June 15, 2016
Eric White, OD, closely tracks performance metrics to identify and leverage fast-growing areas of his practice–like part-time single-use contact lens wear, multifocal contact lenses and computer eyeglasses. By proactively dispensing from the chair, he also achieves high penetrations in digital lenses, no-glare treatments, Transitions and second-pair sales.
TRACK & IMPROVE. Track how many digital lenses are prescribed and sold, along with how many lens treatments, such as no-glare and Transitions, are sold, and how many second pairs are prescribed and sold.
PRESCRIBE IN EXAM ROOM. Prescribe eyewear, including specific lenses and lens treatments, while the patient is still in your exam chair.
PRESCRIBE PART-TIME CLs. Ask glasses-only patients if they ever thought about wearing contact lenses for activities like going to the gym, hobbies like water sports and hiking, and date nights. Then, prescribe a 90-day supply. Many will opt to wear them more often than they expected.
PRESCRIBE COMPUTER GLASSES. Explain the value of glasses that ease strain from reading and typing on computer screens and smartphone and tablet screens, and shield eyes from harmful blue light.
Eric M. White, OD, owns Complete Family Vision Care Optometry in San Diego, Calif. Contact him: idol@drericwhite.com
