The last time you purchased an appliance or piece of technology, you were most likely offered a service agreement. So many companies now offer this to consumers it has become an expected part of the sale. If your optical department does not offer a service agreement, do your patients have peace of mind regarding their purchases?

Many optometrists do not purchase service agreements when buying appliances or technology for their own homes. Why? They are confident they can self-insure purchases under $1,000. If they would have to replace something, it would not be a burden. Many patients are not like this, so they want to buy your services to ease their mind.

Offering a service agreement in your optical is an acceptable plan to meet patient needs. Here are reasons why:

  1. Patients need advocates – With a service agreement, you remain the expert that patients will seek for care of their purchased glasses. You remain the office where patients will buy odds and ends to repair the glasses. You become a part of the purchase. Offices that don’t have a service agreement lose both the service and the products.
  2. Pays for what you are most likely already doing – Some optometrists will argue that a way to win these patients back is to give the services away for free. Unfortunately, there is a breaking point where paying staff salaries does not equal the wins that are a product of free service. Most likely you are training your patients to buy their glasses online and take advantage of your services as a part of their yearly exams. We all take what is freely given to us without always feeling a sense of giving back.
  3. Competition awareness – Not only will your staff become more familiar with what is available outside your office, but your patients will as well. By servicing patients’ outside purchases, you become aware of the quality and products that are available. This allows for you as the CEO to compare and contrast what you offer in the optical department. When you compare, contrast, AND adjust your products and services appropriately it results in an optical that meets patients where they are at a value that they perceive as high.

If you are struggling with offering an eyewear service agreement, you need to change your mindset. To succeed in business, you need to shift with the changes of commerce. Optical departments are a major revenue source, so we must adapt to these changes. Do your research, visit with your colleagues, and then strongly consider an Eyewear Service Agreement to better serve your patients.