This article was originally published in a sponsored newsletter.

If your practice is like mine, there are always changes in staff, technology, and areas for the business to focus on, including contact lenses. Weekly or monthly stats are key to understanding the pulse of any eyecare practice, and you can take pride in your contact lens business and give it the attention it deserves by measuring and analyzing the numbers to improve it. Here a few stats I analyze regularly regarding daily disposable contact lenses in my practice:

Daily Disposable Contact Lens Fits

How many fits do you perform on a weekly or monthly basis compared to the total number of patients you see? I’d love for all my patients to wear contact lenses, but realistically, I shoot for one-third of them. What’s your goal?

To grow the number of daily disposable wearers in your practice, they need to be offered to each patient. Everyone from the front desk to the technicians to the doctor should make the offer: “You are a great candidate for contact lenses. Have you ever considered them to help your visual needs?” 

Daily Disposable Capture Rate

Your capture rate is positive if any contact lens patient orders any amount of contact lenses from your office. Assuming your practice is focused on fitting patients in daily disposable lenses, make sure you capture those sales to grow this number. Of course, I’d love to see this percentage as high as possible, but our goal is a rate of more than 80%. 

Daily Disposable Annual Supply Sales

Capture rate will most likely be higher than the annual supply sales percentage, but it is important to understand both numbers. Calculate annual supply sales based on the number of annual supplies sold vs. all contact lens sales. Compared to other contact lens modalities, daily disposable lenses have the highest number of manufacturer rebates and a higher compliance rate, and they offer a higher opportunity for profitability. Capturing these sales is a whole-office goal, so make sure everyone is focused on it by having a plan your staff can follow when discussing and completing sales. 

Understand your contact lens business by tracking the numbers you want to grow. Your staff can then use these numbers to improve specific areas and processes. Daily disposable contact lenses offer a huge business opportunity to eyecare practices, so be sure that you’re getting the most out of them.