Nathan Hayes

Nathan Hayes is the Manager of Business Development for Red Tray and Editor of sellingtoecps.com.

Reps are welcome to contact him at 404.934.3535 or to send him an e-mail if you have questions about how Red Tray can benefit your accounts or with general comments about selling to ECPs.

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10 things eye doctors don’t tell their patients?

Posted on July 22, 2009
Filed Under Justifying Lab Services, News, Opinion, Uncategorized | Leave A Comment

Smart Money recently published a must-read article for sales consultants and eyecare professionals: “10 Things Eye Doctors Won’t Tell You”. Some parts are

First of all, your accounts need to be able to respond to the negative parts of this article.   For example, the first topic suggests that Optometrists over-sell their abilities in comparison to Ophthalmologists.

Secondly, four sections that deal with glasses and lenses may actually help you and your accounts get patients into premium frames and lenses::

Drugstore readers may not be the answer.

Progressive lenses cause ’swim’, IF they aren’t ground and fitted properly.

Why chain stores don’t always offer ‘more for less’ on frames and lenses…

… And how spending extra on premium products and add-ons is worth it.

Read the entire article and use it to build your credentials as a consultant to your customers.

Additionally, give the four points I’ve highlighted to your accounts as tools to help them sell-through more premium products.

Please post any thoughts in the comments section or click here to send me an e-mail.

Disclaimer: The information and opinions contained on this site are for discussion purposes only and are NOT intended to serve as legal, accounting or investment advice. ©2009 Red Tray. All rights reserved. Not to be reproduced without written permission of the author.

Is chair cost relevant in an era of managed care?

Posted on April 9, 2009
Filed Under Uncategorized | Leave A Comment

We still get the occasional email from an OD asking us how to calculate chair costs.

Chair cost is the dollar figure an optometrist must produce on a per-hour or per-patient basis to support his or her practice overhead.

The usual rationale for calculating chair costs is to make sure an OD doesnt price his services below what it actually costs to provide them.

Is this really is a good way for your accounts to measure the expense side of their optometric practices? ODs are asking this question, so today we’re giving you an inside look into how we would respond. Read More

‘The Art of War’ and your sales territory

Posted on April 2, 2009
Filed Under Uncategorized | Leave A Comment

What does Sun Tzu know about selling optical goods that you don’t?

Today we’ll look at what one of the greatest military tacticians in history had to say about the daily combat we engage in known as ’sales’ in his famous work, The Art of War.

Read More