thiis trade magazine - september 15

A spring in the step for ramp sales

DEAL ON OFFERS

RETAILER FOCUS

TRADE DAYS UPDATE

NEW ON THE MARKET

For everything new

TRADE MAGAZINE

Issue 204 September 2015 Providing news and views in the trade since 1999

MENTORING REVOLUTION

TIME TO SELL?

making life better by design

We decided it was time to introduce contemporary design and new levels of comfort to furniture for the independent living sector. We also wanted to make it choosing style, functionality and fabric selection simple. We created accentu8 - British designed and made rise and recline chairs, engineered and crafted with care and so easy to select for every need. We look forward to the introducing you to accentu8, a world where we redefine motion furniture.

Angela Gidden MBE, Consultant Creative Director & Designer, accentu8

www.accentu8.nett 01446 776111

explore accentu8 today and receive our brochure

www.thiis.co.uk 3

In this issue we are featuring a retail outlet that can be genuinely described as being unique. There are lots of different sectors in our marketplace and the business we have covered is targeting a niche that very few others will be looking at right now. As you might expect, with just a few weeks to go until Trade Days, we have plenty of information about what you will see at the trade-only event.

After a great start last year, the show has developed further, with a larger exhibition floor and big names such as Pride, Ottobock and Invacare booking in for the first time.

In fact, its very likely that the exhibitor list includes the vast majority of your suppliers all of whom are looking forward to seeing you over the two days to discuss business in a very different atmosphere to anything you will have experienced before at a show.

If you can afford the time, then we strongly suggest being there for the two days, there will be plenty going on to keep you and your team members busy.

Well be there, of course, with a stand right inside the entrance and so come along and say hello and tell us your news.

David N RussellEditor

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

Assistant EditorCalvin Barnett 01933 [email protected]

Advertising EnquiriesEd, Jayne or Sue01536 [email protected]

from the editor 30I think it has potential to be a major benefit for our stockists

34A key tip is not to sell to the first company that shows some interest

48In my view the NHS is failing our communities by not being able to provide the right equipment at the right time

44If customers need us, then they will get the shop

You can find THIIS on Twitter at: wwwthiiscouk

On the front...A very different approach to increasing sales. See page 16

making life better by design

We decided it was time to introduce contemporary design and new levels of comfort to furniture for the independent living sector. We also wanted to make it choosing style, functionality and fabric selection simple. We created accentu8 - British designed and made rise and recline chairs, engineered and crafted with care and so easy to select for every need. We look forward to the introducing you to accentu8, a world where we redefine motion furniture.

Angela Gidden MBE, Consultant Creative Director & Designer, accentu8

www.accentu8.nett 01446 776111

explore accentu8 today and receive our brochure

Dont be shy, why not get in touch...

and many more

More suppliers joining TRADE DAYS every week! 18th & 19th October 2015 / NEC Birmingham

David, Primacare

Linda, Freerider

Daniel, TGA

Matt, MK Battery

Tom, Flexel

Mark, Able2

Elaine, Electric Mobility

Mark, Karma

Meet over 150 suppliers

Network with 1,500 of your colleagues and friends

Take advantage of the exclusive trade deals and save

Choose from a packed programme of free business, sales

and marketing seminars all designed to grow your business

Join us again at the UKs sole TRADE ONLY

business to business event for the mobility,

living aids and assistive technology industry.

What a brilliant event! It is great to have a trade only show and we have not only made

new contacts but have also done some business. I will 100% be here again next year .

Joe Ganatra, Cleethorpes

Supported by:

Register for your FREE place now at www.tradedays.co.uk/register

A & D Instruments Ltd

Able2 UK Ltd

Ableworld Franchise

accentu8

Access Needs

Active Living by Paroh

Aidapt Bathrooms

Airospring Medical Ltd

Alert-it Care Alarms

All Batteries UK

amplicomms

Aquarius Porta-Bidet

Assistive Partner Ltd

Autochair Ltd

BATHEX (Bathroom + Shower Accessories) Ltd

Bealift Bath Aid

Beauty & Brows

BES Rehab Ltd

BHTA

Bibbleplus Dignity Bibs

Blue Badge Company

Brig-Ayd Control

Camelot Furniture

Capatex Medical

Care Designs

Carpenter

Cavendish Healthcare

CEDAB

Cefndy Healthcare & Manufacturing

Classic Canes

Cosyfeet

COTSSIP

Courtney Associates (Global)

CPC Battery Services

Dartex Coatings

Disabled Living Foundation (DLF)

Drive Medical Ltd

Easy Move Sheets

Easylink UK

Eazy Beds

Electric Mobility Euro

Electric-Trikes-N-Bikes

Embryonyx Ltd

Enable Access

Etac supplied by R82 UK Ltd

Eurocastors Ltd

Experia

F A Parkes/STABILUS UK

First Senior Group

Flexel UK Ltd

Flexyfoot

Forever Living (UK) Products Ltd

Freerider UK Ltd

Furmanac

Geemarc Telecom Ltd

Globaleather.com

Guy-Raymond Engineering Company

Haze Batteries UK Ltd

Healthcare and Assistive Technology Society

Healthcare Distribution Direct Ltd

Healthcare Matters

Here To Help Mobility Company Ltd

Hertford Shelving Shopfitters

HMS Vilgo - Pharmaouest

Horizon Mobility Ltd

Hospital Direct

Incy Wincy - Specialist in Incontinence Swimwear

Invacare Ltd

Invictus Active

Isagi Ltd

Ivanhoe Trading Ltd

Jetmarine

Karapharm

Karma Mobility

Kinetic Media Limited

Kymco Healthcare UK

Langham GE

Leoch Battery Shenzhen Corp

Lifemax

Limbo Products

Loxfield Innovative Products

Mackworth Healthcare

Manbat

Mark Bates Limited

Medequip

MG Retail Consulting

MK Battery

Mobility Choices

Monarch

Ontex Healthcare UK Ltd

OPPO

Osprey Healthcare

Ottobock

Patterson Medical Ltd

PDS Hygiene

Platinum Batteries

POTS Global

Pride Mobility

Primacare

Primacare Prestige

Recliners

Redwood TTM

Repose Furniture Ltd

Rika Care

Rise and Recline Ltd

RollerScoot Ltd

Roma Medical

Royams

Sandpiper

Scooter Pac

Scootertech Ltd

Select Medical

Sidhil Limited

Simplantex Healthcare Ltd

Spearhead Trade

Special Kids Company

Steroplast Healthcare Ltd

Stiltz Lifts

Sunrise Medical Ltd

Swallow Evacuation and Mobility Products Ltd

Symmetrikit

Tap2tag

Tente Castors LTD

TGA Electric Leisure Ltd

The Kirton Healthcare Group

The Ramp People

The Sticker Haus UK Ltd

THIIS Magazine

Topro Ltd

TravelJohn Products

Uniscan

Van Os Medical UK Ltd

Z-Tec Mobility

6 www.thiis.co.uk

Suppliers continue to book into the second Trade Days show which takes place on October 18-19 at the NEC. There are now 131 exhibitors already booked, with three of the latest companies to take space being some of the biggest names in the industry. Over the past couple of weeks Pride Mobility, Ottobock and Invacare have all taken the decision to be at the show and get themselves in front of the UKs retailers.

Trade Days is the only show in Europe that is produced for a retail trade-only, business to business audience in the mobility, independent living and assistive technology markets.

Show Director Matthew Butler believes that the trade supplier exhibitor list is as strong as any ever produced for a UK show. Retailers looking through the exhibitor list are going to see a large majority of the suppliers they are doing business right now, as well as plenty of companies on the look-out for retailers to work with in the future. Its a very strong show-floor and wouldnt have been possible without the backing of the large numbers of suppliers who made the launch event such a resounding success.

Of their entry to the show, Pride Mobility MD, Nick Allen says: Unfortunately we were unable to attend last years Trade Day exhibition due to budgets, and the time frame of the show. This year it fits incredibly well with the release of our new products. The show will give us a chance to display our new and exciting developments, an example of which is our new luxurious range of rise and recliners and the very latest additions to the Apex mobility scooter range. We will also be promoting our new iLevel Seat lift technology on the latest addition to the Quantum range, the Q6 Edge 2.0 Mid-Wheel Drive powerchair.

Matthew is happy to give visitors guarantees: We are confident that anyone visiting the show will find it really worthwhile, find the educational

programme interesting, find deals that will save them money and really enjoy their time at the show. Last year the overriding feeling was that everyone enjoyed being there, liked the trade-only focus and being part of the industry event. If you have team members that havent experienced a trade-only environment before, then we would encourage you to bring them along they are sure to learn lots and have time to meet plenty of people they work with day to day.

Visitors will also get simple, common-sense tips on how to generate more sales just by picking up the Show Guide, which includes a special 15 point retail growth plan.

The growth plan covers easy to implement actions that will keep retailers one step ahead of their competition.

Matthew says that providing advice like this is exactly what Trade Days is all about. From the minute visitors walk through the door at this years show, they will have access to the very best advice and support, both from the exhibitors and from the presenters of a packed two-day educational programme.

He added: Trade Days is all about everyone in the trade coming together to develop their businesses, learn new ways to do things, find new markets to sell into and to spend a couple of days just thinking about their business and all the opportunities that the marketplace offers.

The website for Trade Days is at www.tradedays.co.uk

Last year the overriding feeling was that everyone enjoyed being there

More big names join a packed show floor

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 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

are exhibiting at...

Contact your Patterson Medical Area Sales Manager or our Customer Services Team on

Tel: 03444 124 330 Email: [email protected]

Come and visit us on Stand B75

...and c ct y r FREE* Exhi Su_r l K to keep you going through Trade Days 2015. *Limited numbers available!

Register for your trade ticket and get more information at www.tradedays.co.uk/patterson

Come and meet your local Area Sales Manager

at Trade Days 2015

Patterson Medical are Supporting National Arthritis Week

Rollators & Tri-Wheel Walkers New Coloured Escape Lite & Swift Wheelchairs

Early Bird Offers on the...

Bathing & Toileting Kitchen & Dining Hot & Cold Therapy

& Swift Wheelchairs

New Brochure

Now Available

Got any questions? Need to place an urgent order?

Visit Our Sponsored Sessions11.30am Both Days

From Catalogues to Websites - Full Range Solutions for

Your Customers.

Now with heel cups

Special Show Discounts & Special Pricing on Key Product Lines

Early Bird Offers on the...on the...

Hot & Cold Therapy

Does advertising work in THIIS magazine. This is what Julian Cobbledick of Assistive Partner thinksWe supply a range of software for healthcare. Since our companys formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in).

Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment.

And its thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several

sales. So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts.

I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.

Julian Cobbledick, Director, Assistive Partner

Does advertising in THIIS work?

8 www.thiis.co.uk

Able2 has launched its new Trade and Professional Catalogue for 2015-17.Managing Director Mark Diaj told us: Our new Trade Catalogue is filled with our range of ever popular and reliable products, including our own Splash range of Wet Weather Wear and Scooter/Wheelchair Accessories, a comprehensive range of Stander Bed Rails and our own Vida incontinence product range. We have also freshened up the design which should make it easier to read and find products for our customers.

New to the catalogue is the Atlantis range of bathing and toileting aids, the exclusive Mobeli Grab Handle range, the StayPut range of luxury non-slip products plus many others.

If you have not yet received the new catalogue or would like additional copies, call 01254 619000.

You can also pick up a copy at Trade Days, where Able2 will be on stand C15.

New tradecataloguepublished

Smallest footprint of any home lift .

A neat and discreet alternati ve to a stairlift .

Surprisingly a ordable lift opti ons, prices start from just 8,999.

No load bearing walls required;it can 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 o 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:

Exclusive deal for Moorings

10 www.thiis.co.uk

The software system designed especially for use in the healthcare industry, POTS, has become the software of choice of patient lifting equipment supplier, V. Guldmann A/S. And the POTS team, now BHTA Trade Affiliates, will be returning to the NEC for Trade Days 2015 to give free face-to-face demonstrations of their software as well as promotional cupcakes.

Paul Thompson, Contracts Manager at Guldmann UK explained: We have utilized the POTS software for carrying our annual service of ceiling hoists across various hospital sites countrywide. The clearest benefits to us are undoubtedly the customer support, the ease of use for engineers, and the improved productivity across the board.

He added: On the few occasions where we have called on the POTS team to resolve issues or explain something specific to one of our new users, they have replied punctually and politely, always offering to explain or demonstrate the system as much as necessary.

Kris Allen, Managing Director of POTS said: Trade Days 2014 was an enormous success

for us. As our software is built specifically for the healthcare and mobility market, having an opportunity to meet members of the industry face-to-face was invaluable. Our end goal is the same we all want to improve the quality of care provided to those who need it. We do this by helping companies that service and maintain equipment to be more productive and responsive, which ultimately benefits those receiving care. We would love for attendees to come and grab a free cupcake, have a chat and see that we arent just your typical software geeks.

The POTS team will be on stand F82 at Trade Days, or call 01793 680 863. The website is at www.potsglobal.com.

Trade Days 2014 was an enormous success for us

Software experts on hand at Trade Days

Moorings Mediquip, which has been trading for over 20 years in the Healthcare market, has been appointed as exclusive distributor in the UK and Ireland for the Special Tomato range of paediatric equipment.

Chairman Girvan MacCorkell told us: We are delighted to partner with the US Company Bergeron Health Care who manufacture Special Tomato. This initiative has enhanced the range of products that we have available for NHS Trusts, Special Schools and end users.

Girvan says that, as a result of the exclusive

deal, the sales team has been expanded to add to the Area Consultants throughout the UK and Ireland.

For more details of the products, call 0800 031 6571.

The website for the products is at www.specialtomatouk.co.uk

The Moorings website is atwww.mooringsmediquip.com

12 www.thiis.co.uk

Operating in both the trade and retail sector, the Countrywide Care Network is a collection of 11 individual companies working together supplying and servicing equipment to offer a nationwide network.

Co-ordinator, Cassie Barber Jones tells us: Over recent years the CCN has gone from strength to strength, with the addition of new members and a turnover in excess of 40 million. The newly branded organisation is looking bigger and better than ever.

She added: This year witnessed the first CCN Annual Charity Day with over 2,000 being raised for four charities. More than 50 suppliers and manufacturers enjoyed a fantastic day of golf

and took advantage of an invaluable networking opportunity.

There has been a recent change at the top too. After two years as Chairman, Eric Filbin of Millercare has stepped down and has handed over the role to Louise Pearson of Clark & Partners.

The CCN members are: Allardyce Healthcare Ltd, Cantre Mobility Sgwar Alban, Clark & Partners, Galgorm Group, Garner Medical Limited, Hickleys Ltd, Indy Mobility, Mercury Medical, Millercare Limited, Redland Healthcare Ltd, Wightman & Parrish Ltd

The CCN office can be contacted on 0114 229 33 54.

Retailer network goes from strength to strength

First Find-a-Physio App LaunchesWith the launch of the UKs first and only Find-A-Physio app, patients can now quickly and conveniently find, search and book a Chartered Health and Care Professions registered Physiotherapist from the palm of their hand.

The app is the first in the UK and not only enables people to find and book a physiotherapist in their area but allows people

to learn about common injuries and the treatments physiotherapists offer.

It may also be a useful tool for retailers and suppliers looking to make contact with Physios to work with in their business.

Find out more at www.Find-a-Physio.co.uk

Karma Mobility Ltd

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

www.karmamobility.co.uk

The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the

user, these include:

a Backrest anglea Seat to ground height 15 to 20a Backrest heighta Seat deptha Rear wheel positiona Castor angleFor further details please call 0845 630 3436

CRASH TESTED

CRASH TES

TED

CRA

SH TESTED

CRASH TESTE

D

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

* The Flexx is now crash tested.

HD Version Now Available

170Kg (26 1/2 STONE) MAx uSEr wEIgHTSEAr wIdTHS 20, 22 ANd 24

18th & 19th October 2015

NEC Birmingham

www.tradedays.co.uk

STAND B05

VISIT US ON

14 www.thiis.co.uk

in the frame

Ottobock wheelchairs added in ScotlandNHS Scotland has added Ottobock wheelchairs to the wheelchair services framework agreement. Nine of Ottobocks power, manual and childrens wheelchairs are now available to patients across Scotland.

The company says that families with children living with disability will see the greatest changes, as a range of Ottobock wheelchairs specifically designed for kids are added to the NHS framework agreement, including the Ottobock B400 Kids, powered wheelchair specifically designed for children.

The Ottobock website is at www.ottobock.co.uk

Acorn reacts to tweet with surprise donationStairlift manufacturer Acorn used the power of social media recently to help a mother and her daughter suffering from Ehlrer-Danlos Syndrome (EDS).

The company reacted quickly to a tweet to donate and fit a stairlift for Tracey Higginbottom, 37, and her 11 year old daughter Charlotte who were diagnosed with EDS, which limits the pairs movements and causes chronic fatigue, making their lives a daily struggle and restricting their ability to move around their three-story townhouse.

Tracey tweeted about her problems whilst watching Channel 4s The Last Leg. Using the trending hashtag #legup which was used on the show for people to suggest how to help others, Acorn picked up on the tweet quickly, asking for details before offering to donate and install a stairlift free of charge.

To read more about the story, visit the THIIS website and enter Acorn into the search facility on the home page.

Unique Active Seat: only available from HandicareThis easy to fit, user controlled feature can be used with Elegance and Alliance seats to give the user a little extra help and support when needed. Call your Business Development Manager to find out more.

Trade Partner Support Team 0844 225 [email protected] | www.handicare.co.uk

16 www.thiis.co.uk

Flipping perceptions on their headWhen you think of wheelchair ramps, you may not necessary associate it with parkour - the extreme and dangerous free running sport but a recent video by The Ramp People will likely turn that perception on its head.

The video features one of the companys employees, Ben, performing an elaborate and dangerous parkour routine, along with his brother Tony, through the Ramp Peoples factory.

Developed in France, parkour is the non-competitive discipline of moving across a complex environment using only the bodys abilities, such as jumping, climbing, vaulting and rolling. Runners are required to have an incredible amount of functional strength, balance and spatial awareness to perform the moves required without injury. The video sees the pair flipping off fences, rolling out of cars and other awe-inspiring stunts at The Ramp Peoples facility.

What we like is the fresh approach by the company to show that their brand and their products are about mobility and helping people

overcome obstacles in a unique way. The video shows that in an industry where many may not consider what we sell to be cool, with the right spin and a bit of creativity, you can make your brand and products reach people in an interesting and engaging way. Also, having a pair of parkour experts on hand doesnt hurt either.

Watch the video here: http://www.theramppeople.co.uk/blog/backflips-somersaults-the-ramp-people

The charity Parkinsons UK has identified sleep problems as one of the most common symptoms of Parkinsons. According to the charity, up to 90% of people with Parkinsons will experience some form of sleep problem, ranging from vivid nightmares and sleep walking, to insomnia and incontinence.

Now the charity has developed a range of products to help people manage their symptoms at home with a new collection of waterproof bedding to tackle issues with bladder and bowel weakness in a practical but unusually stylish way.

The luxury collection includes single and double duvet covers with pillow cases in three attractive designs, plus coordinating plain coloured sheets. Made from soft polycotton with

a discreet waterproof backing, the range is easily washable.

A wooden occasional chair with a discreet commode is also available in matching, wipeable upholstery.

For more information on the products, contact Sue Mills on 0207 963 3909 or 0796 485 0319. You can email her at [email protected]

Sue is also interested to hear from any suppliers that might have products to add to their Daily Living Aids range.

Sleep solutions from Parkinsons UK

Things we like...

Haze Batteries UK LtdTel: 01536205952

Website: www.hazebattery.com Email: [email protected]

SMART CHARGERFor use with AGM, Gel & Calcium batteriesOptimises battery cycle lifeRejuvenation mode to reduce sulphatingSuitable for all Mobility applications

18 www.thiis.co.uk

Sumed has announced two big deals involving wheelchair ranges. In the first, the company has acquired certain assets from Uniroll GmbH, giving it complete control over the business.It follows Sumeds appointment as exclusive distributor for Unirolls product in UK and Ireland in January 2013 and what the company describes as its subsequent success in selling the Phonix, Goliath, and Moly brands of heavy duty wheelchairs and Dino brand of paediatric wheelchairs.

The acquisition includes all Unirolls stock of Phonix, Goliath and Dino chairs, spares and workshop equipment, all rights to the Uniroll and Moly trademarks for UK and Ireland and global rights for Phonix, Goliath and Dino.

The company says that it will continue to develop and invest in the range and will transfer manufacturing from Germany to England in the coming weeks.

Sumed has also announced that, with immediate effect, prices across the Uniroll range will be reduced by as much as 30%.

In another move, the company has also been appointed exclusive distributor for the Netti range of specialist wheelchairs from Alu Rehab ApS.

The company says that the Netti range has been sold throughout the world for over 30 years and is already established in the UK and Ireland.

Commenting on the changes, Graham Collyer, Sumeds Executive Chairman said Sumed sales grew significantly in our last financial year. Wheelchairs are an important part of our business and these developments offer us an opportunity to bring quality, innovation and value to the UK wheelchair market.

Diane Hargrove Sumeds Sales and Marketing Director added: Sumed has a strong, committed sales team and these initiatives will benefit both customers and users in both acute and community settings.

The company can be contacted on 01457 890980. The website for the company is at www.sumed.co.uk

Wheelchairs are an important part of our business

Two big wheelchair deals for Sumed

Handicare sell Mobility division to SunriseHandicare has announced that it has sold its Mobility division, headquartered in The Netherlands, to Sunrise Medical. It follows the acquisition of Sunrise Medical by Handicares owners Nordic Capital, in June.

The Handicare product lines affected are wheelchairs, scooters and the Gemino rollators range. All other Handicare product lines including Stairlifts and Moving and Handling equipment remain within the Handicare portfolio.

Johan Ek, Handicares Chairman and acting CEO, explained: Sunrise Medical is the perfect home for continued successful development of our mobility business. Handicare Group will now have the opportunity to further focus on investing in and growing our remaining business segments.

According to the statement, Sunrise Medicals intention is to integrate Handicares Mobility Business over the course of the next 12-18 months but, for now, it remains business as usual: Trade Partners should continue to contact their current representatives for Handicare and Sunrise products respectively.

Thomas Rossnagel, President and CEO of Sunrise Medical added: Sunrise Medical has seen very strong growth over the past five years, organically and by way of strategically important and successful acquisitions. Acquiring Handicares Mobility business makes perfect commercial sense. This business is highly complementary to Sunrise Medicals, geographically as well as from a product perspective.

Johan Ek, Handicares Chairman and acting CEO

20 www.thiis.co.uk

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

New e-commerce site for retailer

The Mobility Aids Centre in Peterborough has launched a new e-commerce website. The business has been around for over 30 years as a retailer and importer of specialist equipment dealing with the public, NHS, and specialist therapists both locally and across the UK.

According to Steve Perry, Marketing and Business Development Manager, the challenge for the company was how to replicate its local reputation for good service, product advice and after sales service in an ecommerce site and ensure the customer received the same buying experience.

The site was developed by focusing on our core values and reputation as a company and then designing it with the user in mind who may not be local to our large retail centre. Product selection based on our knowledge over many years was a key factor, and also the ecommerce experience where we have endeavoured to make the advice and layout easy for product selection with telephone advice always available. We will be open 24/7 all year round.

Steve says that, as a BHTA member the company will be the first to geo

fence mobility enquiries and have a dedicated BHTA page to reflect their commitment to the Code of Practice.

Geo Fencing enables you to identify post code areas and IP addresses so that when an enquiry it arrive we know if its local to the shop and in an area where we offer a home demonstration or if its from some distance away. We are looking to control the enquiries and support them as if it was a shop enquiry.

The new website is at www.themobilityaidscentre.co.uk

To view the complete SPLASH range online,

scan the adjoining QR code.www.able2.eu

For any further details please contact us below:

Tel: 01254 619000 Fax: 01254 619001 Email: [email protected] Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

SCOOTER ACCESSORIES

EMBROIDERY SERVICE NOW AVAILABLE

22 www.thiis.co.uk

Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage...

All offers are valid until September 30th 2015 unless otherwise stated.

DealON!Cosi Chair STOCK CLEARANCE on selected Riser Recliners!Single & Dual motor offer applies to selected sizes & fabrics only. Available while stocks last! Ambassador Waterfall & Button Back Comforter & Comforter Elite Monarch Take advantage of the low, low prices on offer and have a mid-season sale in your showroom!To place an order call Electric Mobility on 0800 252 614 or email [email protected]

SAVE 180!SEERS Medical offers a FREE PRESSURE REDUCING MATTRESS 150kg with every Signature Care Bed ordered before 30th October. Signature Care Bed features: 4 Section Electric Profiling 2 Way Electric Tilt Safe Working Load 250kg Compact transport and storage system

Call 01728 861590 or email [email protected]: DealSEPT

Two Free Home Delivery Smartphone Apps (worth 750)*UNIQUS iRetailer. Stock & barcode management software specially designed for the complexities of mobility retailers.

Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform.

Cloud based and paperless, iRetailer will help you gain efficiency, save money and increase sales time. See our advertisement in this issue or www.assistivepartner.co.uk/iretailer.aspx.

*Requires Windows Mobile.

Order before end September 2015 to qualify.

Extra 10% off KYMCO Healthcare Accessories!Excellent for your showroom display Adjustable Windshield, Delta Tiller Kit Front Bumpers, Rear View Mirrors Front Basket kits, Rear Basket Kits Crutch & Cane holders, Cup Holders Walking Frame holders, Touch up paints Mobile phone charging cables Adjustable Seat Belts

Call 01656 645755 & Quote: Extra10acc(Offer ends 30th September 2015)

150 off the new Folding Maximo Mobility Scooter from TGAFolded in seconds, the larger version of the best-selling Minimo provides an enhanced driving experience and increased user weight capacity without any loss of transportability.

It also includes next generation adjustable armrests, pneumatic tyres and an ultra-lightweight lithium battery.

01787 882244 [email protected]

Free Delivery on your first Bed/Mattress order!Get free delivery on your first order of any product from the ICON Community Care and Motif ranges from Nexus DMS. Both of these new ranges are in stock and adaptable to meet all needs and tastes. ICON and ICON-Low are available with or without timber side-rails and Esteem head/footboards and are compatible with the complete range of Nexus mattresses and accessories. Motif brings pressure redistribution you can trust at prices youll love, with all grades and sizes straight from stock. To find out more or place an order visit www.nexusdms.co.uk, call us on 01905 774695 or email [email protected] code: THIIS0915

Patterson Medical Bundle DealBuy either a small (09 155 3874), medium (09 155 3841) or large (09 155 3858) NEW Days Red Walking Frame at 18.95 (normal trade 31.26) and get the Buckingham Caddy for only 19.95 (normal trade 22.35).

To place your order call 08444 124 330 email [email protected], or contact your local ASM and quote H0240

top trade deals

Manchester Lift & Recline chair, Autumn Offer OnlyThe MiChair range by Furmanac. A UK manufactured, wood knuckle arm chair.Standard size, Single motor 349 eachLarge size, dual motor 399* each

*For more information please call or email the below: Furmanac Limited, Unit 71, The Pensnett Estate, Third Avenue, Kingswinford, West Midlands, DY6 7FFPhone: +44 (0)1384 408844 E-mail [email protected]

Now THIIS advertisers get even more exposure at no extra cost...Advertisers in THIIS magazine get the option to take up a free of charge spot every month in the Deal On section. Fancy a spot next month?

3 months free!Did you know we offer 3 months mobility scooter and powerchair cover, including new and reconditioned scooters, to all customers completely free of charge! Our mobility scooter cover ensures customers are covered for compensation claims and breakdown recovery with no excess to pay should they need to make a claim.

Call now on 01476 591104www.premiercare.info [email protected]

First Come First Served Offer!!Envoy 8 Scooter in Silver Product Code MS058SIL One touch tiller adjustment All-round suspension Comfortable rotating sport style seat with sliding and

reclining facility. ** Includes 34 Amp BatteriesRRP 2299 Trade 949 Offer Price 799Only 5 available at this priceCall Drive Medical on 01422 314488 or email [email protected]

Dsseldorf, Germany14 17 October 2015

www.rehacare.de

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Trade Fair and Congress

For further information contact ITSL Ltd _ Ramsay House _ Marchmont Farm

Link Road _ Hemel Hempstead _ Hertfordshire _ HP2 6JH

Tel 01442 230033 _ Fax 01442 230012

[email protected]

2015-06-15 Rehacare 2015_Grobritannien_REHACARE_98 x 297 + 3mm_Thiis_4c_4511.indd 1 18.06.15 09:24

TGA reached a milestone recently with its first ever 1 million turnover month in July.Daniel Stone, TGA Managing Director told us: July was the best ever month since the company began trading which I think can be attributed to the quality, reliability and range of scooters and wheelchair powerpacks we offer retailers.

TGA was established in 1985. Since the mid-eighties the business has grown to now employ a 55-strong workforce. The company has consistently experienced 15%+ growth year-on-year.

For sure our product innovation and quality service have contributed to achieving this monthly million pound turnover Daniel added, however, other factors must be considered. To benefit all retailers, we continue to invest extensively in brand building across the UK

through tactical advertising, social media and public relations. This press and online media ensure customers entering our dealerships have greater product awareness and are regularly primed to purchase a TGA scooter.

The TGA team will be at Trade Days in October on stand B40.

First ever 1 million month for TGA

The TGA Trade team at the Trade Days exhibition last year.

The Walking Stick Specialists

Walking sticks, folding canes, orthopaedic sticks, quad canes

and seat sticks

Please contact us for a trade catalogue:

Warren House, Hinton St George, Somerset TA17 8TQTel +44 (0)1460 75686 www.classiccanes.co.uk

Also on Facebook and Instagram.

Visit us at Trade Days: Stand A55

Will fit all standard Flange type tow bars. All aluminium construction Only 16 kilos. Powder coated finish Available in Black or White finish No tools required for fitting or removal. Folds in half for easy boot storage. Extra discount for stockists. Will carry scooters up to 90 kilos depending on vehicle. Comes complete with full lighting. Recommended retail price 699.00 Inc VAT. Or sell VAT free 599.00 Stockist trade price 399.00 plus VAT. 200.00 Profit per rack

The Amazing Space Rack

For sales enquiries please ring 01935 424444 or email

[email protected]

SPECIAL

DISPLAY RATES

AVAILABLE

Will fit all standard Flange type tow bars. All aluminium construction Only 16 kilos. Powder coated finish Available in Black or White finish No tools required for fitting or removal. Folds in half for easy boot storage. Extra discount for stockists. Will carry scooters up to 90 kilos depending on vehicle. Comes complete with full lighting. Recommended retail price 699.00 Inc VAT. Or sell VAT free 599.00 Stockist trade price 399.00 plus VAT. 200.00 Profit per rack

The Amazing Space Rack

For sales enquiries please ring 01935 424444 or email

[email protected]

SPECIAL

DISPLAY RATES

AVAILABLE

H A N D C R A F T E D F U R N I T U R EC O M P L E T E LY TA I LO R M A D E T O F I T Y O U R E X A C T R E Q U I R E M E N T S

For furniture offering comfort, independence and a higher standard of care, contact;

Tel: 0115 913 3572email: [email protected]

Manufacturers of bespoke rise and recline chairs and handcrafted

adjustable beds for the mobility and healthcare market

NEW

18th & 19th October 2015NEC Birmingham

www.tradedays.co.uk

STAND E50VISIT US ON

RR_AD_v4.indd 2 29/07/2015 13:33

26 www.thiis.co.uk

Trade Days free seminar programme

Take a look at whats on offer at Trade Days over the two days of the show.For updated information on sessions, visit www.tradedays.co.uk

SUNDAY OCTOBER 18THBUSINESS BUILDER 1

10:15 - 10.45Making your business more retail savvy - Learn whats working now if you want business to be one that the customer wants to deal with

Whether you consider yourself a retailer or not, there are some simple but very effective things you can do to help your business compete on the high street. Here youll learn about whats working now if you want to seriously develop your business into one that the customer wants to deal with. Now is the perfect time to put your business in fifth gear! As the economy goes from strength to strength, its vital businesses take advantage of the resources available.

Speaker: Mike Glynn, MG Retail Consulting

11.15-11.45Marketing in a changing market How one retailer has moved with the times

As the song goes, times, they are a changin. This session explains how one retailer has adapted its marketing plans to suit the chang-ing landscape and will highlight the approaches that have worked, both from traditional bricks & mortar and online angles. Youll come away with tips, ideas and inspiration from someone who is marketing a retail business every day.

Speaker: Alastair Ronaldson, Lead Graphic Designer & Marketing Co-Ordinator, Clark and Partners

12-15 12.45Killer questions that will get you thinking about your business your very own sales and marketing audit in just 30 minutes

Come along and listen to very simple but very essential questions about your business which are guaranteed to provide some interesting, challenging and maybe even scary answers. They will give you some very easy but very powerful action points to take away and enable you to ensure your promotional plans are in the best shape possible. Based on over 30 years experience in the industry, see how your busi-ness scores - it could be a real eye-opener!

Speaker: David Russell, Editor THIIS Trade Magazine

14.00 14.30Why you need to build a relationship with an Independent OT. How a healthcare profes-sional can help you build your business.

Find out what an OT can do for you and your clients and why an Independent OT is a great fit if you are looking to get closer to your custom-ers. Learn how to find someone to work with and what you need to know about the ethical issues, insurance and lots more.

Speaker: Lynda Niles, Chair of the College of Occupational Therapists Specialist Section for Independent Practice (COTSS-IP).

15.00 15.30What makes people tick understanding how to build relationships with everyone you work with and meet.

Have you ever wondered why you get on with some people but not others, why some people work the way you like to work but others dont, or why you find some clients, suppliers and team members easy to deal with and others difficult? This session will help you appreciate the differ-ent personalities youll come across and show you how to recognise them. Youll discover how to adapt your behaviour to build relationships and how to influence different characters.

Speaker: Tom Courtney, Courtney Associates

16.00 16.30Tops tips for building export sales around the world Tap into 40 years of selling success

Looking to export and would like a few pointers? This session will provide you with top tips based on real experiences over 40 years in-troducing a range of products world-wide. What to do, what not to do, the biggest challenges, the biggest opportunities youll hear plenty of advice that could save you a lot of time and a lot of money!

Speaker: Steven Evanson, RedNewt Ltd


10.30 11.00Tick..Tock..Tick..Tock how to get more done every day by managing your time more effectively.

Theres not enough hours in the day; Where has the day gone; Ive achieved nothing to-day; Ive too much to do and not enough time Are any of these phrases familiar to you? Learn what time management is all about, what steals your time and understand the causes and symptoms of poor time management. Youll get a structure and approach to prioritise time and simple tips, tools and techniques on how to maximise your use of time.


11.30 12.00Would you like it in red or in blue?....simple steps to help you close more sales

Its a very simple process, but it can be one of the hardest things to do closing the sale. The customer is ready to buy, but walks away with-out signing on the dotted line. Learn the simple, very effective but very ethical ways to make sure the sale goes through and you are left with a happy customer. Its not rocket science, but it

can be a priceless skill to have.

Speaker: Dave Sutton, DPS Associates

12.30 1.00Getting the most out of social media easy steps to make it work for your business

Does using social media mean simply that whoever shouts loudest and most often wins the customer or is it an opportunity to genuinely engage with and connect with your audience? In this session, youll discover how you can turn just another marketing channel into a valuable and ever-growing network that connects you to your existing customers, generates you poten-tial leads and links you to future collaborators and influential industry leaders.

Speaker: David Glenwright, Head of Training Services, JC Social Media.

14.15 14.45Improve sales with a more effective selling space - simple tricks to make the showroom work for you

If you have a showroom, then learn how to make the most of it by understanding what makes a customer buy a product. Learn how to give your showroom space its own in-store personality and find out how you can connect with your customers, provide simple space planning techniques to increase customer flow and consider the key drivers within a retail en-vironment. If you are thinking about developing your showroom space in the future, then this session will be a great first step.

Speaker: Dean Waugh, Retail Experience Design (RED)

15.15 15.45Sell more, but sell well steps to build customer loyalty

Its not just about selling, its about having a happy customer, hopefully for years to come. Anyone who is face to face with a customer will learn some useful and essential ways to make sure you start to build customer loyalty. The session shows you how you can achieve strong sales performances whilst maintaining the highest of ethical standards.

Speaker: Dave Sutton, DPS Associates

16.15 16.45What do OTs really think about the trade? Results of a first-ever survey about retailers and suppliers revealed - Facts and figures to help you promote.

What do OTs really think about retailers and suppliers? Do they know who they are and do they advise their clients to buy from them? How do they like to be contacted and how often are they contacted right now? What are the oppor-tunities to work more closely with them in the

future. Whether you have a retail outlet or are a manufacturer or supplier, youll find the results of this new survey very interesting and it will help you to promote your products in the future.



10.45 11.15The bar-coding revolution what you need to know and what you need to do to take advantage of a great sales opportunity.

Bar-coding has been on the agenda in our marketplace for a couple of years now and the need for companies to take action to ensure they are in position to take advantage of the growth that is about to happen has never been greater. Bar-coding is an issue for both suppliers and retailers and this session will explain why you need to grasp the nettle and show you what you need to do and how to do it in the most effective and easiest way.

Speaker: Julian Cobbledick, Director, Assistive Partner

11.45 12.15Find and keep the hidden gems working in your company why mentoring is so important for any business, however big or however small.

Mentoring is a key part of people develop-ment and retention. Learn how to undertake mentoring, find out why an internal mentoring programme works and the big difference it can make in the motivation and performance of your staff, setting you apart from your competitors. Hear real examples of mentoring in practice making a tangible difference in business.

Speaker: Emily Webb, Managing Director, Oarsome Potential Ltd

12.45 13.15Getting the most out of a staff appraisal system how to make them work but why they can sometimes go wrong

Staff Appraisal is a waste of time, Staff Appraisal is a box ticking exercise Staff appraisal is all about paper work Are any of these phrases familiar to you...maybe you have said them yourself?

This session is designed to explain to you ex-actly what a Staff Appraisal system is and what it designed to do, explain the many benefits of having a Staff Appraisal System, highlight why Staff Appraisals can go wrong and provide you with some simple tips, tools and techniques on how to get the most out of your own Staff Appraisal system.


Trade Days 2015

www.thiis.co.uk 27

14.30 15.00Dealing with Disciplinary and Grievance procedures how to become confident that you are doing and saying the right thing

I run a company but Im no expert in HR - what if I say something wrong? Many managers are perhaps morally right in what they want to achieve, but fall at the first hurdle from an employment law point of view. This session is designed to make you aware of the pitfalls but also provides guidance in how to get things right first time every time.

Speaker: Hattie Sketchley-Bates, HR Training Manager, Honest Employment Law Practice

15.30 16.00Earn more while giving your customers better value - Cross selling and up-sell-ing - use the techniques to give customers better value and to make sure they return for repeat sales.

Does everyone in your team understand the concepts of cross selling and up-selling? Do you use the techniques to give customers better value and to make sure they return for repeat sales? Find out how to make better margins by using these age-old techniques. Anyone in your team who is face to face with customers will enjoy and benefit from this session.

Speaker: Dr Barend ter Haar, Managing Director, BES Rehab Ltd

16.30 17.00How an effective business plan can steer you towards greater profits and a more certain future

Do you have a business plan? If you do, then do you use it, or is it just filed away gathering dust? This session will show you what a business plan should look like, what should be in it, how it can quickly highlight the changes you need to be aware of and how you should review it to get the most from it. Whether you have a plan or not right now, this session will help you see the benefits of using one to get better results.

Speaker: Mike Glyn, MG Retail Consulting

MONDAY OCTOBER 19THBUSINESS BUILDER 1

10.15 10.3010 easy ways that your business may well be breaking the law right now - the essential rules and regulations update

Its not easy to keep up to date with all the rules and regulations for business, particularly in this marketplace. This session, brought to you by someone whose job it is to know all the latest legal developments will give you an update on the things that have changed, the things that are changing in the future and highlight all the important stuff you need to know to keep on the right side of the law.

Speaker: Sarah Lepak, BHTA Director of Gover-nance & Policy Development

11.15 11.45Introducing the most effective no cost marketing you can do customer referrals and testimonials how to get them and what to do with them.

Why pay 100s for a sales lead when you can generate them for almost nothing? By following some very simple steps, you can produce sales enquiries by building a big salesforce using one of your most important assets your customer base. Find out how happy customers can help you grow your business, using real examples from the industry.


12.15 12.45How to get a lot more business from your customers - using your database effectively to create additional sales

No matter how many customers you have 100, 200,1000 or 2000 - one of the biggest assets your business has is your customer information. But, how do you make the most of it? Learn how to manage your customer database to target them more effectively in the future. Discover key tips that will help you create a powerful tool, that is likely to have an impact on your bottom line. Find out also how to stay on the right side of the Data Protection laws. Theres more to customer information than meets the eye.

Speaker: Leisa Evans FCIM, Chartered Marketer

14.00 14.30Getting the most out of social media easy steps to make it work for your business

Does using social media mean simply that whoever shouts loudest and most often wins the customer or is it an opportunity to genuinely engage with and connect with your audience? In this session, youll discover how you can turn just another marketing channel into a valuable and ever-growing network that connects you to your existing customers, generates you poten-tial leads and links you to future collaborators and influential industry leaders.

Speaker: David Glenwright, Head of Training Services, JC Social Media.

15.00 15.30What makes people tick understanding how to build relationships with everyone you work with and meet.

Have you ever wondered why you get on with some people but not others, why some people work the way you like to work but others dont, or why you find some clients, suppliers and team members easy to deal with and others difficult? This session will help you appreciate the different personalities youll come across and show you how to recognise them. Youll discover how to adapt your behaviour to build relationships and how to influence different characters.


16.00 17.00 BHTA AGM

MONDAY OCTOBER 19THBUSINESS BUILDER 2

Tick..Tock..Tick..Tock how to get more done every day by managing your time more effectively.

Theres not enough hours in the day; Where has the day gone; Ive achieved nothing to-day; Ive too much to do and not enough time Are any of these phrases familiar to you? Learn what time management is all about, what steals your time and understand the causes and symptoms of poor time management. Youll get a structure and approach to prioritise time and simple tips, tools and techniques on how to maximise your use of time.


11.30 12.00How to get found online by customers in your local area the what, why and how

For local, franchise and multi-location business-es, getting found online can be a challenging prospect - but if you want to attract customers in your local area then its also a high priority. In this session youll learn how to implement the best local search strategy to get yourself found online and ensure you stay ahead of the com-petition. Learn valuable insights into how you

can win new customers locally from a company that is the leading local SEO tool provider.

Speaker: Myles Anderson, CEO & Founder of BrightLocal.com.

12.30 13.00How to compete in an ever-changing mar-ketplace the keys to future growth

With a marketplace that is changing as fast as ours, sometimes it isnt easy to see the wood for the trees. This session will map out the trends, the opportunities and the threats that every business is facing right now and will almost certainly face in the future. Customers of all types are buying products in different ways and the businesses that will be the winners in the future are the ones that adapt and embrace the changes.

If you want to know where your business needs to be in 5 years time, then this is the session to attend.

Speaker: Tony Mercer, Business Development Director , Kirton Healthcare Group.

14.15 14.45Creating a powerful and profitable brand a fascinating insight presented by experts from a major brand design agency

How important is a brand? How important is your brand to you? Do you have a recognised brand and, if not, what do you need to know about developing one? Having a recognised, trusted and powerful brand means a lot more than having a nice logo it means more sales and more profits. This session, presented by a major brand design consultancy, will help you understand the processes the big boys go through to get that brand right things that anyone, in any sized company, can do too. Learn the key trends that are influencing consumers today and see examples of brand building from case studies

Speaker: Simon Preece and Kelly Broomhead, Elmwood.

15.15 15.45How to get found online by customers in your local area the what, why and how For local, franchise and multi-location business-es, getting found online can be a challenging prospect - but if you want to attract customers in your local area then its also a high priority. In this session youll learn how to implement the best local search strategy to get yourself found online and ensure you stay ahead of the com-petition. Learn valuable insights into how you can win new customers locally from a company that is the leading local SEO tool provider.

Speaker: Myles Anderson, CEO & Founder of BrightLocal.com.

MONDAY OCTOBER 19TH BUSINESS BUILDER 3

10.45 11.15How to manage staff absences with total confidence

Having problems with staff attendance and managing absences? Having a couple of team members away in a small company can cause real problems and so this session will help you pro-actively manage your absence levels and give you the confidence to do and say the right

thing. Learn about the effectiveness of return to work interviews and how to take into account reasonable adjustments to avoid disability discrimination.

Speaker: Hattie Sketchley-Bates, HR Training Manager, Honest Employment Law Practice

11.45 12.15Why image is everything when it comes to growing your business how to stand out from the crowd. Images sell and so using the right ones really matters. Learn how to choose well, what customers respond to and what they probably wont. Find out why design is so important and the big difference creativity can make and how can you stand out from the crowd using your specialisms, your knowledge and experience to lift you above the competition. See examples of how a creative design has made a big difference to the bottom line.

Speaker: David Bamber, Founder & Creative Director of Cake Agency

12.45 13.15Getting the most out of a staff appraisal system how to make them work but why they can sometimes go wrong

Staff Appraisal is a waste of time, Staff Appraisal is a box ticking exercise Staff appraisal is all about paper work Are any of these phrases familiar to you.......... maybe you have said them yourself?

This session is designed to explain to you ex-actly what a Staff Appraisal system is and what it designed to do, explain the many benefits of having a Staff Appraisal System, highlight why Staff Appraisals can go wrong and provide you with some simple tips, tools and techniques on how to get the most out of your own Staff Appraisal system.


14.30 15.00De-mystifying company accounts what to keep an eye on when you are looking at your figures, or your competitors!

Not sure what the most important figures are on a balance sheet? Would you like to learn how to spot an issue before it becomes a problem? This session will highlight all the important numbers that you should be keeping an eye on, both in your own business and your competitors too!

Speaker: Mike Lord, CEO, Drol Investments

15.30 16.00Tops tips for building export sales around the world Ta into 40 years of selling success

Looking to export and would like a few pointers? This session will provide you with top tips based on real experiences over 40 years in-troducing a range of products world-wide. What to do, what not to do, the biggest challenges, the biggest opportunities youll hear plenty of advice that could save you a lot of time and a lot of money!

Speaker: Steven Evanson, RedNewt Ltd

28 www.thiis.co.uk

new to the team

Do you have a new team member? Why not let the industry know?Just send us a short news item and photo.

Dual role Co-ordinator appointedTGA has appointed Julie Kean as its new national Trade Co-ordinator and Area Sales Manager for mobility scooter retailers in Scotland and Ireland.

Julie will be supporting all the nationwide Area Sales Managers and their retailers, whilst directly servicing Scottish and Irish dealers. The company says that she has over 20 years experience working in the logistics market and managing a nationwide network of trade customers.

Julie says: From the beginning, my main focus will be delivering a truly customer-centric service. I have successfully delivered this in my previous sales roles and helped clients achieve significant results. I look forward to nurturing existing and new trade relationships.

Communications and Marketing for OTsMartin Reid has been appointed as the College of Occupational Therapists new Assistant Director of Communications and Marketing. Martin joins the College with more than 11 years experience across the professional associations sector and over 20 years working in marketing for private, public and not for profit organisations.

Martin will lead the Colleges newly created Communications and Marketing Team integrating member and stakeholder communications, marketing, web, social media, events, design and publications functions.

The appointment marks a new phase for the professional body as it builds on a membership base of 30,000 occupational therapy staff across the UK.

Martin said: I want the College to be seen as a modern, relevant and valued organisation and for occupational therapy to be widely understood by the general public.

CONTACT US NOW FOR YOUR COPY: Tel: 01254 619000 | Email: [email protected] | www.able2.eu

NEWTRADE

CATALOGUEOUT NOW!

Addition at ErgoletSteve Harvey has joined Ergolet as the Regional Manager for Southern England.

Steve is well known in moving & handling circles. He told us: The Ergolet product range is fantastic and more to the point, can provide solutions no other manufacturer can.

Managing Direct David Lomas added: Steve will be a useful resourceful addition to the team.

Call 0161 477 7900 or visit the website at www.ergolet.com

Power for the extra mile.Strident Batteries from Ivanhoe.

Motivated by a history of success in providing high performance battery power to the mobility market, Ivanhoe is proud of the range of Strident batteries that has been tried, tested and proven over years of service in many vital applications.

Our passion for producing a quality, reliable product with outstanding customer service underlies the success whichyou can rely on every time.

Ivanhoe where expertise exceeds your expectation.

Please contact our sales team to find out more about the fullIvanhoe mobility range of products.

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 Email: [email protected]

Ivanhoe Trading LimitedHead office address: Global House, Hall Lane, Dereham, NR20 3GG

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 | [email protected]

Northern office: Tel: +44 (0)1302 365987 | Fax: +44 (0)1302 365988Southern office: Tel: +44 (0)1362 300102 | Fax: +44 (0)1362 300103MOTIVATION THROUGH INNOVATIONTM

IVANHOE FULL PAGE ADVERT 2014 V1_Layout 1 28/08/2015 14:25 Page 1

30 www.thiis.co.uk

Heres another set of tweets that we like

Tweet... Tweet... Whos there?

tweet... tweet

Its always an effective marketing promotion if you can put together a few reasons why customers should consider a product.

Getting the message across about a case study

A good example of an installation news item. Whenever you supply equipment to a different or interesting venue, then its worth publicising.

There are a few things that always work as images to capture attention and money is one of them!

Customer testimonials will always gain interest

Drive take the humour route, although its maybe not too funny for the giraffe!

Remember that you can follow THIIS at @wwwthiiscouk

0800 252 [email protected] & 19th October 2015

NEC Birmingham

www.tradedays.co.uk

STAND D60VISIT US ON

8'18'1:

The 4mph transportable scooters that reflect...

Modern

Design

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& Style

Sturdy

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LIFE IS COLOURFUL!

The Veo

Range up to 18.5km / 11.5 milesCarrying capacity up to 18 stoneAvailable in Citrus or Orange

The Veo X

Range up to 21km / 13.5 milesCarrying capacity up to 20 stoneAvailable in Red or Teal

Call now & order today

The two-piece chassis of the Veo

& Veo X dismantles without tools.

C

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Veo & Veo X Advert TD FINAL 210815 PR lr2.pdf 1 21/08/2015 16:55:14

32 www.thiis.co.uk

Classic Canes is the latest company to embrace social media. The company now has a presence on both Facebook and Instagram.Managing Director Charlotte Gillan explained what the company was looking to achieve. We intend to use the two slightly differently. Facebook will be for newsflashes and things like seasonal product suggestions. The stockists that are already following us are sharing our posts with their customers and encouraging them to come into their stores or go on their websites to buy the featured products. This seems to be working well and is of course free apart from a moment of their time, so I think it has potential to be a major benefit for our stockists.

Instagram Charlotte added, which is very visual, is about sharing beautiful images of our products and life at Classic Canes to build up a following for the brand among the international public, hopefully to the benefit of our stockists and ourselves.

She says that some retailers have been sceptical about the use of social media. Some

stockists tell us that elderly people dont use social media, so we have been explaining that there are early adopters among this group, and there are also many younger walking stick users who are using social media. For many disabled people, it is a very valuable link with friends, family and other communities. We already have Instagram followers who are ME sufferers. Some of them are confined to their bedrooms, but are commenting that they love seeing our product photographs each day and it is inspiring them for when they are able to become more mobile and get about using sticks.

Charlotte isnt looking for an immediate impact. We are expecting that it will be a little while before we see significant results, but

we do encourage stockists and stick users to Like and Follow us. Hopefully it will be to everyones advantage.

It follows the

Social media toe dipping

I think it has potential to be a major benefit for our stockists

The front of the new trade catalogue

The company are using Facebook and other social media platforms for the first time

A mood board is used to inspire the production of the catalogue

Take a look at ourNEW 2016 rangeof daily living aids


www.tradedays.co.uk

STAND B60VISIT US ON

Paroh Ltd Paroh Ltd@ParohLtdWeb: www.paroh.co.uk Email: [email protected]

For more information and to receive a catalogue please contact sales on 0121 543 1336 or email [email protected] or visit www.paroh.co.ukBrand by

34 www.thiis.co.uk

introduction of a new trade catalogue from the company which Charlotte says is still an important marketing tool. Even in this age of digital communication, it would be a brave marketing department that decided to dispense entirely with a printed catalogue. Far more of our customers order from the catalogue than as yet log onto our website.

Charlotte also gave an insight into the thinking behind the look of the new catalogue: Every detail is carefully considered, from the quality and feel of the paper to the style of the copy and layout. We use a mood board of pictures to convey the look we want to the designer. The 19th century oil painting The Wanderer Above the Sea of Fog, Downton Abbey, Cary Grant (Somersets finest export), and the chic 1950s British women photographed by Norman Parkinson were all inspirations this time. The elegance of bygone eras is a rich seam to be mined for walking stick marketing.

She added: Our stockists vary from seaside gift shops to luxury retailers in the worlds great capital cities, so keeping the catalogue relevant to everyone is both important and challenging. What is one retailers idea of an expensive walking stick (What, thirty quid?!) is very different to anothers (Darling, a hundred pounds is entry-level; our customers come here for something special.). Some are as perplexed by the concept of a basic chestnut crook as others are by a Swarovski crystal-encrusted evening cane.

Charlotte says that a big feature of the catalogue is the lifestyle photography. We include cheerful and stylish lifestyle images to show walking sticks in use in various situations, such as country walks, weddings and evening events as well as in everyday use.

And sometimes it can be the thing that gets the order as she tells us:

Golden Retrievers play a large part in our catalogue, ever since the time they secured an

enormous order from an American buyer swayed by their cuteness.

As Charlotte says, the trade catalogue is the equivalent to the shop window. If retailers find it inspiring, and then provide the public with distinctive and elegant walking sticks, it will be worthwhile for all parties.

To receive a copy of the Classic Canes catalogue, call 01460 75686.

You can see the company on Facebook at https://www.facebook.com/classiccanes and on Instagram at https://instagram.com/classic_canes/

The elegance of bygone eras is a rich seam to be mined for walking stick marketing

The Company participated in national Bring Your Dog To Work Day recently which was a great opportunity to add content on social media. The picture shows Boris, Sammy, Pepsi, Jimmy, Bailey and Jess, all being angelic at the companys Goods Out department!

High quality images are a key to sales according to the company

Telephone: + 44 (0) 1422 314488 I Web: www.drivemedical.co.uk I Email: [email protected]

Please visit our new online catalogue at www.easyriderscooter.co.uk

www.drivemedical.co.uk

The New Easy Rider from Drive Inspired by the success of theSport Rider, the design team gotto work on a new model thatwould continue to redefinethe typical luxury scooter.


www.tradedays.co.uk

STAND D40

VISIT US ON

Follow us on Twitter @drivemedicaluk

36 www.thiis.co.uk

MINMAXOPEN UP A NEW WORLD OF SALES:THE FOLDING FAMILY FROM TGA

NEW MAXIMO

ENHANCEDMINIMOPLUS

LARGER SIZE PNEUMATIC TYRES EXTRA PERFORMANCE ULTRA-LIGHTWEIGHT LITHIUM BATTERY FOLDS IN SECONDS

NEW REMOVABLE SEAT NEW ARMRESTS NEW HEADLIGHT NEW SAFETY SENSOR

MINIMOAS

FEATURED ON TV!

COMPACT, FOLDS IN ONE MOVEMENT TOP SELLER 12 MILE RANGE LIGHTWEIGHT


WWW.TGAMOBILITY.CO.UK

WEIGHS AS LITTLE AS

21.85KG!

0943TGAad.newstripSept15v2.indd 1 24/08/2015 14:11

Deciding whether the time is right to sell your business is no easy decision, but once the decision has been made, knowing how to sell your business can be just as daunting of a task. For first time sellers, understanding who to sell to, how to advertise a sale and how to optimise their value can be somewhat overwhelming. With so many recent acquisitions taking place within our industry, THIIS has sought the advice of BCMS Corporate, experts in the sale of privately owned companies, to provide some valuable tips and advice for those looking to sell.

Be prepared for a knock at the doorWith a number of sales having recently taken place from other industry players, venture capitalists and companies outside the market, there is currently a high level of acquisitive interest in the medical and healthcare products sector. What this means for companies in the industry is the increased likeliness that they will be approached by potential suitors interested in gaining a foothold in the assisted living market at some point in the future. For many companies, this knock on the door from another organisation may be the first time they may have considered selling their business.

Dont sell to the first company that comes alongA key tip from BCMS is not to sell to the first company that shows some interest. According to the company, a business owner in a recent healthcare sale managed to receive a highest offer of more than three times that of the lowest offer, only after generating a competitive market for the business. BCMS and the vendors met

with nine serious acquirers before the final price was agreed and by holding out from the first company that expressed an interest, the owner managed to secure a much higher selling price.

Who might like to buy?The assisted living industry is growing but still a relatively niche market. This does not necessarily mean however that interest will be from a limited number of niche parties. BCMS explained how this had been the case for Specialised Orthotic Services. The business had been operating for 35 years and specialised in designing and manufacturing postural management seating for children and adults with complex disabilities. Due to the particular and specialised nature of the company, it was only natural that the shareholders were concerned that there would be a lack of interest from buyers when the decision was made to move on.

In spite of this, when BCMS advised Specialised Orthotic Services on the sale process in 2014, they found that this was not the case. A total of 34 companies expressed an interest in acquiring the niche seating producers, with 14 of those companies being from outside of the UK demonstrating a healthy interest from the international market.

After meeting with the most likely potential

Time to sell?

A key tip is not to sell to the first company that shows some interest

Dave Rebbettes, BCMS Founder and Director gives some tips if you are looking to put the business on the market

www.thiis.co.uk 37

MINMAXOPEN UP A NEW WORLD OF SALES:THE FOLDING FAMILY FROM TGA

NEW MAXIMO

ENHANCEDMINIMOPLUS

LARGER SIZE PNEUMATIC TYRES EXTRA PERFORMANCE ULTRA-LIGHTWEIGHT LITHIUM BATTERY FOLDS IN SECONDS

NEW REMOVABLE SEAT NEW ARMRESTS NEW HEADLIGHT NEW SAFETY SENSOR

MINIMOAS

FEATURED ON TV!

COMPACT, FOLDS IN ONE MOVEMENT TOP SELLER 12 MILE RANGE LIGHTWEIGHT


WWW.TGAMOBILITY.CO.UK

WEIGHS AS LITTLE AS

21.85KG!

0943TGAad.newstripSept15v2.indd 1 24/08/2015 14:11

acquirers, offers were invited from four; among them was the ultimate acquirer, Drive Medical. Dave Rebbettes, BCMS Founder and Director, says; Far from being put off by a specialist focus, acquirers in this market often see it as one of the key drivers for acquisition. This was certainly the case for Drive Medical, who added a significant skillset and strong specialist product line by acquiring Specialised Orthotic Services.

Preparing for saleAfter the decision has been made to sell, there is a lot of preparation which must be completed in order to achieve a maximum selling price. It takes on average three months for a company to ensure it is adequately prepared to go to market and in this time, a number of things need to happen; market research to identify potential acquirers, preparation of financial plans and compelling marketing documents that really sell the business to potential buyers.

To achieve the best sale possible, it is recommended that an experienced team are involved. As an example, BCMS told us about the case of their client CUI International a manufacturer of parastomal hernia support products. The team on the project consisted of a Research Analyst responsible for compiling a list of 126 likely buyers names, with a 60/40 split between UK and overseas companies; an accountancy trained Business Analyst tasked with producing a financial plan; a Copy Writer that created the marketing documents, a Deal Leader who handled the meetings and negotiations and a Project Manager.

The company was sold to H&R Healthcare Ltd, a supplier of products in the area of infection control, advanced wound management and compression hosiery in March 2015.

Next stepsWhether you have been approached by another company or are considering moving onto new pastures, it is worth speaking to a mergers and acquisitions advisory to get an understanding of what you hope to achieve.

BCMS run free half-day seminars giving business owners advice on selling business; you can check upcoming seminars on their website: www.bcmscorporate.com/seminars

It takes on average three months for a company to ensure it is adequately prepared to go to market

38 www.thiis.co.uk


www.tradedays.co.uk

STAND B65VISIT US ON

Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : [email protected] www.romamedical.co.uk

STAND D65

JOIN ROMA MEDICAL AT

18th & 19th October 2015 / NEC B irmingha m

Scooters Power Chairs

18th & 19th October 2015NEC Bi rmingham

www.tradedays.co.uk

STAND D65VISIT US ON

www.romamedical.co.ukwww.romasport.co.uk

Manual Wheelchairs Rehab Range

Sports Wheelchairs

Active Wheelchairs

Romachair

Beds & Daily Living

40 www.thiis.co.uk

Amplicomms, specialists in developing amplified and assistive technology products for people with hearing, vision and dexterity loss, are returning this year to Trade Days in October following the success of last years show.

European Sales Director, Ran Meyrav says: We werent sure what to expect last year as it was the first show. The market was definitely lacking a B2B event and Trade Days seemed meet the requirements. It was a success for us in terms of gaining new contacts and business, exposing our brand and products to relevant visitors and decision makers. The number of diverse visitors from numerous countries surprised us.

Ran added: The organisers are obviously experienced and used a variety of channels to publicise the show, aided by excellent marketing tools before and during the show. It was an easy decision to take part again this year and

we would highly recommend the show to other companies looking to expand their B2B sales.

This year amplicomms will be showcasing a number of their latest products, all easy to use and ergonomically designed to improve the ability to hear and communicate with others.

The range includes Bluetooth and Mobile Phone amplifiers, Care Monitors and Alarm Clocks, Vibrating Pillow Pad Alerts, TV Listeners, Door Bells, and some of the loudest hearing aid compatible domestic and mobile phones.

The company will be on stand D01 at the show. To make an appointment to speak to Ran at the show, call him on 07940 410207 or email [email protected]

Something to shout about TradeDays success guarantees loud return

GELWHEELCHAIR &WALKING AIDACCESSORIES

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

affordable and easy to fit.

We take awaythe pressureso YOU feelthe comfort

01454 285071E: [email protected]

www.gelovationseurope.com

The unique shock absorbing ferrule upgrades canes, sticks and crutches 4 sizes available

A great new range of specially designed telescopic sticks, folding sticks and urban hiking poles with a choice of colour, handles and accessories (including a bad weather Flexyfoot Ice Foot)

Customers surveyed report: 98% would recommend Flexyfoot to a friend 78% felt safe and more secure 77% had less aches and pains

A British product (patented world-wide and design registered) with an international market* * Distributors in Australia, Belgium, Canada, Czech Republic, Denmark, France, Germany, Holland, Italy, Israel, Japan, Korea, New Zealand, Norway, Spain, Sweden, Switzerland and USA

Supported by informative, eye-catching promotional material (leaflets, editorial and advertising in national press, dedicated Flexyfoot website and in-store display units)

For more information on the Flexyfoot brand or Flexyfoot ferrules, sticks and walking poles visit www.flexyfoot.com or call 0800 0285888

Confidence Security Style

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42 www.thiis.co.uk

The Trade Days show floor already has the vast majority of companies supplying retailers in attendance but there are plenty of other reasons for retailers to spend time at the trade-only event in October.As part of what is becoming an extensive list of features, educational opportunities and stand activities at the show, the Deal On section of THIIS magazine will be making an appearance at Trade Days with opportunities for both exhibitors and retailers highlight promotions.

Deal On is available to all THIIS advertisers every month and is an opportunity for companies to promote one off deals for products they are looking to push or for stock that they are looking to supply at very attractive trade prices.

Now the feature will be running on the THIIS

stand which is located just inside the entrance to the show. It will be available, free of charge, to all exhibitors at Trade Days and will provide a one stop location where visitors will be able to see all the best offers on the show floor.

However, as well as exhibitors being able to take a

thiis trade magazine - september 15

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