Eyecare Business

AUG 2016

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36 E y e c a r e B u s i n e s s . c o m August 2016 ow do you work with reps? How often do you meet with them? To find out how some eye- care professionals address these issues successfully, we checked in with two—each with more than 30 years of buying experience. Gary Kaschak has been involved in buying frames on the East Coast for 35 years, and for the last 28 of those as a Sterling Optical franchisee in suburban Philadelphia. Over on the West Coast, Colleen Hannegan, ABOC, RDO, has been involved in purchasing product since her first days in optical. In 1981, she started as a trainee in Seattle, and later bought frames for 22 years as owner of her busi- ht bought frames for 22 years as owner of her busi- f bought frames for 22 years as owner of her busi- f bought frames for 22 years as owner of her busi- 22 bought frames for 22 years as owner of her busi- f bought frames for 22 years as owner of her busi- h bought frames for 22 years as owner of her busi- b bought frames for 22 years as owner of her busi- i bought frames for 22 years as owner of her busi- ness in California. For the past four years, she's been involved in making buying decisions for Griffin Optometric Group, which has three locations in Southern California. Read on as they reveal their time- earned techniques for working well with reps. Are You Rep Ready? This month, we talk to two ECPs to get their best tips on how they successfully work with sales representatives h B U S I N E S S S T R A T E G I E S eb: How often do you meet with reps? gary kaschak: On an as-needed basis. I don't like to schedule too far out. colleen hannegan: My usual time frame has been every six months. I have tended to wait until most of the order has sold, then place another large order. eb: How many frame reps do you see? ch: I usually purchase from a large number of companies. I prefer lots of variety. gk: I deal with about 13 core companies with approximately approximately 15 reps. 15 reps. Don't bring me treats, don't try on every frame, and don't tell me what's HOT! I probably won't buy it because you just sold it to everyone else." —COLLEEN HANNEGAN, ABOC, RDO

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