Issue 22 - June/July 2010

To keep on top ofyour game, there’s nosubstitute for training

Meet your trainers on pages 8 and 9

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As I began writing someweeks ago, the election wasin its last throes and I waspondering what theoutcomes might be. There had been a fewpressing meetings with theDoH pushing industry forcost-efficiency ideas andpolicy, with BHTA working foryou, trying to create bettertrading conditions andopportunities.What had become clear inthe last days of theadministration was that atlast the authorities seemed tohave recognised theimportance of the sectors youall operate in and can see thecollateral value your productsand services bring. Prevention, keeping peopleout of nursing homes andsecondary care, improvinglife quality is our game. Wedo it well and I believe wehave a major contribution tomake.And now, when I returned towriting this, we have a newgovernment which I am sureis surprising us all daily as to

how political opponents canbe brought together for thepublic good. I hope we will see the samedesire to work with industryin the interests of improvingthe provision of AssistiveTechnologies and awillingness to listen to ourcalls for change!You will all have seen ourposition paper on costefficiencies - a real attempt tobring about a better way forpatients to receive AssistiveTechnology products andservices. Yes that is all about changethat both David Cameronand Nick Clegg wish to see.By encouraging the newgovernment to recognise theimpact you can all bring,

understanding how yourtechnology improves livesand maybe spending a littlemore, the results will bringabout the cost-effectivenessthat is clearly going to berequired. I have listened to many ofyou expressing concerns atthe potential for a negativeimpact on the sector thatNHS Supply Chain potentiallymight have such asrationalisation, a failure torecognise services and thelong term needs of people,and how this will bedisastrous for innovation,choice and profitability of thesector. We must convince them ofthe merits of widening choiceand taking up new innovative

ideas and not the least a newway of doing things.Your Trade Association, Itrust, is well positioned tointerface with the newadministration in the interestsof bringing about a positivechange. The Prime Minister, I am sure,is sincere in his pleas forchange but that will onlycome about by listening andus pushing forward our case.

Director General’sdiary

DG calls for change and forGovernment to work moreclosely with our industry

Business Barometer 3Naidex exhibitions 4&5Members’ News 6Life as an ILDA winner 7Working together can make a difference 7BHTA Training 8&9

Hearing Care companies 10Meet the new Auditor 10What the Code means in practice 10ATP Society 11Welcome to the new BHTA members 12&1360-second interview 14Who’s who at the BHTA 15Section Chairmen 15

Contents

Sky high satisfaction!The overall service from BHTA members just keeps getting betterand better. The analysis of the customer satisfaction cards forthe past year (to March 2010) shows that 99% of customers ratethe overall quality and service as Very Good or Good. That’s upfrom 97% in the previous two years.

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Gauging the prevailing moodWe asked owners and directors of companies exhibiting at and visiting Naidex to helpus get an accurate feel about the mood of the industry by taking a couple of minutesand answering, honestly, 8 simple questions.� The survey was completed on a totally anonymous basis.� The results are based on 144 completed questionnaires. Of these, 124 of themwere completed by suppliers and 20 by retailers.� The Business Barometer was produced in association with THIIS (The HomecareIndustry Information Service)

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Naidex - taking that

Naidex 2010 took place in April (20th-22nd) and was the biggest success theshow has seen in its 35 year history.With visitor numbers of 11,500, anincrease of 6% on last year (subject toABC Audit) and 380 exhibitors, including100 BHTA members, it was clear the showhad reached a new height of success.Increased exhibition space and theintroduction of new features meant thatthere was great anticipation prior toNaidex 2010 and both old and newfeatures ensured there was something foreveryone. The CPD Seminar Theatre offered CPDaccreditation for healthcare professionals,while the new Car Zone saw a strongfollowing of support, as did theCommunication Village, showcasingassistive technology from leadingcompanies such as BT and TobyChurchill.The New Product Showcase was aspopular as ever with a record number ofover 100 entries this year. Winning the majority of votes was BHTRAmember Mangar International who werepresented with the New Product of theYear Award, for its innovative MangarBack Saver. This product was designed to makegetting a wheelchair into the back of a cara less arduous task. Anothe BHTA member, Etac UK camesecond with the Etac E800 range ofpowerchairs, and SpaceKraft came thirdwith the Interactive BubbleWall Panel.Voting was done by visitors to Naidex viaan interactive polling station at the show.“There was a fantastic turn out at Naidex2010, and we couldn’t have asked formore support from members of the trade,healthcare professionals and members ofthe public,” commented Event Director LizVirgo.

Lorna Charlishfrom NaidexorganiserEmap presentsthe awards tothe NewProduct of theYear prizewinners.

JulianCobbledick,Gerald Simonds,Ray HodgkinsonMBE andGraham Collyeron the BHTA/ATP Societystand.

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Naidex South will takeplace at London’s ExCeLfrom 29-30 September2010 with the aim ofproviding an ‘all under oneroof’ location for thosewho are living withdisability where they cansee, touch and compareequipment, resources andinformation that can maketheir lives moreindependent andenjoyable. London Councils estimatethat there are 1.4 milliondisabled people in theCapital and independentresearch carried out onbehalf of the organisersshowed that there is astrong need for a Londonexhibition to support thosewho are unable to committo such a long journey.BHTA members whoexhibit will have theopportunity to be part of a

new and exciting Londondisability and healthcareevent, which will allowthem to reach a marketthat has been relativelyuntouched in recent years.The exhibition will includea CPD Seminar Theatre,Lifestyle Theatre, CarZone, KideQuip Area,Communication Village,DLF Information Point anda new feature, NaidexHeart. This will be locatedcentrally to the exhibitionacting as a hub for visitorsto get help and advicefrom charities and pick upmagazines andinformation.For more information onspace availability, or tobook a stand contact Lizand the team on 0207 7283723 or visit www.naidexsouth.com

next step together ...

New Londonshow unveiled

Disabled model Shannon Murray opened the show andspoke to exhibitors and visitors

Naidex provided an opportunity for visitors to learnmore about new equipment

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MEMBERS’ NEWS

Careflexmoves tonew facility

In the Bulletin, we include articles about what some of our many member companies are up to. Sohere are articles about Careflex’s grand opening, Uniscan scooping a prestigious award as well asfeedback from a couple of the one hundred or so member companies who took space at Naidex.

Uniscan’s caringside is rewardedBHTA member Uniscan, whomanufacture walking framesout of their factory in Basildon,has proved that you don’thave to be a big company tocare about the environment. At the 2010 Essex Countywide business awards Uniscanwere award winners in theEnvironmental Awarenesscategory. Over 300 Essex basedcompanies contended to beshort listed, the highestnumber of entries in thecompetitions 13 year history.

A total of 80 companies wereselected as finalists competingfor 33 awards in 14 categories.Applications in theEnvironmental Awarenesscategory were whittled downto just 9 finalists. Recycling, energy saving andzero land fill in combinationwith a commitment to utiliselocal suppliers therebyreducing delivery mileage andemissions convinced thejudges that Uniscan’senvironmental policy was ofthe highest calibre.

Geoff Morris, sales and marketing Director receives theaward from County Councillor Sandra Hillier and KeithSmith from Basildon District Council Green Forum

Member company Careflex,makers of specialistrehabilitation and supportchairs has expanded to newfacilities in Newton Abbot. Jo Grant, a spokesman forthe company, which has 42employees, said “Over thelast few years as we haveincreased our market shareand introduced new prod-ucts to the market, werealised we needed to moveto new custom builtfacilities. “This means we can planfor expansion and give ourworkforce much neededspace within the modernworking environment.”The company is also hopingto expand into a range ofpaediatric chairs. It wasfounded in 1995 in Torquayand moved to a 10,000square foot unit in 1998.

Portaramp welcomes BHTAmembers at Naidex relaunchFollowing the restructuring ofthe organisation in 2009 andthe subsequent acquisition byMandy Lancaster and NigelBrowne, Portaramp is onceagain delivering accesssolutions that lead themarketplace.Portaramp now designs andmanufactures all products atits new facilities near Thetford.All ramps encompass thelatest in light weight, yetrobust aluminium compositeconstruction, enhanced byunique slip resistanttechnology. Each ramp is assembled byhand and bespokespecifications can be offered

to commercial and domesticclients alike.Mandy Lancaster commented“We felt the time was right tore-launch ourselves at Naidex2010.

“We welcomed members ofthe BHTA onto our redesignedstand. “Portaramp always has andwill continue to value itsrelationship with the BHTA.”

TGA unveils four new productsAt Naidex this year, TGAsuccessfully launched fournew products, increasedsales by 57% compared toNaidex 2009 and welcomedcelebrity model ShannonMurray to its stand. The whole event was a hugesuccess which can beattributed to several factorsas explained by Daniel Stone,

TGA Operations Director:“Our complete portfolio hasalways attracted largeamounts of interest in thetrade due to our market-leading reputation for qualityand service. The commitmentof dealers to purchase andpre-order units in such largequantities, must be the resultof our 2 and 3 year standard

warranty packages, whichgives the dealers the ability tomaintain excellent marginsand the peace of mind inselling such a soundinvestment to end users. It’sall about added value thesedays and I can confidentlysay that the whole TGAproduct range delivers justthat.”

Nigel and Mandy at Naidex

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David N. Russell considers the effectiveness of a coalition in testing times

Working together canmake a difference ...Like many people I imagine,election night was a prettylong one for me.

I managed to drag myselfaway from the TV in the earlyhours of the Friday morning.

Unfortunately, each time Ithought it would be a goodidea to get to bed, somethingelse happened that was eitherinteresting, unusual or justplain remarkable.

Almost certainly, by the timethis item is being read, a dealwill have been done by acouple or more of the partiesand they will be workingtogether.

They might not haveenvisaged it, they might nothave wanted it, but they willbe working together.

Working together issomething that some

businesses do very well andthat some don’t take muchinterest in.

It’s one way to gauge thestrength of a business.

Just how many relationshipsexist and what do they bringto the party?

It’s easy to plough a lonelyfurrow and ‘keep yourself toyourself’, but networking andfinding areas of commoninterest can be the trigger foradditional growth in anybusiness.

Of course, BHTA membercompanies have a realadvantage in the ‘networking’stakes if they want to getinvolved and be pro-active.

I suppose the simplestexample of ‘working together’would be for a retailer to findbusinesses, groups and

organisations to work withlocally.

They could range from thelocal Arthritis and MS group,the local plumber of builder.

The one thing that applies toeach, is that they are face toface with potential customersevery day.

Spending time buildingrelationships and workingtogether can be one of themost powerful ways ofgaining an advantage intesting times.

Our political parties have justhad the opportunity todiscover that for themselves,but it’s an option open tobusinesses at any time.

� David is publisher of THIISmagazine and websitewww.thiis.co.uk David N. Russell

Life as an ILDA winnerAfter our telephone call fromStephen Rigg announcing thatTrabasack Curve ‘Connect’, laptray travel bag, had beenselected as a finalist for theBHTA Independent Living DesignAwards, we knew that ourbusiness Equip-able Ltd hadmade a great leap forward onthe path of growth.The award winning TrabasackCurve with a 'connect' surface isa new wheelchair or buggy traythat can also be used as a bag.It has a soft tray surfacecovering that you can attachthings to using 'hook' tape. It is light weight and easy toattach to chairs and we wereconfident it had impressed thejudges.The night of the BHTA Awardswas one of the highlights of anexciting year for us. We reallyenjoyed the atmosphere andcamaraderie of the BHTAmembers who were all veryfriendly to us ‘new kids on theblock’. Hearing Angela Rippon’sanecdotes and meeting AdeAdepitan were also unexpectedpleasures.

Since the event the award hasenhanced our credibility andgiven respectability to ourproduct within the industry. It moved our product frompossibly being perceived as a‘new idea that might work’ to‘endorsed by the industry’s topassessors’. We also benefited from thenetworking opportunities theaward gave us. We now havebusiness with a previous year’saward winner, and have beenhelped by other finalists. We had regional press andnational industry trade presscoverage following the awardand networking helped us reachnew retailers and markets. As a young company we arequick to take advantage of newmedia. As well as busy facebook andtwitter pages, we achieved theadvertisers’ dream of a viralvideo. Two young musicianscreated a quirky You Tube videofeaturing Trabasacks. The videoshows how an ipod can beattached securely, just as manyof our customers use the

Trabasack founders Clare and Duncan Edwardswith Ashley Puckering at the Naidex exhibition

connect surface forattaching switches andcommunication aids. Thevideo has been watchedover 250,000 times in lessthan a month. It also fea-tured on American TV andthe website of Hollywoodsuperstar JustinTimberlake.

At Naidex this year ourstand and productpackaging were enhancedby the ILDA award logo. We found the process andwinning of the awardhugely beneficial, and weintend to try for anotherone in the future!

Clare Edwards

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Why companiessend their staffHandicare’s UK Marketing Manager, EddiePeacock, says “we think it’s absolutelyperfect for our industry… we’ve sent all ofour people as it gives them an idealgrounding”.

Francesca Garman, Director of Personnel,Mangar International says, “We send allmembers of the sales management teamas well as our customer care infieldengineers on these courses.

“They have been excellent and provide athorough and professionally high standardof contribution towards our on-goingsales training process”.

BTEC CertificateLearning OutcomesThis carefully structured 3-day BTECcourse covers a host of topics includingthe principles of a holistic person-centredassessment, asbestos awareness wheninstalling AT into homes, mental healthissues and dementia, as well as theprinciples of safe moving and handling, toname a few. To secure the BTEC ProfessionalCertificate attendees are required to sit anend of course exam and mustdemonstrate they have understood all ofthese key learning outcomes:

� Ability to conduct a Person-CentredAssessment for Assistive Technology

� Understand Anatomy and Physiology,and Neurological and Arthritic Conditions

� Understand and implement InfectionControl stand precautions

� Understand the Regulatory andStatutory Requirements involved in theprovision of Assistive Technology.

To help them achieve this we have a teamof highly qualified knowledgeablespeakers delivering the course.

Meet the SpeakersNaturally on day one we meet thecustomer to learn more about theirpersonal needs and expectations. Steven Rigby, a wheelchair user and hiswife and carer, Ilona share in a movingand powerful way the realities of livingwith a disability and how AT products andservices can make all the difference.

This is followed by Martin Austin whoexplains the differences between themedical model and social model ofdisability.

David Carrington-Porter, RNIB, was bornwith congenital cataracts leading to totalblindness. He explains how visually impairedcustomers may prefer to communicate toovercome communication barriers.Similarly, speakers from RNID join us toexplain the preferred communication stylefor many hearing impaired people.

Christine Turner, an extremelyexperienced Occupational Therapist leadsthe group through the factors thatinfluence the holistic principles of an indepth person centred approach toassessment.

Senior Medical Device Specialist, MauriceRand from the MHRA kicks off day two,by helping us identify the regulatoryrequirements applicable to manufacturingand selling Assistive Technology whilstclearly unpacking the role of the MHRAfor this industry!

Physiotherapist, Diane Howell, thenskilfully brings to light the Anatomy andPhysiology of a Well-Functioning Person.She explains the progression routes ofcommon debilitating neurological andarthritic conditions, and then how toanalyse the resulting impairments of theseconditions to facilitate correct purchase ofassistive technology.

Christine Turner

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The BTEC Professional Certificate in Healthcareand Assistive Technology (Level 4) has beensecured by dozens of staff from BES, Handicare,Mangar and Totally Active, plus many othersfrom NRS, Mountway, Special Orthotic Servicesand Theraposture over the years.

Julia Blundell, BHTAEducation andTraining Manager

Steven and Ilona Rigby

Martin Austin

Maurice Rand

Diane Howell

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On the third and final day, Helen Ingram aSpecialist Moving and Handling Trainer,talks us through the legislativerequirements of Moving and Handlingbefore beginning a more practical sessiondemonstrating safe moving and handlingtechniques.

Frances Kent, Equipment ResourceClinical Nurse Specialist, coversDecontamination and Infection Controlexplaining how to prevent and control thespread of infection, and discusses bestpractice in transporting and collectingequipment.

Occupational Therapist, Kay McArthur,considers the many effects physicaldisability can have on an individual’s lifeand the inevitable psychological effects.This session covers depression, anxietyand dementia.

BHTA staff end the course lectures withJulia Blundell explaining the currentstatutory initiatives for the provision ofAssistive Technology, followed by SarahLepak, Assistant Director, explaining theBHTA Code of Practice and IndividualCode of Conduct and its commitment toethical behaviour and consumerprotection.

What thedelegatesthoughtTwo of last year’s attendees, ElizabethHobson, Mountway, said “I found thecourse to be extremely informativeoverall. Both social and medical aspectswere very well covered.“My perception of disability hassignificantly changed as well as myunderstanding of various conditions”.

Her colleague Laura Davies, commented“I now have a much more holistic view ofthe industry and a better understanding ofhow my role and activities impact on theend consumer”.

If you would like to be amongst the manyworking in this industry who have beenexcited, enthused and empowered bysecuring this qualification in Healthcareand Assistive Technology, then please dojoin us on the next course running inBanbury this autumn!

Many who secured the BTEC qualificationwent on to attend BHTA’s CommunityEquipment Assessor Day using theopportunity to gain a further Certificate toprove themselves competent asCommunity Equipment Dispensers!

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We are delighted toannounce that Edexcelhave fully accreditedanother BHTA course thisspring, which is nowofficially “The BTECAdvanced Award in Stomaand Continence CustomerSupport, Level 3”.The award is very timelywith the new arrangementsfor Provision of Appliancesunder Part IX of the DrugTariff coming into force onthe 1st April 2010. The new arrangements

stipulate that all DispensingAppliance Contractorsmust have arrangements inplace for ensuringappropriate training for allstaff in respect of any rolethey are asked to perform. For this reason the two-daycourse has been extremelypopular and attended byover 40 DACs customerservice staff already!Karen Clokey, Director,Labont Ltd says “I’ve sentfour key people on thiscourse already and feel we

got great value for moneyas it was very informative,and all my staff gainedinvaluable knowledgewhich helps them whendealing with ourcustomers. “But also by gaining thisBTEC Advanced Award ithelps us on the way tocompliance with theClinical GovernanceFramework, which all DACsneed to adhere to.”BHTA would especially liketo thank the PIPs Forum

and all the membercompanies who workedwith Julia Blundell inpulling this qualificationtogether.We particularlyacknowledge thecontribution from SaltsHealthcare, WilkinsonHealthcare and Labont Ltd.

� Forthcoming courses: Banbury on 8th & 9thSeptember 2010, Nottingham on 26th & 27thJanuary 2011.

Another course Edexcel accredited

Helen Ingram

Frances Kent

Kay McArthur

Sarah Lepak BTEC in Healthcare & AssistiveTechnology – Level 4Banbury: 28th – 30 September 2010

Community Equipment Assessor DayExeter: 8th July 2010Shrewsbury: 28th October 2010

Forthcomingcourse dates

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Meet the new Auditor ...Since the beginning of theyear Rob Hill has beenconducting audits of ourMembers in the South Westto check that they arecomplying with the terms ofour Code of Practice.Hopefully far more a friendthan an ogre, he has foundthat generally Members arekeen to show that they takethe Code very seriously andthat they are more thanhappy to accept hissuggestions of ways in whichthey might do even better. After all, there is little point in

belonging to our Associationand displaying the logo onyour windows unless you arecommitted to the aims thatthe Code demonstrates.Rob has come to ourindustry late in life as he is aretired Bank Manager. “I was one of the last of theproper Bank Managers whowere there to help and adviseand set you up with the rightfacilities without selling youeverything under the sun,”says Rob. “I spent severalyears auditing BankBranches and Departments

and this experience hasstood me in good stead inmy present role. “I’m hoping that Memberswill accept me as an advisorwho fully supports the aimsof the BHTA and is notsomeone just ticking theboxes for the bureaucraticside of the Office of FairTrading. “I am enjoying getting outand about and meeting themany lovely people whopopulate this diverseindustry.”

Rob Hill

A new sector for hearing carespecialists has been launchedby the BHTA and alreadymembership is growing. This latest expansion for theassociation comes following areorganisation of the way bothhearing aid dispensers and thecompanies that employ themare regulated.From April 1st this year theHearing Aid Council wasabolished as part of aGovernment review ofquangos, and the HealthProfessions Council – whichregulates a variety ofhealthcare professionals

including physiotherapists -took over regulation of thedispensers. Unlike the HAC the HPCdoesn’t regulate companies,and during the negotiationswhich accompanied thewinding-up, it became clearsome demonstration wasneeded that these Companiescould, and would becomeself-regulating. The dispenser’s professional

body, The British Society ofHearing Aid Audiologists, tookthe lead and investigatedsetting up an OFT approvedConsumer Code. However BSHAA quicklydiscovered that this was not aproject that could becompleted in time and in anycase such a code alreadyexisted through the BHTA. Talks took place between thetwo bodies and it quicklybecame clear that the hearingcare sector faced much thesame issues as many of thebusinesses represented in theBHTA membership and it

made sense for BHTA tointroduce a hearing caresector. Because BSHAA already has acomplaints resolution processit was agreed that they wouldalso resolve any complaintsmade against hearing carecompanies through the BHTACode of Practice.It makes good business sensefor companies to join theBHTA not least because, asexisting members will alreadyknow, the OFT approved Codegives a distinct competitiveadvance in a very crowdedmarket place.

Association offers aid tohearing care companies

Every member company ofthe British Healthcare TradesAssociation supports andabides by the BHTA Code ofPractice. This is the only code to havefull Office of Fair Tradingapproval in the healthcareand assistive technologysectors. This means that they arecommitted to treating you,the customer, courteously,fairly and professionally,every step of the way:� A guarantee of goodcustomer service. � All the products sold willbe of suitable quality and willmeet your genuine needs. If

your product needs regularservicing, explanations andlikely costs will be given.� All communications,including contracts, will bewritten in plain,understandable language.� They will only make honestand truthful claims and theinformation will be clear andjargon-free.� The individual needs ofeach customer will berespected.

� Their selling techniques areethical and staff memberscarry out only those tasks forwhich they are trained.� All relevant legislation willbe complied with.� They will behave in amanner to justify public trustand confidence. � They will provide a clearexplanation of any applicablecooling-off period. � They will adopt an ethicalapproach to sales conductedin a customer’s home.� They will give a highstandard of after salesservice and ensure promptservice and/or repair.

Operating to higherstandards of customerprotection than the lawrequires means:� They are committed totreating you fairly if problemsarise.� They offer a responsiveand user-friendly procedurefor the resolution ofcomplaints.� They offer free or low costdispute resolution andaccess to arbitration viaBHTA if agreement can’t bereach with you on how tosort out a problem.

You can download the Codeat www.bhta.com

What the Code means in practice

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BEDS AND SUPPORTSURFACES

Kinderkey Healthcare LtdUnit B, Advance Park,Park Road Rhosymedre,Wrexham LL14 3YRTel: 01978 820714Email:contact@kinderkeyinter-national.co.ukWebsite:www.kinderkey.co.uk

Prius Healthcare UK LtdUnit 28, Longfields Road,Carlton Barnsley S713HTTel: 01226 770225Web:www.priushealthcare.co.uk

CHILDREN’SEQUIPMENT

Jenx LimitedWardsend Road,Sheffield, SouthYorkshire S6 1RQTel: 0114 285 3376Emasil: info@jenx.comWebsite: www.jenx.com

CUSTOM SEATING

Mobility Scotland LtdUnit 28, 3 CampsieRoad, Campsie BusinessPark Kirkintilloch,Glasgow G66 1SLTel: 0141 775 0396Email:info@mobilityscot-landltd.co.ukWebsite:www.mobilityscot-landltd.co.uk

DISPENSINGAPPLIANCECONTRACTORS

Surecalm Healthcare(incorporating Alphamed,BCA Direct, HomestylePositive)The Coach House, 1Hedge Place RoadHorns Cross, Dartford,Kent DA9 9JZEmail:info@surecalm.com

Coloplast LtdNene Hall, PeterboroughBusiness Park Peterborough PE2 6FXTel: 01733 392000Website: www.coloplast.co.uk

eCAT

Ability World Ltd43 Svenskaby, OrtonWistow PeterboroughPE2 6YZTel: 0845 4747 245Website:www.ability-world.com

FAME

Healthmed SuppliesJDI Business Centre,1-11 MerseyviewBrighton-le-Sands,Liverpool L22 6QATel: 0151 931 4636Email:enquiries@healthmed-supplies.co.ukWebsite:www.healthmedsup-plies.co.uk

Lewis’s Medical Supplies(Pleskark Ltd)Bankside House,Bankside Business ParkCoronation Street, SouthReddish, StockportSK5 7PGTel: 0161 480 6797Email:sales@lewis-plast.co.ukWebsite:www.lewis-plast.co.uk

HEARING CARE

21st Century Hearing Ltd12 High Street,Brompton, Gillingham,Kent ME7 5AETel: 01634 848441Email:info@21stcenturyhear-ing.comWebsite: www.21stcenturyhear-ing.com

Acousticare Limited7 Marline Road, Poole,Dorset BH12 2HBTel: 01202 718563Email:enquiries@acousticare.co.ukWebsite:www.acousticare.co.uk

Ascent Hearing CarePinnacle House, 2Oakwood Square,Cheadle Royal BusinessPark Cheadle, CheshireSK8 3SBTel: 0161 495 3650Website: www.ascent-hearing.co.uk

Christian HearingServices LtdPO Box 128, Leeds,West Yorkshire LS10 9BNTel: 0800 917 7678Email: info@christian-hearingservices.co.ukWebsite: www.christian-hearingservices.co.uk

Devon Hearing Care4 Victoria Place,Promenade, Kingsbridge,Devon TQ7 1JGTel: 01548 852852Email: info@devonhear-ingcare.co.ukWebsite: www.devon-hearingcare.co.uk

Digital Hearing CareSolutions LtdMantra House, SouthStreet, Keighley, WestYorkshire BD21 1SXTel: 01535 606350Email: help@digitalhear-ingcare.org.ukWebsite: www.digital-hearingcare.org.uk

The Hearing Care CentreLtd5 The High Street,Ipswich, Suffolk IP1 3JZTel: 01473 230330Email: reception@hear-ingcarecentre.co.ukWebsite: www.hearing-carecentre.co.uk

Help In Hearing LtdSouthmead SurgeryAnnexe, BlackpondLane, FarnhamCommon, BucksSL2 3ERTel: 01753 642687Email:mail@helpinhearing.co.ukWebsite:www.helpinhearing.co.uk

Lotus Hearing Healthcare20 Wentworth Road,Golders Green LondonNW11 0RPTel: 020 8731 6070Email: info@lotus-hearing.co.ukWebsite: www.lotus-hearing.co.uk

Mills & McKinneyPractice LtdThe Portland Hospital,234 Great PortlandStreet London W1W 5QTTel: 020 7390 8057Email:info@mmhearing.comWebsite: www.mmhearing.com

J. N. Murray Ltd68 Dalton Road, Barrow-in-Furness,Cumbria CA14 1JBTel: 01229 823516Email:jnmurray.fm897@ceged-imrk.netWebsite: www.mur-rayspharmacy.co.uk

C Stanley HearingAids Ltd1 Offington Gardens,Worthing, West SussexBN14 9ATTel: 01903 262850

Wight Sound Hearing Ltd12 High Street, Shanklin,Isle of Wight PO37 6LBTel: 01983 865959Email: hearing@wight-sound.co.uk

Welcome to new BHTA members

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MOBILITY GROUPDISTRIBUTORS

Discount MobilityDirect LtdMercur House, WellsFarm, Ivy Barn Lane Ingatestone, EssexCM4 0PUTel: 01277 356822Website: www.discount-mobilitydirect.co.uk

Eden Mobility Ltd16-20 High Street, EastScunthorpeN. Lincolnshire DN15 6UHTel: 01724 855500Website: www.edenmobility.co.uk

Gowrings MobilityGroup LtdBone Lane, Newbury,Berkshire RG14 5UETel: 0845 608 8020Email: info@gowringsmo-bility.co.ukWeb: www.gowringsmo-bility.co.uk

Ledger Mobility24 Cadeby Road,SprotboroughDoncaster, SouthYorkshire DN5 7SDTel: 01302 311119Email: ledgermobility-@hotmail.co.ukWebsite: www.ledgermo-bility.co.uk

Mobility Buy Ltd15 Church Street,Conisborough,DoncasterSouth Yorkshire DN12 3HLTel: 01709 862 581Email:sales@mobility.com

The MobilitySuperstore LtdDevonshire House, 582Honeypot LaneStanmore, MiddlesexHA7 1JSTel: 0845 5055111Email: info@themobility-superstore.co.ukWeb: www.themobility-superstore.co.uk

Safe Hands Mobility Ltd (Gemini Domestic &Shopping Services Ltd)Compass House, 347-349 Cheriton RoadFolkestone, Kent CT19 4BPTel: 01303 274574Email: Folkestone@safe-handsmobility.co.ukWeb: www.safe-handsmobility.co.uk

Wheel Freedom LtdUnit 40, SpacesBusiness Centre IngatePlace, London SW8 3NSTel: 0845 258 1461Email: info@wheelfreedom.comWeb: www.wheelfreedom.com

MOBILITY GROUPMANUFACTURER

Equip-Able LtdTrading as Trabasack3 Thompson Close,Quorn Leics LE12 8UYTel: 01509 413236Website: www.trabasack.co.uk

ORTHOTICS

SoleCam7 Youngs Road, Kinson,Bournemouth BH11 9EWTel: 01202 574797Email:info@solecam.co.ukWeb:www.solecam.co.uk

Healthcare UK LimitedMillennium House, PeakBusiness ParkFoxwood Road,Chesterfield, DerbyshireS41 9RFTel: 01246 454682Email:info@healthcare.uk.netWebsite:www.healthcare.uk.net

REHABILITATIONPRODUCTS

Chiltern Invadex Ltd126 Churchill RoadBicester Oxon OX26 4XDTel: 01869 365500Website: www.chilternin-vadex.co.uk

Morris & Alexander LtdWymans Way, FakenhamIndustrial Estate Fakenham, NorfolkNR21 8NTTel: 01328 855669Email: info@morrisan-dalexander.comWeb: www.morrisan-dalexander.com

James LeckeyDesign LtdKilwee Business Park,Dunmorry, N. IrelandBT17 0HDTel: 02890 602277Website:www.leckey.com

STAIRLIFTS ANDACCESS

Eden Mobility Ltd16-20 High Street, EastScunthorpeN. Lincolnshire DN15 6UHTel: 01724 855500Website: www.edenmobility.co.uk

Freedom SeniorLiving LtdUnit B, Boyatt WoodCentre, ShakespeareRoad Eastleigh, HantsSO50 4QPOTel: 023 8061 4654

Lighthouse Healthcare &Maintenance Services15 Heath Park, Brixham,Devon TQ5 9BJTel: 01803 858587Email: nd.lighthouse-healthcare@tesco.net

Terry Lifts LtdUnit 1, Longridge TradingEstateLongridge, KnutsfordWA16 8PRTel: 0845 365 5366Email:sales@terrylifts.co.ukWebsite:www.terrylifts.co.uk

STOMA ANDCONTINENCEPRODUCTMANUFACTURERS

Coloplast LtdNene Hall, PeterboroughBusiness ParkPeterborough PE2 6FXTel: 01733 392000Website: www.coloplast.co.uk

For more information and details on how your company or you as an individual can join the BHTA,just fill out your details on the form below. Postage is pre-paid, so all you have to do is cut out thisform along the dotted line, pop it in an envelope and send it to the freepost address below.

Name..........................................Position...................................................................Company.....................................Address....................................................................................................................Postcode................Phone.......................................Mobile...........................................Email.....................................................................

FREEPOST RLXL-UTAH-CKKC, British Healthcare Trades Association, Suite 4.06, 101 Back Church Lane, London E1 1LU

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Howard Clark,chair of theStoma andContinenceProductManufacturersSection

60-SecondInterview

1. What’s the biggest change you've seen in theindustry?There has been a proliferation of products which hasresulted in individual patients having options which morefully meet their needs.2. How do you get new ideas?Usually when I’m half asleep and not thinking about work.3. What has been your biggest challenge or regret?The biggest challenge was seeing Pelican through from astart-up swallowing significant investment capital to aprofitable concern. Fortunately I was surrounded with talented individuals whoremained committed through the hard times.4. How have consumer requirements changed over theyears?Our industry has excelled at improving products andservices which in turn has raised customer expectations.5. What’s the strangest/ funniest question a consumerhas ever asked?Why did it take an articulated lorry to deliver my 10 bags?6. How did you get started in the business?Through squash. Nick Hale and his brother Paul played atthe same club. Paul needed a general manager at the same time as Ineeded a job.7. What’s your best holiday?Sailing my boat with a gentle breeze in the sunshine.8. How do you unwind?Sailing, golf, woodwork and playing music.9. If you could make one recommendation to take theindustry forward what would it be?Continue to make developments that better match productspecialisation with individual patient needs so that we cannever be branded as producers of generic goods.10. Who gave you your first break?Alcan in 1979 - took me on after university.11. Is there any one characteristic you need to work inthis industry?A long term view.12. In public life who do you most admire and why?Mandela – I could never have been so forgiving.13. What’s the best piece of advice you have everreceived?When I had my first management job and was really lost inhow to behave. I read a book which basically said ‘just pretend to be amanager-say things that managers say and do what theydo’.So I acted my way through the first week, everyoneaccepted me and it all worked out.14. If you weren't in the industry, what would you bedoing?Sailing.15. What makes you angry?Disorganisation, unpreparedness, taking people forgranted.16. What do you sing in the shower?Light opera or pop from the seventies.

Sailing, singingand having along term view

Insurance -It’s not allabout costInsurance is seen as anecessary evil whichcompanies accept they have tobuy but too often little thoughtis given to what they areactually buying. Many companies concentrateon cost when “value formoney” is a betterconsideration.If you are buying a car and twomarques cost around thesame, you would consider theadded extras/creaturecomforts that are included inthe price. The BHTA InsuranceScheme is no different.One member company recentlyasked NBJ to arrange cover.Not only did they get cover ata lower premium but they had

to test the cover as theyincurred some damage.Fortunately for them, thedamage was covered underthe scheme but had themember been insuredelsewhere they would havesuffered an uninsured loss ofabout £20,000.We would suggest that thebest way to determine whichInsurance is the better “valuefor money” is to ask yourcurrent broker if the cover thatthey are offering includes thefollowing:� FREE Goods in Transitinsurance - £5,000 any onevehicle� FREE Product Recall coverwith a limit of £250,000) � FREE Fidelity Guarantee(theft by employee) cover -£50,000 per claim

Automatic cover for:� Equipment on loan or hire� Property at Exhibitions� Exports to the USA� Efficacy cover included� Vendors Liability� Business Interruption coverthat AUTOMATICALLY includesTransits� Suppliers extension� Customers extension� Failure of Public utilities� Denial of Access

Christian Kaye, BusinessDevelopment Manager

For the best “Value for Money” insurancetake advantage of the EXCLUSIVE benefitto you as a member of the BHTA bycontacting Christian Kaye on

020 8282 8670 or email

christiankaye@nbj.co.uk

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Who’s whoat the BHTA

Ali Hussain - General administrator and secretary

Julia Blundell - Education and Trainingmanager

Stephen Rigg -Communications co-ordinator

Susan Burberry - Finance and member services administrator

Ray Hodgkinson MBE - Director General

Sarah Lepak - Assistant Director

Karim Uddin - Administrator

Six things you maynot know about ...Lynda Keen� My first full-time job was gap year voluntary work, long agoin the days before gap years were considered respectable.� I love computers. My flat is a breeding-ground for laptops.There are three permanently in residence and a fourthcurrently being fostered. However, one of these, I shouldhave drowned at birth because it’s been nothing but troublesince three weeks after its warranty period ended.� My favourite holiday destination is anywhere that involvestravel to get there, museums, art galleries and meetingpeople I know and love when I get there.� I still do voluntary work, developing and editing the LondonInternet Church community forum.� I don’t have a favourite TV programme because I neverwatch TV.� My weakness is for ice-cream but I haven’t yet found myfavourite flavour – Black Forest Gateau – here in Britain.

Sectionchairmen2010

The BHTA is the largest trade body in the healthcare field inBritain representing nearly 400 companies, small, medium andlarge, organised in one or more of 14 sections covering mostsectors of the industry. This unique sectional structure provides a platform for allcompanies to have an effective voice within BHTA and, throughthe Association, to influence the development of healthcare policies in the UK.

Beds & Support SurfacesChairman:Mick Clancy, Frontier MedicalTel: 07793 012014

Childrens’ Equipment (NEW)Chairman: Kieron SlocombeR82 UK LtdTel: 0121 561 2222

Custom SeatingCo-chaired by Richard Earl, Chas A Blatchford & Sons Tel: 07736 116295 and Alan Wombell, RMS Ltd Tel: 01634 578881

Dispensing ApplianceContractorsChairman: Mike Sawers,Hollister LtdTel: 07711 498310

Decontamination andInfection ControlChairman:Nigel Heales, Joerns Healthcare LtdTel: 01384 446622

eCATChairman: DavidWeatherburn,Ability World LtdTel: 0845 474 7245

FAMEChairman: Andy Pear, Reliance MedicalTel: 01260 297292

Mobility GroupChairman: Simon Biddulph,Days Healthcare UK LimitedTel: 01656 664700

OrthoticsChairman: Ian Eaves, Patterson MedicalTel: 01536 527201

Pressure Care, Seating &PositioningChairman: Philip Charlton-Smith, Sumed InternationalTel: 01295 270499

ProstheticsChairman: Michael O’ Byrne,Opcare LimitedTel: 01235 552828

Rehabilitation ProductsChairman: Joe Cavanagh,JFC Consultants LtdTel: 07747 862728

Stairlifts & AccessChairman: Angus Long,Embryonyx LimitedTel: 07968 421 428

Stoma & ContinenceProductsChairman: Howard ClarkGreat Bear Healthcare LtdTel: 02920 747770

The Sections and the Section Chairmen are:

Chairman:Phil Isherwood, NRS Tel: 0845 121 8111

Vice Chairman:Mike LordMinivator LtdTel: 01384 408700

Sue Curtis - Business developmentmanager

The British Healthcare Trades AssociationAt the heart of healthcare since 1917.New Loom House, Suite 4.06, 101 Back Church Lane,London E1 1LUTelephone: 0207 702 2141 Fax: 020 7680 4048Email: bhta@bhta.com Website: www.bhta.com

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