Eyecare Business November

NOV 2017

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60 E y e c a r e B u s i n e s s . c o m November 2017 R E S E A R C H C O N T A C T L E N S E S EB Our annual Contact Lens Virtual Focus Group survey reveals the state of the con- tact lens sales market, where it's going, and how eyecare professionals are com- peting against online competition B Y S U S A N T A R R A N T A ccording to the 2017 Eyecare Business Contact Lens Virtual Focus Group survey, contact lens patients comprise about one-third of the average optometric practice's business. But, less than one-quarter of a prac- tice's revenue is from the actual sales of contact lenses themselves. Is that disconnect surprising? Not when you figure in the growing popular- ity of discount contact lens sellers—from big-box retailers to online giants like 1-800-CONTACTS— that continue to compete for contact lens sales. On these pages, we reveal the results of our annual ECP survey, including how your peers are competing for those online dollars. Dive in to get all the intel you need to position your contact lens business for a profitable year. Find out what your peers are prescribing, how they are pricing their contact lenses, and— perhaps most important—in which categories and modalities they anticipate growth. OF PATIENTS ARE CONTACT LENS PATIENTS (DOWN from 43% in 2015) 33% Contact OF GROSS REVENUE IS DERIVED FROM CL SALES (DOWN from 30% in 2016) 22% OF ECPs HAVE SEEN AN INCREASE IN CL SALES IN PAST 6-12 MONTHS 59% POINTS Pricing Is on the Rise 77% of our survey respondents report they are charging MORE this year than they did last year. This number is up from the 68% who responded similarly in our 2016 survey. 77% CHARGE MORE 23% CHARGE LESS Contact Lens Snapshot

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