3. What We Did
• 1. How many glaucoma patients does your office treat per year? (718)
• How many serial tonometries were performed in your office last year? (1666)
• What was the average reimbursement your office received for serial tonometry?
($31.67)
• If there were an FDA-approved device for home-use tonometry and if your
interpretation of the user-acquired data was reimbursable at $90, how many of
your patients (what % or total number) would you recommend home-based serial
tonometry to? (78%)
• What would be the average number of serial tonometry procedures per year you
would prescribe to patients indicated in question 4 above? (12 – one per month)
• What would be the minimum acceptable performance of the device in terms of
accuracy? (2 mmHg)
• What would be the maximum price you/your patients would be willing to pay for
such a device? ($ 316)
4. Is the Data Correct?
• DHHS reported 32,200 optometrists and
18,126 opthalmologists
• Number of glaucoma prescriptions filled per year
4.3M
• Our data: 718 visits x18,126 doctors = 13M
visits/yr
(hypothesis – patients visit 2X/ year)
5. 1 Doctor’s Revenue
• 718 visits*12 serial tonometries x$90 =
$775K/yr
• Doctors report $31/tonometry = $267K/year
• Accounting for 78% only needing serial
tonometry ($208K-$604K)
• COSTS: $316*718*0.78=$177K
• DOCTORS’s PROFIT: $604-$177=$427K
6. Annual Revenue to US
• Out of 4.6M patients, 0.9M are new patients
each year (NERAC data)
• If only new patients buy it,
900,000 patients*$316=$284.4M/year in sales.
7. How to Price
• Competition
Tonometer for Sale $2495 | TonometerDiaton.com
Pro-View $79.99
Amazon
Tonopen ($999-$1,800 E-Bay)
I-CARE $3,990.00 E-Bay
8. Current Low-Volume Cost
• $650-750/ea
using manually
machined parts
• In large volumes
and MEMS
technology, prod
uction cost might
be
$80-$150/ea
9. At $200-$300/ea the only competition
is Pro-View ($79)
J Glaucoma. 2005 Apr;14(2):120-
3. Level of disagreement
between Proview phosphene
tonometer and Goldmann
applanation tonometer
intraocular pressure readings.
RESULTS: The intraocular pressure (IOP) mean
with Proview is 5 mm Hg higher than the GT (p
0.05). CONCLUSIONS: The Proview(R)
tonometer showed low accuracy and
reproducibility in comparison with the GT. This
tonometer requires a long learning process
before phosphene visualization. The results
demonstrated that this tonometer is not
clinically useful, except in patients with serious
corneal diseases which make measurement
with GT very difficult.
10. Revenue Streams
• How many will we sell?
900,000 /year
• Where/Who is the money coming from?
Patients $316/ea.
• How do we price the product?
Competitively at $316/ea with 60-70% profit margin.
• Does this add up to a business that’s worth doing?
$220M/year in sales, $100M/year net profit
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