My introduction into the field as an optical buyer was approximately 18 years ago.  I was getting my degree in Biology at Wichita State University and working at a private practice for 35 hrs a week.  For two years I managed the dispensary and my welcome to purchasing frames was 1500 frames on display and 28 frame sales reps to work with.  The first thing I did was to start trimming down the number of vendors.  I had to be efficient and my time was limited.  This phase of my optometry career taught me a lot about managing frame sales reps.  Then I married, and about 3 years into our marriage my wife got a job as a Marchon sales rep.  With my early experiences managing an optical, my insight of the life of a sales rep, and my current optical , I have learned to make sure that efficiencies in a dispensary are priority.  The guidelines below were not put together lightly as I had to answer to my wife when I got home if any of the guidelines impacted her when she came through our office.

Guidelines for Optical Frame Sales Reps

1. All frame reps are expected to be on time for their appointment and the appointment should be a maximum of 1 hour.  This helps to insure that staff are available for patient care.
2. Frame boards are divided by company and line (reference previous blog post for details).  All frame reps are responsible for managing their given frame board allotment.  The spaces will be reassessed bi-annually to consider increasing or decreasing frame allotment.  We understand that some frame lines have minimums and we aim to respect and adhere to the agreements that we have signed.
3. A frame rep should use the chairs by the back door to setup computers, display trays, etc., as to not interrupt daily patient care.
4. Our office will be reordering frames a minimum of one time a week.  Orders placed while the frame rep is in our office are for the purpose of exchanging old for new product.  Our goal is to make this an even dollar exchange.
5. Any complimentary gifts for orders, special occasions, or thank you should be given to the doctors as we will give these away in a drawing to all employees.

The above guidelines are for the sole purpose of communicating our expectations andframe board management plans.  As we look to continue a mutually beneficial relationship, we will communicate any changes to the above guidelines should they arise.

As an optometrist and CEO, we carry the responsibility of leadership and wise decision making.  In my experience, communication with specific expectations, is the key to a mutually beneficial healthy relationship in the business world.