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Thread: suggestions

  1. #1
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    suggestions

    I am now working for an MD who has had an optical for more than 20 years that has never really done much business. Most of the patients walk right out the front door with their rx. I have made many suggestions to improve the "capture rate" and the over all numbers. Of course none of my suggestions have been implemented, and they refuse to change anything yet they expect me to get the numbers up. The few patients that do make their way into the optical are generally on capitated plans which we make little to no money on. Advantica doesn't even allow me to upsell a frame anymore(have to used supplied crap)

    I got the numbers up 25% over last year in the first quarter, but the second quarter has been bad, I need to make some magic happen.
    I am looking for brilliant suggestions- I need to find a way to get more patients into the optical (without tackling them as they walk past)
    and I need to learn how to sell stuff to people that really don't want to spend any money. any body got any ideas?

  2. #2
    Doh! braheem24's Avatar
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    The sale starts at the beginning not the end.

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    Have better stuff, better service, lower price, be nice to the customers (that's what they are when buying glasses) and incorporate the "optical" with the waiting room so they can be shopping and perusing while waiting for the doctor.
    Be happy you are working for an MD that still has some trace of ethics left and allows them to leave with Rx.

    Chip

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    You must convince the MD that most of them called to make an appointment because they had already picked their frame at Walmart. The MD is lucky that they still chose to call them instead of using the convienience of the Walmart Dr. Then offer discounts on orders dated the same day as the Rx. You got to get them into your frame desplay room. Have them "escorted' from the exam room to you. Hand the Rx to you. You be the one that delivers the Rx to the patient. Another big problem I have heard of, working for an MD, is that when they are walking be your door they have just spent hundreds on an MD exam. Now you gonna hit them for more hundreds. Many MDs require paying at the time of the order. I know it may be difficult to believe (being in the optical business) but many people just do not have that kind of cash.
    You have ask the 100 million $$ question. This continues to be one of the biggest problems in the business.

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    Speed: We've been over this many times, escorting the patient to you and giving you the Rx is $15,000.00 fine.
    The patient must be given his Rx in his hand "at the time of examination!"

  6. #6
    Doh! braheem24's Avatar
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    Not again, I'm still itching to give a $1000. Someone please find the "in hand" law.

    Escort them, complement their rear, tell them they smell nice, sleep with them.

    Just release the finalized rx after they pay and before they leave, you'll be fine.


    Disclaimer: I'm not a lawyer, Just literate and know how to read a few simple sentences known as the eyeglass 1 law.

    http://www.ftc.gov/os/2004/06/040629...ensrulefrn.pdf

  7. #7
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    Quote Originally Posted by braheem24 View Post
    Escort them, complement their rear, tell them they smell nice, sleep with them.
    Sounds good to me, but if they don't smell good, I'm not sleeping w/them!

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    Quote Originally Posted by chip anderson View Post
    Speed: We've been over this many times, escorting the patient to you and giving you the Rx is $15,000.00 fine.
    The patient must be given his Rx in his hand "at the time of examination!"
    Why would anyone make such a terrible law? That is controling an aspect of my business that they should have no control over. You already must deliver the RX. That should be enough. Now they tell you when during the office visit you must deliver it. What bunch of idiots came up with such a law and why?

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    Blue Jumper Facts for the Consumers......................................

    Quote Originally Posted by Speed View Post

    Why would anyone make such a terrible law? That is controling an aspect of my business that they should have no control over. You already must deliver the RX. That should be enough. Now they tell you when during the office visit you must deliver it. What bunch of idiots came up with such a law and why?

    Facts for the Consumers
    From the Federal Trade Commission
    Eyewear -- May 1994


    Produced in cooperation with the American Academy of Ophthalmology, the National Association of Optometrists and Opticians, and the Opticians Association of America.

    If you, like many Americans, wear eyeglasses or contact lenses, you probably know that comparison shopping can help you find quality eyewear that meets your budget. In fact, your ability to comparison shop for eyeglasses is aided by a Federal Trade Commission Regulation. Under federal law, you have a right to a copy of your eyeglass prescription so that you can shop for the best value in eyewear. If you are buying contact lenses, comparison shopping also can help you find an eye care specialist who offers products and services suited for you.

    This fact sheet explains what rights you have under the law and gives you information about various types of eye care professionals. It also gives some suggestions about selecting an eye care specialist and shopping for eye exams, eyeglasses, and contact lenses.

    Your Legal Rights

    Eyeglasses
    The Federal Trade Commission's (FTC) "Prescription Release Rule" requires eye doctors to give you your eyeglass prescription, at no extra cost, immediately after an eye exam that includes a refraction (a test that determines the prescription needed to correct your vision). Your eye doctor may withhold your eyeglass prescription until you have paid for your eye exam, but only if your eye doctor requires immediate payment whether or not a visual correction is needed.

    *[Some eye doctors will fill and dispense prescription eyewear prior to an insurance payment for the refraction, and yet, if the patient wants to take the prescription outside the doctors office then full payment must be made first.]

    With prescription in hand, you can shop for eyeglasses just as you would for other health-related products and services, looking for the best quality at the best price. You have a legal right to your eyeglass prescription, so request [demand] it if it is not provided immediately after an eye examination in which a refraction is performed.


    Contact lenses

    Although not required by federal law, many eye care specialists will give you a copy of your contact lens specifications. Some states [not Kansas] require eye care specialists to give you a copy of your contact lens specification. It is important to have a copy of these specifications if you want to buy your contact lenses, especially replacement or duplicate lenses, from a different specialist. Otherwise, you may have to pay for another lens fitting exam.
    Selecting an Eye Care Specialist

    Price is not your only consideration in choosing someone to examine your eyes, fill your prescription, or fit you for contact lenses. You also might be concerned about: the type of eye care specialist you wish to visit; the quality of eye care and eye wear you may receive; and the service that is promised, especially if some adjustments or modifications prove necessary.

    Eye Professionals

    Before selecting an eye care specialist, you should know the difference among the three types of eye care specialists -- ophthalmologists, optometrists, and opticians -- and the services each is qualified to perform.

    Only ophthalmologists and optometrists may issue eyeglass and contact lens prescriptions. Ophthalmologists are physicians who are either medical doctors (M.D.'s) or osteopathic physicians (D.O's). They specialize in diagnosing and treating diseases of the eyes. They can prescribe drugs, perform examinations and eye surgery, and dispense eyeglasses and contact lenses.

    Optometrists have doctor of optometry degrees (O.D's). Though they are not medical doctors, they can examine eyes for vision problems and eye diseases and dispense eyeglasses and contact lenses. State law determines the extent to which optometrists may diagnose and treat eye diseases and prescribe drugs, and laws vary from state to state. In states where optometrists are not permitted to provide certain treatments, they will normally refer you to an ophthalmologist or other appropriate medical practitioner for such treatments.

    Opticians fill prescriptions for eyewear written by ophthalmologists and optometrists. They may not examine eyes or prescribe lenses. They dispense eyeglasses and in some states are permitted to fit and dispense contact lenses. [in Kansas opticians are not allowed to fit but are allowed to dispense contact lenses] About half the states require opticians to be licensed. [Kansas is not one of them]

    Quality of Eye Care and Eye Wear

    It may be difficult to predict the quality of the eye care, eyewear, and related services you will receive. Studies show that price and the type of practitioner are not necessarily indications of quality.

    To help ensure quality care, you might ask for recommendations from your friends. You also might want to check with local consumer affairs offices and consumer organizations to see if any complaints have been lodged against the eye care specialist you are considering.
    Services
    Investigate what kind of service eye care providers will give you, especially if you have a problem. You may want to consider the following information.


    Eye Exams: A thorough eye examination includes a refraction, tests for other vision conditions, and an eye health exam. An eye exam also can reveal whether you are a good candidate for contact lenses. Remember, only MD's, DO's and OD's may perform eye exams.

    Eyeglasses: If your eye exam shows you need a visual correction, you may decide you want eyeglasses. Ask about the delivery time for eyeglasses, any refund policy, and who pays for replacement lenses or frames if there are problems with either the lenses or the frames. Contact Lenses: Contact lenses are important health care devices that require proper fitting and care. Thus, if you decide you want to buy contact lenses, additional steps are necessary beyond the basic eye exam -- the contact lens evaluation and the fitting. They include measuring the curvature of your eye and determining which lens is best for you. The evaluation and fitting may be performed by ophthalmologists, optometrists, and, in some states, opticians. [but not Kansas]

    Comparison Shopping For Contacts

    Because buying contact lenses is more complicated than buying eyeglasses, here are some questions you might ask eye care specialists.

    What do you charge for an eye exam, lenses, a contact lens evaluation, fittings, a lens care kit, follow-up visits, and "insurance" service agreements?

    These items may be priced individually or sold as a package. Some advertisements for contact lenses quote bargain prices for the contact lenses alone. But bargain-priced contact lenses may not be the best purchase if the other essential goods and services are not included in the price.

    If you are a first-time wearer of contact lenses, you will need services like fittings and follow-up visits in addition to lenses. Even experienced contact wearers may require several appointments before they get a proper fit.

    So before you select an eye care specialist, ask about the total cost of care, including what tests are included in the eye exam. A reasonably-priced package may be a better deal than bargain-priced goods that do not include free follow-up visits.

    What is your refund policy?

    Not everyone who wants to wear contacts is able to adapt to them. With a good refund policy, you will not lose your entire investment if you cannot wear the contacts.
    How many types and brands of contacts do you sell?
    It may take several visits to find the right contact lenses for your eyes. If the specialist carries a large selection of contact lenses, it can increase your chances of getting a good fit.

    How much do you charge for replacement lenses?

    It is possible to lose or damage contact lenses. Find out how much you will be charged and how Long you will have to wait if you need a replacement lens. Many providers offer service agreements, also known as "insurance" arrangements, that will cover the full or partial cost of replacing lost or damaged lenses. Find out whether such an agreement is available, what it covers, and how much it costs compared to the cost of replacement lenses.
    What is your policy on the release of my contact lens specifications?
    Under the FTC Rule, the eye care specialist must provide you with your eyeglass prescription, but not your contact lens specifications. Without these measurements, comparison shopping for contact lenses is difficult, if not impossible. Ask about the doctor's policy before you make an appointment for an eye exam. If you want a copy of your contact lens specifications, shop for an eye care provider who will release it to you.
    Notes in [brackets] by Kent Miller ABO Certified

    For More Information

    If you have questions about your rights under the FTC's Rule governing eyeglasses, write: Correspondence Branch, Federal Trade Commission, Washington, DC 20580. Although the FTC generally does not intervene in individual disputes, the information you provide helps in its law enforcement efforts.

    For information about other consumer issues, send for a list of more than 100 free FTC publications. Write: Best Sellers, Public Reference, Federal Trade Commission, Washington, DC 20580.


    source: http://www.krspecs.com/rights/facts2.html

  10. #10
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    Now Speed if you must know why would someone make such a terrrible law. I am sure you doctor is the epitomy of integrity. But real doctors for many years have not filled thier own Rx's because some would write un-needed Rx's or Rx changes to make a sale. In come cases addictive drugs were involved. In any case the proposition was that if the doctor did not have a financial interest in whether the Rx was filled or not, he would have no reason to write an un-needed Rx or change.
    Now for some reason ophthalmologist chose to ignore this and in some places decided that this "only applied to drugs".
    This was of course abused, (some would write .12 cylinder for welding goggles) so the Federal Trade Commission addressed this with "Eyeglass 1".
    Now you know, if you can't get the concept so much for what's left of our societies sense of integrity.

    Chip

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    Quote Originally Posted by chip anderson View Post
    Speed: We've been over this many times, escorting the patient to you and giving you the Rx is $15,000.00 fine.
    The patient must be given his Rx in his hand "at the time of examination!"
    It may be a 15,000.00 fine that most are willing to risk because not one office I have ever worked in has done this, not one. The doc hands the patient and the Rx to me.

  12. #12
    Master OptiBoarder OptiBoard Silver Supporter Barry Santini's Avatar
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    Speed
    Almost all of your suggestions flout both the letter and the spirit of the FTC Rx release law

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    And its still wrong

    Quote Originally Posted by cocoisland58 View Post
    It may be a 15,000.00 fine that most are willing to risk because not one office I have ever worked in has done this, not one. The doc hands the patient and the Rx to me.

  14. #14
    Doh! braheem24's Avatar
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    Quote Originally Posted by Barry Santini View Post
    And its still wrong
    If she works for the doctor, its not according to eyeglass1.

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    And here's the other end of the stick: A patient is given a prescription, their exam results, as required, upon exiting the exam room. This Rx is not a significant change from their old-but-still-serviceable glasses. BUT THERE IS A NEW PRESCRIPTION! They think they're supposed to get new glasses. Why? Because they have a fresh piece of paper (signed by the doctor) in their hand. Probably they have been told they don't have to fill this new Rx, but I've noticed over the years (oh, you too?) that patients sometimes have selective hearing. I guess it goes back to protecting patients from themselves, which isn't right either.

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    Quote Originally Posted by Barry Santini View Post
    And its still wrong
    Not saying it isn't, just saying no one that I know of does it. If the patient asks it's given and otherwise it is not.

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    Quote Originally Posted by braheem24 View Post
    If she works for the doctor, its not according to eyeglass1.
    just wondering how you know I'm a she?

  18. #18
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    Quote Originally Posted by finefocus View Post
    And here's the other end of the stick: A patient is given a prescription, their exam results, as required, upon exiting the exam room. This Rx is not a significant change from their old-but-still-serviceable glasses. BUT THERE IS A NEW PRESCRIPTION! They think they're supposed to get new glasses. Why? Because they have a fresh piece of paper (signed by the doctor) in their hand. Probably they have been told they don't have to fill this new Rx, but I've noticed over the years (oh, you too?) that patients sometimes have selective hearing. I guess it goes back to protecting patients from themselves, which isn't right either.
    A good Optician would recognize the very small difference, and do what they could to service the existing glasses to make sure they are comfortable for continued wear. Patients appreciate honesty, especially if it saves them some $$.

    I try to let my patients know (when there's just minimal change), they will probably be okay in their old glasses, as long as they're not scratched up or in poor repair. I suggest new glasses only if they want a new style, or if they don't have a backup pair, or their lenses are just in bad shape. I encourage them to think about a backup pair, just in case anything happens to their only pair--everyone should have a backup, no matter how dependent they are on their glasses!
    It's nice to be important, but it's more important to be nice.

  19. #19
    Bad address email on file k12311997's Avatar
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    What is a small difference? I've had px (or customer to satisfy chip) with .75 change say oh it's a little better to px with a .25 and 5 degree change act like the new glasses have restored their sight.

  20. #20
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    Redhot Jumper In 1955, the Supreme Court of the United States declared.............................

    Law on Old Prescription Eyeglasses

    Overview

    Federal law mandates that an eye doctor must give patients a copy of their valid eyeglass prescription. According to the Federal Trade Commission, under the Contact Lens and Eyeglass Rules, people are entitled to a copy of their eyeglasses and contact lens prescriptions immediately following their examination, whether or not the patient requests a copy. There are several important laws pertaining to purchasing and filling prescriptions for eyeglass lenses.

    History

    In 1955, the Supreme Court of the United States declared an Oklahoma law that prohibited opticians from using an old pair of prescription glasses to make a new pair of glasses unconstitutional. The rationale behind the Supreme Court's decision was that it was unfair for customers to be required to have a new examination for every repair or to obtain a replacement pair of eyeglasses. The Supreme Court ruling stated that the Oklahoma law upheld an unfair business practice for opticians, who are able to duplicate an eyeglass prescription with expertise........................................


    Read more: http://www.livestrong.com/article/21...#ixzz1SRuUFWUn
    Last edited by Chris Ryser; 07-18-2011 at 05:03 AM.

  21. #21
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    Quote Originally Posted by chip anderson View Post
    Speed: We've been over this many times, escorting the patient to you and giving you the Rx is $15,000.00 fine.
    The patient must be given his Rx in his hand "at the time of examination!"

    The exam is not finished when they come to optical to get their RX, where it is our protocol to print out the RX (whether or not the patient is getting their glasses from us). AT that point, we talk about glasses and they have the opportunity while they are dialating to ask any questions they may have. And they usually do have questions, things the doctor didn't go over with them. Like, .. Is there a change in my RX, How much of a change, "what's my vision", How much are your glasses? . etc etc. THEN we return them to the exam room for the REST OF THE EXAM. So, this in no way is in violation of the eyeglass 1 law, whichever way it is interpreted. Our capture rate is very high because of this procedure. Patients that need/want glasses usually buy from us because we spend that time educating them and well.. we have a pretty good frame selection, quite a variety, and of course our "Specials Board" where they can get cheap stuff too :)) Have something for everyone, if you can. See if your MD (Owner) will have the patients handed off to you to have their RX printed out for them. You should see results if you do this. Also, a little pampering goes a long way.
    ~Follow Your Bliss~

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    Paula & Wlmart:
    Has it occurred to you that if the good doctor gave his exams and the Rx in hand you could own your own dispensary located nearby, and get financing for it too?

    Hate to see opticians actually defend practioner's unethical practices and defend circumventing the law.


    Chip

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    Quote Originally Posted by chip anderson View Post
    Paula & Wlmart:
    Has it occurred to you that if the good doctor gave his exams and the Rx in hand you could own your own dispensary located nearby, and get financing for it too?

    Hate to see opticians actually defend practioner's unethical practices and defend circumventing the law.


    Chip
    I'd love to own my own dispensary. But right now, I work for the M.D.-- I am not defending his "unethical" practices (because I would not). From what I can tell from the law, and many others I see from this thread is that we are not being unethical nor breaking the law. The patient gets his RX after the exam. They are in no way coerced to buying from us. They DO buy from us, most of the time, because we have an AWESOME dispensary ;) Not to mention the Optician is pretty fantastic too.
    ~Follow Your Bliss~

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    KayPaula:

    My point was if the patients could get out of the doctors office with his Rx there would be plenty of room and money for you to have your own dispensary. Of course you would have to capture them with your skills and advertising. As well as compete with who a couple of compeditors who would also be chasing the escaped Rx holding patients.

    Do you really see no conflict of interest in the prescriber selling the prescribed product?
    Do you really think education makes one honorable?

    Chip
    Last edited by chip anderson; 07-22-2011 at 05:31 PM. Reason: More to say

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    Blue Jumper Not in Canada............................

    I have not seen any ophthalmo owned dispensaries in Canada there is a law prohibiting such ventures.

    However my cardiologist does not like me doing my blood test's at the hospital where it is free of charge (included in medicare) but wants me to go to the privately owned lab in the same building and it cost's me $ 250.00 for the same.

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