Page 26 - 2015 Key Metrics-Assessing ECP Practice Performance

Eyewear Multiple Pair Sales Ratio
A median of 10% of patients who purchase eyewear in independent optometric offices buy more than a single pair during an
exam visit. Only one-third of eyeglass wearers report using more than a single pair of eyeglasses. Most second pairs sold today are
prescription sunwear.

Achieving a second pair sales ratio of 15% or more is within the reach of most practices. Practice management consultants state that
offering discounts on second pairs increases the sales ratio. Most ECPs currently offer second-pair discounts, but the discounts average
just 20%, which consultants claim is too low to create an immediate call-to-action.

The effect of increasing the multiple pair sales ratio from 10% to 15% is likely to be a 1-2% increase in practice revenue, depending on
the discount offered.

Eyewear Multiple Pair Sales Ratio

Improvement High
Opportunity Median Performance
1% 4% 5% 5% 8% 10% 10% 10% 15% 20% 33%

5th 15th 25th 35th 45th 50th 55th 65th 75th 85th 95th
percentile ranking

Spectacle Lenses

Spectacle Lens Usage
Eyewear sales account for 43% of gross revenue in typical practices and the spectacle lens component of eyeglasses accounts for 24%
of total practice revenue. Upgrading patients from mature technology to higher performance lenses results in large increases in practice
revenue, because most upgrades increase sales per eyewear Rx by 20% or more.

Single vision lenses account for an average of 54% of spectacle lens Rxes and presbyopic lenses for 46%.

Spectacle Lens Rxes

(% of total eyewear Rxes)

Bifocal/
Trifocal
11%
Single Vision Presbyopic Progressive
54% 46% 29%

Other
6%

Compare your usage of high performance lenses to the benchmarks for independent optometric practices. In most practices, there are
many opportunities to upgrade patients. Focus first on categories for which your usage is at or below the industry median.

24 Key Metrics: Assessing Optometric Practice Performance 2015