Cavendish uses retail nous to drive dealer sales of lightweight mobility vehicles

Cavendish Healthcare is convinced that the number of dealers stocking its SupaScoota and SupaChair range of mobility equipment will rise following the interest it received at the recent Trade Days show. 

The retailer sells a wide range of mobility devices but began importing the ‘Supa’ brand four years ago after becoming frustrated at the lack of lightweight mobility scooters on the market.

It initially sold the equipment through its two showrooms in Torquay and Waterlooville before agreeing with the manufacturer to distribute them to other independent mobility shops in the UK in order to expand the brand’s presence.

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Managing director, Simon Thorneloe, says that building up the trade side of its business has been a challenge, but ultimately dealers are always on the look-out for new products. It currently works with 35 dealers, but Mr Thorneloe reckons that number could rise to 60 based on the conversations it had at the show.

“The biggest aspect here is that we are not a manufacturer or distributor selling to retailers, we are retailers selling to retailers. We know about retail, we know what sells and we know what works. We really understand it, and that’s the big difference.”

He adds that Cavendish firmly believes that people with mobility needs like choice and its aim with SupaScoota and SupaChair is to offer a series of products that are more about being light and aspirational than medical or clinical.

The company has also worked with the manufacturer of the products to suggest safety features and other devices specifically for the UK market.

Mr Thorneloe estimates that there is scope for up to 80 dealers UK-wide to market the ‘Supa’ product, with the company keen to engage with “like-minded” dealers with a strong local reputation.

“These local companies can give the customers good after-sales support and proper assessments, which is what it is all about. We are not against online sales or anything to do with price, but really people do need to be assessed with these products.”

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