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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Luxottica’s EyeMed to launch new managed-vision plan

Posted on July 27, 2009
Filed Under Industry News | 3 Comments

EyeMed is adding a new plan, Insight on September 1.

The program aims to establish more predictable out-of-pocket costs for patients who buy premium products.  It also increases reimbursements for eye exams to $45 (it’s $40 in the Select plan).

Question: what are you hearing from your accounts about this plan and/or the changes to VSP?

Please share 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.

Essilor sales rise, Coopervision sales flat, Allergan results mixed

Posted on July 23, 2009
Filed Under Industry News | Leave A Comment

Much of the growth came from acquisitions, but Essilor is holding steady in the current economic climate.

CooperVision’s sales were flat for Q2, at $217.8M.

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.

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.

Roundup of earnings reports

Posted on July 17, 2009
Filed Under Industry News | Leave A Comment

A quick roundup of earnings reports from the eyecare industry.

Signature Eyewear: Q2 revenues drop 8.9%, income up 1.8%.

Gerber Scientific: Q4 revenues down 31%, gross profit down 35%.

Coastal Contacts: Q2 sales up 16%, adjusted earnings (EBITDA) up 56%.

Read More

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

Be persistent in sales… but don’t be rude

Posted on July 10, 2009
Filed Under Opinion | Leave A Comment

I found an interesting blog post from The Optical Vision Site on Dealing with Aggressive Sales Reps.

The article answers a question from a new optometric practice: “How do I handle sales representatives in a polite way when they are getting too aggressive or sometimes even insulting…?”

I think its obvious that we all need to be courteous with our accounts and prospects.  That said, go ahead and read the article for some great thoughts from the ECP’s perspective on how to be a business partner with your accounts. Read More