A Different Kind of Thanksgiving Message

As I travel around the country speaking to private-practice optometrists and their teams, I often discuss branding, markets, and market share.  Ours is a dynamic world, with killer competition coming from multiple fronts.  Competition for the private ECP is increasing.  They must deal with messaging from big box retailers, vision plans, private equity consolidators and […]

The Meaning of “Discount”

Discount.  According to Webster’s the word has many meanings.  But generally, when we think of the word as it relates to our industry, it’s “to offer for sale at a reduced price.”   In both the retail and the b2b world, a discount generally is provided in exchange for something of value to the provider.  For […]

Pushing the Envelope

  Opternative Files Lawsuit Seeking to Overturn State Law Smart Vision Labs Launches Telemedicine Pilot Program Warby Parker Contemplates 1000 Brick and Mortar Locations Our industry is changing at warp speed.  The pressures on you are mounting in an ever-more complex world.  You and your team are dealing with organizational and commercial issues for which […]

Battles Ahead!

Way back in 2009 I made a prediction.  In that blog post, I spoke about forces at work to eliminate the very need for optometrists .  While my discussion at the time was about eyewear, little did I know that similar forces would threaten refractive exams.   A look back over the past five years proves […]

Unlocking Your Own Vault

In our vision plan/managed care world, with increasing write-offs compounding the challenge of increasing costs, managing cash flow is ever more critical.  Recently, I’ve had several clients lament about increasing Accounts Receivable and, as a result, declining “Collections.”  During these discussions, I outline the “MIS” of collections…namely Management, Incentives and Systems. First, from a management […]

Blow Something Up!

It’s near the beginning of the fourth quarter. Of course, by now, you’ve got a good understanding of how this year will conclude. You’ve compared your 2016 plan to your actual performance and have made the mid-course corrections necessary to meet your goals. You’re starting to get an understanding of your 2017 objectives and have […]

A Message from Dylan

Optometrists are generally a conservative bunch.  You don’t like to rock the boat.  You have the lowest divorce rate of almost any profession (not a bad stat).   You seek a balanced life and camaraderie among your team.  You do business with folks with whom you are NOT strategically aligned because change comes hard.  The majority […]

Freedom Marches On

I believe in the “law of the marketplace.” Under that “law,” businesses and professions operate without artificial restrictions (but with reasonable regulation necessary for consumer protection). Artificial control of one party over another — whether the result of oligopoly, policy manipulation, or special-interest statutory interference — is bad. Competition is good. Competition results in continuous improvement. With fair competition, the consumer ultimately prevails. With fair competition, everyone wins.