Offer lubricating eye drops as part of a treatment plan for dry eye and LASIK co-management patients. Patients enjoy convenience and avoid brand confusion at retail outlets, while your practice adds a new revenue stream.
Instead of giving patients a prescription to hunt on their own for the eye drops, you could offer exactly what they needed right in our office. In the process, you also could build revenues.
On average, the lubricating drops you can sell cost $10 to $15 in a pharmacy. In exchange for the patient’s convenience and the added sense of security that comes from getting the drops directly from you, you can sell the product for slightly more than that.
Keep Inventory Simple
You should only invest in selling one brand of eye drops in three different versions–preserve, non-preserve and gel.
Doctor Prescribed and Sold
Like eyeglasses, contact lenses or any other product you would prescribe for a patient, it is best when selling eye drops to write down your prescription, and hand it to the patient or to the person who will conduct the transaction. Since most of our patients opt for LASIK procedures, you can make the eye drops a standard part of the preoperative and postoperative regimen for every patient. This is an approach that any OD who has a LASIK co-management specialty can emulate. It also works if you are able to make the eye drops you sell a standard part of a treatment plan for patients with dry eye.
Enable Patients to Use Flex-Spending Dollars on Drops
Be sure to write out a prescription for the eye drops so patients can use their flex-spending account dollars to pay for them. When you hand the patient off to the front desk for check out and purchase of the drops, remind them that they can use their FSA dollars.
Display at Front Desk
Make sure all of your patients know they can purchase eye drops from you-and can use their FSA dollars to do so–with a product display at your front desk and a sign that explains the product and the ability to use FSA.