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 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

Are you a sales rep or a sales consultant?

Posted on April 17, 2009
Filed Under Articles | Leave A Comment

It’s often said that practice owners don’t like to be sold.

Instead, they like to buy. And when they do, they’re looking for products that will boost their practice’s profitability and increase their patients’ satisfaction.

Which is why, according to Brian Tracy in his 2002 book, Be a Sales Superstar, “Top salespeople see themselves as consultants rather than as salespeople. At the beginning of a new year, when everyone is being swamped with new product info, it’s important to remember that your accounts need more than just product info.” Read More

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