Opinions on conversion/capture rate

[EdgeOptical]

yup, its everyones favorite term again...

We are begining to track this magic number, and were kind of at arms on what should be included. Personally i think every exam should be, and only glasses orders made that day from those exams should be.

some people think future orders (price shoppers, spouse opinions, etc.) should also be included... i disagree, if the patient leaves at all it shouldnt be counted the same way.


what do you think? what about exams with no Rx, or the patient only wants contacts, should that count "against" optical?



and just as a foreword: this is a figure that helps us serve our patients to be sure we are covering every base and being sure we have our pricing and products our patients need.

[Johns]

Capture/conversion.

Is this something the missionaries did to the indigineous people?

[gemstone]

I think most of the time, when someone calls to make an appointment, it's because they found a frame at walmart they liked and the optician told them they need to update their RX. You should be very happy they did not let the optician make the appointment at the store with a walmart OD. (That happens frequently and you never know why that patient never came back). Anyway, you got to sell them that day, right then and there. Offer same day discounts. Whatever it takes to get the sell that day. If they walk out the door with that RX forget it.

[EdgeOptical]

Capture/conversion.

Is this something the missionaries did to the indigineous people?

Thats exactly right.... capture Then convert usually




and i agree, if the patient leaves we didnt do our jobs as well as we could have, regardless. Just trying to get some general opinions on what should be included in the "rate"

[mswscco]

I go by number of frames sold divided by number of exams, not because I think this is the most correct, but because it's easy to do and I'm only using myself as a benchmark anyway. If you're going to compare your practice to published figures, then you'd have to adopt someone else's definition, even if it doesn't agree with your own.

[Chris Ryser]

..........................Anyway, you got to sell them that day, right then and there. Offer same day discounts. Whatever it takes to get the sell that day. If they walk out the door with that RX forget it.

Gemstone is dead on. Set up the OD waiting room with advertising of the specials they can not ignore and will even ask about. Wake their interest of what you got to offer while their waiting for the exam.

[chip anderson]

God help me for advising prescribers to do this but..,
Just have the waiting room be the optical dispensary, optical display room. De longa you keeps dem waithin, de longa dey gonna be shoppin...

[cocoisland58]

God help me for advising prescribers to do this but..,
Just have the waiting room be the optical dispensary, optical display room. De longa you keeps dem waithin, de longa dey gonna be shoppin...

Yep. Many times I have gone into an MD's office and see the patients waiting in the waiting area. I look around and from where I am near the front desk/waiting area I can't see any frames at all. Are they in another room? How does one get there? Personally I like it all in one big room so I can say "The doctor will be with you in a few minutes, feel free to try on frames or if you prefer, there are reading materials right over there (near more frames). Nine times out of ten they are trying on frames and asking me to put some aside before they ever go back for their exam. The "sale" starts as soon as they walk in the door as far as I'm concerned.

[chip anderson]

I didn't mention this but I once worked in a dispensing MD's office and the patient's came into the dispensary after being examined (almost all dillated) and really couldn't see the frames. Many came back to pick up glasses and stated that they really didn't know what they looked like when purchased and were ancious to see what they had bought.
If the waiting room were the dispensary, the patient could actually see the frames they pick out (they might not be able to see them on themselves, depending on correction, but they could at least see them on the frame rack. In the office I was in they were usually waiting an hour which would have given them ample time for most of them to make up thier mind, and discuss whatever they wanted to know with the optician.
Also might make a little more sense to those doctors that defend dispensing as being: "For the convienence of the patient."

Chip

P.S. When I opened my own dispensary I concidered taking out adds asking people to come by our shop and shop frames before seeing the eye doctor because the wouldn't be able to see up close after the exam. Got pool-poo'ed out of the idea because it would make "All the prescribers mad."

[EyeFitWell]

Personally, I define capture rate as anyone who walks in, and whether or not I make a sale. If you count people who leave and come back, it gets more difficult to keep up with, but I do special orders for some folks which means they'd purchase on a different day than their exam. I also would count walk in patients against my capture rate because if they shop in my store, I want them to find what they're looking for.

[Barry Santini]

Gemstone is dead on. Set up the OD waiting room with advertising of the specials they can not ignore and will even ask about. Wake their interest of what you got to offer while their waiting for the exam.

Chris, it seems that you feel that people, at their most basal operating point, always related everything to money.

I onder if you needed a doctor/procedure that was *very* important to you, if you would approach your decision tree based on dollars alone.

Not everyone is always looking for a deal! Some people try seek out the best

Repsectfully

Barry

[EdgeOptical]

alot of great information, and i appreciate that!

the way our office is set up, the waiting area is sandwhiched between the front desk and optical, so we get a pretty good natural flow of people into optical before their apponitments. Our Pretesters actually do a great job of reminding people to take a look before their exams also.

i think we are doing a pretty good job of not only offering a wide array of products to our patients, but also keeping things on a very low pressure scale. The last thing any of us want to do is make the person feel like they walked into a car dealership, but we also dont want to seem disconcerned with their needs. and thats what i am hoping to learn, where we are lacking, or where can be fine tuned.

im sure the doctor is looking at it from a financial side, but i, and the others in optical are looking at it from a service stand point. i dont make anything based on their purchases... as it should be

[Eyefish]

Capture Rate has been one of the most important tools we implemented in our office. Eyefinity did a great work shop on this.

https://secureb.eyefinity.com/elearn...=resourceGuide

Also useful is using a questionair. And no, I do not work for Eyefinity.