Supplier Spotlight: How Topro UK is rolling forward to success
Walking aids manufacturer Topro is currently working through a five-year strategy to boosting the services and advice it offers to dealers and the NHS, and it has been busy recruiting new members of staff over the past year to achieve its goals. The firm has also been busy developing new products, with the Hestia indoor rollator the latest product to hit the UK marketplace. THIIS caught up with Terence Clark, Country Manager for Topro UK, to find out more…
Established over 40 years ago, Topro is a Norwegian manufacturer of rollators and walkers. It was originally established by the local authority of the region to help create employment in the area for those who otherwise may have struggled to find work due to medical conditions.
The firm has been growing gradually over the years expanding throughout Norway and into much of Europe until it eventually reached a point five years ago where additional investment was required and it was sold.
At present approximately 100,000 of its rollators are sold annually across more than 25 countries.
While Topro has been busy acquiring other businesses and has other product offering outside the UK, Topro’s primary product ranges are focused around walking aids, and the firm is currently seeking to extend its reach further with these by re-establishing itself in the UK.
To help move this mission forward, Terence Clark was recruited to join Topro UK as Country Manager in May 2022. Terence formerly ran Clark & Partners in Sheffield before enjoying management roles with Stannah Stairlifts.
What is behind Topro’s decision to re-launch in the UK?
Terence: “Topro came to the UK around 12 years and is already a brand known and loved by many dealers, healthcare professionals, and users. It has built its brand within the UK on the strength of its product and service and as such has a loyal base of clients across the UK.
“The significant investment of the owners has meant that Topro is able to compete at the highest standard on the world stage. Along with much of the world, the pandemic caused Topro to have a further opportunity to rethink its global strategy.
“This process included its approach in the UK and it was decided at the end of 2021 to look for a wider profile within the dealership network and the NHS.
“To this end they approached industry veteran and mobility consultantEddie Peacock (the former Interim Country Manager) and asked him to find them someone to move the brand forward into the next phase within the UK.”
What was the recruitment process like in finding a new country manager?
Eddie: “As Terence has explained, these are exciting times at Topro in the UK. I was approached by its HQ and given the task of finding a suitable person to develop the UK business. This is a position carrying a high level of responsibility.
“It was no easy task to find, ideally, a person with a wide experience of running a substantial mobility dealership and with similar experience working for a major industry manufacturer. “Understanding the diverse challenges of the private market with the intricacies of the NHS is a rare and valuable quality.
“During my 30 years in our industry, I had met and worked with numerous people of great prowess. Amongst these was Terence Clark of Clark & Partners who were customers of mine for many years, and in this time, I learned that he is a diligent, respectful man of principle and with great business acumen.
“I was delighted when Terence responded to our enquires as I could not think of a better qualified person to take the reins of Topro in the UK. His long experience both as a dealer and then at Stannah as a manufacturer mean this is a perfect partnership for both parties.
“In addition to these qualities Terence has a fine sense of humour which will, I am sure, add pleasure for all parties in the coming years.”
What have been the highlights for you so far at Topro?
Terence: “I have been fortunate to work for two of the best companies in their field in my career, and now Topro is no exception, I am continually impressed by them.
“It has been great to re-connecting with dealer friends. My role at Stannah took me into the local authority market for 10 years so and I have missed the dealer market and feel I’ve come home.
“I have really enjoyed the support of the Norwegians in giving me freedom and authority to do what I think needs doing.
“The diversity and complexity of the role has also been exciting and rewarding.”
Can you elaborate more on what the re-launch of Topro UK will involve?
Terence: “We have a one, three and a five-year plan for Topro UK and during this first year the plan is first and foremost to build a strong team, large enough to give consistent good service and advice throughout the UK.
“We are about halfway through this section of the strategy. Connecting with dealers during these last few months and during the next few months, will be of paramount importance. Rather than take anything for granted I have tasked every area manager to find out more about what dealers what, need and expect of Topro.
“As for the NHS, an essential part of the strategy is to provide the best advice possible. To this end we have employed our own physiotherapist to connect with other healthcare professionals providing expert advice and help.
“Alexa Coyle is an extremely experienced professional and she will also be an asset, available outside her work with NHS, for dealers to use for training and general advice.
“It’s always difficult to know when to shout the good news about. We are still putting the essential foundations in place to provide us with the team and infra-structure we need to move things forward with the required level of excellence, however there is no time like the present, and we decided now was a good time to start to allow the wider healthcare world to know what the present and future holds.”
Topro UK has introduced a new indoor rollator, the Hestia. Can you tell us a bit more about it?
Terence: “Topro had a full rollator range but realised that the indoor rollator options across all manufacturers was very limited. To this end they pulled together a specialist team during the pandemic to design and create a rollator from scratch.
“The intention was not to produce an outdoor product made smaller, but instead a purpose-built product with different features unique to its indoor use.
“The Hestia’s small but sturdy footprint is highly manoeuvrable. A slidable tray, retractable stand-up aids, continuous brake lever, ergonomically designed handles and discreet basket are just some of the features which mean that the user doesn’t need to add options.
“We took the Hestia to Naidex as sort of a soft launch to gauge the dealer`s reaction. We were really pleased at the response and since then have found it extremely popular wherever we show it, it is simply a great product.
“Dealers can arrange a demonstration by calling their local area manager, or calling the office on 0115 846 5406.”
What is your main focus for Topro at the moment?
Terence: “For the next six months, we are moving forward on three areas all at once.
“We will keep building a great team, I have always believed it’s all about getting the right people in place, a team that is trustworthy, enthusiastic and works together.
“We are also working hard to understand what dealers want. As a dealer for over 20 years I think I have a reasonable idea but it’s important that we don’t make assumptions.
“Finally, we will be working on our systems, with the information gained from the meetings we are having, and will continue to have with dealers, I want to create systems that first and foremost work for them and their clients not us.
“Anyone that knows me knows integrity and decency are important to me and these values will be weaved throughout our culture to guide how we treat dealers, the NHS and the end user.”
Topro UK has been on a bit of a recruitment drive over the past year. Can you highlight some of your newest members of staff?
Terence: “Topro UK are still recruiting, particularly in the south, the three most recent recruits are in the last two months. Chris Ryan (who will covered Northern England and Scotland sales), was a colleague from Stannah. He is a person I have worked with for five years and is reliable, enthusiastic, and hard-working.
Greg Doughty (covering the Midlands), is someone we deliberately recruited from outside the industry. He was a Sainsburys Branch Manager for many years and brings a keen understanding of the retail world. Finally, Alexa Coyle, Physiotherapist, brings clinical understanding, knowledge of clients and the NHS.
“The common denominator is that all the team care about doing it right, we are not looking for the easy answer, a quick sale or a fast buck. Instead, we want meaningful long-term relationships with dealers that will create long term partnerships and added value for everyone.
“We know that working together will take Topro into the next phase of its evolution and make it the most desirable brand to stock.”
What events will Topro UK be supporting over the coming months?
“We are at the OT Show at the NEC in November, and we are also exploring the opportunities of more local exhibitions and other “trade” events focused on end users. We are already preparing for for 2023 having booked the national OT Show and the OT Southwest event in Exeter next July.
“We are keen to hear from dealers regarding any of their own enterprises. Our aim is to provide a presence at as many dealer events as possible even during the coming winter and into next spring.”
“I am very enthusiastic about this next year. The team we have grown in the UK are excellent and focused on creating a different sort of connection with dealers, seeking to add value, build the dealers business and work for the long term.
“Any dealers wishing to get in touch can contact me via email on Terence.clark@topro.co.uk or by calling 07939985952.”
