Page 5 - 2015 Best Practices of Spectacle Lens Management

Capture Recommending eyeglasses to % of Contact Lens Patients Purchasing

Rate contact lens patients Eyewear Performance Deciles
A 2009 CIBA VISION national consumer
continued survey among soft lens wearers showed that Improvement High
more than 90 percent own eyeglasses and Opportunity Median Performance
that 55 percent wear eyeglasses four days
a week or more. It’s clear that most contact 10% 15% 15% 20% 20% 25% 25% 30% 37% 45% 65%
lens wearers need a pair of eyeglasses in their 5th 15th 25th 35th 45th 50th 55th 65th 75th 85th 95th
current prescription. percentile ranking

A December 2011 survey among independent Source: MBA Contact Lens Management Survey, December 2011
ODs revealed that a median of just 25 percent
of patients receiving contact lens exams purchase a pair of prescription eyeglasses during their exam visit. At the 75th performance
percentile, 37 percent of contact lens patients purchase glasses during their exam visit. At the 25th performance percentile, just 15 percent
of contact lens patients purchase eyeglasses. It’s highly likely that the variation in performance is attributable to differences in office
processes, not patient characteristics.

What’s at Stake
Impact of Improving Eyewear Capture Rate

Improving the eyewear capture rate has
a large impact on practice revenue and Annual Practice Gross Revenue
profits. A typical optometric practice with $500,000 $750,000 $1 million
$750,000 annual gross revenue with a 67
percent eyewear capture rate sells 1,454 Annual Eyeglasses Sales $220,000 $330,000 $440,000
pairs of prescription eyewear, generating
$330,000 in sales. If the practice increases Eyeglasses Pairs 969 1,454 1,938
its eyewear capture rate to 80 percent, (@ 67% capture rate) Annual Eyeglasses Sales
Eyewear Capture Rate:
annual revenue jumps $64,072. Leading 75% $246,182 $369,443 $492,533
practice management consultants say that 80% $262,594 $394,072 $525,360
a well-managed optical dispensary can 85% $279,006 $418,702 $558,204
achieve a 90 percent capture rate. 90% $295,418 $443,331 $591,040

Increasing the ratio of contact lens patients
who purchase eyeglasses also has a large Impact of Increasing Eyeglasses Sales to Contact
impact on practice revenue and profit. Lens Patients
A practice with annual gross revenue of
$750,000 typically performs 63 contact Annual Practice Gross Revenue
lens exams monthly, or 750 annually. If $500,000 $750,000 $1 million
25 percent of contact lens patients buy Contact Lens Exams 540 750 985
eyeglasses, the annual revenue generated
is just $28,125. If a pair of single vision Contact Lens Patients 135 188 240
Purchasing Eyeglasses
eyeglasses is sold to 40 pecent of patients (25% of exams - national median)
receiving contact lens exams, $45,000 in
Dispensary Sq. Ft. Annual Eyeglasses Sales
% of Total (Median) revenue is generated from eyeglass sales to Contact Lens Patients $20,250 $28,125 $35,925
to contact lens patients – an increase
of $16,875. % of Contact Lens Patients
Purchasing Eyeglasses Annual Eyeglasses Sales to Contact Lens Patients
30% $24,300 $33,750 $44,250
40% $32,400 $45,000 $59,100
50% $40,500 $56,250 $73,800

Source: PAA projections

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