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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Why Contact Lens Sales Matter to ECPs

Posted on October 1, 2010
Filed Under Articles | 1 Comment

From a purely financial standpoint, which product’s sales will deliver higher profits to an independent optometric practice: spectacles or contact lenses?

The answer is, BOTH.

If your accounts view spectacles as more profitable for their practices than contact lenses, you may want to share the following data presented at Vision Expo East by Dwight Ackerman, OD, Director of Professional Programs for CibaVision. Read More

Staff Salaries: Is 20% Of Practice Gross Enough?

Posted on May 27, 2010
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Here’s a quick follow-up to the last post on devoting 20% of a practice’s gross income to staff salaries.  We got great feedback from several ODs, which you can read below: Read More

How Much Staff Does A Solo OD Need?

Posted on May 20, 2010
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We got a great question over at Dr. Hayes’s blog, that I want to pass on to you this week:

Dear Dr. Hayes,

I recently moved to a new location and want your advice on my doctor to staff ratio. I work 26 hours per week and see an average of two full exams and one follow-up visit per hour.

My current staff includes three ‘full-time equivalent’ employees (FTE’s). I have a full-time optician, a full-time receptionist, a part-time receptionist who works 20 hours per week in a billing person who averages 15 hours per week.

Please let me know your thoughts on how I can most efficiently staff my office.

Thanks so much for your help.

Michael Collins, OD (name changed)

Dear Dr. Collins,

I use three metrics to evaluate overall staffing levels and productivity for private practice OD’s: Read More

Why Facebook Matters To Your Accounts

Posted on March 31, 2010
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Pasted below is a word for word copy of a Facebook post we stumbled on while reading another site over this weekend.

Note; this was posted on June 12, 2009.  It was still there on March 8, 2010.

Michael’s Facebook Page

“I was at an eye doctor’s office yesterday with my two children. When we walked in I noticed the window to the desk was shut. But they at least had a couple posters up telling us what to do. The room was packed… Read More

How Lexus Responds To Customers Who Try To ‘Make A Deal’

Posted on March 25, 2010
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What do you do when your accounts insist on getting deep discounts on your premium products?

You might take a page out of Lexus’ book. When someone shopping for a Lexus tries to bargain on price, the sales associate will do one of two things: Read More

ODs’ Forecasts for 2010

Posted on February 11, 2010
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Results of the Dr. Hayes Blog 2009 Practice Performance Survey

Over at Dr. Hayes blog, we asked ODs how they expect their practices to perform in 2010.  Read on to get a feel for how your customers are feeling about the optical market this year. Read More

Craft a Short Value Proposition to Win New Accounts Quickly

Posted on January 28, 2010
Filed Under Articles | 2 Comments

“Why should I buy from you?”

That’s the question you need to answer every time you’re pitching your frame line or lab service to an ECP.  And, as we all know, when you get in front of a prospect, there isn’t much time to answer it.

You can answer the question quickly and easily - if you’ve prepared a clear value proposition before you walk into an ECP’s office.

Let’s look at three key parts of a value proposition: Read More

My Favorite Optical Information Sources

Posted on November 12, 2009
Filed Under Articles, Industry News | 1 Comment

Where SellingToECPs.com Goes For Good Ideas

Today I’m going to give you quick list of my favorite optical links.

Since SellingToECPs.com is primarily focused on teaching you the financial side of private optometric practice, these may help you when you have questions about how ECPs manage customer service, product placement, merchandising, their staffs, etc. Read More

The History of Managed Care

Posted on November 11, 2009
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Why Doctors Once Loved It, Why They Now Hate It, And Why You Should Know It

The source for this blog is the November 4 issue of NPR’s Planet Money Podcast. It’s a fascinating story that you might enjoy listening to. Click here to listen.

Why does this matter to you?  Simple: The more you know about the events, legislation and economic trends that affect your customers, the more they will trust you to help them succeed in their businesses. Read More

If The Recession Is Ending, Why Are Optical Sales Down?

Posted on October 29, 2009
Filed Under Articles, Coaching your Customers | 1 Comment

2009 Started Out Well For Eyecare Providers

During the first half of this year, practice owners were telling us that, despite the bad economic news, patients were still coming in for office visits.

This feedback was consistent with reports from big players such as VSP, EyeMed and other vision plans that closely track program utilization.

Now, we are hearing from both practice owners and optical wholesalers that eyewear sales are down in September and October. Read More