Page 36 - 2015 Key Metrics-Assessing ECP Practice Performance
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Soft Lens Patient Refit Ratio
Improvement High
Opportunity Median Performance
10% 15% 20% 25% 30% 30% 33% 40% 50% 60% 70%
5th 15th 25th 35th 45th 50th 55th 65th 75th 85th 95th
percentile ranking
Soft Lens New Fits per 100 Contact Lens Exams
A median of 16 of every 100 patients having a contact lens exam are fitted with contact lenses for the first time by independent
optometric practices. A new fit ratio under 10 per 100 contact lens exams reveals a tendency of a practice to avoid discussion of
contact lenses unless patients express interest. This passive approach to contact lens fitting lowers the percentage of active patients
wearing contacts and reduces annual revenue per patient.
Soft Lens New Fits per 100 Contact Lens Exams
Improvement High
Opportunity Median Performance
5 8 10 13 15 16 18 22 25 37 49
5th 15th 25th 35th 45th 50th 55th 65th 75th 85th 95th
percentile ranking
Soft Lens Gross Profit Margin %
The median gross profit margin from sales of soft lenses is 46% among independent ECPs. The range in gross profit margin is fairly
narrow with 60% of practices achieving margins in the 37-56% range.
Soft Lens Gross Profit Margin %
Low Median High
31% 35% 40% 44% 45% 46% 47% 51% 54% 59% 67%
5th 15th 25th 35th 45th 50th 55th 65th 75th 85th 95th
percentile ranking
AVERAGE=47%
34 Key Metrics: Assessing Optometric Practice Performance 2015
