Page 37 - 2015 Key Metrics-Assessing ECP Practice Performance

Annual Supply Purchasing
MBA practices report that a median of 25% of their soft lens patients purchasing two-week lenses purchase an annual supply of lenses
during their eye exam visit. Monthly soft lens patients are more than twice as likely to purchase an annual supply, presumably because
the number of boxes purchased is just four and not eight. Few daily disposable wearers purchase an annual supply.

Annual Supply Purchase by Soft Lens Modality

Median % of Patients
Purchasing Annual Supply

Two-Week lenses 25%
Monthly lenses 60%

10% 20% 30% 40% 50% 60%

Note: Data on product usage are from the MBA Contact Lens Management Survey, December 2011

Soft Lens Inventory
An estimated 70% of independent optometric practices stock soft lenses in inventory. Some 85% of $1 million+ practices do. The
average inventory in-stock increases with practice size.

Soft Lens Inventory by Practice Size* (average boxes)

Number of Boxes
500
500
400
400 340
300 240
200 175
100

$500,000 $750,000 $1M $1.25M $1.5M
Annual Gross Revenue
*Among practices with inventory

Many optometric practices carry too little inventory to achieve a high fill rate of patient Rxes on exam day. Typical offices dispense to
just 33% of soft lens patients on exam day. Fill rates of 45-50% of patients are feasible when offices stock a sufficient quantity of the
spherical lens brands they prescribe most frequently.

Key Metrics: Assessing Optometric Practice Performance 2015 35