Patients fall into buying “just what my plan covers,” but if they are purchasing fully covered frames, they are spending “zero dollars” and you are leaving money on the table. Brandon Blaker, OD, advises that you can help patients to buy the premium frames they may really want, and boost profits from an otherwise unprofitable area, by training staff to reorient the conversation with patients, and emphasize their insurance plan “benefit” toward the cost of desired frames.
Segment clinical and optical revenues, then drill down into individual OD and optician performance metrics. Weak performance can indicate communication gaps and lost opportunities.