THE UK’S NO.1 MAGAZINE FOR THE MOBILITY, ACCESS & INDEPENDENT LIVING TRADE
BUYERS’ GUIDE Expert-recommended seating and cushion products SUPPLIER SPOTLIGHT Adapt Ability: The Dragon’s Den duo on a mission to change lives
ISSUE 302 NOVEMBER 2023
THIIS.CO.UK
RETAILER SPOTLIGHT How Ability Plus is successfully evolving in the mobility sector
Reach for the top Read our expert tips for helping your mobility business thrive in 2024
P62 Check out our exclusive one-stop shop for retailers, installers and distributors
Welcome! This issue there are plenty of stories to share about retailers going the extra mile, from fundraising Thistle Help (p4) to Mountfield Services (p6), which is sponsoring an up-andcoming young wheelchair basketball star. Another one is Kent-based Ability Plus. With its goals focused around empowering customers and providing top-notch service, the retailer is thriving after 15 years in the business. Read about its latest showroom to open on page 18. Adapt Ability (p30) have gone from strength-to-strength, following its co-founders’ successful appearance on BBC’s Dragon’s Den programme earlier in the year. Find out what happened next for Cristian Brownlee and Matt Walker since launching the Omeo, the self-balancing powered wheelchair. On the subject of innovative powered wheelchairs turn to page 16 to find out how Dietz Mobility UK is wowing customers with its funky custom frame colours and hydrop-dipped shroud patterns. There’s handy advice for independent mobility retailers planning for a successful 2024 (p26) as well as some top product offers (p62) from mobility manufacturers to enable retailers to pass on savings to customers. Plus, find out which cushion and seating products are grabbing mobility companies’ attention in the Retailers’ Choice (p10) and Buyers’ Guide (p38) features. Enjoy the issue.
Editor
Inside...
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THE UK’S NO.1 MAGAZINE FOR THE MOBILITY, ACCESS & INDEPENDENT LIVING TRADE EDITOR Liane McIvor 07917 784929 liane@thiis.co.uk ADVERTISING Joe Fahy 07384 258 372 joe@bhta.com SUB-EDITOR Sarah Sarsby sarah@thiis.co.uk STAY UP TO DATE... @wwwthiiscouk THIIS.Magazine thiis-magazine THIIS is produced by the British Healthcare Trades Association. Printed in the UK by Buxton Press Ltd. Designed by Dan Thompson at TypeStart. 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.
Features 16 18 24 26 30
Trade Talk: Dietz Mobility UK Retailer Spotlight: Ability Plus Trade Thoughts Guest article: Retail business tips Supplier Spotlight: Adapt Ability
Regulars
04 News, deals and people 08 Events 10 Retailers’ Choice: Seating and cushions 36 Let’s Get It Clear 38 Buyers’ Guide: Seating and cushions 62 THIIS Discount Club
18
30 thiis.co.uk | From the editor | 3
News, deals & people
A round-up of the key trade stories for business leaders to digest
Purple power at Thistle Help Scottish mobility retailer Thistle Help raised over £900 for Ayrshire Hospice recently by holding a coffee morning and prize draw at its Irvine showroom. Friday 13th October was the date of this year’s Go Purple day, an
4 | News, deals & people | thiis.co.uk
annual event where Ayrshire schools, businesses and community groups come together to raise money for Ayrshire Hospice, a local charity which looks after terminally ill patients. Customers, friends and family attended Thistle Help’s showroom, as
well as staff from the Ayrshire Hospice team. The retailer has been getting involved with Go Purple since 2018. Laura Hays, Director at Thistle Help, says that the event always offers a great way to bring people together.
Remembering Dave Holder A beloved friend and former colleague of staff at Electric Mobility, Dave Holder died peacefully at home on 26 September 2023. Dave was a valued and admired member of the Electric Mobility team as the Area Dealer Manager South West and Ireland for 14 years. A source of joy and inspiration to all who knew him Dave was a person of great character and integrity and will be sorely missed, a spokesperson for Electric Mobility stated. Dedicated and hardworking, Dave always put the needs of the team first and was always willing to go the extra mile for the company and its customers. He is remembered as a great listener with a wonderful sense of humour.
Alerta Medical’s crash-tested wheelchair
Medical equipment manufacturer Alerta Medical has launched a self-propelled wheelchair that has been professionally crash tested and certified. The Alerta Self-Propelled Wheelchair is described as “the perfect solution” for enabling disabled people to become more independent and live their own lives. Features of the crash-tested wheelchair include self-propelling rear wheels, detachable arms, padded armrests, lap belt, swing-away and detachable footrests, heel loops and rear brakes, with 60cm rear wheels and 20cm front wheels, all with puncture-proof tyres. The seat of the wheelchair is 40cm deep x 45cm wide. Its maximum user weight is 115kg.
in brief... REHASENSE UK APPOINTMENT Mobility specialist Rehasense UK has announced the appointment of Simon Turney to the position of Business Development Manager. Simon will be responsible for an area covering Lincolnshire, East Anglia, Suffolk and the northeast coastline up to the Scottish border. In his new role, Simon will be responsible for managing the existing dealer network while also looking for new business opportunities and building relationships with healthcare professionals.
ABLEWORLD’S SOUTH WALES EXPANSION Mobility and stairlift retailer Ableworld has announced that it is expanding its successful South Wales franchise with a brand-new store in Newport, South Wales. With a prime location and ample parking, the Newport store will offer a wide range of mobility products, including stairlifts, daily living aids, and more, making it easier for residents in South Wales to access the essential support they need.
New complex product assessor at Nexus Rehab Mobility retailer Lifestyle & Mobility has appointed Gavin Hosking to the role of Complex Product Assessor for Nexus Rehab, its complex rehabilitation division. Gavin has six years of industry experience working from engineering to wheelchair rehabilitation in the NHS and private sector. Gavin had previously worked for Lifestyle & Mobility at its Harlow Branch. Working alongside Pete Jones, Director of Nexus Rehab, Gavin said that he is looking forward to working with therapists, case managers and manufacturers.
thiis.co.uk | News, deals & people | 5
in brief... PRIMACARE EXPANDS MANUFACTURING SITE Bespoke seating manufacturer Primacare recently purchased a new factory unit at its Welsh manufacturing site, increasing its manufacturing site to 40,000 square feet and six acres. The adjacent new unit at the Heads of The Valleys Industrial Estate in Rhymney, Tredegar, will allow Primacare to expand its manufacturing output, including products under development. The business is currently recruiting additional personnel and will have recruited a further 10 by the end of January. Completion is planned for the end of January.
One in the net for Mountfield Services Essex-based stairlift specialist Mountfield Services has announced that it is sponsoring wheelchair basketball star Charlie McIntyre. At 17 Charlie was part of Team England’s men’s wheelchair basketball squad for the Commonwealth Games in 2022, coming away with a bronze medal. The firm has funded a new day chair from Max Wheelchairs to help Charlie, 18, as he prepares for a move to Italy where he will play for world-renowned wheelchair basketball league Dinamo Sassari. He also has his sights set on representing Team GB in the upcoming Paris Paralympics Olympic Games. Along with ensuring Charlie has the highest quality of life and independence, the new day chair will help Charlie get around Italy, to and from training and matches. Mountfield Services logo will feature on Charlie’s new chair as well as on clothing.
PRIDE MOBILITY RETAIL SHOP Mobility product specialist Pride Mobility opened its first retail shop – Pride Mobility Homestore – in Coventry last month. Expanding into the retail market represents a major milestone for Pride Mobility and its complex rehab power chair arm Quantum Rehab. Pride’s full range of mobility scooters and powerchairs will be available, along with Quantum Rehab’s powerchairs and new rise and recline furniture from Sitting Pretty. The firm states that its strategy is to expand into areas of the UK where the company has little to no representation.
Designability wins innovation award Designability’s accessible pushchair for wheelchair users was announced the winner of The Baby Products Association’s 2023 Concept and Innovation Award at the International Nursery Fair in Harrogate. The Bath-based design charity received the award for its “groundbreaking” design after launching the accessible pushchair at the fair on 15-17 October 2023. Designability’s assistive technology offers freedom and independence for disabled parents and carers.
Trekinetic partners with postural seating specialist All-terrain wheelchair manufacturer Trekinetic has announced the expansion of its dealer network in the UK with the addition of postural seating specialist, Consolor. Based in Southampton, Consolor provides posture, seating and mobility assessment services to NHS wheelchair services and private clients across the UK. The addition of Consolor to Trekinetic’s dealer network will improve its ability to support customers in the south and provide a one-stop shop for customers with more complex seating requirements.
6 | News, deals & people | thiis.co.uk
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Events
Our guide to some of the key upcoming events in the UK and abroad for the mobility and access sector
MEDICA WHEN? 13-16 November 2023 WHERE? Dusseldorf, Germany www.medica-tradefair.com
CARE SECTOR SUPPLIER AWARDS WHEN? 17 November 2023 WHERE? Royal Garden Hotel, Kensington, London www.cssawards.co.uk
THE OT SHOW WHEN? 22-23 November 2023 WHERE? NEC, Birmingham www.theotshow.com/ welcome
ARAB HEALTH WHEN? 29 January – 1 February 2024 WHERE? Dubai World Trade Centre www.arabhealthonline.com
KIDZ TO ADULTZ MIDDLE WHEN? 14 March 2024 WHERE? Exhibition Hall, Coventry Building Society Arena www.kidzexhibitions.co.uk/ kidz-middle
Yonder walking stick • Folds to just 36cm • Available in silver or black • Adjustable height options 8 | Events | thiis.co.uk
NAIDEX WHEN? 20-21 March 2024 WHERE? NEC, Birmingham www.naidex.co.uk
If there’s an event you would like to see included here or you would like to advertise your event please email info@thiis.co.uk
MEDTRADE WHEN? 26-28 March 2024 WHERE? Dallas, Texas www.medtrade.com
CARE SHOW LONDON WHEN? 24-25 April 2024 WHERE? ExCeL, London www.careshowlondon.co.uk
DISABILITY EXPO
MEDTECH FORUM
WHEN? 5-6 July 2024
WHEN? 22-24 May 2024
WHERE? ExCeL London
WHERE? Vienna, Australia
www.thedisabilityexpo.com
www.themedtechforum.eu
DISABILITY AWARENESS DAY WHEN? 14 July 2024 WHERE? Warrington, Cheshire www.disabilityawarenessday. org.uk
PMG CONFERENCE WHEN? 15-17 July 2024 WHERE? The International Centre, Telford www.pmguk.co.uk
Get in touch
01787 888 106
trade.sales@tgamobility.co.uk www.tgamobility.co.uk thiis.co.uk | Events | 9
Seating and CHOICE cushions THE RETAILERS’
Wondering which seating and cushions are grabbing mobility companies’ attention? This month we asked retailers in the industry to highlight one product that is standing out for them…
Perching Stool arms and back from Gordon Ellis “The Perching Stool Arms and Back is crafted with precision and a keen eye for design. This high-quality, lightweight stool features both armrests and a backrest, making it a go-to solution for everyday tasks. “The contoured shape offers maximum comfort and support, making sitting and standing effortlessly easy. Its gentle slope towards the front ensures minimal effort, allowing the user to complete household tasks with greater ease and comfort. “From food preparation to washing up, the Perching Stool Arms and Back is a versatile companion. Its design caters to the user’s everchanging needs, allowing them to choose between having arm and backrests attached or removed, ensuring the perfect configuration for each activity.” Rhian Pita Marketing Manager at Ableworld www.ableworld.co.uk
4 in 1 perching stool from Able2 “This four-in-one perching stool is as versatile as it comes with different options that can be adapted for the customer. “Options include having it without the arms and back, with just the backrest, with just the arms, or with both the arms and the backrest. “The seat is angled forward to make sitting and getting up easy and allows a perfect resting position. The padded seat and backrest, if used as an option, are comfortable and easily wiped down. “Meanwhile, its white powdered steel frame not only looks attractive but also ensures durability while the extending legs made of chrome-plated steel add to
10 | Retailers’ Choice | thiis.co.uk
the stool’s stability and aesthetic appeal. “Designed for users weighing up to 135kg, this stool is not just functional but also built to last. Its footprint, measuring approximately 600x400mm, makes it a practical choice for spaces of all sizes.”
Karen Sheppard Managing Director of People First Mobility www.peoplefirstmobility.com
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Adelphi Care Chair from Primacare “The range of seating and cushions for the geriatric and less able is vast, however, the common theme is to provide a level of comfort and pressure care that accommodates users who spend a lot of time seated. That extended amount of time should not be detrimental to their health and should not cause any discomfort. “The Adelphi Care Chair from Primacare is an entry-level tilt-in-space care chair that has a significant amount of adjustability to accommodate numerous body types and shapes. But it can also be tailored with colour and cushion choices to match particular requirements. “The back angle, arm height, footplate and seat are all adjustable. It also has a removable arms and seat cushion making side transfers easier. With both manual and electric control options it is a chair that is equally at home in a domestic setting or a care home. “The perceived comfort is such that rarely does a client look elsewhere once they have had the opportunity to sit in one of these.”
Alastair Gibbs Managing Director of TPG DisableAids www.tpgdisableaids.co.uk
Two-Way Support Cushion from Specialist Mobility “One of our most popular seating cushions is the two-way support cushion. Available in a range of patterns, it has been carefully designed to enhance comfort whilst sitting for extended periods. It features a coccyx cut-out towards the back of the cushion, helping to relieve pressure on the lower back and tailbone, reducing back pain whilst seated. “It is two-way as it has two sections which are joined – one is to sit on and one to lean against, enhancing comfort and reducing draughts across the back.
12 | Retailers’ Choice | thiis.co.uk
“Each cushion includes a choice of seated bases – one side nodular foam and one side flat allowing the user to choose which suits them best. “The two-way seat cushion also features handles, allowing it to be folded and easily carried – ideal for carrying between venues. In fact, my daughter broke her back earlier this year and she has used the cushion to watch different events over the summer, finding it invaluable. “It is currently available in five different fleece cover designs, including the new Newmarket pattern.”
Julia Phipps Director of The Ability Superstore www.abilitysuperstore.com
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EMYS Emys is designed as a compact, flexible postural backrest with a unique design. We have designed it to be incredibly easy to use thanks to the quick-release coupling and release systems. Emys provides a feeling of extreme comfort thanks to its breathable foam padding. The handmade padding can be removed and washed at 30°C. The flexibility of the backrest can be easily adjusted giving you the right mix of freedom of movement and control. Available in 3 different heights 27 cm, 35 cm and 43 cm.
Contact our Tarta Specialist on: 07731 999192
Alerta Partner Cushion System from Alerta Medical
Brecon Dream Rise & Recline Chair from Primacare “The Dream Collection of chairs stand out for us. The range include a choice of three back styles, the Dream (double waterfall lateral back), Brecon (waterfall back) and Aberdare (button back), seven sizes and a choice of single tilt-in-space or dual tilt-in-space mechanisms. The Brecon (pictured above) is a particular bestseller for us. “There are a range of breathable fabrics and colours in the range, including pressure relief in the removable seat module which makes the range suitable for a wide range of clients. “Size adjustments can be easily made at the point of order for a small charge. The removable seat quilt on the express model provides longevity of the chair, as it can be easily replaced or
14 | Retailers’ Choice | thiis.co.uk
upgraded to a higher level of pressure relief, and also allows access for ease of cleaning. “Delivery is usually within a 7-10 days for the express range, which is great when the clients need the chair quickly. The order process is simple and we are always impressed with the aftercare from Primacare, with parts arriving quickly when required.”
Lauren Bromfield Occupational Therapist at Classic Mobility www.classicmobility.org.uk
“As well as supplying to the general public, we supply a wide range of equipment to the care and public sector. One of these items is the Alerta Partner Cushion System. “This cushion system is an alternating pressure-relieving cushion system with a sealed 2” foam base for effective prevention and treatment of users with a high risk of developing pressure ulcers. “It has simple-to-use settings and functionality and enables the care provider to quickly set up the cushion system and have it operating at optimal pressure for a specific user with ease. “The Partner Cushion System is a highly versatile and costeffective solution which has been manufactured to comply with the most stringent quality and in-use guidelines. “The cushion will take a maximum user weight of 150kg. The cover is a multi-stretch, waterproof and vapourpermeable PU material. It is water resistant and machine washable. “This is the ideal solution for people who move from bed to chair whilst still requiring permanent pressure relief. There is also a mobile cushion system which is battery operated allowing the user to have pressure relief whilst sitting in a wheelchair.”
Laura Hays Director of Thistle Help www.thistlehelp.co.uk
Our AGM batteries are the most powerful battery on the market! We offer Haze AGM batteries in their standard range and their EX range
The Haze EX range offers a significantly higher Ah in the same box size - perfect for customers needing that extra boost! 01536 203030 sales@easystartbatteries.co.uk www.easystartbatteries.co.uk
Trade talk Q&A with Darren Legg, Managing Director of DIETZ Mobility UK Established in 2017, DIETZ Power develops powered wheelchairs that are adaptable, right down to the last detail, for people with limited mobility. THIIS spoke to Darren Legg, Managing Director of DIETZ Mobility, its exclusive UK and Ireland distributor, to find out more about its customised wheelchairs and new ‘lunch and learn’ training sessions… DIETZ HAS SHOWN SOME GREAT EXAMPLES ON SOCIAL MEDIA OF CUSTOM PAINTWORKS ON ITS WHEELCHAIRS. CAN YOU TELL US MORE ABOUT THIS? “We’ve been offering custom frame colours and hydro-dipped shroud patterns since 2021. As our profile has grown and more people are aware of this option we have seen a big jump in the number of chairs being ordered with these bespoke creations. “Offering choice is at the heart of our vision and purpose and this allows every individual to reflect their own personality within their powered wheelchair.”
ARE YOU AWARE OF ANY OTHER SUPPLIERS OFFERING THIS TYPE OF PERSONALISATION FOR WHEELCHAIRS? “There are some other suppliers offering personalisation, however this often tends to be ‘standard’ off-theshelf patterns which of course can limit choice. We believe that to truly offer complete individualisation this should be offered fully bespoke in the way we do at Dietz.” CAN YOU TELL US ABOUT THE NEW TRAINING AND SHOWROOM AREA AT DIETZ HEADQUARTERS? “Our new training and showroom area in the West Midlands has been available for a couple of months now. With feedback from our dealers and therapists who have visited we have also just recently started a revamp to improve the facilities even further. This work will be completed shortly, and we are very excited to share with everyone what this will look like when completed. “We created the space to be able to fully profile everything that DIETZ can offer under one roof. It means that any visitors can not only see just product, but the full range of options, accessories, and bespoke examples that we can do.” YOU ALSO RUN LUNCH AND LEARN SESSIONS. WHY DID YOU DECIDE TO SET THESE UP?
A floral hydrodip for a Sango powerchair
16 | Trade Talk | thiis.co.uk
“We appreciate that it isn’t always possible for dealers and therapists to be able to visit us in the West Midlands, so we wanted to ensure we can still offer them a smaller part of the head
A Sango Slimline with custom colour and hydrodip shrouds
office training experience, but at their own facility. “These sessions can then often lead to a more in-depth visit to head office in due course. We have a dealer network throughout the UK, so we are happy to provide this across that area.” WHICH PRODUCTS HAVE BEEN SELLING WELL FOR FOR DIETZ THIS YEAR? “The complete Sango powerchair range has again been very successful this year. It combines great quality, some very unique features whilst also being fantastic value for money. “The range of Taima rollators have exceeded all expectations in 2023. Again, it’s a very high-quality product, very lightweight yet robust. Dealers like the fact that we always have UK stock here in the West Midlands so lead times work very well for them.” CAN YOU PROVIDE SOME INSIGHTS ABOUT NEW PRODUCTS WE CAN EXPECT FROM DIETZ IN THE COMING MONTHS? “2024 will see the introduction of some products from DIETZ that are currently sold in Europe but not in the UK. There will also be some new product launches across the manual wheelchair and rollator ranges. Watch this space as there could always be more.” www.dietz-mobility.co.uk
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The spacious new showroom
Ability Plus: Going the extra mile
Its eye-catching new van design
The opening of a spacious new showroom in Kent this year has marked an exciting milestone for Ability Plus which has been empowering customers with mobility challenges for 15 years…
MOBILITY EQUIPMENT ENGINEER TRAINING OUR TRAINING CENTRE PROVIDES OUTSTANDING COURSES, LED BY 1ST CLASS PROFESSIONALS IN A WIDE RANGE OF MOBILITY EQUIPMENT. FOR MORE INFORMATION, PLEASE CONTACT ONE OF OUR FRIENDLY STAFF OR VISIT OUR WEBSITE WWW.MOBILITYEQUIPMENTTRAINING.CO.UK 18 | Retailer Spotlight | thiis.co.uk
Mobility aids and assistive devices provider Ability Plus earlier this year announced the grand opening of its spacious new showroom at Dockside Outlet Centre in Chatham, Kent. The expansion marked an exciting milestone for Ability Plus after 15 years in business, with its spacious new surroundings offering an extensive range of mobility aids, including wheelchairs, mobility scooters, walking aids, and much more. With a commitment to providing products that promote independence, comfort, and style, Graham Johnson, Managing Director at Ability Plus, says that the business is devoted to meeting the diverse needs of customers seeking enhanced mobility solutions. “At Ability Plus, we believe that everyone deserves the opportunity to live a fulfilling and independent life,” says Graham. “Opening our store at the Dockside Outlet Centre allows us to bring our exceptional range of mobility aids and assistive devices closer to our valued customers.” ENTREPREURIAL ORIGINS Established in 2008, Ability Plus, formerly known as Ability Outlet, started out as a small shop on Station Road in Rainham, Kent. Over the years this grew to five showrooms. Apart from the showroom in Dockside Chatham, there are showrooms in Bluewater, Gillingham (its engineering hub), Sittingbourne Forum and Herne Bay. Such progress is not bad going considering the business owner and founder Graham Johnson started his career in an altogether different industry. Graham explains: “Prior to venturing into this business, I had a successful career in the city, where I managed an investor relations team, specialising in stock and shares analysis. However,
when I reached the age of 40, I felt the need for a change and wanted to focus on something more local and personally fulfilling. “Entrepreneurship had always been a dream of mine, and my studies in marketing had highlighted the potential of the baby boomer market, often referred to as the “grey pound.”” Recognising the significant opportunities within this demographic, Graham decided to establish Ability Plus as a business dedicated to serving the unique needs of the ageing population. He continues: “By providing a range of products and services tailored specifically to the requirements of seniors, we aim to enhance their quality of life and promote independence. “Through our expertise in marketing and our commitment to exceptional customer service, we strive to make a positive impact on the lives of our valued customers.” Graham currently serves as the managing director of Ability Plus, overseeing the financial and HR aspects of the business. Supporting him are two highly experienced and trusted colleagues, Lorraine (Finance Director) and Chris (Commercial Director). Says Graham: “Together we form a dedicated team committed to
“Our store allows us to bring our exceptional range of mobility aids and assistive devices closer to our valued customers” the success and growth of Ability Plus.” Added to the mix is Graham’s son, Ben, who leads the stairlift division at Ability Plus. Graham adds: “With his expertise and passion for the industry, he ensures that our stairlift business operates seamlessly, providing topnotch products and services to our valued customers.” Graham is also thrilled to have his daughter, Jade, on board as she embarks on a one-year apprenticeship in digital marketing. He says: “Her fresh perspective and knowledge in this field bring innovative ideas to our marketing strategies, allowing us to effectively reach and engage with our target audience. “At Ability Plus, we believe in
Unit 1, 147 Elliott Road, Plymouth PL4 0QS
0800 285 1956
mobilityequipmenttrainingcourses@yahoo.co.uk thiis.co.uk | Retailer Spotlight | 19
investing in our team and providing opportunities for growth and development. We are proud to have a family-orientated work environment that fosters collaboration, professionalism, and a shared commitment to excellence.” NEW SHOWROOM As part of its grand opening celebrations in August 2023, the new Ability Plus store at the Dockside Outlet Centre offered various promotions and exclusive offers for visiting customers. They also had the opportunity to participate in product demonstrations, enabling them to experience first-hand the functionality of its products. The retailer had previously operated its showroom at a smaller unit on a main road in Chatham for 12 years but after outgrowing this it looked at the possibilities of the Dockside Outlet Centre, which attracts more footfall, comments Graham. Meanwhile, the engineering side of Ability Plus was moved to a nearby industrial unit, which is also used to store stock. The new showroom has been designed to offer a modern and welcoming environment, explains Graham, ensuring a comfortable and enjoyable environment for customers and staff alike. “Our goal with the new space was to create an environment
“My studies in marketing had highlighted the potential of the baby boomer market, often referred to as ‘the grey pound.’”
The retailer is a proud Motability dealer
20 | Retailer Spotlight | thiis.co.uk
that fosters collaboration, innovation, and productivity,” he adds. Knowledgeable and friendly staff are on hand to assist customers, providing expert guidance and support and helping them in finding the ideal mobility solutions tailored to their specific needs. With its retail space now doubled Ability Plus aimed to address several key areas that it felt were limiting its potential in the previous location. These included showing more Rise & Recline beds and chairs, along with a stairlift display. The new space offers an environment that promotes teamwork, attracts talent, improves efficiency, and supports the business’s long-term growth objectives, explains Graham. “Firstly, we wanted to improve communication and teamwork among our employees. The new space allows
for open-concept work areas, meeting rooms, and breakout spaces that encourage interaction and idea sharing. “We are excited about the opportunities this space brings and look forward to achieving even greater success as a result.” The store is tailored to meet the needs of all individuals seeking mobility solutions and aids, continues Graham, which are primarily seniors, individuals with disabilities, and those recovering from injuries or surgeries. Graham adds: “We understand the challenges they may face in their daily lives and strive to provide them with a wide range of mobility products such as wheelchairs, scooters, walkers, and other assistive devices. “Additionally, we offer personalised consultations and expert guidance to ensure that our customers find the perfect solution for their unique requirements. Our goal is to empower individuals to maintain their independence and improve their quality of life.” PRODUCT EXPANSION Finding itself within an ever-changing marketplace which includes more suppliers offering products directly and increased competition from online retailers, Ability Plus is selective on the products that it stocks, explains Graham. He envisages expanding the store’s product offerings to include a wider range of mobility aids and equipment. “There’s no point in stocking products that can be found online for a lot less. By extending into the Rise & Recline product market we are finding customers are more likely to come into store to see these products that are
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important to try before you buy.” At the same time, as specialists in high-end powerchairs and specialist wheelchairs, Ability Plus strives to stay at the forefront of innovative mobility solutions by working closely with suppliers that support its business in this area. These include Invacare, Sunrise Medical, Quantum Rehab and Ki Mobility, to name a few. Graham continues: “We carefully select products that offer superior performance, comfort, and reliability, ensuring that our customers have access to the best options available.” As a Motability dealer, Ability Plus aims to provide comprehensive repair and servicing solutions, which are all offered in-house for customers. Says Graham: “Our skilled team, dedicated to serving the Kent area, strives to address any issues with our customers’ products right on-site whenever possible. We understand the importance of minimising any inconvenience caused. “In situations where the repair necessitates bringing the product back to our workshop, we go the extra mile by offering a loan unit to our customers. This way, they can seamlessly continue with their day while we take care of their product. We believe in providing top-notch service and ensuring our customers’ satisfaction every step of the way.” ONLINE PRESENCE The website plays a crucial role in the Ability Plus business. Graham explains: “In today’s digital age, having a strong online presence is essential for any business, including mobility retailers. Our website serves as a central hub where customers can
access information about our products and services, learn about our company, and make inquiries.” In addition, Graham says that they are looking at the possibility of setting up an e-commerce website that will compliment its stores. “We plan to further enhance our online presence and e-commerce capabilities to reach a broader customer base and provide a seamless buying experience. This includes investing in user-friendly website features, online support systems, and efficient delivery services. Looking at the mobility sector as a whole, there are several challenges that have emerged and may continue to impact the industry even beyond the Covid-19 pandemic, explains Graham. These include how a growing ageing population looks set to increase the demand for mobility products and services. “However, this also means that there will be a greater need for innovative and affordable solutions to cater to the diverse needs of older adults,” he adds. As healthcare systems evolve, with the possibility of shifts in funding and reimbursement policies for mobility aids and equipment, mobility retailers will need to adapt to these changes and find ways to navigate the complexities of healthcare financing, Graham explains. The mobility sector has seen significant advancements in technology, including the development of smart devices and assistive technologies, he says. EVOLVING MOBILITY SECTOR “Embracing and keeping up with these technological innovations will be crucial
Store manager Michael Whamond with Graham Johnson
22 | Retailer Spotlight | thiis.co.uk
“We doubled our retail space so we were able to show more Rise & Recline beds and chairs along with a stairlift display” for mobility retailers to stay competitive and meet customer expectations. “We aim to stay at the forefront of technological advancements in the industry, incorporating smart technologies and innovative solutions into our product portfolio.” There is an increasing focus on sustainability across industries and environmental concerns, and the mobility sector is no exception, says Graham. “Mobility retailers will need to consider eco-friendly practices, such as reducing waste, using sustainable materials, and promoting recycling initiatives.” With customer satisfaction a priority for Ability Plus Graham says that the business will continue to provide personalised consultations, professional assessments, and excellent after-sales service. Building strong relationships with customers and maintaining a reputation for reliability and expertise is fundamental to the business. Graham concludes: “Overall, we see a future where the mobility sector continues to evolve and adapt to the changing needs of customers. By staying proactive, embracing technology, and focusing on customercentric strategies, we are confident in the growth and success of our business in the years to come.” www.ability-plus.co.uk
Trade thoughts This month THIIS asks Andrew Morgan, Director of HWB Mobility, about his standpoint on the competition between bricksand-mortar stores and online retailers in the mobility industry… “Firstly, there’s a need for both models and we can all exist harmoniously as we have been doing up to now. We follow many businesses with physical shops on social media and wish them every success in everything that they do. “There are people that want to visit a shop and see things in person before purchasing and there are people that are either unable to, due to mobility challenges, or simply find shopping online far more convenient, we cater for that segment of the market. “I must kick back at the suggestion being made though that good online retailers aren’t able to offer the things a business with a physical location can. Indeed, HWB Mobility prides itself on its aftercare service. “Things go wrong with our products in the same way anyone’s products can, they’re the same products from the same suppliers after all. How you respond to support requests is what sets you apart though, and that goes for every business model. “As an example, a customer contacted us recently to say her riser recliner chair had stopped working and was stuck in the rise position. She was confined to her sofa until her chair was
24 | Trade Thoughts | thiis.co.uk
Andrew Morgan and Julie Campbell, founders of HWB Mobility
fixed and physically couldn’t get up from that either. “Needless to say, it was urgent. I visited her, diagnosed a faulty handset, went straight to the suppliers to pick one up, returned to her house, fitted it, all in the same day. “I obviously can’t speak for other online sellers but the point is, we will move heaven and earth to ensure a customer’s complete satisfaction, before, during and after any sale and reject the notion that online sellers don’t care as much as those with a shop. “I’m sure, if I had the time, I could find derogatory reviews for mobility shops just as easily as I could online retailers. Every single review we’ve ever received, be it on social media or our Google business page has been five stars. “We cover all of mainland Britain and there are many businesses that help support us in that, like Healthcare Distribution Direct, a business that advertises in THIIS regularly. They offer exceptional levels of customer service too! More recently we’ve partnered with Homeserve (Ammeria Group), and so it’s become even easier for us to provide our after care.
“I make no apology for the rant as we pride ourselves on our extremely high levels of customer service and satisfaction here at HWB Mobility. The biggest proof of that is when people come back to us for something else and that happens time and time again. “We are full of nothing but love for this industry and all that work in it. We never lose sight of why we entered into it and the customer is at the forefront of our minds. Last issue’s article needed a bit of perspective though and so I hope I’ve provided that.” hwbmobility.co.uk
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Five steps to help your business thrive in 2024 Hoping your mobility business will thrive in 2024? This expanded guide from Mike Glynn delves deeper into the core strategies required… As 2024 approaches, the mobility healthcare industry stands on the brink of significant transformative shifts. Businesses that anticipate, adapt, and align their strategies accordingly will lead the market. How will your business adopt the fast-emerging technology available to small businesses? For every action, there is an equal and opposite reaction. As Sir Issac Newton once wrote: “Do something, and something will happen. Do nothing, and nothing will happen. Do the right thing, and great things will happen.“ The trick is, of course, knowing what’s right!
1
QUALITY ABOVE ALL
A product’s reliability can mean the difference between comfort and discomfort or safety and risk so regularly evaluate your product for safety standards, durability, and usability. Engage with healthcare professionals for insights into design improvements. When people buy what they want, price becomes less important; however, value is a more defining factor when needed. Differentiation, premium offer, packaging, and price presentation will make you stand out when prospects search. An investment in research and
26 | Guest article | thiis.co.uk
development positions your business as forward-thinking. This commitment to innovation will also ensure that you’re introducing products that cater to emerging needs and employ the latest technologies. Customers’ expectations are high, and they are well informed. It would be best to be transparent to win them over and gain their trust.
Consider exploring niche markets. From products for pediatric use to those for specific medical conditions, diversification can open up new revenue streams. Also, consider the situations where a product may have been a forced purchase. This information will usually be found with a past customer who wasn’t asked, “How did you find us”?
Key elements of the matrix A well-defined matrix should include the following elements: 1. What activity happens: This defines the actions taken at each sales pipeline stage. For example, in the “Qualify” stage, the activity might be “Identify and understand the prospect’s needs.” Are these needs met well by your product?
4. What automation is needed: This identifies areas where automation can streamline the process, e.g., template emails, questionnaires, case studies, testimonials, reference sites, service contracts, and meeting booking links.
2. Evidence the stage is complete: This provides objective proof that the activities for a stage are complete, e.g., meeting assessment.
5. Target time in stage: This estimates the time a lead should spend in each stage. It helps keep the sales process on track and identifies bottlenecks.
3. What resources are needed: This outlines the tools, information, or personnel required to complete the activities in each stage.
6. Probability of winning: This estimates how likely a deal is to close at each stage. It also allows for more accurate sales forecasting.
Actionable points Conduct a product quality audit and identify areas of improvement. 2. Organise advanced sales training sessions on objection handling and consultative selling. 3. Explore integrated software solutions, ensuring they offer
robust data analytics features. 4. Engage with AI solution providers to enhance customer interaction and gain market insights. 5. Foster a culture of continuous learning and customer feedback prioritisation.
bottlenecks and deploy automation tools to reduce human error and speed up operations. A streamlined sales process with fewer steps makes it easier for everyone to follow and execute. The essential stages in an effective pipeline are qualification, discovery, bidding, and closing. More detail sits behind these steps, which is vital for identifying progress and highlighting bottlenecks. Migrating to an integrated software solution ensures real-time updates, minimises data redundancy, and streamlines tasks like invoicing, customer communications, and inventory checks. Once you have a defined sales process, create a matrix. Automation is no longer a luxury; it’s a necessity. With the right sales pipeline automation software, you can streamline your sales process, increase efficiency, and close deals faster. However, before diving into the features of any software, it’s crucial to create a matrix outlining various stages within the sales pipeline. This matrix will serve as a roadmap for your automation journey, ensuring that every aspect of your sales process is geared for success. Harness the power of data analytics. Beyond sales figures, dive into patterns - where products are bought together, and they suggest a bundled opportunity. What’s the average customer lifetime value? These insights can be game-changers in strategic decision-making.
Beyond chatbots, consider voice assistants that can guide users through product features or troubleshoot common problems. This reduces the need for extensive customer support teams and ensures 24/7 assistance. AI’s predictive analysis can forecast market demands, helping preemptively adjust production schedules, marketing campaigns, and inventory management.
1.
2
STREAMLINED SALES PROCESSES
Beyond knowing the USPs, empower your team with tools and training to address objections, understand customer needs, and tailor their pitch accordingly. A transparent pricing model doesn’t just mean a precise price tag. Offer easy-to-understand financing options, discounts for bulk purchases, and potential partnerships with healthcare providers for subsidised solutions. Competing on price is a recipe for disaster and erodes profit and your ability to deliver an excellent service. In most businesses, there is a premium upsell. The question is, what is yours? Think of ways you could charge prices that your competitors can only dream of by rethinking your pricing strategy. Make it easy for your sales team to relay field insights. Whether it’s an app, a regular meeting, or an online portal, ensure this feedback informs product development and marketing strategies. Think harder about why people say no. As a child, you’re taught to be wary of strangers, so don’t be surprised when prospects say no and follow up better. Build more campaigns that look for responses that are an indication of interest. You can dynamically send customised marketing messages based on their behaviour by tracking your prospects’ actions in your campaigns. As Bill Gates once said: “Unhappy customers are your greatest source of learning.”
3
SYSTEMS AND AUTOMATION: EFFICIENCY AT ITS BEST
Review every process, from order intake to product delivery. Identify
5
GROWTH MINDSET: THE PATH FORWARD
AI TECHNOLOGY: BEYOND AUTOMATION
Regularly attend tech expos, webinars, and workshops. Engage with tech consultants to ensure you get all the latest beneficial tools. Remember that you need to collaborate to innovate. Joint ventures with tech startups, academic institutions, or research facilities can lead to groundbreaking product enhancements or entirely new products. Prioritise customer feedback. Regular surveys, feedback forms, and informal discussions can provide invaluable insights. As we embrace 2024, thriving in the mobility sector requires a product range that screams quality and innovation; a sales process that’s clear, empowering, and receptive to feedback; systems that are unified, efficient, and data-driven; the strategic incorporation of AI for personalised service, efficient support, and predictive insights; and finally an ever-evolving, growth-oriented mindset. Prepare, adapt, and lead. The future holds promise for those ready to seize it. Here’s to a flourishing 2024!
With AI, we can offer recommendations based on a patient’s history, age, medical condition, and more. Such tailored suggestions improve customer satisfaction rates.
Mike Glynn is a retail consultant for the mobility industry. For more information contact him on at 01256 213020 or email info@mgretailconsulting.co.uk
4
thiis.co.uk | Guest article | 27
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Adapt Ability: Changing lives for the better Cristian Brownlee and Matthew Walker have seen their business grow from strength to strength since their appearance on BBC’s Dragon’s Den TV programme earlier this year… Launched in 2020, Adapt Ability assembles and distributes the revolutionary Omeo chair, a selfbalancing powered wheelchair, which allows users to travel over uneven terrain, scale inclines, and navigate troughs and bumps in the ground, without needing to use their hands to control the chair. Described as a “game-changer” the Omeo technology originates in New Zealand and is assembled into the wheelchair by Adapt Ability. Instead of the wheelchair user pushing their own wheels, they can propel and shift direction using their bodyweight. It works on all terrains, and because it’s hands-free, the user can hold things while moving. Cristian Brownlee, a co-founder of Adapt Ability, was the first person in the UK to try the innovative Omeo mobility device. He said: “I initially saw the Omeo in an online video and I was blown away by the possibilities. I knew what I had seen would be truly life changing so I sold everything I owned to raise the money to import one into the UK.” So impressed was he by the handsfree wheelchair Cristian created a business with his partner, Tina Walczyk. Matthew Walker later joined the ranks as his business partner. Matt and Cristian both use wheelchairs after sustaining accidents causing spinal damage. Cristian states: “We are very proud that Adapt Ability is operated by disabled people working to provide mobility solutions for disabled people.”
30 | Supplier Spotlight | thiis.co.uk
Cristian Brownlee and Matthew Walker in Dragon’s Den
Cristian says that Matt has been integral in the business going from strength to strength. Recalling their first meeting he says: “Matt originally came to see me as a potential customer for an Omeo. He was so positive. Not only about the Omeo, but also as a person and I thought his personality would be what was needed to take Adapt Ability forward as a business. We definitely have complementary skills and that’s what makes the business work.” The duo have been really pleased with the response to Omeo, which retails at £17,630. Cristian comments: “Sales and interest in the Omeo are at levels way above our predictions.”
Cristian saw the potential of the Omeo
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Matt Walkr using the Omeo
INTO THE DRAGON’S DEN Cristian and Matt were of course among the successful entrepreneurs to feature on BBC1’s Dragon’s Den TV programme earlier this year. After outlining their business plan, the duo negotiated a joint offer for the Omeo from Dragon’s Touker Suleyman, Sara Davies and Steven Bartlett, with the former stating that the product “gave him the feels”. Matt and Cristian were inundated with requests for more information about the wheelchair following their TV appearance. Cristian comments: “Nothing could prepare us for the Dragon’s Den effect. People warned us that the reaction could be amazing and to get prepared but we were still totally taken aback by the incredibly positive impact that the TV appearance made on our business. It certainly put our business on the map and Matt often gets recognised on the street!” While the Dragon’s Den deal unfortunately did not eventually go through, Cristian is positive about the experience. He adds: “Every business that is offered investment on the show goes through a long rigorous process of due diligence and many of the deals don’t proceed. “After the due diligence was completed the three Dragons who had expressed an interest decided not to invest. This could have been a big
The Adapto has a height-adjustable seat
worry but the momentum caused by our appearance on the show meant that orders were flooding in and although we would have loved working with the Dragons their investment was not as important as before we applied.” AWARD RECOGNITION Since the duo’s appearance on Dragon’s Den Adapt Ability has gone from strength to strength. Earlier this year the pair were presented with The Stelios Disabled Entrepreneur award at a ceremony in South Kensington. The award, created by the Stelios Philanthropic Foundation and the Leonard Cheshire charity, aims to recognise disabled entrepreneurs with a clever business product or service. Cristian won first place and a prize of £50,000, which he says will be used to drive the business forward. Cristian comments: “I applied for the award because I felt that maybe we were in with a chance of winning because we had come so far in such as short space of time. Never did I think we would win but having £50k to invest has been brilliant for us and opened up so many new opportunities.” He continues: “Our business goal from the start was, and continues to be, to enable people with mobility impairments to access a device that offers unparalleled freedom and independence.
“Our goal is to improve people’s lives by offering the equipment they need to integrate back into society.” 32 | Supplier Spotlight | thiis.co.uk
“When I started Adapt Ability, I wanted to build a company operated by disabled people, for disabled people, that provided access to the most technologically advanced mobility solutions available. “Our first product, the Omeo, has radically changed so many of our customers’ lives for the better and that’s just the start of our journey. Winning the award will help us scale the business faster, helping even more disabled people realise their mobility dreams.” GIVING BACK At the heart of Adapt Ability is social enterprise, explains Cristian. He adds: “Our goal is to improve people’s lives by offering the equipment they need to integrate back into society.” With this in mind Matt and Cristian set about giving back to the community by launching a competition in May 2023 offering wheelchair users the chance to win a fully refurbished Omeo power chair in bright orange livery. Cristian says that he and Matt were overwhelmed by the number of entries and were careful to read through every one. The lucky winner they selected was Tia McConnell, a 20-year-old from Salisbury. Knowing the difference that an Omeo could make to her life Tia was one of over 1,000 people who entered Adapt Ability’s competition. Cristian comments: “Choosing a winner was very hard indeed as there were so many impressive and moving entries but Tia’s stood out and we are looking forward to hearing about the
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difference her hands-free, all-terrain Omeo will make to her life.” Tia travelled to Middlesex, with her mum Denise, her brother Jude, and her girlfriend Abby, believing she was going to meet one of her Mum’s ex work colleagues for lunch. Instead, Tia received the surprise of her life when she met the BBC presenter and keen Omeo user Steve Brown as well as Cristian and Matt in the Royal National Orthopaedic Hospital in Stanmore, where they announced that she had won an Omeo. On hearing the news Tia said at the time: “I can’t believe it – my whole life is going to change for the better. I’m in shock. I’ve never won anything before, let alone something like this. I feel like I’ve had all my life’s luck in this moment and I honestly can’t believe it!” Tia had been reliant on using a wheelchair since 2020. She had enjoyed an active childhood as an avid horse rider and dancer, until a slipped disc, caused by a freak accident at home when she was 16, led to worsening pain, weakness and immobility. She was diagnosed with fibromyalgia in January 2022 and became a full-time wheelchair user at the age of 18. She said: “I can’t believe the change having an Omeo is going to bring to my life and the doors that have just opened up for me. “I can’t wait to get out there and rediscover all the possibilities I’ve had to force myself to forget about. I’m beyond grateful to the Adapt Ability team for choosing me as the lucky winner. I feel like I’ve got my life back.” LAUNCHING THE ADAPTO Adapt Ability launched its second mobility device, the Adapto, an all-terrain powered wheelchair, in
34 | Supplier Spotlight | thiis.co.uk
“The Omeo, has radically changed so many of our customers’ lives for the better and that’s just the start of our journey” September 2023. Its innovative tech includes a heightadjustable seat, an intuitive braking system and the ability to cover up to 35 miles on a single charge, plus its zero-degree turn capability in tight spaces helps to set this hand-steered gyro-based wheelchair apart. Cristian says: “With the launch of the Adapto we’re extremely excited to be able to offer yet another innovative product designed to maximise the freedom of people with mobility impairments.” With a retail price starting from £9,995 Cristian and Matt are determined to keep innovating with life-changing pieces of kit and they hope to open up this market to a whole new range of consumers. Matt adds: “We are so excited about the Adapto. As well as being all-terrain, with a fabulous 35 mile range, the seat height adjustment can be electronically raised by up to 14cm, enabling users to ‘join the conversation’ when out with friends, at work or simply pottering around. “It also contributes to better posture and circulation so you don’t just look good, you feel good too.” Gravel, grass, forest, beach or slopes, the Adapto’s self-levelling tech and pneumatic tyres ensure comfort whatever the terrain, while its ‘Air Ride’ cushion means that users can stay out for longer without feeling jaded or tired. Additionally, the Adapto can be personalised with various backrests and pressure-relieving cushions. Cristian adds: “Our goal is to improve people’s lives by offering the equipment they need to integrate back into society. “With the launch of the Adapto we’re extremely excited to be able to offer yet another innovative product designed to maximise the freedom of people with
The Omeo easily navigates rough terrain
mobility impairments. “The reaction has been great and those who have purchased the Adapto love it.” BUSINESS GOING FORWARD In an average week Cristian explains that Adapt Ability is very much a team effort. He comments: “In business terms, Adapt Ability is still very much a startup, so everyone pitches in to keep our customers happy. We all have our individual responsibilities but I get involved with everything – that could be assembling the devices, ordering stock, talking to customers, writing the business plan or doing the tea round!” Cristian explains that both he and Matt are really excited about the future. “Both Matt and I are very clear about what we’d like to achieve to transform the options for disabled people in the UK.” As for the future, Cristian is tightlipped. “There is lots happening in the background but all I can say is watch his space – lot of exciting things are happening.” www.myadaptability.co.uk
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What makes a good head support? 2. Getting the mounting right
The position of our head is critical for many of our day-to-day functions. For many wheelchair users, external assistance is needed to help to move or hold the head in an appropriate position. There’s a wide choice of different styles of head support, as discussed in the previous article in this series, depending on whether restraint and/or rest and/or support is required of the device. In this article we consider aspects around the elements and choices of mounting systems, to position the head support in its optimum position. An appropriate head position is important for hearing, balance, breathing, eating, swallowing, vision, and most of all social interaction. Where we have limited or loss of muscle control for positioning our head, we rely on a head support on our seating system. To get our head into an optimal position depends on how the whole seating system is set up. First, we need to have a properly placed pelvic positioning belt to ensure that the pelvis is stabilised without any risk of slipping down in the seat. Next, we need to make sure that the upper body is properly supported. This may need the addition of anterior supports such as a shoulder or chest harness, and also lateral support. In all cases there will be a posterior support of some type, in the form of a back support. The latter itself might consist of more than one segment (but that is a topic of another article!). It is on the back support that the head support is most likely to be mounted, so it is here that we start with some
36 | Let’s get it clear | thiis.co.uk
considerations to be addressed. Is the back support model being used tall enough to mount the head support at the correct height? Has the back support been mounted off-centre to accommodate a degree of hip rotation or spinal scoliosis, but the occupant requires a more central head position? Does the back support have predrilled holes for mounting a head support, and if so are these in a limited number of positions – or does the manufacturer (as with the Varilite Icon back support range) permit holes to be drilled wherever the clinician wishes/needs to do so? It is also important to ensure that the postural support elements, including the head support, can be maintained (or easily recovered) into the correct position in the chair when a recline function is utilised.
head restraint or rest, then this may be a fixed point, but for many head supports the mount is on a ball joint, which allows intimate adjustment around the occupant’s head. The hardware on which the ball is mounted needs to be adjusted in space, usually in the anterior/posterior plane, so that the head support pad is far enough forward, remembering that the back of the head is usually quite some distance forward of the plane of the back support, especially if the occupant has a kyphotic spine. This is achieved by different manufacturers’ different linkage systems (Figure 1).
ANATOMY OF A HEAD SUPPORT MOUNTING SYSTEM There’s a number of components of a mounting system which need to be considered. The first of these is the mounting point of the hardware to the head support. For a simple head support that is just being used as a
Figure 1. Alternative linkage systems to bring head supports into their anterior position
Figure 2. Flip-down mechanism to move the head support away so the occupant can leave their chair
Figure 5. Spring-loaded dynamic system to absorb loads on a head support mounting system
If the head support has a neck support element, then the attachment for the head support mount needs to have a ‘flip-down’ element (Figure 2), to pull the head support back from around the neck, without catching the ears, when the occupant wishes to leave their seat. This head support mount will normally then have a vertical element which gives height adjustability, connection to the back support, and as appropriate, the means to offset the head support from the centreline. The latter can be achieved by the design of the vertical element of the support (Figure 3), or by a track mount on the back support (Figure 4). Finally, there is the mount to attach the whole assembly to the back support. Currently there is no standardised system for mounting ‘after market’ head supports to the wide range of proprietary wheelchair back Figure 3. Head support supports, and thus mounting you may need a system where specifically designed the square interface to attach tubed angled the mounting vertical mount can be rotated system to that 90o to take the manufacturer’s head support seating system. For off centre
example, to mount the Stealth i2i to a broad range of back supports, BES Healthcare offers a range of a dozen different back support interfaces. DYNAMIC INTERFACES Most head supports are mounted on solid and static hardware. However, the distance between most head supports and the mounting position on the back support means there is quite some leverage along the vertical part of the head support assembly where, for example, an occupant goes into an extensor spasm. There are devices available on the market which are designed to absorb some of these forces. Some are spring-loaded devices which absorb the forces at the back support mounting position (Figure 5), or just along the plane of the head support mount (Figure 6), whereas others, such as Stealth’s Tone Deflector (Figure 7), make use of an array of shock absorbers that absorb the forces with up to 10o movement horizontally and vertically. A different twist as a dynamic interface is Symmetric’s Axion Rotary Interface which has the head support mounted on a track that allows the occupant to move their head sideways while still being fully supported by the head support (Figure 8), and thereby reducing shear forces on the back of the head.
Figure 6. Example of a spring-loaded dynamic head support mounting system
Figure 7. A shock absorber style dynamic head support mounting system
SUMMARY For many wheelchair occupants, their head support is critical to help them get their heads in the right position for normal daily functional activities. Getting, and indeed maintaining, the support in the right position is often critical to achieve this functionality. Using the right hardware in the right configuration can make the difference between success and failure: fortunately, there is a wide choice on the market to achieve most requirements.
Figure 8. Axion Rotary Interface for supported head movement
‘Let’s Get it Clear’ by Dr Barend ter Haar Further items can be found at www.beshealthcare.net
Figure 4. Example of a tracked system to be able to move the head support mount laterally off centre
Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.
thiis.co.uk | Let’s get it clear | 37
Buyers’ guide to seating & cushions Discover key products to consider offering to customers...
Ambassador and Jubilee riser recliners from Electric Mobility Combining traditional styling and quality British craftsmanship the Ambassador and Jubilee dual motor tilt-in-space riser recliner chairs are part of the CosiChair Collection. Upholstered in modern Ultraleathers, domestic fabrics and Crib 5 Healthcare fabric colourways, both chairs feature a variable angle lift (VAL) on the medium and large models, which have 25-stone weight limits. The small has a 20-stone weight
38 | Retailers’ Buyers Guide | thiis.co.uk
limit, enabling it to achieve lower seat heights as both models can be made fully bespoke with seat heights from 16” so they can accommodate the more petite client as well as clients with drop in pressure care needs. Premium Seminar TIS mechanisms give a smooth lift and recline with the footrest pulling in towards the end of the recline which has a unique feature that relaxes the knee. By design the chair has a longer-
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than-standard leg length and offers a very high leg lift which can lift the ankles above the heart and help with blood circulation whilst keeping the client in a relaxed and comfortable position. The Ambassador and Jubilee riser recliners are offered in six contemporary colours and three sustainable Reef Pro fabrics. www.electricmobility.co.uk
Retreat Plus chair from TGA Mobility
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The Retreat Plus offers all the benefits of the Retreat, with even more additional features and movements for enhanced comfort and support. The patented Twilight movement enables a fully supportive tilting action, providing pressure relief for the user’s back and legs from whatever position they are in. This offers an enhanced tilt-in-space motion, providing far more positioning options, improved weight distribution and a feeling of weightlessness without the need to be in a lay flat position. At the touch of a button, the Retreat Plus also has independently adjustable lumbar and head support, allowing continual fine tuning.
We are driven by a passion to make a difference in peoples lives mark@hhpressurecare.co.uk 07964 371607
Mark Ferguson Area Sales Manager North Ask me about: Pressure Care cushions & Daily Living Aids
charlotte@hhpressurecare.co.uk
Charlotte 07500 935204 Mills
Area Sales Manager Midlands, South Wales & South West Ask me about: Demonstrations and trials
traceyaylen@helpinghand.co.uk 01531 635678
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Tri-Chair Three is a highly adjustable seating system providing exceptional postural support and pressure care management along with a high level of comfort. The chair can be configured in terms of seat height, width and depth, arm and back height, as well as incorporating tilt-in-space, independent back angle recline and leg-rest elevation creating the ultimate in comfort and support. Correct sizing and precise articulation of the seat, back and leg rest stabilises the pelvis without compromise and distributes body weight to effectively manage pressure hotspots. tri-chair.co.uk
Meet our Helping Hand Company Healthcare Team
Charlotte Mills
www. tgamobility. co.uk
The Tri-Chair Three from Tri-Chair
HI THERE!
Tracey Aylen Sales Advisor Ask me about: Our range of Daily Living Aids
mitchpreedy@helpinghand.co.uk
Charlotte Mills 07774 621073 Mitch Preedy
Commercial Manager Ask me about: My cup of tea making skills! The Helping Hand Company Bromyard Road, Ledbury, Herefordshire, HR8 1NS
Ohio Riser Recliner from Drive DeVilbiss Healthcare The Ohio Single Motor Riser Recliner has a compact design that’s ideal for those with a petite to standard physique and for rooms where space is limited. It comes with protective, washable headrest and armrest covers as standard. Available in three fabric colour options its impressive three-way action allows the footrest to raise independently. The backrest will recline to a further lower position when desired to an excellent mid snooze position for comfort. This fully padded chaise boasts a convenient side pocket for easy storage while the in-built fail-safe battery back-up system enables the chair to be raised and lowered in the event of a power failure. Its maximum weight capacity is 150kg. drivedevilbiss.co.uk
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The Snowdon bariatric chair from Primacare The Snowdon bariatric chair supports the user’s weight while maintaining its functionality, designed to accommodate larger individuals. Its clever construction allows separate control of the back angle, leg rest tilt, and rise functions. The chair has a low seat height of 16 inches, with a removable seat system that enables the addition of pressure care systems, while its width can go up to 42 inches, making it ideal for larger individuals. The back leg tilt rise action used in this chair has proven solid and reliable, making it suitable for both single users and hire purposes. www.primacare.co.uk
Alerta Sensaflo Hybrid Cushion from Alerta Medical This alternating foam-filled air cell pressure-relieving cushion system can be used for effective prevention and treatment of users up to very high-risk of developing a pressure ulcer in hospital, nursing and care home environments. Its maximum load is 160kg. The cushion comes with a 360-degree zipper and a multi-stretch PU cover that is vapour permeable, antimicrobial water resistant and machine washable. www.alertamedical.com
Turning Discs for Seating from Silvalea These turning discs have been designed to promote ease of movement for seated clients who have difficulty turning. They are manufactured from a low friction fabric with a central pivot for ease of rotation and the top of the disc is covered in a soft quilted velour fabric. There is a non-slip base which adheres to most surfaces to ensure patient safety. Compact, discreet and easy to wash, the product can also be used in a variety of home patient transfer scenarios, such as turning from chair to commode or swivelling from bed to chair. They can be used with or without assistance for seated transfers. silvalea.com
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Three Tier Back Riser Recliner from Drive DeVilbiss Healthcare This Single Motor Rise and Recliner features a compact modern design and a popular three-tier waterfall back. It is fully padded for increased comfort and is upholstered in a soft fabric that’s available in three fabric colour options, Oatmeal, Terracotta and Brown. The ergonomically contoured full-length chaise comes with a convenient side pocket for easy storage. Its single motor activates a distinct lift, rest and recline action while the quiet motor provides a smooth and discreet operation. A safety key is built into the hand controller to prevent accidental movement and entrapment. The chair’s maximum weight capacity is 140kg. drivedevilbiss.co.uk
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One Way Slide Sheet for Seating from Silvalea Silvalea’s One Way Slide is a tubular sheet that has been designed to allow patients to slide in one direction and then “lock”, offering full grip, on the return to prevent the patient from slipping whilst seated. It’s available in three sizes, creating a versatile patient transfer in a chair or on a bed or any seated surface. Manufactured from a soft quilted Velour fabric on the outside, it includes a low friction and “locking” fabric on the inside. The “locking” feature will not diminish during washing and they can be used on most seating surfaces including fabrics. silvalea.com
Asiento chair from Smirthwaite The new Asiento chair complements Smirthwaite’s respected paediatric seating range. Designed specifically for children, teenagers and young adults with moderate to complex needs, the Asiento chair range improves postural support and symmetry. It delivers many benefits to the user and those around them, including enhanced eye contact and communication, improved interaction, breathing and eating, and greater participation in play and activities. Developed alongside input from clinical professionals, with high adjustability Asiento delivers excellent clinical benefits whilst being functional too. The Asiento has been designed to help the user achieve their full potential while increasing their self-esteem and well-being. To benefit from all these features, it is recommended that the Asiento is prescribed – working alongside therapists, experienced technical product advisors and customer support team ensure an optimum outcome. www.smirthwaite.co.uk
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Introducing the award winning Tri-Chair range Tri-Chair is the latest evolution of specialist posture and pressure care management seating. The innovative Tri-Chair offers a choice of three distinct interchangeable seating systems each with its own design and configuration options, underpinned by the same unique chair frame. All chairs are available for 24 hour despatch allowing you to quickly issue seating to your customers, we also offer a large range of accessories and specials to suit.
24
HOUR DESPATCH
Did you know we also offer moulded solutions and can support our distributors with the assessment process, this month we are also launching our forced air-cooling system to the range!
From Channel Healthcare
We are currently looking for a small number of distributors across the UK to promote our range, for more information and to be considered please contact shaun@trichair.co.uk or 07949 502803
From Channel Healthcare
MultiAdjust seating system from Careflex
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The MultiAdjust is a versatile specialist seating system, offering adjustability, comfort, and affordability. It’s an ideal choice for multi-user environments. Its modular design and interchangeable accessories make it a perfect fit for community equipment services. It is suitable for various seating needs in most health and care environments. It features lateral supports, tilt-in-space, back angle recline, pressure care, pelvic support, and a negative angle leg rest with an angle-adjustable footplate. Uniquely, the tilt-in-space also provides a forward tilt, ideal for semi-ambulant clients. The chair boasts tool-free seat width and depth adjustments, arm height adjustments, and removable arms compatible with assisted standing hoists. Available in small and medium sizes. www.careflex.co.uk
MultiCare Plus chair from Recliners The MultiCare Plus has an in-built tilt-in-space movement allowing a range of positions while maintaining a constant back angle, available in both manual and electric recline options. Fitted with Velcro-fastened, interchangeable arm pads it allows for a quick seat width adjustment and is available in 1, 2 and 3” widths, beneficial should a user’s requirements change. The quick-release height and angle adjustable footplate caters for sized users and the heavy-duty grab rail and 100mm locking castors ensure ease of transportation. The MultiCare Plus is fitted with an interchangeable seat module with medium-risk pressure care and can accommodate high-risk gel/air solutions. www.recliners.org.uk
Equazone Seat from Helping Hand Pressure Care Equazone Seat is a self-inflating air-foam hybrid seat insert with superb stability for all users up to very high risk of skin breakdown. The seat self inflates to the optimum pressure-relieving level every time without the need for a pump. Three moulded antimicrobial treated TPU covered sections make it very stable for a high-risk seat insert. In case of any air loss, there is an integrated internal foam backup layer. The seats unique shaping relieves pressure off the coccyx and reduces it significantly under all vulnerable areas. The widened cross section promotes air circulation to reduce some heat build-up. Equazone Seat has a weight capacity of 254kg. It can be easily cleaned and rolled back up until needed for re-issue. www.hhadlessentials.co.uk
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Integrity Static Cushions are a new range of cushion! At an affordable price, Integrity Static Cushions are suitable for all types of users from entry level to people that are at very high risk of developing Pressure Ulcers. Integrity Static Cushions are comfortable, lightweight, low maintenance and can be used on most seating surfaces such as wheelchairs... Entry level for comfort only Low risk low risk of pressure damage Medium risk medium risk of pressure damage
All risk levels are colour coded to clearly identify which risk level cushion you have. Integrity Static Cushions also come with 3 cover types: • Spacer Fabric • Wipeable • Towelling
High risk high risk of pressure damage Very High risk very high risk of pressure damage
There are also 3 different weight limits for our cushions: • 17st: all risk levels • 28st: all risk levels except very high risk • 50st: only low and medium risk level Integrity Static Cushions all come with a non-slip base and can be packaged in either a box with a handle or a polythene bag with a handle. There is 3 YEARS WARRANTY on the whole range and prescription forms are available to make it a little bit easier when placing the order. www.sumedinternational.com sales@sumed.co.uk 01457 890 980
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Retreat chair from TGA Mobility Combining great design and expert technology this chair gives the user complete control to independently stand and sit. The chair will lift and tilt the user to their feet so it’s simple to get to a standing position. It’s easier to find a comfortable seating position thanks to the fully independent foot and back rest. The Retreat has four different memory functions meaning the user can get back to the seating position they love by pressing one button. The chair controls are backlit for accessibility in low light, making it easy to find and access favourite settings quickly. The supplied 5V USB charging port is ideal for charging small devices. www.tgamobility.co.uk
Matrx MX2 backrest from Invacare Designed to be robust yet lightweight, this carbon fibre back offers exceptional support and stability to the lower trunk and pelvis. The carbon fibre shell is designed to optimise flex and shock absorption providing a stable and comfortable seated position. The overall design and shape allow for active movements whilst helping an individual maintain a midline position of the spine. It is available with a range of hardware fittings such as ‘easy fit‘ hardware, offering multi adjustments in a fixed bracket, or if the user prefers, a ‘quick release’ option that provides an easy method to remove the backrest for transportation. www.invacare.co.uk
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Stealth Cushions from Pride Mobility Stealth cushions come with patent Coolcore technology. Coolcore is a proven performance fabric technology that adapts to its environment and helps the user to manage heat and moisture. The proprietary construction helps manage and distribute body heat and rapidly cools through regulated evaporation. pride-mobility.co.uk
The Alpha Plus chair from Primacare The Alpha Plus has many adjustable features that make it a comfortable all-day chair. The design allows the user to feel secure and safe hugging the user. It is particularly good for users with involuntary movements, such as Huntingdon and Parkinson’s disease. The optional footstool allows the user to adopt a more comfortable, relaxed position when seated for extended periods. With material that is breathable and soft to reduce friction and shear, it makes an ideal care chair. www.primacare.co.uk MEMBER
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NEW LOMOND COMMUNITY BED
The Alerta Lomond Community Bed provides the ultimate balance between user care, functionality, economy and quality.
NEW PRODUCT LAUNCH
The Alerta Lomond Community Bed has all the functionality of the Lomond Standard including bed rails, and benefits from Trendelenburg and reverse Trendelenburg tilting feature. Alerta Lomond Community bed boasts a 30cm to 70cm Operating Height Ratio providing the perfect harmony of working levels for the carer and user heights for the patient.
Contact the Alerta Medical team for attractive trade prices, technical information and marketing support.
DISTRIBUTOR OPPORTUNITIES Large stock holding for next day delivery Attractive distributor pricing structure Direct carriage paid delivery available Industry leading distributor support
+44 (0)3452 088 097 | www.alertamedical.com | sales@alertamedical.com
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HydroTilt chair from Careflex Prioritising user and caregiver needs, the HydroTilt is reliable, simple and effective, offering effortless adjustments with modular components. Features include tilt-in-space, adjustable seat depth and width, integral pressure care, and a negative angle leg rest with a flipup footplate. Enhanced with various options like lateral and pelvic support, powered features, and headrests, it seamlessly combines posture, pressure care, and comfort. The HydroTilt is offered in mini, small, medium, and large sizes.
Stealth ADI aluminium backs from Pride Mobility Stealth’s ADI Signature aluminium backs are light but tough. The backs are available in three contour options and five heights, and are compatible with chair frames from 10” to 20” width. Hardware available to mount to many after-market chairs as well. pride-mobility.co.uk
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Propad Revolve cushion from Invacare Manufactured in Wales, the Propad Revolve features highly resilient foam to provide high levels of immersion for excellent pressure redistribution. The Si version features an embedded non-temperature-sensitive fluid sac, which envelops bony prominences for superior skin protection and shear management. While the Propad V combines an outer layer of durable moulded foam with a viscoelastic inner layer providing comfort, support and excellent pressure redistribution qualities. Both versions are omnidirectional meaning the cushion can be placed any way up and any way around saving time on seating preparations making it a highly versatile cushion. Available in two models – Propad Revolve V (high risk) or Propad Revolve Si (very high risk) – both cushions feature a multi-stretch water resistant cover with a concealed zip. www.invacare.co.uk
www.careflex.co.uk
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48 | Retailers’ Buyers Guide | thiis.co.uk
Introducing the new Dream with 7 standard sizes
NEW FOR 2023
on our range go to... www.primacare.co.uk Tel 01685 845900
Harmony Flex chair from Recliners The Harmony Flex is a sustainable seating solution with a modular design allowing components to be replaced individually to reduce environmental impact, minimising landfill waste. Key features include medium-risk pressure care as standard, two faceted arms that facilitate easy access for wheeled hoists and a removable seat module design that accommodates high-risk gel and air solutions. The seat height and seat depth are adjustable by use of quick-release adjusters, chair risers and a dual back bracket design, allowing a range of different specifications to be achieved with a single unit and can adapt to a change in users requirements. www.recliners.org.uk
Polyair Cushion from Sumed International
Alerta Sensaflex 300 Foam Cushion from Alerta Medical The Alerta Sensaflex 300 is a very high-risk memory foam cushion with a high density base, foam centre and a castellated gel memory foam top. The cushion provides effective comfort, care and pressure redistribution for users in hospital, nursing and care home environments. It features a multistretch water-resistant and vapour-permeable PU cover that is antimicrobial and machine washable.
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Used to help seated users prevent pressure ulcers these cushions use air-cell technology. This cushion can be used for patients with any level of risk and for people who already have pressure ulcers. The Polyair cushion is suitable for use on wheelchairs, riser recliner chairs, car seats and other types of seating. It has a number of key advantages over other static air cell cushions. The cover is manufactured from Laxprene material, which is very flexible and elastic with a high tear strength which increases the cushions durability when compared with other similar products manufactured from neoprene. sumedinternational.com
www.alertamedical.com
Tri-Chair Two from Tri-Chair MEMBER
The Tri-Chair Two is most suitable for semi and non-ambulant users in a wide range of care settings. The Lateral Support Waterfall back cushions provide exceptional immersive comfort and support required to maintain a good midline sitting position. With its tilt-in-space pivoting motion, independent back recline, leg rest elevation and adjustable sizing, the user’s body weight is naturally distributed to promote enhanced comfort, support and pressure care management. Fitted with 100mm directional lock castors and an ergonomically positioned push handle this lightweight, robust chair can be easily and safely moved around any care environment. tri-chair.co.uk
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The ‘Air Comfort System’ evenly distributes the occupants weight, ensuring there are no major pressure points that can restrict circulation.
“
“
FIND US
Feels like sitting on a cloud. Occupational Therapist, Bristol
AT STAND
G40
For more information on the chair and full range of accessories, visit silvalea.com.
3
Vicair Vector O2 cushion from Invacare Part of the Vicair comprehensive range of cushions, the Vector O2 features Vicair’s unique SmartCell technology. SmartCells are tiny triangular shaped sacs filled with air that are extremely durable and come with a lifetime warranty. Designed for high performance skin protection and optimal postural support, the Vector O2 is a very lightweight design featuring nine compartments that can be adjusted with SmartCells for a customised cushion providing stability and comfort. This cushion minimises peak pressures providing immersion and envelopment of bony prominences, and limits shear and friction forces on the skin. Its fabric has a perforated design for airflow and is fully machine washable up to 60 degrees without removing the cover or any SmartCells. Ideal for wheelchair users.
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www.invacare.co.uk
Nashville Riser Recliner from Drive DeVilbiss Healthcare The fully padded Nashville Riser Recliner features a single motor mechanism that features a three-way action, allowing the footrest to raise independently. Its compact design is ideal for those with a petite physique and for rooms where space is limited. Available in three fabric colour options, the backrest will recline to a further lower position when desired to an excellent mid snooze position for supreme comfort and relaxation while quiet motors provide a smooth and discreet operation. The chair feature a side pocket for easy storage while the in-built battery back-up system enables the chair to be raised and lowered in the event of a power failure. Protective, washable headrest and armrest covers are also available. drivedevilbiss.co.uk
Tri-Chair One from Tri-Chair Simple and effective in design, a key feature of the Tri-Chair One is the ability to adjust the seat height to facilitate easy standing alongside the pivoting tilt-in-space facility. This enables the occupant of the chair to be tilted forward and backwards without compromising pelvic stability whilst effectively distributing body weight and the build-up of pressure over a larger surface area. The Tri-Chair One can be easily converted into a more complex nursing care chair should conditions progress or the chair assigned to a new user. The seat height can be increased and with the addition of an angle-adjustable, flip-up footplate, and with the back angle recline option enabled, the chair becomes suitable for those with more demanding needs. tri-chair.co.uk
52 | Retailers’ Buyers Guide | thiis.co.uk
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NEED A CHAIR IN A HURRY? Recliners’ Express Domestic, despatched in just 24 hours*. Perfectly suited when urgency is top priority without sacrificing comfort.
Available Options Product Size
SH
SW
SD
BH
AH
Petite
16.5
18
20
27
6
Classic
19
20
20
27
7
Classic Extra
19
20
20
29
7
Wide Petite
16.5
21
20
27
6
Cocoa
Oatmeal
Slate
Duck Egg
SCAN ME
recliners.org.uk Call: 01443 431 000
Email: info@recliners.org.uk
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The Iconic riser recliner from Electric Mobility The Iconic is a superior riser recliner designed with a unique tilt-in-space quad-motor function. Its ‘zero gravity’ position evenly distributes the force and stress across the body, giving supported comfort from head to toe. According to Electric Mobility, customers particularly enjoy the
adjustable powered head and lumbar positioning, which offers personalised support. The riser recline also boasts the longest hip-to-heel seating with an additional 3” true footrest extension, relaxing the body into an ergonomic, sensorial seating experience. The variable angle lift enables the user to adjust the tilt angle on lift and
SmartSeat Pro II seating solution from Careflex The SmartSeat Pro II is a new and upgraded specialist seating solution for those with complex postural management needs. Its unique design allows for various configurations to ensure postural asymmetries can be fully stabilised, accommodated, and, where possible, corrected from the feet to the pelvis and through the spine to the head. Embodying reliability, modularity, quality, and tool-free intuitive adjustments, the chair ensures comfort, postural support, and pressure care. It features tilt-in-space, back angle recline, a negative angle leg rest, and a highly adjustable back and head system with new sections of modifiable filling. The armrests, designed for swift height adjustments, include labelled guides for seat width alterations and are fully removable. Available in small and medium sizes. www.careflex.co.uk
54 | Retailers’ Buyers Guide | thiis.co.uk
the distinctive, automatic adjusting backrest reduces the angle for exit. This precision and smart technology allows a safe, controlled standing position for the riser recline with the user-friendly handset incorporating a reset ‘home’ button. www.electricmobility.co.uk
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NEW
Empowering solutions from Alber The latest additions to the Invacare range to support individual mobility needs.
A compact, lightweight push aid
The folding powerchair with a difference. Featuring LiNX technology.
Introductory offers available! Call your Territory Manager today for a demonstration and more details. www.invacare.co.uk
Uniroll Mobile Commode from Sumed International
Accessories for Air Comfort Deluxe V2 Chair from Silvalea Silvalea has a range of accessories available to complement the Air Comfort Deluxe V2 Chair. These include adjustable footrests, which extend forward and can be locked into position or altered separately for flexibility. The soft padding can also help with patient sensory feedback providing additional ‘grounding’ support. The meal tray is fully adjustable with a rim for keeping contents in place and has a recess for a cup, ideal for mealtimes and various activities. The lap belt is an easy-to-fit webbing strap with a clunk-click fastening. It also has a removable quilted cover over the buckle for added patient comfort. silvalea.com
This mobile toilet chair is primarily used for users who can no longer access bathrooms and toilets. Uniroll Mobile Commode is easy to use, simplifying toileting needs, which can be put closer to the user’s position so they can use the toilet when they need it. sumedinternational.com
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Unilink elbow support by Stealth from Pride Mobility The Unilink elbow support first and foremost prevents the upper extremity (UE) from sliding back off the armrest during tilt operation. It also provides a positioning reference point to allow caregivers and users to know where the UE should be positioned on the armrest. With 3” x 10” pad elbow stops it provides lateral support to keep the forearm positioned on the armrest. It is notably useful on uneven or bumpy terrain. pride-mobility.co.uk
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Alerta GelCube Cushion from Alerta Medical The Alerta GelCube Cushion is a patented dual honeycomb air-gel cushion to provide advanced comfort, care and pressure redistribution for users in hospital, nursing and home environments. It is built with an intelligent dual honeycomb structure to provide optimal blood circulation and skin health and balanced pressure distribution. The combination of flexible air-gel cells provides a non-slip surface for superior comfort over an extended period of use. Its maximum load capacity is 200kg The cushion comes with a waterproof non-slip polyester cover www.alertamedical.com
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Join the
THIIS Discount Club! The THIIS Discount Club offers independent retailers the opportunity to have access to exclusive deals, offers, promotions and discounts from leading manufacturers, suppliers and distributors within the industry, enabling great savings to then be passed on to customers! There is no cost for you as a retailer to become a member of the THIIS Discount Club. Keep reading THIIS Magazine each month for moneysaving offers. Turn to page 62 to find out about the products on offer this month!
EasyGO Electric Patient Lift and Transfer Chair from Sumed International The EasyGO is a hoist with a one-of-a-kind patient lifting system. Featuring an electric mechanism and rechargeable battery, it can effortlessly lift and transfer the user in just two simple movements, whether it’s from wheelchair to bed, toilet or car. Designed to enhance the mobility and independence of the user’s life, it reduces the user’s need for constant assistance. sumedinternational.com
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Indicator Stack pressure cushions from Helping Hand Pressure Care Specialising in pressure reduction, these high-performing easy-to-follow colour-coded products can be used effectively as wheelchair cushions, day chair cushions and riser recliner cushions. The Switch Range is the original colour-coded ‘any way up, any way round’ cushions. Choose from the Lowzone Eco, Lowzone Switch or Lowzone Gel Switch. They can be used with the Indicator Cushion – an assessment tool that eliminates the element of doubt when issuing a cushion, ensuring the user gets the correct cushion every single time. www.hhadlessentials.co.uk
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The Bariatric chair from Recliners The Bariatric is available in single tilt-in-space, dual tilt-in-space and dual static seat options with lift capacity ranging from 130kg to 450kg. The robust arm design is built to provide a firm, supportive gripping area and combined with the heavy-duty glides maximise support when transferring from a sitting to standing position. The removable seat insert and seat wrap comprise of firm, medium-risk pressure care, and the Bariatric has the ability to accommodate high-risk gel and air pressure care solutions should a user’s requirements change. Its multiple back options allow any Bariatric user to find comfort and the support that is required. www.recliners.org.uk
The Dream Collection chairs from Primacare The Dream Collection comprises three styles: The Brecon, The Aberdare and the new Dream chair. Seven sizes are made as standard in the range, making it easier to match the customer to a size than made to measure. Its sizes range from super petite through to tall, which gives a broader range available quickly in a wide range of fabrics. The range is available with either a single or dual tilt-in-space motor and has the option of an electric headrest and lumbar adjustment. The Dream Collection are ideal entry chairs with multiple recline and rise settings to distribute weight and achieve a comfortable seating position. www.primacare.co.uk
58 | Retailers’ Buyers Guide | thiis.co.uk
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INTRODUCING THE NEW
BALMORAL CHAIR FROM SITTING PRETTY •
New Style
•
New Fabrics
•
New Mechanism
NEW Single Motor Premier In Stock
Premier Plus In Stock
Image features the Balmoral Single Motor Premier with Lateral Back in Zinc fabric.
Image features the Balmoral Premier Plus in Cocoa Fabric
* Lateral back option available with our made to order service.
The Balmoral rise and recline chair comprises a contemporary design, whilst still offering superior comfort! It features uniquely designed compact arms that add a clean and modern finish to the classic piece. Expertly handcrafted in the United Kingdom and upholstered in our luxurious range of fabrics.
spchairs.co.uk by Pride Mobility Ltd
01773 811610
Equazone Cushion from Helping Hand Pressure Care Equazone self inflates to the optimum pressure relieving level every time without the need for a pump. This immediate issue static air cushion offers equal distribution of pressure over four extremely stable quadrants. The integrated internal foam backup layer takes away the worry of any unexpected air loss. Unique shaping relieves pressure off the coccyx. The widened cross section also helps to promote air circulation to reduce some heat build-up. This cushion easily fits all types of daytime chairs and provides instant support for the user’s needs, reducing pressure under vulnerable areas such as under the base of the spine. Strong and comfortable, Equazone has a weight capacity of 254kg.
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Tarta backrest from Pride Mobility The core of the backrest system for wheelchairs is the central column made up of “vertebrae” connected by spring bands. The modularity of the vertebrae and the specific characteristics of spring steel allow the column to flex and twist when stressed and to return to its starting position once the stress is over. This type of steel ensures maximum elasticity and lightness and guarantees strength and durability. In addition, the column can be blocked either completely along its entire extension or only in certain parts, thus alternating zones of support and flexible zones. pride-mobility.co.uk
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www.hhadlessentials.co.uk STRIDENT TYRES THIIS ADVERT DEC 2021_Layout 1 07/12/2021 10:40 Page 1
MOTIVATION THROUGH INNOVATION
TM
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
Folds in 5 seconds! 4mph 9 miles range 18 stone capacity
Weighs Only 19KG (without battery)
• • • • •
Max speed 6km/h Max drive distance 15km Max capacity 125kg Max Gradient 12 degrees Gyration radius 1.4m
• Driving system Rear wheel drive • Solid Tires • Brush motor • Lithium Battery 24 10AH
• Charger: 25.9V 2A (Output:25.9V 2A) • Approved
CALL CHRIS OR IAN ON 01422 323 888 T R A D E @ M O N A R C H M O B I L I T Y.CO M WWW.MONARCHMOBILITY.COM
*Range is dependent upon user weight, terrain, incline, temperature and battery conditions.
F R E E
Motion Healthcare The Airscape mobility scooter offers lithium battery technology to a durable steel chassis. The most budget-friendly lithium travel scooter in its range, the scooter offers a battery range of up to 10 miles and a weight capacity of 113kg.
If you are an independent retailer, distributor or installer you can now get access to exclusive deals, offers, promotions and discounts from leading manufacturers, suppliers and distributors with the THIIS Discount Club, enabling you past on great savings to your customers! If you are a supplier interested in promoting your products in the THIIS Discount Club please get in touch with Joe Fahy on 07384 258372 or via email at joe.fahy@ bhtaengage.com to find out the rates. DISCLAIMER: All offers available until the end of November 2023.
62 | THIIS Discount Club | thiis.co.uk
TDC Special Offer: £599 (saving £100 on £699 trade price) Quote ‘EOSS23’ when placing an order by calling 0844 257 8150. www.motionhealthcare.co.uk
Drive DeVilbiss Healthcare The AutoFold Scooter can be easily folded or unfolded by remote control in under 15 seconds, providing an easy transport solution. It features a digital LCD dashboard displaying speed, battery charge, distance and driving time, and has a maximum range of 9.3 miles. Lightweight at 27.5kg it also has a height-adjustable tiller, puncture-proof tyres, padded seating and a lithium ion airline-friendly battery. TDC Special Offer: £1,149 (trade price £1,249) Quote: ‘THIIS Discount Club’ when placing your order by calling 0845 0600 333 www.drivedevilbiss.co.uk
Easystart Easystart stocks Haze Batteries for scooters, powerchairs and stairlifts. Haze offers high spec, great quality batteries which are fitted as original equipment. Over 100,000 Haze batteries are sold each year in the UK, many of which go to the medical and mobility sector. TDC Special Offer: Order four or more batteries from the trade price list and get 10% off the total price as well as free delivery (mainland UK only). One order per new customer. Quote ‘THIIS Discount Club’ when placing your order by calling 01536 203030 or email sales@easystartbatteries.co.uk www.easystartbatteries.co.uk
Monarch Mobility The Ezi-Fold Traveller is “the world’s lightest powerchair” states Monarch Mobility, thanks to its aluminium and magnesium alloy frame. Coming in at 14.8kg, the Ezi-Fold Traveller is powered by two 150w brushless motors, a top speed of 4mph and a range of up to 10 miles. TDC Special Offer: Buy both the Ezi Fold Auto and the Ezi Fold Pro and get the Ezi-Fold Traveller Powerchair (RRP £1,495) for free! Quote ‘THIIS Discount Club’ when placing your order by calling Chris or Ian on 01422 323 888. www.monarchmobility.com
The updated Blazer has a number of user friendly upgrades and is now even narrower than before. It is still available with either a Sling or Captain seat and a variety of accessories.
Blazer Captain
Blazer Sling
Manual Recline No Tilt-in-Space Captain Sitting Nominal Seat Width (inch): 18 / 20
Tilt-in-Space/ Standard Seat Sling Sitting Adjustable Seat Depth Manual Stepless Recline Nominal Seat Width (inch): 17 / 19 / 20
Whill C2
Style. Freedom. Independence. The Whill C2 promises great design and award-winning innovation to suit any lifestyle. Bluetooth technology allows control of the WHILL remotely through the simple smartphone app. Turn on the spot using the omni-wheels for the tightest turning circle on the market. It’s tough too – the suspension provides the ability to tackle gravel, grass or uneven surfaces with comfort and control. It disassembles easily into four lightweight pieces that easily fit into a standard car boot.
tgamobility.co.uk | trade.sales@tgamobility.co.uk | 01787 888 106
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