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Thread: I need "insurance frames"

  1. #26
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    Not only that, but then you run into competing with yourself on whatever your profitable PALs are. And the attendant trouble-shooting. And the people saying "Well, can I get that lens, but pay extra to upgrade the frame...?" I think if you're going for budget, go with SV/FT, and worry about maybe adding a PAL after seeing how this does

  2. #27
    Ghost in the OptiMachine Quince's Avatar
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    Casinos (i-Deal) are our go to budget option. We offer them as the second free pair for BOGOs or a discount on designer lines. They really do have a great selection and are just a durable as some of the fancy pants lines. Lots of color and size options and don't get disco too quick.

    Whenever I give pricing, I follow it with 'that's before discount.' If people say they are paying out of pocket, I let them know they then qualify for BOGO with a second BASIC pair, or they can upgrade it to have the same add-ons. Let them decide what they want on it.

    For the primary, I always go off of current add-ons 'would you like the new set to have all the same features?' 'are there any features you are looking to add?' that sort of approach.

    I will repeat it until the day I die- I am not a salesperson. I am an educator and provider of material benefits. I am not going to push anything, though given the Rx/ needs of the patient, I will definitely have opinions on upgrades.
    Have I told you today how much I hate poly?

  3. #28
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    Quote Originally Posted by drk View Post
    I got me some frames. I'm liking them. I got them from my lab's value package collection that they've scouted out for me. (Eight to Eighty, if anyone is interested.)

    Moving on to the harder part:

    Mervinek, you said "FT and SV only" and I am inclined that way as well. Although there are some pretty "affordable" in-house PAL designs, these days, and the "lab packages" include PALs, I wonder if it's too much "service" for such a low price? I don't want to trouble shoot/adjust/hear complaints.
    So in our case, the ones we make are for our pre-op patients who are not in these very long. We purposely make them super cheap because they will be tossing them once they have surgery. We only use discontinued frames for those (we seem to have a bunch due to the last optician that was here). I am considering a cheap line (non-discontinued) if we end up participating with a certain insurance. The insurance has patient co pays for progressives and most of those patients want only what is free so FT or SV only will really be what the majority will choose because... it's free. If we do get someone that wants a progressive, I don't think it will be a big deal because 1) it will be few and far between and 2) we will actually get some payment for it. The other thing is warranty charges. I (need to double check) believe that this insurance charges for a warranty of any kind. Again, most want free and don't pay for it. If there is a problem with the frame, we can then sell them a frame if they need it (pricing will be low because...cheap frame). If they pay for warranty, then that would cover costs. I'm more concerned about any insurance that doesn't allow you to charge extra for warranty or SRC etc. You just need to check your fine print to make sure you are not loosing money. If you are doing this for people to just have a "cheap" pair of glasses all on your own, then you can do whatever you want, like we do with our pre-op specs, it's just the insurance junk that you have to really work things out on your end. Maybe you'll profit $3? The point would be to just help out those that need it and be a convenience for you patient.

  4. #29
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    Quote Originally Posted by Quince View Post
    I will repeat it until the day I die- I am not a salesperson. I am an educator and provider of material benefits. I am not going to push anything, though given the Rx/ needs of the patient, I will definitely have opinions on upgrades.
    +1 100% I am an optician. NOT A SALESPERSON!

  5. #30
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    Quote Originally Posted by mervinek View Post
    +1 100% I am an optician. NOT A SALESPERSON!
    I don't think you have to be a salesperson, but there is a way to present things where you will make more money and you are still serving your customers' best interests. Maybe it is from my days in big box, but it still makes me cringe when people in my office say, "Did you want to order glasses today?" That's why they are here!! We sell an experience, we sell expertise, they can go online to buy glasses or go to a big box store and pay less. I would never ask if there are features people are looking to add, I ask what they want their glasses to do for them and then I make a recommendation based on that. I am not going to force anything down someone's throat but I will explain why I made that recommendation.

    There is psychology that goes into it as well. The most popular wine ordered at a restaurant is usually the 2nd least priced bottle. I use this piece of human intelligence almost every day. If you have a budget conscious customer you can give them a couple options after listening to what they want to use their glasses for. Most of the time they choose the option in the middle. You didn't even have to sell it, you just gave the customer options and they arrived at a decision that is mutually beneficial for everyone.

    The same applies to contacts. I had to have a conversation with a fill in doctor who was telling patients to only buy 3 months supply of contacts. I said look I know it's not your practice, but you have seen patients that wear their contacts too long right? You are setting the patient up for failure, they will use them longer than that if they don't have more. And if they are conscientious enough to follow your recommendations they are going to call us in 2 months and 3 weeks and 6 days and say I am on my last set of contact lenses and I need contacts yesterday! If we don't have anymore trials to help them out we are going to look like the bad guy. The customer isn't going to remember us in a positive light, they are just going to have that emotion when they needed help we couldn't help them.

    Maybe this sounds like big box jargon. Oh well, that's my 2 cents on selling.

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