“IT IS THE PERFECT shade of blue. I love how it fits, and it is the only frame I have ever gotten compliments on!” My Aunt Sue’s voice lit up describing the frame she loved so much. Her happiness faded as she continued, “My eye doctor here in Indiana won’t put my new prescription in them. They said I had to order a new one.” She went on to say how none of their frames had the beauty of her blue frames, but Aunt Sue’s optical has the common policy of not putting new lenses in old frames. She purchased new glasses but hated them. As a result she’s been wearing her old prescription for far too long and can’t see clearly.
I run opticals by the philosophy: What is best for the patient is best for the practice. It creates a framework that allows a practice to place importance on what is best for everyone. It allows us to confidently prescribe the best anti-reflective treatment knowing that it will improve clarity, reduce glare, and make their lenses more durable. This is best for the patient. Prescribing AR offers a better wearing experience creating an ideal reputation for the optical’s expertise and making the practice more money. This is best for the practice.
This should be applied to all dynamics of running your optical. What’s your policy of new lenses in old frames? Frames age. They become worn and brittle. One does not have to be in the industry long to witness brand new lenses dispensed in a Patient’s Own Frame (POF) only to see them back in the office days later with a broken frame and useless lenses. In profit, you make much less on lenses-only and if the patient has a vision plan you are hardly making a damn thing at all!
Let’s review … Allowing Lenses Only: Bad for the optical. POF carries a liability that even with waivers darkens the experience, plus the optical makes very little profit. Good for the patient only in that they are in the latest Rx at less cost.
Requiring a new frame: Good for the optical. Ensures the patient is not wasting money on new lenses in an aging frame and the optical makes more money. This is good for patients who need a bit of encouragement to get into a new frame, but bad for others who cannot afford one, or like Aunt Sue, cannot find one they love.
Is either scenario aligned with “What’s best for the patient is best for the practice”? No. Both require concessions. But there is a third option…
Advertisement
Repairing or refurbishing the patient’s existing frame. Far exceeding the “tune up” you might offer, optical geniuses have developed solutions for this exact situation … reinforcing brittle zyl, resurrecting worn finishes, powder coating worn-out frames. At Spexy we refer our members to Northwest Frame Repair. Scan the QR code to watch an interview with the brilliant creators.
You charge patients the cost to refurbish the frame plus a markup, and their old frame is resurrected. Allowing your optical to say — Yes! — to POFs and you to make a profit on the refurb and lenses. A win for your optical, and the patient gets to wear their updated Rx in their favorite frame.
