Optical course on improving frame sales throughput and increased profits.

1. FRAME BOARD MANAGEMENT
Steven Sunder , BS
Sunder Vision Solutions

2. AGENDA
Objective
What is Frame Board Management
How to Use Frame Board Management
Financial Return
Frame Board Solutions

3. OBJECTIVE
Philosophy of Frame Board Management
Does my frame board manage me?
Are there business partners with Frame
Board Management?
How do I use Frame Board Management?
Is there a Financial Return?

5. Frame Board Management is
simple…developing a profitable business
partnership with your frame representative
to manage your frame boards more
effectively.
FRAME BOARD MANAGEMENT

6. FRAME BOARD MANAGEMENT
Demographics
Estimated U. S. Population in Millions
6-24
28%
24-39
23%
39-59
30%
60+
19%
* The consumer demographics in America currently breaks out into four distinct yet interactive groups according to the U.S.
Census Bureau.

7. Do you know your patient demographics?
FRAME BOARD MANAGEMENT
Patient Demographics by Age
70-80
50%
0-39
18%
40-69
30%

8. • Does your frame board manage you? If so,
why?
FRAME BOARD MANAGEMENT

9. “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.”
FRAME BOARD MANAGEMENT

10. What is your inventory turn rate?
FRAME BOARD MANAGEMENT
Inventory Turn Rate Analysis
1
2
3
3
4
4
30%
50%
70%
80%
90% 100%
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
$70,000
$80,000
$90,000
$100,000
optical sales/physical
inventory
0%
50%
100%
150%
200%
250%
300%
350%
400%
450%
turn/capture rate
Optical Sales $26,208 $43,680 $61,152 $69,888 $78,624 $87,360
Physical Inventory $22,000 $22,000 $22,000 $22,000 $22,000 $22,000
Capture Rate 30% 50% 70% 80% 90% 100%
Inventory Turn Rate 1 2 3 3 4 4
1 2 3 4 5 6

11. What is the “opportunity” cost to your practice
to continue with your current system? (no system
is still a “system”)
FRAME BOARD MANAGEMENT
Hourly Rate $12.00
Number of Vendors 20
Hours p/mth with Vendors 13
Monthly FTE Expense $156.67
Sales p/hr @ 80% Capture 2
Average Sale $260.00
Sales $ p/hr $520.00
Lost Sales p/mth $6,788.89
Annualized Revenue Loss ($83,346.67)
Practice XYZ
Frame Board Management Opportunity Cost

12. FRAME BOARD MANAGEMENT
Financial Return
Calculated projected annualized financial return:
Opportunity Cost: $83,346
Freed up Cash Flow: $42,900
Total $126,246

13. FRAME BOARD MANAGEMENT
Financial Return
“Be first and you will automatically be
different. If you can hang in there and
fight off the imitators,
you will be very successful.”

14. FRAME BOARD MANAGEMENT
MODEL
Determine your number of “core” frame
vendors.
These core vendors are under contractual
agreement.
Frame vendors are your “business” partners
investing in the success of your dispensary.
Establish allocations for each vendor.
Profile your patient demographics for proper
product representation.
Vendor to inventory their allocations on a 6-8
week schedule.

15. FRAME BOARD MANAGEMENT
MODEL
Vendor to return any discontinued/ slow moving
product.
Inventory brought up to allocation with new
product.
Do not sell off board…this is display product.
Use vendor as “distribution” center to reduce
flooring cost of product.
If the vendor does not maintain the “performance”
requirements…in the words of Donald Trump,
“You’re Fired.”

16. FRAME BOARD MANAGEMENT
SOLUTIONS
Implementation of this model will ensure
the financial success of your dispensary
through improved efficiencies and sales
production. You MUST manage your
dispensary, don’t let it manage you!

17. FRAME BOARD MANAGEMENT
SOLUTIONS
“Differentiating often requires sacrifice…Giving
up something can be good for your business.
Staying focused on one kind of product
attribute is superior to telling a multiple
attribute story. It enables you to be different
by taking ownership of a perceived benefit.
Nordstrom took ownership of ‘service’. Your
product might offer more than one attribute,
but your message should be focused on the
one you want to preempt.”

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