Add a High-End Frame Line to Attract Upscale Customers
Evan Kestenbaum, MBA, of Optix Family Eyecare Center in Plainview, NY, added the Judith Leiber frame line to attract more upscale shoppers who will spend over $300 on a pair of frames. The first-year goal was to sell at least one Judith Leiber frame per month—but they sold more than one a week and are adding more luxury frame lines. Keys to success: distinctive merchandising and good word-of-mouth from upscale customers.
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Software Solutions/EHR
Utilize Your EHR System as a Business-Building Tool for the Optical Dispensary
By Ellen B. Goad, OD, LDO
Electronic record systems help doctors in the exam room—but they also allow your optical staff to provide personalized service and capture more revenues. Here’s how to make your EHR system part of the sales team in your dispensary. >>READ MORE>>
Medical Model
Make Your Practice Eyecare Emergency-Ready
By Jeanmarie Davis, OD
Handling eyecare emergencies is a critical practice service that builds patient loyalty. To provide this service well, you must ready your staff and also get the word out so patients think of you when an eye emergency arises.
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Frames
Build Second-Pair Sales
By Oliver Lou, OD
Increasing second-pair sales can elevate a break-even dispensary to a major practice profit center. Sales tips: Stock enough inventory to create excitement, and start the second-pair conversation in the exam room. >>READ MORE>>
ROB Fast Fact
The average compensation reported for all opticians/dispensers responding to Jobson Optical Research's and Local Eye Site's ECP Compensation Study was $45,512. The median compensation for the same group was $42,000. The Northeast Census Regions had the highest average compensation at $52,705 and the Midwest the lowest at $39,520. The South came in at $47,731 and the West at $43,277.
Click HERE to read more from Review of Optometric Business professional editors Carole Burns, OD, FCOVD, and Mark Wright, OD, FCOVD, on managing staff payroll and morale.
Following several weeks of ongoing debate around all aspects of the issue, the California Optometric Association House of Delegates passed a resolution on Feb. 11 stating their support for the inclusion of stand-alone vision plans in the state insurance exchanges being established as a result of health care reform. >>READ MORE>>
Transitions Optical, Inc., has introduced variable polarization at Transitions Academy, its annual education event for industry professionals. Transitions Vantage lenses are designed to both darken and polarize upon UV exposure to deliver crisper, sharper vision, including in outdoor glare.
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ROB Poll Results
Your Top 2012 Dispensary Goal? Sell More Second Pairs and Introduce Targeted Value Packages
Asked about their top 2012 dispensary goal, 30 percent of ROB readers cited their goal to sell more second pairs this year, while another 30 percent said they wanted to introduce targeted value packages. Twenty percent said they plan to add more high-end brands to their frame board. Another 20 percent said they plan to begin offering personalized lenses.