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The Health Care Book List

Friday, March 20, 2015 |
What was the last good book that you have read? As you think about that let me narrow your decision to the last good business book you read. If you can’t remember the name of the book or how long ago you read it then it’s time to re-evaluate how and what you learn. If you spend time building your knowledge about your business and implement changes from what you have learned then your business will grow. You will likely expand your own personal horizons as well. Unlike a medical text book, chalk full of statistic  Read More

What are you doing? Really!!

Tuesday, March 03, 2015 |
Have you ever thought about what you do every day? Do you have a routine? Is it the most efficient way or just the most comfortable way of doing things? When I go into practices as a consultant, the very first thing I do is watch what things that each doctor and staff member does. In most instances practices could improve their efficiency by 20-40% and improve their bottom lines substantially by just analyzing what each and every person in the office actually does every day. This process is called workflow efficiency analysis. It is  Read More

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






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