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Enhancing Your Contact Lens Practice

Thursday, February 26, 2015 |
This week we are going to focus on enhancing your contact lens practice. This is an area of the practice that is often forgotten or overlooked. There are a few reasons for this. Either a practice says “we are doing fine” or that what can I do, the big box stores or online are killing me! Sound familiar? In both cases-not true, at least in my opinion and experience. As you know, every part of your practice has to be competitive and profitable. Your contact lens business is no different. Follow these steps and improv  Read More

This Week: Contact Lens Multifocal Fitting

Tuesday, February 17, 2015 |
Did you see our new podcasts on CL Multifocal Fitting? How about our improving your Dailies Sales podcast? You can also get a free copy of our “Contact Lens Patient Education Sheet.” Stay tuned next week as we start talking about workflow and how to identify and make your processes more efficient...   Read More

Enhancing Your Annual Supply Sales: Opportunity or Impossibility

Tuesday, February 10, 2015 |
This week we are going to focus on enhancing our annual contact lens sales. There are two reasons why we want to focus on this subject. First, there is a moral and ethical issue with only allowing a consumer to buy a partial order of contacts. Second, there is a HUGE financial difference between selling a pair of boxes of contacts and selling an annual supply of contact lenses. Let’s first review the philosophy of an annual contact lens supply. I once had a doctor in one of my seminars ask what the big deal was abou  Read More

Are you ready for 2015?

Tuesday, December 16, 2014 |
Your future starts today. What are you doing to prepare for it? 2015 is right around the corner. Are you ready? What is your plan for 2015? Do you want to stay exactly where you are or improve some small part of your business? Maybe it is to increase your revenue per encounter or to increase your annual contact lens sales or maybe even to find the perfect partner to buy in to your practice. There are potentially hundreds of things that you could focus on to build your practice. However, to create that future, yo  Read More

Concierge Eye Care: Opportunity or Impossibility?

Friday, August 01, 2014 |
With all of the changes in healthcare and the ever increasing complexity of managed care there is an increased discussion about the opportunity of concierge medicine in the eye care space. This endeavor is not for the faint of heart or the ill-prepared, but if done strategically, it provides a fresh opportunity for select practices and creates a new niche for other practices. In most communities there is a select group of consumers who desire and are willing to pay for higher levels of product and services. We are seeing an increasing n  Read More

Rep Contracts: Crucial to your Business Success

Friday, July 11, 2014 |
Do you have a contract with your reps? If you don’t, maybe you should consider having one. After all, your relationship with your sales representatives is crucial to your business success. They are one of the many business coaches that you can enlist to help your practice and they are free help. Successful business relationships are a two way mutually beneficial relationship though. They help you, you help them, and everyone moves toward achieving their business goals. Remember though, ultimately, their job is to sell you somethi  Read More

Knowing your Number

Friday, June 27, 2014 |
Every month we focus on one number that you need to track and evaluate. This month it is revenue per patient encounter. Determining this number is very simple. Take your total revenue from the prior month divided by the total number of exams performed. Typically, non-revenue generating visits such as contact lens checks are omitted. There is much information out there about what the “norm” is. It is more important to determine where you are at now and then start thinking about what you could do to fix this. Go to our websi  Read More

Boost your Sun Wear Sales

Friday, June 20, 2014 |
Sun wear, or maybe better said outdoor wear, is a crucial piece to protecting your patient’s ocular health, enhancing their vision, and building your practice profitability. Here are a few tips of how to build your sun wear sales: 1. Tell a story. It is essential to tell a story about the damaging effect of UV to the eye and the visual benefits of wearing prescription, polarized sun wear so your patients can see as well outside as they see inside. 2. Develop the process. Have your front desk or pretest peopl  Read More

How to Tackle Summer Eye Allergies

Friday, June 06, 2014 |
Helping your patients who are suffering from ocular allergies is a crucial practice builder this summer. Are you treating them? Ocular allergies will affect over 20% of your customers. Here are the 6 steps to improve your allergy practice. 1. Get in the right mindset. This is not a visual disease and is not covered by managed vision care. This is a medical disease and should be treated and coded as such. The exams are problem focused. 2. Educate your staff. Have a 10-15 minute training session where you explain   Read More

Building the Medical Model Practice

Friday, March 14, 2014 |
It almost seems odd to talk about one part of the eye care practice as some different entity than all the rest of the parts of the practice. For years we have been talking about building the medical model of your practice when in reality it should have always been part of our practice. After all, it is our job to treat all aspects of our patient’s needs. Sometimes this means we are treating their visual needs, while other times it means that we are treating the medical needs. But once again, at the foundation of it all is that i  Read More






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