Optical Rx capture rate drives clinic revenue.

1. To Capture or Not…That is the
Question
Steven Sunder, BS
Sunder Vision Solutions

2. AGENDA
 Objective
 Understanding Capture Rate
 Capture Rate Calculation/
Measurement
 Financial Impact
 Capture Rate Control

3. OBJECTIVE
 What is “Capture” Rate?
 How do I calculate/measure
it?
 What is the financial impact?
 How do I control it?

5. CAPTURE RATE
Capture Rate is nothing more than how many
eyewear sales made compared to how many
refractions were performed per day/ per
month.

6. CAPTURE RATE
Capture Rate represents the
practices ability to increase revenue.

7. CAPTURE RATE
“More often than not, people buy what
they think they should have. They’re
sort of like sheep, following the flock. If
you’ve been around for a long time,
people trust you more and feel secure in
their purchase.”

8. CAPTURE RATE
Capture Rate = total scripts filled
/total number of refractions
performed

9. CAPTURE RATE

10. CAPTURE RATE
Capture Rate: What is the financial
impact on my practice and
opportunity cost?

11. CAPTURE RATE
Practice XYZ
Capture Rate Analysis
Refractions
Performed
p/day
Eyewear
Sales p/day
Average
Eyewear
Sale
Capture
Rate
Annualized
Eyewear
Revenue
Revenue
Increase
Incremental
Rate of
Improvement
Opportunity
Cost
15 5 $260 33% $312,000 - - -
15 7 $260 47% $436,800 $124,800 40% $124,800
15 10 $260 67% $624,000 $312,000 100% $312,000
Goal 15 12 $260 80% $748,800 $436,800 140% $436,800
15 15 $260 100% $936,000 $624,000 200% $624,000

12. CAPTURE RATE
Practice XYZ Capture Rate Analysis
0
2
4
6
8
10
12
14
16
refractions/eyewear sales
0%
50%
100%
capture rate
Refractions Performed
p/day
15 15 15 15 15
Eyewear Sales p/day 5 7 10 12 15
Capture Rate 33% 47% 67% 80% 100%
1 2 3 4 5

13. CAPTURE RATE
Practice XYZ
0
2
4
6
8
10
12
14
16
refractions/eyewear sales
$0
$100,000
$200,000
$300,000
$400,000
$500,000
$600,000
$700,000
$800,000
$900,000
$1,000,000
revenue
Refractions Performed p/day 15 15 15 15
Eyewear Sales p/day 7 10 12 15
Annualized Eyewear Revenue $436,800 $624,000 $748,800 $936,000
Opportunity Cost - $124,800 $312,000 $436,800 $624,000
1 2 3 4

14. CAPTURE RATE
Capture Rate: How do I control it?

15. CAPTURE RATE
Attributes of the New Technology System:
Vision Web- “Cyber Delivery”
Eyeweb- “Visual Choice”
Trace & Transmit- “Precise Measurements”
iPort- “Narrow-cast Message”
Lifestyle Choices- “Affordable Convenience”
PRIO- “Computer Performance”
Profit Analyzer- “Predictable Results”
OPTI-CRAFT and ELOA- “Driving
Technology”

16. Contact Steven
Contact Steven Sunder at:
C: 602.524.1169
E: steve@sundervisionsolutions.com
W: http://sundervisionsolutions.com/