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LATEST NEWS

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

Negotiating Successfully

Friday, February 28, 2014 |
Do you know how to successfully negotiate your next contract? Your ability to do so could mean the difference of tens of thousands of dollars, not to mention your happiness for the next decade or so. We negotiate everything in life. This is no different. So, once again I ask you? “Are you ready?” The first step is to get prepared. As a general rule, the most prepared party gains the advantage and usually has the upper hand during the negotiations. The key to being prepared is to understand the common interests   Read More

What Healthcare Reform means to Eye Care

Friday, February 14, 2014 |
I am often asked the question, “Is the ACA going to affect my practice?” The answer is yes and no. From a clinical standpoint we have yet to see the impact of the pediatric benefit that was so touted by our social organizations as a reason to get behind the ACA. Many clinics have also yet to see the rush of the 30 million newly insured that were going to enter the system, largely because most of these never successfully enrolled in the exchanges. We may see more people who actually lost or had a decrease in their coverag  Read More

Trunk shows: Not to be taken lightly!

Friday, January 17, 2014 |
This is not something to take lightly. A trunk show can provide tremendous rewards or be a total bust. There is no doubt that a trunk show takes some planning, creativity, and a little hard work, especially in the beginning. A trunk show can be a win-win-win. It is a win for optical because you are bringing in a large amount of profit from selling a large quantity of your product to a large number of customers. It is a win for the customer because they get a whole range of options to select from and even preview new items. It is also a w  Read More

Merchandising Made Easy

Friday, November 01, 2013 |
We are over merchandised. Everywhere we turn there is stimulus as to why we need something. It can be overwhelming. So how do we as eye care providers compete. We do it where our consumers are—our office. Take a good hard look at your office when you get done reading this. Could you merchandise your products and services better? Where would you do this? How would you do this? Is there any literature, signage, or educational materials prominently displayed that convince, persuade, educate or in any way help enhanc  Read More

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