Like the American Indian, I have my ear to the ground to hear buffalo hoofbeats and hear the rumble of change.
I think Luxottica will be restructuring its "sales force" to independents and private accounts. I think the idea will be "more extranet, less sales reps".
What would the world be like without sales reps? What if we had to purchase frames online? It'd be as kooky as patients doing it.
The reps are like brick-and-mortars but better; they have a "store" and even bring it to you! They will give you advice on what sells through. They will inventory your frames and give you reports. They oblige by modeling frames. They help out in backorder situations. They work hard for their money.
I am now thinking of them as semi-independent frame consultants to my practice. I'm afraid Luxottica will be thinking of them as one more layer to remove in their direct-to-consumer obsession.
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