on maternity leave first. For all other employees, you must follow a fair process, for example, interview for the role.” Once in a new role, employees have the right to a four-week trial period if they accept the new position and, if more time is needed to train for the role, an employer and employee can agree to a longer trial period. If an employee refuses the offer of a suitable alternative job – or turns it down after the trial period – then the employee must have a good reason why the job was not suitable. According to Acas, reasons can include lower pay, health issues preventing them from doing the new role, difficulty commuting or disruption to family life. This is especially important because if the reason given is good, the employee will be entitled to redundancy pay. If, however, it is deemed unreasonable, an employer can refuse to pay redundancy - it

Did you know?

If an employer does offer an employee another job, it needs to be: • in writing • made before their contract ends • a different job to the one they’re doing – the employer will need to explain how it’s different The individual moving to a new job should not have to apply and the new job must start within four weeks of their previous job ending.

will be up to the company to prove that the decision was unreasonable if the employee makes a claim to an employment tribunal.

www.thiis.co.uk / 61

WHY EXPLORE ALTERNATIVES? Aside from being a requirement to explore alternative options with employees before making carrying out redundancies, Acas’ CEO Susan Clews explains why redundancies should always be a last resort after all options have been exhausted. “While the focus for some will be on the here and now, it’s important to take a long-term approach when planning redundancies,” she notes. “My colleague Faye Law, a senior adviser based in London, rightly advises that employers should ask themselves: ‘what do I want this organisation to be like after this process has finished?’ “Leaders need to consider the needs of the business and future structures, but they also need to consider the welfare of their staff, those leaving and those remaining.” This consideration of what comes after the pandemic is an important one and it will be essential in the coming weeks and months for mobility business leaders to consider what kind of business will be left after staff have been lost. “Think about the culture you have and the one you aspire to,” stresses Susan. “And think about the skills you have and the ones you will need in the future. Workforce planning is integral to redundancy planning.” As the CEO highlights, how employers - particularly in a sector as niche and close-knit as mobility – treat their staff during these difficult times will have an impact later down the line when the market recovers and companies start to look to attract – or in some cases, reattract – the best and brightest talent. As Susan points out: “Redundancies are made up of those who leave, those who tell them to leave and those who are left behind. The ongoing success of a business is based upon all groups being treated fairly and with dignity and respect. “As Maggie [Steven, a senior adviser based in the Midlands] pointed out, employers need to remember that the people they are making redundant today may be ‘the same people they want to reemploy in 6 months’ time’.

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“If possible, and this can be a difficult ask, employers should try and maintain a good relationship.” WHEN THERE IS NO OTHER WAY If a business has no other choice, then there are strict rules around consulting affected employees that must be adhered to, while also trying to be as empathic and considerate to staff as possible. The redundancy process and requirements are different depending on the size of the business and the number of employees that are being made redundant. Smaller businesses undertaking a smaller scale redundancy exercise – applying to less than 20 employees in an establishment within a rolling period of 90 days - must ensure that they follow a fair process. What this process will look like will differ depending on the scale of each business and the roles at risk and it is important to note that there is no set statutory procedure for a small-scale redundancy. However, Acas recommends that companies of all sizes should make a redundancy plan which clearly defines each stage of the redundancy process. The plan should include: • staff consultation • selection of staff for redundancy • staff notice • calculation of redundancy pay • staff support and future planning For those planning redundancies, a step-by-step guide providing details of each step of the above is available for SMEs on its website at www.acas.org.uk/manage-staffredundancies. Please note: The advice contained in this article does not constitute any form of legal advice and should not be relied on or treated as a substitute for specific advice relevant to particular circumstances and is not intended to be relied upon by you in making (or refraining from making) any specific decisions. For Acas’ full step-bystep guidance, visit www.acas. org.uk

Paid in full

New legislation has come into force ensuring furloughed employees that are made redundant receive redundancy pay based on their normal wage, rather than at the reduced furlough rate. In addition, the changes will apply to statutory notice pay – where employees must be given a notice period before their employment ends, varying from at least one week’s notice up to 12 weeks’ notice, depending on how long they have worked for their employer. During this notice period, employees must receive their notice pay based on normal wages, rather than their wages under the retention scheme. Other changes coming into force will ensure basic awards for unfair dismissal cases are based on full pay rather than wages paid under the job retention scheme.

“Until now, redundancies have been low – no doubt due to the Job Retention Scheme – but we expect to see more redundancies come through this autumn…” GERWYN DAVIES

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