Dennis Evans Jr. is the Director of Professional Relations at DryEye Rescue, a company that helps eye care providers expand their dry eye services and supply doctor-recommended products. He leads provider development and practice implementation initiatives to support doctors in boosting patient compliance and revenue. Under his guidance, DryEye Rescue offers turnkey solutions like kiosk displays, product referral systems, and drop-shipping to simplify in-office sales. Dennis also works on partnerships and marketing programs to funnel patients into local providers.
Here’s a glimpse of what you’ll learn:
- [01:24] Why Dennis Evans Jr. chose the title Director of Professional Relations and how it connects providers and manufacturers
- [03:27] What fueled DryEye Rescue’s rapid growth from six clinics to the Inc. 5000 list
- [09:35] How the launch of Vision Rescue expands beyond dry eye into broader optometry services
- [13:39] The logistics of DryEye Rescue kiosks and affiliate programs, and how practices can implement them with flexibility
- [19:29] Why at-home treatments increase patient trust and lead to more in-office procedures
In this episode…
Dry eye disease is one of the most common yet misunderstood challenges in optometry. Patients often turn to at-home remedies without realizing the connection between those simple treatments and more advanced in-office procedures. How can practices turn everyday product use into a gateway for stronger patient relationships and sustainable growth?
According to Dennis Evans Jr., a leader in scaling innovative eye care solutions, at-home treatments do more than relieve symptoms — they create awareness and trust that leads patients back for higher-level procedures. He highlights how kiosks, affiliate programs, and easy access to over-the-counter products shift the conversation, allowing patients to bring up dry eye concerns before doctors do. This model transforms cold calls and patient skepticism into demand for advanced services.
In this episode of the Cleinman Connect Podcast, Kim Carson sits down with Dennis Evans Jr., Director of Professional Relations at DryEye Rescue, to discuss how at-home treatments drive in-office growth in optometry. They explore why awareness starts outside the exam room, how flexible programs help practices scale, and what makes the dental care model a blueprint for optometry. Dennis also shares lessons from DryEye Rescue’s rapid nationwide growth.
Resources mentioned in this episode:
- Kevin Wilhelm on LinkedIn
- Marketing4ECPs
- Cleinman Performance Partners
- POD Marketing
- Dennis Evans Jr. on LinkedIn
- DryEye Rescue
- Aaron Evans on LinkedIn
Quotable Moments:
- “We’re investing in ourselves. We’re not out there just asking for everyone else to support us.”
- “We also are very well aware that we have a long way to go, and we know that there’s going to be more competition coming down and more challenges that come up.”
- “If there’s a red button somewhere, I’ll hit it. And we’re doing this or completely changing direction.”
- “At-home treatments drive in-office treatments. One of the mentalities beforehand was that it would actually cannibalize.”
- “They will be happier longer. So it’s a win-win on both aspects that OTC does not cannibalize.”
Action Steps:
- Educate patients with at-home products: Introducing OTC solutions builds awareness and makes in-office treatments easier to discuss.
- Create flexible practice programs: Allowing doctors to adopt kiosks, wholesale, or affiliate models ensures accessibility and long-term engagement.
- Encourage associates to present every option: Normalizing “soft sell” conversations reduces pressure on staff and keeps patients informed of treatment pathways.
- Reinforce ongoing maintenance after treatments: Guiding patients with daily care routines increases satisfaction and protects the value of in-office procedures.
- Invest in innovation and adaptability: Moving quickly on new solutions allows practices to stay competitive and better meet patient expectations.
Sponsor for this episode…
This episode is brought to you by DryEye Rescue.
DryEye Rescue is a leading provider of marketing solutions for eye doctors, dedicated to helping them expand their services, elevate patient experience, and create dry eye awareness. Their signature kiosks are currently featured in more than 500 offices, with over 3,000 offices utilizing the products across the US.
DryEye Rescue, which was founded in 2019, continues to set the standard in the eye care industry. To learn more, head to dryeyerescuepro.com.
Episode Transcript
Intro: 00:07
Welcome to the Cleinman Connect Podcast, where we discuss marketing, ownership, growth strategies, and everything else surrounding the business of optometry. Cleinman is Optometry’s trusted business partner for over 35 years. Hello, I’m Kim Carson with Dennis Evans Jr. of DryEye Rescue on this episode of the Cleinman Connect Podcast. Episodes come out weekly and can be found everywhere that you like to listen. This episode is brought to you by DryEye Rescue.
DryEye Rescue is a leading provider of marketing solutions for eye doctors, dedicated to helping them expand their services, elevate patient experience, and create dry eye awareness. Their signature kiosks are currently featured in more than 500 offices, with over 3000 offices utilizing the products across the US. DryEye Rescue, which was founded in 2019, continues to set the standard in the eye care industry. To learn more, head to dryeyerescuepro.com and welcome Dennis Evans Jr. Thank you so much for coming on the podcast today.
You are the Director of Professional Relations with DryEye Rescue. And that’s where I would like to start. How did you get this title?
Dennis Evans Jr. 01:24
Very funny. Yeah. So with that, when we got started with this, you know, we were six location private practice owners in South Florida. And then we had to present an idea to the entire country. I’m actually a minority partner.
So you can throw me in under the founders kind of category. But when you’re going to be the one, you’re also the marketing department or say you’re also the outgoing sales department, you’re in office administration. When you go out there, it’s kind of hard to put, say, vice president on an email title when you’re, you know, you’re shooting out emails across the country just begging for someone to even check out your website. Right. So professional relations really came into that because it’s going to be really talking to everyone across the board, from providers to manufacturers.
And that’s actually been really fun for us. And with that title, like we just got back from Expo, when we go to an event or any event for that fact, we have two audiences. We have the providers that are there, but we also have a lot of the other sponsors are manufacturers that are our partners as well. So that’s where the title kind of came in. We’re kind of a one size fits all across the board that I’ll be talking to everybody providers or manufacturers.
Kim Carson 02:36
Right. Okay. Yeah, that makes total sense. You’re not you’re not client side. You’re not sponsor side.
You’re not manufacturer side. You’re all sides.
Dennis Evans Jr. 02:43
Yeah. And in the beginning when you’re trying to kind of fake it till you make it, you know, it’d be kind of weird if, you know, CEOs and VPs are emailing you just the intro. Right. So you kind of look, look a little bigger there. Thank God we’re past that.
Kim Carson 02:57
Yeah. Your boots are on the ground, Mr. President. Yes.
Dennis Evans Jr. 03:01
Yeah, yeah, the CEO here, my brother, Dr. Aaron Evans. You’ll see him out in the warehouse, digging through boxes and ripping things apart. So, yeah, we don’t get. We get our hands dirty.
Kim Carson 03:12
Yeah, well, even in, you know, reading off how many offices have your kiosks and and how many above that actually use the products? You’re not a small operation.
Dennis Evans Jr. 03:27
No. Not anymore. No, it’s kind of it’s a lot of fun. We actually get people that come and visit the location here. And whether it’s a manufacturer, I mean, we’ve had one of the owners of Oculus Fly in from Germany.
We’ve had executive teams from J&J, BNL and all the big guys out there, and it’s really fun when they come here and see the operation. You know, again, we have ten locations of our own. One is a 3000 square foot dry eye med spa that we use both for our own practices, but also as a platform and a stage to showcase what we can do. But in this facility here, 24,000ft² of everything from ownership down to shipping, customer service, IT, web design, you name it, it’s all under one roof. And when they come in, they walk in the front door.
I think because we are owned and and launched as from a private OD in South Florida, people kind of have the mentality I in my, my theory is that we’re kind of running out of a garage. Right. It’s a little odd down there in Florida. What are they doing? And when the vendors walk in, especially and the doctors as well, I think the biggest impact is they see that one.
We’re no joke, but two, we’re investing in ourselves. We’re not out there just asking for everyone else to support us. We’re taking what we’ve got and investing in everything here to kind of make this thing run. So it’s kind of a fun moment when they walk through that door and walk out into the warehouse. So really fun for sure.
Kim Carson 04:49
Yeah. And you said six locations.
Dennis Evans Jr. 04:51
That was when we started DryEye Rescue. When we started Dry Rescue, we had six locations, all mostly in the Palm Beach County area here of South Florida, and we were getting into dry eye. DryEye Rescue is not the idea. At the time, we were getting into dry eye for ourselves and trying to figure out how do we market this, how do we get six locations? You know, we can’t equip six locations at once.
That’s a lot of that’s a lot of capital. So we chose the one central location, did a hub and spoke type mentality where the other five were referring. You know, all six could deal with mild dry eye, but for moderate to severe that equipment was in one location within 30 minutes away. That could we could funnel in.
Kim Carson 05:32
Okay.
Dennis Evans Jr. 05:32
And it just kind of then we saw what about OTC. All right. We need that. But it’s a pain in the ass. We can’t sell it because it’s you know, you know, x y z.
And that’s where the bar napkin popped up of what if we did X? What if we did Y? Hey, we already have a warehouse from another business we’re involved in with. It’s a frame business. We had the locations to use as guinea pigs, and our marketing team was all internal.
So we had the marketing team, the warehouse and shipping and logistics, and then we had the offices that used as guinea pigs, kind of as this perfect storm of everything. Aaron had put together over the years, and that’s what got us to here now. And now we have the ten locations and drivers.
Kim Carson 06:13
Wow.
Dennis Evans Jr. 06:14
Humble beginnings.
Kim Carson 06:16
Yeah. Very humble beginnings.
Dennis Evans Jr. 06:19
Listen. Yeah, we didn’t even know it. I mean, we had friends that were coming to us like, hey, can, can we do this? Can we jump on with you guys? And it started kind of growing organically here locally.
And then word spread and all of a sudden, you know, fast forward we’re in all 50 states. And with those numbers they’re really kind of cool thing that came out a year ago. The Inc. 5000 list came out in the states here where basically everyone submits. You apply your up and coming company to compare for the top 5000 fastest growing companies. When we did that, it came back.
My estimate was like I was going to be fired up if we were 1500 out of 5000 and we came in at number 51. So we had grown over 5,500% in the prior in the previous three years combined.
Kim Carson 07:04
Wow.
Dennis Evans Jr. 07:05
So, you know, listen, every day we’re sitting here going crazy some days not knowing what’s going to happen. Because you’re growing and investing, you know, a dollar and a half of every dollar you make. And when that hit, it was really just like, I guess we’re doing something right. You know, if we’re if we’re growing and we’re free, but we’re, you know, all the, you know, the trending is all going that way. It’s kind of a good sign.
So yeah, it’s getting it out there of who we really are, where it came from and how big we are now is great. We also are very well aware that we have a long way to go, and we know that there’s going to be more competition coming down and more challenges that come up. But with one major advantage of being a smaller company. And we understand this more than ever because we get to work with all the massive companies. They’ve got to have 27 meetings over two years to get something to, to really pivot on something that could be a lot of fun.
We in the meeting, we can go, great, we’re doing it. And immediately we turn.
Kim Carson 08:00
Yeah. And yeah.
Dennis Evans Jr. 08:00
And that’s kind of the fun.
Kim Carson 08:01
Yeah. The person who who makes the designs is sitting next to you like. Hey, you know, you have to get with. Well, you run this by your team. We’re like, we are the team. We just decided. They’re in the room.
Dennis Evans Jr. 08:13
If there’s a red button somewhere, I’ll hit it. And we’re doing this or. Or completely change direction, which always freaks everybody else out, that we can change that quickly. But listen, you gotta survive. You gotta move quick.
Kim Carson 08:24
Yeah, well, I think it’s important to, you know, you’re you’re saying there was this, this massive growth in your company. But I think it’s important to note, too, that you wouldn’t have had that growth if what you do isn’t important. You know, if people weren’t seeing results from it, clients and like clients of yours and clients of your clients.
Dennis Evans Jr. 08:45
Has been really fun. I’ve got doctors that are coming back after four and five years, which 4 or 5 years ago? I mean, I’m I promise you it was it was dry. I who you know, getting hung up on, blown off you name it, it was the a brutal cold calling. And for the first 2 or 3 years, I was the entire sales force before we brought on Ryan Grant.
And thank God we did, because now we have two guys for the entire United States. But but yeah, getting that off the ground and getting it moving and getting it to where finally people who are blowing us off back then and no harm, no foul. I mean, we were nobody coming back to us years later like, hey, is it too late to sign up? No, we’re absolutely free. Come on board.
So, you know, come on. So that’s that’s been fun.
Kim Carson 09:27
Yeah. Oh that’s amazing. So speaking of the growth and the expansion vision rescue is new.
Dennis Evans Jr. 09:35
Rescue was kind of funny when we started this whole thing. Vision rescue was really essentially going to be the main umbrella if you can Kind of like an eye rescue. Vision rescue. And then you can have all the specialties underneath it. But we knew that we didn’t have enough time.
It takes a lot of time and money to create awareness. So the lowest hanging fruit was the dry eye specialty because in our own practices, highest margin patients other than, you know, outside of surgical, right, we wanted to get rid of a lot of the lower paying, you know, vision plans. And we felt and and rightfully so, that dry eye was the hottest specialty at the time that people, you know, every, every event, you went to half the seas, you know, the year before, they had two for dry eye. Now they’ve got 20.
Kim Carson 10:20
Yeah.
Dennis Evans Jr. 10:21
So that’s what we did to get it off the ground. Now with with Vision Rescue. Very simple. You know it’s all 80 over 20 rule. The majority of optometrists out there all optometrists can diagnose and treat dry eye.
Kim Carson 10:34
Right.
Dennis Evans Jr. 10:35
But what we found was probably and just making some easy numbers here before I get yelled at that the numbers aren’t exact.
Kim Carson 10:40
Don’t everyone take these 100% seriously.
Kim Carson 10:42
This is not 20.
Dennis Evans Jr. 10:44
But the majority. You know, the 80% out there don’t want to specialize in dry eye. They don’t feel comfortable marketing themselves as dry eye. They definitely want to have some, maybe some equipment. They want to offer all the OTC.
They want to diagnose all of this, but they don’t essentially want to market themselves as that. So they can go vision rescue identical program. If you are the doctor that wants to market yourself as a dry eye specialist, and you’ve got the equipment and you’ve updated your website and you’re pushing to market that service, then DryEye Rescue is for you. And that’s really just the main difference right there. So that we soft launched earlier.
But now with the with the nationwide with the contract with VSP coming out, they’re pushing Vision Rescue to all of their premier offices out there which is pretty crazy. Pretty fun times.
Kim Carson 11:30
Yeah.
Dennis Evans Jr. 11:30
Vision rescue more and more coming. We’re going to have a lot of people, you know, saying, you know you know, can I have we have one doctor that said I want both. He’s an MD out in Arizona with two locations and he was like, one does more dry eye and one is more general. Can I have one of each? Sure.
Kim Carson 11:46
Whatever you want.
Dennis Evans Jr. 11:47
Whatever fits everything that we do is very malleable. Meant to be. You know, it’s it’s, you know, here’s the goal of what it’s going to accomplish, but how you put it into your practice. We give you a lot of options.
Kim Carson 11:57
Yeah. And it’s it’s the marketing and selling of of the treatments once you have it. Right.
Dennis Evans Jr. 12:01
Yeah. And if you’re, if your vision rescue then you, you know, it’s still a $30 billion OTC industry out there. You’re still diagnosing dry eye, you’re still selling heat mask, but with other things like MacuHealth and other vitamins and different products that don’t aren’t specifically to dry eye vision rescue kind of fits that mold.
Kim Carson 12:19
Yeah. But better helps your better helps your patients, better serves them whatever they may be experiencing.
Dennis Evans Jr. 12:24
Every MD and every OD recommends over-the-counter products every single day. They’re already doing it. And that’s the one. That’s a major difference between us and anyone else. When a doctor buys a device or wants to sell MacuHealth or Optase or whatever the case may be.
In their mind, that’s one more thing they have to add on. Or, you know, to their day. Right? But with over over the counter in general, they’re doing it already. So all we’re doing is installing a platform to help their patients get the products in office and online.
You know, say, hey, you’re already doing the work. Jeff Bezos already has a 200 foot yacht down in Miami. He’s good.
Kim Carson 13:02
Yeah, I’m pretty sure.
Dennis Evans Jr. 13:03
Yeah. You know, I’m pretty sure he owes all of us 20% of that boat.
Kim Carson 13:07
We buy it for him.
Kim Carson 13:09
Yeah, he owes optometrists, for sure.
Kim Carson 13:12
Yeah.
Dennis Evans Jr. 13:12
So we’re gonna we’re gonna we’re gonna capture that back.
Kim Carson 13:14
Yeah. Oh. That’s amazing. And I had a question about kind of the logistics of it. So if I were to have a vision or DryEye Rescue kiosk in my practice, which I am not an optometrist, I do not have a practice.
I’ll make that very clear. But if I were to. Is it is it kind of self-serve? Do I have to have a manager that knows all about it. Like how how does it logistically go.
Dennis Evans Jr. 13:39
With with the whole platform in general? And I’ll just kind of focus on dry rescue or, you know, either the same the couple of things that are the same across the board. One, they’re completely free programs. Okay. So there’s no everyone’s always kind of looking for the catch.
There’s no catch. People can do a little bit with us or they can do a lot. They can start small and grow fast. They can start small and stay small. The optometry industry is such a wide array and style of offices out there, that there’s no way to kind of have a one size fits all.
So free account, we’re completely free. They can, you know, there’s three main components to the program. We have our kiosks right now, the kiosk. The biggest misconception there is that you have to have one. You do not.
The overwhelming majority aren’t ready for it or don’t need it quite, quite seriously, you know, their business practice or their focus is are on a lot of other things, but they want to have access to all the OTC. They go, yeah, we yeah, we definitely need it. So they can bring in, open a free wholesale account to sell products in their practice. The displays, they come with monthly minimums. They are free, but you sign up for monthly minimum goals of $2,000 a month.
And we give that office a year, year and a half to get to it. And if there’s ever a time that they’re just not getting there, or maybe they sell or whatever, very simple. We can send in two guys and move the display so there’s no penalties or a catch. It’s really more of an application process to get the display. And then the third part is the affiliate or online.
And that’s where an office is going to we you know we hope they sell the first one in person. They don’t have to. But we hope they do because we are retraining an entire patient population for the last 50 to 100 years. We haven’t just not offered OTC in our practices in general. We’ve been telling them where else to go get it.
Which is crazy. So you don’t have to sell in person. But we hope that with our platform, you sell the first one in person at least, and then send them on to dry rescue. We have print and digital tools that we give them. The digital one is Rescue Link.
It’s launching like today where now any doctor anywhere can put a product into a cart and text that to a patient. Patient hits one button and it’s done. So that’s really the logistics and what they do. They can use just wholesale. They can do wholesale and affiliate or they can do all three.
And that’s even within different locations if you have ten locations and two are just gangbusters. Dry eye nerds, right. Give them the whole show. The other eight are just different levels of motivation and we want to have something there set up the affiliate in the other eight. That’s fine.
It’s very, very flexible. It’s the opposite of a top down type structure because you know we have 13 odds that work for us. I can’t get two to agree on a vitamin. So why in God’s name would I think we can get the whole country to fit one one style.
Kim Carson 16:33
Yeah.
Dennis Evans Jr. 16:34
So bit of a I don’t want to ramble too much on that, but free program. Nothing you have to do and you can cancel any time. So if there’s one little thing that catches your eye, grab it. If you want to do the whole show, even better.
Kim Carson 16:46
Yeah. Amazing. Well, I, I appreciate your time. And I just have one final question for you today.
Dennis Evans Jr. 16:55
We do this for days.
Kim Carson 16:56
Yeah, I know, I’m like, I need to stop us because I. I do think that we could just I could keep asking you questions forever. My final question is how can at home products help increase in-office treatments? How can how can we get people back in into these practices.
Dennis Evans Jr. 17:12
That that one line right there. I’d love to tell everyone we knew that in the beginning, but I’m kind of proud that we didn’t, because it was really fun. When we did realize it. For the first couple years, we knew that we had to market Dry eye. We had to help take some selling out of the exam line.
We had 200 grand, 300 grand worth of equipment. And if you stood at our front door, we looked like the guy across the street with nothing. We’d put all the pressure on the doctor in the exam room to bring up, you know, pretty high end, you know, in-office treatments that patients had never heard of before. It wasn’t going well. So the point of the displays and OTC and everything was really to start that the patient’s mind to see these things that hopefully by the time they sat in the chair, they’re bringing up dry eye before the doctor does.
Plan a right like holy. If that’s not the easiest patient ever, that just goes, hey, what’s that dry eye stuff, I want that.
Kim Carson 18:03
Yeah.
Dennis Evans Jr. 18:04
Right. Really simple now. But the solid plan B, which is the majority of it is at least when the doctor went to mention it. Hey, we saw your speed questionnaire or in some of the diagnostics you’re pretesting you could really benefit from our dry services. It wasn’t out of left field where, you know, the patient would go, oh yeah, I saw that out front.
What is all that stuff? Much easier conversation. But two years in, we realized something we didn’t know. And this is especially from our own clinics and the doctors that work in the network that at home treatments drive in-office treatments. One of the mentalities beforehand was that it would actually cannibalize, okay, why would someone sign up for a $2,500 IPL lipiflow combo when they can get drops for 20 bucks?
Which is fair. Yeah, it ended up being the opposite. What we found was 90% of the patients coming in, and I say that loosely, it could be 199 did not know that dry eye disease even existed before they sat in the chair. They came in for context. They came in for Ray-Bans, and we’re knocking them out of the chair with these dry eye treatments they’ve never heard of.
Kim Carson 19:08
Right.
Dennis Evans Jr. 19:08
So our associates began to pull back. And after you get shot down 2 or 3 times and you’re not a salesman, you know, you tend to even subconsciously, you don’t mention it as much. Yeah. You just keep getting shot down, you know, over and over. Once we went back to the associates and we said, guys, we’re gonna try something different.
Tell everybody about the dry eye treatments that need it.
Kim Carson 19:28
Right.
Dennis Evans Jr. 19:29
And we’re going to assume everyone’s going to say no. So they’re looking at us funny. We’re like, it’s okay. One out of ten is going to say, I’m ready for it. I’m severe.
Give it to me. I finally found you. The other nine. Very simple response. We have access to all the top over the counter products here on the market.
We’re going to start you there as you move forward. If you don’t feel you’re progressing or you need to be, just know we have that technology on site. Mic drop and the soft sell, the educating the patient. Then they would walk out and they would get Optase intense ocular or zest treatment. You know, a lot of avenova hypochlorous spray things that they didn’t know existed before.
Well, they were coming back for their follow ups, like, hey, that drop in that wipe was pretty awesome. But you mentioned something. Now they’ve had some.
Kim Carson 20:16
Time to digest.
Dennis Evans Jr. 20:17
All this and try things out and they’re starting to sink in. And now these patients are coming back to the doctor going, hey, that other stuff was great. But you also mentioned there was like a treatment I could do. How easy. So you’re putting patients into a pipeline.
You got to give them time to learn about this. So the products helped us sell. Getting our associates owners are a little easier to get on board. Owners are paying the rent and paying the payroll.
Kim Carson 20:40
Right?
Dennis Evans Jr. 20:40
They can push it. Associates can be a little more of a challenge. This helped a lot with that. Also, patients didn’t feel like they were being pushed into it. No one likes to be, you know.
What is it? Everyone likes to. No one likes to be sold. Everyone loves.
Kim Carson 20:52
To.
Dennis Evans Jr. 20:52
Buy.
Kim Carson 20:53
You know.
Dennis Evans Jr. 20:54
I don’t want to kind of feel dirty if I’m sold. But we would walk them into this and it helped us sell it, got our associates on board. Patients started coming back in saying, hey, those drops in that wipe was great. That helped our our staff and associates hear it from the patient’s mouth and then start recommending more. And where it really ended up driving was the last part is the dental model.
Most people in optometry are usually pretty jealous of the dental model. We feel the dentists have kind of nailed it on, you know, all cash, high margin business, etc.. So with this, what we found was with the dental model, if someone comes in and they get the $2,500 combo dry eye treatments. Yeah, well, when you go to the dentist and you get your you get a cavity filled, you get your teeth cleaned and you get a crown, right. The whole nine.
Kim Carson 21:38
Yeah.
Dennis Evans Jr. 21:39
They don’t say, great, see you in a year. Take care. Right. They go. All right.
We’ve got you dialed in. You’re now going to go home, and you’re going to brush, floss and rinse every single day for the next 6 to 12 months. And then when you come in for your follow up, we are going to judge you.
Kim Carson 21:54
Yeah.
Dennis Evans Jr. 21:56
Am I wrong?
Kim Carson 21:56
So.
Dennis Evans Jr. 21:57
And now when you go back in it, you know, if you if you don’t brush, floss and rinse and your teeth aren’t great, they’re going to look at you and go, listen, we got you there. You’re you know, you’ve got to keep doing what you got to follow what we’re instructing you. An optometry. Someone spends two grand on these treatments and then they go home. Six months go by, 12 months go by, 18 months go by.
We had their eyelids beautiful, their glands dialed in. All the women with the mascara. We had them, you know, we got. We got them. Perfect.
Now go home and I want you to brush, floss and rinse. You’re going to keep the lids clean. You’re going to take your omegas and get the fish oils. Now that we’ve got the glands open. Alright, that’s step one.
Now we’ve got to get the body pumping oils again. So it’s this maintenance that gets going. Well when they come in for six, six month, 12 months, what we found was one we generated a lot of revenue during that time. But if you ask the patient a year later how they felt about that big purchase of the treatment a year earlier, they were much happier than as if they went home and just didn’t maintain anything.
Kim Carson 22:59
Yeah, and it worked out better.
Dennis Evans Jr. 23:00
A long answer for you there. But there’s really two components. One, it helps you sell it by giving them an entry into the dry eye world and what’s available if they’re not ready for the big treatments on day one. But the second part is that maintenance model. You know, we know these treatments work, but if you get them where they will maintain the lids and maintain what you’ve done.
They will be happier longer. So it’s a win win on both aspects that OTC does not cannibalize. OTC generates it dry at home treatments drive in-office treatments.
Kim Carson 23:30
Yeah. And and makes people happier with the the service that they have received that they’ve paid a you know a pretty penny for.
Dennis Evans Jr. 23:36
Yeah I mean these these patients we forget these patients are working really hard for the money to come give it to you because you went to school for a long time, you know, to tell them what they need. You know, and it’s almost like we’re scared to tell them. Well, that was because we really didn’t have much to tell them. We didn’t know much. It was like, hey, whatever coupon was in the closet here, here’s a $2 off of something.
Best. Best of luck. So, you know, defending our industry. We didn’t have much. It was a pain in the ass to carry OTC and offer it.
Now it’s not. And there’s a lot of stuff out there that is amazing. And we’re having even more fun because now if it’s a new product that comes to market, who gets called first? So doctors are coming to us for all their needs, but at the same time, while they’re on the site, they’re like, hey, listen, if something’s new on the market, probably going to come from DryEye Rescue and Vision Rescue, which has been a lot of fun as well.
Kim Carson 24:27
So yeah. Amazing. Amazing. Well, thank you so much for your time today. So that’s the show. If you want to hear more of the podcast, you can at cleinman.com and wherever you like to listen. And of course go todryeyerescuepro.com. If you want to know about any of the products or or get any more information on what you heard today.
Thank you.
Dennis Evans Jr. 24:48
Very much. Great talking.
Outro: 24:54
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