The High-Capture Optical: 80% Capture, Multiple Pairs, Premium Revenue
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The High-Capture Optical: 80% Capture, Multiple Pairs, Premium Revenue
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Most practice owners have asked themselves some version of this question:
If I could start over knowing everything I know today, what would I do differently?
Dr. Jennifer Stewart actually got the opportunity to find out.
After spending 15 years helping build a successful multi-doctor practice, she sold her ownership stake, stepped away from patient care, and spent time teaching, consulting, speaking, and learning from practices across the country.
Then she decided to start again.
But this time, she designed the practice around everything she had learned about how patients shop, how they make buying decisions, and what makes an optical experience feel completely different from simply picking frames off a wall.
The result is Look New Canaan, a deliberately small, highly curated optical where patients typically generate $1,000- $1,200 in revenue per visit, capture runs around 80%, and roughly half of patients may purchase two or three pairs at the time of their exam.
In this week's Power Hour, host Eugene Shatsman sits down with Dr. Stewart to unpack exactly what she does differently, and why many of the ideas driving those numbers can be applied in almost any independent practice.