A lot of dispensary profits are lost by simply failing to pay attention to basic business rules. The experts at Red Tray Optical will tell you how a few easily implemented changes can make your dispensary a lot more profitable.

Neil B. Gailmard, OD, MBA, FAAO

I happen to really like anti-reflection coatings on eyeglass lenses. All of my personal glasses have it and I recommend it to patients. But it hasn't always been this way in our practice.

Neil B. Gailmard, OD, MBA, FAAO

Part 1 covered the tangible aspects of dispensing eyewear and this article covers intangible. Don't underestimate the importance of these details -- over time, they can make the difference between a thriving practice and an average one.

Neil B. Gailmard, OD, MBA, FAAO

How you deliver a pair of new glasses to a patient is a very important aspect of practice building, yet it is a part of our service that can easily under-perform because the optometrist is not often directly involved.

Neil B. Gailmard, OD, MBA, FAAO

Most practice owners know it is a big mistake for staff members to prejudge a patient's ability, or willingness, to pay for a luxury item like a high end frame. We all try to remind staff not to do that when presenting eye care services or products.

By Neil B. Gailmard, OD, MBA, FAAO

If you have an optical dispensary in your practice, I would venture that you like to see patients purchase two complete pairs of glasses at the same time. Three or four pairs would be even better.

Dave Ziegler, OD

Years ago consumer product companies learned that the best way to satisfy the consumer and maximize their own sales and profits is to present products as a limited set of "bundled" packages of features.

By Dave Ziegler, OD

A recent survey indicated that just 10% of patients purchase more than one pair of eyewear during their exam visit. That means there is enormous revenue opportunity in the typical practice from recommending multiple pairs of eyewear.

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