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.

VSP changes reimbursements to ODs, lab network

Posted on July 15, 2009
Filed Under News, Opinion | Leave A Comment

Vision Monday reported last week that VSP is making several changes to the program.  (Read the full article here.)

1. VSP has put in place “patient option cost controls”. In short, VSP is restricting certain options for patients, such as progressive lenses, A/R coatings.  Some exam and materials reimbursements to ODs are going to be lowered, as well.

2. VSP is cutting some of its contract labs. The labs being cut will affect less than 3% of the lab work ordered through VSP.

3. VSP is expanding the selection of approved contact lenses. Also, there is a new, tiered price list for new and re-fit contact lens patients. Read More