Page 32 - 2015 Key Metrics-Assessing ECP Practice Performance

Frames Average Wholesale Cost per Pair

Low Median High

$36 $47 $50 $60 $62 $65 $65 $70 $75 $90 $130

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

Plano Sunglasses

Plano Sunglass Inventory
Some 46% of MBA practices report stocking plano sunglasses. Larger practices are no more likely to stock plano sunglasses than
were small practices. The average number of plano sunglass pairs in stock among those with any inventory was 129. Even the largest
practices tended to maintain relatively small inventories of plano sunglasses.

Plano Sunglass Inventory* by Practice Size

175 124 175
Numbers in Inventory 125 89 123
150

100

75
50 76
Small Medium Medium Medium Large
$509,000 Small $1.1M Large $2.2M
$796,000 $1.5M
Total MBA Practices
*Among practices with any plano sunglass inventory

Contact Lenses

Contact Lens % of Gross Revenue
Contact lens materials generated 16% of the total gross revenue in the average independent optometric practice, with little variation
by practice size. A contact lens sales ratio below 12% is symptomatic of one or more of the following conditions:

• A patient population with 50% or more who are 55 years of age or higher
• A failure to consistently offer contact lens trial to candidates currently wearing eyeglasses-only
• A low capture rate of contact lens purchases by patients (under 80%)
• Low retail pricing
• Aggregate usage of specialty lenses (soft torics, soft multifocals, colors, RGPs) with less than 25% of contact lens patients
• A low number of boxes sold per transaction (less than 2.8)

Assess your current performance on each of the variables impacting contact lens sales.

30 Key Metrics: Assessing Optometric Practice Performance 2015