This article was originally published in a sponsored newsletter.

Having a strong staff is critical to growing daily disposable sales and fits. Many eyecare professionals have long regarded daily disposable contact lenses as the best health and vision option for their patients. Develop your strategic plan with your staff to take this growth to the next level. 
 
For example, what should your staff do when a patient asks, “Why should I purchase my contact lenses from your office? Can’t I get them lots of other places?” Without a strong plan, your office will most likely lose that sale, so be sure that everyone understands the “why” in how they answer! We know it is in our patients’ best interest to order their contact lenses from our offices for many reasons such as: 

1. Service  Other than just being compared on price, our offices provide superior service, starting with ease of ordering (online, in-office, and over the phone), maximizing rebates and supporting our patients when their prescription changes. Consider ways that your office can exchange boxes seamlessly when appropriate and how you can provide diagnostic lenses to help patients get through a few extra days if they’re waiting for their next box to arrive. Continually discuss ways your office can make it easy for patients to order their lenses.
2. Value  We provide huge value to our patients! Eyecare professionals rarely prescribe the same contact lens without at least asking patients about their current vision and their contact lens-wearing experience. We can take that information and offer new and innovative solutions for each patient’s specific situation. 

Consider another example: How does your staff answer the question, “Why should I wear daily disposable contact lenses?” Focus your strategic plan on anything and everything daily when it comes to contact lenses in your office. From your fitting procedures to the pre-appointments for next year’s exams to the delivery of the annual supply, strategize with your staff on your best practices, including:

1. Staff Education  Your staff needs to know why a specific lens is special and how it will help your patients see or feel better. When possible, fit your staff members with the newest and greatest contact lenses so they can communicate their experiences with your patients. 
2. Preparation  If your practice is committed to increasing daily disposable sales and fits, be dedicated to bringing in new technology with your fitting sets. That means always keeping your favorite diagnostic lenses in stock. 

We can counter disruptors by offering high value and service with our contact lens care. The relationships we have with our patients will always be our best way to counter online and heavy discount chains. Discuss your plans for daily disposable growth with your staff and encourage them to work as a team within those plans. When everyone moves in the same direction, growth occurs.