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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How do buying groups work and why do your accounts use them?

Posted on February 27, 2009
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For most frame and lab sales professionals, offering volume discounts on products or services is a big part of the selling process.

Many of your high-volume customers have the clout to negotiate strong discounts with your company directly. But smaller practice owners do not.

Those are the ECPs that turn to a Buying Group for help. Buying Groups combine the purchasing power of hundreds or even thousands of ECPs in order to offer their members discounts they cannot achieve on their own. Read More

Most ODs earn more than they realize

Posted on February 20, 2009
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One of the most misunderstood terms in optometric practice management is “net income”.

According to surveys by the American Optometric Association (AOA) and by our own consulting work with optometric clients, we can report with a high level of confidence that the average net income for private practice ODs is about 31% of their collected gross income. What does that really mean? Read More

Understanding an OD’s gross profit

Posted on February 13, 2009
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It happens to every rep. You call on an account, and the ECP, the office manager or the optician beats you up on price.

What they’re really saying is, “I feel like my margins are too low” or “My profits are not high enough.”

Here’s how we approach the issue of gross profit margins with ODs. Read More

Income survey yields highly positive response

Posted on February 6, 2009
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Red Tray recently conducted a survey of ODs asking them to report on their recent financial performance in 2008 and their expectations for 2009.

I think the results are very encouraging for all of us who make our living serving ECPs. Read More