June 22, 2016
Ted McElroy, OD, says that promoting sales of annual supplies of contact lenses yields a host of benefits. Patient compliance is elevated, and processing costs are reduced for the practice. Importantly, the patient is programmed to return in a year when their supply runs out and be more loyal to the practice.
PROMOTE ANNUAL SUPPLIES. Selling annual supplies increases the chances of keeping all of that patient’s yearly contact lens needs in your practice. Patients are less likely to seek another practice, or retailer, for their contact lens needs.
PROTECT PATIENTS’ EYES. When an annual supply is dispensed, patients tend to use that for a year and not stretch lens wear, increasing compliance.
PROVIDE INTERIM CLs. Let patients know you can provide additional contact lenses to tide them over until their next annual exam. It is a valued service online retailers don’t provide.
BUILD PATIENT LOYALTY. Patients will respond to the ease with which you enable them to wear their contact lenses, so that they never have to worry about running out, or forcing themselves to over-wear an old pair.
Ted McElroy, OD, is the owner of Vision Source Tifton in Tifton, Ga, and the president of SECO. To contact him: tam6767@gmail.com
