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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Vision Care Revenues Suffer Less Than Expected

Posted on September 29, 2009
Filed Under Industry News | 1 Comment

The economic news over the past 12 months has been grim, to say the least. Stock markets around the world plummeted, banks went bust, and unemployment in the US is nearing 10%.

However, the eye care industry held up well over the past 12 months. From Vision Monday: Read More

3 Reasons Independents Are Taking Share From Corporate Eyecare

Posted on September 25, 2009
Filed Under Coaching your Customers, Industry News | 1 Comment

Things We Learned From The ClearVision Optical Sales Meeting

Dr. Hayes (Red Tray’s owner) recently attended the annual meeting for ClearVision Optical to serve as an industry panelist for their national sales force.

A top ten frame company, ClearVision has a Read More

Three questions guaranteed to increase ECPs’ optical sales

Posted on September 2, 2009
Filed Under Coaching your Customers | 2 Comments

ECPs Don’t Have To Be Pushy Or Twist Arms To Sell More Eyewear, They Just Have To Ask The Right Questions

One sure way your customers can increase the amount of optical products they sell and dispense is to ask the right questions, at the right time.

Yet, many ODs are hesitant, even timid, when suggesting eyewear to patients because they don’t want to come across as pushy.

However, in most cases, if an OD is only ‘helping’ his patients spend $200 every 2.5 years for one pair of glasses they will use for work, play, sports, dress and driving, he isn’t really serving his patients’ needs.

One pair of glasses for everything is no more in the best interest of an OD’s patients than one pair of shoes would be for work, exercise, dressing up and hanging out. Read More