HMS looks to ‘disrupt’ ATP model 

BRADENTON, Fla. – Hoveround Mobility Solutions (HMS) in February began offering flexible benefits to grow its network of assistive technology professionals (ATPs) in a competitive market. 

Because it has a healthy referral stream from its parent company, Hoveround, which makes and provides standard mobility products, the company is trying to recruit more clinically focused ATPs, says Grant Klinedinst, director of CRT operations for HMS. 

“Right now, we have a full pipeline of patients who need to be seen by an ATP,” he said. “So, we need ATPs that just want to serve the patient and don’t want to have to worry about generating their own sales leads.” 

Here’s what Klinedinst, who has a 21-year career in the CRT industry, including at National Seating & Mobility and Reliable Medical Supply, had to say about what HMS hopes will draw ATPs to their team. 

HME News: What are the flexible benefits that HMS is offering ATPs? 

Grant Klinedinst: We won’t have a sales quota over their head. We can bring them on as a W2 and we can negotiate an hourly rate, and they can work as much or as little as they want – even part time. Their main job is getting the patient the most appropriate piece of equipment. If there’s an ATP that does want to do some sales, we do have outside sales ATPs. Our goal is to disrupt the model. 

HME: Are you also trying to develop your own ATPs? 

Klinedinst: We’re developing an ATP program. It will be a six-month or two-year program, depending on the person’s experience. We have a rehab technology supplier (RTS) going through it right now and he’s about to sit for the exam. We’ve already identified our next candidate. 

HME: HMS launched about a year ago. How many ATPs do you have and how many ATPs would you like to have by the end of the year? 

Klinedinst: Right now, we’re at 12 ATPs; by the end of this year, we’re hoping to have 20 to 40 ATPs, depending on what the market dictates. We’re constantly looking for the right fit for the right spot, but it’s not so much the quantity of ATPs but the quality of ATPs. 

HME: Is it the goal to have ATPs throughout the country so you can serve patients nearly anywhere? 

Klinedinst: We need coverage on the East Coast. We’ve got good coverage in the West and the Midwest.