Eric M. White, OD, of Complete Family Vision Care in San Diego believes in doctor-driven-dispensing–and his high conversion rates prove the effectiveness of making recommendations while the patient is in the exam chair. Three keys: First, take the time to pull away the phoropter and explain to the patient what they need, and why you recommend the best options with the latest technology. Second, walk the patient to the optician and reinforce your message by explaining what you recommend and how the patient will enjoy the benefits of digital PALs, no-glare, Transitions, daily-replacement contact lenses, etc. Finally, when you talk about it, believe in it, and your efforts will generate ROI.
