thiis oct 14

For everything new

Investment, camera, action!

JOBS ON OFFER

NEW PRODUCTS

STOCKSHOP

SALES TIPS

TRADE MAGAZINE

Issue 193 • October 2014

SIMPLE CONCEPT PROVES A SUCCESS

INCREASING MARGINS THE EASY WAY

Providing news and views in the trade since 1999

making life better by designthe NEW rise and recline range by accentu8

designed by angela gidden MBE

accentu8Vale Business Park

CowbridgeWales

t: 01446 776111www.accentu8.net

Accentu8 second ad v3:Layout 1 1/10/14 10:36 Page 1

http://www.accentu8.net

WHYARE SOMANYDEALERSSWITCHING INSURANCE& FINANCETOFIRST SENIOR?

Findoutwhyon page11&15

AD4 v3 12-11 Flash ad Thiis Mag:200x40 14/12/11 14:25 Page 1

www.thiis.co.uk 3

At Trade Days a few days ago there was a comprehensive free seminar programme with a number of sessions

designed to offer tips and advice on sales and marketing.Getting better at closing the sale or producing marketing materials that catch the eye is vital if a business is going to compete in the future in what is already a very competitive marketplace. It’s not that long ago that many in the industry would frown when it was suggested sales or marketing training could make a difference. There was a feeling that sales training meant ‘pressure selling’, but that’s not the case at all. You can still ‘sell well’ and have the customer’s interests very much in mind and we shouldn’t be shy when it comes to ‘beefing up’ the sales efforts. ‘Up-selling, cross-selling and all the other ‘techniques’ that the most effective salespeople employ are simply tools that anyone can add to their armoury and, no matter how small the business is, they are techniques that will make a big difference to the bottom line.

David N RussellTel: 01536 710050E-mail: [email protected]

…from the editor 4“Lateral thinking goes a long way

to happier customers and better profits”

44“If this sounds different to

what you have heard about doing business in China, then that’s because it is”

46 “I couldn’t find any products

which solved the problem so I decided to

design my own”

You can find THIIS on Twitter at: wwwthiiscouk

On the front...Find out why the cameras were rolling on page 22.making life better by design

the NEW rise and recline range by accentu8

designed by angela gidden MBE

accentu8Vale Business Park

CowbridgeWales

t: 01446 776111www.accentu8.net

Accentu8 second ad v3:Layout 1 1/10/14 10:36 Page 1

mailto:[email protected]

http://www.accentu8.net

4 www.thiis.co.uk

One of the seminars at Trade Days covered the subject of ‘up-selling’. It’s one of the most powerful sales techniques you can use that will improve the bottom line of a business. It’s not about ‘pressure selling’ or selling a product to a customer that they don’t really need, it’s about making sure the customer gets value and you get the sales that will help the business to grow.

Here, Dr Barend ter Haar, Managing Director of BES Rehab, talks more about how to approach the subject…

In a retail environment does everyone understand the concepts of cross selling and up-selling? Do we really use these techniques to give customers better value and to make sure they return for repeat sales? Are there opportunities to make better margins by using these age-old techniques?

How can retailers provide added value to customers and thereby grow their businesses?

This article uses examples around pressure care - a major concern to end users (the general public) and retailers (as solution providers) tackling this concern. Pressure ulcers have been a major concern for individuals, and major costs to the NHS. People come to retailers for solutions, but, as retailers, do we know enough about pressure ulcer prevention and the products we sell, to provide the right solution?

Adding a Chargeable ServiceHave you thought of the wonders of using a little technology to prove your point? Customers wanting pressure relieving cushions might not know what to look for, but if you could show them what they need by providing a cushion with the value added service of pressure mapping them on the cushion, this could help you up-sell, convert them into happy customers, set up repeat sales, and make better margins at the same time. A simple way of preventing pressure ulcers is by making sure the right products are prescribed. These products should have pressure re-distributing qualities, be able to preserve tissue and skin integrity by reducing friction and shear, and have microclimate control properties. For retailers to prescribe these products it is important that the staff have in-depth knowledge about them and the right tools for prescription - a pressure map lets a person see potential pressure points and how the pressure can be redistributed. The more your staff know, the more they can sell, hence the value of up-selling a product by providing a service. You can try to sell a cushion on its own, or your customer can pay for a cushion along with the value added service of being pressure mapped to make sure they have bought the right cushion.

Give better value - get better margins

“Are there opportunities to make better margins by using these age-old techniques?”

“The more your staff know, the more they can sell”

Barend explains how retailers can increase margins while at the same time helping their customers

Pressure care is used as an example of how ‘added value’ can benefit both the customer and retailer

http://www.happylegs.co.uk

6 www.thiis.co.uk

Double the quality, Quadruple the valueMargins are very important to retailers, but the concept of compromising on quality and selling a low priced product is not the best policy, for either the retailer, nor the customer! The low priced product may have a good percentage margin, but a 50% margin on a £10 product is a lot less value for the sales person’s time than a 40% margin on a £50 product, that actually also leads to a happier customer.

For example, ‘wool’ products are often sold through retail outlets as pressure ulcer prevention aids. But are these products real wool or artificial? Are they good quality or just synthetic? Are these products really solving the issue? Medical grade sheepskin has been proven to reduce the occurrence of pressure ulcers. Wool is hydrophilic, meaning that it takes up or wicks away moisture from the skin. Wool can hold up to a third of its weight of water vapour before ‘feeling’ wet, and therefore helps to protect against maceration, and leads to greater comfort. On the other hand, artificial wool is hydrophobic, so cannot provide the moisture absorbing properties of wool which reduce the risk of maceration of the skin at the surface.

The compressibility of synthetic fibre squeezes out trapped air, losing the temperature regulatory properties of the natural materials. The higher price of the real McCoy is the difference between a material that works and one that does not – even if visually they look the same.

Cross-sellingWhen you buy from Amazon, you see the message that ‘People who bought this product also bought ….’ If someone is concerned about the damage to their skin from what they are sitting on, they could well appreciate pressure care products for other parts of their body – feet, arms, etc, or for other situations – bed, armchair, shower chair etc. If selling a walking frame, you can offer glides to replace ferrules, and simple lights to see where you are going in the dark (e.g. to the toilet in the night).

Lateral thinking goes a long way to happier customers and better profits.

BES Rehab Ltd can be contacted on 01179 666 761. The website is at www.besrehab.net

“Lateral thinking goes a long way to happier customers and better profits”

Funding resource for children’s equipmentFinding the money to pay for what can be expensive equipment options is always a challenge, but one retailer is hoping to point customers in the right direction with a new advisory section on its website.

The Mobility Aids Centre’s newest addition to their team, Sam Underwood, has produced a useful online resource which highlights a number of funding sources for people looking for help to purchase paediatric equipment.

The resource includes details of over 30 charities and organisations. Sam told us: “Whilst there are other places that list good sources for funding for children’s mobility equipment there isn’t anything quite as comprehensive.”

The Mobility Aids Centre has been working with customers looking for the best children’s equipment to suit their needs for nearly 30 years.

The resource is available through the Mobility Aids website at www.themobilityaidscentre.co.uk

Looking for new role

We have heard from Paul Jones who is looking for a new role in the industry. Paul told us: “I have recently been made redundant from my position at Dynamic Europe Ltd. I was employed by Dynamic from 1992 until 2014 and held the position of Service Manager for the last 15 years. I am an experienced people and customer manager and have a strong technical background, specialising in the powered mobility sector. I would be looking for a similar technical or customer support role in the Midlands area.

To talk to Paul, call him on 07773 271016 or email [email protected]

Email: [email protected] Visit: www.premiercare.info

For flexible commercial insurance tailored and competitivley priced for your business, call us now on...

01476 513789

S P E C I A L I S T I N S U R E R

Retail Mobility Insurance


0800 252 [email protected]

P321

P327 MiniWith full suspension and comfortable scooter-style seating, it delivers great performance and outstanding manoeuvrability.

An exceptional Mid-Wheel Drive Powerchair!

This compact powerchair is very easy to dismantle.

Order your modern-daypowerchair today to expand your range of mobility products for your showroom.

The modern-day Rascal

P312 TurnaboutEngineered to provide flexibility,includes a dual directional drive with a rotating seat, giving you the option of Front-Wheel Drive for superb manoeuvrability indoors or Rear-Wheel Drive for extra traction outdoors.

Discoversomethingnew...A greatchoice forday longcomfort

5’’ Seat Lift Available

P320 CompactWith quick to dismantle components, transportation in the boot of a car is made easy so that you can take it wherever you go.

The best of both worlds!

The ideal choice for indoorand occasionally outdoor use.

Powerchairs

http://www.electricmobility.co.uk

8 www.thiis.co.uk

Wilcare, one of the UKs leading manufacturers of rise and recline furniture, is changing its name and re-designing its entire product range as it enters a new design-led era.In the first stage of its transformation under furniture designer, Angela Gidden MBE, who started working with the company as Consultant Creative Director in 2013, Wilcare has been re-named ‘accentu8.’

Anthony Kiff, Managing Director of accentu8, which supplies furniture to the healthcare, care home and consumer market, said: “We have taken a long hard look at our marketplace and how rise and recline furniture meets today’s needs and design tastes. Under Angela’s direction we have initiated a major new design-led era and our first announcement is the introduction of our new name. We are very excited about establishing our brand name and introducing our new developments to the industry. in coming months”

Angela Gidden said: “I must give credit to Anthony and his fellow directors for their willingness to go with the direction our new design-led approach is taking the company.”

The new products were unveiled at Trade Days. Established in 2001, the company produces

a wide range of powered rise & recline chairs for hospitals, care homes, mobility dealerships, charities and community equipment suppliers, from its Cowbridge factory in South Wales.

The new website is www.accentu8.net

Angela Gidden MBE unveiling the newly named accentu8 at the company’s factory.

WILCARE RE-NAMED IN NEW DESIGN LED ERA

The Extra Roomy footwear brand that really gives your business extra oomph!

www.cosyfeet.comWant to know more? Potential stockists should call John Negus on 01458 449075 or email: [email protected]

Cosyfeet is the brand for Extra Roomy footwear, socks and hosiery.

Cosyfeet offers a one width fi tting which means less complication.

Cosyfeet customers ask for our product by name.

Cosyfeet products encourage repeat business, bringing customers back to your store again and again.

Cosyfeet brings more customers to your store - for you to sell more!

Cosyfeet offers impressive stockist support.

Health9000

Re

commended

Professionals

by over

CF038_V2.indd 1 16/06/2011 09:58

• Smallest footprint of any home lift .

• A neat and discreet alternati ve to a stairlift .

• Surprisingly aff ordable lift opti ons, prices start from just £8,999.

• No load bearing walls required;it can fi t almost anywhere, even in a small cupboard.

• Aestheti cally pleasing; a lift to be proud of.

• One day installati on, with minimal disrupti on.

Introducing the new Sti ltz Lift s Lead Referral Scheme

www.sti ltz.co.uk

For more informati on call

0844 870 9087

• Exciti ng and unique product off ering; an easy referral.

• Great commission structure.

• Various sizes of eye catching point of sale.

• Simple process, just collect the client details and we do the rest.

Earn up to an amazing

£1,000through the Sti ltz Lift referral scheme:

http://www.stiltz.co.uk

10 www.thiis.co.uk

Retail packaging for hydration product

Hydrate for Health has introduced new packaging and point of sale material for the award winning Hydrant. The company is now looking to develop its retail business after a successful introduction for the product that is designed to prevent dehydration in healthcare settings.

Hydrate for Health are offering the first 100 retailers who email [email protected] a free UK Distributor Pack. The pack contains a point of sale display with 100 leaflets and 2 x 1 litre Hydrant systems with a retail value of nearly £30.00.

The Hydrant, a unique hands-free drinking system, won the Queens Award for Enterprise and is a proven product in the NHS/Healthcare arena. It is in extensive use in hospitals and the community, with community clients reporting a 78% reduction in urinary infections and hospitals seeing substantially reduced lengths of stay and infections.

The product was recently featured in a report from North East London NHS Foundation Trust (NELFT) which suggested that the Hydrant could help to improve the problem of dehydration in hospitals and care homes.

Following a three month trial of the Hydrant at NELFT the report suggested that 75% of patients felt that the Hydrant increased their independence, and 67% felt that the Hydrant increased their comfort. 74% of patients felt that the Hydrant should be offered to all patients who are able to use it.

Also, 53% of staff felt that the Hydrant reduced urinary issues and helped the patients to drink more and 86% of staff agreed that the Hydrant helps patients to drink unaided.

For more information, call 0800 292 2382 or visit the website at www.hydrateforhealth.co.uk

FIND OUT WHY SO MANY

DEALERS VISITEDFIRST SENIOR

AT TRADE DAYS

http://www.firstsenior.com

12 www.thiis.co.uk

Established mobility equipment free-ads website DisabledGear.com is looking for a new owner who can continue taking it forward. It was launched in 2009 by Guy Harris, who is a full-time wheelchair user following a road traffic accident eleven years ago.

The website enables people to buy and sell second hand mobility equipment. Sellers can list their items with photos and video and choose to hide contact details, with initial contact through the website. Buyers can search by keyword, category and subcategory, price or distance.

Guy told us: “The site is well optimised for and ranked by search engines and because I have added relevant, comprehensive and impartial information pages. It has a good visitor rate and has grown entirely organically. There is a Facebook page and Twitter feed and a lot could be done by someone with the right knowledge and commitment. It is a perfect project for someone who needs flexible working hours or who prefers to work from home.”

“I traded new products from the website, though I have wound that side of things down now. The new owner could start this up again: it would be a huge boost to launch existing or new products from an established platform. Or the site could just as easily be monetised to provide income, without trading.”

Due to his current work commitments Guy is not able to move it forward as he would like.

You can contact Guy through the website, which is at www.disabledgear.com

WEBSITE OPPORTUNITY FOR NEW OWNER

Quick and safe answer to sling transfersSilvalea has introduced what the company describes as the answer to quick, safe ‘click on’ and ‘click off’ sling transfers. The new D-ANSERCLIP is compatible with all major manufacturer’s Clip (Stud) Fixing Hoists.

Gary Bevan, Operations Director told THIIS: “For years there have been so many different types of Clip (Stud) Fixing Hoists on the market it has created a mammoth logistical nightmare for sling suppliers, community equipment stores, even hospitals and care homes struggled to know what slings to buy. The healthcare industry suppliers were completely confused about which lines to keep on the shelf, as often each hoist manufacture would have a different style clip fixing so they had to stock the same sling in various clip fixing designs resulting in tying up a large outlay of capital and huge problems with storing the stock.”

He added: “This will make life so much easier for our suppliers, carers and the healthcare industry,”

To for more information on the new product, go to www.silvalealtd.co.uk

Contact us at:

9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE

Tel: 01733 391900Fax: 01733 [email protected]

End of Line OffersPriced to clear - while stocks lastValid from 1st October to 30th November 2014

Deluxe Soft Grip Retractable Propelling Pencil RA-6122 50p

Grab Reacher 80cmHA-4610 £2.14

Folding Walking Stick Stand27x27x58 cmsWA-3430 £6.80

Folding Handy Reacher66cms HA-4604 £2.8981cms HA-4605 £3.80

Foot Cleaner& PumiceBA-7152£2.35

Button HooksPlasticDA-5133 75pWoodenDA-5130 65p

Neck Magnifi er with LightRA-6403 £5.95

Remote Control Lighted Magnifi er RA-6419 £1.35

Lighted Magnifi er x3 magRA-6145 £2.05

Tri Walker BagWA-3106-Bag £6.80

3-Grid Pill DispenserHA-4137 25p

Adjustable Bath SeatBA-7115 £8.30

Elastic Support Products:

Elbow Support S M L XLSA-9308 £1.05Wrist Support with Thumb HoleS M L SA-9303 95pAnkle Support S M L XLSA-9500 £1.15Sport Knee Support – one sizeSA-9512 £4.55

Knee Support M & XL onlySA-9510 £1.20Tennis Elbow SupportSA-9401 £1.42

http://www.shineinternational.co.uk

Contact us at:

9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE

Tel: 01733 391900Fax: 01733 [email protected]

End of Line OffersPriced to clear - while stocks lastValid from 1st October to 30th November 2014

Deluxe Soft Grip Retractable Propelling Pencil RA-6122 50p

Grab Reacher 80cmHA-4610 £2.14

Folding Walking Stick Stand27x27x58 cmsWA-3430 £6.80

Folding Handy Reacher66cms HA-4604 £2.8981cms HA-4605 £3.80

Foot Cleaner& PumiceBA-7152£2.35

Button HooksPlasticDA-5133 75pWoodenDA-5130 65p

Neck Magnifi er with LightRA-6403 £5.95

Remote Control Lighted Magnifi er RA-6419 £1.35

Lighted Magnifi er x3 magRA-6145 £2.05

Tri Walker BagWA-3106-Bag £6.80

3-Grid Pill DispenserHA-4137 25p

Adjustable Bath SeatBA-7115 £8.30

Elastic Support Products:

Elbow Support S M L XLSA-9308 £1.05Wrist Support with Thumb HoleS M L SA-9303 95pAnkle Support S M L XLSA-9500 £1.15Sport Knee Support – one sizeSA-9512 £4.55

Knee Support M & XL onlySA-9510 £1.20Tennis Elbow SupportSA-9401 £1.42

http://www.shineinternational.co.uk

14 www.thiis.co.uk

Mobility retailers scoop awards

Sunrise Medical invited its top retailers to an exclusive event to celebrate their outstanding contribution to the industry recently. Guests were entertained by comedian and presenter, Alex Brooker from Channel 4 show The Last Leg ahead of the awards ceremony. Awards presented included accolades for sales, web presence and customer service.

The winners were:• Quickie manual dealer of the year 2014 – EPC• Quickie Salsa dealer of the year 2014 – MMS

Medical• Quickie Jive dealer of the year 2014 –

Simplyhealth• Outstanding contribution to customer service

2014 – Midshires• Built-4-Me solution provider of the year 2014

– MMS Medical

• Exhibitor of the year 2014 – Midshires• Best website and use of social media 2014 –

Better Mobility• Fastest growing dealer 2014 – Millercare• Do the right thing award 2014 – GBL• JAY on chair dealer of the year 2014 – Ability

Matters• Quickie Professional of the year 2014 –

Kieran Browne, MMS Medical• Breakthrough dealer of the year 2014 –

Active Mobility• Sunrise Medical Customer Service Associate

of the year 2014 – Jackie James (voted for by Sunrise Medical dealers)

Alex Brooker with Sunrise Medical’s UK Marketing and Product Manager, Simon Collins at the awards evening

Ottobock launches MND powerchairOttobock, has launched a new power wheelchair designed for people living with motor neurone disease (MND).

The B400 Neuro Power Wheelchair was developed as part of a MND Association initiative, funded by the Department of Health, to develop wheelchairs better suited to the requirements of people living with MND and other neurological conditions. In addition to being compact enough to fit in the home environment and sturdy enough for outdoor use, the chair has been designed to support accessories and technologies where required and has many options for seating position and cushioning.

“Our new wheelchair is designed to adapt to the often rapidly changing needs of people with MND,” said Simon Tempest, Mobility Solutions Manager at Ottobock.

For more information go to www.ottobock.co.uk

visit www.safepatienthandling.co.uk

A brand new, easy to use resource for Invacare’s Safe Patient Handling products

FIND OUT WHY SO MANY

DEALERS VISITEDFIRST SENIORAT TRADE DAYS

First Senior Insurance provides specialist insurance cover for the mobility sector and First Senior Finance provides competitive nance plans to the same market. There are many advantages to becoming part of the First Senior Dealer network and we invite you to nd out more.

http://www.firstsenior.com

ABOUT THIIS MAGAZINE

THIIS has been providing the trade with all the latest news since 1999 and is read by anyone who either sells or supplies disability, rehab and homecare equipment. Sent to over 3000 companies each month, the magazine has an estimated readership of 10,000 each issue.

THIIS is also read online too. A recent issue had 1093 readers in the first three days after online publication.

For details of our advertising packages for product or recruitment, email [email protected]

The results of the advertising have exceeded our expectations and we have virtually reached the level

of retailers we had initially hoped to attract. The magazine has proven an extremely cost effective medium to get to the trade. Graham Billcliffe, Horizon Mobility

MANUFACTURER LOOKING FOR RETAILERSHorizon Mobility, manufacturer of Heavy Duty and OffRoad Mobility Scooters, but equally at home in theHigh Street jungles

NEW OPPORTUNITYLocal areas, first retailer in an area will have exclusivity

NEW PRODUCTSCurrently the available models are the Saxon, Aztecand Mayan AC. The Mayan AC is the world’s mostpowerful mobility scooter and the first one powered bya 3 phase induction AC motor. The Mayan AC also hasa maximum user weight of 65 stone.

EXCELLENT MARGINWith exclusive areas and lack of Internet discountingas each scooter is individually built for the customer,margins are maintained.

CALL 01242 223000 orvisit www.horizonmobility.com

NEW OPPORTUNITY

Horizon Mobility Ltd, 10 Neptune Business Centre,Tewkesbury Road, Cheltenham. GL52 9FB

DISTRIBUTOR LOOKING FOR UK RETAILERSHorizon Mobility Ltd has been appointed the UK

distributor for the American built Amigo TravelMatescooter. With a durable but lightweight aluminium frame

and lithium batteries, these scooters are built to last. TheTravelMate folds into one piece, weighing a manageable 24 kg

ACT FAST TO SECURE AN EXCLUSIVE DISTRIBUTION AREA!Have exclusivity, don’t wait, you will miss this opportunity

NEW PRODUCT TO UK MARKETNew to the UK market, the TravelMate is the first Amigoscooter to be widely distributed. With benefits including high

quality construction, simple folding and a 2-yearmanufacturers warranty, the TravelMate is a contender

in the small folding transportable's market.

BENEFICIAL MARGINSThe Amigo TravelMate is not available on the

internet, and exclusive selling areas areavailable to retailers who act quickly. To

seize the opportunity to promote thisexciting product and increase yoursales, contact Horizon Mobility Ltd.

NEW RETAIL OPPORTUNITY

Call 01242 223000Or visit the website

www.amigoscooters.co.uk

http://www.horizonmobility.com

Invacare’s ‘Winning Formula’ launchAccording to Invacare, speed, performance and power coupled with the high tech surroundings of the Williams F1 Conference Centre set the perfect backdrop for a product launch.

Customers invited to the exclusive day were treated to presentations, workshops and the launch of new active and power chair products. There was also a tour of the Williams Racing Car museum

www.recliners.org.uk

For More Information Call

0800 37 37 02 [email protected]

Full Protection Against TheCauses Of Pressure Sores

‘Innovation inPressure Care’

Speak to us today to f ind out more about our range of Treat-Eezi pads, & see how pressure care can be made easier for you.

Discover Treat-Eezi Today!

Get Yours Now

Simple and easy to use, Treat-Eezi pads require no electric pumps, make no noise, and provide 24-hour protection against pressure sores.

Pressure Protection From The Very Beginning

The Treat-Eezi pad can be transferred from bed to chair in seconds and star ts working as soon as you sit or lie down on it,

with the porous microf ibre structure preventing excessive moisture build-up and allowing eff icient air f low.

Suitable ForSocial Care

Treat-Eezi pads are simple to place, quick to

remove and easy to clean or bleach,

providing a valuable improvement to social care tasks without the need for extra training.

AdvancedMicro�bre Wrap

Every Treat-Eezi pad is covered in an advanced

microf ibre material, which reduces the build

up of shearing and provides a soft,

comfor table surface for the user to sit or lie on.

Exclusive SizeTo Recliners

Our long-lasting and cost-effective Treat-Eezi

pads have versions suppor ting weights up

to 25 stone, and are also available in a special size

that is exclusive to Recliners.

Available In An Exclusive Size For Recliners.

GELWHEELCHAIR &WALKING AIDACCESSORIES

100’s of quality instant solutions to yourpressure care problems that are

affordable and easy to fit.

We take awaythe pressure……so YOU feelthe comfort

01454 285071E: [email protected]

www.gelovationseurope.com

http://www.recliners.org.uk

http://www.gelovationseurope.com

No sharp or rough edgesThe ReTurn’s super smooth surface finish provides a safe and smooth structure for the user to hold. The absence of screws and fixings in this area of the frame means there is no risk of catching the skin on sharp or uneven surfaces and the potential for dirt accumulating in difficult to clean areas is removed.

Tailor to the need of your clientIndependently tilting leg rests provide excellent non weight bearing leg support during sit to stand activities or if wound dressing is required.

Both leg rests can be easily adjusted without the use of tools to ensure that the client receives tailored support and can be adapted as their needs change.

The ReTurn 7500i offers the option of removable leg rest covers to provide an even softer finish to the wipe clean padded leg rests.

Our comprehensive ReTurn Range delivers solutions for a wide scope of clients and is available with a range of fully tested accessories such as support belts and heel straps to assist stroke patients who may be unsteady when standing.

ReTurn7400Designed for children and shorter adults, it also works well in special X-ray units where it can provide support during upper body X-rays.Max. 150kg/330lbs/23.5st

ReTurn7500iThis rising ladder is appropriate for most adult users and is available with and without the pommel.Max. 150kg/330lbs/23.5st

Wipeable ReTurn beltSmall 115cm (45.3")Medium 150cm (59.1")Large 155cm (61")Extra Large 180cm (70.9")

ReTurn7600This model features a wider base plate, larger leg supports and a rising ladder that is both higher and wider to make this version ideally suited to heavier clients.Max. 205kg/450lb/32st

Sometimes it can be difficult to spot the original no matter how innovative the design!

To help you identify the members of Handicare’s ReTurn family of transfer aids we have put together an ‘at a glance’ guide to help you compare the original ReTurn range with alternatives that have been inspired by our market leading products.

NB The ReTurn belt is only approved for use with Handicare equipment. Handicare regrets that it is unable to accept liability, or guarantee performance, if it is used with equipment from other manufacturers.

Quick and easy to useThe ReTurn 7500i is even quicker and easier to use with a support belt thanks to its central pommel to which the belt can be securely attached and detached quickly.

Designed with user in mindThe wipe clean distinctive red paint finish makes the ReTurn easier to locate visually and removes the risk of raised seams on moulded handle covers causing discomfort to, or scratching, delicate skin during use.

Easy to cleanThe fully enclosed base plate makes this solution easy to clean. This combined with the availability of a wipe clean ReTurn belt and easy to clean frame make this an ideal solution when infection control is a consideration.

Why our users turn to the ReTurn range time and time again

It’s not always easy to spot the original

[email protected] | www.handicare.co.uk | 0845 271 1107

THIIS Magazine Ad DPS Sept AW.indd All Pages 20/08/2014 16:33

http://www.handicare.co.uk

20 www.thiis.co.uk

The Shopmobility network is to come under the management of the British Healthcare Trades Association (BHTA) from 1 November 2014.The new arrangements will bring together the BHTA, which represents around 500 member companies making or selling assistive technology products, with the National Federation of Shopmobility UK. The Federation is an internationally recognised organisation with affiliated schemes across the UK, the Channel Islands and the Republic of Ireland.

Commenting on the new arrangements, Ray Hodgkinson MBE, Director General of the BHTA, says he is: “delighted to be able to bring together the network of Shopmobility Schemes with BHTA retailers, manufacturers and distributors. BHTA members and their customers benefit from being part of a Trading Standards Institute (TSI) Approved

Code of Practice. We look forward to extending those benefits to Shopmobility users.”

Edward Trevor MBE, Chairman of the National Federation of Shopmobility UK (NFSUK) said: “BHTA and Shopmobility have a common interest in enabling people to live more independently for longer and offering excellent customer service. Both organisations believe working together will help us forge new links and offer even better support for users.”

Shopmobility schemes across the UK, Channel Islands and Republic of Ireland will continue to operate as normal, and users will not need to change their current membership cards.

The BHTA website is at www.bhta.net

BHTA TO MANAGE SHOPMOBILITY

Emerging talent award for North-East businessmanDavid Lynch of Lynch Healthcare has won an ‘Emerging Talent’ award at the North East Entrepreneurs’ Forum awards.

The company launched a manufacturing division this year and has created its own brand of patient slings, made at its factory in Sunderland.

David said: “There have been many times when I’ve thought ‘am I doing the right thing, should I change the strategy, should I change the vision?’ But we’ve stuck with it and now we have a fantastic team which has made all the difference.”

The Lynch Healthcare website is at www.lynchhc.com

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk

http://www.lynchhc.com

http://www.lynchhc.com

POWER TRIPS

http://www.mkbattery.com

Recliners has launched a new website which the company says will become its main touch point and marketing tool.The company launched the site at Trade Days, explaining that it has been designed with what it describes as ‘a clean and flat design language which has been key in the Recliners brand of late’.

Ceri Morris, who recently joined Recliners as Business Development Manager told us: “The site has a clear focus on the products themselves giving more product information to help users understand the complete product range that we offer. Each product page has a detailed description of the chairs functionality, accessory information, size availability, demonstration booking and the opportunity to download the individual product information guides.”

Ceri says that the site also includes information on retailer store partnerships, bespoke manufacture, pressure care and product training.

He added: “It also gives a clearer understanding of what motion each mechanism can cater for including a downloadable chart that covers the entire mechanism range.”

The site has been designed for multi-platform use, allowing smart phone and tablet users to enjoy the full features.

The new website is at www.recliners.org.uk

New online presence for Recliners

Investment, camera, action!Beverly Lawrence, CEO of the Kirton Healthcare Group, was put under the spotlight recently as Private Equity Investors NVM sent the cameras in to create a video case study.

Kirton underwent a Management Buyout last summer and received financial backing from NVM as part of the process. The filming session was all about exploring the reasons behind the decision to invest.

Beverly told us: “The team at NVM have been fantastic to work with over the past year and the other Directors and I are grateful for their insight, knowledge and above all faith in us and what we do. As a company, NVM invests in people as much as it does businesses and that is what the video will try to show: the human side of Kirton. We are a team of people who believe in the benefits of what we do and genuinely want to be the best we can be.”

Filming took place at Kirton’s A J Way factory in High Wycombe. Beverly added: “Shooting the video has reminded me of what an exciting time this is for the company and how fantastic what we do really is.”

Call 01440 765026 or visit the website at www.kirton-healthcare.co.uk

http://www.recliners.org.uk

INNOVATIVE UNIVERSAL STYLE CLIP FOR SLINGS

Designed for use with all major STUD/CLIP fixing hoists

EASE CASH FLOW &

SAVE STORAGE SPACEbecause

D-ANSERCLIP® fits all these!

WHAT IS SO EXCITING ABOUT D-ANSERCLIP® ?

• No need to buy same sling design in various clip options as

slings with D-Anserclip® will fit all major clip (stud) fixing hoists

• Eases cash flow, reduces stock levels and saves shelf space

for Distributors, Community Equipment Stores, Hospitals etc

• Practical, durable, hygienic clip design with minimum working

parts ensuring smooth operation and assists safe and secure

transfer for end user

• Ideal for healthcare industry , extremely user friendly as can be

operated one handed to engage and disengage from hoist

• SILVALEA have sole worldwide rights to the D-Anserclip® and

it is showcased in their new Clip (Stud) Fixing Sling Range

E: [email protected] for more details!

QUICK CLUNK CLICK ONE HANDED ACTION

ADJUSTERS DESIGNED FOR SMOOTH OPERATION

D-Ansermed® and D-Anserclip® is a registered trademark. Silvalea Ltd is the exclusive licensee of the trademark. Silvalea Ltd has been granted the exclusive right to supply the D-Anserclip® under license by D-Ansermed® Copyright & Design Rights: Barry and Pauline Guilfoyle 2013 Protection: Patent Pending GB1307444.8 Community design Registration Number: 002210559

ALLEGRO

CONCEPTS

ARJO®

HORCHER

HELPING

HANDS ARJO

®

TRIXIE

OXFORD®

OPEMED

Arjo® is a registered trademark of the Arjo® Group of companies Oxford® is a registered trademark

After two years of intense research, legalities, testing

and fine tuning , D-Ansermed® working in collaboration

with Silvalea, UK’s leading designer and manufacturer of

replacement transfer slings are proud to present the

brilliant . . . . . D-ANSERCLIP®

D-ANSERMED® innovative and ground breaking designers

of moving and handling solutions have more exciting

projects in the pipeline coming soon!!!

http://www.silvalea.co.uk

24 www.thiis.co.uk

“According to the company, over a half of all accidental fires in homes start from a cooking appliance”

KITCHEN SAFETY RETAIL OPPORTUNITIES

One of the businesses at Trade Days looking to develop its retail network was Finnish company Innohome. Founded in 2005, the company develops what it describes as ‘intelligent solutions for kitchen safety’.Innohome is the market leader for cooker safety products in Nordic countries and its safety devices have been installed in over 60,000 locations around Northern Europe and the UK.

The patented technology is able to identify user errors and faults in the early phases of a potentially hazardous situation, preventing fires and leaks before they can occur. The company works closely with fire officials and other safety specialists in several countries and has fire safety partners in the UK.

According to the company, over a half of all accidental fires in homes start from a cooking appliance, mostly the cooker and figures for 2012-2013 show that there were 44,000 non-fatal injuries and 33 deaths. The risk for a 65- year old person to die in a fire is twice that of the average of all ages, and it is four times higher for those over 80.

The Innohome Stove Alarm warns the user of potential fire before the formation of toxic gases and before a fire can ignite, detecting both maximum temperature and steep temperature rise. The Stove

Guard also turns the cooker off, ensuring fire prevention even if no one is at home. The Stove

Guard’s also has an intelligent timer detecting low-heat hazard scenarios and an ability to respond to gas/carbon monoxide/smoke alarm signals.

The company says that installation is simple, with the Stove Alarm taking just a few minutes and the Stove Guard less than 30 minutes. The devices can be used with all cooker types. The Stove Alarm is attached beneath the cooker hood with magnets, or to the wall or cooker panel with screws. The Stove Guard has an Intelligent Heat Sensor that is attached beneath the cooker hood, as well as a Control Unit that is connected to the cooker.

Mike Orton represents the company in the UK and he can be contacted at [email protected]. The website for the company is at www.innohome.com



t: 0115 913 3572 e: [email protected] www.riseandrecline.co.uk

beautifully handcrafted adjustable chairs and beds

totally bespoke designs

delivery in just seven days

unparalleled dealer support

O U R F I N I S H I S O N L Y

T H E B E G I N N I N G . . .

2049RARad.HOMECAREsept09.aw:2049RARad.HOMECAREsept09.aw 16/07/2009 18:18 Page 1

http://www.riseandrecline.co.uk

26 www.thiis.co.uk

Stair Climbing Company unveils latest modelThe Stair Climbing Company has introduced the new Sherpa 902, designed to transport wheelchairs up any kind of stairs.

The Sherpa operates on rubber tracks with innovative engineering to ensuring there are no marks or imprints left on the floors or stairs.

Business owner David Woodthorpe told us: “The Sherpa 902 is a revolutionary piece of engineering, which can be moved, installed, used and stored easily due to its ergonomic design, without damaging the architecture of a building. People really just don’t know yet that they even exist, or what benefits they can offer.”

A small business started just a few years ago. David worked in the oil industry for many years, travelling the world. He saw a stair climber in use one day and was so impressed with the engineering that he searched the market in Europe to source the best products with the latest technology.

David’s daughter, Emma, also got interested and after almost 17 years of corporate employed life in the Welfare to Work industry, she left the safety and comfort of being

employed to join the small venture. The website for the company is at

http://tsccl.co.uk

Hertfordshire Action on Disability (HAD) was set up in 1958 by the then Welfare Department of the County Council to supply equipment to disabled people. HAD has grown a great deal since that time and an Equipment Centre that was set up initially just as an exhibition which attracted only about a dozen people a week now it sees many more and the charity started selling all items of equipment some time ago.

The Equipment Centre is jointly managed by Occupational Therapists Chris Bellia and Jonathan Hill. The OTs, together with a team of trusted assessors offer expert assessments and honest, impartial advice

Like many others, how the organisation is funded has changed hugely over the past few years and now HAD see’s product sales as a major part of its future plans.

HAD Chief Executive Annabelle Waterfield explained that funding cuts have meant that sales activities are now vital: “In March we lost all our local government funding. As a result sales, both on and offline, are important for our survival.”

As part of the marketing plan, HAD is offering free weekly seating clinics and they are attracting plenty of attention. Demand for the clinics is increasing according to Occupational Therapist Jeanette McDermott: “The number of customers so far this year is very encouraging. Most customers are elderly and they often come accompanied by a family member.”

The Tuesday and Thursday clinics consist of an assessment that takes about an hour and a half. When completed the customer receives a written report with all the information and measurements they need before investing in a specialist chair.

HAD also runs clinics at their Welwyn Garden City HQ near to the QE2 Hospital.

According to the organisation, there is no obligation to buy the chairs from HAD, but some 50% of the people who have assessments end up buying from them.

For more information, call 01707 384260 or visit the website at www.hadnet.org.uk

OT Jeanette McDermott gives customer Denice Reeves a seating assessment.

SEATING CLINICS PROVE A HIT AND GENERATE VITAL SALES

David Woodthorpe with his daughter, Emma

http://www.kymco.co.uk

28 www.thiis.co.uk

If you have taxed your car recently, then you will know that the tax disc is a distant memory and there is no need to display anything in the car.A number of mobility product retailers have been asking questions regarding the new rules and the impact on their customers who are buying Class 3 mobility products.

One retailer told us: “Having read the latest ruling on Road Fund Licence changes and the impact on motorists this will have, I have been in contact with DVLA regarding the changes and how it will affect the mobility users of class 3 equipment. The motor vehicle changes are based around the ability to read number plates through the number plate recognition systems in place and my question to them was this - Are you expecting class 3 equipment users to now display number plates? It is a question that I have been asked by a few of our customers recently.”

He added: “Their reply was that we only need to register new and used equipment in the same way we have always done and that no tax disc will be issued and there will be no requirement to display a number plate on the equipment.

Sarah Lepak, BHTA’s Director of Governance & Policy Development told us: “Members have recently asked us about the position on vehicle registration for 8mph scooters (also known as class 3 invalid carriages) - some customers have received a form with their vehicle registration certificate, suggesting they require a number plate. Both the Driver Vehicle Licensing Agency (DVLA) and Department for Transport have confirmed that these vehicles should be registered, but that owners do not need a number plate and there is no vehicle tax to pay on this type of vehicle. Previously owners have received a “nil value” tax disc, but paper tax discs will no longer be issued from 1 October.”

SCOOTERS AND TAX DISC QUESTION ANSWERED

Retailer of the year accolade for Suffolk outfitKirton Healthcare has chosen Suffolk based Felgains as its 2013/2014 Retailer of the year.

The company says that the award is not just based on sales but several key activities including customer service and feedback, showroom presentation and the use of point of sale material, with the team at Felgains excelling in all.

“This is always a difficult decision as every member of our retailer network offers a fantastic level of service, however this year we felt that Felgains just pipped several strong contenders to the post”, commented Laura Adkin, Kirton Group Dealer Manager.

On receiving the award Tobi Webber, Product Consultant at Felgains commented, “Everybody here at Felgains works incredibly hard to ensure all our customers receive the highest level of care before, during and after they have made a purchase and receiving this accolade is great for morale and a real pat on the back for everyone. We have

been working with Kirton for 20 years and during this time we have built an excellent relationship, the level of retailer support we receive is great and I look forward to another 20 years of working together”.

Laura can be contacted on 01440 765026.

The Felgains website is at www.felgains.com

http://www.felgains.com

http://www.felgains.com

http://www.able2.eu

30 www.thiis.co.uk

A J Way October offers A J Way has a number of riser recliner and fireside chairs available at excellent discounted prices. All products listed are ex-demo, prototypes or end of line stock and available for immediate delivery or collection.

A J Way Single Motor, Tilt-in-Space Riser Recliners

(Above) A single motor, tilt-in-space chair with soft, gently curved arms and two vertical lateral flies in back. 3 models available. Discounted trade price £420.00

(Right) A single motor, tilt-in-space chair with wide, flat, contemporary arms and two vertical lateral flies in back. 3 models available. Discounted trade price £420.00

A J Way Fireside Chairs

For further details on any of the products listed please contact the A J Way Sales Office on 01494 471821 or email [email protected]

StockShop is where you’ll find special trade offers. If you are a supplier and have some stock that you would like to shift, at prices below your normal trade prices, then simply send in the details to [email protected]. All we need are product descriptions, a photograph, the normal trade price and the special offer price and contact details.

StockShop

Grab rail offersDDGR-E/EB - Blue premium hinged grab rail with integral toilet roll holder £9.50

DDGR-P/EB - Blue premium hinged grab rail with integral toilet roll holder and support leg £11.50

For more information and to order call Dave Cobb of Disabled Toilets on 0871 200 2082

Fireside chair with high back and padded arms. 4 models available. Discounted trade price £140.00

Fireside chair with high back, padded arms, wings and infilled sides. 3 models available. Discounted price £205.00



Reg Charity No. 290069

ww

w.d

lf-da

ta.o

rg.u

kAre you part of the UK’s leading source of equipment information and advice for older and disabled people?

Enhanced profiles, premium listings and other sponsorship options help to fund DLF’s work in developing and maintaining these trusted services. To find out more about getting involved with ‘the industry’s charity’ please phone Janet Seward on 020 7432 8011 or email [email protected]

• Over 11,000 products listed in-depth

• Used to support 25,000 telephone enquirers in 2013

• The data source powering www.livingmadeeasy.org.uk targeting 1 million visitors in 2014

AN EVENT FOR OTs… THAT DELIVERS

THEOTSHOw.cOm

THE OccupATIONAL THERApy SHOw RETuRNS TO THE NEc, BIRmINgHAm ON THE 26TH & 27TH NOVEmBER 2014

cALL cARmELA ON +44 (0)207 348 5767 OR pANAyIOTA ON +44 (0) 207 348 4909 FOR DETAILS NOw.

If you want to talk to OTs, then talk to us...

with 3,000 OTs expected, and over 160 suppliers already booked, the Occupational Therapy Show is a ‘do not miss’ event.

VITA

L ST

ATS THE 2013 SHOw FEATuRED:

•2,188 OT’s in attendance•162 Exhibiting companies•92 Education sessions•56 Hours of cpD

75% of the audience have advisory influence in purchasing products and services

57.3% of visitors have either already placed an order or plan to place an order in the next 12 months.

94% said they met suppliers and learnt about products that they had not had time to meet or learn about before

95% attended a conference session, making the show an ideal education platform

95%

TImE SpENT AT SHOw: 60% = mORE THAN 5-7 HOuRS 28.8% = mORE THAN ONE DAy

“Very good show for us. Lots of OTs and we have been very busy. We have launched a

new product here at the show and it has been great for that. We have booked already for next year because it has been so brilliant.”

Les Jones, careflex

“A very interesting show with high calibre delegates. Over 50% of the people we have

spoken to have been senior level OTs.”caroline milne, pivotell

OT Ad 210x145 Mar 14 08.indd 1 23/05/2014 11:09

http://www.dlf-data.org.uk

http://www.theothshow.com

32 www.thiis.co.uk

Brand Ambassador for HappylegsInternational Wheelchair Day founder Steve Wilkinson or ‘Wheelchair Steve’ as he is more commonly known has agreed to become a brand ambassador for the Happylegs seated walking machine.

Speaking of his decision to become a brand ambassador Steve said “I was born with Spina Bifida and can’t walk and have been a wheelchair user practically all my life. I’m well aware of the problem lack of leg exercise has on my health; the trouble is there is very little to help people like me. Electronic stimulators are nothing more than gimmicks, in my view, with a raft of side effects and exclusions that prevent most elderly and disabled people from using them.”

He added that he had recently bought a Happylegs “It really is a fantastic and ingenious product which moves and exercises my legs. After just a few minutes I can feel the blood circulation improving in my feet and legs. This simple product really has the potential to literally transform the lives of disabled people.”

More information at www.happylegs.co.uk

website news

News items are added to the THIIS website every day. Apart from the stories on retailers and suppliers, the news section also carries lots of items on interesting developments in the marketplace. Here are just a few examples. Visit the news section at www.thiis.co.uk for all the latest. You can also sign up for weekly email updates too.

Bariatric furniture standard in development With an increasing percentage of people in the UK falling into the category of ‘bariatric’, anyone that weighs over 25 stone (159kg), there comes a requirement for the provision of appropriate seating. Currently there is no standard for this type of seating and so the provision of bariatric seating is being approached in a number of different ways, with some manufacturers’ simply up-scaling existing designs. The lack of a standard could put some UK manufacturers at a commercial disadvantage, so experts at FIRA International are working on a standard that is workable and reflects reality.

Supplier looks to raise fundsRise and Recline was looking for help from their trade partners to make their McMillan’s Coffee Morning a success

this year. The company has supported a number of charities over the years including local hospices and the Princess Alexandra Hospital.

European Business Award success for NRSNRS Healthcare has been named as a National Champion in The European Business Awards sponsored by RSM International.

Over 24,000 business from 33 European were involved with 709 companies named as National Champions and going through to the second phase of the competition.

http://www.pridemobility.co.uk

34 www.thiis.co.uk

You’ll find more news on the THIIS website. Here are just a few of the news items you can read more about at www.thiis.co.uk in the newsroom section. Just go to the website and search with the phrase at the end of each article to read more…

READ MORE ABOUT IT…

97% of CCG’s attend eventMore than 7600 professionals congregated from all over the country to hear the latest political developments and educational and business updates in two packed days at Health + Care.

There were over 300 speakers in 14 theatres as a record breaking 97% of CCGs were represented at the event.

To read more, visit the THIIS website and enter ‘CCG’s’ into the search facility.

New website for TherapostureTheraposture has launched a new website to provide more professional and consumer information and to form the basis for future developments.

The new HTML5 platform has been specifically designed to assist visitors with accessibility through an easy-to-navigate format, mobility-friendly architecture and functions for visually impaired people. From a technical point of view, the site is now more SEO efficient, incorporates an enhanced content management system and inherent flexibility to extend online services in the future.

To read more, visit the THIIS website and enter ‘New Website’ into the search facility.

New fitness app for amputeesA new app for amputees has been launched by Ottobock.

Fitness for amputees comprises 16 fitness and rehabilitation exercises for lower-limb amputees. The exercises have been designed by Ottobock’s leading physiotherapist and are easy to follow, with videos and guides to ensure users get the most from their rehabilitation and exercise.

Initially available for iOS devices and in English, Fitness for amputees is now available for downloaded from the App Store.

To read more, visit the THIIS website and enter ‘Fitness’ into the search facility.

‘Intelligent liner’ aims to reduce amputee painA new device could help to relieve the pain and discomfort experienced by thousands of amputees as a result of poorly fitting replacement lower limbs.

Researchers are developing a prototype of the world’s first prosthetic ‘intelligent’ liner with integrated pressure sensors, which could be available to NHS patients in as little as three years.

The sensors for the device measure the pressure and pulling forces at the interface between a patient’s stump and socket of their prosthesis. In excess these pressures in excess can cause tissue damage, leading to painful sores.

To read more, visit the THIIS website and enter ‘Intelligent’ into the search facility.

Success with joint promotion initative

http://www.thiis.co.uk

Theraposture reported high numbers of visitors to its stand at Kidz Scotland held in Edinburgh recently.The company has formed a working relationship with Symmetrikit Postural Care so that the two companies work together at exhibitions to promote products from both stands.

Liam Braddell, Theraposture Sales Director, told us: “We identified Symmetrikit as an ideal specialist for joint initiatives. Their sleep system is excellent and has been a market-leading solution for over 17 years. Our intention is to help jointly promote our product ranges so that we create greater awareness to therapists and families. We plan to work together at exhibitions and on joint CPD projects.”

At the Scottish event, Liam says that a major topic of conversation was the cost effective benefits of the Mascot cot. “As it is the first, fully modular design available in the UK, it can be easily adapted if user needs change” he said “This eliminates the need to purchase new cots in the future and hence provides significant cost savings.

The next Kidz event is Kidz-up-North on 20th November at Event City in Manchester.

The Theraposture website is at www.theraposture.co.uk

Success with joint promotion initative

Theraposture and Symmetrikit are working together at exhibitions to generate interest for both ranges of products.

Dealers sought for Timo UK

Tel 01257 472255 www.timouk.com Email [email protected]

Timo UK are pleased to be able to offer the TIMO Shower Trolley range throughout the United Kingdom. Available in 3 sizes in both Electric and Manual models, Timo UK are able to cater for most showering situations. Trolleys can be purchased individually, delivered direct to your client, or in batches delivered to your warehouse.

Free shipping on pallet deliveries to UK business address.Home delivery POA. All prices shown are Dealer Prices.

®

£1969£2376

£2675

Wall Mounted ShowerStretcher

High Low HydraulicShower Trolley

Electric Shower Trolley

http://www.timouk.com

36 www.thiis.co.uk

The UK’s leading range of mobility products, since 1985

new

LARGeR

MAXIM

O

AVAILA

BLe SO

On!

Tel: +44(0)1787 882244 [email protected] www.tgamobility.co.uk

faster folding, further flexibilitywith enhanced engineering, the latest Minimo can be easily

folded in one smooth movement. with unsurpassed transportability and ultra-lightweight battery option, the

compact Minimo is a revolution in car boot scooter design.

0729TGAad.newstripJun14v3.indd 1 27/05/2014 18:30

ORGANISED BY

WELCOME TO

It's open!The ribbon for the very first Trade Days show was cut by a group of people who had played a significant part in its development. At either end is Charlotte Gillan of Classic Canes and Richard McGleenan of Drive Medical. They were to first two companies to book into the show on the day it launched back in May 2013 and helped to create the momentum that grew quickly with other suppliers taking exhibition space.

Richard said: “Trade Days was a resounding success for Drive Medical in terms of spending quality time with our customers. The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to Trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. As far as meeting our business needs Trade Days felt very much like a square peg in a square hole and we were delighted to rebook for next year.”

In the centre are Chris French, Steph Richardson and Natalie Coward from Cinque Ports Mobility. Chris sent an email to us in the summer of 2012 which set out the reasons why he hadn't been to a show in the UK for a number of years. He said that he found it very frustrating that there wasn't a show dedicated to the trade and that if someone did provide one, he would definitely be there with his team. It came at the time when we were wondering whether there really was a demand for that type of event. The email Chris sent helped us to make that decision and the rest is history.

www.thiis.co.uk 37

The UK’s leading range of mobility products, since 1985

new

LARGeR

MAXIM

O

AVAILA

BLe SO

On!

Tel: +44(0)1787 882244 [email protected] www.tgamobility.co.uk

faster folding, further flexibilitywith enhanced engineering, the latest Minimo can be easily

folded in one smooth movement. with unsurpassed transportability and ultra-lightweight battery option, the

compact Minimo is a revolution in car boot scooter design.

0729TGAad.newstripJun14v3.indd 1 27/05/2014 18:30

ORGANISED BY

WELCOME TO

A big thank you...To be perfectly honest with you, I really don't want to feel like I felt at 9.00am on Sunday October 5th ever again!

Not knowing whether Trade Days would get any visitors to a show that had grown larger than I could have ever imagined for the first year was pretty scary.

Just after the launch of Trade Days I was sent an image from a supplier. It was of tumbleweed rolling down an empty street. The message was that no-one in our industry would go to a show on a Sunday.

They were wrong.

Hundreds of retailers visited on the Sunday and hundreds more on the Monday and it seems that both the exhibitors and the visitors liked what they experienced.

As promised with the guarantees in all the promotional material, they had time to have detailed business discussions in a relaxed atmosphere and they had time to do business. And they did, with real orders being placed and new business relationships being forged.

A number of people came for both days. Five members of the Healthcare Matters team were there on both the Sunday and Monday, Adam Spiby told us: "We enjoyed our couple of days at Trade Days. The seminars were interesting and thought provoking and we had good discussions with exhibitors. I'd describe the show best as a mirror which allows you to look at your business from a different perspective. I hope it receives support and grows year on year."

Someone who came on the Sunday but who says he will spend more time next year is Duncan Gillett of Clearwell Mobility. He said: "Thanks for a fantastic show. It more than surpassed my expectations and the quality of discussions with exhibitors made it difficult to get round in a day. I am planning on coming for both days next year."

And so, a big thank you to all the companies that took a punt, supported the show throughout the promotional campaign and helped to make it look great in the first year.

A big thank you to all the visitors who made the show work by being there and doing business.

A big thank you to all the speakers who took the time to prepare the seminar sessions and also a big thank you to the event organisers, CloserStill Media.

They listened to the concept, backed it 100% and then their highly professional team worked their socks off to make it happen.

The industry came together a few days ago at Trade Days and some really good things happened – for that I think we can all be thankful.

David

9719 Hydrant A4 DS sales ad HR.pdf 1 19/09/2014 14:18

http://www.hydrateforhealth.co.uk

9719 Hydrant A4 DS sales ad HR.pdf 1 19/09/2014 14:18 9719 Hydrant A4 DS sales ad HR.pdf 2 19/09/2014 14:18



40 www.thiis.co.uk

new on the market

Shoes made for style and comfortAccording to D B Shoes, interest in the ‘stretch to fit’ range of casuals has really escalated during the last two years. This season they’ve added new styles Flora - a pretty, textured print shoe with a single touch strap and Erica, which is a twist on a former bestseller. The slip-on has double gussets for ease of access and features a fashionable, stamped fabric in an all over pattern.

The company has also been hard at work designing and manufacturing a whole new collection of feminine house shoes, which are described as being ‘as light as a feather’. Electra is a ballerina pump style with a pretty button detail while Esther has an adjustable strap fastening for a perfect fit. Ellie has a supportive touch fastening for optimal access. All three have light, flexible soles for indoor or outdoor wear, soft velour uppers and seam free toe boxes to prevent rubbing.

Also added to the range is a feminine, flat boot which is easy to slip on and easy to adjust, in soft leather with a touch strap and decorative clasp and Diamond, a pretty, T-bar shoe with inset detail, made from soft, tumble grain leather.

Several of the company’s shoe styles are ideal for diabetes sufferers, due to their seam free toe box and side panels. All shoes feature removable, leather insoles for the insertion of orthotics.

Call 01933 311077 for more information. The website for the company is at www.dbshoes.co.uk

New tilt-in-space option from InvacareInvacare has introduced the tilt-in-space Rea Dahlia. The company says that, providing the same high level of adjustment options that are on the Rea range plus a number of additional features and benefits, the Dahlia really is the next generation tilt-in space chair.

The chair is available in two tilt in space ranges, 30° or 45°. The centre of gravity adjustment option, available on both models, allows for better weight distribution for the client and the unique tilt option on the 45° model makes the tilt function light, smooth and easy to use for the carer.

For more information on the new Invacare Rea Dahlia or a product demonstration, contact your local Invacare Territory Manager or visit the website at www.invacare.co.uk.

The new Octo Back from ChuncChunc Posture and Mobility has introduced the Octo Back, which the company says offers a solution in place of moulded or foam carved systems where appropriate. The therapist has the ability to change the shape of the back as the child grows allows for effective and efficient seating reviews.

The new back is easily fitted to existing Chunc chairs and has cross platform compatibility onto powered, manual wheelchairs and mobility bases.

Octo has an adjustable spinal structure which can be adjusted at the pelvic, lower lumber, thoracic and shoulder areas. Each lateral section is independent of the other and each pad allows adjustment to increase support around the curvature of the body. As an option, Lateral pads can be increased or decreased in length by 80mm on either one or both sides.

Call 01432 377 512 or visit the website at www.chunc.com

http://www.dbshoes.co.uk

http://www.dbshoes.co.uk

We are a nationwide delivery company based in Bradford City Centre. We specialise in the delivery, installation, demonstration and handover of all types of healthcare products.

We are your perfect partner for all Healthcare Product Logistics.

Our services include:• EngineeringCallOuts• DeliveriesofALLHealthcareProducts• Removal&DisposalofOldProducts• HonourManufacturersWarranties• CustomerServiceManagement• FullAnnualServices• InboundReceipt&Warehousing

Contact us today on

Visitusatwww.hdd-ltd.com Followus@HDDltd Joinus /HDDLtd

01274 735041

http://www.cedonline.org.uk

http://www.hdd-ltd.com

42 www.thiis.co.uk

new on the market

New playing card systemA new playing card system to help people with disabilities is now on the market thanks to support from Coventry University Health Design & Technology Institute (HDTI).

The EEZEE HAND playing card system was conceived by inventor Charles Henderson, with advice from HDTI, to help those with limited dexterity to pick up and handle a deck of cards.

A keen card player, Charles developed his idea from the initial concept through to an advanced prototype but, despite being granted a patent for his invention, he found it very difficult to gain interest from mainstream games companies to manufacture the product.

Guy Smallman, Commercial Development Director at HDTI, said: “As soon as Charles showed us the prototype we believed his idea had potential. So many people who used to enjoy playing cards aren’t able to do so simply because they no longer have the dexterity they once had.”

The product is also available for licensing opportunities for world-wide mass production opportunities.

Guy Smallman from Coventry University Health Design & Technology Institute (HDTI) demonstrates the new EEZEE HAND playing card system

Bright future with colourful new rangeJiraffe has introduced a splash of colour to its most popular products from Jenx Ltd. The company says that the new colours have been introduced following feedback from physiotherapists, parents, carers and end-users.

Catherine Jenkins, Director of Jenx and Jiraffe, told us: “We have taken our customers’ advice on board and created a wider range of colours to make some of our most popular support much more bright, friendly and fun.”

The new colours are in five shades of lime green, grey, pink, red and blue. The website is at www.jiraffe.org.uk

Praise for Changing Places facilityMorrisons opened a Changing Places assisted accessible toilet, supplied and installed by Clos-o-Mat, in-store recently. It is the first Changing Places toilet for the supermarket chain and the first in any Midlands supermarket.

The Changing Places toilet is larger than a conventional wheelchair accessible toilet and has additional equipment, including a height adjustable adult-sized changing bench, hoist and privacy screen for a more dignified, hygienic experience.

Kelvin Grimes, Clos-o-Mat's Changing Places specialist explained: "A Changing Places toilet is now 'desirable' under the latest Building Regulations Approved Document M 2013, and 'good practice' under BS8300:2009 for all

new build and refurbishment projects involving buildings to which numbers of the public have access. Over 600 are already open in museums and leisure centres etc."

The website for Clos-o-Mat is at www.clos-o-mat.com.

Ottobock · 0845 600 7664 · www.ottobock.co.uk© O

ttobo

ck ·

UK/

ADV/

MO

B/0

447

The new B400 is small, versatile and ideal for everyday use, whether in the home, visiting the shops or socialising with friends. The compact design of the B400 allows easy negotiation of doorways and narrow hallways, while its low seat to � oor height enables the user to access tables and workstations without any problems. The new B400 is equipped with suspension, providing additional comfort required for longer journeys.

Available options for the B400

• Optimised frame shape • Splash guards • Drive wheel suspension • Power back angle adjustment, 30° • Puncture proof tyres • Attendant control • Electrically elevating footrests • Caster swivel lock • 50Ah (C5) AGM batteries

The New B400Manoeuvrable and compact

1450_OB_New_B400_Advert_A4_FINAL.indd 1 18/03/2013 15:55

http://www.ottobock.co.uk

44 www.thiis.co.uk

A new quality control service for companies manufacturing in Asia has been launched.Buckingham Healthcare has been manufacturing partners with China2West - a British run company based in Zhuhai in Southern China, for the last 5 years. Both companies have now teamed up to form a new venture - Quality2West.

Q2W is offering professional quality control, inspection and auditing services to companies worldwide that need a reliable supply of goods from China. Chris and Simon Buckingham are heading up this service for the UK market with a specific focus on UK companies manufacturing healthcare related equipment in China.

Chris explained: “Based in mainland China, our western-managed business ethics, flexibility and personal approach will ensure that companies get much more than your typical third party inspection service.”

She added: “When companies use Quality 2 West, they will get the highest quality service, support and advice directly from our English-speaking managers in the China office. They will always receive information in a timely and truthful fashion – backed up by comprehensive inspection reports, photography and details on any reject or failures. If this sounds different to what you have heard about doing business in China, then that’s because it is. Close supervision and regular guidance is almost always the solution to a successful project in China.”

The services on offer include pre-production Inspection, first article inspection, in process quality control, packing inspection, pre shipment inspection and container loading inspection.

On pricing, Chris told us: “There are no hidden extras and no nasty surprises. We believe simplicity is the key to success and our easy to understand pricing structure enables a company to take the guesswork out of defining the costs for a quality service package. A full quotation will be clearly defined ahead of an inspection and we will always discuss any additional costs before any work is booked.”

For more information on the new service go to www.quality2west.com

“Close supervision and regular guidance is almost always the solution to a successful project in China.”

CHINESE QUALITY PROMISE FROM NEW SERVICE

More ‘Big Build’ exposure The DIY SOS Big Build TV programme is proving to be a great way for companies in our marketplace to gain exposure.

Terry Lifts were involved in a recent programme, supplying a through floor lift. The company fitted a Harmony lift which took 3 days to install, working around all the other trades also involved in the project.

For more information about Terry Lifts go to www.terrylifts.co.uk

http://www.quality2west.com

http://www.terrylifts.co.uk

Karma Mobility Ltd

Unit 6 Target Park, Redditch, Worcestershire B98 8YNT: 0845 630 3436 E: [email protected]

www.karmamobility.co.uk

The Blazer is a compact indoor/outdoor powerchair which can be adjusted to suit the user’s needs. The narrow 60cm width and 100cm length make the Blazer an ideal option for confined spaces. It is also is great for outdoor use with large front castors and rear wheel suspension. There are two speed options 4mph or 6mph with the option of larger batteries for increased range.

a Narrow Base only 60cma Available in 4mph or 6mpha Crash Testeda Available on Motabilitya Up to 60Amp Batteriesa Optional Attendant Controla Optional Lightinga Optional Tilt-in-space

For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

BLAZER POWERCHAIR

S T Y L E I N N O VAT I O N C H O I C E

http://www.karmamobility.co.uk

46 www.thiis.co.uk

Blue Badge Company has confirmed that Boots UK will stock the blue badge holder designs in around 2,000 Boots stores across the UK and on boots.comBlue Badge Company launched in 2011 when director, Ellen Green, decided it was time to scale up the concept which was dreamt up between two friends in the back bedroom of their shared house.

Ellen set up the company at a time when the only wallets available were what she describes as ‘clinical, dull and surprisingly difficult to use’.

Ellen told us: “It all started when my friend Camilla received her first blue badge and all she could find to store it in was a plain wallet. She set about making one for herself using red and white polka dot material. I really liked it, so I made one for my gran too. Granny was really impressed and started

showing it off to all her friends. The requests for our wallets began to flood in and we thought, ‘you know what, we might be onto something here’. So we set up a website, put them on Amazon and turned the spare bedroom into a tiny workroom.”

“To be honest” Ellen said, “we didn’t take it too seriously to start with, but then Boots approached us at a show and the rest as they say, is history. The buyer’s mum was a blue badge holder so she got the product right away and really liked it.”

The full range of display wallets, aimed at both women and men, now includes fifty different designs, with more being added on a regular basis.

There are 2.58 million blue badge holders and the company will be extending its product offering later this year. And there is a change in the law which also looks like helping the company to grow sales as Ellen told us: “On 1 January 2015, new legislation means the current disabled parking permit will become invalid. Our wallets have been specially designed to fit the new permit, which will become compulsory in the New Year.”

Each wallet comes with a free timer clock that can be dialled without being removed from its case. The exclusive ‘hologram safe’ feature, which ensures the hologram on the badge isn’t covered, complies with Department of Transport guidelines and the wallet guarantees that permits can be displayed legally, protected from damage and easily

removed.The Blue Badge Company exhibited at

Trade Days, looking for retailers to work with. For more information, call 0117 923 9594 or visit the website at www.bluebadgecompany.co.uk

“The requests began to flood in and we thought, you know what, we might be onto something here”

Young company given Boots boost

Ellen Green heads up the company which is looking to expand into Europe

A single product, but there are plenty of opportunities to build sales

MAJOR INVESTMENT AT SIDHIL

Quality ramps at competitive prices Looking for a reliable supplier for ramps?Want to buy great products at great prices? The Ramp People was founded in 2006. Since then we have supplied thousands of wheelchair ramps. We take great pride in fantastic product quality, outstanding customer service and value – we even have a 5 star review from Professor Stephen Hawking. • Extensive range on portable

and semi-permanent ramps• The best prices in the industry• Next working day delivery

as standard• 30 day credit accounts for

all eligible customers

• White label services and a comprehensive product range

• Cheapest shipping pricing in the industry

To find out how we can help you build your ramp business, call 01483 801 120 or email [email protected]

www.theramppeople.co.uk

http://www.theramppeople.co.uk

Sidhil has announced plans for significant investment at the company’s manufacturing plant, with the installation of a second advanced tube laser cutting machine.

The £500,000 state of the art machine is one of the most advanced pieces of equipment on the market today, with the ability to handle both large and small batches economically. This is Sidhil’s second major planned expansion in twelve months. Late last year, the company commissioned a new robotic welding line, doubling up on robotic welding capacity.

The website is at www.sidhil.com

MAJOR INVESTMENT AT SIDHIL

Calling all mobility scooter dealers!

Do you have second-hand Roma Traveso’s that just won’t sell? This is exactly how it is at quite a few mobility shops around the country, and East Coast Mobility in Suffolk was no exception. Something has changed for East Coast Mobility over the last 18 months and instead of having one or two of these Traveso’s sitting around in the way, we have sold quite a few and are now offering to buy any surplus second-hand Traveso stock from dealers around the country. We believe that having a number of models driving around our area has pushed up demand. East Coast Mobility is a Roma dealer but we have several customers who just can’t afford to buy a new model. So here is the message (it is a win/win situation)… Turn your old Traveso stock into cash today by calling Dane on 01502 514500. We will arrange collection.

Quality ramps at competitive prices Looking for a reliable supplier for ramps?Want to buy great products at great prices? The Ramp People was founded in 2006. Since then we have supplied thousands of wheelchair ramps. We take great pride in fantastic product quality, outstanding customer service and value – we even have a 5 star review from Professor Stephen Hawking. • Extensive range on portable

and semi-permanent ramps• The best prices in the industry• Next working day delivery

as standard• 30 day credit accounts for

all eligible customers

• White label services and a comprehensive product range

• Cheapest shipping pricing in the industry

To find out how we can help you build your ramp business, call 01483 801 120 or email [email protected]

www.theramppeople.co.uk

http://www.sidhil.com

http://www.theramppeople.co.uk

www.freeriderfr1.co.uk or call 01535 669604

*Varies with user weight, terrain type, battery charge, battery condition and tyre condition.We reserve the right to change specifications without prior notice.Freerider UK Ltd, Unit 2C, Acre Park, Dalton Lane, Keighley, West Yorkshire BD21 4JH, UK.

Email us on [email protected]

THE LUXURY SCOOTER THAT RIDES LIKE A CARIntroducing the luxurious, Class 3, Freerider FR1

“”

Drives, steers and rides like a car, with looks you can take pride in

If you’re looking for a mobility scooter that’s earned its right to take its place on the road, look no further than the FR1.

A pleasure to drive, with looks to take pride in, plus a host of comforting safety features and handy extras you’ll find useful every day, the FR1 is the next-generation scooter for anyone who takes pride in their ride.

ELEGANT HANDLINGThe height-adjustable, fixed tiller design gives car-like handling, while independent 4-wheel wishbone suspension makes for a smoother ride.

SPORTY LOOKSTake to the road or pavement with rugged good looks, a 35 mile range* and a maximum legal speed of 8mph.

REASSURINGLY SAFEWith fixed twin mirrors, LED lighting and indicators and LCD dash, you can see and be seen all the way around.

HANDY EXTRASIncluding an easy access captains seat, double carry bags, and even a USB plug for mobiles or tablets!

SAY HELLO TO TWO OF THE NEW PRODUCTS JOINING THE FREERIDER RANGE...

LANDRANGER S DELUXELike a luxurious SUV, the Landranger Deluxe gives you the strength, refinement and power with comfort. Ready for all sorts of terrain, it cushions you from the rougher edges. With a shock absorption system as well as suspension, you can ride comfortably in a luxurious seat and always stay in control, through every dip in the landscape.

THE LANDRANGER XL8 DELUXEThe heavyweight for all terrain and is ready to carry up

to 30 stones. It is longer and wider than any other Freerider model.

COMING SOON

The Mini Ranger Plus – Additional 2” legroom

and upgraded to 18amp batteries

http://www.freerideruk.co.uk

50 www.thiis.co.uk

Have you expanded the team or maybe promoted an existing team member into a new role? If so, why not send us details so we can introduce them to the trade? Just send through the details to [email protected]

Sales force expansion for Rise & ReclineManufacturer of bespoke furniture, Rise & Recline Ltd. has expanded the sales team and appointed a new role to the growing business.

Darren Rose, from the East Midlands, joins the team as a Commercial Manager. He will be responsible for the strategic development of business within the Local Authorities, Nursing Homes and Commercial Contracts.

The company says that Darren comes with a comprehensive service and sales experience stretching over 15 years working for Minivator, Handicare and Parkhouse Healthcare.

Darren can be contacted on 07817 685658. The company can be contacted on 0115 913 3572. The website is at www.riseandrecline.co.uk

New Business Development ManagerRecliners has expanded its senior management team and appointed a new role to the growing business.

Ceri Morris, from South Wales, joins the team as a Business Development Manager. He will be responsible for the development of the company’s business model going forward and, according to the company brings a wealth of knowledge to the business from a background in product development and marketing within the care industry.

Ceri says; “This is an exciting time for us at Recliners as we are being very pro-active in enhancing our product range, developments in new markets and have a clear vision for the companies future. I have been working alongside Recliners for several years, but now that I am part of team, it will allow me to push the company to its full potential.”

Ceri can be contacted on 01443 420 859 or at [email protected]. The website for the company is at www.recliners.org.uk

new to the team

Group Operations Director for KirtonThe Kirton Healthcare Group has announced the appointment of Bryn Jones as new Group Operations Director.

The company says that Bryn has a wealth of experience and an excellent knowledge of manufacturing and the supply chain within the healthcare industry and beyond.

CEO, Beverly Lawrence, says Bryn’s appointment forms a key part of the company’s strategic development plan: “Our commitment as we continue to grow is to do things better, faster and more cost effectively and Bryn will be instrumental in ensuring we achieve these goals. As a company we are working towards significant growth over

the next few years and with Bryn’s skills and expertise I feel confident that we are moving in just the right direction.”

Bryn will be overseeing Kirton’s manufacturing facilities in Suffolk and High Wycombe. He has big plans and is already making an impact by implementing simple changes that make both factories more dynamic and efficient. Bryn tells us: “My aim is to develop a lean manufacturing culture within the company, through dynamic programmes of continuous improvement achieving the operational excellence we desire. I will also be looking to create a better working environment for staff, strengthen supplier relationships and ultimately help drive the business towards our growth targets without compromising the quality of what we produce.”

For more information, call 0800 212709 or visit the website at www.kirton-healthcare.co.uk

ENERGISE YOUR LIFE• Power assist wheels for active people • Silent and lightweight just 6kg• Bluetooth connectivity to remote control• Speed: 6km/h or optional 10km/h

t: 01656 776222 www.invacare.co.uk

twion_PressBanner:Layout 1 14/4/14 12:43 Page 1

http://www.kirton-healthcare.co.uk

With our technical fabric knowledge andour manufacturing expertise, you areguaranteed a product that will perform tothe demanding standards required withinany healthcare environment.

Call the experts today so we can assistin ensuring you have the right fabricmatched with the most effectiveproduction process to maximiseproduct life and performance.

www.redwood-ttm.com call: +44 (0) 1695 553 830 email: [email protected]

Redwood offer the widest range ofhealthcare fabrics, which together with ourmanufacturing expertise, ensure you have

the best product for your application.

Technical Texti les &Special ist Manufacturing

Our range includes PU, PVC &Silicone coated fabrics, TPU films& FR Textiles that:

• Include our Xtreme® fabric coating offering superior chemical resistance that withstands aggressive cleaning regimes with no compromise in performance

• Are waterproof & breathable ensuring patient comfort

• Offer flame retardancy up to Source 7

• Reduce friction & skin shear

• Are anti-microbial & REACH compliant

• Are available in narrow & wide widths up to 220cm immediately from stock

Redwood This Magazine A4 v6_Layout 1 30/09/2014 15:27 Page 1

http://www.adlessentials.com

52 www.thiis.co.uk

Park House Healthcare, founded by Stephen Owens in 1984, has just celebrated 30 years of continuous success and growth. In 1989 the company moved into their first office premises where Stephen and the team operated or the next seventeen years. A major milestone in the company’s history was the decision to relocate to a state of the art purpose built headquarters and warehousing logistics centre, opened in July 2007.

Park House Healthcare manufactures specialist pressure relieving and pressure reducing equipment, hospital beds and moving and handling solutions. Products are supported by clinical training, professional product audits and maintenance and decontamination services.

The Equipment Auditing Service is one of the departments which has grown significantly over the last few years. The service was created in line with the Care Quality Commission (CQC) campaign to improve the overall standards of the healthcare industry. Set up initially as a mattress auditing service it now encompasses a comprehensive range of associated medical devices, including beds and cushions.

Pauline Towey, Management Services Director, joined the company in 1989. She told us: “In 1989 we employed only 6 members of staff. Now we have over 180 and are continuing to grow. We now operate from 9 technical service and training centres strategically situated across the country, which demonstrates just how far we have progressed.”

Founder Stephen Owens said: “I am delighted to be celebrating 30 years in business with so many talented and dedicated employees. Without them Park House Healthcare would not be where it is today.”

For more information call 0845 0600 333. The website is at www.parkhouse-hc.com

30 years of growth results in a team of over 180

(Below) The first premises for a company that has grown significantly(Above) Something a little larger!

Stephen Owens, who founded the company

http://www.parkhouse-hc.com

The New Easy Rider from DriveInspired by the success of the Sport Rider, the design team got to work on a new model that would continue to redefine the typical luxury scooter.

The Easy Rider has a striking new design, stunning instrumentation and offers precise handling that must be experienced to be appreciated.

Telephone: 01422 314488 Fax: 01422 314489 Web: www.drivemedical.co.uk Email: [email protected]

Leading The Way In Scooter Design

http://www.drivemedical.co.uk

54 www.thiis.co.uk

New wheelchair from ZtecThe M-Brand D-Lite wheelchair has swing away removable footrests, net nylon upholstery with a cushion, a fold down backrest and anti-tips.

There is a maximum user weight of 100kg and the weight of the product, including footrests is 14kg.

Call 01384 445600

FROM THE TRADE DAYS SHOW FLOOR...

There were over 700 ‘NEW’ signs on the stands at the very first Trade Days show a few days ago. Here are just some of the products at the ‘trade only’ event.

NEWAT

For everything new...www.thiis.co.uk

TD Sign 200x200mm.indd 1

16/09/2014 09:19

Trade Days

Scooter transport optionThe Space Rack was developed due to a lack of quality racks to carry motorcycles on the back of motorhomes by the importers and distributers of Skyteam motorcycles, which are bought by motorhome owners.

Charlie White of Skyteam told us: “At first we concentrated on the motorhome market and sold the racks through our network of motorcycle dealers who were able to sell the rack and a bike as a package. It was only by chance that a number of dealers said they had sold more racks to carry mobility scooters than bikes. That’s why we are now promoting the rack for this purpose.”

He added: “The advantages are that the scooter does not have to be dismantled for transport and the rack can be used for a number items including bicycles and camping gear. The Space Rack will do all the things a trailer can, but with the ability to remove in seconds and be stored in a shed or even in a porch.”

Call 01935 412501 or e mail [email protected] The website is at www.space-rack.com

New special edition scooter from Electric MobilityElectric Mobility has introduced a special edition scooter in Teal.

The Rascal Ventura has a delta handlebar, hydraulic tiller adjustment, LED lighting, LCD instrument panel and a USB power outlet. There is a front coil and rear mono-shock suspension for a superior ride, a gas strut tiller with useful battery charging port and a safety turning sensor slows down the scooter when turning at full speed.

For more information call 0800 252 614 or visit the website at www.electricmobility.co.uk


Tel: (01325) 311442 | email: [email protected] | visit: www.meditek.co.uk

• Up to 160 kg user weight limit• Innovative ICS diagnostic display• Continuous charge strip• Power back-up system • Remote control• Luxurious upholstery options•• Powered hinge • Bespoke rail sizes • Footrest to seat folding linkage • Manual or powered swivel• Variety of rail colours (on request)*• External version available• Child seat available •• Seat belt options• Quick and simple installation

*Lead times may vary

E120 Essential• Up to 120 kg user weight limit• Innovative ICS diagnostic display• Continuous charge strip• Power back-up system • Call and send units• Manual swivel lever •• External version available• Child seat available• Seatbelt options• Quick and easy installation• Pressure-sensitive surfaces• Known for its reliability

D160 Deluxe

http://www.meditek.co.uk

56 www.thiis.co.uk

Trade Days

More practical than traditional optionsTraditionally Trivets, heat resistant stands for hot pans, are made of metal, are heavy and hard to clean, are not easy to store due to size, and are not generally slip- resistant. As this can be a drawback for elderly or disabled users, Isagi have developed the StayPut folding anti-slip silicon Trivet in tough, hardwearing 100% silicon.

The company has also produced an anti-slip tray with a modern design and high-grip surface crafted from TPE studs that are moulded through the base of the tray. The carry handles, deep sides and TPE underside make it easy to carry or use as an anti-slip lap tray. These come in two sizes – 45.5 cm x 32 cm and 41.5cm x 29.4cm.

Call: 01494 783851 or visit www.isagi.co.uk

Showroom shelf products A&D Medical had two new products at Trade Days which could be on showroom shelves.

The UA-767S is for personal use and focused on ‘simple operation’. The monitor is easy to use and features the %IHB function. This allows the user to determine the frequency of detection of irregular heartbeats. The memory has been upgraded to 60 readings which also helps with more detailed analysis of results.

The UB-543 is a wrist blood pressure monitor with a stylish slim body and large LCD. This monitor has clock and calendar function that allows the user to recall morning (AM) or afternoon (PM) measurements as well as the average. It will help users to find a tendency for morning hypertension by comparing AM/PM/ALL averages.

For more details, contact A&D Medical on 01235 550420. The website is at www.aandd-eu.net

New products from fast growing importer Inpectron launched a range of Extra-Wide socks in sizes 11-21, which are capable of stretching up to 25 inches. They are designed for people who are diabetic, have swollen feet or other medical conditions such as diabetes, oedema and who find it difficult to wear normal socks.

The company also brought a range of high-density pressure-care clinically-proven sheepskin products from Australia. There are various sizes suitable for wheelchairs, beds or chairs which can be washed in very high temperatures without shrinking.

Call 0208 953 2400 or visit the website at www.sigmobility.co.uk

by primacare

A collection of rise and recline sofas and chairs for the discerning quality conscious customer

T h e P r e s t i g e C o l l e c t i o n

Prestige by: Primacare ltdUnit 26, Heads of the Valleys Industrial Estate

Rhymney, Tredegar. NP22 5RL

telephone (01685) [email protected]

A141234 Prima Prestige advert.indd 1 29/05/2014 12:17

http://www.primacare.co.uk

58 www.thiis.co.uk

Trade Days

Ultra Simple Powerchair The Zinger powerchair is distributed exclusively in the UK and Ireland by Proactive Mobility.

The Zinger has what the company describes as an ultra-simple traction drive and intuitive steering system which gives it ‘amazing manoeuvrability’.

The unique design creates an instant folding frame with a total weight below 18kg which can be placed in the back of a small hatchback car, even with the seats up. The unique control system is easy to learn and intuitive to use and is ideal for use around the home or office.

There are three forward speed settings range from ‘Slow’ for indoor use up to ‘Fast’ for travelling outdoors at up to 6mph, plus a ‘Reverse’ mode. The battery has an anti-theft key and can be fully charged, on or off the chair, in 3.5 hours, giving a range of 8 miles (13 km).

For more information, call 0330 555 5225. The website is at www.zingerchair.co.uk

Range of new products from VilgoHms Vilgo and Pharmaouest have been working with healthcare professionals in the UK for 8 years. The company was at a UK show for the first time to promote the products to retailers. The range of products includes adjustable beds, moving and handling and pressure care items, overbed tables, commodes and shower chairs.

The Euro’ Design is a luxury adjustable bed with adjustable height for stand up assistance. It has a 5 year warranty and is available in various colour and size options. It is also supplied with a ‘well being’ mattress.

The Rehosof is an injected foam toilet seat raiser which can be used on most toilet bowls. It is available with or without the lid.

The Kalli is a cushion for medium to high risk. It has a non-slip base and is available in several dimensions with 2 different covers and in viscoelastic foam.

The AC 207+ table is height adjustable with a tilting top. It is available is a large choice of colours. The column can be adjusted on the left or the right side and it has 2 braked castors.

For more information on any of the products, contact Julien Potez, Export Manager at [email protected] or call 079 6086 1999.

New scooter from TGATGA unveiled the new Minimo Plus at Trade Days. The news scooter iis based on the 4mph Minimo that was launched in 2013 and that the company reports has produced significant results for retailers across the UK.

According to the company, the Minimo introduction represented the beginning of a new genre of car boot scooter with a unique, single action folding mechanism that can be operated with one hand. The Minimo requires no dismantling of parts for storage in a compact space and its easy-lift design is furthered by an optional, cutting-edge lithium battery that is so lightweight, it can be lifted with one finger.

The new 4mph Minimo Plus incorporates all these features along with additional attributes including larger pneumatic tyres, more powerful motor and controller, integrated light, higher ground clearance and enhanced batteries. It also has a weight limit of up to 115kg (250lbs).

Contact TGA on 01787 882244

http://www.zingerchair.co.uk



NEWFOR 2015

NEWFOR 2015

NEWFOR 2015

NEWFOR 2015

“our wor ld in mot ion”We are proud to introduce our new collection of furniture for 2015.

Here’s a brief preview from our new 48 page 2015 product catalogue.

CollectionCountyL i f t r e c l i n e r a n d S o f a c o l l e c t i o n s . . .

Your ChairO u r s e l e c t r a n g e o f l i f t r e c l i n e r s . . .

A d j u s t a b l e b e d c h o i c e s . . .

BedYour

M o b i l i t y a n d H e a l t h c a r e P r o d u c t s . . .

ToMadeMadeMade Measure BedsSofasTo

S o f a b e d c o l l e c t i o n s . . . C h a i r s f o r t h e c a r e h o m e . . .

ChairCare

NEWFOR 2015

NEWFOR 2015

NEWFOR 2015

NEWFOR 2015

NEWFOR 2015

Sitting PrettyFactories 2 & 3, Dunsil Road,Brookhill Industrial Estate,Pinxton, NottinghamshireNG16 6LE

Tel: 01773 811610 Email: [email protected]

www.spchairs.co.uk

http://www.spchairs.co.uk

60 www.thiis.co.uk

The night the industry comes together – British Healthcare Awards dinnerWe’ve had another year of very strong entries for the British Healthcare Awards and Independent Living Design Awards (ILDA), and it’s particularly pleasing to see so many new entrants this time. It’s great to see the range of businesses our industry, as well as the continuing innovation in products and services to benefit customers.

Our independent judging panel will consider all the entries carefully, before meeting next month to decide the final winners in each category. All those winners will then be presented by BBC Breakfast’s Bill Turnbull, at our awards ceremony on 11 December.

Held this year at the Grange St Paul’s hotel in central London, guests will arrive for a drinks reception before sitting down to a delicious three course dinner with wine. After the formal part of the proceedings – including the presentation of BHTA’s Lifetime Achievement Award - is over, the night carries on with a live band and dancing till late.

This is the ideal occasion to host clients or colleagues, and develop your relationship with peers across the industry. Save the date and make sure you join us on 11 December 2014 for what will undoubtedly be one of the high points of the year in the assistive technology sector!

Full details and bookings are available at www.bhta.net/awards or please contact [email protected] with any queries.

Updated barcoding guideAn updated version of BHTA’s “Barcoding for medical equipment” guide is now available, reflecting new eProcurement rules for the NHS, which mandate the use of barcodes (see NHS eProcurement Strategy, from the Department of Health). This guide is free to download for BHTA members, from www.bhta.net/barcoding.

Reflecting the increasing importance of barcoding the assistive technology industry, which offers businesses real benefits, including improved traceability, easier product recalls and enhanced stock control, BHTA has worked with Assistive Partner to support members by creating Health Hub Code Bank.

Health Hub Code Bank is a healthcare-specific barcode databank that is absolutely free for barcode users and enables

you to have all your supplied barcodes up to date in one place, ready to load into your readers. Available 24 hours a day, Health Hub is on a secure website accessed through any browser, with no need to install software.

For more information on barcoding and Health Hub, go to www.bhta.net/barcoding.

association update

Produced by BHTA and THIIS magazine, the Business Barometer survey asks business owners how they feel about the next 12 months, providing a snapshot of what companies are thinking and how they expect their business to change over the next year.

Available online at www.surveymonkey.com/s/businessbarometer2014, you can also complete the survey at Trade Days, on the BHTA stand (A10) situated right at the entrance to the show.

BHTA Commercial Director, Tracey Lloyd says: “The Business Barometer has provided a useful insight in the past into the state of the marketplace and just how confident people are feeling about the future. The first trade event is the perfect place for us to launch this year’s survey and we are looking forward to meeting suppliers and retailers at the show so that they can contribute.”

We look forward to hearing your views and will be reporting the results of the survey in the coming months.

STATE OF THESECTOR SURVEY

Association Update

How are youfeeling right now?The Business Barometer is a short survey designed to find out how company owners, directors and senior managers working in the Assistive Technology, Rehabilitation and Mobility market are feeling about the next 12 months.

You can complete the survey without leaving your details or let us know who you are, the choice is yours.

Anyone completing the survey with their name and company details will be entered into a draw to win a £350 advertising

credit which can be used in either THIIS magazine for company, product or recruitment advertising or in AT Today magazine, plus a free place at a BHTA training seminar of their choice, worth up to £450.

Take just a couple of minutes to let us know what you think about the next 12 months.

For more information on the BHTA, go to www.bhta.netFor more information on THIIS, go to www.thiis.co.uk

Making your response countSend your completed Barometer to:

THIIS, Freepost, NH0170, Kettering, NN14 1RQ, or fax to 01536 418280 or email to [email protected]

1. Name

2. Company Name

3. Email

4. How would you describe your business?

R Retailer Supplier R Other (please specify)

5. Is your business a BHTA member company?

R Yes No R Not Sure

6. Is your business a THIIS member?

R Yes No R Not Sure

7. How would you describe the size of your business?

R Small Medium R Large

8. During the next 12 months, do you expect the size of your business to

R Grow Remain the same R Reduce

9. During the next 12 months, do you expect to

R Take on more staff R Remain at the same staffing levels R Reduce staffing levels

10. During the next 12 months, do you expect to see

R More competition R No change in the levels of competition R Less competition


R Raise your prices Maintain existing prices R Reduce your prices

12. During the next 12 months, do you expect your online presence to

R Develop significantly Develop a little R Stay the same

13. Do you use Facebook to promote your company

R Yes No

14. Do you use Twitter to promote your company

R Yes No

15. How would you describe your view of social media in relation to marketing of your company

R I believe that is essential for our business R I believe that it is useful but not essential for our business R I believe that it is yet to be proved to be useful for our

business R I don’t believe that it is effective for our business at present


R Add more products to your range R Maintain the same range R Reduce the number of products that you offer


R Spend more on marketing R Spend the same as the past 12 months R Spend less on marketing

18. During the next 12 months, do you expect

R your staff to attend BHTA courses R your staff to attend other external training courses R your staff to attend in-house training courses

19. Overall, how do you feel about the next 12 months

R Very optimistic R Fairly optimistic R Unsure R Fairly pessimistic R Very pessimistic

20. If you would like additional information on either of the organisations producing the Business Barometer, please tick the relevant box

R BHTA - The trade organisation for the industry R THIIS - The industry trade magazine and website

R

R

R

R

R

R

R

R

R

E-mail: [email protected] Tel: 01254 619000 www.able2.eu

Wet Weather Wear from Able2

NEWORDERNOW

01476 513789

Insurance, Finance & Warranty Available

The Professional

Dealers Choice

[email protected]

www.premiercare.infoS P E C I A L I S T I N S U R E R

Mark Bates Ltd are authorised and regulated by the Financial Conduct Authority FRN 308390

Call for more information:

http://www.premiercare.info

62 www.thiis.co.uk

They can sell snow to the Eskimo’s is the phrase that’s probably the most used line when it comes to the super sales people. A couple of the qualities that most sales people have are confidence and the belief that they can sell anything to anyone.The top sales people also tend to make more money. Not just because they sell more, but because they aren’t afraid of selling the high ticket items. One of the seminars at Trade Days was all about becoming more comfortable selling the products that carry the higher price tickets.

It was presented by Shaun McCluskey, Commercial Manager at the Kirton Healthcare Group. He explained: “Our retailer network is a vital part of our business and supporting them is extremely important to us. One thing that we are all being challenged on in these difficult times is price and our experience is that retailers lack confidence when it comes to overcoming their customers’ objections to what may be perceived as ‘expensive’ price tags.”

He added: “We believe that successfully selling high ticket items will help a retail business to grow. In fact, it can be easier than selling low cost alternatives once you have the knowledge and tools to approach it correctly.”

“We want to get retailers to think differently” Shaun explained. “They need to have the confidence to introduce the higher value items to their customers. To be very clear, we are not taking about over-selling or over-prescribing, just looking at the basics such as features and benefits and improving knowledge of the products. It’s about the salesperson understanding the benefits of the products they are selling better and thinking more long-term. If they have the knowledge they can then pass that onto their customers who can make an informed choice.”

“There is a tendency for people to think short-term” Shaun suggested “and you see it in both the private and the public sectors. People want to look at cost savings in the short term, but are less likely to think about the cost savings in the longer term unless the argument is made to them.”

He explained how he approaches changing attitudes. “We encourage retailers to look at each

individual product they are selling and to really understand how the features and benefits of that product can make a difference to a customer. A product might be twice the price of another option, but if it is going to do more for the customer and last a lot longer – maybe some years longer - then there is an argument for spending the money. Explaining to customers why the costs are there and the benefits to them of paying more is fundamental to being able to sell higher value products.”

Not coming away with the order is something that Shaun believes gets in the way of introducing the higher value items. “People seem scared to talk about price sometimes, perhaps through fear of losing a sale completely, and they tend to go straight in with the lowest cost option as a security net. We don’t want people to be worrying about losing sales in the showroom and we understand the fear that a customer will leave, take a look online and find cheaper alternatives that they think will do the job just as well. Our message is that by justifying the cost of the products, properly and in terms the customer can understand and relate to, more of them will choose the higher value product as they know it’s the right decision in the longer term.”

“When I look at what is involved in the production of a chair” he says, “I look at every element and that starts with the quality of the materials we buy in and use to build the product, the production techniques and everything that goes in to getting the item to the customer. If you look in detail at what goes into the production of a product, then you will realise that the more dramatically costs are removed, the more the quality is going to be compromised. Of course all manufacturers are keen to streamline processes where possible in order to develop more cost-effective options, and this is something Kirton A J Way is always striving for, but never to the detriment of quality. We encourage retailers

Overcoming price objections and adding to bottom line

“We want to get retailers to think differently”

sales & marketing focus

Shaun McCluskey, Commercial Manager at the Kirton Healthcare Group, spends a good deal of time encouraging retailers to be more confident with the higher priced products.

HAMILTON TILT AND SPACE CHAIRFeatures & Benefi ts:• Single motor lift and two way recline chair• Fixed seat pad to back rest angle known as ‘tilt-in-space’• Continuous support for the lower back while reclining• Additional comfort and better user positioning

The answer to all your specialist care furniture needs. With almost50 years experience manufacturing and crafting chairs and furniture, you’re in good hands. We’re proud to be a trusted partner to mobility shops, care homes, medical centres and schools nationwide.

0800 0373 044www.nhc-technology.co.uk [email protected]

FERNDALE BEDFeatures & Benefi ts:• Comfort at the touch of a button• Pocket sprung or foam mattress available• Choice of headboards• Available in a choice of colours

Technology Ltd

Technology Ltd

Supplying quality for 50 years

6538 NHC Hamilton Chair and Ferndale Bed Advert_A4.indd 1 01/09/2014 09:49

http://www.nhc-technology.co.uk

64 www.thiis.co.uk

to look at the bigger picture so that they can then communicate that to the customer.”

Shaun accepts that there are times when the most costly product will not be suitable. “Obviously, if the money isn’t there in the first place, then you are going to have to work to the budget that is available. The trap that retailers sometimes fall into though, is automatically assuming that the customer in front of them doesn’t have the money or isn’t prepared to pay for something better. When you relate that to something like pressure care and the cost of treating problems that arise from poor seating options, then there is a big argument for making sure the customer understands the benefits of a product that they might have initially discounted due to cost. For example, we are talking about what can be massive costs to a family if someone has to go into full-time care.”

“From our perspective” he added “demonstrating the real benefits of our products to retailers is about bring them to the factory and showing them the production process, the materials and the work that goes into making a chair. If they understand exactly what goes into making the product, they will be far better and far more comfortable explaining that to a customer. There’s nothing better than seeing a product being produced with your own eyes to help in the sales process and we encourage all retailers to do that.”

A tip for showroom selling is to compare the products. “Putting two products side by side and showing the differences to a customer is a really useful exercise. That way the customer will truly understand the differences and will be able to see and feel why one costs more than the other. You can’t do that by simply showing the customer product leaflets.”

Summing up, Shaun says: “Fully understand the products you are selling, fully understand their features and the benefits and always let the customer know what you know – don’t just tell them though, show them too!

Of course there is no magic formula and this isn’t about teaching people to suck eggs. A lot of it is about mind set. If a product is positioned at the top end of the market with a price tag to match, the chances are there’s a reason; it’s about defining those reasons, identifying the USPs, and harnessing them to ensure you are selling with confidence. Because if you aren’t selling the high value products, someone up the road will be and they’ll be reaping the rewards.”

The company has recently launched the Kirton Institute of Training which provides tailor-made training for retailers. For more details call the dealer management team on 01440 765026.

“People seem scared to talk about price”

“Putting two products side by side and showing the differences to a customer is a really useful exercise”

Shaun believes that selling higher value items is the way forward for retailers looking to build a business and he says that it can actually be easier than selling a lower priced alternative.

sales & marketing focus

More than one third of the population aged over 50have pain at any site that interferes with their normal activity

arthritis is the most common conditionfor which people receive Disability Living Allowance (DLA)

PAtterson MeDicAL is suPPorting

nAtionAL ArtHritis WeeK

Arthritis research uK understands what it’s like to live with long-term pain and we know that the pain

of arthritis is often invisible. so in october Arthritis research uK are highlighting the impact that pain has on the 10 million people living with arthritis in the uK.

Patterson Medical is supporting national arthritis Week. We will be distributing information guides and giving you special offers on related products throughout the

whole month of october, to pass on to your customers.

october2014

there are around 400,000 adults

more than 10 million adults

More than 6 million people in the uK have osteoarthritis in one or both knees

in the uK with rheumatoid arthritis

consult their gP each year with arthritis and related conditions

to get your special pricing and inforMation guide Please contact your local asM today or call 08444 124 330

http://www.pattersonmedical.com

66 www.thiis.co.uk

OCTOBER 2014BES Rehab - Pressure Care Management training - 14th October 2014 - Crowne Plaza Birmingham – Cost: £45 per person including VAT

Disabled Living - Update day for Moving & Handling Advisors – October 14th - Disabled Living, Worsley, M28 2LY. £95 + VAT

BHTA - BTEC Stoma and Continence Support - 14-15 October 2014 – Wellingborough. Member cost £399.00. Non-member cost £512.00.

Global Training by Silvalea – In-Situ Sling Solutions - 15th Oct. Interactive Online Training. FOC.

Global Training by Silvalea – Sizing & Measuring Slings - 16th Oct. Interactive Online Training. FOC.

Invacare Ltd - Servicing and Maintenance of Patient Lifters – Thursday 16th October - FOC to Invacare Ltd account holders.

BHTA - BTEC Healthcare and Assistive Technology -21/22 October 2014 - Wellingborough. Member cost £415.00. Non-member cost £540.00.

Invacare Ltd - Invacare Manual Wheelchairs – Tuesday 21st October - FOC to Invacare Ltd account holders

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. October 21st & 22nd – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Invacare Ltd – Kuschall – Wednesday 22nd October - FOC to Invacare Ltd account holders

Sunrise Medical – Wednesday 22nd October - Mobility & Seating System Selection: a Paediatric Focus (CPAE) - FOC to Sunrise Medical account holders

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – October 22nd-23rd – A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – Complex Sling Solutions 2 - 22nd Oct. Interactive Online Training. FOC.

Global Training by Silvalea – Toileting Sling Solutions - 23rd Oct. Interactive Online Training. FOC.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children.October 28th & 29th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Sunrise Medical – Wednesday 29th October - Scooter and Powerchair Service and Maintenance (TPSM1) - FOC to Sunrise Medical account holders

Pride - Quantum Rehab powerchair training programme - Thursday 30th October - A deposit is required for each delegate which will be returned once the course has been attended.

training diary

If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email [email protected] with any details you have.

Doing any training?

NOVEMBER 2014Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – November 4th

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. November 4th & 5th – Block 1: Mechanical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Sunrise Medical - Power Wheelchair Assessment (CPDE) – November 5th

Invacare Ltd - Fault Finding on Power Chairs – Wednesday 5th November - FOC to Invacare Ltd account holders

Invacare Ltd - Power Chair Controls - Thursday 6th November - FOC to Invacare Ltd account holders

SensoryPlus - Sensory Awareness Day – Autism focus - 11th November – Glasgow - Cost: £80 + vat

Invacare Ltd – Ocean Shower Chair Workshop – Tuesday 11th

November - FOC to Invacare Ltd account holders

Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Manual Chairs – Wednesday 12th November - FOC to Invacare Ltd account holders

Global Training by Silvalea – Introduction to Slings - 12th Nov. Interactive Online Training. FOC.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – November 12th & 13th – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Global Training by Silvalea – Walking & Standing Harnesses - 13th Nov. Interactive Online Training. FOC

Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 13th November - FOC to Invacare Ltd account holders.

Bespoke Seating Solutions for the Home and Healthcare markets

All Repose chairs have been designed to the highest standard. Offering bespoke seating for both health care environments and home, Repose chairs are designed specifi cally to the users measurements and personal requirements.

Dr Hilary Jones Our In-house Health Advisor

For more information please give us a call:

Tel: 0844 7766001

We

stb

ury

Rim

ini

Cla

ssic

Me

lrose

Ma

diso

n

COMFORT WITHOUT COMPROMISEwww.reposefurniture.co.uk

• Bespoke chairs designed to the users measurements and needs

• Extensive range of health and home chairs catering for different comfort requirements

• Interchangeable back and seat cushion options for different pressure care and posture management solutions

• 24 hour delivery on some standard rise recliners

• A wide range of home and health fabrics.

MOSTPOPULAR NEW

http://www.reposefurniture.co.uk

68 www.thiis.co.uk

training diary

DECEMBER 2014JCM Seating Solutions Ltd - Course Title: Technical Training - December 9th 2014 - Cost: Free of charge

Disabled Living, Assistive Technology Practitioner, Day 1 - 16/10/14, Day 2 – 23/10/14, Day 3 – 30/10/14, Day 4 – 6/11/14, Disabled Living, Worsley, M28 2LY, £600 + VAT

Disabled Living, Moving and Handling People: Trainers and Assessors (five day course), Day 1 – 13/11/14, Day 2 – 20/11/14, Day 3 – 27/11/14, Day 4 – 4/12/14, Day 5 – 11/12/14, Disabled

Living, Worsley, M28 2LY, £650 + VAT

Disabled Living, Trusted Assessor, Module 1 – 19/11/14, Module 2 – 26/11/14, Module 3 – 3/12/14, Module 4 – 10/12/14, Disabled Living Worsley, M28 2LY, £100 + VAT per module

Further details available on: http://www.disabledliving.co.uk/Training/Events---Courses

Contact number – 0161 607 8200

Email – [email protected]

BHTA - BTEC Pressure Care Awareness - 18 November 2014 - Wellingborough. Member cost £242.00. Non-member cost £310.00.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – November 18th & 19th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

SensoryPlus - Sensory Awareness Day – Dementia focus - 18th November - Milton Keynes - £80 + vat

Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 19th November. Ilminster. FOC including lunch.

Invacare Ltd – Impetus – Wednesday 19th November and Thursday 20th November - £149 + VAT

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – November 19th-20th – A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – In-Situ Sling Solutions - 19th Nov. Interactive Online Training. FOC.

Global Training by Silvalea – Sizing & Measuring Slings - 20th Nov. Interactive Online Training. FOC

Invacare Ltd – The All in One Solution – Tuesday 25th November - FOC to Invacare Ltd account holders

Sunrise Medical - Seating & Positioning for Function & Mobility (for clinicians) (CSEA) – 25th November

Sunrise Medical - The JAY Portfolio - a Clinical Perspective (CJAY) – 26th November

NOVEMBER 2014

CONTACTS FOR BOOKINGS

BES Rehab - Contact [email protected]

BHTA - Call 0207 702 2141 or email [email protected]

Invacare – Call Joan James on 01656 776283 or email [email protected]

Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: [email protected]

Sunrise Medical – Laura Payne on 01384 421 538, email [email protected], or visit www.SunriseMedical.co.uk/STEPS

Global Training by Silvalea - +44 (0) 1626 331655 [email protected] or visit www.trainingbysilvalea.com

Quantum Rehab – Call 01869 324600 or email [email protected]

Pride Mobility – Call 01869 324600 or email [email protected]

R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on [email protected]

Electric Mobility – Call Sharon Newton on 01460 258118 or email [email protected]

Disabled Living – Call 0161 607 8200 or email [email protected]. Visit http://www.disabledliving.co.uk/Training/Events---Courses

Kirton Healthcare – Email: [email protected]

JCM – Contact Rachel Davis on [email protected]

http://www.disabledliving.co.uk/Training/Events---Courses







http://www.trainingbysilvalea.com





Check the ‘Jobs On Offer’ section of the website for more opportunities

“We recruited two Product Specialists solely using THIIS. For our business, THIIS would certainly be our first (and probably only) consideration.”’ Richard Smith, Sales Manager, Accora

jobs on offer

Area Sales Manager for Homecare Products Excellent Salary Package

Invacare as one of the world’s leading providers of mobility and homecare equipment has experienced unprecedented growth in recent times.

Our business continues to expand and we currently have a vacancy for a talented person to join our team to cover our Eastern Region.

To be successful in this role the candidate must possess a thorough understanding of the NHS and dealer markets. Previous experience of the manual handling, home care and Bed market would also be a distinct advantage.

Key responsibilities will include both the development of new business opportunities together with the retention and development of existing customers.

To fulfi l this demanding role, we are seeking self motivated, target driven individuals with excellent communication, presentation and negotiation skills.

Strong IT skills and the ability to analyse information together with fi rst class attention to detail is also prerequisite for the role.

If you feel you can match up to this specifi cation, please send a covering letter and an up-to-date CV to the HR department at: Invacare Limited, Pencoed Technology Park, Pencoed, Bridgend, CF35 5AQ or e-mail [email protected].

NB: This recruitment will be handled directly hence no agency contact is required.

Closing date for applications is 25th October 2014.

Sales Executive/RepresentativeRise and Recline Ltd. have for 14 years, been manufacturing bespoke furniture for the healthcare markets.

We are looking for a Sales Executive/Representative to join our growing sales team for the mobility division of our expanding business. We require a self-motivated punctual and highly driven candidate with the view to develop our sales nationwide.

Reporting directly to the Directors, you will be required to:

• Promote/sell bespoke manufactured electrically operated chairs and beds in to the mobility market

• Be responsible for the business development and sales growth within the area

• Maintain the existing customer base and relationships

• Develop new business

• Deliver the company’s products

and provide full customer training

Full training is given and the position comes complete with a company phone and van.

Ideally the successful candidate will live in the Nottingham area and must have:

• A full driving licence

• Excellent time management skills

• Be willing to work away from home

• A positive/can do attitude

• Excellent customer service skills

• A professional and smart appearance

• The willingness to learn

• The ability to communicate at all levels

To apply, please send a CV and covering letter by the 20th October 2014 to:

Darren Rose, Rise and Recline Ltd, Units 5&6 Palmer Business Court, Manor House Road, Long Eaton, Nottinghamshire, NG10 1LR

Or email to [email protected]

http://www.invacare.com

http://www.riseandrecline.co.uk

http://www.davidlynchtailoredslings.co.uk

October 20-23 2014 – Medtrade – Atlanta. www.medtrade.com November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.ukJanuary 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.comJanuary 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www.movingandhandlingpeople.co.ukMarch 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry. Call 0161 607 8230/8223 or email [email protected] 30 – April 1 2015 – Medtrade Spring, Las Vegas. www.medtrade.comApril 28-30 2015 Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.ukOctober 20-23 2014 – Medtrade – Atlanta. www.medtrade.com November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de

EXHIBITION & EVENT GUIDE

70 www.thiis.co.uk

An occupational therapist who has designed a new bath board to improve the safety for those with mobility problems is searching for a licence partner to turn her idea into reality.Ginnie Garlick says that when patients use bath boards which are laid across a bath, there is no space for shower curtains to hang in the bath, meaning water spills onto the floor which causes a mess and could potentially risk an injury.

Ginnie has worked with Paul Magee, senior product designer at Coventry University Health Design & Technology Institute (HDTI), to create a perforated aluminium bath board which provides a space for the shower curtain to slip into. The project was supported by the Coventry University SME Engagement Fund.

Ginnie, who works as an occupational therapist at the Royal Hospital for Neuro-disability in Putney, London, is now searching for a licence partner to develop the idea.

“I have worked with disabled and frail clients over

a number of years and a common complaint about bath boards is that the shower curtain doesn’t close properly,” she said. “Water always splashes onto the floor which presents a risk because there is always a danger of slipping over and causing an injury. I couldn’t find any products which solved the problem so I decided to design my own.”

She added: “HDTI has been really helpful. They arranged funding which covered 50% of the project costs. I’d like to licence it to an equipment supplier who is able to manufacture and sell the product themselves, and pay me a small royalty or a similar arrangement.”

You can contact Ginnie at [email protected]

NEW BATH BOARD DESIGNED BY OT

“I couldn’t find any products which solved the problem so I decided to design my own”

http://www.medtrade.com

http://www.careshow.co.uk

http://www.medica.de

http://www.kidzupnorth.co.uk

http://www.otshow.co.uk

http://www.arabhealthonline.com



http://www.naidex.co.uk

http://www.healthpluscare.co.uk

http://www.mobilityroadshow.co.uk

http://www.rehacare.com

http://www.tradedays.co.uk


http://www.careshow.co.uk


http://www.medica.de


Designed for client comfort, versatility and performance, Sidhil’s latest Solite UK bed is the highest specification product in its class.

Designed and made in the UK.

Contact our sales team for details: t: 01422 233 000 / e: [email protected]

Service • Maintenance • Rental

Solite UK 4 on transport stand

Made in the UK for the health of the nation

Nationwide Service Centres

• Glasgow• Halifax• Warrington• Kettering• Sutton• N. Ireland

• Short term rental solutions available as an alternative to outright purchase

• Product Servicing - All Makes / Decontamination / Spares

C

M

Y

CM

MY

CY

CMY

K

THIIS_SOLITEUK_OCT13.pdf 1 18/10/2013 11:35

http://www.sidhil.com

Providing news and views in the trade since 1999

THIIS is produced for BHTA Engage by:Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQTel: 01536 710050 E-mail: [email protected]

BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.

AD

D A

NEW

AN

GLE

The Minimo revolution continues to unfold with the new Minimo Plus.

The lightweight Minimo Plus now opens up the opportunity for retailers

to supply a high specification, mid-sized 4mph scooter that folds in one

easy movement. The ultra-lightweight lithium battery can be lifted

strain-free with only one finger - remarkable.

Offer something different.

It is mobility plus extras.

The UK’s leading range of mobility products since 1985 Team of the Year

la

rger

pn

eum

atic

tyr

es •

mo

re p

ow

erfu

l co

ntr

olle

r •

hig

her

gro

un

d c

lear

ance

•

enh

ance

d, u

ltra

-lig

htw

eig

ht

•b

atte

ry f

or

extr

a ra

ng

e

hig

her

wei

gh

t ca

pac

ity

•

ligh

twei

gh

t an

d c

om

pac

t •

inte

gra

ted

lig

ht

•

01

78

7 8

82

24

4

SA

LES@

TGA

MO

BIL

ITY.

CO

.UK

WW

W.T

GA

MO

BIL

ITY.

CO

.UK

NEW

MinimoPLUS

0729TGAadThiisOctOBC14v2.indd 1 30/09/2014 09:00


http://www.tgamobility.co.uk

thiis oct 14

Documents