Dr. Brimer is a graduate of UNC-Chapel Hill and Southern College of Optometry. She is a fellow of the American Academy of Optometry and is very active in the American Optometric Association as a member of the North Carolina State Optometric Society’s Executive Council and president of the South Eastern District. Dr. Brimer owns a private practice in Wilmington, NC where she is certified as a primary investigator for clinical trials. She has special interests in contact lenses, dry eye disease, and practice management. Dr. Brimer has written and lectured extensively, and is recognized for both her expertise and enthusiasm. In her free time, Dr. Brimer enjoys time on the water as a member of the U.S. Coast Guard Auxiliary.
Email her at [email protected]
Depending on where you live, spring is here—or at least on its way. It’s the time of year to thaw out along with the trees, grass, and flowers. With spring comes our promise to get ourselves into shape for the summer, and life gets busier with more outdoor activities for the whole family.
Let’s talk about an elephant in the room. Some practices are incredibly effective at selling annual supplies of contact lenses, and some practices are not. Just like daily disposables, low sales numbers are blamed on “the demographics of my practice.”
When we take a step back and think about what happens in our offices—in our exam rooms—we realize what a huge impact we have, dare I say “control,” on the growth of our contact lens practice. Yet so many elements of our everyday operations challenge that control and cause us to forget or push to the side the techniques we know to grow our contact lens business.
It is a constant challenge to be able to inspire patients to care meticulously for their lenses when life is easy, but what happens to that care when life gets hard? What happens when their schedules are upside down, and they are on the go? Travel influences how patients wear and care for their lenses—let’s look at the how, why, and most importantly, what we can do about it.
After writing about lens care for more than two years, I wondered if my well had run dry. So this morning while on a flight, I perused PubMed and waited patiently for a new idea. When it didn’t come, I decided to turn to the guy next to me in 1A for a fresh perspective.
Well, here we are, another year behind us, another new start ahead. And what made the cutoff for our list of resolutions? Lose 10 pounds, wake up earlier, save more money, make more family time? But wait—how can we possibly forget everyone’s list topper: To rub your contact lenses every day and replace the solution, to throw your lenses out on time?
It is important that we use our influence during the exam to recommend lens care products that will positively influence their wearing experience. Peroxide systems have long been credited with superior cleaning capabilities, leading to better overall patient satisfaction.
It’s not a new problem. It’s not a new concept. But for many ODs, it continues to be a significant challenge. Too many times we hesitate to present patients with upgraded products or services when there is an added expense.