Page 14 - 2015 Key Metrics-Assessing ECP Practice Performance

Assessing Performance: Complete Exams per 100 Active Patients

If Current Performance Is... Actions Indicated

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Above Average: 70 percentile or higher, 51 • No action indicated
or higher
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Average: 30 -69 percentile, 35-50 • Improve recall process to reduce number of months between patient exams.
Provide patients a medical rationale for yearly exams. Begin pre-appointing
patients if currently not doing so.
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Below Average: 29 percentile or lower, 34 or less • Improve recall process to reduce number of months between patient exams. Begin
pre-appointing patients.
• Reactivate patients who have not visited practice in three years or more with
contact by telephone or letter increases.

Annual Gross Revenue per Active Patient
This is a composite metric that reflects both recall success and revenue generation per exam. The median MBA practice generates
gross revenue of $133 per active patient annually. The low values for this benchmark reflect the fact that a majority of active patients
do not visit the office in a given year. This productivity metric is weakly correlated with practice size. Many of the practices in the high
performance deciles on this measure are new practices with most patients having just completed the first exam cycle.

If your practice has below average performance on this metric, trace the shortfall to either recall inefficiency or low revenue per exam.
Take actions indicated in the sections discussing exams per 100 active patients or gross revenue per complete exam.

Annual Gross Revenue per Active Patient

Highest Index vs. Median
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90 -99 percentile $270 203
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80 -89 percentile $204 153
70 -79 percentile $176 132
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60 -69 percentile $157 118
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50 -59 percentile $140 105
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Median $133 100
40 -49 percentile $125 94
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30 -39 percentile $112 84
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20 -29 percentile $99 74
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10 -19 percentile $83 62
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Lowest 1 -9 percentile $60 45
Gross Revenue per Square Foot of Office Space
Sales per square foot is a key productivity measure for most retail businesses. It reveals the efficiency of space utilization and indicates
if facility overhead is under control. It can also be an indicator of foot traffic at a location and sales per transaction. It is a particularly
relevant consideration for optometric practices considering relocation or space expansion.
The median gross revenue per square foot for all MBA practices is $357 with a median of 2,850 square feet of office space, including
3.6 refraction rooms. There is very wide variation in this measure among practices, and it is correlated with practice size. Large
12 Key Metrics: Assessing Optometric Practice Performance 2015