Managing Managed Care

Managed care plans continue to gain ground impacting the way optometric practices do business. Although managed care plans often increase the number of patients through the door, they can be confusing and restrictive.

When choosing to accept a managed care plan, always do your homework. What are the reimbursement rates, can I make lenses on my Q-2100, can I use my lab of choice, how do they impact my second pair sales…are all questions that must be evaluated before you make your acceptance decision.

Many times reimbursement rates may not be sufficient to truly cover your time and services. If the insurance plan requires that you use a specific lab, service time and turnaround may be negatively effected, impacting your practice reputation. Second pair fees have typically been a way to generate additional revenue with managed care clients, make sure the new plans don’t impact the pricing structure you have in place. You must really understand the pros and cons before signing up.

It is also important that you evaluate your existing plans with the same criteria. Once your numbers are verified, you should consider dropping those that net the lowest. Focus on seeing patients from the most profitable plans available. Concentrate on providing excellent patient education on the plans they participate in and make sure that have all the details before the exam. Treat them well and then try to up sell to options beyond the plan to provide exemplary care and vision.

Focus on the 2nd pair option when dealing with managed care patients. With your Q-2100 digital lens system you are perfectly positioned to truly capture and make accessible to your patients the 2nd pair choice. Utilize your in- office capability to competitively price the additional pair as an affordable and desirable option. Whether a pair of photochromics, sunwear or a spare pair, you can meet their needs and profit from managed care plan acceptance.

Eye Center Boutique Opens 10th Location with Q-2100

Eye Center Boutique of Puerto Rico opened their tenth location with a Q-2100 Digital Lens System and nanoCLEAR AR unit this April. “With nine very successful locations across the island, the addition of a tenth boutique was the logical next step.” The newest location, positioned on the northern coast, approximately 15 miles from San Juan, continues to capitalize on their unique optical concept of selling high end handbags and shoes with prescription eyewear. What better way to cater to fashion conscious consumers.

Optical Dynamics is proud to have our technology as an integral  part of their successful business plan and looks forward to working with this up and coming retail chain as they continue to grow.

Digital Lens Technology, a Greener Alternative to Traditional Lens Surfacing

The Q-2100 Digital Lens System is a green alternative as compared to traditional lens surfacing. With the Q-2100 lenses are produced direct from the bottle of liquid lens material to the finished Rx. No longer must one inventory hundreds of lens blanks to be processed to the finished prescription. A single bottle of lens material is all the operator needs to make any Rx within a broad range. Whether you need a plus lens, a minus lens, a progressive or a flattop you produce what you need in the quantity you need it.

hite background.More importantly, the digital casting process eliminates the large amount of waste typically associated with traditional lens surfacing.  Lenses are not made into thick semi-finished “hockey pucks” to be ground and polish to the finished Rx. This eliminates all the polishing slurry and lens material waste that needs to be filtered, cleaned, and properly disposed as part of the existing lens manufacturing process. When optical practices process lenses in house, the traditional transportation by-products in the channel of distribution are also reduced.

“Optical Dynamics digital lens fabrication system is a greener alternative to traditional lens manufacturing,” states Michael Yager, VP of Sales. “Our system is environmentally friendly, has a very low carbon footprint, low power consumption and can be safely operated in an eyecare professional’s environment. At Optical Dynamics we continue to search for the best alternatives for all our new product designs,” added Yager.

The Q-2100 Digital Lens System occupies little space, is clean, quite and self diagnostic. With the additional benefit of producing free form quality lenses the system is an ideal choice for the progressive optical practice.

Quick Do’s & Dont’s for Selling to Men

Eyecare Professional, by Bob Phibbs

  • DON’T leave us alone. While you may think that giving us some space is good, don’t leave us completely alone or we’ll walk away! Its too overwhelming
  • DO take us by the hand (figuratively). Don’t assume that we know what we want or that we know what we’re looking at. If it’s an item we’re not familiar with buying then we need some guidance. Show us around and point things out.
  • men shoppingDON’T hover. While we want your guidance and your help, take the cure if we need a little space. Help us narrow down our choices first but if we want to take some time to mull it over on our own, back off or you might spook us. Its fine to check back in every few minutes to see if we need additional assistance, but don’t hover or make us feel pressured.
  • DO, point out fashion trends. We don’t necessarily want to be on the cutting edge of trends…but we still want to look good and stylish. If we feel like it makes us look like Brad Pitt that matters to us. We might even want to know if it was featured in a magazine. We are vain – we just don’t make it obvious
  • DON’T ask or assume our budget. If you ask for our budget, you allow us to limit ourselves. You will dumb down our choices and ultimately you’ll loose out. Show us the merchandise first, then talk price.

Patients Appreciate Fast Delivery

Mary Sheedy is an Optican at Ortiz Eye Associates in Morris, IL and has been dispensing eyewear processed with the Q-2100 Digital Lens System for over 10 years. “I like that we make our own lenses in house, it saves the practice money on ordering out jobs and the fast turn around time for the patients is great,” shared Mary.

“The patients really like the lens quality and appreciate our in-office lens capability,” added Mary.

State Managed Vision Care Laws Tracking

Published  by the VCA

Below are a list of states with recent laws positively impacting the use of in-office lens production.

Alabama: The Access to Eye Care Act prohibits insures of vision care services from…choosing sources of suppliers.

Arkansas: Cannot restrict or limit the vision care provider’s choice of optical labs or sources and suppliers of services or materials.

Kansas: No vision care insurance policy…or discount plan that provides covered services or materials will be allowed to limit the choice of sources and suppliers of materials by a patient of a vision care provider.

Maine: A vision care plan cannot restrict an eye care provider in an agreement from choosing its sources and supplies of services and materials.

Missouri: Vision care insurance policies and vision care discount plans that provide covered services for materials cannot directly or indirectly limit providers’ choice of sources and supplier of materials.

Oregon: You cannot restrict a provider’s choice of suppliers of materials.

Texas: A managed care plan cannot “restrict or limit a choice of sources or suppliers of services or materials, including optical laboratories.”

Virginia: The vision care plan cannot require a provider to use a particular optical lab.