THIIS May 2023

Also inside...

Silvalea lifts the lid on 30 years of innovation

Accessible curtain track systems explained Top mobility accessories and power add-ons

Stepping up in retail

Northern Ireland's largest stairlift and mobility showroom opens its doors

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From the editor Welcome!

It’s always great to come across mobility showrooms exploring modern and innovative ways to entice customers into store.

Take Lifestyle & Mobility’s spacious new flagship store in Basildon, for instance (p4). Going by the name ‘Lifestyle’ its launch event featured a Paralympian cutting the ribbon and a live swing band (not to mention food, drinks and discounts galore) while customers tested out equipment and furniture in stylish lounge-style set-ups, alongside electric bikes, funky paddleboards and mattresses made with recycled ocean plastics!

Another store pushing the envelope is Stairlift Solutions N.I. (p20). It’s still going strong after 23 years while definitely ‘scaling new heights’ with its spacious showroom. The largest of its kind in Northern Ireland the new site showcases large pieces of equipment, such as stairlifts and riser recliners, in cosy home-style settings for customers to sample.

This issue, Alan Wallace, co-founder of Disability Expo, shares his tips for how retailers can monitor the market (p16). Turn to page 32 to read an interview with Gary Bevan, Managing Director of Silvalea, the slings specialist currently celebrating 30 years in the industry. Meanwhile, Dr Barend ter Haar of BES Healthcare shares his expert advice on seating measurements (p42).

Don’t miss the expert-recommended mobility accessories and power add-ons in the Retailers’ Choice (p8) and Buyers’ Guide (p46) features. Keeping to the theme, THIIS has some handy advice for retailers about accessible curtain track systems for customers with limited ability. Enjoy the issue.

Editor

News, deals & people

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

Lifestyle & Mobility opens flagship store

The new flagship store of Lifestyle & Mobility was officially opened in Basildon, Essex, recently, with Paralympian Anne Wafula Strike MBE invited as its guest of honour to cut the ribbon.

The store also had another reason to celebrate – its 21st birthday – and there was plenty of food, drink and live music to keep customers

entertained, as well as discounts galore and a raffle to win a scooter.

Going by the name ‘Lifestyle’, the name of the new state-of-the-art store reflects its role as selling a wider range of products besides mobility equipment.

Prescriptive mobility product offerings are showcased at the new showroom, with powerchairs for

ACCESS – BUT NOT IN ALL AREAS

Disabled people are being excluded from everyday activities because of a lack of disabled access information, according to new research by the disabled access charity Euan’s Guide. Its latest report has found that 72 per cent of disabled people find accessibility information on a venue’s website to be misleading, confusing or inaccurate. When responding to the 2022 Euan’s Guide Access Survey, 74 per cent of participants also reported having experienced a disappointing trip or having had to change plans due to poor accessibility.

all needs and budgets available for visitors to try out.

Meanwhile, a ‘Lifestyle & Home’ section stocks a range of luxurious furniture, from armchairs to double beds.

The Basildon store also offers products from its Nexus Rehab range, which is aimed at customers with complex rehabilitation needs.

MEDEQUIP AWARDED ICELS CONTRACT

Community equipment specialists Medequip has been awarded the contract to become the new provider of the Integrated Community Equipment Loan Service (ICELS) for Essex County Council and its partners, starting 1 July 2023.

As the new provider of ICELS for Essex County Council and its partners, Medequip will be responsible for the supply, delivery, installation, maintenance and collection of equipment prescribed by a healthcare professional. It will work closely with the council and its partners to ensure that the service is delivered efficiently, effectively, and with the highest level of customer service.

Care & Independence relaunches postural support range

Patient moving and handling specialists, Care & Independence, are poised to relaunch the Burnett Vacuum Support System after it acquired full ownership rights of the postural support product range from RBF Healthcare at the end of 2022.

Rebranded as Burnett ReMould, the company has made a number of improvements to the product since the acquisition.

The Burnett ReMould range of products allows for multiple applications for bathtub, shower and toilet use.

Comprising a mix of vacuum-moulded and selfregulating aids, the postural supports not only retain a shape individual to the user but can be easily remoulded as the user’s needs change or grow.

The support itself consists of a heat-sealed vinyl casing filled with thousands of small soft beads. When air is extracted from the casing, the beads compress and can be further manipulated to form a shaped mould unique to the user’s body contours.

Mobility vehicle training scheme launch

Driving Mobility will launch its Powered Wheelchair and Mobility Scooter (PWMS) retailer training scheme next month following a successful pilot trial.

Supported by the Department of Transport, the scheme aims to improve road safety for all, through a process of ensuring that people looking to purchase or hire mobility vehicles are given comprehensive advice and guidance in choosing the right machine that will be safe and suitable for their individual needs.

Until now, there has been no uniform national industry scheme for the assessment and training of new mobility users.

Mobility retailers will be able to take part in this training programme free of charge and successful attendees will receive a certificate featuring the ‘Supported by DfT’ logo.

The intention is to give the public confidence that they are purchasing equipment from a reputable retailer who has received training in assessing their suitability for any particular type of equipment.

Industry stakeholders in the mobility sector will be attending the launch of the Powered Wheelchair and Mobility Scooter training scheme on 7th June 2023 at an event in London.

BLUE BADGE ACCESS AWARDS LAUNCHES

The Blue Badge Access Awards has launched, with the aim of rewarding exceptional accessibility and inclusivity by venues in the hospitality, leisure and tourism industries.

Twelve awards will be presented in October, ranging from Best Bar and Best Spa to Best Historic Building and Best Conceptual Design with nominations now open. This year will also feature the new Ridiculous Ramp award. New innovations will also be highlighted. Centaur Robotics won the award for Inclusive Guest Innovation last year for the Centaur, a two-wheeled vehicle which fits into the space of a dining chair and raises the user to eye-level.

MOTACLARITY BOOSTS WAVS RANGE

Specialist disability motoring website MotaClarity has announced the launch of its latest offering – the UK’s largest range of second-hand Wheelchair Accessible Vehicles (WAVs). The website features a comprehensive database of vehicles, including all the cars and advance payment prices of the models available to lease through the Motability Scheme, plus over 600 vehicles that are specifically adapted for wheelchair and mobility scooter users. It will also offer comprehensive guides and resources to help people with disabilities and carers understand their options if they qualify for Motability.

City Mobility celebrates award win

Inverness-based retailer City Mobility is celebrating after taking away the award for Best Specialised Retailer at Scotlands Business Awards recently.

City Mobility, is the only mobility business north of the central belt of Scotland that as well as private sales, repairs and service, works in partnership with Motability to deliver powered wheelchairs and scooters through the national charity’s lease scheme, covering a 41,000 square-kilometre area from Aberdeen to the Western Isles.

Carol Elliot, City Mobility’s Managing Director and Carol Morrison, the Finance Director for Able Care, the parent company of City Mobility, attended the regional award ceremony in Inverness and accepted the award on behalf of the City Mobility team.

Carol said “We still haven’t found out which customer nominated us for the award but we were delighted all the same.

“On a weekly basis we hear from customers telling us how the service we provide makes a huge difference to their lives but it is nice to have this acknowledged outside the disabled community through the business awards.”

In her winner's speech, Carol, who herself has reduced mobility, encouraged those businesses present to consider how accessible their businesses were and to make improvements.

Stiltz keeps in tune with its customers

Homelifts specialist Stiltz has launched a new music station which will enable its customers to get down to some uplifting sounds as they glide between floors.

Now streaming live into every Stiltz Homelift across the UK, the newly-launched Stiltz Jam Radio means that its customers can kiss goodbye to the dreaded Muzak.

Stiltz Jam Radio will be broadcasting from Stiltz HQ in the Midlands. No longer consigned to being background noise, this radio channel aims to bring elevator airwaves to the forefront of home entertainment.

“It’s as unique as our homelifts,” says Stiltz CEO, Mike Lord. “The Stiltz Jam Radio is 100 per cent for our customers’ entertainment and adds a bit of theatre to every journey. We love being the first with different ideas, that why we’re number one.”

So far, Stiltz states that the reaction has been amazing. Customers report that they’re using their lift as a private music booth, sometimes just sitting there while the music plays.

Others say they’ve been up and down several times in one session just so they can keep listening to their favourite tracks. A few even admit to having a little dance too.

Permobil appoints new product specialist

Mobility manufacturer Permobil UK has welcomed Mike Booker as Product Specialist.

Mike has accumulated over 10 years experience in the mobility sector working at various dealerships. He has a particular interest in special controls and bespoke work on powered wheelchairs. For the previous two years Mike was Area Sales Manager for DIETZ Mobility UK.

With his new role at Permobil, Mike will be supporting dealers by demonstrating products, supporting them in assessments

and helping them to grow their business through building and maintaining strong relationships.

He commented: “I have already got great relationships with many of the dealers that I will be working with so I will be continuing that support.”

Mike says that he cannot wait for the challenges that the new role will present at Permobil and added: “The portfolio is extensive but well rounded with top-of-therange products.”

Mobility accessories

Retailer’s Choice: Power Push Power Add-On from One Rehab

“We regularly have customers visiting our showrooms who require an occasional-use wheelchair. In some circumstances, the attendant who would be pushing the wheelchair would find it difficult to do so. This is when we would recommend a power add-on to make things a little easier on them.

“The Power Push is a revolutionary power add-on that makes

manoeuvring around a lot easier! It removes all the strain and effort for the attendant pushing. It has an exceptionally lightweight lithium battery and a unique patented design which allows the motor to match the attendants needs from slow to fast walking speed. This product is really simple to use when steering, power driving and reversing.

“The efficient brushless ‘freerolling’ motor guarantees many hours of use from a single charge,

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

allowing the user to get out and about much easier.

“The Power Push from One Rehab comes with either the Gravity Lite wheelchair (maximum user weight 100kg) or the Sonic Plus Wheelchair (maximum user weight 125kg).

“This really is the ideal solution for the user who is unable to use a powerchair but needs a wheelchair to get around.”

www.thistlehelp.co.uk

Laura Hays Director of Thistle Help

mini crosser Χ Series

by Pride Mobility

Retailer’s Choice: Scooter bag from Able2

“Here at TPG we sell a variety of mobility products, as I am sure many retailers do. But one of the most popular and useful accessories has to be the bag that hangs on the back of seat.

“They can be used with both scooters and wheelchairs, powered or manual, to give extra load-carrying capacity for the user without the bulk associated with a rear basket.

“Items are kept securely out of sight, and it is therefore easy to keep emergency supplies or rain covers in the bag should there be a change of weather.

“Additionally, of course, it is a marvellous advertising opportunity to put your name and logo in full view.

“From a safety viewpoint those in hi-vis yellow are extremely popular.“

www.tpg-disableaids.co.uk

Retailer’s Choice: Kakadu Tilt Shower Chair & Commode from Flexel Mobility

“If you offer shower and toileting accessories as part of your product portfolio, you will most definitely benefit from stocking the brilliant Kakadu tilt-in-space shower chair/commode from the equally brilliant Flexel Mobility.

“James Bridge and his team not only bring to market innovative products, but they get the service and support right and work towards developing truly value-adding partnerships with their dealers. The Kakadu is a great example of a simple but multi-functional shower chair that is brimming with features, and delivers great outcomes for both the user and healthcare professionals.

“Mobility Scotland have worked with this product for a couple of years and it’s a winner across both private and local authority sectors. This shower chair and commode is compact, user-friendly and extremely comfortable with its soft seat and adjustable backrest. The transfer process is super simple, as the hinged armrest enables a smooth and effortless transfer which is physically easier and emotionally much less stressful.

“By manufacturing the frame from aluminium it is lightweight and the powder coating and high-grade stainless steel ensures longevity, as it is both water resistant and robust for daily use.

“The tilt-in-space functionality is -5° to +25° range and it is easily operated by a single lever. The headrest is adjustable in height, depth and angle. All in all this makes for an outstanding solution for many of customers and great outcomes are generally delivered.”

Alastair Gibbs Managing Director of TPG DisableAids

Billy Finnie Operations Manager at Mobility Scotland

Retailer’s Choice: Canopy from Scooterpac

“As the weather can be quite unpredictable, it’s important to consider the products that are going to help our customers stay active, healthy and encourage getting out of the house. So, for this product of the month, we have chosen the Scooterpac Canopy.

“The Scooterpac Canopy is the world’s first and only universal folding canopy that fits almost any mobility scooter on sale today. It’s a ticket to all-weather mobility, allowing scooter users to battle the elements without fear. Its ingenious mechanism enables the canopy to fold back behind the seat when not in use and set up in seconds when desired.

“Made from specialist waterproof fabric, with ultra-durable polymer sides and high-clarity windscreen, the canopy is a cut above the rest. Available in standard and XL it will have the user covered no matter what size scooter they own.”

www.ableworld.co.uk

Retailer’s Choice: Cooling Gel Memory Foam Lumbar Support Cushion from Aidapt

“A simple but ideal mobility accessory is the Cooling Gel Lumbar Support Cushion from Aidapt, which has been designed to help relieve pressure on the spine when seated and to improve the user's posture. It is comfy and can be used around the home, office and in a car seat as an infill.

“It is constructed from high-density memory foam with a cooling gel strip. The lumbar support cushion has an air mesh fabric cover allowing air flow, helping the user to stay cool whilst using it. The cover can be removed and it is suitable for hand washing. The cushion also features an adjustable strap to allow the user to fix it in place on a chair or on their car seat.

“Another idea for the sale of this cushion, even though it is a lumbar support, is for the very small folding mobility scooters that do not have very good padding on the seat bases to sit on, as it is nice and small but very comfy, with the cooling gel and memory foam.”

www.peoplefirstmobility.co.uk

Karen Sheppard Managing Director of People First Mobility

Rhian Pita Marketing Manager at Ableworld

Retailer’s Choice: Empulse R20 powerpack from Sunrise Medical

“The standard wheelchair powerpack has been around for many years and is a popular choice for our clients. However the Empulse R20 powerpack overcomes the obstacle of folding a wheelchair with the powerpack attached. It has a lithium battery, making it extremely lightweight at less than 5kg.

“With a maximum load of 190kg and covering seat widths of 320mm600mm it is compatible with a wide variety of manual wheelchairs,

including tilt-in-space. It’s really simple to use and it has a handy display showing the speed and battery gauge.

“With brushless motors, the R20 can even remain in-situ if the user wants to self-propel.

“We’ve been really impressed by this model of powerpack and hopefully it will be a good product for the upcoming summer season.”

www.classicmobility.org.uk

Retailer’s Choice: Flexi Mobility Bag from MyWren

“My scooter backpack of choice is the Flexi Mobility Bag. It’s a flexible mobility bag which works on the back of most wheelchairs, scooters and powerchairs.

“A word-of-mouth recommendation from a scooter rep led us to Gemma at MyWren, and always being keen to encourage women in business we took a look at a sample.

“After that it was an easy decision, the quality was far superior to the supplier we had been using. The price was good, and the final dealbreaker of no additional shipping charges to the north of Scotland meant it was a winner all round for us.

“Our customers like it because it looks elegant with the distinctive MyWren grey trims and it has easygrip zip pulls, a must if you have any issues with hands like arthritis.

“Customers never have any issues with it, like failing zips or tears because it is constructed with a heavy-duty, waterproof, 1680 denier oxford.

Carol Elliot Managing Director of City Mobility

“It is a durable, multi-purpose bag with plenty of storage and a comfy grip handle; netted side pockets for water bottles or a newspaper; and removable crutch/walking stick holders, which are large enough for the ferrules on NHS crutches and the popular Flexyfoot ferrules.

“For duller days the reflective trims for improved visibility are a great safety feature. It is also available in regular, large, extra large and a regular hi-vis version, very useful for the darker mornings and afternoons

in-between clock changes this far north.”

www.city-mobility.co.uk

Lauren Bromfield Occupational Therapist at Classic Mobility

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The importance of knowing your customer

How well do you know your customer base, the geographical boundary of your customer, and the average age of your existing customers? Are you monitoring your market, or are you just hoping for the next customers to walk through the shop after sending out your hundredth leaflet campaign?

Alan Wallace, the co-founder of Disability Expo, offers his tips for helping mobility retailers to know their market…

I’m not saying leaflet campaigns don’t work, they do. But the most important point of the leaflet is what is on it and whom you are sending it to. That is why knowing your market by understanding questions like the above is so important.

I used to live in an area with one hardware store and two barbers/ hairdressers covering an area of 26,000 people until recently. Now we have a major international hardware store open seven days a week and over 20 hairdressers/barbers with an out-of-town shopping complex, all within three years. Look how quickly things change; with many businesses battling for a market share.

So, what do these current businesses have over the newcomers? Having the monopoly over many years they should know their customer base well and they should have been engaging with the community, supporting campaigns and working with other business leaders in the area.

Conversely, how do you think this national business has entered our area? One word is: data. Cash is king for your accounts, so data is paramount for supporting your decisions. Okay, a multi-national company would have a team of analytics working through specific data sets to find a location to set up

shop, but the data they would be looking at is no different then what a small business should look at, such as age, gender, average income and house prices when venturing into a new area.

CRM SYSTEMS

Now let’s relate this to the world of mobility and why data is so important. Data can be kept in many shapes and forms, from contacts books to Excel sheets, they all have their advantages, but CRM systems are the way forward.

A customer relationship management (CRM) solution is a must-have for a business in the 21st century. They allow you to gain a deep

understanding of your customers and prospects, providing insight into business performance way before the P&L at the end of the month.

CRM systems are for all, not just massive cooperations or medium sized businesses. As a small business using a CRM system, you will have the most flexibility to create a system for your specific business needs without fighting the cooperate red tape. You can save tonnes of time and money.

Here is a list of the reasons why CRM systems are the way for:

• Reporting – look at key KPIs

• Social media – connecting leads that have visited social media accounts straight into your CRM system

• Workflows – following customer orders and life cycles

• Marketing campaign – dividing the customer into specific campaigns

• Retain customer history

• Automation – flagging service and warranty renewals automatically

• Brilliant in omnichannel integration

• Personalised experience –knowing your customers allow you to personalise their marketing content

And the list goes on. Like all data management systems, you get out what you put in. Clearly defining the business task and control of the process are essential, as is asking the right question to your customer and obtaining the right information by making fields mandatory like, name, age, gender, location, email, address, and then if possible more into the specific question to better understand your customers and prospects.

MANAGING FINANCES

Yes, there is an initial outlay in getting a CRM system, but CRM systems are much more than just a database with contacts. They provide valuable and important data and a resource in future-proofing your business by enabling you to make data-driven key decisions.

You can identify spending habits and predict what and when the customer might buy next and show opportunities in new areas through social media engagements, looking at successful marketing campaigns. The data allows you to give customers a little nudge – perhaps by text to their phone.

This goes back to one of my points above; setting up your system to give you what you need. Yes, they require a little hard work, but you don’t need to spend tens of thousands of pounds to get what you need. You can get at least 50 per cent of the way just by finding a good CRM at £40 a month. Ultimately, CRMs help your business maximise

customer satisfaction and customer lifetime value, drive more sales, and resolve customer issues faster.

There are quite a few CRMs available to purchase. Cloud-based ones are the best as you can access them from anywhere. There are pros and cons to each, so you will have to find what suits your business the best, but, in reality, the bottom line is the same.

Alan Wallace is the cofounder of Disability Expo and IMatter, working for the disability community in creating real change in society. The Disability Expo takes place on 6th & 7th July at London's Excel, an exhibition run by the disability community for the disability community.

Find out more by visiting www.thedisabilityexpo.com

SPOTLIGHT

Stairlifts Solutions: Scaling new heights

For a business that started from working out of a garage and has just expanded into a showroom so large that it is now Northern Ireland’s largest stairlift and mobility showroom, Stairlifts Solutions has come a long way.

The new showroom in Newtownards, Northern Ireland, which was officially opened by the Mayor of North Down & Ards, Karen Douglas recently, offers a whole range of products to help elderly and disabled customers. These include

items ranging from stairlifts and mobility scooters, as well as riser recliners and wheelchairs.

EARLY YEARS

Stairlift Solutions was established by the late Ken Wallace in 2000 and is now led by his son, Michael. Ken’s mother had moved over to Northern Ireland from England and she needed a stairlift. Michael recalls: “Acorn Stairlifts were sending guys over from England to do the surveys and then other guys to do the installations. My

After 23 years in business, Stairlift Solutions N.I. couldn’t be more excited to have just opened spacious new premises which makes it Northern Ireland’s largest stairlift and mobility showroom. THIIS speaks to Michael Wallace, Managing Director of Stairlift Solutions N.I. to find out more…

dad had just retired after working for over 20 years at Rank Xerox and when he watched the installation he simply said – I could do that!”

After a successful meeting with two directors from Acorn Stairlifts the father and son were offered an opportunity to look after its business from Dublin across to Galway and anything north from there.

Michael comments: “After basically establishing Acorn Stairlifts for the top half of Ireland and especially in Northern Ireland, we realised in 2006

Karen Douglas, the Mayor of Ards and North Downs, cuts the ribbon to officially open the new showroom, watched by Michael Wallace

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that we could possibly go out on our own and do things independently.”

While Ken was more hesitant, Michael pushed it, particularly as he knew that they could get secure the dealership rights for Brooks stairlifts in the region.

The father and son team got their momentum and didn’t look back. Michael comments: “As the years progressed we ditched the estate cars that we’d always used, got a proper van, employed a fulltime engineer and continued to grow.”

In 2010 Michael took a year out to travel the world with his now wife Zowie. Before this time, he explains, he saw his role as helping his dad out with the business, but when he came back in 2011 he realised the potential that was there. “That’s when I started to have much more of an influence on the company in many different aspects,” explains Michael.

The next big year was 2016, when Ken retired and Michael fully took over.

Michael states: “We moved out of working from home in Donaghadee to a proper office and showroom in Bangor, County Down, got more staff and took on extra mobility products, like scooters, riser recliners, wheelchairs, and more.”

In retrospect, he says, it was a huge gamble, which at the time he didn’t really appreciate until looking back, but he feels that taking a leap of faith was needed in order to move things to the next level.

Adds Michael: “All of a sudden I was in full control of a business,

premises, multiple staff and brand new products.” It was a steep learning curve for Michael. Sadly, his father passed away suddenly just six months later.

It was a challenging period, recalls Michael. “Not only was I in unfamiliar territory but I was also grieving for my dad, who had still been there in the background for those first six months. So I no longer had his advice, guidance or help to fall back on.”

After a tricky period, Michael set about growing the business. The pandemic hit in 2020 which, despite obviously being a huge challenge, actually had a positive impact for the business, he recalls, possibly because people didn’t want to see their loved ones in hospital or in nursing homes.

In 2022, it became clear that Stairlifts Solutions had outgrown its premises in Bangor though so Michael began looking for larger premises. When a big unit in Newtownards became available he instantly moved in for it. Says Michael: “I knew the premises was perfect for us, both now and for the future, and it was an opportunity that I wasn’t going to miss.”

NEW SHOWROOM

Looking for the right premises took a few months, says Michael, and despite viewing multiple sites none really ticked all the boxes, until Quarry Heights appeared. He admits it is also really good for the large town of Newtownards, which has had nothing like this before, and also helps them to serve many of the

smaller towns across County Down, while also being close enough to Belfast and beyond.

The premises is four times the size of its previous premises in Bangor and boasts an office, showroom, store and warehouse. Says Michael: “When it came onto the market as a single or double unit, I snapped the entire place up immediately as I could see the potential for it now and into the future.”

As the new premises began as a big empty shell, it was in great condition, and it was just a case of personalising it, recalls Michael.

“We had a great joiner James Lyttle who did most of the work but the main parts were putting in a huge double two-storey staircase to showcase all our stairlifts, creating a purpose-built double office under the mezzanine, moving our big glass front window from the previous premises, installing a new mezzanine and a large amount of heavy duty racking in the store and then just painting and carpeting the whole place.”

The extra floor space meant that the retailer could massively increase

“As the years progressed we ditched the estate cars, got a proper van, employed a fulltime engineer and continued to grow”

Stairlift Solutions’ five fulltime engineers outside its new showroom

its demo stock. It now has over 20 different mobility scooters on display and all are available to try out, even inside, if it’s raining.

It also has several riser recliner models on display in a living roomstyle setting so that people can see them side-by-side and compare what they are like to sit on and use. The same for wheelchairs too, with powered wheelchairs also added to the ever-expanding range.

Michael adds: “The double showroom is ideal to showcase our various stairlift models, our mobility scooters, riser recliners, wheelchairs and more.”

The other half of the premises is used to store its stock of stairlifts and for staff to prepare them for installation. It means that there is plenty of space to take big deliveries from suppliers with its in-house forklift and for multiple engineers to work at the same time. There is plenty of on-site parking too.

VALUED STAFF MEMBERS

The new premises accommodates 13 members of staff, all working in full and part-time roles. These include five full time engineers, five members of staff working in the office and showroom, an apprentice, a bookkeeper and Michael himself.

Among them is General Manager James Dowling, who has been working on and off for the Wallaces since he was just 13 years old in 2006. James has played a pivotal role in the firm’s continued growth, which included stepping in when Michael took a year out of the business in 2010. He then took on a fulltime role in the company in 2015.

Michael adds: “His work ethic, attention to detail and willingness to go above and beyond to help, epitomises everything we strive for here at Stairlift Solutions.”

Another key staff member is Jen Evans, who has been working with Stairlift Solutions for five years, going from working part-time in administration to Sales Manager. Says Michael: “Jen thrives under pressure, and her expertise, knowledge and patience has been crucial in being able to bring in and integrate more staff as we’ve grown in recent years.”

It’s not bad going given the business started out with just two. Michael adds: “I often think it’s crazy how much we have grown in such a short space of time but we’re definitely doing something right in a growing market so I’m excited about what the future holds!”

The team really is bigger and better than ever before, he says. “There is a great vibe around the place and everyone works very hard to maintain the high level that we have always had.”

MOBILITY BESTSELLERS

The majority of the mobility products on display in the showroom come from Electric Mobility, which Michael appreciates for the back-up, support and customer service it offers. The Rascal scooters and CosiChair range are big sellers for the company, and Michael thinks that the new Iconic riser recliner, with its quad-motor function and tilt-in-space will be popular with customers too.

It has also introduced an extensive new range of rollators from

Rehasense which it has plenty of room for now. “This was something we couldn’t really do in our previous premises due to the lack of space,” says Michael, who remarks that he had noticed the company several times in THIIS Magazine

“Personally, I think their rollators are excellent, especially the superlightweight carbon fibre models, so we will certainly be promoting these now.”

The business stocks several brands of stairlifts. For the straight stairlifts, Michael states that the Brooks 130 has always been a best seller “due to the simplicity of it, both to install and to use.”

Since they became partners with Access BDD a few years ago the HomeGlide has also proved to be

“I knew the premises was perfect for us, and it was an opportunity that I wasn’t going to miss”

A selection of stairlifts on display

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“very popular and reliable”, especially since the new revamped model came out a few months ago.

As for the curved stairlifts, customers are loving Access BDD’s Flow stairlift. Says Michael: “The Flow 2A was a great seller for us and it’s successor, the Flow X, is even more popular, not least due to it’s fiveyear and lifetime warranty option.”

More recently, Stairlift Solutions has partnered with Bespoke Stairlifts for its straight Synergy model and curved Infinity model and has been increasing its sales numbers with these two models.

Michael adds: “Bespoke’s Managing Director Dave Burns came over from England for the grand opening of our new showroom so it’s things like that that make a difference. Having good working relationships with our partners is very important to us.”

As for products he is looking to stock up on in the future Michael has a few ideas. “I am keen to look at Access BDD’s Supra platform stairlifts next, which is a natural follow-on to standard passenger stairlifts and possibly even their through-floor lifts in time too. We may also look

at adjustable disability beds at some point in the future too.”

STAYING COMPETITIVE

Michael admits that it can be frustrating when customers come and take a lot of time to try out the models in the showroom, explore the features and then walk out empty-handed, where they could then possibly go and get the same thing online for cheaper.

To counter-balance that Michael says that his staff always emphasise the business’s comprehensive customer service offering.

Aiming to offer stairlifts at competitive prices, Stairlift Solutions promises to offer quick installations, with customers also able to rent them and purchase a cut-price reconditioned product.

It offers full back-up and support on its products, including a 24/7, 365 days-a-year aftercare, with engineers on hand to answer calls. Michael adds: “Not only that but we offer free delivery, assembly and demonstration right across Northern Ireland too, which for many is invaluable.”

People often forget, Michael says, that many of these online ‘stores’

don’t deliver to Northern Ireland, or if they do, they charge a hefty fee for it, whereas that’s all built into the price that it offers, where the product is delivered right to the customer’s door, professionally set up and fully demoed.

He adds: “Another point is the warranty, which is generally two years, so if there are any issues with a product then they can get in touch with us. If the customer buys online then they don’t know who to contact or what servicing is involved, especially as most of these places are across the water in mainland GB.”

The firm offers a ‘buy back’ service on all of its stairlifts, giving its customers something back if they no longer need it. The service often costs the customer just half the price of a new stairlift and also means the business has a reconditioned stock of stairlifts to sell, which is a huge part of their overall sales.

“Environmentally, it also helps too because we are recycling our stairlifts for others to use. We just cut a rail to a different length and the stairlift can easily be fitted again in another house, making life much easier for another family.”

The aim is for the business to have electric vans within the next few years also.

Michael admits that there were

“There is a great vibe around the place and everyone works very hard to maintain the high level that we have always had”

Mobility scooters for customers to try

Inside the showroom

Safety First

Our products are designed and manufactured with the utmost care and attention to detail, ensuring they meet the highest safety standards.

EN 81-40:2020 sets out safety rules for the construction and installation of stairlifts and inclined platform lifts, and we are proud to say that our products meet these standards.

With Access BDD you can have absolute confidence and peace of mind, knowing that our products are fully compliant for you and your customer. Speak to the team to learn more.

“huge challenges” throughout the Covid-19 pandemic, where it saw the supply chains of the majority of its suppliers breaking down, however he is pleased the worst is past them and most are now fully back up and running again “which is great news all round.”

Another challenge, being Northern Ireland based, is the consequences and fallout from Brexit which has been disruptive, especially getting products over from its UK based suppliers.

Michael is hoping the new ‘Windsor Framework’ will relieve these shipping and movement issues soon. He adds: “Without getting too much into it, if the N.I government could ever get their act together and get Stormont back up and running it would be a huge boost to the country as there would be massive investment coming in from all sides due to our unique position between the UK and the EU.

“The fact that we still don’t have a sitting government is a disgrace and massively impacts every part and sector of N.I in a negative way, from

the economy to NHS waiting lists, to name just a couple. Uncertainty is never a good thing, especially for business, so the sooner they get back to work the better!”

LOOKING TO THE FUTURE

Now it lays claim to being Northern Ireland’s biggest stairlift and mobility showroom, Michael states that he is hoping that this year will see a big increase in footfall and ultimately a lot more mobility sales. The showroom is also open on Saturdays, making it more flexible and convenient for customers to stop by for a visit.

“As for the stairlifts, they should carry on with the steady growth that we have had year-on-year,” he adds.

There are plans to film a TV advert with a local celebrity soon to help promote its new showroom. This will be going live later in the year, and Michael states that they are all very excited about it and the potential impact it could have for the company.

After this big leap to the next level,

Michael is keen to let things settle for a while and ensure some stability for a year or two as they grow into their new home.

He adds: “Certainly more shopping centre displays and things like that would be good to do now that we have more staff. We will also be attending more shows and exhibitions too which the Federation of Small Businesses (FSB) have helped out with in previous years.”

The business has won multiple awards in the past and Michael is keen to add some more to his collection, both locally and nationally. “As Which? Trusted Traders, I’m also keen to try and earn ‘Trader of the Month’ at some point.”

For now though, TV advertising campaign aside, after all the upheaval and hard work of the past six months in getting their new home set up, the main thing Michael is looking forward to, he says, is a well deserved holiday with the family in Italy.

www.stairliftsolutionsni.com

Staff at Stairlift Solutions

Winners at the Bangor Business Awards

Riser recliners on display in a living room-style setting

Mayor Karen Douglas tests out a stairlift

Sell, Serve, Support.

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Silvalea: Celebrating 30 years of innovation

Established in 1993, Newton Abbott-based Silvalea manufactures patient transfer slings, rehabilitation aids and transfer products, which aim to provide users and caregivers with safety, comfort, dignity and independence. The firm works alongside medical specialists to develop specific products which meet the demands of the care industry. As the company celebrates 30 years in the industry, THIIS chats to Gary Bevan, Managing Director of Silvalea, to find out more…

The Rachel Harness, which helps to encourage independence and interaction

YOU HAVE BEEN WORKING AT SILVALEA FOR 25 YEARS NOW, AND THE COMPANY WAS ESTABLISHED 30 YEARS AGO. DID YOU EVER IMAGINE YOU WOULD HAVE BEEN WORKING AT THE COMPANY FOR SO LONG?

“Silvalea was started in 1993 by mother and daughter team Pauline Guilfoyle and Lynne Timm. Its initial vision was to provide a range of patient handling slings designed to assist with the new moving and handling regulations hitting the UK, which created a no manual lift policy for all caregiving environments.

“Its entry to the market was perfectly timed to help provide those products, and its first customers soon came in the form of local hospitals and care homes, and from there the word spread quickly across the UK.

“I joined the company in 1997, under an internship, and only saw the role as being for a few years. However, the passion behind the founders’ ideals for problem solving and the ability to share in the infancy of the company mean that here I am 25 years later, after working in many different departments and still as passionate as ever about the products and services we provide.

“I am now one of five in the company celebrating over 25 years in 2023, and this just proves how

rewarding it has been for each one of us after all that that has been achieved with the product range we have crafted over the years.”

CAN YOU DESCRIBE HOW THE COMPANY HAS EVOLVED DURING YOUR TIME WORKING THERE?

“The company evolved quickly in the late 1990’s, and we undertook some game changers for our industry. We became ISO ready and were the first to launch unique serial numbers on all our products for ease of identification (something now pretty

much mandatory). Innovations in fabric choice and designs meant we quickly established ourselves as the sling solution providers.

“The company had a strong belief in finding new markets very quickly and has also had an active presence in the EU alongside the UK. I assisted in that growth by expanding into new markets in Australia, New Zealand and Canada. Our ethos has always been to provide the highest quality products alongside the best customer service in the industry.”

WHAT HAVE BEEN THE STANDOUT PROJECTS FOR YOU AT SILVALEA?

“There have been many outstanding achievements by the team over the years. The introduction of the UK’s first in-situ fabrics, which enabled slings to be better equipped to individual body shapes and moulded wheelchair seats, was an absolute game-changer for our company. Our unique Silva-Superfine in-situ fabrics, in particular, helped us achieve a lot of growth very quickly in the more

“Our ethos has always been to provide the highest quality products alongside the best customer service in the industry”

Silvalea offers live and interactive product training

Silva Jolly Jumper – a popular paediatric sling used for rehabilitation and therapy The In-Situ Deluxe Leg Head Support offers full body support on transfer

specialised and paediatric patient sling market.

“A particular project we are most proud of is the launch of our Global Training by Silvalea platform. Long before Covid made us all Zoom-savvy, we created an interactive training studio and offered a variety of live real-time training across the world, helping to support our dealers in any time zone.

“We also used this platform to assist in patient individual assessments, something which we offer more and more of now, supporting our healthcare professionals both at home and abroad with complex sling assessments and tips and techniques on application of our varied product range.”

IN WHAT WAYS HAS SILVALEA CHANGED SINCE ITS ACQUISITION BY SAVARIA CORP IN 2019 IN TERMS OF PRODUCTS AND WORKING PRACTICES?

“In 2019 Silvalea was acquired by Savaria Corp. Naturally, when there’s change, there’s anxiety about how that will impact the company. I met Marcel Bourassa, the CEO of Savaria, and he is a down-to-earth person who appreciated what Silvalea had accomplished. He gave us his trust to do what we do best, and that made the acquisition very smooth.

“It was a marriage of minds. The Savaria team had produced a gamechanging range of overhead hoist solutions, and they needed a sling line to match their expectations in quality and professionalism. We are now part of a larger group, including a range of companies from pressure care to stairlifts, so the product portfolio

is diverse and adaptable across all countries.

“I am supported in strategy by Patrick Mongeau, Vice President Business Development, of the newly formed Savaria Patient Care team. Working from the North America offices, Patrick heads up the entire global team and has already had 30+ years in the industry, so this additional support from a likeminded industry specialist will be invaluable in elevating Silvalea and the team further in the years ahead.

“The next few years look set to be an exciting chapter for the global Savaria team.”

HOW IS THE COMPANY PLANNING TO CELEBRATE ITS 30TH ANNIVERSARY THIS YEAR?

“We will do a number of social media postings and editorials throughout the year to showcase our milestone

of 30 years in business. We are also planning a 30th get-together for the Silvalea team and will be proudly displaying our 30th banners at the next OT Show exhibition at the NEC.

“We will continue to raise awareness of our chosen charity in 2023 (Cancer Research UK) and have already planned a Silvalea team 100-mile walk challenge in May. I am sure we will be posting images of all the unusual places we might end up on our challenge.”

WHAT WOULD YOU SAY IS THE BESTSELLING ‘HERO’ PRODUCT AT SILVALEA, AND WHY

DO YOU THINK IT IS SUCCESSFUL?

“It is tricky to highlight an individual product, as we have a database of over 800 designs. Some are major sellers; some we may only sell one a year. But it is normally that one sling sold that is so unique or specific to a client’s condition that can help change a life the most in terms of personal independence.

“The Silva Jolly Jumper is one that we get a lot of customer feedback from, usually designed for the paediatric market. It can be the first sling used to help a child with complex needs find their first steps.

“The harness is designed to offer full support in a standing position and can be a great tool for rehabilitation purposes and therapy, as well as giving the ability to play and interact with family, friends and loved ones.”

The product specialist team at the OT Show in 2022

Research and development of products is ongoing

Weighted Knife and Fork Knife HA-4390

Fork HA-4395

Flexible Nose Cut Out Cup

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HA-4261-M

Flexible Nose Cut Out Cup

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HA-4261-S

Weighted Spoon and Teaspoon Spoon HA-4391

Teaspoon HA-4392

Bed

HA-4505

CAN YOU DESCRIBE ANY NEW PRODUCTS THAT SILVALEA IS LAUNCHING THIS YEAR?

“In 2022 Savaria launched its new bariatric overhead lifter. Alongside this we will be launching a number of new bariatric sling models in 2023 to complement the lifter.

“Using our knowledge of innovative fabric choices and tailored designs we feel we will be able to offer a comprehensive bariatric offering where the quality design of the Savaria lifter perfectly matches with a sling line from Silvalea.”

CAN YOU TELL US A BIT MORE ABOUT HOW YOUR PRODUCTS ARE DISTRIBUTED IN THE UK?

“Our products are currently distributed throughout the UK, EU and Australia/New Zealand.

“North American distribution is carried out via Handicare US, Handicare Canada, Span America and Span Canada, making our Silvalea products available to a much larger distribution channel.

“Primarily, our products are aimed at care homes, private individuals, education, and hospitals. We have a range of equipment loan store contracts across the UK and a large distribution network outside of the UK.”

ARE YOU LOOKING TO EXPAND YOUR DEALER NETWORK, AND WHAT DO YOU OFFER PARTNERS IN RETURN?

“Silvalea are always looking to find new dealers both in the UK and overseas. Silvalea offer a range of support services from our Global Training platform and sling posters for quick reference to our customers; our website is now an invaluable tool for lots of technical information.

“We launched an online portal in 2022, so our customers have full traceability of our stock, their orders, despatch notes, invoices and proof of delivery.

“The online portal is accessed via our website and has been an amazing tool for our dealers, as they have access to their account 24 hours a day and can actually raise their own orders directly through the portal, speeding up the whole process.”

HOW HAS SILVALEA MANAGED TO NAVIGATE CHALLENGES IN THE PAST COUPLE OF YEARS, SUCH AS COVID AND GLOBAL SHIPPING DELAYS?

“We have all seen many challenges as a team over the past few years. Covid-19, global supply chain issues and inflationary pressures have all had an impact on our lives the last few years. As a manufacturer of patient handling equipment at a time when more people were requiring equipment due to the pandemic we remained open for all but one week during the pandemic.

“My production team were absolutely amazing and had no hesitation in making changes to working hours, many of them working long weekends in a bid to keep that critical supply chain moving. Honestly, the way the team handled the pandemic coupled with the support of the Savaria management team I couldn’t have asked for any more.”

WHAT’S NEXT FOR SILVALEA OVER THE NEXT 12 MONTHS?

“Silvalea and the wider Savaria Patient Care group have many plans for the next 12 months and beyond. It is a global ambition for the Savaria Corp. to hit US$1billion in sales in the next three years, and we are all working

hard to integrate our companies and ensure that the best products are available to as many of our global customer base as possible.

“Silvalea will be recruiting a new Commercial Manager for the UK, and, alongside this, we have a plan to launch new products in 2023 and further improve our production areas with new testing machines and stateof-the-art sewing capabilities.

“It has been a fulfilling and rewarding 25 years at Silvalea and an amazing milestone to reach 30 years of providing innovative transfer solutions for the company. I hope that we will continue to showcase the best of our company and honour the legacy set by the original founders for many more years to come.”

www.silvalea.com

“It has been a rewarding 25 years at Silvalea and an amazing milestone to reach 30 years of providing innovative transfer solutions for the company”

Staff celebrate International Women’s Day

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Partnering for better patient care: An academia and industry collaboration

Prism Medical UK, a leading designer and manufacturer of affordable, clinically effective healthcare products, is delighted to announce a new partnership supporting the continued education of healthcare students.

Partnering with the University of Central Lancashire, Prism Medical UK has provided a range of marketleading healthcare devices to enhance healthcare education at the university. In return, Prism Medical UK will have access to the facility to support us in running training and educational health-based workshops.

Over 3,000 students on a variety of Allied Health Professional programmes, including occupational therapy, physiotherapy and nurse education, will have the opportunity to get hands-on experience with equipment such as our Freeway TA180 transfer aid, T80 shower chair and

a variety of slings and moving and handling aids. We also installed our new Freeway TX Advanced ceiling track hoist with a quick-release trolley and an H-system layout.

Chris Claydon-Butler, Managing Director for Prism Medical UK, commented, “Training and education are fundamental to achieving highquality care. We are delighted to have the opportunity to support our next generation of healthcare professionals. This partnership is an excellent chance to help students reach their educational goals, provide them with the resources they need to succeed and train our future stars in this industry. We hope this training facility will help ensure everyone can access the best possible medical care.”

Tara Brookes, Principal Lecturer, School of Nursing, University of Central Lancashire, said, “We are delighted to be working in

collaboration with Prism Medical UK. The partnership will not only support our current simulated learning strategy but enable students studying on health-related course to learn in an environment reflective of contemporary healthcare. Additionally, we are delighted in return to support Prism Medical UK through the provision of clinical learning spaces to provide training for Occupational Therapists in the Northwest area.”

We are excited to see what this collaboration will bring for the students and look forward to working closely with the University of Central Lancashire.

Please visit our website if you’d like to find out how Prism Medical UK can help you or discover more about our new range of ceiling track hoists.

www.prismmedical.co.uk

Introducing our new

Our hoists are easy to operate and are available in various configurations to suit your needs. Whether you want to improve patient safety in a hospital, care home or private residence, our ceiling track hoists are the ideal choice.

• Designed and manufactured to the highest standards, these hoists are the perfect solution for safe and efficient patient handling.

• With a 5-year warranty and a 10-year life expectancy, you can trust that these hoists will provide reliable performance year after year.

• Our hoists are TUV accredited, meaning they meet rigorous safety and quality standards.

Invest in the best with our UK-made hoists - order now and experience the benefits of safe, reliable patient handling.

Please visit our website or get in touch to find out more.

Telephone +44 (0) 1924 840 100

Website www.prismmedical.co.uk

Email customerservices@prismmedical.co.uk

range of ceiling track hoists, proudly made in the UK!

Curtains up

Some customers with limited mobility may be unaware that electric- or battery-powered curtain tracks with a remote control even exist. Paul White, Sales Manager at Raex Motors, describes the various types of curtain tracks to aid accessibility…

We manufacture and supply various window dressing motorisation to the trade and occasionally get asked about systems for people with different abilities. In this situation we recommend voice-activated or battery-powered systems with a remote control when there is no power provided to a window.

What I found surprising is that it is always the curtain people that suggest a solution of this kind to the customer, as the customer is rarely aware that these products exist.

Curtain tracks and curtains are an essential part of every home. They give privacy, add decoration and help to control room temperature. For some people with different abilities, traditional curtain tracks can pose significant challenges.

Fortunately, there are several types of system available that are suitable for people with a wide range of abilities. In this article, we will discuss the various types of curtain tracks that are accessible today and the benefits they could offer.

COMMON TYPES OF TRACKS

One of the most common types of track is the hand-drawn system. These tracks feature a cord or a wand that allows for easy opening and closing of the curtains. The cord or wand can be adjusted to the height that the individual needs, making it easier for them to reach and operate. Hand-drawn curtain tracks are the most common option for the home but not always the best solution for people with limited mobility in their arms or hands.

Another type of curtain track that could be considered more suitable is the motorised curtain track. There are a few different types of electric

curtain tracks each with their own advantages. One of the most popular is the remote-control system which uses a handheld or wall-fixed remote control to open and close the curtains. This type of system is a good option for individuals who have limited mobility or strength in their arms or hands.

Operating the curtains in this way is also beneficial for individuals who have difficulty standing, as they can be operated from a seated position. The user can adjust the curtains from the comfort of their bed or chair, without having to stand up and physically pull on the curtain.

Some of the remote controls have a built-in timer function, so that the curtains can open and close at pre-set times but also be manually overridden if required. It is not uncommon for electric curtains to

be an afterthought, and, therefore, there will be no power available at the window. However, there are very good battery-powered systems on the market today that help in scenarios like this. The Raex batteries do need to be recharged every 500 operations – one operation being an open or a close – so this would have to be considered and planned for.

VOICE-COMMAND TRACKS

For people who require a little more assistance, there are curtain tracks that are operated by voice commands. These systems are slightly more expensive than other models, but they offer significant benefits. With voice command technology, individuals who have difficulty using a traditional remote control can easily open and close their curtains without the need to physically touch them. The user

can simply say a command such as “Alexa, close the curtains” and the curtains will respond accordingly, but any phrase or even a single word can be used once it has been set up.

In addition to remote control and voice-activated options, electric curtains can also be adapted for low mobility with the use of an appbased system. The controlling device typically takes the form of a tablet or smartphone.

For most users, this can be a great solution, as they can operate the curtains from anywhere and again without having to physically interact with them. The friendly interface of the app allows for sunrise/sunset options and timers to be set up, which can be changed quite easily, with the option of combining the curtains with other devices such as lights and heating.

Another particular advantage of this system is that the app can have multiple users meaning that someone outside of the property, a family member or carer for example, can

also close the curtains remotely from another location. The system gives visual feedback on the app to show the user that the curtains are open or closed.

With the advancement of assisted living, the final and probably most flexible option is the smart home or building management system (BMS).

If correctly specified a BMS can be incorporated into the property which will give all the above options with the advantage of controlling a lot of other devices; the list can be endless. Although there are many different BMS’s on the market there is an electric curtain system to suit and integrate with all of them quite easily.

OTHER CONSIDERATIONS

When selecting a curtain track it is essential to consider the type of curtain that will be used. Some tracks are designed specifically for use with heavy curtains or drapes, while others are better suited for lightweight fabrics.

In addition to the type of curtain

track, it is also essential to consider the installation process and specific needs of the user.

Some systems require professional installation, while others can be installed by the homeowner or general handyperson. If professional installation is required, it is important to ensure that the installer has experience working with people with different abilities and can accommodate any individual requirements.

Overall, electric- and batterypowered curtain tracks for people with different abilities are an excellent way to provide increased independence and accessibility in the home.

By selecting the right type of track, individuals can simply open and close their curtains without the need of assistance from others. Whether the customer chooses a hand-drawn, motorised, or voice-activated track, there are plenty of options available.

www.raexmotors.co.uk

Measurements in seating 3. Absolute angles in body measures

Measurements of relative angles, as covered in the previous articles in this series, have relevance to positions within the body’s range of motion related to their seated posture, and the relative angles of the seating system to match the relative angles of an optimised body posture.

Within the seating system these relative angles remain unchanged when, for example, the seating system is tilted. The ‘absolute’ measures of the seating system, on the other hand, do alter when the seat is tilted, because absolute measures relate to the outside world, where our references in normal life are gravitational, i.e. to the vertical, and at right angles to the vertical, to the horizontal.

Absolute measures have their value for a supplier who is setting up the individual components of a seating system prior to its delivery, and this we’ll address in a later article. Here, we will address the value of absolute angle measures of the human body. These values are measures of the position in space of the different body lines introduced in Part 1 of this

series, referencing the outside world.

For example, for the pelvis, these are a means of having a standardised measure of the degree of pelvic obliquity, pelvic tilt, or pelvic rotation, and a means to measure change either as a result of a seating intervention, or progressive clinical change over time.

PELVIC OBLIQUITY

What is a pelvic obliquity? It would be universally agreed that we understand this to be that, from the frontal view, one side of the pelvis is higher than the other. Frequently the term used is that a person has a left (or right) pelvic obliquity, but does that mean that the left is higher or lower than the right, or vice versa? Even if we had an agreed definition, how could we quantify the degree of pelvic obliquity in a standardised way so that we could measure change over time or after a seating intervention?

It was these challenges which, in part, led to the creation of an ISO standard in 20061. This standard is being updated, and the clinical

In the previous articles we looked at how parts of the body and a seating system are measured in relation to each other, while in this article we look at how these parts are measured in relation to the outside world, and how they can be used to measure individual aspects of specific parts of the body. Doing this in a standardised way is an important aspect that ensures one person’s measurements are consistent with the next person’s.

guidance from these updates can be found in a Clinical Advisory Guide (CAG)2. In the standardisation, there’s a basic sets of rules that can be applied to measuring angles of any line of the body in ‘absolute’ terms, and these have been ascribed to ‘Right Hand’ rules.

RIGHT HAND RULES

There are two ‘Right Hand’ rules involved. The first right hand rule relates to the gravitational axes, and is depicted by using the thumb and the first two fingers of the right hand, with each digit at right angles to each other (see Figure 1).

Figure 1. The Right Hand rule for describing the three gravitational axes (Fig 1.2 in the CAG2)

With the body in a 90-90-90 reference position, the halfway point between the two hip joints is the zero starting point for this rule. From this point there’s a vertical (y) axis (the middle finger), and two horizontal axes. The first of these (the z axis) goes off to the right (the thumb), and the other (the x axis), at right angles, to the front (the forefinger).

The rules for measuring the direction and amount of rotation come from a second right hand rule. There is a clockwise direction of rotation which is designated as a negative angle, and an anti-clockwise which is a positive angle.

To know which is which, place the thumb of your right hand pointing outwards along the axis in question, and curl your fingers. The fingers point in the positive (anti-clockwise direction) (Figure 2).

BODY MEASURES

If working out the angle of a pelvic obliquity, the axis of rotation is the x axis (the one that sticks out at you when you view from the front). Take your thumb of your right hand and point it straight away from you along this axis, and see the direction in which your fingers curl. If the left side of the pelvis is lower than the right, then the rotation will follow the finger curl, and will be anticlockwise from the horizontal reference: therefore the obliquity can be measured as a finite number of plus degrees from the horizontal – see

Figure 3 and Example.

The same rule applies not only to the frontal view described in the paragraph above, but also to angles from the side or sagittal view, or from above or transverse view. From the sagittal view we can measure the degree of pelvic tilt. The thumb will stick out along the z axis, and the fingers will curl into a positive angle when the pelvis moves into a posterior tilt (Figure 4).

For measures of rotated body lines, from above the thumb goes straight up the vertical y axis, and the finger curl will give a positive angle if the pelvis is rotated with the right ASIS forward and the left one backwards. If both legs are abducted away from the midline, the left leg will be abducted

in a positive direction, and the right leg in a negative direction.

These two right hand rules therefore give us a standardised means to measure the position of different parts of the body, using the body part lines described in Part 1 of this series, and measuring them against the gravitational axes of the outside world.

REFERENCES

1. ISO 16840-1:2006 Wheelchair Seating, Part 1 - Vocabulary, reference axis convention and measures for body posture and postural support surfaces

2. Waugh, K and Crane, B (2013) A clinical application guide to standardized wheelchair seating measures of the body and seating support surfaces. Accessible as BPG3 from https://www.pmguk.co.uk/ resources/best-practice-guidelines/bpgarchive

Figure 2. The Right Hand rule for indicating the direction of positive or negative rotation around an axis (Fig 1.23 in the CAG2)

Figure 3. A pelvic obliquity with the pelvis rotated in a positive direction (Fig 2.26 in the CAG2)

Figure 4. Positive and negative directions of rotation of different body lines when viewing the body from the side (Fig 1.24a in the CAG2)

EXAMPLE

FRONTAL PELVIC ANGLE

Type of Angle: Absolute body segment angle

Description: The angle of orientation of the pelvis with respect to the horizontal, viewed from the front.

Landmarks used:

• Right ASIS

• Left ASIS

Lines used to form angle:

• Horizontal

• Frontal pelvic line

Angle definition: Degree of rotation from the horizontal to the frontal pelvic line, viewed from the front and projected to the frontal plane.

Purpose: To document the existing or desired orientation of the pelvis in the frontal plane

Clinical Relevance: This angular measure is used to quantify what is also referred to as a ‘pelvic obliquity’. This measure is important clinically because asymmetries of the pelvis in this plane can have a significant affect on a seated person’s upper body posture, comfort, and function as well as risk of skin breakdown from differential loading of the ischials, buttocks, and thighs.

SAMPLE PROCEDURE:

1. Locate the landmarks and frontal pelvic line

Palpate the right and left ASISs, and locate the line between them which is the frontal pelvic line.

• Right ASIS - the most anterior inferior prominence of the right anterior superior iliac spine projected to the anterior surface of the body.

• Left ASIS - the most anterior inferior prominence of the left anterior superior iliac spine projected to the anterior surface of the body.

2. Measure angle

a) Using an inclinometer or angle finder: Place the horizontal straight

edge of the inclinometer or angle finder along or parallel to the frontal pelvic line, and read the angle value.

b) Using a goniometer: Standing in front of person, place the goniometer pivot centre over the left ASIS. Align the stationary arm with the horizontal pointing towards the person’s right side. Align the moveable arm along or parallel to the frontal pelvic line. Read the angle value.

Note: You can also place the goniometer pivot centre over the right ASIS and point the arms of the goniometer to the person’s left side. The angle value will be the same.

3. Determine positive or negative value based on the direction of rotation away from the horizontal reference line

• If the right ASIS is lower than the left ASIS, indicating a anticlockwise rotation as viewed from the front, the value is positive.

• If the right ASIS is higher than the left ASIS, indicating a clockwise rotation as viewed from the front of the person, the value is negative (Figure 4).

CONSIDERATIONS:

• If the frontal pelvic angle is not 0 degrees, this indicates an asymmetry of the pelvis in this plane, and this measure is an indication of the magnitude of the asymmetry. This information can help in the appropriate prescription of a seat support surface which is intended to accommodate the asymmetry.

• This measure is also important in that it provides an indicator of the differential loading likely to be occurring through the ischial tuberosities, buttocks, and thighs.

• When taken both before and after seating intervention, this measure could provide an objective measure of postural change.

• This measure will be affected by any change in the seat support frontal angle, such as that which may occur in a wheelchair with a lateral tilt adjustment.

One in a series of monthly resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths to be addressed, to help promote better practice. Further items can be found at www.beshealthcare.net.

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

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

‘Let’s

Figure 4. A pelvic obliquity with the pelvis rotated in a negative direction (Fig 2.25 in the CAG2)

Firefly 2.5 Electric Wheelchair Power Attachment

Firefly 2.5 Electric Wheelchair Power Attachment

Our bestselling Firefly 2.5 is a compact electric attachment, converting a wheelchair to a powered scooter with exceptional ease of use, range, and battery life.

Our bestselling Firefly 2.5 is a compact electric attachment, converting a wheelchair to a powered scooter with exceptional ease of use, range, and battery life.

Rio Mobility’s handcycle and electric scooter attachments give freedom and the choice to travel how you want.

Rio Mobility’s handcycle and electric scooter attachments give freedom and the choice to travel how you want.

Rio Mobility UK brings these cutting-edge products to customers across the UK & Ireland. We are market leaders in wheelchair and mobility sales with a proven customer service and support record.

Rio Mobility UK brings these cutting-edge products to customers across the UK & Ireland. We are market leaders in wheelchair and mobility sales with a proven customer service and support record.

We welcome applications from distributors who would like to join our growing network.

We welcome applications from distributors who would like to join our growing network.

www.riomobility.co.uk

www.riomobility.co.uk

Strident - a name

can trust for high performance batteries

Buyers’ guide to mobility accessories

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

Elev8 platform lift from Motion Healthcare

The Elev8 is the perfect travel companion for anyone who struggles to lift their mobility scooter or powerchair in and out of the car boot.

The lightweight (10kg) platform lift simply plugs into a scooter/powerchair and, at the press of a button, lifts up to 50kg to boot level to allow the user to easily transfer anything in and out of the boot.

With its two safety straps, stabilising legs and locking castor wheels to ensure the load is secure, the Elev8 takes the most difficult part of most dayto-day journeys out and ensures it is as simple as possible.

A battery is included so that it runs independently from the end user’s scooter/powerchair and no plugging in is needed.

Todo Drive by RHealthcare

The Todo power add-on weighs a lightweight 5kg and enables the end user to transform their existing manual wheelchair into a portable powerchair. It has an easy mounting system which is composed of a motor, controller, main unit, and battery.

Only a 5mm hex key is needed to install it and a lever action enables the user to switch from manual to power modes.

www.rhealthcare.co.uk

motionhealthcare.co.uk

PAWS Tourer by Rehasense

The Tourer is the top-of-the-range model in the Power Assisted Wheelchair Systems (PAWS) range and can take the wheelchair users across terrain which would normally be inaccessible.

With a 20” wheel, 4” fat tyres and longer wheelbase for increased clearance and manoeuvrability, the Tourer is equally at home on tarmac or in a true off-road environment where it can easily overcome sand, gravel and obstacles such as tree roots and very uneven ground which would be impassable in a wheelchair. Available with a manual or automatic clamp and lift system and Tetra controls for users with reduced upper body strength.

www.rehasense.co.uk

Rio Firefly 2.5 Wheelchair Power Attachment

by John Preston

The Firefly 2.5 wheelchair handbike is the latest generation of bestselling wheelchair electric power add-ons.

Compatible with most folding and fixed frame wheelchairs, the Firefly 2.5 offers a quick attach and release function for ease of use. With a top speed of 12mph and a range of over 15 miles, the Firefly 2.5 is the perfect lightweight, flight-friendly travel option.

www.johnpreston.co.uk

Mobility Pannier Bag from Drive DeVilbiss Healthcare

This popular mobility accessory provides some excellent storage space, making it ideal for when the end user is out and about. It features the main compartment and an additional side pocket, proving a convenient handy place to keep all those little essentials close to hand.

The bag fits to the side of most wheelchair, scooter and powerchair arm pads, attaching with a strong velcro fastening for extra security. Easily accessible, it has two zippered compartments and two net pockets. It can be used on the outside or inside of the arm pad. It can also be used as a handy carry bag with shoulder strap and it includes a detachable shoulder strap.

www.drivedevilbiss.co.uk

Wheelchair Backpack Shopping Bag from Drive DeVilbiss Healthcare

The Wheelchair Backpack Shopping Bag is constructed from a waterproof nylon material, protecting contents from adverse weather. It is an extremely spacious, durable bag with zip fastening, reflective strips and loop strap clips for safety and convenience.

Waterproof nylon material protects contents from adverse weather conditions. It is an extremely spacious, strong and durable bag with zip fastenings. Reflective strips provide added safety while clippable loop straps allows the bag to be easily attached and detached from the wheelchair using the quick-release buckle. Featuring a convenient carry handle its dimensions are 35.5 x 38 x 15cm.

Solid Canopy by Electric Mobility

Exclusively compatible with the Rascal Vortex 8mph Performance Scooter, retailers can choose to upgrade with a Solid Canopy to offer a multi-season weather solution to encourage continuous year-round use.

The Solid Canopy benefits from a strong and sturdy frame made from highquality materials. It features overhead and frontwards shelter with a clear and durable windshield for weather protection and maximum visibility.

Further upgrade the user experience by investing in the UK-made PVC/nylon textile option for increased comfort levels. It also has roll-up doors for easy access with enhanced ventilation for breathability supporting prolonged use.

The Solid Canopy with Sides has been exclusively designed for Electric Mobility retailers. These optional upgrades can greatly improve the lives of those with reduced mobility by offering a stylish, functional, and continuous connection to community life.

With rear, forward, side and back surround the textile option can offer the ultimate in weather protection and discourages inconsistent seasonal usage of a mobility scooter by helping people avoid the temptation of staying indoors during the wet and windy months.

The Solid Canopy and Solid Canopy with Sides are both available on Motability. www.electricmobility.co.uk

The Alerta Lomond Rotate-Stand-Up Bed is a powered rotation bed to support users with unassisted transfers between lying in bed and standing.

Memory foam articulated mattress included Hand rails provide additional safety and assurance

Includes battery back-up in event of a power cut

Max Load: 250kg

Height Range: 40 - 80cm

SCAN FOR

The new Alerta catalogue features Lomond rotate-stand-up bed

New range of walkers/rollators

New Alerta slide sheets

New heel slope mattresses

Breeze S4 Canopy from TGA Mobility

The Breeze S4 offers the ultimate in advanced comfort, performance and looks with the solid canopy option it comes with designed to help keep out the elements. Ample storage is provided by secure, lockable and waterproof compartments at both the front and rear.

The Solid Canopy has a strong tubular framework which fixes directly onto the chassis with a perspex screen and roof to keep the user covered in all weathers, and detachable clear vinyl sides to make the Breeze S usable all year round.

www.tgamobility.co.uk

Mijo Mini Electric Handbike Wheelchair Attachment by John Preston

The ideal urban electric wheelchair attachment, the Mijo Mini weighs just 6.8kg and can be fitted to most folding and fixed frame wheelchairs.

The Mijo Mini can reach a top speed of 14kmh and with a range of up to 18kmph, it offers convenient and efficient manoeuvring around streets and shops.

www.johnpreston.co.uk

MK70 Capacity Tester by MK Battery

The MK70 is a true discharge machine with the ability to download capacity results to the user’s computer via USB connection.

The software is very user friendly and will give an accurate assessment of the battery capacity or charger quality. Reports can be printed and/or stored to justify battery or charger replacement.

www.mkbattery.com

Falls can happen in car parks, corridors and bathrooms as well as hospital wards. Equipment that is portable is essential to ensure patients are lifted quickly and safely. The new Mangar Supine Patient Transfer System is the first fully portable product available, with a pump that runs off either battery or mains power. This means it is easy to perform lateral transfers and lifts wherever the patient falls. And, with minimal moving and handling force needed, it always provides a stable, safe experience for the patient.

For more information or to book a demonstration please email enquiries@winncare.uk or call 0800 2800 485

dream role in the mobility and access industry could just be a click away...

Lightweight Powerstroll from Drive DeVilbiss Healthcare

The Lightweight Powerstroll takes the strain out of pushing a heavy wheelchair and makes easy work of hills, ramps and gradients. The dualwheel lightweight Powerstroll can be easily fitted and removed within seconds and adapts to fit many wheelchair sizes.

Allowing a speed of up to 3mph it offers a maximum range of 16km. It fits many wheelchairs with seat widths from 14” to 20”. It is also lightweight at 14kg and less than 8kg with its battery pack removed for easy transportation.

A trigger handset enables variable speed dial and forward/reverse button to suit the attendant and user requirements, while twin ‘Drive’ wheels feature 8” black non-marking PU tyres. The Powerstroll uses an airlinefriendly 12v 20ah battery.

It comes with an easy-to-use lift-up strap to increase manoeuvrability. The weight capacity of the Powerstroll is 115kg.

www.drivedevilbiss.co.uk

MK AGM Batteries by MK Battery

For lighter-duty mobility use, MK Battery offers a line of AGM (absorbed glass mat) batteries.

Although AGM batteries will not match the cycle-life performance of the brand’s Genuine Gel batteries, they do offer a lower initial cost and will supply sufficient functionality to meet the less critical needs of certain

lighter duty mobility applications.

For heavy daily use and traditional rehab applications, continued utilisation of its heavy-duty gel batteries is highly recommended.

www.mkbattery.com

Powerpack from TGA Mobility

MK Genuine Gel Batteries by MK Battery

As a provider of high-quality Deep Cycle batteries, MK Genuine Gel batteries provide years of proven performance and significantly longer life – averaging one to two years or longer when properly maintained.

According to MK Battery these batteries have been the number one choice for years of the leading wheelchair manufacturers.

www.mkbattery.com

The Powerpack attaches to almost any wheelchair in seconds, turning it into a powered chair to help the pusher push. Once fitted the pusher simply strolls behind with their thumb on the control, letting the Powerpack do all the hard work.

Light enough to take anywhere, in the car boot, train or plane, the Powerpack gives the user that extra mobility to go where they want to go. No more struggling up hills, ramps or over uneven ground, the Powerpack does the pushing for the end user, comfortably and reliably, for up to 10 miles at a time.

www.tgamobility.co.uk

PAWS City by Rehasense

The City is the entry level model in the Power Assisted Wheelchair Systems (PAWS) range from Rehasense UK.

Available with a 12” or 14” wheel, the City has been designed mainly for use around town with the 12” wheel ideal for smooth tarmac roads while the larger 14” wheel can handle slightly more uneven surfaces. The City can also be used indoors thanks to its turning circle of just one metre.

Standard features on every model include: forward/reverse mode, traction control for when setting off on a slippery surface or slope, cruise control to remove the need to permanently hold the throttle and Walk Mode. PAWS requires no frame alteration or additional add-ons to the wheelchair.

www.rehasense.co.uk

A FIXED RATE INSURANCE PACKAGE

RETAILER ESSENTIALS

Exclusive to Retail Members of the BHTA

COVER INCLUDES

✔ Material Damage

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✔ Employers, Public & Products Liability

Option 1: Excluding Employers Liability

- £224 including 12% Insurance Premium Tax

Option 2: Including Employers Liability

- £280 including 12% Insurance Premium Tax

REQUEST INFORMATION

For more information on our insurance packages, please contact Stephen Aldridge - our Client Director who has worked with BHTA’s members for many years.

E: stephen.aldridge@verlingue.co.uk

T: +44 (0) 208 282 8595

W: www.verlingue.co.uk

Cover provided by Markel (UK) Ltd

ABOUT US

Verlingue is the approved insurance broker for the BHTA insurance scheme, which is available exclusively to BHTA Members. We are part of the Verlingue Group, one of Europe’s largest independent insurance brokers, employing over 1,100 people and placing premiums in excess of €2 billion.

Snug Canopy by TGA Mobility

Designed to keep out the elements, the Snug Canopy gives the end user the freedom to venture further without the worry of the wind or rain.

Simple, versatile and incredibly easy to install, it converts almost any scooter into transport for all seasons. The retractable hood provides protection from the sun, rain, wind or cold, and it enables the end user to adapt and keep moving in all seasons without losing the feeling of freedom a scooter brings.

www.tgamobility.co.uk

Rio Mobility eDragonfly Handcycle

by John Preston

e-Dragonfly 2 by Rio Mobility is the new-generation electric assist handcycle attachment that converts the end user’s wheelchair into a recreational exercise machine. Use of the e-Dragonfly reduces strain on the users’ shoulders when travelling on long journeys or tackling a steep gradient.

The e-Dragonfly attaches to the front of most rigid frame wheelchairs and even some folding models of manual wheelchairs. It boasts five power assist levels, with controls for gear shifting and brakes at the user’s fingertips.

www.johnpreston.co.uk

PAWS Cruiser by Rehasense

The mid-range Cruiser from the Power Assisted Wheelchair Systems (PAWS) range from Rehasense UK has been designed for wheelchair users looking for a power add-on to enable them to venture off standard road surfaces and onto more uneven terrain such as a forest trail.

With a larger 16” wheel the Cruiser offers a smooth comfortable ride and comes with a comprehensive range of standard features including traction and cruise control. All three PAWS models are available with either a manual or automatic clamp and lift system, Tetra controls for people with reduced upper body strength, have a range of up to 25 miles and charge from empty in five hours.

www.rehasense.co.uk

Karma mobility ltd

Unit 6 target ParK, redditch

Worcestershire b98 8yn

T: 0845 630 3436

E: info@karmamobiliTy.co.uk

www.karmamobiliTy.co.uk

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.

Ergo Lite 2 Transit Wheelchair

Ergo Lite 2 Self Propel Wheelchair

YEAR-ROUND RAMBLER

Breeze S4 with solid canopy

Take on new terrain with TGA Mobility

The Breeze S4 brings you the ultimate in advanced comfort, performance and looks that have set the standards within the mobility scooter industry.

With all-round, active, adjustable suspension and powerful motor, kerbs and rough ground are simply a breeze. Keep going, no matter the weather with the solid canopy option designed to help keep out the elements.