By Jennifer L. Stewart, OD
In independent practice, we are constantly thinking about ways to improve patient compliance, increase margin and profitability, and create meaningful shifts in our business. We typically think big picture: bringing on an associate, adding a new frame-line or a piece of equipment, or adding or dropping a new insurance plan.
As we know, contact lens patients are extremely valuable to our practices, especially our daily disposable patients.
What’s one of the best ways to improve patient compliance, streamline practice workflows, and increase profitability? Selling annual supplies of contact lenses. Patients who purchase annual supplies are more likely to return annually, have greater retention, and are less likely to shop elsewhere.1 One great way to improve annual supply sales? Utilizing 180-packs!
A 180-pack is a guaranteed 6-month supply and a great way to break the habit of patients purchasing 90-day supplies. This is a much more accessible, easy step for practices who have struggled with annual supply conversions. Instead of asking a patient to commit to a full year right away, you can offer a more approachable step and one that still moves them closer to that annual supply goal. This helps create the behavior we are looking to change in our patients. Once the 180-pack behavior is established, moving to a full annual supply at the next visit becomes that much easier.
Dual Benefits for the Patient and the Practice
In my experience, when patients order a 6-month supply, they are less likely to stretch wear, are more likely to stay in the prescribed lens and are more likely to reorder on schedule. This is better for their ocular health, the overall patient experience, and continuity of care.
What about our practice? I always say, "What is good for the patient is good for the practice," and this is no exception. A larger pack means fewer reorders, and less staff time spent on order management, patient calls and fewer overall disruptions.
Are you unsure how much contact lens ordering really impacts your staff? My favorite exercise here is to write down every single step that goes into a patient contact lens order, from initial phone call to order placed. Don’t forget to include payment processing, contact lens prescription verification, and manually entering the order. Why is this important? Every single step in this process costs you time and money. This is time that your staff could be spending helping other patients or working on other projects. Anything that creates a smoother workflow and streamlines my practice is a win in my book!
What else are patients looking for in a practice? Convenience is so important in this day and age. By purchasing a 180-pack, patients have less risk of running out, fewer purchases, and a simpler routine. We all know that an annual supply further simplifies this and is more convenient, but shifting to 180-packs is a great way to make a patient’s experience more convenient.
Turn to CooperVision’s Daily Disposable Portfolio
CooperVision recognizes the importance and value of 180-packs and continues to expand these offerings in the 1-day space. MyDay® daily disposable, clariti® 1 day sphere, MiSight® 1 day, and now MyDay Energys® are all available as 180-packs. This broad availability of 6-month supplies offers convenience to patients wearing lenses across CooperVision’s daily disposable families.
Small Shifts Can Lead to Significant Changes
At the end of the day, changing our office culture from ordering 90-packs to 180-packs may feel like a small shirt. However, this is a meaningful change in so many ways. Not only does it improve patient compliance and retention, but it helps make our practices more efficient, more profitable and keeps contact lens wear simpler for our patients.*1
Dr. Jennifer Stewart is an optometrist and founder of Look New Canaan. Dr. Stewart is an internationally recognized speaker, writer, consultant, and educator. She serves as the Professional Editor of Independent Strong, an Adjunct Assistant Professor at the New England College of Optometry, and an industry consultant. With a deep interest in sports vision, Dr. Stewart is the Co-Founder and Chief Vision Officer for Performance 20/20, which provides services for sports and performance vision training. She serves on the Executive Board for the International Sports Vision Association and provides consulting for sports vision practitioners around the world. She is the recipient of the 2022 Emerging Leader Award from the Optical Women's Association, the Game Changer Award from Eyecare Business, the Theia Award for Innovation from Women in Optometry, and a Contact Lens Institute 2025 and 2026 Visionary.
