Get fee-wise
Andy Chance-Hill identifies the threat to traditional optical practice from the arrival of supermarkets and internet suppliers of optical products ('Time to get web-wise' Optician, August 25 2006). The same issue of Optician highlights the continuing loss of market share by the independent sector.
While wholly supporting Andy's argument that we need to embrace the benefits of technology to help counter this threat, there is another argument that needs to be aired.
It is absolutely clear that expensive clinical time in practices cannot continue to be subsidised by dispensing sales. Surveys conducted by Foresight Eyecare indicate that each dispensing provides an average subsidy of £54 to make up for inadequate examination fees. This cost burden does not exist for purely retail or internet sellers.
If the traditional optical sector is to continue to survive and compete effectively in a rapidly changing market, then it must move away from its historical model and start to charge transparently for its services. This means adopting one of the variety of fee charging systems available and enabling much more competitive pricing for optical products to be adopted.
The public will be quick to recognise the benefits of having their spectacles dispensed by a qualified professional - as long as the cost of doing so is competitive.
Richard Llewellyn
Foresight Eyecare Programmes
Private before NHS
I have to agree with your comment column (August 25), spending time with people is good practice and does increase profits. Optometrists that survive have learnt that being busy with NHS tests is not economically viable as the NHS fee does not even cover the overheads. Increasing footfall among non-NHS groups is a skill most practices have mastered. When I first opened in a very poor, sparsely populated area, I had 93 per cent NHS tests (one private had to support 13 NHS). I have managed to double my private tests so the NHS rate is now 85 per cent (one private to support six NHS).
The method to increase private tests is quite simple and is used by a lot of optometrists - restrict NHS access. Do not let NHS patients take the most popular appointments except as 'fillers' on the day. Diabetic patients only get a reminder every two years as their diabetic retinopathy is the responsibility of the DRSSW (diabetic retinopathy screening scheme Wales). Not supplying adults with free spectacles on a voucher helped enormously and the better quality frame I use means less hassle as well.
I recently had an increase in private tests after the local paper printed my letter about NHS eye-test subsidy tax on private spectacles and I itemised that tax on the prices. I have for some time given a discount on the spectacle price to private test patients as they pay more for the test than the NHS pittance and should not therefore pay the same eye-test subsidy on their spectacles.
Brought in NHS vouchers are welcomed as the gross profit on a voucher(A) dispensing is greater than an NHS test fee.
Yes I have some gaps in the appointments sometimes, but the chance for a longer dispensing, a tea-break or to catch up on paperwork makes for a more relaxed, caring attitude to patients than burdening myself with uneconomic NHS tests that add to the stress level.
Plans for the future include NHS restricted to certain days of the week, charging NHS patients for reminders, charging all NHS patients an 'NHS Plus' fee for a private equivalent eye test unless they attend on Monday morning where they can have the 'NHS Plus' test free etc.
Depending on the outcome of the review, I might discontinue NHS tests altogether.
Peter Harrop
Caernarfon
DOs in revolt
It’s pleasing to hear that there is at least one other dispensing optician out there who feels that we’ve been given a poor deal by frame manufacturers and suppliers. Hopefully there are more who just need encouraging to break out of the state of apathy that optics engenders in DOs today.
I’m amazed that all the old arguments are still being trotted out, ‘It’s too expensive to have different sizes’, ‘It’s impossible to control the stock with too many variations’. Thirty years ago we didn’t have computers, (or need them), to control stock levels, plus we had fewer small rectangular designas that were constantly repeated (albeit with designer logos on them). And surely the manufacturers realise that the majority of people requiring spectacles are a lot more than 20 years old.
Even with fewer size variations, how many of you have had to wait months for the delivery of stock orders? I recently experienced a wait of four months from two large Italian manufacturers, who seem to be concentrating more on branding their products than supplying them.
And why is it that manufacturers who supply their frames the cheapest seem to give us a better choice of sizes? I know we’re used to inverse laws in optics, but this one is ridiculous.
I would like to start a campaign to get all like-minded DOs to boycott frames that are available in one size (two eye sizes count as one size!). DROSS would be a fitting acronym for it – Dispensers Revolt against One Size Stock. Possibly we could set up a website with a list of manufacturers that supply their stock with more than one eye size and one bridge size.
Perhaps the time is right for DOs to unite and make a stand for what we believe is best in caring for our patients, be professional, and not encourage frame suppliers to cheat us of the tools of our trade.
If you feel like me and want to join my campaign, contact me at: gordonayling@btconnect.com
Gordon Ayling
Essex