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.

Why would an OD consider an in-office lab?

Posted on April 24, 2009
Filed Under Coaching your Customers, Justifying Lab Services | 1 Comment

Today, I’m going to summarize an article by Dr. Todd M. Clark on why ODs want an in-house lab. (You can read the full article here.)

If you sell lab services, you may not like what he has to say. And, you may not agree with his points.

But, you can be sure that this article was read with great interest by many of the 31,000 ODs who subscribe to Optometric Management.

Since the topic of in-house lab equipment is on your accounts’ and prospects’ minds, it should be on your mind, too.

Here’s what I’d like you to do: Read my brief summary and then tell me how you respond when your accounts present the idea of putting in their own in-house lab.

According to Dr. Clark, here are the two reasons he thinks ODs should put in their own edging lab: Read More

When is an in-house edger “penny wise but pound foolish”?

Posted on December 30, 2008
Filed Under Articles, Coaching your Customers, Justifying Lab Services | Leave A Comment

Here is a great comment from Dan Floyd, a Hoya Rep in Atlanta. I welcome your thoughts as well.

Nathan,

Your blog on ‘understanding cost of goods’ was right on point.

In my opinion, many Doctors and the staff they have are operating by feel. They often voice they are not making any money, yet have no idea as to “cost of goods”.

Many offices have put in finishing labs. To my amazement, they only looked at how much they save on the cost of the lens when they edged the job themselves. None have factored in the cost of the $45K edger, the time it takes (wages), supplies, and spoilage. Read More