Nathan Hayes

Nathan Hayes is the Manager of Business Development for Red Tray and Editor of

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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If The Recession Is Ending, Why Are Optical Sales Down?

Posted on October 29, 2009
Filed Under Articles, Coaching your Customers | 1 Comment

2009 Started Out Well For Eyecare Providers

During the first half of this year, practice owners were telling us that, despite the bad economic news, patients were still coming in for office visits.

This feedback was consistent with reports from big players such as VSP, EyeMed and other vision plans that closely track program utilization.

Now, we are hearing from both practice owners and optical wholesalers that eyewear sales are down in September and October. Read More

Case Study: An account leaves in order to save a nickel - Part 2

Posted on October 16, 2009
Filed Under Case Study | 2 Comments

Last week we considered the case of an account that threatened to leave for 5¢ in savings.

This week, I’m going to highlight three elements of Mr. Smith’s (the sales manager) response that I think will be a big help if you face a similar situation.

I’ll finish with a few of my own ideas. Please email me or post in the comments any counters that have helped you personally when accounts look to leave you for deeper savings. Read More

Case Study: An account leaves in order to save a nickel

Posted on October 9, 2009
Filed Under Case Study | Leave A Comment

I heard a fascinating story at Vision Expo West last week that I’m giving you as a case study.  Post how you would respond in the comments or email me.

Next week, I’ll post a selection of the best and most insightful responses, and how the sales manager in question responded.

A penny saved…

Here’s what happened: An account came to Sales Manager “Smith” and told him they wanted to move their business to another lab. Read More