Tag: Eric Kline

Providers who don't offer their employees commission-based compensation are doing it all wrong, says Wayne Slavitt, CEO of Long Beach, Calif.-based Mob�l.“If you don't compensate them based on performance, then they're an order taker and an order taker simply waits for things to happen,” said Slavitt, who pays his sales staff an hourly rate plus commission on every item they sell.Eric Kline, president of HME SalesPro, agrees.“Employees want to know that the harder they work, the...

PENSACOLA, Fla. - Eric Kline says referral sources are hungry for CEUs, not lunch.That's why the long-time industry consultant launched an online service in March, called Love Your Nurse, that allows HME providers to offer referral sources free continuing education to meet licensure requirements.“Referral sources are more loyal when you give something back,” said Kline, founder of Love Your Nurse and CEO of HME SalesPro.For an annual subscription fee of $499, Love Your Nurse will create...

I'll be honest: While I realize competitive bidding is a terribly flawed program, I have no idea what Medicare should pay for DME. Congress and CMS obviously don't know either. Neither, I'm sure, does 99.9% of the general public. That's why, on the surface, for so many people bidding seems like a good way to determine pricing. (For an example of this mindset, check out this scathing commentary on the HME industry.) But if bidding's a terrible idea, how should pricing be set? How would the industry...