Santinelli primer final

Santinelli International’s Guide to

The Power & Profitability of In-Office Finishing

What’s Keeping You Up at Night?

• How to grow your business in challenging times?

• How to increase profits without necessarily increasing prices?

• How to differentiate yourself from your competition and deliver a high-quality eyewear product to your patients?

Give Your Practice An Edge!

There has never been a more opportune time to integrate in-office finishing into your practice for a myriad of reasons.

The pressures independent vision care professionals face today are similar to those of other industries, but no less daunting. More aggressive competition, changes in third-party plans, customer online shopping behavior and a “need it now” customer mentality strongly suggest that independents should adopt in-office finishing.

Use this guide to gain control of your offerings, quality, service and profits by going beyond the basics with in-office finishing!

QUALITY

SERVICE

PROFITS

Stock Lens Materials Have Never Been More Accessible Did you know that there are now more high-

your practice, and provide greater convenience

quality single vision Rx stock lens choices

and service for your patients. Imagine your

available in every index, in photochromatic,

patients’ delight when you can offer to produce

hard and/or AR, than ever before? This means

their new Rx in clear AND polarized lenses in a

a wider range of options and great pricing for

matter of minutes.

today’s ECP to use to his or her advantage.

Added Bonus! Buying stock lenses allows for

By sourcing and finishing your own ophthal-

significant savings and greater profits, as illus-

mic lenses, you build enormous flexibility into

trated by the examples below.

Base Product

Outsource Finishing

In-Office Finishing

Clear CR 39 & Poly Pair of Lenses, no special treatments

$15.00

$5.00

Groove Fee

$8.00

$0

Polish Fee

$7.00

$0

Shipping

$5.00

$0

Staff/Labor & Equipment Maintenance

$0

$5.00

Total

$35.00

$10.00

Premium Product

Outsource Finishing

In-Office Finishing

Poly Pair of Lenses with Premium A/R

$70.00

$25.00

Groove Fee

$8.00

$0

Polish Fee

$7.00

$0

Shipping

$5.00

$0

Staff/Labor & Equipment Maintenance

$0

$5.00

Total

$90.00

$30.00

Save $25 per job or more

Save $60 per job or more Note: Estimated pricing based on national averages.

Imp rove d P Con atient veni ence Sati sf & PRIC action.. .

ELE SS!

Leveraging Managed Vision Care For Your Practice There was a time when managed care was

office as a way to increase customer service

a barrier to in-office finishing, but not any-

while receiving additional reimbursements.

more. Managed care providers have come

VSP™, and others are making it profitable

to recognize the benefits of greater service

and easier for ECPs to provide this service,

and convenience to their members.

while improving customer convenience and

In fact, today’s ECPs are encouraged to

satisfaction. Check out these VSP™ “real

edge single vision managed care jobs in-

world” reimbursements below.

Sample Stock Lens

Price Per Pair

VSP™ In-Office Finishing Service Fee

Plastic (CR-39) Clear UNITY Uncoated 65/70

$1.20

$10.00

$8.80

Polycarbonate Clear UNITY Classic AR (B)

$13.70

$44.00

$30.30

1.67 Index Aspheric Clear UNITY Elite AR (D)

$38.80

$100.00

$61.20

Plastic Transitions Signature VII Gray Crizal Avance UV AR (D+UV)

$56.40

$90.00

$33.60

1.67 Index Aspheric Transitions Signature VII Gray Crizal Advance UV AR (D+UV)

$98.20

$149.00

$50.80

Revenue Earned for In-Office Finishing

Boost Multiple Pair Sales & Profits It’s not easy in a challenging economic

Promote to your patients:

environment to convince patients to purchase

• Work environment eyewear

more than one pair of eyewear. But an in-house

• Computer/Desk glasses

finishing lab can make it an easier sell by

• Spare pairs

offering more affordable options.

• Customized, Rx-correct, optically superior

Combine your own custom-edged single

readers (Get patients out of the OTC/

vision and/or polarized lenses with slow-mov-

drugstore reader mindset!)

ing or discontinued frames for a high margin,

• Polarized sunglasses

patient-pleasing opportunity. The need for

• Sport eyewear (single vision for golf,

more than one pair is virtually always there to address different lifestyles. Now you can

tennis, and biking) • Dress glasses/Creative rimless designs

make them more financially within reach.

Eyewear with Clear Single Vision Patient Purchase Price

$100.00

Your Cost

-$30.00

Closeout/Discontinued Frame

Poly SV with AR Pair Cost

$20.00

Staff Labor & Maintenance

$5.00

Your Profit

$5.00

$70.00

Sunwear with Polarized Plano Patient Purchase Price

$100.00

Your Cost

-$25.00

Closeout/Discontinued Frame

Poly SV with AR Pair Cost

$15.00

Staff Labor & Maintenance

$5.00

Your Profit

$5.00

$75.00

Catch The Blue Wave Interest and concern over blue light and its

the benefits of premium polarized protection,

effects on vision and overall health is growing

with the added bonus of allowing patients to

quickly, with many lens companies and ECPs

read digital devices outdoors without distor-

climbing onboard. Educate your patients

tion. It’s a perfect product for contact lens

about the benefits of protective blue lens

patients and younger patients who spend

technology and market blue lens eyewear

many hours on digital devices but don’t

edged in-house for even greater profits.

require a prescription.

As you know, these lenses filter damaging

Offer patients fast-delivery, customized blue

blue light known to be associated with blur,

lens protection and gain over $600 in monthly

glare, macular damage, and sleep cycle dis-

profits while demonstrating that your practice

ruption. Plus the outdoor lens provides all of

is at the top of its game!

EXAMPLE

Average Cost Per Job

Average Retail Price Per Job

Average Profit Per Job

Estimated Monthly Profit

1.56 Plano Polarized Outdoor Brown with backside AR coating

$50.00

$105.00

$54.00

$108.00

1.56 Plano Indoor with AR Coating

$45.00

$155.00

$110.00

$220.00

1.56 Finished Single Vision Indoor Rx with AR

$55.00

$245.00

$190.00

$380.00

Product

(-3.00 to +2.00, up to -1.00 cylinder)

Total

(based on 2 jobs of each per week- lenses only, does not include frame profit)

SUGGESTED STRATEGIES • Start by asking how many hours a patient is on a computer or digital device. If three hours or more, then suggest blue filtering lenses for their primary eyewear.

•B e sure to educate parents on the importance of protecting young childrens’ eyes– getting them in the habit early.

$600.00

•M ake sure to offer blue filtering lenses as a second-pair Rx or Plano sunglasses and/or computer/work/office eyewear.

•L astly, don’t forget about your contact lens patients as another untapped market for incremental sales with great margins.

The Right Chemistrie™ For Greater Profitability Accelerate far past the competition and in-

house for virtually any frame on your board

crease practice revenue with the Chemistrie™

by using the Click Mode software on Santinelli

Magnetic Lens Layering System Accelera-

edgers. Producing Chemistrie™ clips is an easy

tor Package, providing options for sunlens,

way to add over $1,800 per month to your

reader, computer or 3D layered lenses.

bottom line when you sell just four pair per

Now you can produce Chemistrie™ clips in-

week. The more you sell, the more you profit!

Material Costs

Retail Price

ECP Profit

1 Clip

$35.00

$140.00

$105.00

4 clips/Weeks

$140.00

$600.00

$460.00

16 Clips/Months

$560.00

$2400.00

$1,840.00

Finish What You Started, with the Best!

Today’s ECP can no longer overlook the multiple advantages that in-office finishing provides.

Choosing a finishing equipment company to partner with is a significant business decision.

It’s important to know that while there are several options available, not all lens edgers are created equal. Invest in your practice’s future success with the long-term value, quality and reliability that only Santinelli International lens finishing systems can deliver!

C H E C K O U T O U R “ M OST P O P U L A R ” SYST E M S !

ME 1200 & ICE 1200 SYSTEM

LEX 1200 & ICE 900 SYSTEM

LE 700 “ALL-IN-ONE” EDGING STATION

LE 1200 & ICE MINI “+” SYSTEM

S THO ave USA NDS Sect with ion 1 Ince 79 Tax ntive !

Choose Santinelli International •L argest Lens Finishing Equipment Selection • Nationwide Sales and Service Team of Professionals • Comprehensive, Professional Installation and Training • Marketing Assistance to drive traffic to your practice

• “AdvantEdge” Technical Support including Website “Live Chat” Service and over 900 Self-Help Video tutorials • Free On-line ABO and COPE-Approved CE In-Office Finishing Course • Greatest Equipment Resale Value • Full line of optical tools and supplies for one-stop shopping convenience

Call to set up a free in-office demo – Santinelli will bring in breakfast or lunch for your staff: 866.768.3356.

www.santinelli.com ©2016 Santinelli International