Optical Definitions
Optical definitions. We begin with definitions to ensure you become familiar with our terminology, understand how to generate accurate stats, and to grow your knowledge so that you can identify better lead measures to move the needle for positive change and achieve your wildly important goals.​
The first column is dedicated to terminology, followed by definitions, industry benchmarks, and ​examples of how to apply the information based on best practices.​ Let’s jump right in and read through each term and definition:​
Written prescriptions – the number of spectacle prescriptions finalized on the date of service plus walk-in prescription opportunities
All same-day orders – all same-day orders provides totals for frame orders and total lens orders by lens type
Complete pair capture rate – this calculation comes from frame orders divided by written prescriptions since rarely will a patient do a frame-only purchase. It’s important to know how effective the ECP and optical is in converting a prescription into a sale. By industry standards, Plano sunglasses do not count as a second pair or complete pair, but rather viewed as a frame order. Benchmark for complete pair capture rate is 72%
Lens only capture rate – this is when a patient’s lenses are updated, but not their frame. Do not include warranty lenses in this capture rate. Be sure to educate your patients about the benefit of having multiple updated pairs of glasses. When we only update the lens and the old frame breaks and is no longer available for purchase, the patient is out the cost of both frame and lens. The lens is typically the more costly component of the sale, so the decision to put a $200-$800 pair of lenses in a $150-$500 frame can be very costly. Always educate your patient of this risk and highlight the advantage of having multiple pairs
Walk-in orders – your optical may experience heavy walk-in traffic, especially if you are in a high-profile location, such as a busy street or retail strip. Track these opportunities, not just successful sales
Total lens orders – total lens orders for the day or quantity of same-day generated by the clinic plus walk-in lens orders
Lens options tracking – customize based on your needs. Examples could include warranty lenses, fit overs, chemistry clips, sun clips, safety, or lab errors, etc. These numbers can also be pulled from your vendor invoices. And you’ll see where this customizable section is in just a moment over on the stats page.
Anti-reflective treatments – some brand names include Crizal, Glacier, Infinity Clear, and DuraVision. Quality AR treatments enhance the performance of that digital lens you just recommended and all lenses by reducing reflections off the front and back side of a lens. Educate your patients about the benefits of this treatment including reduction in digital eye strain and seeing halos while driving at night. Also mention the cosmetic benefits, whether taking pictures or joining an online video conference. People want to see your eyes, not the glare of your glasses. You can demonstrate with an image of vision out of the lens and also looking at someone with or without this treatment. Explain that this was prescribed to facilitate optimal lens performance and provide clear, comfortable vision all day long. Some AR treatments include scratch-resistance, hydrophobic, and oleophobic treatment as well. Your clinic may offer an extended scratch warranty based on the type of AR applied. Selling glasses without a quality AR is like buying a television without a remote. It enhances the experience of the product alone
Anti-reflective capture rate – the percentage of lenses sold with AR treatment. The AR capture rate benchmark is 70%
Blue light treatments – some brand names include BluTech, epic BLUE and Blue Zero. A blue light treatment is applied to reduce digital eye strain and accumulative effects of oxidative stress in the retina that can increase the risk of macular degeneration
Blue light capture rate – the percentage of lenses sold with the blue light treatment
Photochromic treatments – some brand names include Transitions, Sensity, and PhotoFusion. Photochromic lenses are activated by UV rays, work best outdoors, and are nearly clear indoors
Photochromic capture rate – the percentage of lenses sold with a photochromic treatment. The industry benchmark is 25%
Sunglass orders – you’ll calculate sunglass orders with Plano plus prescription sunglasses
Sunglasses sold % – total sunglass orders divided by total lens orders. The industry benchmark is 12 %
Same day multiple pairs – is calculated as patients purchasing two or more pairs of eyewear, however, this does not include Plano sunglasses, by industry standards. The industry benchmark for same day multiple pairs is 10%
Complete pairs – complete pairs includes the purchase of a frame and prescription lens, ophthalmic or sun wear
Lenses only – lenses only include the purchase of prescription lenses
Frame only – by industry standards, Plano sunglasses are a frame only purchase, not a complete pair
Multiple pair discount – some clinics may offer a discount of up to 20% for each multiple pair sold. This discount is applied only when the first pair was purchased at full retail price. Vision plan orders for example are discounted already and would not qualify for a first pair and certainly would not qualify as a multiple pair discount, due to already receiving deep discounts under the vision plan. Check your provider manuals and state legislation for additional language on how to conduct your discounts. Prior to extending any discounts, analyze your breakeven costs and profit margins on each product to determine if your clinic can afford to provide multiple pair discounts, then set the discounted rate appropriately to prevent you from paying your patients to wear your glasses
Service agreements sold – total amount of service agreements sold per day. Your clinic may use a service agreement in the event your patients would like to purchase their eyewear through a competitor, but returns to you for adjustments, polishes, nose pads, and other services on them
Remake quantity – orders for remake due to either clinic or lab error
Refund amount – the dollar amount of refunds issued for optical products
This was a great introduction, now let’s head over to the stats page!​