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 Would You “Buy Back” Your Own Product?

Posted on November 19, 2009
Filed Under Case Study | Leave A Comment

I got a fascinating question this week, and I want hear how YOU would handle this situation.

The Scenario

You’ve got a $1000 sunwear display with $1300 worth of merchandise on it. The display is not well located in the dispensing area, and the practice hasn’t sold any product off of it for 12 months.

Read More

Red Tray Featured In Eyecare Business Magazine

Posted on November 19, 2009
Filed Under Industry News | 1 Comment

Red Tray is one of 7 purchasing groups featured in the latest Eyecare Business Magazine. Our featured bit is below. The rest of the article can be read here. Read More

My Favorite Optical Information Sources

Posted on November 12, 2009
Filed Under Articles, Industry News | 1 Comment

Where SellingToECPs.com Goes For Good Ideas

Today I’m going to give you quick list of my favorite optical links.

Since SellingToECPs.com is primarily focused on teaching you the financial side of private optometric practice, these may help you when you have questions about how ECPs manage customer service, product placement, merchandising, their staffs, etc. Read More

The History of Managed Care

Posted on November 11, 2009
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Why Doctors Once Loved It, Why They Now Hate It, And Why You Should Know It

The source for this blog is the November 4 issue of NPR’s Planet Money Podcast. It’s a fascinating story that you might enjoy listening to. Click here to listen.

Why does this matter to you?  Simple: The more you know about the events, legislation and economic trends that affect your customers, the more they will trust you to help them succeed in their businesses. Read More

Luxottica’s Chief Is Optomistic About 2010, Are You?

Posted on November 10, 2009
Filed Under Industry News | Leave A Comment

From Vision Monday:

Despite a double-digit drop in third-quarter net income, and sales performance in the quarter that was up less than 1 percent, Luxottica Group’s (NYSE: LUX) chief executive officer, Andrea Guerra, said today during a conference call with financial analysts that he feels the worst is over in terms of the worldwide recession. Read More

4 Ways Your Accounts Can Stay Profitable During A Slowdown

Posted on November 6, 2009
Filed Under Coaching your Customers | 2 Comments

As we discussed in my last blog, it’s clear that the eyewear industry is likely to stay down on a macro level for the rest of 2009. Still, your accounts can still maintain profitability in a stagnant revenue environment.

Here are 4 specific recommendations you can give your accounts as they wrap up 2009 and start planning for Q1 of 2010. Read More

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

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

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