Nov. 15, 2017
A dashboard tracking system like Glimpse enables an OD-owner to pinpoint areas for OD and staff improvement, says Michael A. Satryan, OD. Track metrics, by individual OD, for revenue per patient, eyewear and lens treatment capture rate per Rx, as well as optician sales of specific products. Set a baseline, select growth goals and strategy, then track performance growth.
Track to Grow, Engage Staff |
Project ROI of Performance Improvements |
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INCREASE SECOND-PAIR SALES. Measure your second-pair eyewear sales. Then test a promotion, like half-off a second pair, and track revenue gains. INCREASE SALES OF LENS TREATMENTS. Track the AR capture rate for each doctor’s prescription and each optician’s sales. Set a growth goal and strategy, then track growth. ENGAGE STAFF. Assign each department head to track specific sales. Discuss profits from each area of the practice, and the practice as a whole, to show employees how their work impacts profitability. Tie bonuses to growth in practice income. ENHANCE EMPLOYEE REVIEWS. Talk to employees about their individual success at selling products, and offer training, to help them improve where necessary. Tracking provides a non-subjective basis for performance reviews.
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LEARN FROM OTHER ODS. Compare your prescription capture rate to that of the other ODs in your practice, and teach each other how to do better. MOTIVATE DOCTOR-DRIVEN DISPENSING. Use metrics to illustrate improvements when the doctor prescribes specific products and lens treatments in the exam room. A doctor’s Rx in the exam help an optician to fulfill it in the optical. ONGOING TRAINING. Choose a dashboard management partner that provides thorough training, and is readily available for any on-the-fly questions that come up. OPTIMIZE SYSTEM. Ask your dashboard management partner to customize the system. Set up your dashboard to readily view the metrics most important to practice performance and growth.
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Michael A. Satryan, OD, is a partner with Mountain View Eye Associates in Altoona, Penn.
