Eyecare Business June 2016 by Stephanie K. De Long
Tip #1 Be Visual & Verbal – Marketing and message have to take into consideration not just the age of kids but also whether your communication is meeting their learning styles. That’s often overlooked.
Tip #2 Understand the Essence – Whether you’re talking about a product, program, or promotion, this is an exercise that has proved very useful at Youth Market Systems in the development and marketing stages.
Tip #3 Consider Identification Patterns – Whether it’s a real person or – in terms of character identification – an animal or cartoonlike personality, you can understand identification patterns: how a child relates to and interacts with things and people.
Tip #4 One Size Won’t Fit All – Whether attempting to market through advertising, print, promotions, or the Internet, certain generalizations are often applied. Some work, Some definitely don’t.
“I hope I shall possess firmness and virtue enough to maintain what I consider the most enviable of all titles, the character of an honest man. ” George Washington
Roxann Vann, lab technician at Accent Eye Care, has been working with the digital lens technology for nearly two years and loves working with both machines. “The Q-2100 allows me to have tow jobs going at the same time with the third job in the nanoCLEAR AR unit preparing to be made. I can also have the molds pulled for the fourth job,” said Vann. “These machines are very practical to getting jobs out quickly,” Vann added.
When asked to share a customer story, Vann said, “we have had several patients that have had broken frames and are unable to complete their daily tasks, with having the Q-2100 machine we are able to provide the customer with a great quality lens and get the job completed in the same day.” “Customers are amazed that they are able to get a lies with AR and photochromic with a one day turn around,” added Vann. “I love being able to provide this type of service to our customers,” she concluded.
In an industry warranty and redo white paper, ECPs from all regions of the US were surveyed and asked a series of questions involving the number of lens returns and redos at their practice. According to the paper, an average ECP has annual return and redo rate of 7.4% or 17 pair per month.
Of particular interest was the warranty & redo information collected on anti reflective lenses. As the majority of AR lenses are coated through a vacuum process, the paper gives a good snapshot of how traditional AR coating fares in the marketplace. When asked to detail the mix of lenses returned, 8 of the 17 pair returned included an anti-reflective treatment, an average of 2 pair per week. When asked for the most common “reasons” for remaking lenses, with or without treatments, 33.4% said scratching and 23.0% said AR failure.
Another aspect of the paper was the time and cost of redos. To remake a returned job it took an average of 5 days if the lens included an AR treatment. The average cost to the ECP for the redo with our without treatment was approximately $68.59 per pair or an average of $1,666 per month. A significant impact to the patient in the amount of time for redo and to the practice in dollars.
While the occasional return and redo of all lens types is inevitable, the addition of the Q-2100 with nanoCLEAR AR to your practice can significantly reduce the impact of returns and redos on your business. By producing lenses in house, the remake time is drastically reduced with the ability to provide same day or next day delivery of lenses. Your patient is happier as you responded quickly and efficiently to their remake need. The cost impact is also greatly reduced. With the digital in-office lab you are producing lenses at a fraction of the cost of a traditional lab, and well under the average remake price of $68.51. And if you are remaking lenses for a reason covered under warranty, Optical Dynamics will replace the returned lenses under our warranty program.
Optical Dynamics is proud to welcome Laboratoire ATLAS to the Q-2100 user family. Located in Sfax, Tunisia, Laboratoire ATLAS becomes the first location in the country to utilize the digital lens technology. Sfax is the capital and commerce center of Tunisia with an active Mediterranean port.
Laboratoire ATLAS is a new business venture designed to provide quality eyewear with quick delivery time to retail outlets around the region. With most lenses outsourced to Europe or China, Laboratoire ATLAS is proud to produce lenses in-country.
Carrying a full array of products including clearLIGHT plus, sunSMART II, and nanoCLEAR AR, Laboratoire ATLAS will be able to support the majority of their clients needs utlizing the Q-2100 digital lens system with nanoCLEAR AR.
Repost The New OD, Optometric Management March, 2015
In today’s evolving healthcare environment, it’s become vital to separate yourself and your parctice from the crowded landscape. Utilizing proven business models from the marketplace is a great place to start.
Consider the elite hotel brands across the globe whose mission has become impeccable customer service. …This high level of doing business can become your way of doing business if you follow these simple principles
- The Art of the Greeting – Ensure that your staff members greet patients by saying, “Welcome to (insert practice here). My name is (insert staff member’s name). How may I help you. Reminding patients where they’re receiving excellent patient care helps establish your brand.
- Dress for Success – From the front desk to the technician, and especially in the optical center, it’s important to have a uniform or dress code.
- The Attitude – You can’t train happy and nice and good social skills are hard to learn, too. Therefore, it’s imperative to begin with the end result in mind and hire for personality rather than job skills or experience – in certain positions.
- Be Our Guest – Develop a culture that promotes the patient as a guest. When you pass a patient in the hallway, say hello or offer a friendly smile and make sure your staff does the same.
- Classy Clinics – Closely monitor your physical space. Please your eyes where patients do by sitting in your waiting room, exam rooms and optical and notice everything.
- Don’t Tell the Patient, Show Them – When you are staying at a prestigious hotel, you’re taken there by a staff member. Your staff should do the same.
Providing 5-start service is a great way to build patient loyalty and increase referrals.
South Coast Optometry, located in fashionable Costa Mesa, California has been an advocate of in-office lens production for nearly 17 years. Dr. Quon purchased the Q-2100 Digital Lens System in 2000 and added the nanoCLEAR unit in 2006.
“The Q2100 and nanoCLEAR AR has helped level the playing field against the corporate optical giants and “big box optical boys”. We are now able to offer a competitive quality progressive (or even single vision) lens product with AR quicker and more cost competitively, shares Dr. Quon.
“The in-office technology has been absolutely wonderful. We have control of delivery time and have been able to provide lenses in an emergency almost in the blink of an eye! It has also kept us competitive in bargain hunting economy,” Quon added.
Dr. Quon and his staff share their in-office capability posting on their website: We provide an on-site laboratory to accurately fill your prescription in about an hour including most progressive, bifocal, and single vision prescriptions.
Eyecare of the Valley in Pennsburg, PA is a large practice with six doctors and provides a wide range of services and appointments times. As noted on their website, they provide quality care with a personal touch.
The practice added the Q-2100 with nanoCLEAR to their lab in 2006 and Howard Linchuk, Lab Manager, has been running the equipment ever since. “The equipment is very easy to use, just point and click and the process is started,” said Howard. “When a patient fell and broke her glasses recently, we were able to craft her new set of CFL lenses because of our in office technology.” “The patient was sore and bruised from the fall, but also happy she was able to leave our office in just about an hour with a new set of glasses,” Howard shared.