Also inside... The scoop on Scooterpac
ISSUE 281 FEBRUARY 2022
Classic Canes’ global success story
TRADE MAGAZINE
Walking aids special
Finding freedom
Find out about the new Mobility Matters store in Glasgow helping customers get out and about
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WELCOME
Inside..
From the editor Welcome!
30 20
14
Features
Regulars
14 Trade Talk: Classic Canes 20 Retailer Spotlight: Mobility Matters 28 Trade Thoughts 30 Suppplier Spotlight: Scooterpac
04 News, deals and people 08 Retailers’ Choice: Walking aids 38 Let’s Get it Clear 42 Opinion: Graham Ewart 44 Buyers’ Guide: Walking aids
With COVID restrictions being lifted and spring just around the corner there is definitely a cause for optimism right now as we look to emerge from the pandemic. That was certainly the feeling when we asked leaders from the mobility and access industry to share their thoughts about the year ahead in this month’s Trade Thoughts on page 28. This issue, with walking aids as our theme, we have asked retailers (p8) and suppliers (p44) to select their top product recommendations. There is a wide range of walking aids on the market today, from lightweight aluminium rollators and walkers to walking sticks, canes and therapeutic footwear. In other features, THIIS meets Robert Frew, Owner of Mobility Matters (p20), which has just opened its sixth store in Scotland. The store is his first one in Glasgow, and after only purchasing it in December 2021 he spent a busy month getting it ready. The store will be showcasing a number of different brands, including Scooterpac, which also features this issue. THIIS meets Dane Lawrence, Managing Director of Scooterpac (p30), to discuss the new Invader and Ignite off-road scooters, and its new Dealer Portal. Dr Barend ter Haar discusses ‘dynamic seating’ in his regular column (p38), while Graham Ewart, CEO of Direct Healthcare Group discusses the UK’s health tech sector. THIIS is always interested to hear from retailers, whether it is about opening a new store, celebrating an anniversary or sharing any news about what it has been doing in the community – whichever it is, get in touch now!
Editor
Stay up to date... TRADE MAGAZINE
Editor / Liane McIvor 07917 784929 / liane@thiis.co.uk Advertising / Joe Fahy 07384 258 372 / joe.fahy@bhtaengage.com Sub-editor / Sarah Sarsby sarah@thiis.co.uk
@wwwthiiscouk facebook.com/THIIS.Magazine linkedin.com/company/thiis-magazine THIIS is produced by BHTA Engage, Office 404, Tower Bridge Business Centre, 46-48 E Smithfield, Whitechapel, London E1W 1AW BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.
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NEWS, DEALS & PEOPLE
News, deals & people
A round-up of the key trade stories for business leaders to digest
Highlands retailer gets a special visit
Electric Mobility releases new video content
in brief...
Mobility equipment supplier Electric Mobility has created videos about its Rascal powerchairs for its network of dealers. Mark Babb, Rascal Rehab Business Manager, offers an insight into the main features of the Razoo and Rhythm SL powerchairs in the videos. Combining expert knowledge with real-life setting video recordings, dealers and consumers alike can see how the chairs perform. Electric Mobility is encouraging retailers to use the videos as an education tool for internal team members and as a promotional tool on their websites and social media for potential customers. To make the multi-purpose videos as accessible as possible, Electric Mobility has versions with subtitles available for dealers who wish to play the videos on mute in their showrooms or to help those with limited hearing benefit from the content.
MEDEQUIP PARTNERS WITH MEDUX Community equipment specialist Medequip has taken steps to broaden its customer base by joining forces with Dutch medical equipment group Medux. With a shared focus on ensuring healthcare remains affordable and accessible with an efficient supply of products and services, both Medux and Medequip have strong reputations amongst end users, prescribers and clients. In the Netherlands, Medux supplies more than 1.5 million medical devices annually via its brands Medipoint, HartingBank and Atlas Kidtech.
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Specialist mobility retailer City Mobility recently welcomed local MP Drew Hendry to come and tour its business in the Scottish Highlands. Drew Hendry, Member of Parliament for Inverness, Nairn, Badenoch and Strathspey, was invited to see first hand the variety of unique services the business provides. The Inverness-based business, which employs 11 people, is celebrating its 20th anniversary this year. It specialises in providing, servicing and repairing mobility scooters and powerchairs privately and through the Motability Powered Wheelchair and Scooter (PWS) Scheme. It is the only Motability PWS lease scheme partner based in its 41,000 square kilometre dealership area, which stretches from south Aberdeenshire across to Ardnamurchan, making it a pivotal regional business for the services it provides to the disabled community, particularly during the pandemic. Drew Hendry MP said, “City Mobility is the perfect example of a business firmly established in the Highlands designed to help those who need it most.”
KIDZ TO ADULTZ RETURNS Disabled Living, organisers of the Kidz to Adultz exhibitions, has announced that its upcoming event in the Midlands will offer one of the first opportunities since 2020 for visitors to try out mobility equipment. More than 100 exhibitors and 1,200 visitors are expected to attend the free Kidz to Adultz Middle exhibition at Coventry Building Society Arena on Thursday, March 17. The exhibition will be showcasing a broad range of equipment and services for children and young people with additional needs as well as a comprehensive programme of CPD-accredited seminars.
Handicare launches online troubleshooter
Power up! BattBoost, a new product which provides extra power, distance and charge assurance for mobility scooters, powerchairs and electric wheelchairs, has been launched. BattBoost can be fitted to powered mobility vehicles safely, quickly and easily in seconds, according to the manufacturer, without tools, and without the need to replace or remove the original mobility vehicle’s batteries. Incorporating lithium power and specially-designed electronics, BattBoost automatically provides additional power for the mobility vehicle as and when required,
significantly increases travel range and usage time, while at the same time maintains optimised charge of the mobility vehicle’s batteries. It is supplied with a lithium charger, storage bag, discharge cable, quick-release attachment straps, carry handle and user manual.
Permobil introduces the Progeo Noir 2.0 Mobility manufacturer Permobil has announced that the Progeo Noir 2.0 carbon fibre active manual wheelchair is now available in the UK. The flagship chair in the Progeo range, the Noir 2.0 combines the benefits of carbon with the manoeuverability of a made-to-measure wheelchair. Barry Reeve, UK Sales Representative for Permobil, told THIIS: “I’m really excited about the Noir 2.0, as it differs from other carbon fibre wheelchairs on the market. “The construction of the monocoque carbon fibre frame is so robust, that you are able to use power assist devices with the chair such as the SmartDrive MX2+ , or, a front mounted power trike. It’s the perfect balance between durability and lightweight, as well as offering a sleek design.” The chair frame comes in a variety of colour options, and it can be configured in terms of size and performance.
APEX MEDICAL REBRANDS TO WELLELL Medical equipment supplier Apex Medical has announced that it has changed its brand name to Wellell in a move that affirms its determination to establish a global foothold and further evolve the corporate organisation. The new brand name, ‘Wellell’, is meant to reflect the firm’s core values: ‘be well, live well’. Wellell is hoping that the rebranding project will strengthen its brand-orientated strategy, reflecting its value proposition by focusing on user experiences to create a competitive advantage that differentiates Wellell from other competitors.
Stairlift provider Handicare Accessibility has launched a new online troubleshooter to help customers fix faults without the need for an engineer call-out. The new TechTool can be used by end-users directly, or by tech support teams to boost fix over the phone rates. Following the successful launch of its engineering TechTool service in 2021, this new digital manual provides solutions for common technical issues with stairlifts, in simple and accessible steps for endusers and technicians alike. While the engineers’ TechTool was only available to trained Handicare partners and installers, this new site is available to everyone, and helps users to identify and solve issues such as obstructions on the stairs, ensuring the lift is properly charged, and problems using the remote control.
RECARE ACQUIRES SMART WHEELCHAIRS Healthcare equipment specialist Recare has announced that it has acquired SMART Wheelchairs, a niche brand that specialises in supplying high end manual and powered wheelchairs. Maxine Jose, Managing Director of SMART Wheelchairs, felt it was time to retire and pass on the legacy of her late husband’s company to another family business that shares the same values that SMART Wheelchairs has created over the years. Richard Holland-Oakes, Co-Founder of Recare, said: “By taking on SMART Wheelchairs, we are now able to offer our core values to a wider range of clients for the benefit of all.”
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OBITUARIES
Stuart Dunne Staff at Cyclone Mobility are mourning the loss of its leader, friend and inspiration, Stuart Dunne. Stuart founded Cyclone Mobility 32 years ago, a firm which supplies bespoke, lightweight wheelchairs and is one of the UK’s foremost rehabilitation and training specialists. In the wake of a spinal-cord-injury that occurred 36 years ago, Stuart started on a journey that would transform the lives of thousands within the disabled-community. Long into the future, the lives of many disabled people were enhanced by the hard work, commitment and passion with which Stuart lived his life. As Cyclone Mobility’s Managing Director, Stuart was very well-known in the industry. Passionate about mobility, Stuart boasted an incredible wealth of knowledge of the active disability sector. He contributed to
THIIS Magazine and pioneered some of the newer products that came to market. Although Stuart had been ill for some time, and had taken a muchreduced role in Cyclone, according to those that knew him, he approached his illness as he approached life: challenging the norms and living life to the full. He battled fiercely until his final moments, when, surrounded by those he loved most in the world, he passed away peacefully on Thursday 9th December. Staff at Cyclone Mobility have stated that the values he shared with the team has made them all the more committed to serving its many customers, old and new – a fitting legacy to the wonderful man who founded Cyclone. They will mourn the passing of Stuart knowing that their lives have been made richer by knowing him.
Julian Cobbledick Julian Cobbledick, the former director of Assistive Partner and a leading figure within the mobility industry and the British Healthcare Trades Association (BHTA), has passed away. An inspirational and well-liked individual in the healthcare sector, Julian first joined the industry in 1985 as Sales Manager for Sunrise Medical, promoting new wheelchair solutions. He attended the first BHTA Section meeting in 1986 for the Mobility Group, when the primary topic of discussion was Motability. A man of many talents, including an actor, film extra, model, photographer, successful businessman and healthcare industry ambassador, Julian’s career spanned over three decades, where he held key leadership roles across many organisations and the BHTA. Former BHTA Director General, Ray Hodgkinson MBE, declared:
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“His relaxed but well-organised style engendered confidence and trust. He became Chair of the Mobility Section of the BHTA before moving on to appointment as a Board Director and subsequently taking on the roles of Vice-Chair, Chair and President of the association. His contribution undoubtedly played a major part in the development of the association as it grew in size and influence. “His belief in high standards led to involvement with the British Standards Institute (BSI), creating new wheelchair standards adopted by the International Standards Organisation (ISO), and his leadership of the industry’s work on barcoding, which enabled BHTA members to adopt the technology early and costeffectively. “His commitment to setting the bar high for the sector was evidenced through his passionate support for the introduction of the BHTA Code
of Practice and his chairing of the Assistive Technology Practitioner Society. “With a career spanning some 36 years, and with a track record of senior management roles with BHTA members – Sunrise Medical, Nottingham Rehab, Medequip, RJ Mobility and Assistive Partners – his experience, his confidence and his belief that patients and users come first will all be sorely missed. “His many industry friends and colleagues will miss him, his support and enthusiasm.”
Helping you to help your customers
Trials proved a 37% increase in our fix over the phone rates
Introducing User TechTool from Handicare. Our new online troubleshooter gives you simple solutions to common stairlift faults and user errors. Help your customers fix faults without an engineer call-out, and give your service teams the easy-to-use tools to solve more issues over the phone. Visit www.handicaretechtool.com to discover how TechTool could help your business.
0844 225 3121 www.handicare-stairlifts.co.uk www.handicarepartners.co.uk
Walking aids
Wondering which walking aids are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that has stood out for them and why…
Retailer’s Choice: The Duo Walking Trolley from NRS Healthcare “The Duo Walking Trolley from NRS Healthcare has become a core product for Mobility Scotland within our range of in-house mobility aids, not only do we think very highly of it, but the Duo scores extremely highly across its nationwide customer reviews. “Evaluating and understanding customer needs then offering solutions is of course at the heart of everything we do and having the Duo allows us to achieve just that. “This cost-effective, user-friendly walking aid delivers stability, with an ability to transport and carry items from room to room. “The combination of glides at the rear and small-but-robust casers at the front encourage safe movement, and peace of mind for everyone. “Its height-adjustable feature allows you to really get involved with the customer when demonstrating in the showroom then impressing them even more by tailoring it to suit them physically. “The Duo is a fantastic option to have within the showroom and it really delivers a great outcome to those who need to mobilise safely and confidently and carry items within the home.” www.mobilityscotland.co.uk
Billy Finnie Operations Manager at Mobility Scotland
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Retailer’s Choice: Triumph Walker from Uniscan “As we edge closer to the spring months and hopefully some warmer weather, it’s important to consider the products that are going to help our customers stay active, healthy, and encourage getting out the house. “We know many of our customers are looking for extra help in remaining independent, which is why the Triumph Walker from Uniscan is an ideal choice. “The Triumph Walker has a 21-inch-high padded seat, so it’s not only incredibly supportive to walk around with, but when the user needs a rest they can utilise the seat feature – it really is the best of both worlds. “It features height adjustable handles which are easy to alter, and is fitted with a front mounted shopping caddy with a zipped storage pocket, making it perfect to use for shopping or general day-to-day items. “Shown in its bright orange colour, this great all-round walker really does stand out from the rest. “The Triumph can take users through the year and ensure they stay as independent as possible, for as Ellie Emerton long as possible.” Senior Marketing Manager, Ableworld www.ableworld.co.uk
NE
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FLOW X
Our Most Complete Stairlift THIIS Retailers’ Choice of the Year 2021
www.accessbdd.com/flowX Designed for seamless movement, the Flow X provides outstanding levels of comfort, confidence and craftsmanship.
RETAILERS’ CHOICE
Retailer’s Choice: Olympus ATR rollator from Topro
Retailer’s Choice: Space LX rollator from Rehasense “The Space LX rollator from Rehasense is a new item within our showroom, and it has really impressed us, especially as it is so lightweight. “The medium version is only 5.8kg, with the larger version slightly heavier at 5.9kg. It features a unique locking system which closes the rollator securely, and also has an ergonomic grip that assists if the rollator has to be lifted or carried. “There are a number of accessories available, including a padded seat or a tray. In summary it is a lightweight, high quality rollator with modern styling. “Availability is great and items are usually dispatched the next working day (or same day if before 1pm), which is great for us as a small retailer that doesn’t hold much stock.” www.classicmobility.org.uk
Lauren Bromfield Occupational Therapist at Classic Mobility
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“The Topro Olympus ATR is a premium rollator designed for outdoor use where a traditional rollator would struggle to cope with the terrain. “Its wide design ensures stability and maximum support while the large front wheels with shock-absorbing off-road tyres ensure stable and smooth manoeuvrability on unsurfaced road, sand or gravel. The quickrelease rear wheels make it easy to change to a different tread pattern to cope with different terrains. “It has ergonomic and adjustable handles, offering flexible grip and comfortable armrests. Two features I love on this rollator are the removable back rest cover, which can be machine washed, and the memory function, which retains the preset handle height. “It comes with a spacious water-resistant bag capable of holding up to 15kg, and it has an easy-to-use folding mechanism. With just one hand you can simply pull the strap in the middle of the seat and the rollator folds itself up, and then secure with the transport clip. “As it is compact in size, the Olympus will remain stood in the upright position on all four wheels. It is the perfect choice for outdoor activities, providing reliability and comfortable support.” www.peoplefirstmobility.co.uk
Karen Sheppard Managing Director of People First Mobility
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RETAILERS’ CHOICE
Retailer’s Choice: Let’s Fly rollator from Trust Care
www.abilitysuperstore.co.uk
“Rollators are a universally recognised mobility aid, and the Let’s Fly rollator truly stands out from the crowd. With its aluminium frame and large front wheels, the Let’s Fly is one of the most popular and well-reviewed rollators we sell at Ability Superstore. “The Let’s Fly has been recognised all over the world as one of the best rollators when it comes to design and function. “With ergonomically designed handles, it has a safe and comfortable grip. The handles have a small bump near where a person’s thumb would be, providing extra support. Beneath the rubber grips, there is an adjustable brake. “The rear wheels have a built-in soft suspension, making it best in class. “The smooth and soft ride of this rollator has been designed with absolute precision and provides safety and control when walking on rough surfaces, helped also by the seamless, weld-free frame. The frame isn’t just beautiful though, it’s also lightweight, at only 6.8kg, making the Let’s Fly simple to transport and manoeuvre. Julia Phipps “All of this ensures the user has a comfortable and safe Owner of Ability experience every time.” Superstore
Retailer’s Choice: Ferrules from various suppliers
Retailer’s Choice: Troja 5G rollator from Topro
“My choice is the humble ferrule used in some shape or form on all walking sticks, walking frames and crutches etc. Like the sole of your shoe, it is the part that wears most and prevents the users from slipping and sliding. In our view nothing shows we care more than when we examine a customer’s walking stick and replace their worn ferrule. “Although not a huge revenue generator, it is certainly a good reason for customers to come into a bricks and mortar store. No computer as far as I know can remove and fit a worn ferrule for an infirm person. “Who knows, by keeping a good stock of ferrules in their various sizes and guises you may save someone a nasty fall, or worse, a stay in hospital.” www.thehearingandmobilitystore.co.uk
Willie McIvor Director of The Hearing & Mobility Store
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“There are certainly a very wide range of walking aids on the domestic market today. Historically we had a basic choice of steel frame or lightweight aluminium, but now the choice is immense. “Whilst we do stock some of the less expensive aluminium walkers, we choose to stock the quality products from Topro. There are a variety of rollators in the range but all are at the quality end of the market and when potential clients are given the choice it is unusual for the economy models to be first choice. “Our preferred model in the range is the Topro Troja 5G. It has a number of colour options and a range of accessories that can be used to tailor it to the specific requirements of the client and the design features make it an easy choice. “Clients rarely have more than one rollator, and as we all only Alastair Gibbs pass this way once, why not have Managing one of the best.” Director of TPG DisableAids www.tpg-disableaids.co.uk
TRADE TALK
Sticking it out For 40 years British wholesaler Classic Canes has been supplying walking sticks, seat sticks and umbrellas to the retail trade. THIIS chats to Charlotte Gillan, Managing Director of Classic Canes, to find out more about the brand… HOW DID CLASSIC CANES COME ABOUT? “Classic Canes is a true family business, founded in 1982 by my parents, Ben and Diana Porter. They had bought a Somerset woodland that contained a ruined Tudor house, and while they were rebuilding the house they discovered that the woodland was naturally producing suitable wood for the manufacture of walking sticks. “They sold some of the wood to a factory, bought back the finished products and started selling sticks to local gift shops, country clothing shops and tobacconists. “It really did start at the proverbial kitchen table, although the sticks
soon filled the garage and every other space they could find too, including under our beds! “I grew up with the business and came to work in it full time in 2003 after working in luxury goods marketing in London and Edinburgh.” WHICH PRODUCTS DO YOU REGARD AS YOUR BESTSELLERS? “Mobility retailers do very well with wooden everyday sticks, ladies’ patterned canes, orthopaedic canes, folding sticks and the more specialist accessories such as heavy duty rubber ferrules and attachments so canes can be used on icy pavements. “Classic Canes is renowned for its quality and design, and many of
Controlling a powerchair as attendant has never been easier 14 / www.thiis.co.uk
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Designed for ease of use and maintenance
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Takeover or hand back control when required
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Compatible with most powerchair brands (R-net electronics)
our patterns are exclusive to us, so retailers come to us to buy canes that won’t be seen in all their competitors’ shops. I create the artwork for many of them myself, and our stockists find this a great story to tell their customers as it makes it so much more personal.” CLASSIC CANES CELEBRATES ITS 40TH ANNIVERSARY THIS YEAR – HOW DO YOU THINK THINGS HAVE CHANGED IN THE INDUSTRY OVER THE YEARS? “When we started Classic Canes, there were virtually no canes on the market designed for women. Women had to make do with a clumpy man’s stick cut down in height.
started: email, digital photography and digital printing have made communication much easier and marketing materials much cheaper to produce.”
Charlotte Gillan creates artwork for patterns
“We have worked hard on this to make elegant and fashionable canes for women, which are now the largest part of the market. There were also very few mobility retailers in the early days: most people bought a walking stick from a department store or a tobacconist. “When the mobility industry started to develop, we did not initially pursue it because we thought these retailers were only interested in the cheapest, most functional canes. However, the industry came to us in search of better quality and more elegantly designed products, and this is now an important sector of our market. “In many ways it is much easier to do business now than when we
WHAT HAVE BEEN THE HIGHLIGHTS FOR CLASSIC CANES SINCE IT WAS ESTABLISHED? “The history of Classic Canes would fill a book, which I fully intend to write one day when time allows. The highlights come in many kinds, from the enormous order from the Johnny Walker whisky company that paid for a new warehouse, to the time we spotted Bianca Jagger in Paris using one of our canes. “The best though is when a new buyer looks at our range and says, “Aren’t they lovely; looking at these, I can’t wait until I can use walking stick!” Using a stick can sometimes be an emotional hurdle for people, but once they realise they can have something stylish that will draw admiring comments, it can make a vast difference to their everyday life. That is what we design for.”
“Many of our patterns are exclusive to us, so retailers come to us to buy canes that won’t be seen in all their competitors’ shops” they are attractive enough to sell as fashion accessories too. During lockdown we were surprised to find the average value of the products we sold increased as members of the public took the opportunity to treat themselves with new models to add to their collections of canes.” WILL YOU BE MARKING THE ANNIVERSARY IN ANY WAY THIS YEAR? “We are launching a fabulous new catalogue in the late summer with many new models in it, which will
HOW HAS YOUR FIRM BEEN IMPACTED BY EXTERNAL FACTORS OVER THE PAST YEAR? “International freight costs and delays are ongoing issues that mean we have to plan even further ahead when manufacturing stock and creating new products. Fortunately, we carry a lot of stock and a range of over 700 models, so even if one particular model is out of stock waiting for replenishments to arrive, there are usually a great many substitutes that we can offer. “We are fortunate that our products occupy a niche where they are not only practical necessities, but
contact@mo-vis.com +32 9 335 28 60 www.mo-vis.com
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TRADE TALK show how far the humble walking stick has evolved over the four decades to become a style statement. “The ongoing COVID situation means that a large party or open day for customers is not practical or responsible to organise, but we will have a small-scale event for our employees to thank them for their hard work over the years. Most of them have been with us for at least a quarter of our existence and some rather longer than that, so they really are the core of the business.” WHAT ADVICE DO YOU GIVE TO RETAILERS IN MAXIMISING SALES FOR CLASSIC CANES PRODUCTS? “Good display is the key to maximising sales, along with not under-estimating how much people are prepared to spend on a walking stick. We supply a detailed list of display tips to new customers when they start with us. “Common errors include not tidying and dusting the displays frequently enough, not replenishing the stock when it starts to run down and then wondering why sales tail off, and not making the products accessible enough to the customers – yes, even mobility retailers do this. “Very few walking stick users are agile enough to pick a folding cane up from a basket on the ground, and I have lost count of the times I have seen the petite-size canes designed for the shortest customers hung at the very top of a wall of slatwall. “Walking stick display and product selection is really another article in itself! However, I must emphasise, there are many retailers who do it brilliantly, and we are very grateful to them for helping our products meet the people for whom they were designed.” ARE YOU SEEKING MORE DEALERS? “Yes, we are always interested in finding new stockists. There are many UK towns and cities where we have not found the right retailer and where we would love to be well represented. Walking sticks are a niche subject, and so we provide a lot of information and support to our
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Classic Canes introduced fashionable canes for women to the UK market
stockists, including very good product and lifestyle photography. “It is so important now to have first-rate photography for a retailer’s website and social media activities. We have specially designed display stands, point-of-sale cards and posters, and most importantly, helpful and well-informed employees who are ready to help customers compile their orders to achieve the optimum balance of stock. We are also on hand to provide retailers with answers to all the unusual questions members of the public sometimes ask!”
“Our employees have been wonderfully supportive and uncomplaining over the last couple of years, and there are some rather overdue holidays to be taken. “Finally, I have to say that the 40th anniversary of Classic Canes is a special milestone for my parents in particular. Who else would have taken a neglected Somerset woodland and turned it into a internationallyacclaimed walking stick brand?”
WHAT’S COMING UP FOR 2022? “Our new products for the summer are still top secret, but the pre-production samples look wonderful, and we think they will be a great success. We are also currently recruiting for a new office administrator. The stick market has bounced back well from the early shock of COVID and we need help with the workload!
“Our products occupy a niche where they are not only practical necessities, but they are attractive enough to sell as fashion accessories too”
www.classiccanes.co.uk
All chairs are not the same
For more information on our range go to... www.primacare.co.uk Chairs featured are the Snowdon BLTR and the Adelphi.
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RETAILER SPOTLIGHT
Mobility scooters are bestsellers for the retailer
Mobility Matters: Putting people before profit
Scottish retailer Mobility Matters – a family-run firm covering Ayrshire and the surrounding counties – last month opened its sixth retail store. THIIS chatted to Owner Robert Frew about his latest venture…
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As it continues its growing expansion plans in Scotland, Mobility Matters opened its sixth store in Glasgow last month. Owner Robert Frew says that the new store, as with his others, will aim to give customers a personalised service and help with choosing the most appropriate equipment for them. So why Glasgow? Robert explains: “We have a lot of customers that travel from Glasgow to Ayrshire so we could see early on that there would be a demand. “We are the only company in the area that do trade-ins or part exchange, and we also offer a lot of products that other stores don’t physically offer, from brands such as Motion Healthcare and Rehasense.” SEARCHING FOR PREMISES It had always been on Robert’s mind to find a base in Glasgow, and he was simply waiting for the right store to become vacant. When the right store did come on the market last year, Robert says that they had to make a quick decision about whether to purchase it. Robert says: “I had to make a decision on 15 December 2021 to take it! It helped that the planning consent was already in place to turn it into a retail unit. “Since then I’ve turned it around quickly, working non-stop to get it to where it is now.” Thrilled with the final result, Robert also couldn’t be happier with the location. It happens to be close to the Queen Elizabeth University Hospital, one of the largest acute hospitals in the UK. There is a large demographic of elderly people living in the area,
which is also quite prosperous, with a new development of around 400 flats facing the store. “The shop is highly visible, right by a crossroads that plenty of traffic needs to go through to go anywhere,” adds Robert. The store stocks a broad range of equipment that includes scooters, wheelchairs and daily living aids. “We have got a good selection of brands too,” says Robert. “The store has TGA scooters, Scooterpac cabin cars, Electric Mobility powerchairs, KWK autofold powerchairs, Z-Tec mobility scooters, Sandpiper Shoes footwear and Able2 accessories. “We’ve got a small selection of rise and recline chairs at the back of the store as well.”
The shop manager is Stuart O’Neil, who is Robert’s stepson. Robert explains that Stuart came to the business six years ago, during which time he has been fully trained. Stuart previously worked in the Mobility Matters store in Irvine but moved to the Glasgow store because of the expected increase in footfall. GROWING BUSINESS Established in 2016, Mobility Matters is Ayrshire’s largest independent stockist of scooters, furniture and daily living aids, explains Robert. Prior to setting up Mobility Matters Robert had been working as a sales manager and engineer of specialist wheelchairs as well as working for Access to Work, a Scottish scheme helping people with a disability to
The store stocks a range of rise and recline chairs at the back of the store
Unit 1, 147 Elliott Road, Plymouth PL4 0QS
0800 285 1956
mobilityequipmenttrainingcourses@yahoo.co.uk
www.thiis.co.uk / 21
RETAILER SPOTLIGHT tabloid Daily Record, and the Daily Mail national newspaper.
The new store will stock TGA mobility scooters
start or remain in employment. Robert continues: “I started up doing mobility equipment from home and I’ve carried on since then.” When he first started, Robert said it was quite difficult to get himself known but after obtaining an account with Kymco, who he credits with taking the ‘risk’ first, the business has just grown and grown. The first store was opened in the town of Stewarton, near Kilmarnock. “A year later we were approached by South Ayrshire Council because someone had walked away from a mobility shop in Ayr and left a lot of bad feeling customers so we took that store on.” In the last couple of years alone, Robert opened a Mobility Matters store in Kilmarnock on Portland Street, a store in Irvine and a specialist shop in Kilmarnock that is focused solely on reclining chairs and adjustable beds called Robert’s Recliners. BESTSELLING PRODUCTS Mobility scooters are the bestselling items for Mobility Matters, explains Robert, particularly the KWK
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Autofold Mobility Scooter and the Motion Healthcare MLite Folding Mobility Scooter. Robert adds: “Electric Mobility came onboard with us last year and we’ve been moving mobility scooters from this brand too.” Cabin scooters from Scooterpac have also been doing well. Not a cheap mobility item by any means but one which perhaps does unsurprisingly well in Scotland, given its expanse of varied rural terrain. Says Robert: “I’ve sold cabin scooters as far as Inverness, and the new Invader speaks for itself.” At the same time Robert says that he wants to try and keep within a radius of where he sells products to so that he can continue to offer that all important customer service. “If I’m having a problem with one of the scooters I have sold far away it suddenly becomes a loss leader by the time you travel there to service it a few times,” explains Robert. This is why Robert prefers to focus his advertising on the areas surrounding his stores. He frequently advertises on Ayrshire radio station, West FM, as well as in the Scottish
PLANS IN MOTION The COVID-19 pandemic has had a big impact on the shop and forced Robert to rethink his business and change how it deals with customers. His wife’s occupation as a carer and support worker has also brought home to him the need to be careful around vulnerable people, he says, particularly with regards social distancing and taking COVID tests. “Footfall to the shop has dropped,” he says. “When a customer phones in we now say to them that rather than they come to us we will come to them. “We’ll put a couple of scooters in the vehicle and take them round to show them and let them try it while ensuring that we socially distance and so on.” At the end of the day, it is an ageing population and customers need the products, he explains. “I think we’re going to have to live with COVID for a while but at the same time listen to the advice that has been given.” The pandemic also helped influence a decision for the store to launch an e-commerce website this year so people can buy products online, but at the same time still offering them that customer service. Robert adds: “E-commerce is a ‘dog eat dog’ sort of thing. For many companies it’s often about beating the competition down with low prices. My focus will be on ensuring that when a customer buys something from us we will be able to service it for them.” E-commerce sites set up manufacturers make business particularly difficult, he says. “When you get suppliers selling to us who have their own ecommerce websites it means that they are also
“My focus will be on ensuring that when a customer buys something from us we will be able to service that product for them”
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RETAILER SPOTLIGHT selling against us, so it is hard for us to compete. For them it is about selling more units, but by the time I’m buying that product I’m making a smaller margin to cover it.” That being said, Mobility Matters has around 200 scooters and 40-50 electric wheelchairs in stock, both new and used, so it has plenty of products to offer customers across a variety of price points. TAKING RISKS Robert hints that his store expansion plans will continue apace even though he jokes that his wife would like him to leave it at that. Says Robert: “We are on the south side of Glasgow. There’s nothing wrong with the east side! We’ll see how it goes. “Sales managers and company directors have talked to me about areas that would be good and areas where they currently don’t have
accounts. The thing is, it’s early days. We have grown from a small company where there was £200,000 turnover when we first started to the £1million turnover that we have now.” Despite this success, Robert admits that a lot has changed over the years in the mobility sector. “The cost of products has gone up considerably over the last couple of years because of transportation, COVID and so on, adds Robert. “A folding scooter used to be £2,000 but now it is more like £2,400. It is difficult sometimes trying to explain to customers that the costs which the manufacturers are absorbing, with all these extra handling charges, and then passing on to us, is quite a bit.” At the end of the day though, despite rising costs, Robert hopes that the strong work ethic that he and the team has at Mobility Matters will keep the customers coming.
“It is difficult trying to explain to customers that the costs the manufacturers are absorbing, and then passing on to us, is quite a bit” He concludes: “I’m not about selling volume, I’m about selling service. “My father, a retailer, got me into this when I came back to Scotland from the States, where I had been living, years ago. “He always said that the best advice he can give is this: put people before profit and you’ll always have people coming to you.” www.mobilitymattersonline.co.uk
The Mobility Matters store in Glasgow opened in January 2022
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THE UK’S ONLY B2B TRADE EXPO FOR THE HEALTHCARE, MOBILITY AND INDEPENDENT LIVING SECTOR Tuesday 10th May 2022 Hilton DoubleTree, Milton Keynes A must-attend event for industry equipment suppliers
RISE @ Thiis is an industry focused expo to make key business connections. Whether you are looking to expand your distribution network, discover the latest industry innovations or improve your business. With a conference and celebratory gala dinner the evening before, there will be plenty of opportunities to learn, network and connect.
Evaluate your products, your brand & your marketing
Our industry-led conference will deliver key content to improve your business structure and increase revenue. Topics delivered by our industry leading specialists will include; routes to sale, social care funding, health procurement, PWB & Motability scheme. As well as content and business management such as social media reporting and analytics, virtual platforms, branding and much more. All content is delivered by industry leading specialists, such as:
Celebratory Gala Dinner - 9th May
Stands, sponsorships & packages available
Stand numbers are limited and already in high demand, act now! Looking to extend your distribution reach and connect? RISE @ Thiis is an unmissable opportunity to showcase your products to industry professionals and talk business in an event tailored for the healthcare, mobility and independent living sector. We already have a large registered interest for this event, if you want to secure your stand please contact Joe Fahy as soon as possible to avoid disappointment, details below.
Enquire now for stands, sponsorships & packages:
joe.fahy@bhtaengage.com
07384 258 372
Register your delegate day ticket:
www.riseatthiis.com
Trade Thoughts What have you learned about yourself as a business leader over the past year, and what is your forecast for this year? This month, THIIS asked suppliers from the mobility and access sector about their thoughts on what 2022 might hold for them.
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Paul Stockdill
Mark Duffield,
If the last year has taught us anything, it’s just how much is beyond our control – staff shortages, global supply chain issues, and lockdowns have posed greater obstacles than any of us expected. We’ve needed to make sure our businesses are adaptable and resilient by focusing on what we can control, to be prepared for the hard times as well as the good. “The launch of our Partner Programme offered clear reciprocal benefits that are transparent for every business we work with. “We hosted a virtual Partner Day to thank partners for the incredible work they’ve been doing to keep our essential mobility solutions supplied to end-users throughout the pandemic. “We also launched Ignite, our internal global sales programme, to inspire and support our people, which is already delivering great results. “Our message throughout 2021 has been ‘You asked. We listened.’ In October we launched the Two Way Powered Swivel on our Freecurve stairlift in response to partner feedback, and we were blown away by its success. “That message will remain at the heart of our business this year – collaboration will continue to be key as we keep up that dialogue with our partners and with our extended Savaria family. “Being part of the Savaria Corporation will strengthen our business and increase our product portfolio. We’re going to be bigger, better and stronger for 2022 and I’m excited about what we will achieve together over the coming year.
I learned that I spend too much time worrying about things I had no control over last year, and it has given me more grey hairs than I needed to have. “My careful plans for a recovery, prepared in the winter of 2020 not really knowing what to expect but hoping for the best, didn’t work out as expected. In the past we have been spoilt by having a reasonable idea of what will happen based on what happened in that period the previous year. This went out of the window in the last two years. “However, one of the best things about working with Karma, apart from their great products, is that we place regular orders, and they supply them on time, when there isn’t a pandemic to contend with that is. “I am not sure what this year will bring, but we will start the year with good stock levels, and we have learnt to factor in unexpected delays to shipments. “The situation with containers looks as though it will continue well into this year with suppliers fighting for space on ships. “Hopefully we can all get back to some sort of normality in 2022, people regain their confidence to get out and about and the economy will continue to recover. “Unfortunately, I do not predict as much pent-up demand as there was last year, although if we are allowed to travel more freely I might be wrong, let’s hope so.
UK Sales and Marketing Director, Handicare
www.handicare-stairlifts.co.uk
General Manager, Karma Mobility
www.karmamobility.co.uk
Hans Fraeyman
Matthew James
Carol Stanton
In 2021 we saw results from projects we had been working on for quite some time. It reaffirms for me that, as an entrepreneur, you sometimes have to invest time and energy in less pleasant things, but which then produces results that you can be proud of. In our case, this is our rebranding, which has given us more of a ‘face’ and brings us closer to the customers. “On the other hand, we have also invested a great deal of energy in recent years in our quality system and in complying with increasingly strict regulations for medical devices. This has allowed us to make products on a larger scale that are safe and well thought out. “It also opens doors with larger companies that – rightly – impose very strict quality standards. As a result, our products are now available for just about every wheelchair brand and wheelchair electronics. “The biggest challenge of 2022 will be the worldwide scarcity of components. We know that our products can make a world of difference for some customers. That is why we hope that – as always – we will be able to help our customers as soon as possible. “Our own hope for 2022 is that it may be an inspiring year, entirely devoted to the development of new products, with the help of all our stakeholders (customers, end-users and healthcare institutions). “If the pandemic allows, we also hope to be able to share some of these innovations with the world in the second half of the year. We are already looking forward to it.
Well, we had high hopes at Precision Rehab for 2021 as it seemed that COVID-19 was starting to come under control as customers and professionals started to come out of lockdown and shielding and were requesting assessments and service work. We were also encouraged that events such as Naidex were finally going to take place. “While Naidex was not as busy as pre-pandemic shows, the people that did attend were very interested in our products and this lead to a successful show. “Unfortunately, we were then all hit with the new variant Omicron that saw a fall in enquiries due to clients going back into shielding. “With a lot of thinking outside the box we learned and adapted our assessments and service work so clients felt comfortable in the knowledge that they would be safe with all our staff wearing PPE, and using antibacterial sprays and social distancing measures around clients. “All in all we had a successful 2021 and now continue to offer all our services with the same level of PPE and caution in 2022. “So far, the levels of enquiries have started well in 2022, and we feel we can move forward and grow as a business over the coming 12 months. “We will continue to be innovative and come up with new ideas to reassure our clients and professionals that we offer a safe and professional service.
I think one of the key learnings we at Sandpiper have taken from the last two years of trading is something we always believed and it has been proven correct – don’t be afraid to change and adapt your business to keep it healthy in future. “The main focus for Sandpiper since early 2020 and the onset of the COVID-19 pandemic has been how we can adapt to help support our wholesale, mobility retailers to sustain sufficient sales levels. “One of the key services we have continued to develop through 2021 to help retailers overcome restrictions has been our dropship service. This allows more of their sales to be carried out online, helping them to overcome reductions in sales caused by reduced footfall to their physical stores. “Drop ship orders are despatched from our warehouse here at Sandpiper direct to the customer, as if from the mobility retailer, including full customised shipping and returns paperwork. “The benefits to our mobility retailers are clear. Mobility retailers can offer the full range of Sandpiper products online to their customers, even when their physical stores are closed or customers are not visiting in person. “There is no physical stockholding required and retailers do not need to set up their business up to despatch parcels direct to customers themselves. “At Sandpiper we are always open to doing business in new ways to benefit ourselves and our customers, and in 2022 this will continue to be more important than ever.
General Manager, mo-vis
www.mo-vis.com
Director, Precision Rehab
www.precisionrehab.co.uk
Distribution Director, Sandpiper Shoes
www.sandpipershoes.com
www.thiis.co.uk / 29
SUPPLIER SPOTLIGHT
The Invader mobility scooter offers plenty of off-road thrills
Scooterpac: Taking the rough with the smooth Last year was a busy one for Suffolkbased Scooterpac, when it began developing a number of projects as part of a boosted level of investment. The first of these was the release of the Invader – an advanced offroad mobility scooter capable of travelling on gravel, dirt tracks, sand and snow. Next to come was the Ignite – an 8mph mobility scooter featuring a heated seat as standard, 1400-watt motor and a range of up to 40 miles. Most recently, the manufacturer
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introduced a ‘dealer portal’ to enable its dealers to access a series of troubleshooting videos and information about Scooterpac products. THIIS spoke to Scooterpac’s Managing Director, Dane Lawrence, to find out more... WHAT HAS BEEN THE PAST YEAR BEEN LIKE FOR SCOOTERPAC? “2021 was a transformational year for Scooterpac. With the launch of the Ignite and Invader we have filled the gap in the mobility market; a
Founded in 2014 on a mission to “enhance the lives of the less able through innovation by inventing and building cutting-edge mobility products,” Scooterpac has been thriving ever since. THIIS meets Dane Lawrence, Managing Director at Scooterpac, to find out more about its latest innovations and to reflect on the past year…
powerful long-range road scooter coupled with a stand-out powerhouse product, ready to take on any surface! “Countless cabin car production improvements have been made to strengthen consistency and quality, as well as the introduction of the incredibly popular, electric windows. “Whilst the year was an immense challenge, we doubled our product line-up and were able to support our customers by delivering products when other suppliers struggled to fulfil orders.”
SUPPLIER SPOTLIGHT
Attention to detail is paramount in the manufacturing process
HOW DID IT HELP MEETING PEOPLE AT EVENTS SUCH AS NAIDEX AND BHTS? “Being able to engage with the industry and our customers was exactly what the whole sector needed. “For Scooterpac, both Naidex and BHTS (British Healthcare Trades Show) were the perfect platforms to both reconnect with retailers, and most of all, launch our new products. “You really cannot replace experiencing products in the flesh, as I am sure those who sat on the Ignite featuring the heated seat would agree! “Thanks to the platform provided by the BHTS to launch the Invader, we were able to gather invaluable dealer feedback. “We offer a countless number of adaptations to suit individual needs such as thumb throttles, foot plates, foot brakes and flashing beacons. “If a customer is looking for that off-road experience and has a specific mobility requirement, it’s very likely we can help.”
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WHAT KIND OF FEEDBACK HAVE YOU HAD ON SCOOTERPAC’S LATEST PRODUCT OFFERINGS? “The responses to both the Ignite and Invader have been fantastic. Both offer an incredibly unique and standout vibe in our customers’ showrooms. “With demonstration models on show, the standout comment from retailers is how they are huge conversation starters, peaking customer interest and aiding footfall. “Increasing our product range has enabled us to build relationships with new retailers and strengthen those with ongoing partnerships. “Also, whilst other suppliers struggled with stock, the key to success for these launches was that we obtained secure stock levels, with immediate delivery available.” WHICH PRODUCT DO YOU REGARD AS YOUR BESTSELLER AT THE MOMENT? “The Ignite – by miles! Built with
powerful components and a large battery setup, enabling a product segment beating range, it has taken the market by storm. Whilst initially viewed as a gimmick by some, the heated seat has been a real eye catcher – adding value above and beyond the competition.” HOW ARE SCOOTERPAC PRODUCTS DISTRIBUTED IN THE UK? “Our products are distributed through two main avenues. Traditionally
“We doubled our product line-up and were able to support our customers by delivering products when other suppliers struggled to fulfil orders”
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SUPPLIER SPOTLIGHT
“We take pride in offering the very best customer care and most of all, easyto-access technical support – either via phone or online”
Metal fabrication of a chassis
we ship directly to our dealers’ showrooms. “An increasingly popular service we offer is using our own product specialists as a direct-to-consumer delivery model. “When considering the cabin car, an increasing number of our customers are selecting this option as it offers convenience and flexibility. “Delivery experiences are undertaken as joint handovers or can directly be handled by our team. “We are of course happy to work with our customers in whichever way best suits their business model.”
General assembly
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ARE YOU LOOKING TO EXPAND YOUR DEALER NETWORK? “We are always looking for new partners wherever they may be located. Heavily cabin car- and canopy-focused, our expanding range is now providing solutions for alternative audiences. There is no better time to start talking to us about how we can support your product offering. “We are so much more than a mobility scooter supplier – to all our customers, we are a partner. We take pride in offering the very best customer care and most of all, easy-
Front windscreen fitting and sealing
to-access technical support either via phone or online. “With our in-house and proactive marketing team, we create engaging and tailored support materials to suit the individual needs of our customers. “In the field we continue to support with product demonstrations as well as offer a programme of engineerlevel technical training.” DO YOU THINK MORE TRAINING SHOULD BE GIVEN TO RETAILERS ABOUT THE USE OF SCOOTERS? “We believe Driving Mobility is a fantastic scheme, which supports and provides valuable training to mobility retailers across the country. “We trust our dealers to offer the highest standards and most appropriate training to their customers. “Working in tandem with the comprehensive product and technical training Scooterpac provide, we ultimately believe it is down to each
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SUPPLIER SPOTLIGHT to a minimum. Throughout this year we are determined to continue our mission in avoiding ‘me-too’ products and investing our energy in delivering exciting and unique solutions. “We have a fantastic growing team here at Scooterpac, and, with this, we are now in an even stronger position to increase the level of support we provide to our customers.”
Cabin Cars on the Quality Control line
retailer to decide what is best suited to their customer model.” CAN YOU SUMMARISE HOW THE DEALER PORTAL WORKS? “The response has been incredibly positive, from those working in sales and customer service, all the way through to the engineers, working in the field. They love the fact they can access all information (technical, marketing and sales related) at the touch of a [few] buttons. “To build on this success, in the second quarter, we will be launching the ability for our customers to place parts orders within the portal. Everything we do at Scooterpac is all about providing the very best experience. This enables our dealers to spend their time focused on their own customers.” WHAT DO YOU SEE AS THE MAIN CHALLENGES FOR SCOOTERPAC? “From my perspective, the last two
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years have been the most challenging period in business. “In 2020, when the COVID pandemic changed our lives overnight, we pivoted the business to supply PPE equipment to a wide variety of sectors including the healthcare industry. “After assisting our dealer network with these vital supplies, and as we moved back to our core product offering in 2021, we realised many of these relationships had been strengthened. “I am proud to say the team has strengthened our supply chain by increasing our stock holding for core products and parts. Throughout most of 2021, this dramatically reduced backorders to virtually nothing. “And to ensure 2022 runs as smoothly as possible, we are continually sourcing components from alternative suppliers, both to ensure expediated shipping times and to help keep any increasing costs
WHAT’S NEXT FOR SCOOTERPAC OVER THE NEXT 12 MONTHS? “We have some very exciting plans for 2022. Our biggest focus is recruitment and organically growing the team in the best way possible. We are particularly interested in talking to people with experience in business development and operations. “For us to best showcase our expanding product range, our marketing team has begun work on a brand-new consumer focused website. “We are also investing in an improved Dealer Portal, which will enable our customers to purchase parts and track orders. ”Product development is in full swing as we look to further increase the range of products which add value to the sector – more on this later in the year. “We are also excited to confirm that we will be showcasing all our products at this year’s Naidex and Rehacare.” www.scooterpac.com
The Ignite 8mph mobility scooter puts its drivers in the hot seat
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LET’S GET IT CLEAR
Dynamic seating – what does it involve? Wheelchairs are subject to sources of a varying range of dynamic forces on their components. Many of these can lead to ‘failure’ or damage to these components. These forces may arise from day-to-day use, as the wheelchair passes over obstacles and irregularities in the terrain on which they are used. Alongside this, many wheelchair users are constantly moving in their seats, often involuntarily – for example, due to the nature of their disorder generating athetoid movements – and often to relieve discomfort or pain. Other users make use of movement to increase their functionality, but these also provide additional structural stresses on wheelchair components. So what can we do to absorb the energy from these movements to protect the wheelchair, while providing, or providing for, dynamic movements which increase the occupant’s health and functionality? MECHANICAL COMPENSATION There are various components that come under stress during everyday use of a wheelchair. These include the belts and harnesses which help position the occupant in the chair. The strength of these items performing under one-off forces, and under repeated forces, are tested for within the tests in ISO 16840-31. It is therefore imperative for the safety of the occupant that only belts and harnesses which pass the ISO 16840-3 tests are used on a chair. Other components at risk are the
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Figure 1. Frog Leg caster suspension system
more rigid items on a chair, such as back supports, foot supports and head rests etc, which are affected by the movements of the occupant within the wheelchair, and from the forces involved with running over rough terrain. The mechanical components most at risk of failure on a wheelchair are the casters. Mhatre et al2 have published a report that showed that 40 per cent of casters failed within a year, and that none in their study lasted more than 2.5 years. They also showed that, where there was planned preventative maintenance and replacement, the incidence of failure dropped significantly. There is a new standard3 that is being published very shortly that prescribes tests for the durability of casters, the passing of which should give greater assurance to prescribers and users of wheelchairs. What can be done to absorb
Dynamic seating is a term which covers a range of seating applications. Some of these relate to engineering applications to protect the equipment, whereas others have clinical implications. On the clinical side, some applications are passive, and often these are there to ‘protect’ the client, whereas others are active and provide improved functionality for the user. This article highlights why one or more dynamic aspects should be included in the assessment and prescription of a seating system.
these forces and reduce damage to components? Frog Legs Inc4 in the US have developed a suspension system for front casters which absorb the energy encountered by the casters. These also reduce the vibration through the chair, which is a major factor leading to fatigue of the occupant. Eighty per cent of the vibration experienced by the user comes from the casters, and Frog Legs reduce this by 76 per cent – both the chair and the occupant benefit. For other components of the chair, various manufacturers have come up with a variety of spring-loaded mechanisms which absorb the energy from extension spasms and other higher forces on the components. PASSIVE DYNAMIC ASSISTANCE A dynamic component can also be of positive assistance to the wheelchair occupant. The spring loaded devices, as described above, can be used to absorb energies, but on the other hand the springs can work to assist the occupant to readjust
Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.
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LET’S GET IT CLEAR their position. Such devices can also improve proprioceptive input from the receptors located in our joints, as well as provide physiotherapeutic benefits from muscles working against the spring forces. Likewise, a dynamic anterior shoulder harness allows the occupant to move forward (thereby increasing their functionality), but the elasticity helps bring the individual back to their original position, especially when getting fatigued. Note, however, that some chest harnesses, known as butterfly harnesses, have been known to ride up as they are stretched and relaxed, and there are records of people who have choked to death as a result. This can be prevented by directing the stretch locally around the shoulders, and not through the whole harness. In addition, it is critical that a pelvic positioning belt is in place and adjusted appropriately, as well.
Figure 2. Dynamic anterior chest harness with targeted elasticity
ACTIVE DYNAMIC ASSISTANCE A further application under the purlieu of dynamic seating is where sensors in the seating system detect changes over time, and trigger a change in the seating system to accommodate the change. One such case might be where prolonged pressure under the bony parts of the pelvis could be giving a risk of tissue damage in the buttocks. Another relevant instance is where a person with muscle weakness is
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Figure 3. The AERGO PS dynamic seating system
starting to slump as a result of fatigue. An example of equipment that can compensate for this is the Aergo seating system5, where inflatable thoracic lateral, lumbar, and seat cushion pads adjust to adapt the client’s posture to accommodate the changes. SENSORY INPUT Dynamic aspects of a seating system increase sensory input, and this can be applied clinically to increase alertness, decrease agitation, decrease fatigue, and enhance vestibular input, inter alia. Movement stimulates the vestibular apparatus in the middle ear, which can be either calming or arousing depending on the client. Studies have shown that dynamic seating systems in the classroom lead to improved attention. Some dementia clients become less agitated with an applied rocking movement, while sub-aroused clients became more alert after rocking, and benefitted from associated reduced depression and anxiety. To take advantage of the individual’s needs or benefits from this vestibular stimulation, consider what might be added to the seating system that will provide the stimulation.
Some people achieve this by tipping their chairs back (leading to the admonition “don’t tip your chair”), and others by rocking motions. Research has shown that purely horizontal lateral movement can be more effective than a swinging movement which includes a vertical element! The important thing is that the energies are transmitted to the person and not the rest of the chair. FURTHER READING In this article I have skimmed over the subject(s) of dynamic seating, and there are many aspects of relevance and importance to any, and all, wheelchair users. For further in-depth information, the relatively recent RESNA position paper on aspects of dynamic seating6 is free to download and is a very valuable read. 1. BS ISO 16840-3 Wheelchair seating – Part 3: Determination of static, impact and repetitive load strengths for postural support devices. 2. Mhatre, A et al Community-based wheelchair caster failures call for improvements in quality and increased frequency of preventative maintenance Spinal Cord 2021 3. ISO FDIS 7176-32 Wheelchairs — Part 32: Standard practice for wheelchair castor durability testing 4. froglegsinc.com 5. www.aergohealth.com 6. Lange, ML et al RESNA position on the application of dynamic seating 2020
‘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
INTRODUCING THE WINNCARE BARIATRIC RANGE - combining great design with innovative functionality Winncare is delighted to present the XXL X’PRESS bariatric bed. Ideal for home care, the bed supports 270KG and comes with an integrated transport kit. Winncare’s bariatric range also includes; • XXL Divisys Bed • Mangar Camel Lifting Cushion • Mangar ELK Lifting Cushion • Luna Ceiling Hoist
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www.thiis.co.uk / 41
OPINION
Opinion: Get smart! A global boom in healthcare innovation is coming but we need to ask whether our health tech industry is ready for it, writes Graham Ewart Last month’s court verdict for Theranos Founder Elizabeth Holmes was a difficult, industry-spanning embarrassment for the health tech sector. Having watched HBO’s 2019 documentary on the saga (The Inventor: Out for Blood in Silicon Valley), I had followed the case closely and to this day find it hard to believe such unqualified, unproven claims could have merited the level of investment Holmes was able to achieve in the company’s short lifespan. As reported in The Guardian, Holmes had founded Theronos after dropping out of Stanford at 19 years old, promising a revolutionary technology that could run hundreds of health tests on just a drop of blood. Initially hailed as a visionary, Holmes attracted big-name investors including the former secretaries of state George Shultz and Henry Kissinger, and at its height, Theranos was valued at
more than US$9 billion, until a Wall Street Journal investigation in 2015 revealed that its in-house tests had massive inaccuracies, and that the company was performing other tests using traditional blood drawing methodology and outside labs. Holmes was found guilty on four of 11 charges of fraud, including conspiracy to defraud investors. At the time of writing, sentencing for Holmes has yet to take place. IMPORTANCE OF EU MDR It’s difficult to understand what Holmes could have said and done to attract the huge swathes of investment on such a questionable product. I believe, however, the lack of due diligence could somewhat be explained by our human instincts and innate desires to improve global health outcomes, and from an investor’s perspective, a natural aspiration to be a part of any groundbreaking, emerging innovation which seeks to do this, even if the inner
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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workings of a product are kept at arm’s length. Additionally, the saga proves how imperative the introduction of the EU MDR regulations are for the healthcare sector. While the directive has led to huge administrative pressures and inevitable delays in product launches, ensuring that European-based medical device manufacturers cannot make baseless claims is an absolute necessity, and demonstrates the importance of independent clinical evidence (our own Mercury Advance product, for example, has over 25 pieces of published clinical evidence). It’s only in the past few decades that our ideas of innovation in healthcare
Graham Ewart is CEO of Direct Healthcare Group (DHG), a Caerphillybased developer and manufacturer of pressure care products. www.directhealth caregroup.com
have significantly changed to incorporate technological devices, AI, VR and robotics. Previously, our ideas of developments would have been drug related, such as medicinal treatment for previously untreatable conditions. And while both avenues continue to progress at astounding rates, we must not let setbacks or fraudulent innovations, such as Theranos, affect our ability, and our customer’s ability, to see the benefits of investing in progression. OPENING DOORS Only a couple of weeks after Holmes’ verdict, news came out of the University of Maryland about the
world’s first successful pig-to-human heart transplant. Much like the furore around Dolly the Sheep in the 90’s, there have been some ethical and moral questions, however the opportunities this treatment creates (should it be successful in the medium to long term) are endless. I have no doubt it will be decades before we see a scale up of such experiments, but the doors this opens are increased. We’re also seeing significant advances across general healthcare diagnoses (such as virtual consultations as I’ve previously discussed), at-home diagnosis products (propelled by the public’s ease in adopting at-home testing for COVID) and remote products relying on digitalisation. Our own remote monitoring surface system, the Dyna-Form SMARTresponse, does just this. Designed to provide digital smarttechnology care for pressure ulcer prevention and a first of its kind in the UK, the product integrates remote digital technology with an existing award-winning hybrid support surface to continuously monitor patients and automatically or remotely intervene when increased risk is sensed due to a period of nonmovement being detected. Its remote access capabilities allows for patient monitoring even when clinicians cannot be physically present, via the product’s uniquely designed smartphone app, enabling them to remotely alter pressure distribution at the earliest intervention and alerting them to possible patient issues. The SMARTresponse has already been placed into 12 trial facilities across the UK to aid patients with effective pressure relief and we look
“Ensuring that European-based medical device manufacturers cannot make baseless claims is an absolute necessity, and demonstrates the importance of independent clinical evidence” forward to rolling this out further in 2022. Other manufacturers moving into the digitalisation field also include Teva, an Israeli drug company tthat dates back to 1901, which has developed a digitally enabled inhaler equipped with app-connected sensors that tell users if they are employing it properly. These global moves to bring healthcare into the 21st century are much welcomed, and I predict that as we begin to move into endemic status, we will see a boom in healthcare innovation. I have no doubt that disruptors will seek to counter the mistakes made across the world surrounding COVID, both in terms of faster diagnoses, treatment and the ability to predict transmissions. This, along with a natural progression in technology and digitalisation will create products we could only have dreamed of a decade ago. Although the past 24 months have been devastatingly tough for all involved in our health sector, I’m extremely excited for the future of our industry.
Call to find out more
01787 888 106 Attaches in seconds
or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THS20
www.thiis.co.uk / 43
RETAILERS’ BUYING GUIDE
Buyers’ guide to walking aids
Each month, discover key products from a different segment of the mobility market to consider offering to customers
Olympos allterrain rollator by Topro Mobility
Space LX rollator by Rehasense The Space LX rollator combines smooth lines and high-strength alloy materials yet weighs only 5.8kg, ensuring it is very easy to walk with, lift and turn when using indoors and outside. To ensure the user maintains a good posture, height-adjustable and ergonomic handles with indexed settings provide excellent user comfort while increased safety comes from the maintenance-free hand brake and parking brake system. For transporting by care or public transport and storing when not in use, the Space LX can be easily folded and kept in position thanks to the
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A-lock system, which also acts as an ergonomic carrying handle. Available in medium and large with seat heights of 55cm and 62cm respectively and with a maximum user weight of 150kg, the Space LX comes in a choice grey, gold and blue metallic finishes. Additional standard features include a backrest and crutch holder, while for trips to the shops, there is an integrated removeable basket (5kg capacity). For increased peace of mind, the Space LX comes with a seven-year warranty. www.rehasense.co.uk
The Topro Olympos all-terrain rollator (ATR) is ideal for users who like to be outdoors but find rough terrain and curbs a challenge. Equipped with ErgoGrip, for safe and easy handling, the rollator comes in a choice of attractive colours. With large front wheels, the Olympos ATR provides reliable and comfortable support on uneven roads and cobblestones as well as on sand or gravel. Intended for daily use, the rollator is ideal for visits to garden centres, the high street or any ‘days out’ as it is easy to fold up and transport by car, bus or train. www.topromobility.co.uk
Don’t miss the upcoming BHTA presents... webinar this February “Business sale bootcamp: What to do if you’re approached by a buyer” – in partnership with BCMS In this free webinar, experts from specialist corporate finance advisor BCMS will provide you with an overview of M&A activity in the healthcare trades industry, along with actionable advice on what to do if your business is on a buyer’s radar.
22nd February 2022 11am – 12pm Presenters: BCMS’ Mark Bently and Jonathan Dunn
SPECIAL GUEST... Kenneth Munro, formerly of W Munro (Rehab)
Register for free at www.bhta.com STRIDENT BATTERIES THIIS ADVERT DEC 2021_Layout 1 07/12/2021 10:42 Page 1
MOTIVATION THROUGH INNOVATION
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Strident - a name you can trust for high performance batteries With over 20 years experience, Strident are perfectly placed to offer the widest range of high quality battery products to the mobility and medical industries. Careful selection of only the highest quality raw materials, consistent quality control throughout the entire production process and painstaking attention to every detail gives the Strident range its unique properties that can be trusted and relied upon in many vital mobility and medical applications.
To find out more about the Strident range of Mobility and Medical focused power products please contact our salesteam now. Strident Innovations
Head office address: 50 Turbine Way, Ecotech Business & Innovation Park, Swaffham, PE37 7XD T: +44 (0)1362 300102 | F: +44 (0)1362 300103 | sales@strident.uk.com
www.stridentbatteries.com
RETAILERS’ BUYING GUIDE
Server W walker by Rehasense The Server W Forearm Walker is a THIIS Magazine Retailers’ Choice award winner and features forearm supports with height adjustment (75cm to 115cm) and depth adjustment (13cm range) to ensure maximum comfort for the user. The supports feature an integrated hand brake and a parking brake lever. Weighing just 9.5kg with a maximum user weight of 150kg, the Server W is one of the lightest forearm walkers available, according to Rehasense, and it has been designed to be used indoors and outside. The Server W can be easily folded to fit into a car for transportation and this folding design also ensures the user walks with a better posture compared to other front-folding models. An easy-to-remove bag, which clips on, along with a practical small net bag enables the user to carry important items such as a phone, drink or wallet. Optional accessories available include a crutch holder and comfort wheels. Suitable for use indoors and outside, the Server W is available in red or grey with dimensions of 62x68x102-107 and offers a superb solution for people requiring additional support when walking. www.rehasense.co.uk
Shock-absorber derby and orthopaedic canes by Classic Canes Many people suffer from wrist, elbow and shoulder complaints, and these can be aggravated by the repeated contact of a walking stick with the ground when it is in use. These shock-absorber canes, in ladies’, gentlemen’s and unisex left- and righthanded models help to reduce the jarring with a spring that compresses when the stick is utilised. As the spring is externally visible rather than concealed within the stick, the cane’s purpose is immediately apparent, making it an easy sale to would-be beneficiaries. www.classiccanes.co.uk
Slip-resistant socks by Cosyfeet These gripped socks are ideal for customers who find wearing slippers impractical. With a slipresistant tread and a soft terrycloth lining they are perfect for keeping feet warm and cosy. There’s nothing to rub or irritate sensitive toes thanks to the smooth join, and the loose top is designed to hold them in place without digging in. Available in berry, navy and charcoal colour options, the fabric content is 91 per cent cotton, seven per cent nylon and two per cent elastane. www.cosyfeet.com
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CUSTOM
TOPRO Troja 5G 8 individual colours and a wide range of accessories to match your style
ALL-TERRAIN
TOPRO Olympos ATR A premium rollator designed for outdoor use
VALUE
TOPRO Troja Original
LIGHTWEIGHT
TOPRO quality, at a more affordable price, light and safe
TOPRO Pegasus
Lightweight carbon fibre in a durable and stunning design
Stability, comfort and manoeuverability set TOPRO part. With our wide range of rollators, accessories and colours, you will find the best TOPRO rollator to keep on moving.
0115 546 5406
www.topromobility.co.uk
info@topro.co.uk
RETAILERS’ BUYING GUIDE
EZ Fold and Go rollator by Able2 With a small folded footprint, this rollator is perfect for taking out on trips. The lightweight frame and small wheels make it easy to carry and manoeuvrable. Lockable brakes and an improved seat mean that a quick rest when out and about is convenient and comfortable. www.able2.uk
UPwalker Lite by Sandpiper Shoes The UPWalker range of upright walkers are now available in the UK with recent TV advertising helping to generate customer interest. UPWalker’s upright technology works by offloading partial body weight from the lower extremities. Its research has found that it helps to improve gait efficiency, lowers physical exertion, helps to promote an upright
body posture and reduces pain. The UPWalker Lite is the smallest and lightest walker in the range. At 7kg it is lightweight, foldable and suitable for users with a height between 4’7”-5’10”. The maximum user weight is 136kg. An additional feature is its seat and locking brake. www.sandpipershoes.com
Suspension Rollator by Drive DeVilbiss Developed with comfort in mind, this rollator combines modern design with a sophisticated shock-absorbing suspension system. The lightweight aluminium rollator helps provide a smoother journey over uneven or rough terrains by reducing vibrations transmitted through the rollators frame when in use. It also includes a handy seat, allowing the user to rest when needed, and a soft flexible backrest to provide additional comfort and support whilst seated. The 8.9kg rollator features loop lock cable brakes, a removable zipped bag and a cane holder as standard. It is side folding for compact storage and transportation and has a heightadjustable handle. www.drivedevilbiss.co.uk
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One second double folding
Oxidation finish to achieve metallic look
Aluminium frame weigh 6.5kg
All-inclusive accessories in the package: shopping bag, backrest, cane holder, travel bag
enquiry@uplivin.com
uplivin.com
RETAILERS’ BUYING GUIDE
Troja Walker2 and Taurus walkers by Topro Mobility
Open-flat slippers by Sandpiper Shoes These extra-wide slippers are designed to be opened out completely flat and ‘rolled up’ around even the most swollen or bandaged feet. Perfect for those customers suffering from extreme oedema or bandaged feet, the specialist design without internal seams in the toe box make them excellent for diabetics, with a reduced risk of irritating sensitive feet or toes. Opening completely flat, the
slippers feature a two-in-one fitting system with a removable insole to adjust the width fitting as required. The slippers are machine washable at low temperatures, helping to keep them fresh. They are available for ladies (Wendy, pictured above) and gentlemen (Walter). Available in sizes: 3-9 (Wendy) and 6-13 (Walter). www.sandpipershoes.com
Topro walkers offer optimal support for users with restricted mobility and are ideal for use in both a domestic and care environment. Designed for daily use and walking exercise, these walkers are height adjustable and built to a high specification. There are a number of walkers in the Topro range, all designed for safety and ease of use. They offer vital mobility and, under clinical guidance, can help to provide therapeutic benefits. All Topro walkers can be personally adjusted to an individual user thanks to either hydraulic or, with certain models, electric height adjustment. www.topromobility.co.uk
British Creatures folding canes by Classic Canes This range of height-adjustable folding canes is based on original artwork created by Classic Canes’ managing director, Charlotte Gillan. Exclusive to the Somerset-based family business, the canes feature motifs such as bees, ladybirds, songbirds, owls and native horse and pony breeds. Designed for the stick user who likes to treat their walking cane as a style statement, they are also valuable conversationstarters and make excellent presents, being both pretty and practical. www.classiccanes.co.uk
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pounds) but safe upright posture walk tight spaces.
• Enables users to stand upright and loo support, greater dignity and confidenc • Increases freedom and independence active. Mobility is medicine!
• Easy to lift, foldable and transportable.
THE solution to poor posture and • Sit to Stand handles easepain going from s from walkers• and rollators... Includes beverage holder, seat backrest a
Lab stud Life tech out and
• Offl fro • Im • Low • Up Research study conducted at Max Nader Research study revealed UPWalker upright Lab for Rehabilitation Technologies and Outcomes Research, Shirley Ryanwalkers: AbilityLab • Re technology outperforms rollators and / Rehabilitation Institute of Chicago.
•
Offloads partial body weight from Safe patented design. For detailed patent information go to www.lifewal the lower extremities
•
Improved gait efficiency
•
Lower physical exertion
•
Upright body posture
•
Reduced pain
UPWalker®, LifeWalker® and Protostar® are registered trademark dba LifeWalker Mobility Products
UPWalker Range: •
Suitable for user heights 4’7”-5’10”
•
User weight up to 21.5st (136kg)
UPWALKER RANGE NOW AVAILABLE VIA SANDPIPER For further information about the UPWalker range or for wholesale enquiries about UPWalker, CALL US NOW
01295 277377 sales@sandpipershoes.co.uk UPWALKER IS DISTRIBUTED IN THE UK BY OAKLEY HEALTHCARE. SANDPIPER SHOES IS A BRAND OF OAKLEY HEALTHCARE. Oakley House, Monkspond Street, Northampton, NN1 2LF.
RETAILERS’ BUYING GUIDE
Extra-wide slippers by Sandpiper Shoes These extra-wide slippers from Sandpiper offer comfort, style and fit. The classic design features a single-touch fastening strap and deep seam-free toe area, which makes them ideal for those with sensitive feet or troublesome toes. Featuring a two-in-one fitting system, the slippers come with a removable insole to adjust the width fitting, as required. They are machine washable at low temperatures, helping to keep them fresh. Available as Sophie for ladies and/or Steve for gentlemen, new colour options have recently refreshed the range with Sophie Grey Heart (pictured below) available for Spring 2022. They are diabetic friendly and come in sizes: 3-9 (Sophie) or 6-13 (Steve). www.sandpipershoes.com
Featherlite Walker with Seat by Drive DeVilbiss With a lightweight aluminium frame weighing 4.5kg, this wheeled walker is a great indoor walking aid for those who are a little unsteady on their feet. The walker includes a handy flip-down seat which enables users to rest when needed. The Featherlite Walker also features height-adjustable handles for user comfort and folds to a compact size for storage and transportation. It has a super lightweight aluminium frame, weighing only 4.5kg and a handy flip down seat. Featuring a stylish slimline design, it is narrow folding for compact storage. The handle is height adjustable from 81-94cm. Two front wheels help to aid manoeuvrability. The maximum user weight is 120kg. www.drivedevilbiss.co.uk
Holly and Reggie slippers by Cosyfeet Cosyfeet’s bestselling Holly and Reggie slippers are perfect for the mobility shop setting. Designed for extra-wide or swollen feet, they are easily adjusted so that they can fit a range of foot shapes and swelling. With soles suitable for both indoor and outdoor wear, they are seam-free, machine washable and available in a range of colours. There is an option of matching extension straps for additional fitting versatility. According to Cosyfeet, these are ideal for retailers wanting to offer a limited range of footwear on their shelves. www.cosyfeet.com
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For more information visit cosyfeet.com/sellcosyfeet or call Katie House on 01458 449060 STRIDENT TYRES THIIS ADVERT DEC 2021_Layout 1 07/12/2021 10:40 Page 1
MOTIVATION THROUGH INNOVATION
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Strident - a name you can rely on for tyres and tubes With over 20 years experience in the mobility tyre industry, Strident are perfectly placed to offer the widest range of high quality mobility tyres. Our range of solid tyres, air filled tyres and inner tubes are designed to offer excellent levels of grip, longevity and reliability. This comprehensive range is suitable for a wide range of mobility scooters and equipment.
To find out more about the Strident range of Mobility Tyre products please contact our salesteam now. Strident Innovations
Head office address: 50 Turbine Way, Ecotech Business & Innovation Park, Swaffham, PE37 7XD T: +44 (0)1362 300102 | F: +44 (0)1362 300103 | sales@strident.uk.com
www.stridenttyres.com
RETAILERS’ BUYING GUIDE
Soft Grip Walking Stick by Drive DeVilbiss The Soft Grip Walking Stick is designed for users who prefer a softer and more tactile handle on their walking aid. It is height adjustable for user comfort and available in a range of colours. The stick folds into four convenient parts for easy storage and has a handle that height adjusts in 2.5cm increments from 84-94cm. Boasting soft grip for additional comfort, its hard-wearing, non-slip ferrule provides stability on various surfaces. The maximum weight capacity for the stick is 135kg, and it is available in blue, red or black. Replacement ferrules are also available.
5G rollator by Topro Mobility
www.drivedevilbiss.co.uk
The Topro 5G rollator has a modern, slim design that offers safety, comfort and durability. With an on-trend matt paint coating, a wide range of colour options and accessories, the rollator helps users keep on moving. With a redesigned frame, the rollator has a slender and light appearance while its slim-design wheels offer stability and a shock-absorbing function. Its user-friendly method for setting the height of the handles uses a numeric scale while the unique memory function retains the pre-set handle height for easy re-use. The laterally folding system enables the rollator to stay firmly on its wheels and take up less storage space. Easy handling and manoeuvrability combined with shockabsorbing tyres provides a comfortable ride and smooth suspension. www.topromobility.co.uk
Seasonal additions by Cosyfeet In addition to the trusted favourites, the new spring/summer seasonal range from Cosyfeet has something for all occasions. With pretty floral patterns, animal prints and a range of eye-catching new colours there is plenty of choice for the season ahead. New styles include Callie – an adjustable sandal, Maggie May – wedge soled court shoes and Vamos, which are designed for sport activities. The single extra roomy fitting makes Cosyfeet footwear a straightforward addition to the mobility retail setting. www.cosyfeet.com
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Friendly Caring Technologies
For the past 38 years I have invented products that make a big difference to people’s lives.
Celebrating 40 years in business 1982 – 2022
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Medpage Limited t/a Easylink UK Call us 01536 264869 3 Melbourne House, Corby Gate Business Park, Corby. NN17 5JG
Over 700 models available from stock. Please contact us for our trade catalogue: Tel 01460 75686 www.classiccanes.co.uk
ADVERTORIAL FEATURE
mo-vis looking to extend UK dealer network mo-vis manufactures a wide range of control interfaces which can be used with most powerchairs. The company is a leading manufacturer of specialist proportional (or analogue) control systems, all of which have been carefully designed to enable people
with varying levels of mobility and dexterity to control their powerchair independently and with ease. This means that the user is in control and can independently adjust the speed and direction of their powerchair as and when required without help. The most common proportional control system available from mo-vis is the ‘all-round joystick’, which is a traditional hand joystick. The ‘all-round joystick is a compact version of the standard powerchair joystick and can be placed virtually anywhere, as long as the user has access to the control with ideally four directions of movement. If this is not the case, mo-vis offers alternative solutions. For example, the hand joystick can be adjusted with a ball and satellite twisters
for chin control and there are also more sensitive and durable versions available, requiring between just 8.5 to 650 gr of force. mo-vis products are available through a global dealer network but it is always looking to establish new partnerships. For more information on the full range of joystick controls available or to discuss dealer opportunities email: contact@mo-vis.com, call +32 9 335 28 60 or visit www.mo-vis.com
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RETAILERS’ BUYING GUIDE
Petite walking sticks and folding canes by Classic Canes
Trive rollator by Uplivin The Trive mobility rollator comes in a resilient, high-grade aluminium frame and a double-folding mechanism (patent pending) that makes it very portable. Available in green or metallic grey, the Trive offers an easy push-and-go (to unfold), pull-and-pack (to fold) mechanism. Whether the user is getting into or out of a car or train, it is purpose designed to fold and unfold with minimum effort. The designer has applied an oxidation finish (as seen on a MacBook or iPhone), which Uplivin states makes it one-of-a-kind in the industry. At 6.5kg, the Trive boasts a light but strong aluminium frame. All of its accessories come in the default package: shopping bag, seat
back belt, travel bag and cane holder, making it easier for both dealers and end-consumers. Silicon rubber handles on the rollator are soft, non-slippery, easy to grasp and do not feel cold to the touch. The silicon makes them nonallergenic, durable and toxin free. The rollator features a PU leather seat, backrest and the shopping bag. This synthetic material, states Uplivin, is lighter, smoother, and easier to clean than genuine leather. In addition, the shopping bag can be used as a satchel, and it can be hung onto the seat opposite the user’s legs, so to avoid bumping while walking. www.uplivin.com
Fold-down rollator from Dash Rehab A THIIS Magazine Retailers’ Choice award winner, this stylish aluminium-frame rollator is easy to fold with no adjustments to fold down for storage or transportation. A backrest and shopping bag comes as standard. Suitable for indoor or outdoor use, it has a height-adjustable ergonomical handle. A lightweight 8.4kg, the rollator can accommodate a user weight of up to 136kg. The rollator comes in red, with a blue option available in May. www.dashrehab.co.uk
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Many older people, particularly slightly built ladies, have small hands that cannot easily grasp the handle of a standard walking stick. Rather like the grip on a tennis racquet, a stick handle has to suit the hand and length of fingers of the user. Classic Canes stocks a wide range of plain and patterned petite-size canes that can be easily managed by those with smaller hands. www.classiccanes.co.uk
Sales Surveyor Northampton £DOE The Company Established over 30 years ago, this leading supplier of Stairlifts and Hoists provide help and support to the elderly and disabled so they can lead a normal mobile life around their homes. The company deals with several housing associations covering Northamptonshire, Oxfordshire, Warwickshire, Buckinghamshire and surrounding areas. The Role We are looking for an experienced Sales Surveyor to join the team in the Northampton area. The successful candidate will be responsible for the overall sales and surveys for Stairlifts, Vertical Home Lifts, Step Lifts, Door Openers and Ceiling Track Hoists within the public and private sectors of the domestic market.
• To develop working relationships with specifiers and health care professionals. • Fully understand your competitors activities and structure. • Have good knowledge of IT and develop skills needed for fieldbased sales tools. • Communicate regularly and accurately reports of activity • Report back directly to sales director. What can you expect in return? • Competitive Salary • Regular Performance Related Pay Reviews • 22 days holiday + Bank Holidays • Company Vehicle • Manufacturer training To apply CV’s to be sent to Martin Murley martin.murley@liftabilityltd.com
Requirements • Sales Surveying Experience within the Mobility Industry • Good Geographical knowledge of the Northamptonshire/ Oxfordshire area • A full UK license • Be able to pass a DBS check
Quantum Technical Support Supervisor/Trainer – Bicester As a world leader in innovative powered wheelchair design and manufacture, a unique opportunity has arisen for someone with Passion, Energy, Drive and Ambition to join our successful Quantum Rehab team. This fantastic opportunity will require determination and focus, in return we offer: • A competitive salary (details of remuneration will be discussed during the interview stage). • Use of a company vehicle for external training events • Plus many other benefits including product and control systems training. The successful candidate would ideally reside close to our head office in Bicester where they will be based. There will be occasional travel throughout the UK continuing to support customers with external training courses. The ideal candidate will be required to demonstrate their involvement in providing technical support and presenting training events, although it’s not essential that previous experience is specific to our industry. Good computer skills and telephone manner are essential. Experience of powerchair control systems and specialist seating is desirable but not essential as full training will be provided. For a full job specification or to send us your CV, please email: kevin@quantumrehab.co.uk The closing date for applications is close of business on January 31st, 2022 (subject to change without notice)
Area Sales Manager – South West
™
The Area Sales Manager is responsible for increasing sales trends and maintaining current relationships with all current and new dealers as well as accountable for any given sales objectives associated within the area. Duties include: • Achieve regional sales operational objectives • Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures, initiating corrective actions. • Establish sales objectives by creating a sales plan and quota doe districts in support of national objectives. • Maintain and expand customer base • Recommend product lines by identifying new product opportunities • Educating dealers in pride Processes & procedures including warranty and service returns. Desirable skills: • Microsoft office (Excel/Word) English, Math’s, and IT • Positive attitude within a team environment as well the ability to work on your own initiative • An understanding of health and safety regulations is an advantage. Hours of work – 37.5 hours a week Monday to Friday 9.00am – 5.30pm. Salary – negotiable and dependent on experience. Whilst the above covers the main tasks and responsibilities of the position, the successful candidate will be expected to be flexible in their approach to assist with additional tasks when required. For the full job description and further information on the role please submit your interest request to Paul Clayton paulc@pride-mobility.co.uk
CALLING TOP SALESPEOPLE… We are looking for the next great addition to our growing team. What Scooterpac offer: A rapidly growing, dynamic team Innovation in products and services The whole northern (UK) territory to develop Awesome OTE potential
What we need from you: Exceptional drive to maximise all sales opportunities Willingness to learn and develop Preparedness to travel the territory Proven skills in account management and in building and maintaining successful long-lasting relationships Apply today with your CV – careers@scooterpac.com
Stiltz Homelifts are recruiting! Behind the on-going success of award-winning Stiltz Homelifts, are an amazing team of people. We are now looking for additional talent to join us to help grow our professional Field Operations teams across the UK. Installation Engineers. All UK locations
As a Stiltz Intstallation Engineer, you will install and commission our homelifts, working in customers’ homes. • You must have a mechanical/electrical background with the ability to carry out basic electrical fault finding if required. We will provide full product training • Experience in a field based role; maintenance or installations ideal • Demonstrate a high standard of workmanship and professionalism • Full UK driving license and DBS check required. You’ll be reliable and resourceful • Qualification in appropriate trade ideal
Multi-Trade Builders/Carpenters. All UK locations
You’ll support the build/installation of our homelifts in customers’ homes. As a Stiltz Multi-Trades Builder/Carpenter you will offer a high quality of workmanship including: • Experience in 1st fix carpentry (floorplan installation; joists and steel work) • Experience in 2nd fix carpentry (fixing architrave and skirting boards, fitting doors) • Proven experience of structural adaptations; joists/beams/columns/plinths/steels • Ability to read and understand architects’ drawings / structural calculations • Ideally NVQ Level 2 in relevant trade • Full UK driving license and DBS check required
Installers’ Assistants. All UK locations
Support our experienced Build/Install teams in the UK. You should have: • Strong practical aptitude • Experience of the building trade and/or allied industries • Ability to prioritise, plan and multi-task • Ideally, previous experience of assisting/labouring with experienced trades • Full UK driving license and DBS check required
Above roles are UK-based and involve travel and occasional overnight stays. If you’re excited by the prospect of working for a highly successful business that puts employees and customers first AND provides excellent staff benefits, get in touch.
OFFICE-BASED ROLES ALSO AVAILABLE! Visit stiltz.co.uk/vacancies/
Our recruitment team are waiting to hear from you! Forward an up-to-date CV to jobs@stiltz.co.uk
THE ERGO LITE 2, PROUD WINNER OF
The Ergo Lite 2 transit weighs just 8.5kg complete and the self-propel breaks down to 6kg making them among the very lightest wheelchairs available on the market.
Karma mobility ltd Unit 6 target ParK, redditch Worcestershire b98 8yn T: 0845 630 3436 E: info@karmamobiliTy.co.uk www.karmamobiliTy.co.uk
Ergo Lite 2 Self Propel Wheelchair
Ergo Lite 2 Transit Wheelchair
Scoozy More than just a journey. Scoozy is a unique, modern take on the mobility scooter and powered wheelchair combined. Using innovative technology to produce a flexible and comfortable personal electric vehicle that can tackle a variety of terrains both on and off road. Go beyond simply being mobile with features such as the latest lithiumion batteries capable of a range up to 50km. Driving comfort comes from advanced suspension and the fully supportive seat with armrests that open to provide full weight support during entry and exit.
tgamobility.co.uk | trade.sales@tgamobility.co.uk | 01787 888 106
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