New This Week
If the Doctor Says It, It Must Be Important
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. >>READ MORE>>
Marketing
Speak Up: Protect Yourself Legally When Invited to Speak
Doctor-Patient Relations
Strategies to Keep Patients Happy: Prevent Dissatisfaction Before It Occurs
By Larry Golson, OD
The occasional dissatisfied patient is inevitable, but proactive steps can minimize such occurrences. Understand the triggers of patient anger and dissatisfaction–and train your staff to avoid them.
Software Solutions/EHR
EHR: Your Patient Education Tool
Beyond providing efficiency, electronic health records can help you to educate your patients about maintaining their eye health. Some systems can be programmed to do this automatically.
SPONSORED By ESSILOR and VISIONWEB
State of Independent Optometry: Optometry Dominates Primary Eyecare
AOA Excel recently commissioned Jobson Medical Information to create a comprehensive report on the status of the optometric profession and the future impact of major trends in business, regulatory and technology environments on the profession. This article, the first in a series of ROB articles based on this report, describes optometry’s dominant position in the delivery of primary eyecare.
This article, the first of three, reports on optometry’s competitive position in the delivery of primary eyecare. >>READ MORE and DOWNLOAD COMPLIMENTARY FULL REPORT>>
ROB Fast Fact
How Much Growth Was There in Plano Sunwear at Independent Optical Shops Last Year?
Optical chains still have the upper hand when it comes to plano sunwear sales. Optical chains beat independent optical shops in plano sunglasses sales growth in the 12 months ending December 2012 compared to the same time frame the previous year, according to the Vision Council VisionWatch 2012 Plano Sunglasses Sales report. Sales of plano sunwear grew by 6.1 percent at optical chain stores, and by 5.8 percent at independent optical shops. Better department and specialty stores saw year-over-year growth of plano sunwear of 5.6 percent. Plano sunwear sales grew by 3.9 percent at sunwear specialty shops and grew by 2.6 percent at drug/grocery/mass/warehouse clubs. Interestingly, sporting goods stores saw negative growth in plano sunwear sales of -1.6 percent, and flea market/street vendors also saw negative growth of -2.8 percent. >>READ MORE>>
In Brief
ABB OPTICAL GROUP Enhances Patient Retention Program
ABB OPTICAL GROUP has enhanced its Patient Retention Program by adding two new annual supply sales aids to help its customers add value to their practice by driving more annual supply sales of soft contact lenses. These improved personalized communication tools are designed to help practices retain their patients by illustrating the value of purchasing an annual supply through their trusted eyecare professional.
>>READ MORE>>
Superior Vision and Block Vision Announce Agreement to Combine Companies
In a move that will create one of the country’s largest independent vision benefits providers serving the employer group and health plan markets, Superior Vision and Block Vision, both leaders in managed vision care, announced the signing of an agreement to combine their businesses.
>>READ MORE>>
Challenge ? Solution
Practice Challenge…
How Can I Increase My Contact Lens Practice?
Contact lenses are an often underdeveloped area of optometric practice–misperceived as being less profitable than eyeglasses. In fact, contact lens wearers tend to be more loyal patients, returning to your practice with greater frequency and purchasing eyeglasses and sunwear, as well. Here are three examples of ODs who have applied winning strategies to grow their contact lens prescribing.
…Practice Solution
Recent Articles of Note
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By Robert Schultz
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In-House Lens Fabrication: Compete Successfully with Large Optical Retailers
By Gordon G. Wong, OD -
Be Positive, and Always Thank Your Patient
An Optometric Minute video with Eric M. White, OD -
Capture Rate Booster: Train Staff to Fill Patient Prescriptions
By Stuart J. Thomas, OD, and Ellen Byrum-Goad, LDO