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.