THE UK’S NO.1 MAGAZINE FOR THE MOBILITY, ACCESS & INDEPENDENT LIVING TRADE
RETAILER SPOTLIGHT Coastline Mobility opens East Devon’s largest showroom SUPPLIER SPOTLIGHT Invacare UK on its latest mobility products to hit the market
ISSUE 304 JANUARY 2024
THIIS.CO.UK
MANUAL WHEELCHAIRS View the latest expert recommendations
Let the Games begin for 2024! Read about the innovative mobility solutions set to be showcased at the Olympic and Paralympic Games in Paris
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Welcome! While it seems certain that the economic challenges of last year will continue into 2024, with the cost-of-living crisis continuing to affect customer spending, an increasingly ageing population means that more people than ever are planning on a future where they can continue to live independently at home. This year, like the last, looks set to see many manufacturers responding to these changes by offering innovative products that offer plenty of value and choice. For an example, turn to page 28 to find out about Invacare UK’s plans to bring high-quality products to the market while coming up with new ways to support its network of retailer partners. We also meet Coastline Mobility (p22), a growing Devonshire retailer which has opened a spacious new showroom and won an Exmouth business award. In the Trade Talk feature (p18) we find out how Sheffield-based children’s postural support specialist Jenx has been celebrating its 40-year milestone. In his Let’s Get It Clear series of articles Dr Barend ter Haar of BES Healthcare considers the elements that might make up a postural support device (p36). You’ll also find plenty of manual wheelchair recommendations (p12 & p42). While often at the lower end of the clinical need spectrum the best manual wheelchairs are solid and reliable with all kinds of added features to suit the end user. Don’t hesitate to get in contact if you have a story to tell and share with THIIS, whether it’s an important milestone or grand plans for the future. To all in the industry may we wish you all the best for the year ahead!
Editor
Inside... Features
18 Trade Talk: Jenx 22 Retailer Spotlight: Coastline Mobility 28 Supplier Spotlight: Invacare 38 Trade Thoughts
Regulars
04 News, deals and people 10 Events 12 Retailers’ Choice: Manual wheelchairs 36 Let’s Get It Clear 42 Buyers’ Guide: Manual wheelchairs 56 THIIS Discount Club
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.
28 18
44 thiis.co.uk | From the editor | 3
News, deals & people
A round-up of the key trade stories for business leaders to digest
Inclusive mobility solutions for Paris 2024 Toyota, the worldwide mobility partner of the International Olympic Committee and the International Paralympic Committee, has unveiled two inclusive mobility products to transport people at the Olympic and Paralympic Games Paris 2024. With a belief in ‘mobility for all’ Toyota has designed Accessible People Movers (APMs) and wheelchair e-pullers to help athletes and their families, staff, volunteers, and spectators move around freely, sustainably and safely. The battery-operated APM will offer
4 | News, deals & people | thiis.co.uk
last-mile service and transport people with accessibility needs. During the Games, Toyota will deploy around 250 APMs to help transport athletes, visitors and staff around various facilities, including places where events or competitions are held, and other official sites. Toyota also co-developed the wheelchair e-puller for the Paralympic Games Paris 2024. With an average range of 25 km, the wheelchair e-puller converts a classic mechanical wheelchair into a battery-powered
electric mobility solution, giving more freedom of movement to wheelchair users. The wheelchair e-puller was developed with Austrian mobility startup Klaxon, a firm which specialises in creating products that help people with wheelchairs move easily and independently. At the Paralympic Village 50 units will be available as shared mobility via the KINTO Mobility App, to be used within the village. To use it, users simply need to fit a bracket to their wheelchair.
in brief... WHEELCHAIR PROVISION
Stairlift with the “tightest bends” Stairlift provider Handicare has launched its newest curved stairlift, the twinrail 4000-series, which promises to work for a multitude of staircases and individuals with different mobility needs. The new 4000-series stairlift has “the tightest bends on the market” according to Handicare and comes with a range of stylish seat options, with manual or powered swivel, and standard and heavy-duty versions. With a weight capacity of over 25 stone, the seat and chassis look the same as the standard model, and the only difference for customers is closer stanchions on the stairs. Under the covers, there’s a more powerful motor and a strengthened seat post. But for installation, servicing and maintenance, the standard and higher weight capacity lifts are exactly the same.
A report commissioned by the Wheelchair Alliance and funded by the Motability Foundation has revealed that the annual benefit of appropriate wheelchair provision for a working-age adult is £15,200 per year. ‘The value of a wheelchair’ report identifies the value of providing the right wheelchair that meets the needs of the user, the recipient, and the NHS. Its findings reveal provision of high-quality wheelchairs can have a significant positive impact on people’s lives and also lead to meaningful financial benefits for the NHS and society. The report’s estimates that the annual benefits of appropriate wheelchair provision for young wheelchair users, relative to poor or uneven provision, are approximately £10,700 per user, per year. The equivalent figures for working-age adults are £15,200 and for retired adults it is £13,400. NEW PAEDIATRIC CARE COT
Allied Mobility partners with Glasgow Warriors Wheelchair accessible vehicle supplier Allied Mobility has partnered with the Glasgow Warriors rugby union team for the next three seasons, as the club seeks to enhance accessibility services and inclusion at its events. Allied Mobility, which is part of Glasgow-based manufacturer Allied Vehicles Group and employs more than 664 people in the city will be known as the Official Glasgow Warriors Accessibility Partner. Together with the club, Allied will help to increase the visibility of dedicated areas around the stadium
for visitors with disabilities. Glasgow Warriors supporters will see Allied Mobility signage clearly waymarking the vehicle drop-off zone for visitors with disabilities, as well as the wheelchair accessible entrances to the main stand and the dedicated seating areas for wheelchair users. The Allied Mobility logo is also appearing on the club’s back of shorts for season 2023/24. Not only will Allied Mobility be giving their backing to Glasgow Warriors, it will also begin sponsoring the Glasgow Wheelchair Rugby Club.
Bed manufacturing specialists at Drive DeVilbiss Healthcare have developed an updated version of its Inspiration paediatric cot. The Inspiration 2 cot is UKmanufactured and compliant with the latest EN 50637:2017 paediatric bed standards, and provides a solution for acute paediatric care. Its integrated telescopic, drop-down side rails features six adjustable height positions while the child-proof mechanism ensures the rails cannot be accidentally lowered or operated by the infant. The cot head and foot ends incorporate a transparent panel to caregivers to see and monitor little ones, and can be completely removed, granting access to the patient from all angles. Featuring height adjustment, and headand foot-down platform tilt, the Inspiration 2 cots are available with or without CPR function, to level the mattress platform.
thiis.co.uk | News, deals & people | 5
in brief... THERAPOSTURE HITS ORBIT Adjustable beds specialist Theraposture has launched an occupational rotational bed for independent bed transfers. Showcased at The Occupational Therapy Show recently, the Orbit 235 can be prescribed and configured to accommodate all shapes and sizes of user. It offers powered profiling, rotation into a chair position and variable height so users with restricted mobility can get in and out of bed safely. The bed can be adapted to suit users from 4’10” to 6’6” with adjustable platform lengths and programmable seating dimensions to suit all shapes and sizes. There are three mattress lengths and the seat height and depth can be adjusted, ensuring that full support and comfort is achieved. Another innovation is the option to programme a finished chair position of either 60 or 90 degrees in relation to the bed, to aid side access to a wheelchair.
CoMoveIt gets smart with powerchairs Medical equipment supplier CoMoveIT is picking up the awards for its intelligent control system for powerchairs. Recent awards for its CoMoveIT Smart include the ‘Best Innovative Product’ award 2023 at this year’s The OT Show, the Technology & Innovation Award 2022 from the European Academy of Childhood Disability and the Silver Henry Van de Velde Award 2023 in Belgium. CoMoveIT Smart empowers wheelchair users with complex movement disorders to move independently. Its conventional joystick has been replaced by pressure sensors in head and foot control pads. The system also incorporates AI to capture
uncontrolled movements, ensuring a relaxed and controlled driving experience. An additional strength of the CoMoveIT Smart, the firm states, is its compatibility with most types and sizes of wheelchairs, with compatibility agreements already established with most wheelchair manufacturers in Europe.
HEALTHY HOUSING AWARDS Foundations, the UK Governmentfunded national body for the Disabled Facilities Grant and home improvement agencies, has announced the winners of the National Healthy Housing Awards 2023. The awards celebrate the achievements of frontline staff, council teams, and charities in supporting people to live independently and ensuring vulnerable and disabled people live in safe and accessible homes. The judges assessed entries submitted for 11 categories from across England. Winners included Manchester Care & Repair, which received the Sustainability in Home Adaptations Award 2023, and Oxford City Council, which won DFG Home Adaptations Service of the Year 2023. The full list of winners can be found on the Foundations website: www.foundations.uk.com.
6 | News, deals & people | thiis.co.uk
A solution worth grabbing Accessibility solutions provider AKW has added a counter-level grab rail to its range to help make the kitchen a safer place for elderly people or those with restricted mobility. The kitchen is the most likely place for accidents to happen in any home and those with mobility issues or aged 65+ are the most at risk of falls. However, for those with an increased risk of falling, the kitchen
can become a safer place with Grab-a-Rail. This easy and quick-to-install counter-level grab rail is strong enough to support up to 100kg of downward pressure and has been validated in University of Birmingham tests. Recommended by physiotherapists, the Grab-a-Rail can be fitted to most non-granite kitchen countertops within an hour.
The Handicare 4000
HIGHER WEIGHT CAPACITY
160kg Increased weight limits 136kg = standard version 160kg = heavy duty version Smoother ride Improved crimp joints Fits narrower staircases Small footplate available Faster installation Pre-installed footplate Perfect for the tightest of bends
The new Handicare 4000 is more versatile, capable of carrying up to 160kg around corners and over landings. Our team has worked hard to create a stairlift featuring this expanded capability, without compromising on looks or performance. Don’t forget to make the most of the online 4000 training for your engineers, now made even easier to access on demand. Plus, take advantage of the new pricing feature on our Photosurvey system. With just the click of a button, you can calculate an estimated cost for the price of our 4000 curved lifts, ensuring a seamless customer experience.
Speak to your BDM to learn more or call TPS on
0844 225 3121 www.handicare-stairlifts.co.uk
Appointments RMS appoints Rehabilitation Sales Director Mobility equipment supplier RMS (Rehabilitation Manufacturing Services) has announced the appointment of Simon Frayne as its new Rehabilitation Sales Director. With over two decades of experience within the healthcare industry, Simon’s journey from an on-the-road product specialist, to managing RMS’ team of nationwide specialists, culminates in his elevation to this pivotal new role within the organisation. His wealth of knowledge, garnered through his 21 years of dedicated service, has been instrumental in shaping RMS into a thriving and dynamic company, the firm comments. Simon’s career trajectory reflects a commitment to excellence, a profound understanding of customer needs, and a “relentless pursuit” of delivering excellent service which, RMS states, is synonymous with its brand.
Starting as a diligent and handson product specialist, Simon led the formation of a specialised paediatric rehabilitation team in 2017, expanding the business outward from its manufacturing and NHS wheelchair service roots, showcasing his astute understanding of the industry’s nuances and demonstrating exceptional management capabilities.
eFOLDi expands UK trade division Lightweight portable mobility specialist eFOLDi has appointed Shaun Finch as Business Development Manager to bolster field support for its growing network of UK retail partners. Despite the challenges of the pandemic and Brexit, the Surreybased business reported a dramatic growth in sales turnover, largely attributed to a refocus in its UK trade operation and expansion into new export markets across Europe. Shaun Finch (pictured above, on the right with Tim Ross, National Sales Manager) joins eFOLDi with over 15 years’ previous experience in the mobility industry and
8 | News, deals & people | thiis.co.uk
brings both sales expertise and an extensive technical knowledge of scooters, wheelchairs and powerchairs. Shaun will be responsible for the South of England and Wales region, supporting eFOLDi’s retail partners, delivering product training and helping to build strong, commercial relationships that ensure the continued success of its trade business.
New technical product advisor joins Smirthwaite Bespoke equipment manufacturer Smirthwaite, which designs equipment for children and young adults with additional needs, has extended its sales team with the appointment of Anthony Wright who will be taking on the role of Technical Product Advisor, The Midlands. Anthony will further strengthen Smirthwaite’s sales team managing his own territory whilst working alongside healthcare professionals supporting children with disabilities with bespoke Smirthwaite equipment that promotes a better-quality life for the user. He brings extensive sales experience and knowledge to the role having worked in other healthcare sales roles throughout the UK. Alongside Anthony’s appointment, Smirthwaite sales team has grown substantially over the last year with the appointment of Jodie Carter (Technical Product Advisor, North East & Cumbria/ Lancaster); and the promotions of Derek York to UK Commercial Manager and Ewan McPhee to Northern Sales Manager.
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Events
Our guide to some of the key upcoming events UK and abroad for the mobility and access sector...
ARAB HEALTH
KIDZ TO ADULTZ MIDDLE
WHEN? 29 January – 1 February 2024
WHEN? 14 March 2024
WHERE? Dubai World Trade Centre
WHERE? Exhibition Hall, Coventry Building Society Arena
www.arabhealthonline.com
www.kidzexhibitions.co.uk/ kidz-middle
NAIDEX WHEN? 20-21 March 2024 WHERE? NEC, Birmingham www.naidex.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
KIDZ TO ADULTZ SOUTH
MEDTECH FORUM
WHEN? 2 May 2024
WHEN? 22-24 May 2024
WHERE? Farnborough
WHERE? Vienna, Australia
www.kidzexhibitions.co.uk/ kidz-south
www.themedtechforum.eu
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 10 | Events | thiis.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
PARALLEL WINDSOR 2024
DISABILITY EXPO
WHEN? 7 July 2024
WHEN? 5-6 July 2024
WHERE? Windsor Great Park
WHERE? ExCeL London
www.parallellifestyle.com/ windsor2024
www.thedisabilityexpo.com
DISABILITY AWARENESS DAY
PMG CONFERENCE
WHEN? 14 July 2024
WHEN? 15-17 July 2024
WHERE? Warrington, Cheshire
WHERE? The International Centre, Telford
www.disabilityawarenessday. org.uk
www.pmguk.co.uk
REHACARE WHEN? 25-28 September 2024 WHERE? Dusseldorf, Germany www.rehacare.com
CARE SHOW BIRMINGHAM WHEN? 9-19 October 2024 WHERE? NEC, Birmingham www.careshow.co.uk
Unit 1, 147 Elliott Road, Plymouth PL4 0QS
0800 285 1956
mobilityequipmenttrainingcourses@yahoo.co.uk thiis.co.uk | Events | 11
Manual CHOICE wheelchairs THE RETAILERS’
Wondering which manual wheelchairs are grabbing mobility companies’ attention? This month we asked retailers in the industry to highlight one product that is standing out for them…
Icon 35 Lx Transit wheelchair from Rehasense “We sell a wide range of occasional use wheelchairs in our showrooms and we recently started stocking wheelchairs from Rehasense. These are proving very popular with our customers due to the overall look of the chair and the fact that it is only 9kg in weight, making it ultra-light for lifting. “This chair is fitted with enhanced ergonomic seating, back upholstery and adjustable arm rests for increased levels of support and pressure relief if required. There is a choice of seat widths of 16” or 18” and it can easily be folded down for transportation and storage. When folded, the Icon 35 Lx takes up very little space with dimensions of 26” x 29” x 11”. “The chair takes a maximum user weight of 125kg making it a great solution for most users. It comes with swing-away leg rests with an easy release lever. “One of the great advantages of the Icon 35 Lx is that the arms are height adjustable to suit the end user. If all these features are not enough, it also comes with a carrying handle for transporting when folded making it easier to lift and it is available in a self-propel model. “This chair really does tick many boxes and we love demonstrating it in our showrooms to our customers. We look forward to continuing selling this range of chairs for some time.”
Laura Hays Director of Thistle Help Limited www.thistlehelp.co.uk
12 | Retailers’ Choice | thiis.co.uk
Excel G-Logic from Van-Os Medical
“The Excel G-Logic from Van-Os Medical is made of lightweight aluminium and is designed with aesthetics and function in mind. “The ability to personalise it with choices of colour and size makes it an easy and flexible chair to stock. “From a retailer’s perspective we need a solid and reliable product that can be prescribed to suit the client in front of us. This chair, and some of the others in the range from VanOs Medical, fit that bill. Added to the features and benefits of the chair, it is important that good aftercare and service is available from the supplier. Van-Os Medical deliver on this too.”
Alastair Gibbs Managing Director of TOG DisableAids www.tpg-disableaids.co.uk
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Dash Express Transit by R Healthcare
“The Dash Express Transit Wheelchair by R Healthcare is a lightweight folding aluminium attendantpropelled wheelchair. It weighs just 12.2kg making it easy to carry and transport and is designed for users who weigh up to 15.5 stone. “The wheelchair includes attendant-operated twin brakes to ensure the attendant is always in control of the wheelchair and can slow down when needed. The brakes can also be locked on fully from the brake handles. There are tipping levers at the back that help the attendant raise the front of the wheelchair to climb a step or curb. “The seat and back rest are padded providing good comfort levels for short trips. There are also removable leg rests to further reduce the weight of the chair for lifting and its overall size. “Other features include fixed armrests, a half-folding back, which helps to reduce the space needed for storage or transport, and a lap-style seat belt which helps with user safety. It has a seatbelt and a little pocket in the back of the seat. “The Dash Express is available in blue and green and is an excellent buy for those who are looking for a lightweight feature-rich wheelchair.” Karen Sheppard Managing Director of People First Mobility www.peoplefirstmobility.com
I-Lite wheelchair from Karma Mobility
“If you offer wheelchairs as part of your product portfolio you would benefit from stocking the fantastic little I-Lite from Karma Mobility. The team at Karma have brought to market a wonderfully compact, entry-level, cost-effective wheelchair which delivers on all key user criteria. This cracking little wheelchair is stylish and just right for occasional use. It’s practical and lightweight, yet robust and comfortable. “It sits very well within the price structure of our showroom and allows us to lead with a very credible entry-level option which won’t let people down. It can carry up to an 18-stone user weight and comes with an impressive net weight of 9kg (without footrests). Most people find it very user friendly and it is available in two attractive colour options. “We have worked with Mark Duffield and his team at Karma for many years now. Their ability in delivering valueadding, quality products is first class, as is their outstanding dealer support ethos.”
Billy Finnie Operations Manager at Mobility Scotland www.mobilityscotlandltd.co.uk
Ergo 125 wheelchair from Karma Mobility “Designed with independence in mind, the Ergo 125 wheelchair from Karma Mobility offers a sleek design and outstanding features that make it an excellent choice for those seeking extra assistance. “Crafted by experts in the mobility industry, the Ergo is constructed from aircraft-grade aluminium, ensuring a lightweight yet sturdy frame. Weighing only 9kg in its carry format, it’s the perfect travel companion. “The flip-back armrests provide additional space, facilitating stress-free transfers in and out of the chair. The seating system promotes pressure relief, preventing users from sliding forward and helping maintain a proper posture. “Approved for transportation, the Ergo 125 can be used as a seat in a motor vehicle. Available in both self-propel and transit versions, it’s a versatile mobility aid providing added support, allowing individuals to safely enjoy the outdoors during the cooler months.”
14 | Retailers’ Choice | thiis.co.uk
Rhian Pita Marketing Manager at Ableworld
www.ableworld.co.uk
Quickie QS5 X from Sunrise Medical “Lifestyle & Mobility considers itself wheelchair experts in the active user market. We have invested heavily in time and training, and have employed expert staff who solely look after our active user clients. “I have chosen the Quickie QS5 X as our Retailers’ Choice of the month not because it is the absolute best and lightest weight wheelchair on the market, but because Sunrise Medical understood that everyone across the globe is struggling with finances due to the aftermath of the Covid-19 pandemic. As a result, there was an opportunity to help make a lightweight, strong, and affordable wheelchair for more people. “Sunrise Medical has not compromised on the quality or features that a good active chair offers.
Instead, it has used manufacturing processes, parts, and technology to keep the overall cost down. They have managed to incorporate all these weight reduction features without compromising on user-ability, comfort, or style. “The Quickie QS5 X revolutionises easy folding with its FreeFold technology, an innovative cross-brace design that reduces folding forces and saves 40 per cent energy with each fold. Its aluminium box frame is constructed from heated 7000 series aluminium. Sunrise has also empowered customers to play with designs, colours, and different specs on their own website using the visualising tool, which is the same software that the car industry now uses.”
Darren Macey Business Development Manager at Lifestyle & Mobility www.lifestyleandmobility.co.uk
Escape Lite Transit wheelchair from Days “Our favourite manual wheelchair has to be the Escape Lite from Days. It is our most popular wheelchair by far and we sell hundreds each year. “It provides our customers with several different options, it is robust and well made, and it’s a great price too. “The Escape Lite wheelchair comes in either self propelled or attendantpropelled models. Both are available in different widths – narrow at 16 inches (40.6cm), standard at 18 inches (45.7cm) and wide at 20 inches (50.8cm) ensuring most customers are catered for. “It also comes in an array of different colour options including silver/blue, racing green, ruby red and eyecatching purple. “More importantly it has a number of features often only found in more expensive wheelchairs such as swingaway foot rests, puncture-proof tyres, padded upholstery, a lap strap and a folding back, making it easy to collapse and transport or store.
16 | Retailers’ Choice | thiis.co.uk
“It is relatively lightweight at just over 30kg too. Our customers like it because it provides a comfortable ride for the user and it has attendant brakes on both the self propelled and attendantpropelled models, making it easy to stop for a breather. “Another reason we favour the Escape Lite is that we get very few returns on this item and very, very few issues with it, compared to some of the other manual wheelchairs we sell. “So, all in all, the Escape Lite
wheelchair is our recommendation for an occasional use, out and about manual wheelchair.”
Julia Phipps Director of The Ability Superstore www.abilitysuperstore.com
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Celebrating 40 years of changing lives
Jenx celebrates its 40th anniversary milestone
Family-run children’s postural support products manufacturer Jenx is proud to have celebrated a special milestone – 40 years of helping children with special needs live a better life and a brighter future. Sheffield-based Jenx was founded by husband-and-wife team, Clive and Catherine Jenkins, in the midst of the recession in the early 1980s. Clive had just graduated in engineering from Sheffield University and Catherine was working as a paediatric physiotherapist in schools for children with special needs across Sheffield. At the time, Catherine was working with a child, who was struggling to stand, and could not find any suitable standing frames for him. Catherine explained to Clive what the young man needed, and Clive went away and created what was to
18 | Trade Talk | thiis.co.uk
become Jenx’s first standing frame, with a variant of this original product still in production today. Thousands of the Prone Stander have been manufactured and delivered globally. PRODUCT PORTFOLIO Over the years, the company has gone from strength to strength and currently boasts a product portfolio that spans in excess of 20 seating, standing, sleeping and therapy products. Jenx also boasts a 150-strong workforce which is overseen by Directors Holly Jenkins (Clive and Catherine’s daughter) and Daniel Limb.
“We’re incredibly proud to have celebrated our 40th anniversary and be a family-run business that has managed to successfully stay in operation for so long,” says Holly. “We’ve continuously evolved by developing new products, each more innovative than the last, and all in
Left to right: Holly Jenkins, Catherine Jenkins, Clive Jenkins and Daniel Limb
Another Drive DeVilbiss Record Breaker! Following the launch of our previous record breaking folding scooter, we’re delighted to launch the AstroLite, our LIGHTEST EVER Splitable Scooter, with the heaviest part weighing ONLY 9.9kg!!
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Lightweight lithium batteries
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Call NOW for price, more information or to request an InStore demonstration! Karen Clarke 01274 475 118
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Sandra Conlan 01274 475 121
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Nial Hutton 01274 475 116
nial.hutton@drivedevilbiss.co.uk
www.drivedevilbiss.co.uk Information current as of 10-23 AstroLite_Launch_231019_1.0
response to clinical and end user feedback. At the same time, we’ve continued to review and refine our processes, which has also enabled us to also lead the way in areas such as our five-day despatch promise, offered via the UK distribution division of the business, Jiraffe. It is grounded in our values that we don’t only provide the best possible products and customer service, but that we can get our products out to those who urgently need them as soon as we possibly can. “Looking ahead, we’re passionate about retaining our core values, which include being a caring, compassionate and excellent employer. More importantly, we want to continue to enrich the lives of even more young children through our life-changing innovations.” EMPLOYEE RECOGNITION Jenx’s workforce has always been recognised as being its biggest asset. The company invests heavily in encouraging all of its employees to be the best they possibly can be. This involves providing them with dedicated inductions and regular reviews, as well as enabling them to access the company’s central Learning Fund, which they can use to take part in all sorts of training and activities, such as flower arranging, gym memberships and sky diving. ‘Always encouraging ourselves and others to improve’ is another company value, with Jenx remaining committed to empowering children, families, carers and therapists to know how to provide the best support and have the confidence to do so. For many years, the company ran an innovation award to give therapists the chance to do what Clive and Catherine did back in 1982, but with the added support and experience of the entire Jenx team. Although Clive and Catherine officially took a step back from the dayto-day running of the business back in 2021, they are both still involved with the company as active board members. “Over the years, we have continued to innovate, designing bespoke products that help children to develop and grow when they have a particular need or condition,” says Catherine. “Our products are not just a piece of furniture. They aren’t just a safe place to put a child – they’re a therapeutic
20 | Trade Talk | thiis.co.uk
The first prone standing frame developed by Clive
device. They are made in such a way that they are used to help children develop their postural skills. In turn, this helps them in school, with their relationships with people, and therefore with their cognitive development, because they don’t have to concentrate on how uncomfortable they feel or how unstable they are.” PRODUCTS DESIGNED TO LAST Clive adds: “Our product design is very much centred around providing children with opportunities and skills that nature hasn’t given them naturally. The children and their needs sit at the core of everything we do. “I also see our products as being valuable tools that enable therapists to treat and work with children more easily. We’ve always strived to make products that last - the environments in which these products are used and the people who use them means they demand a lot from our products, so they need to be robust.” Holly concludes: “No matter how much we grow, we will always stay true to our vision of helping as many children and families as possible. Forty years of helping some of the most vulnerable children is a legacy of which we are immensely proud. “Tens of thousands of children and families have benefitted from what we do and it is their journeys that are the real success story here. We are now bigger and stronger than ever before and looking forward to the next 40 years and changing the lives of another generation of children.”
Series of special celebrations The company’s 40th anniversary has been marked with a series of ‘celebrations’, including an evening with co-founders, Clive and Catherine, for global Jenx distribution partners. The milestone was also marked with Jenx Fest, an employee festivalstyle event involving live music and a huge range of food stalls. A special collection of blog posts, 40 Stories for 40 Years, has also been created and uploaded to the company’s website. The posts share story highlights from customers and partnerships and provide a hub of knowledge and support for the many children and families that Jenx works with. www.jenx.com
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Second-hand mobility scooters are a bestseller
On winning form East Devon’s largest mobility aid stockist, Coastline Mobility, had a bumper 2023 with the opening of its latest showroom in Colaton Raleigh and winning an Exmouth business award… Family-owned retailer Coastline Mobility has gone from strength to strength since opening its first store in 2019. The business is managed by brother and sister team, Matt and Georgina Gerry. Matt, who is Managing Director, has a background in business development and project management. Georgina, Shop Manager, is involved with handling customer enquiries by phone or email as well as in person on a day-to-day basis. Both always felt close to the industry growing up as their dad, Steve, who is now retired, spent over 30 years in the mobility industry managing a large chain and later running his own successful mobility company.
22 | Retailer Spotlight | thiis.co.uk
The family opened their first store in the seaside town of Sidmouth in 2019. As a popular spot for retirees and holidaymakers it thrived with its varied product offering, which included mobility equipment rentals, secondhand stock and travel scooters. Coastline Mobility opened a second store in nearby Budleigh Salterton (since closed) a few months later, and then a third ‘flagship’ store in Exmouth
in September 2020, with the Covid-19 pandemic putting the breaks on the further store expansion plans for a period. NEW SHOWROOM The spacious new showroom in the leafy East Devon village of Colaton Raleigh is located in The Old Sawmills, an industrial unit, and was officially
“The biggest draw to this showroom is the ample parking and space for customers to trial the products out”
Folds in 5 seconds! 4mph 9 miles range 18 stone capacity
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“Not many of our customers use the internet so it was wonderful to have that acknowledgment of our hard work” opened in April 2022. Boasting 4,500 square feet of space, the superstore enables the Gerry family to stock a comprehensive range of mobility and access products. Georgina states: “The showroom is in the perfect location for us as it sits in a local village and is situated perfectly in-between the neighbouring towns of Exmouth and Sidmouth where our other shops are located. “Having an elderly local demographic we needed a showroom with on-site parking facilities which was difficult to achieve in our seaside locations. With this store we have plenty of free on-site parking which means that customers can park and walk straight in.” The family came across the site after beginning a search for premises in January 2022 after realising that they were outgrowing their branch in Budleigh Salterton, and decided to close it down.
24 | Retailer Spotlight | thiis.co.uk
A range of beds are in stock
Says Georgina: “Due to local support our business has been fortunate to grow quite substantially in recent years, not only where we needed space to store both new and re-conditioned stock but we also needed a larger workshop and a sales room with better parking facilities.” Finding a new premises took time, says Georgina. “We worked closely with local agents to try and find the right place for us. Property is few and far between in Devon, we knew where we wanted to be so it was just a case of waiting for the right thing to present itself.” Fortunately, the unit was already well presented when they bought it but the family did decide to make a few adjustments. As Georgina explains: “Originally the building had decking running around it that we removed to create parking spaces. “We also installed entrance ramps to make it fully accessible and constructed internal walls so that it better suited our needs.” The showroom ticked their boxes due to the size of the unit says Georgina as they were able to create the areas
required for a new office, workshop and store. After purchasing the premises in January the family moved in fully in March 2022. Georgina says that it took some time to set everything up to standard before officially opening its doors to the public in April. The family couldn’t be happier with the final results. “The biggest draw to this showroom is the ample parking and space for customers to trial the
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products out. As well as the creation of a much larger workshop and store, which allows us to work on multiple scooters at any one time as well as store a larger range of parts.” EXCELLENT FOOTFALL Coastline Mobility stocks a large range of products in the new showroom, from complete off-roaders down to folding scooters suitable for cruises. “We are also able to stock a range of beds and have a bathroom display,” says Georgina. The main use of the new store however is for the storage of second-hand scooters, as it now stocks over 100 within its group of stores. Footfall into the new showroom has been excellent, adds Georgina. “We have not heavily marketed the branch but have had a lot of positive feedback and regularly have people visit to make larger purchases. We have a lot of regular and new customers that travel to the unit as they can park right outside which for some is a necessity.” The store’s range of re-conditioned mobility scooters are the main bestsellers, comments Georgina. “Due to the cost-of-living crisis many people simply do not have the same disposable income as they have had in previous years. We see a lot of customers that want certain products but need a lower price point.” Honesty and trustworthiness are key to keeping customers loyal, says Georgina, and the business continues to offer an emergency out-of-hours number for customers in case anything goes wrong with their products. It’s a formula that seems to be doing Riser recliners on display
The new premises at Colaton Raleigh
well for them, with Coastline Mobility excited to have been nominated by its customers for a ‘Best Independent Retailer’ award at the Exmouth Chamber of Commerce Business Awards in October 2023 – an award which they then went on to win. It was an honour to be part of the award ceremony, says Georgina: “As a small family business this award meant the world to us. Not many of our customers use the internet so it was wonderful to have this acknowledgment of our hard work.” FUTURE GROWTH Coastline Mobility’s growth has not yet ended, promises Georgina, as she hints that the business has plans to expand further in the Devon region, but that’s a long term plan. She says: “For now we
are just wanting to spend some more time on our local branches and enjoy some free time before this. “With this in mind we will look to start specialising in certain equipment at specific locations so that we are able to fulfil every customer need, which includes an improvement in our seating and cushion range.” With its new Colaton Raleigh branch Coastline Mobility is now East Devon’s largest mobility aid stockist. Georgina adds: “With hundreds of items in stock and fantastic local support our business has gone from strength-tostrength in recent years since the local lockdowns. “We continue to tailor the business to the changing demographics and change in needs and products so we maintain on trend. We have a fantastic family team to support us, including out newest staff member, our lovely Miniature Dachshund Lily. “She has become a local favourite and we now have people coming in just for her, but I can’t blame them as she is very sweet and good at her job!” www.coastlinemobility.com Mobility aids
26 | Retailer Spotlight | thiis.co.uk
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Invacare: Pushing forward in mobility THIIS chats to Mike Farrell, Managing Director at Invacare UK, about how it is supporting its retail partners and the latest mobility products to hit the UK market. Multinational mobility and home healthcare manufacturer and supplier Invacare supplies a comprehensive product range which includes pressure area care, patient handling and beds, as well as powered and manual wheelchairs. Working with clinicians, healthcare professionals and retailers, Invacare employs approximately 5,000 associates worldwide and markets its products in over 80 countries around the world. Earlier this year the firm introduced the Erivo and ViaGo products to the UK market as well as supported its partners with a range of product training programmes, as Mike Farrell explains. CAN YOU TELL US A LITTLE BIT ABOUT YOUR STORY WITH INVACARE? “I joined Invacare in December 2018
having spent most of my professional career in various sales and marketing roles within the healthcare sector. “I was really attracted to Invacare by its guiding principle of ‘making life’s experiences possible’, which resonated with me for many reasons. “I had a good introduction to Invacare joining alongside the retirement of the previous Managing Director, so I had a comprehensive handover, with a remit to continue the good work Invacare had been doing across the UK market. ”Not too long after I joined the business, the Covid pandemic struck and it is fair to say, none of us were really as prepared for the implications of that as we would have liked. “Our evolution since the pandemic has been slow but steady, linked mainly to supply chain challenges. However, one thing that has been constant for us
Yonder walking stick • Folds to just 36cm • Available in silver or black • Adjustable height options 28 | Supplier Spotlight | thiis.co.uk
has been the loyalty and support of our employees and customers, for which we are truly thankful.” HAS THERE BEEN A PARTICULAR PROJECT OR ACHIEVEMENT YOU HAVE BEEN MOST PROUD OF DURING YOUR TIME AT INVACARE? “It’s easy to think about improved financial results or effective product launches but considering the impact of the pandemic, I’m most proud of the fact we were able to keep our employees safe and well, whilst still meeting the needs of our customers.” WHICH ARE INVACARE UK’S BESTSELLERS? “That’s such a difficult question as we have many ‘blockbuster’ products that
“We further ensure the best service to the consumers by supporting our partners with a comprehensive range of product training programmes” our customers really do value. From my perspective, I’m really happy to see how we have maintained the significant increase in demand we saw for our bed range during the pandemic. “We also have some stalwarts in our powered and manual mobility portfolio that keep performing really well due to their build quality, reliability and customisation.” CAN YOU TELL US ABOUT ANY NEW MOBILITY PRODUCTS LAUNCHED THIS YEAR? “We have recently introduced the Erivo and ViaGo products to the UK market. “The Erivo is an all-new folding
The ViaGo from Alber is new to Invacare’s range of push aids
power wheelchair from our Alber family that combines the simplicity and practicality of a folding design with the type of powerful and more stable drive, which you may only expect to see in a larger power wheelchair. Erivo also encompasses market leading LiNX technology. “The ViaGo, also from Alber, is the latest in our range of push aids from our power add-on portfolio. The ViaGo provides extra power assistance when manoeuvring a wheelchair and has been designed to be ‘plug and play’ with most wheelchairs available on the market today.” DO YOU THINK THERE IS A PARTICULAR TREND TOWARDS SMART MOBILITY PRODUCTS AT THE MOMENT? “Clearly ‘smart’ devices are here to
stay and anything that makes our daily routines easier to navigate will be welcomed. From communications to AI controlled vehicles, it seems inevitable that our ‘social mobility’ will be increasingly influenced by technological advances as new ideas and concepts are translated into real world applications.” DO YOU SEE LITHIUM-ION BATTERIES BECOMING THE NORM IN THE MOBILITY SECTOR? WHAT IS INVACARE’S ADVICE TO ITS PARTNERS WITH REGARDS SAFE DISPOSAL OF THESE TYPES OF BATTERIES? “The benefits of lithium-ion batteries within the mobility sector are clear so I would expect them to become the norm if they aren’t already! As THIIS has featured heavily in previous issues,
Get in touch
01787 888 106
trade.sales@tgamobility.co.uk www.tgamobility.co.uk thiis.co.uk | Supplier Spotlight | 29
we would encourage all our partners to ensure they are following guidance on storage and recycling of these batteries in order to minimise risk and reduce waste.” CAN YOU TELL US A BIT MORE ABOUT HOW INVACARE PRODUCTS ARE DISTRIBUTED IN THE UK? “Invacare supplies products to our UK customers in a variety of ways. For private consumer clients, we supply via a national network of experienced, value-added retailers, whose expertise in supporting those clients is hugely important and of course allows us to reach all parts of the UK. “We also provide products to the NHS and social care services across the UK, both directly and indirectly via key service provider partners. “Of course, our experienced sales teams are on hand to support all customers.” IS INVACARE LOOKING TO EXPAND ITS DEALER NETWORK, AND IF SO, WHAT KIND OF DEALERS ARE YOU LOOKING FOR? “Invacare is always looking to expand its network of expert retailers wherever possible and takes pride in selecting
“The advent of e-commerce has presented a real challenge for the sector… We believe clients will always need the expertise of the more traditional retail network.” the very best partners to represent our products. We further ensure the best service to the consumers by supporting our partners with a comprehensive range of product training programmes such as our Invacademy, an extremely popular and well received initiative, which has been offering high quality, free-of-charge training for decades. “If our dealers would like to book training, please contact our marketing team at uk@invacare.com. All current training sessions for 2024 are published on our website at www.invacare.co.uk/ training.” HOW HAS INVACARE MANAGED TO NAVIGATE AND OVERCOME SUPPLY CHAIN CHALLENGES OVER THE LAST COUPLE OF YEARS? “The supply chain challenges brought about by the global disruption have been extremely difficult for many
sectors, including ours. The ongoing cost-of-living crisis and inflationary pressures have also meant recovery from the supply chain restrictions more difficult, with many costs rising significantly. “We have endeavoured to keep our customers up to date with our product availability and are delighted to see the significant improvement over the last six months. We will continue to work diligently in order to ensure we meet our customers’ expectations.” WHAT DO YOU SEE AS THE MAIN ISSUES AFFECTING THE MOBILITY SECTOR AT THE MOMENT? “There are many issues that have the potential to impact the mobility sector. In particular, many of the more experienced retailers that put clients at the forefront of their business are being replaced by more commodity focused resellers, many of whom don’t have the relevant experience to properly assess client needs.
The Erivo is an all-new folding power wheelchair from Alber
30 | Supplier Spotlight | thiis.co.uk
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“We will be expanding our Invacare Pro capabilities so that our retail network can place orders online” “Product quality is of immense importance to Invacare, however we do see a number of low-quality imports being brought to market, which in turn can impact those most vulnerable. “Whilst there are clearly some benefits to online retailing, the advent of e-commerce has presented a real challenge for the sector, with traditional high street retailers sometimes priced out by those with a solely online presence. We believe clients will always need the expertise of the more traditional retail network.”
new launches planned from across our portfolio for 2024.”
WHAT ELSE IS INVACARE FOCUSING ON AT THE MOMENT?
WHAT’S NEXT FOR INVACARE OVER THE NEXT 12 MONTHS?
“In relative terms, 2023 has been a very good year for Invacare UK, despite the challenges that continue to impact our business. As we go into 2024, we will be implementing a number of initiatives that will help us regain customer trust and become a dependable supplier once again. We also have some exciting
“Our main focus for the next 12-18 months will be to continue with the improvements we have seen in supply chain reliability, and also improve our responsiveness by implementing a ‘one-stop shop’ for our customers. “We will be adding to our team with a number of key appointments (see page
Invacare’s bed range has continued to be in demand
58 for latest vacancy) aimed at further improving our commercial presence and customer service levels. “We will also be expanding our Invacare Pro capabilities so that our retail network can place orders online. The development of ecommerce within this platform will offer our retailers a simple, efficient method to use our online tools to place and monitor their orders providing a more effective service.” www.invacare.co.uk The Aviva RX has an adjustable base and incorporates Modulite seating
Invacare’s ISA stand assist, part of the Safe Patient Handling range
32 | Supplier Spotlight | thiis.co.uk
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What’s in an ‘assembly’, and what should we call the components? When you order an ‘assembly’ to fit onto your assistive technology device such as onto a wheelchair, what should you rightfully expect to receive, and what extras might you need to consider to be able to attach that assembly to the chair – or would you expect that all those extras would be in the bag? In this article we consider the elements that might make up a postural support device, and what we should call those elements, and also what might be in a wheelchair part. Consistency in terminology should make it easier comparing one manufacturer’s catalogue or datasheet with another’s. In 2007 an international standard (ISO 7176-26)1 was published providing guidance about what were the correct terms to be used when describing aspects of a wheelchair, what were deprecated (disapproved of ) terms, and then providing definitions for the published terms. The reason for outlining deprecated terms is to ensure that the term is appropriate to the use. Whereas loose descriptions can be confusing at best and harmful at worst. An example would be the back on a wheelchair which is correctly termed a Back Support, while Back Rest is a deprecated term. Another example is a “posterior lower leg support”, which is defined as a “postural support device intended to contact the posterior surface of the lower leg”, and where each of the following terms were deprecated: calf pad, calf panel, calf strap, calf support,
36 | Let’s get it clear | thiis.co.uk
leg strap, leg support, leg rest pad, lower leg support and posterior leg support. ISO standards each undergo ‘systematic review’ every few years. Currently a group of experts from around the world is reviewing all the terms that were included in the 2007 version, what terms should be added, and how each term is best defined. They meet for an hour or so by Zoom every fortnight, and as one might imagine an hour can pass quite quickly while trying to get to the bottom of what a term means as used in, say, the US and how that is different from its use in Europe, and, indeed, what is the best compromise definition so that when a term is used in one part of the world it means the same in another. POSTURAL SUPPORT DEVICES One item that took up some discussion time in 2023 was what was involved in a postural support device assembly. The resulting proposal was to describe the individual components by what they do, or are. To illustrate this, let’s use a Head Support as an example. A Head Support is an example of a rigid postural support device (PSD). This PSD on its own is made up of
PSD Pad PSD Supporting Structure
Figure 1. PSD Pad and PSD Supporting Structure
three components: The PSD Pad which is covered by a PSD Cover. To give the whole PSD structure, there is a PSD Supporting Structure. (While it is true that a lot of ‘rigid’ PSDs use a pad (compressible material) with some kind of supporting structure, this isn’t true for postural supports which are flexible and work in tension. There are a lot of flexible PSDs which don’t have a pad, but use straps or panels of fabric to conform, apply forces, and distribute pressure. Systems which work in tension can still be thought of as having contact surfaces (to the body) and a structure (load carrying elements), only they are not rigid.) Behind a PSD pad will be a piece of PSD Interfacing Hardware. This is the term for the hardware of the
PSD PSD Interfacing Hardware
Figure 2. Head Support PSD with ancillary hardware components highlighted
‘Let’s Get it Clear’ by Dr Barend ter Haar
PSD Connecting Hardware
PSD Mounting Hardware
supporting structure that links the PSD Pad to the PSD Connecting Hardware (or directly to the PSD Mounting Hardware). The PSD Interfacing Hardware may often itself be made up of different components to offer precise adjustment to achieve the optimal three-dimensional placement of the PSD. Frequently a ball joint is used at the interface with the pad, to provide finer adjustment. The PSD Connecting Hardware is the term for the hardware in between the PSD Interface Hardware and the PSD Mounting Hardware. This element often provides the means for height adjustment, and gross positioning of the PSD. The final element may well be the PSD Mounting Hardware. This is the hardware which links the PSD Connecting Hardware to the item to which the PSD is being mounted. For a head support this is often the shell of a back support, and this may need a further piece of hardware, a PSD Mounting Hardware Interface, to be able to attach to the back support’s proprietary attachment points. To complicate things further, each of these ‘components’ might be an assembly it itself, in that each might consist of a number of components. However, to ascribe the term ‘assembly’ to all the components of a head support and its various connecting,
One in a series of regular resumés of aspects in the world of posture and mobility where there are common misconceptions, and myths to be addressed, to help promote better practice. Further items can be found at www.beshealthcare.net.
mounting, and interfacing elements may not be helpful, especially as each item may require separate prescription to meet the specific clinical needs of the user, and the equipment with which the PSD is being used. Please note that many of these hardware components could also be used to position an Augmentative and Alternative Communication Device (AAC). In those cases, just substitute AAC for PSD in the term. WHEELCHAIR COMPONENTS There are various ‘components’ of a wheelchair that may themselves be described as assemblies. And some of those assemblies may have quite a few components. An example would be a castor assembly. In ISO 7176-261 this is defined as the “combination of the castor wheel, castor wheel axle, castor fork, castor stem, castor stem housing, bearings, and tyres”. This still leaves open whether all the required nuts and washers are included. We, across the industry, still have work to do to make sure everyone is clear as to what they should expect to receive when they order an assembly. In the meantime, hopefully you now have some useful terms to describe the different components of a PSD and its related hardware.
If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards. ISO 7176-26:2007 – Wheelchairs – Part 26: Vocabulary
1
Figure 3. A castor assembly
thiis.co.uk | Let’s get it clear | 37
Trade thoughts What is your forecast for what 2024 might hold for the industry? “It’s going to be another year of change. Life has changed so much recently, and we believe people are more focused on health, wellbeing, and independence in later life. “There’s a real shift in priorities. But the cost-of-living crisis makes it hard for people to afford things, and it doesn’t look like things will improve much next year. Whatever the economic challenges, we’ve noticed people are taking steps to prepare for later life earlier. They want more choice, value, better service, and higher quality products made by companies with integrity and heart. “Now our industry needs to raise the bar and persuade people we can more than meet their needs and their preferences. We all need to think about the way we are selling to our customers and adapt our processes. “Our businesses’ products do change lives and our direct selling divisions across Europe have maintained high sales throughout 2023, despite the
“As we draw the curtains of 2023, after an eventful Q3 and Q4, Recliners stands proud, unveiling a tapestry of innovation and progress. Among the launches, the highlight was our muchanticipated Highbridge range. “In addition to this, we welcomed two domestic range lines and two healthcare lines. The expansion didn’t stop there. Our domestic express range now boasts five fresh colours from the Loxford range and two additional sizes. “Notably, our commitment to excellence led us to revamp our MultiCare Plus. Simultaneously, we unveiled a customer portal: a gateway to a plethora of resources. Also, we’ve enhanced our online presence by integrating informative
38 | Trade Thoughts | thiis.co.uk
Clare Brophy President, EUROW Handicare and Garaventa Lift cost-of-living crisis and increase in prices. We’re not selling products and features; we’re providing a solution which adds value to our customers’ lives. Sharing our solution-selling best practices across our partner network has already helped many of them to grow their business significantly. “Next year, we’ll launch our very first Europe-wide Commercial Training Course for specially selected partners. It will change the way our network engages with potential customers, enhancing their experience and increasing the likelihood of conversions from enquiries to sales. “We’re excited to see the outcome of this collaboration and to be at the leading edge of change in our industry.”
Matthew Davies Company Director, Recliners product videos. “Looking ahead to 2024, our resolve remains unwavering— we’re dedicated to ensuring every customer experiences the full spectrum of these product and digital advancements. “In 2024, a stable economy could revive sales to 2022 levels. 2023’s interest rate hikes certainly effected consumer spending, Plus, the bariatric market seems set to expand further, driven by shifting demographics.”
“We live in a world where the word “unprecedented” seems to be the norm. We survived the pandemic and were faced with the Russian invasion of Ukraine in February 2022 and more recently the IsraeliPalestinian conflict. So, what can we expect in 2024? “For sure, were there to be a strike by China on Taiwan, the medical industry, particularly the mobility industry, would face more unprecedented times! “Closer to home, 2024 will undoubtedly be a year of electioneering, with the betting money favouring January 2025 as the date for the next election, when save for a huge surprise, we can expect a period of socialist government. Hopefully this will lead to increased investment in health and social care, but at what cost? “Even closer to home, Sumed is looking forward to another year of double-digit growth fuelled by a programme of new product launches in our pressure area care and mobility ranges, and further investment in our servicing businesses. We strive to get close to our customers and make their day! “We pride ourselves on manufacturing in the UK and have been delighted by the growth of the Integrity and Uniroll brands. We are targeting growth through the dealer network and through export; all we ask for is an economic climate which supports this.”
Graham Collyer Executive Chairman Sumed International (UK) Ltd
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Buyers’ guide to manual wheelchairs Discover key products to consider offering to customers...
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Strongback Wheelchair from TGA Mobility The award-winning Strongback is a lightweight folding wheelchair with back support. An evolution in wheelchair design, the Strongback solution provides contoured back support with an ergonomic backrest for improved posture and comfort. The ergonomic lumbar support is integrated into the frame of the wheelchair, improving the seat angle and offering a curved supportive backrest. The seat angle aligns the pelvis for proper ergonomic posture and prevents slipping and slouching forwards. Weighing just 11kg, its features include attendant-controlled brakes, folding backrest, quick-release wheels and easy fold-back footrests. Available as attendant or self-propelled in a full range of sizes - now with the option of flip back armrests. www.tgamobility.co.uk
42 | Retailers’ Buyers Guide | thiis.co.uk
Dash Ultra Lightweight Transit Wheelchair from Dash Rehab The Ultra Lightweight Transit wheelchair is 9kg for transit and 10kg for the self-propel (SP) model. Both chairs come with attendant brakes and padded seating. The ergonomic design provides excellent back support for the user. Available in 16” & 18” widths its half-folding back is standard on both models along with QR 22” wheels on the SP model. Its maximum user weight is 110kg. dashrehab.co.uk
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Icon 60 Wheelchair from Rehasense
Moly Wheelchair from Sumed International
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The Icon 60 from Rehasense features a lightweight rigid 7000 Series aluminium alloy frame and carbon fibre side panels (boxed configuration not prescriptive model). The frame length and seat angle are adjustable and for maximum comfort the backrest can be adjusted forward by up to 20˚ or backwards by up to 10˚. Its seat height can also be easily adjusted, which changes the centre of gravity to make the chair a more ‘active’ model. With a maximum user capacity of 120kg and a choice of side guards, colour finishes and several wheel, tyre and push rim options available, the ICON 60 can be tailored to meet the requirements of the individual. rehasense.co.uk
Moly Wheelchair is a lightweight aluminium heavyduty wheelchair designed to support a user weight up to 150kg. Its push-release wheels and lightweight construction make it easy to transport and also comes with an anti-tip kit as standard. With an adjustable seat death, Moly offers ultimate comfort for all users, as well as coming with a range of different seat heights and backrest heights. It offers a five-year warranty on the crossbar and frame, with a two-year warranty on all other parts for manufacturing defects. sumedinternational.com
Bariatric Steel Transport Chair from Drive DeVilbiss Healthcare The Bariatric Steel Transport Chair features a dual, reinforced steel cross brace to give extra support and stability. A generous weight capacity of 200kg is also backed up by a heavy-duty, nylonreinforced upholstery, with a back carry pouch for storage. Its removable desk-length armrests facilitate easy side transfers and allow for unhindered access to work surfaces. Featuring a generous weight capacity of 200kg the chair features height-adjustable footrests to suit user support requirements. Its 12" rear solid tyres are durable and low maintenance while the stepper tube allows an attendant to safely mount kerbs. drivedevilbiss.co.uk
44 | Retailers’ Buyers Guide | thiis.co.uk
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Discover Goliath® THE ULTIMATE IN STRENGTH, DURABILITY & COMFORT
MAX. LOAD UP TO 300 KG (47.3 STONE) ADJUSTABLE SEAT HEIGHT, DEPTH AND BACKREST FOR FLEXIBILITY
HEIGHT ADJUSTABLE, DETACHABLE ARMRESTS
HIGH-STRENGTH, QUALITY POWDER-COATED STEEL CONSTRUCTION DETACHABLE LEG RESTS
HEIGHT ADJUSTABLE FOOT PLATES
PUNCTURE-PROOF, HEAVY-DUTY FRONTWHEEL TYRES
Discover Goliath - your trusted companion in medical mobility. With a highquality steel frame, 300 kg support, and a 5-year warranty, Goliath ensures lasting support. Prioritising safety it boasts an adjustable centre of gravity, transverse push bar for stability and manoeuvrability. Standard features include an anti-tip kit, drum brakes, and is crash-tested, making Goliath the secure and reliable choice.
01457 890 980 sales@sumed.co.uk www.sumedinternational.com
The Lightweight Aluminium Wheelchair from Drive DeVilbiss Healthcare The Ultra Lightweight Wheelchair combines style with function and practicality. It features an excellent lightweight aluminium frame with a strong and reliable single cross brace which makes transportation and storage easy. A half-folding backrest, quick-release footrests and quickrelease rear wheels with solid PU tyres further facilitate storage and transportation. Grey, two-tone upholstery offers style and is easy to wipe clean alongside softtouch side panels, offering a comfortable experience. The wheelchair features a handy rear pocket for storing items. Desk-style armrests allow easy access to work surfaces and its long-reach brakes on rear tyres are easily activated by user or attendant for stable parking. drivedevilbiss.co.uk
Icon 35LX Transit Wheelchair from Rehasense The award-winning Icon 35LX Transit manual wheelchair weighs only 9kg with a transportation weight of 8.2kg. It is fitted with 14” rear wheels and offers enhanced ergonomic seating, back upholstery and adjustable armrests to provide excellent levels of postural support and comfort. With a seat width of 16” or 18” it can be easily folded for transportation and storage and takes up little space with length, height and width dimensions of 26”x29”x11”. With a maximum user weight of 125kg, the Icon 35LX Transit is a great lightweight wheelchair solution. Standard features include swing-away leg rests with release lever, intuitive braking system, height-adjustable armrests and carrying handle for transporting when folded. rehasense.co.uk
46 | Retailers’ Buyers Guide | thiis.co.uk
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Alerta Car Transit Wheelchair from Alerta Medical The Alerta Car Transit Wheelchair is crash tested and comes with dropdown armrests, swing-away detachable footrests, arm pads, lap belt and rear brakes, with 30cm rear wheels and 20cm front wheels, all with puncture-proof tyres. Its maximum user weight is 115kg. www.alertamedical.com
Zoof Classic
Zoof Urban
Colours Available:
Colours Available:
The Zoof Urban sets itself apart from the Classic with a folding single footrest in the middle.
Stop Brake System
www.pride-mobility.co.uk
Quick release to switch between self-propel and transit wheels
Under Seat Storage
Foldable armrests to allow table use
Magnelite Self-Propelled Wheelchair from Motion Healthcare
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The Magnelite Self-Propelled Wheelchair offers an innovative mobility solution that combines strength and convenience. Crafted with a lightweight magnesium frame, this wheelchair redefines portability without compromising durability. Its 22" wheels effortlessly navigate diverse terrains, ensuring a smooth and comfortable ride. The Magnelite boasts removable footrests and foldable backrests, allowing for hassle-free storage and transportation. Weighing in at 6.5kg, this self-propelled wheelchair is a testament to engineering excellence, offering users unparalleled freedom and independence. www.motionhealthcare.co.uk
The TraveLite Transport Chair from Drive DeVilbiss Healthcare
The Alerta Car Transit Wide Heavy-Duty Wheelchair comes with a folding back, liftup and swing-away armrests, table-entry armrests, swing-away detachable footrests, 30cm braked rear wheels and 20cm front wheels, all with puncture-proof tyres. The wide heavy-duty wheelchair has anti-tip bars at the back beside the rear wheels to help prevent tipping backwards when crossing an obstacle, hand brakes, lap belt, carry handles once folded, double crossbar for extra strength and reinforced extra thick upholstery.
The compact TraveLite Transport Chair was specifically developed for easy storage and transportation. Super lightweight with a total weight of only 10kg, it folds to a third of the size of a typical folded wheelchair for easy transportation and storage. It comes with a travel bag with wheels, making it ideal for occasional use such as shopping trips, days out and holidays. The chair features multiple cross braces for added strength and stability as well as flip-up padded desk arms and 8” solid puncture-proof tyres. The height-adjustable footrests with heel straps are removable.
www.alertamedical.com
drivedevilbiss.co.uk
Alerta Car Transit Wide Heavy-Duty Wheelchair from Alerta Medical
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Phonix Wheelchair from Sumed International Phonix is easy to configure or reconfigure and is suitable for a wide variety of users up to 185kg. It is backed up with a five-year warranty for the crossbar and frame. The width and depth can be adjusted quickly and easily, with the width ranging from 50cm to 65cm and the depth ranging from 42cm to 50cm. With many extras included as standard, the wheelchair offers flexibility and value for money. Phonix has been crash tested and offers users a stylish and comfortable wheelchair. sumedinternational.com
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Sparrow 2 Wheelchair from Karma Mobility
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The Sparrow 2 is a lightweight easyto-use wheelchair with swing-away footrest hangers. The footrest hanger mechanism allows the footrest to move to the side of the chair without detaching from the frame, making it impossible to lose and a great option for a hire wheelchair. It is also very light. This self-propel chair weighs 8.7kg without the rear wheels. The Sparrow 2 is available in 18” seat width in either transit or self-propel in a black frame.
The Icon 125 Wheelchair from Rehasense The Icon 125 is a high-performance comfort wheelchair with a comprehensive range of set up options to ensure it will be suitable for most wheelchair users. Comfort, postural support and pressure relief are provided by the reclining back and tilt-in-space seat when combined with pressure distributing seat and back cushions. The height-adjustable armrests and multi-adjustable head rest are covered in soft and pliant PU fabrics to minimise pressure. The Icon 125 is the most adjustable manual wheelchair available from Rehasense UK and is available in three sizes – small (41cm), medium (46cm) and large (51cm). It has a maximum user weight of 150kg and has been crash tested to ISO 7176-19 standards. www.rehasense.com
www.karmamobility.co.uk
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Zoof Classic Wheelchair from Pride Mobility The Zoof Classic wheelchair features two adjustable footrests, ensuring customised comfort and support for each user. Its innovative one-motion folding mechanism makes storage and transportation a breeze, with all parts integrated into the design. A convenient storage compartment and bag hook is included, and it boasts a dynamic and high-quality appearance, customisable with your choice of colour reflected in various details throughout the wheelchair. The solid seat is designed for optimal pressure point distribution, coupled with an ideal seat angle for maximum support. Its finely crafted push bar ensures effortless manoeuvring, making the Zoof Classic a good choice for those seeking style, comfort, and practicality in a wheelchair. pride-mobility.co.uk
50 | Retailers’ Buyers Guide | thiis.co.uk
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Flexx Adapt Wheelchair from Karma Mobility The Flexx Adapt is the latest addition to Karma Mobility’s positioning wheelchair range and comes with a frame which is designed to grow with the user. For postural support, it has 45° tilt-in-space and 40° recline with shear reduction, which provide enhanced pressure relief. Numerous options and accessories are available, including a design registered dynamic backrest, adjustable headrest, lateral, and hip supports. The frame is available in apple green, pink, and black. The Flexx Adapt is crash tested, and the backrest folds forward onto the seat for storage and transportation. www.karmamobility.co.uk
Weely Essential Wheelchair from BES Healthcare The Weely Essential features a unique mid-wheel design, according to BES Healthcare. Its six-wheel formation provides improved stability for a more comfortable ride and trouble-free movement.
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The chair’s hydraulic tilt & recline adjustment makes balanced adjustments easy for carers while the ‘kerb-climbing-assistance’ is a practical and hassle-free way to pass over kerbs or low edges. Along with this, the Weely’s
ergonomic positioning promotes natural movement with the head and trunk at the centre of gravity. www.beshealthcare.net
Alerta Self-Propelled Wheelchair from Alerta Medical The Alerta Self-Propelled Wheelchair is crash tested and comes with selfpropelling rear wheels, detachable arms, padded armrests, lap belt, swingaway and detachable footrests, heel loops and rear brakes, with 60cm rear wheels and 20cm front wheels, all with puncture-proof tyres. Other features include a wave profile self-propel rim. Its maximum user weight is 115kg. www.alertamedical.com
Goliath Wheelchair from Sumed International The Goliath heavy-duty wheelchair was developed for user weights up to 300kg. It is constructed from high-quality steel tube and is highly durable but with a transport weight of only 31.4kg. Its seat height and seat depth are adjustable, with a variety of widths are available, ranging from 55cm to 85cm. Meanwhile, the wheels can be moved backwards or forwards to suit the centre of gravity of the user. Goliath is crash tested and delivers excellent performance with comfort and style. The wheelchair comes with a five-year warranty for the frame and crossbar. sumedinternational.com
52 | Retailers’ Buyers Guide | thiis.co.uk
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ICON 30FAF Rehasense UK
+44 (0) 0333 220 0704
Independence indoors and out
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DELIVERY l Nationwide delivery & installation l Removal & disposal of old products
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SERVICING l Annual equipment servicing l LOLER testing & inspection l Bed inspections & servicing l Engineer call-outs for repairs
STORAGE l Short term storage solutions
Your Promises. Delivered.
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Magnelite Transit Wheelchair from Motion Healthcare Crafted with a lightweight magnesium frame, this wheelchair sets the standard for effortless manoeuvrability. Designed to be operated by an attendant, the Magnelite Transit ensures a smooth and controlled journey for users. Its removable footrests and foldable backrests enhance convenience, allowing for easy storage and transport. Weighing only 6.2kg, this transit wheelchair combines strength with portability, offering unparalleled ease of use. The Magnelite Transit has been designed with cuttingedge materials and thoughtful design converge to redefine the travel experience for both users and attendants. www.motionhealthcare.co.uk
Zoof Urban Wheelchair from Pride Mobility Inspired by contemporary needs, this manual wheelchair is not only visually appealing but also easy to carry and convenient to use, providing an ergonomically sound seating experience. The Zoof Urban sets itself apart from the Classic with a folding single footrest in the middle, lending it a youthful, urban flair in a sleek aluminium grey colour. pride-mobility.co.uk
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54 | Retailers’ Buyers Guide | thiis.co.uk
Ergo 3 Wheelchair from Karma Mobility The Ergo 3 is the latest in the Ergo series of wheelchairs and incorporates an ergonomic backrest to complement the S Ergo seating system. The backrest angle is set at an angle designed to promote equilibrium in the users’ body posture and has built-in adjustable lumbar supports for enhanced comfort. It comes with a pocket built into the skirt guard, attendant parking brakes, flip-back armrest, detachable footrests, and Aegis Microbe shield on the upholstery. The Ergo 3 wheelchair is also almost 2kg lighter than the equivalent wheelchair in the Karma range. It is available in transit or self-propel in black, silver, and red frames with several upholstery colour options. Its seat width options are 16”, 18” and 20”. www.karmamobility.co.uk
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Introducing the new Dream with 7 standard sizes
NEW FOR 2023
on our range go to... www.primacare.co.uk Tel 01685 845900
Rehasense UK
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 to pass on 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 now on 07384 258 372 or via email at joe.fahy@ bhtaengage.com to find out the rates. DISCLAIMER: All offers available until the end of January 2024.
56 | THIIS Discount Club | thiis.co.uk
The award-winning Server W Forearm Walker features gutter armrests with height and depth adjustment to ensure it meets the requirements of the user. Weighing 9.5kg with a maximum user weight of 150kg, the Server W is one of the lightest forearm walkers available and has been designed for indoor use and can be easily folded to fit into a car for transportation. This folding design also ensures the user walks with a better posture compared to other front folding models. TDC special offer: 15 per cent off trade price Offer code: Quote ‘THIIS Discount Club’ when placing an order by calling 0333 220 0704 www.rehasense.co.uk
Sumed International Uniroll Mobile Commode is a mobile toilet chair that is primarily used for users who can no longer access bathrooms and toilets. It can be put closer to the user’s position so they can use the toilet when they need it. TDC special offer: £67.50 (saving £7.50 on the trade price of £75 plus VAT). The RRP is £144 (including VAT) Offer code: Quote ‘THIIS0124’ when placing an order by calling 01457 890980 sumedinternational.com
Motion Healthcare The Evolite travel mobility scooter offers the innovation of lithium battery technology to a lightweight aluminium chassis, making it the easiest to lift and most budget friendly travel scooter in the Motion Healthcare range. TDC special offer: £699 (£200 saving from £899) Offer code: Quote ‘EOSS23’ when placing an order by calling 0844 257 8150
www.motionhealthcare.co.uk
Drive DeViIbiss Healthcare The Nashville Riser Recliner (Pearl Only) features a single motor mechanism that features a three-way action, allowing the footrest to raise independently providing a great position to watch TV. Its compact design is ideal for those with a petite physique and for rooms where space is limited. TDC special offer: £229 (saving £120 from trade price of £349) Offer code: Quote: ‘THIIS Discount Club’ when placing your order by calling 0845 0600 333 www.drivedevilbiss.co.uk
A FIXED RATE INSURANCE PACKAGE
Retailer Essentials Exclusive to Retail Members of the BHTA
Cover Includes Material Damage Business Interruption Employers’, Public & Product Liability Option 1: Excluding Employers’ Liability • £224 including 12% Insurance Premium Tax Option 2: Including Employers’ Liability • £280 including 12% Insurance Premium Tax
Request Information For more informaton on our insurance packages, please contact Stephen Aldridge, our Client Director who has worked with BHTA’s members for many years E: Stephen.Aldridge@verlingue.co.uk T: +44 (0) 755 726 4091 W: www.verlingue.co.uk
Cover provided by Markel (UK) Ltd
About Us Verlingue is the approved insurance broker for the BHTA insurance scheme, which is available exclusively to BHTA Members. We are part of the erlingue Group, one of Europe’s largest independent insurance brokers, employing over 1,200 people and placing premiums in excess of €2 billion.
Protecting today. Imagining tomorrow. Manchester | Birmingham | Surrey | London | Gloucester Verlingue Limited. Registered in England & Wales. Reg. No. 4024377 Reg. Offices: First floor, Forum House, 41-51 Brighton Road, Redhill, Surrey, RH1 6YS. Authorised and regulated by the Financial Conduct Authority
Invacare UK is looking to hit the ground running in 2024 and to that end we have created some vacancies to join our expanding sales teams. We are seeking Business Development Managers to join the following 3 teams: Safe Patient Handling (London/South East), Mobility (Midlands) and Specialist Rehab (North of England) To be successful, candidates will need the following attributes: • Strong territory management sales experience • A sound appreciation of the clinical rationale within the relevant product category • A clear understanding of the market dynamics within your sector • Strong people skills coupled with an empathetic approach in the markets we serve In return, we offer a competitive salary, commission and benefits package for high calibre, capable, and self-motivated people. Please note all positions are full-time, and will demand the time and dedication required to be successful in our industry. For an initial, informal chat, please contact one of our National Sales Managers as follows: For the Mobility & Specialist Rehab roles you can call Peter Hubbard on 07977 980734 For the Safe Patient Handling role you can call Stuart Baillie on 07977 980724 You can also contact the HR team for a full job description or if you prefer you can immediately email your CV, together with an introductory pen profile of yourself to recruitmentukandIreland@invacare.com We are one of the world’s leading suppliers of mobility and home healthcare products, with our UK Head Office based in South Wales.
For more information about Invacare, please follow the link to our website www.invacare.co.uk
STRIDENT TYRES THIIS ADVERT JAN 2024_Layout 1 13/12/2023 12:24 Page 1
MOTIVATION THROUGH INNOVATION
TM
Designed to offer a wide range of advantages over air-filled and traditional solid tyres. > Flexible – can fill almost any tyre using rims supplied or bespoke moulding for larger runs. > Quick turnaround – from customer supplied rims, our aim is to infill any order within 2 days > Lightweight – less demand on the motors reduces battery strain and increases lifetime > Durable – hard wearing, puncture free travels > Softer ride than traditional rubber compounds > More environmentally friendly than traditional rubber compounds
To find out more about the Strident range of Mobility Tyre products please contact our salesteam now.
FAST
TURNAROUND
ECO FRIENDLY
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
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
Supersport
Take on all terrain With a proven track record of over 30 years, the Supersport remains a loved classic with unique style. A smooth finger tip speed control enables you to slowly cruise or quickly accelerate to the top speed of 8mph. Simple and robust design ensures stability and manoeuvrability like no other, allowing the Supersport to be incredibly versatile, both on and off road.
tgamobility.co.uk | trade.sales@tgamobility.co.uk | 01787 888 106
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