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April 2, 2014

In This Edition

Northeastern Eye Institute

dba q&a
E-Tailing Eyewear

Sports Eyewear

2007 vs. 2013

Local Eye Site


Northeastern Eye Institute Touches Customers 'Everywhere They Are'

By John Sailer

SCRANTON, PA.—After instituting doctor-driven dispensing, complete with a pager system similar to those used while waiting for a table at a restaurant, along with other promotional efforts, Northeastern Eye Institute saw a substantial uptick in sales for this optical group in northeastern Pennsylvania.

"Two summers ago we instituted doctor-driven dispensing. We absolutely have noticed an uptick in sales. The average sale is better, and there's a lot less buyers' remorse," Patricia Thomas, ABOC, NCLC, director of retail operations, told dba.


dba q&a

Telling Tales of E-Tailing: Regional Retailers Relate Their Stories of Selling Eyewear Online

It's been a controversy for some time now, but online optical retailing has slowly and steadily become a small but growing part of this business. The following multiple-location regional optical operations weigh in on their experiences with the e-tail channel: John D. Marvin, president, Texas State Optical; Michael Gatti, optical manager, Barnet Dulaney Perkins; and Mark Johnson, Director of Optical Services, Virginia Eye Institute.



Give Specialty Lenses a Sporting Chance to Generate Business

By Jay Binkowitz and Evan Kestenbaum, MBA, dba Contributors

Decide today. Am I in the sports eyewear business or not? The best way to fail is to go into it halfway.

For example, a halfhearted effort might be having one display of 10 pieces of sports googles, three golf glasses, and keeping those multi-colored lens displays in the office hidden in a cabinet. Opticians don't mention sports unless the patient specifically asks. Does this sound like your optical?




Recession to Recovery: Comparing 2007 With 2013 Eyecare and Eyewear Trends

NEW YORK—Comparing pre-Great Recession eyewear and eyecare trends with those from last year shows that the U.S. vision care industry is back on the upswing, according to a statistical top-line analysis based on the estimates from The Vision Council's VisionWatch survey, the large-scale study of consumer eyecare and eyewear behavior, which was presented by Marge Axelrad, senior vice president/editorial director of Vision Monday, at the Alcon-sponsored Corporate Optometry Reports Meeting held last Thursday at the Park Central Hotel during Vision Expo East in Manhattan.


John Sailer, Senior Editor

Send us news about your mid-size regional optical chain or optometric group, provide us with subjects and/or questions for a future dba q&a or let us know what topics you'd like to see covered. Contact dba's Editor John Sailer at

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