Article Date: 8/1/2001

Contact Lens Management
Positioning Special Effect Lenses
Tips to help you introduce these revenue-builders at Halloween.
BY MITCHELL CASSEL, O.D.

I've worked with special effect contact lenses in motion pictures, T.V. and videos for almost 20 years. These lenses are definite practice-builders; in fact, you should view them as a bonus for increased sales. You can easily increase contact lens revenue in your practice by introducing them in the fall months -- especially around Halloween in October.

Novelty lens purchases are dramatically increasing, and positioning your practice to maximize these profits is essential. It's been proven that people are willing to spend money for "zany" designs on contact lenses. All ages and genders are interested, from teenagers to adults. Here's what you can do to get patients interested.

 

A LOOK INSIDE DR. CASSEL'S PRACTICE:

 

Location: NYC, Rockefeller Center, on street level below NBC studios

Years in Practice: 19

Contact lens fits per month: 100+

Number of staff: 7

Percentage of revenue from contact lenses: 40%

Percent of patients fitted with contact lenses: 60%

Do you use direct-from-manufacturer contact lens delivery? Yes, whenever possible, to avoid excess staff time.

How often do you see your contact lens patients? I recommend annual exams.

Draw them in

In our practice, we generate interest in the following ways:

Keys to success

Once patients are interested in novelty lenses, remember these tips:

With these guidelines to help, what's stopping you from trying special lenses this fall? 

DR. CASSEL IS ONE OF THE LEADING PROVIDERS OF PROSTHETIC SOFT CONTACT LENSES AND SPECIAL EFFECT LENSES TO DOCTORS THROUGHOUT THE COUNTRY. HE PRACTICES IN NEW YORK, N.Y. YOU CAN REACH HIM AT (800) 598-2020 OR VISIT WWW.CUSTOMCONTACTS.COM.


Optometric Management, Issue: August 2001