The optical industry flourishes because it dictates the rules of how frames are sold. Opticians purchase large inventories of product and hope to sell it. If the product does not sell, then it is returned for other product. This method greatly favors the eyeglass vendor. The optical owner, whether optometrist or optician, bears the risk of the investment and ties up lots of money in the inventory of the frames. I imagine frame company executives are smiling as they sit in board rooms thinking of the non-business-minded optometrist or optician continuing to work in this model. To be fair, we have perpetuated this.
I would like to propose a different model: frame companies provide frames for displays. The optician would use the frames as “floor models” for patients to try on. The display boards would have all colors and sizes of frames available so no special ordering would be necessary. Once the patient chooses a frame, the frame would be ordered from the company and shipped directly to the lab for processing. The “floor model” frame would go immediately back onto the frame board. The frame company puts their inventory into the optical as an investment and the return on that investment is a purchased frame.
This model will only become the new normal when we begin to work exclusively with the companies that will embrace this model. Ironically, the companies that embrace a model like this are small, independent businesses–just like yours.
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Comments (4)
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Gerald Kosss
April 4, 2018We attempted this model. Unfortunately, shipping costs come into play.
Brian
April 5, 2018Who are these companies that would sell with “floor models”? How do you find a company like this?
Robin Price
April 5, 2018Do you have a list of companies that are willing to embrace this model of frame board management?
Daniel Goldak
September 22, 2018Thanks for the comments!
When the model is run as a floor model there is minimal to no shipping b/c all frames ordered have a patient name on them and the companies usually pay for shipping on those. If you use the model and “sell/replace” then it doesn’t work as well. You find a company like this by talking to them and seeing if they are open to it. Use smaller companies and non-mainstream. Vision Expo is a great place to run into these companies. Also, I have a list of practices interested as the ones I am using are interested. They do it on a practice by practice approach making sure someone, like the CEO, is keeping a close eye on it. – Dr. Chad Fleming