Case
Studies

The Strategy-First Approach To Rebranding Your Business With Kehna Kelly

Kehna Kelly is the Team Lead of Creative Services at POD Marketing, a company specializing in innovative branding and marketing solutions for businesses in the eye care industry. With over 10 years of experience in branding and design, Kehna has led creative strategy for brands such as POD Marketing, Free Smile Shop Dental Marketing, and […]

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[Marketing] Search Engine Optimization: What Really Matters

In this episode of the Cleinman Connect Podcast, Kim Carson is joined by Claire Laurie, Team Lead of SEO at Marketing4ECPs, to discuss how optometrists can strengthen their online presence through smart, sustainable SEO practices. They talk about why SEO is a long-term strategy, how to balance on-page and off-page optimization, and what makes a website truly user-friendly. Claire also shares advice on when to bring in an SEO expert and how to know if your efforts are actually working. […]

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[Transitions] The Basics of Planning Your Exit From Optometry

In this episode of the Cleinman Connect Podcast, Kim Carson sits down with Al Cleinman and Megan McCarthy of Cleinman Performance Partners to discuss how optometrists can prepare for successful transitions. They share why early exit planning matters, how to differentiate between a succession plan and a sale, and what pitfalls to avoid in the process. They also give advice on building long-term value through intentional goal setting and preparation.
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[Growth] From Science to Sales – Educating Patients on Treatment Plans

In this episode of the Cleinman Connect Podcast, Kim Carson sits down with Dr. Kimberly Friedman, Vice President of Education and Scientific Affairs at PRN Vision Group, to discuss how to educate patients on treatment plans without overwhelming them. […]

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Download: Buy Smart Sell Strong, Questions to Ask During a Practice Transition

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[Ownership] What To Consider When Insuring Your Practice

In this episode of the Cleinman Connect Podcast, Kim Carson sits down with Andrew Davis, Commercial Placement Broker and Account Manager at Wilson M. Beck Insurance Services Alberta, to discuss how optometrists can protect their practices with the appropriate insurance. They explore the differences between replacement cost and cash value, the role of business interruption coverage, and why cyber insurance is becoming increasingly critical. […]

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Download: 10 Key Metrics Every Optometrist Should Understand

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Download: Identifying Your Employee’s Key Motivators: How to Inspire and Engage

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Download: HR Services – The Hiring and Firing Playbook

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Download: Building Your 2026 Business Plan Workbook

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[Marketing] Digital, Traditional, and Best Practices for Marketing in Optometry

[vc_row type=”in_container” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none”][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text]Kate Virzi is the Director of Sales & Client Success at Marketing4ECPs, a digital […]

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Marketing Dry Eye Equipment & Treatments in Your Practice With Dennis Evans Jr.

In this episode of the Cleinman Connect Podcast, Kim Carson sits down with Dennis Evans Jr., Director of Professional Relations at DryEye Rescue, to discuss how at-home treatments drive in-office growth in optometry. They explore why awareness starts outside the exam room, how flexible programs help practices scale, and what makes the dental care model a blueprint for optometry. Dennis also shares lessons from DryEye Rescue’s rapid nationwide growth.
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6 Things to Consider When You Plan to Sell Your Optometry Practice

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Helping Optometrists Overcome Business Challenges and Build Strong Teams With Kevin Wilhelm

In this episode of the Cleinman Connect Podcast, Kevin Wilhelm, CEO of Cleinman Performance Partners, is interviewed by Chad Franzen of Rise25 to discuss helping optometrists overcome business challenges and build strong teams. He shares how focusing on culture and HR practices transforms practices, why peer-to-peer learning drives growth, and how his acquisition of Cleinman expands services for independent optometrists. Kevin also talks about lessons learned from leading a fast-growing marketing agency. […]

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Creating Face-To-Face Opportunities With Your Patients Through Products and Social Media

[vc_row type=”in_container” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none”][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text]Sarah Vinson is the Owner and CEO of Lunette USA, a woman-owned company that […]

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Driving Growth in Independent Practices With Amanda Van Voris

[vc_row type=”in_container” full_screen_row_position=”middle” column_margin=”default” column_direction=”default” column_direction_tablet=”default” column_direction_phone=”default” scene_position=”center” text_color=”dark” text_align=”left” row_border_radius=”none” row_border_radius_applies=”bg” overflow=”visible” overlay_strength=”0.3″ gradient_direction=”left_to_right” shape_divider_position=”bottom” bg_image_animation=”none”][vc_column column_padding=”no-extra-padding” column_padding_tablet=”inherit” column_padding_phone=”inherit” column_padding_position=”all” column_element_direction_desktop=”default” column_element_spacing=”default” desktop_text_alignment=”default” tablet_text_alignment=”default” phone_text_alignment=”default” background_color_opacity=”1″ background_hover_color_opacity=”1″ column_backdrop_filter=”none” column_shadow=”none” column_border_radius=”none” column_link_target=”_self” column_position=”default” gradient_direction=”left_to_right” overlay_strength=”0.3″ width=”1/1″ tablet_width_inherit=”default” animation_type=”default” bg_image_animation=”none” border_type=”simple” column_border_width=”none” column_border_style=”solid”][vc_column_text]Amanda Van Voris is the Senior Director of Client Solutions at Cleinman Performance Partners, […]

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Hiring For Optometry Practices: How to Find and Retain Top Talent

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Benefits of Partnering With An Eye Care Consulting & Marketing Agency

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Cleinman Performance Partners

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Cleinman Insights: Weekly Video

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Cleinman Connect Podcast

Thoughts, news and research on the business of optometry from the nation’s leading practice growth and optimization consultants. […]

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The Cleinman Performance Partners Fall Network Meeting – Nov 6-8

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2025 Spring Network Meeting Registration

New podcasts available on the 1st Wednesday of each month! […]

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Don’t Miss This Cyber Security Action Step!

Businesses of all kinds are experiencing cyber data breaches by scammers who keep changing their tactics. How can optometry practices adequately protect themselves? Joe Brennan, Senior IT Project Manager at Cleinman Performance Partners shares the key to cyber security. […]

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Are You Walking Straight Into A Circle?

Cleinman’s Senior Director Operational Development, Johanna Loeffler explains how a very interesting human phenomenon ties into leadership in the workplace in a way that will blow you away as it clicks into place. […]

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A Bigger Optometric Practice Space Means Growth Opportunities!

Jenna Gilbertson, Office Manager at McCulley Optix Gallery in West Fargo, North Dakota speaks with Leslie Parmerter of Optometry consulting firm, Cleinman Performance Partners about transitioning that eye care practice into a much larger space and what that journey entailed. […]

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Using Social Media to Grow Your Business

James Johnson provides great insight on using your business’ social media platforms to foster patient loyalty while attracting new ones to your optometry practice! […]

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The Hidden Mental Map to our Ultimate Success Part II

Dr. Ginamarie Wells continues her discussion on the mental programs running our brains to help us understand what drives our motivations and influences our choices. The more we know about how our brain works the more we know what holds us back, leading us to make choices where we can become better communicators and influencers. […]

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A Different Twist on Valentine’s Day

We all know that Valentine’s Day centers around romantic love, but Leslie Parmerter, reflects on her unexpected journey with Cleinman Performance Partners and puts a new twist on observing this special holiday. […]

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Meta Programs: The Hidden Mental Map to our Ultimate Success

Dr. Ginamarie Wells gets brainy! In this video, she talks about the programs running our brains to help us understand what drives our motivations and influences our choices. The more we know about how our brain works the more we know what holds us back, leading us to make choices where we can become better communicators and influencers. […]

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Are Your Ducks In A Row?

Transactions play a big part in the life cycle of an eye care practice. Having the right people to help you navigate this can be the difference between a dream deal and a lengthy nightmare! […]

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Living Life!

As Al embarks on his dream trip 20 years in the making, he imparts how to create balance in your busy work life for more personal time, leading you to a more fulfilling life. […]

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2023 Spells Opportunity!

2022 was a year that was highlighted by staffing challenges combined with hefty inflation. Al has a big reveal on what’s in store for the world of optometry in 2023! Watch to find out what it is! […]

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Numbers Talk!

Did you know that numbers talk? What do you hear when you listen to yours? If you use cash accounting in your optometry practice, then your numbers are saying, ‘Beware, we’re not accurate!’ Al warns of cash accounting pitfalls that can potentially lead to financial issues and he leaves you with advice moving forward. […]

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What If?

There is much to consider when it comes to staff meetings: efficiency and productivity are big factors, but you may be surprised to learn how much those meetings are costing you! Al shares ideas on this topic which may lead you to a different meeting approach as you move forward in 2023. […]

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The Journey of 1000 Miles

There’s an old saying that still rings true today – “The journey of a thousand miles begins with a single step”. Make that single step count by watching this short video with Al about the new Practice Development Grants being offered. […]

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Plans are Worthless!

2023 is almost here! Get ready for Al’s Budget planning formula that will have you thinking, “It can’t be this easy!” Watch to find out how easy it can be! […]

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Opportunity Knocks

The eye care industry is predicted to double in demand during the next decade. Watch to see what Al says are the opportunities to capitalize on to be successful. […]

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Plagiarism at Work!

As the adage goes, it’s better to copy genius than to invent mediocrity. With Cleinman Performance Partners, you can ask all the geniuses in the field how they grew their practices — watch how you can do the same. […]

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The Wisdom Of It All

Optometry is a lonely business when you are a solo act. Our network provides trusted partners who share their best business practices. Watch to see how to tap into their wisdom when you reach out to us today. […]

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Who Ya Goin’ To Call?

Experience is the best teacher and Cleinman Performance Partners has a gold star. Watch, see what we know, then give us a call! […]

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A Thing or Two!

Why do you need to consult with Cleinman Performance Partners before making any big moves? To quote Al, we’ve “been there, done that.” See what we know that can put money in your pocket! […]

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It’s About the Journey!

A journey is full of hazards and no guarantee of success — and building a business is the journey you are currently on. See how Cleinman Performance Partners can be your guide with two strategies to increase your odds of a positive outcome. […]

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Heads…or Tails?

There is no shortage of challenges. But how you look at the looming recession, challenging hiring conditions, and rising inflation determines if you will thrive or merely survive. Watch to get Al’s take on how to thrive. […]

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Find the Passion!

The demand for good employees is high and we know how to increase the supply of them. One key question is all you need to find the person who fits best. Watch to find out what that one key question is! […]

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Why Ask Why?

One question will empower your team and bypass organizational disruption. In fact, it’s your team’s responsibility to ask it — and it’s your responsibility to answer. Watch to find out what the question is. […]

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Give’em a Shot!

A good businessman takes a gamble now and again. Sure, you might lose a bet or two but you just might win big by taking a chance. Watch to find out. […]

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Where’s the Innovation?

Cleinman partner practices outperform the industry average on a scale of 4 to 1. The secret to our success comes from knowing where to look for innovation. […]

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What Got You Here, Won’t Get You There?

Just like the needs of a toddler are different from the needs of a teenager, the needs of an optometry start-up are not the same as those of a maturing business. Al explains how Cleinman Performance Partners can take you to your next stage of development. […]

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Is It Worth It

Without you, Vision Plans won’t have a product or a profit. See how they’ve made the math work in their favor — and what you can do about it. […]

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It’s An Art Form

How many of you have sold your life’s work…your legacy…your practice? There are tons of implications, and all parties have to get to the “yes”. Watch to see what Al says is the most important step to closing the deal. […]

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Sea Change As Your Friend

Over 50 years in the optometry industry, Al has seen only one aspect remain constant. Watch and find out what that is — and what the next 50 years might hold. […]

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When Opportunity Knocks…

The optometry business is changing rapidly and keeping up can present challenges. However, all of this turmoil has an upside. Click and find out from what that is. […]

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Go Ahead, Screw Up!

Creating a culture that learns from mistakes is key to a strong business. Watch to see what Al says is the real problem. […]

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Decisions in Warp Speed

There’s one sure way to improve your business’s outcomes. But before you unlock the secret, you need to answer a few questions, as Al explains in this week’s video. […]

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Lessons Learned

Want to predict your business’ future? Watch this week’s video to see what Al says is the best way to plot your path. […]

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What’s it Take?

You wouldn’t let the average person off the street conduct a full eye exam, right? They’re not trained professionals. Consider that tackling your own business transactions may not be in your best interest, either. See what Al says to do to protect your assets. […]

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Music City Here We Come!

During the last 50 years, Al Cleinman watched our optometry industry go from the dark ages to a medical model. In November in Nashville, he’ll share what the past 5 decades has taught him. […]

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Dozer to the Rescue!

Big projects always feel impossible until they are done. The first step is to know what you want the result to be. See what Al says is the second step. […]

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Right Tool, Right Expertise

Want to exponentially increase your productivity without cutting into your off hours? In this week’s video, Al gives you the one word you need to get more done more efficiently. […]

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Cause and Effect?

Band-aids are for bodies, not for businesses. Al shares how to cure the infection, plus a bonus time-saving trick. […]

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Tennis Anyone?

Athletes and ODs improve their skills in the same way: you have to play against someone better than you. In this week’s video Al explains why and how our Cleinman Performance Network meetings create the space to debate, share wisdom, and grow. […]

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Mind Your P’s

“Price” and “Position” are partners. Confused about what that means? In this week’s video, Al explains the four “Ps” how they directly impact the fifth P: “Profit.” […]

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Time is NOW!

Inflation is your Achilles’ heel, and your vision plans are likely preventing you from combatting it. This week, Al reveals one call to make right now that might help. […]

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Views from the Road

Inflation is real — and it’s cutting into your bottom line. In this week’s video, Al reveals the one trick to stopping the squeeze on your profits. […]

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Organizational Gremlins

There’s one trick to building an effective business. No, it doesn’t involve complex systems and complicated analytics. Johanna Loeffler, Senior Director of Operational Development, shares her magic motto. […]

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Leveraging Technology To Support Process

Automation shouldn’t be about replacing staff but freeing their schedule to devote to more complex problems and customer service. How do you leverage the available tech to support your business? Meagan Staab, Senior Business Intelligence Analyst, explains. […]

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Understanding Organizational Structure

Optical practices seek clarity. But you can’t be clear about how the day-to-day work happens if you can’t see how your system is structured. Ginamarie Wells suggests why it might be a good time to take a good look at your organizational chart. […]

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5 Misconceptions about Cleinman Performance Partners

Cleinman Performance Partners is unique in the eyecare industry and it is easy to leap to the wrong conclusion about what we do. Scott Anderson sets the record straight and how we can help. […]

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Selecting an IT Managed Service Provider

You might know all about cutting edge technology for the exam lane, but what about all of the servers and software in your computer room? A Managed Service Provider might be in order and see what Cleinman Performance Partners’ Joe Brennan says you should be looking for. […]

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Your Employer Brand

The best way to increase your practice’s productivity is to find and retain staff. That’s a huge challenge — but Amanda VanVoris shares the secret to competing for good candidates and keeping current employees. […]

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Meet the Transactions Team

Cleinman Performance Partners has a dedicated team of professionals to help guide you to a successful transaction finish line. Meet the Cleinman Transactions team! […]

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Middle of the Road

Meet in the middle to increase your profits? Brett Moore explains how it may help you inch up revenue. […]

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Where’d You Go?

The pandemic invites us to think differently about where we work. In this week’s video, Al asks the one question you need to answer before you plot your future. […]

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Get Out of the Way!

One simple change can multiply the return on your investment in your business. In this week’s video, Al reveals where you should start. […]

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A Lesson from John Steinbeck

Economic forces are inescapable — but we can use the lessons of the past to guide our decisions now. In this week’s video, Al unlocks one secret from the Oklahoma Dust Bowl that will help you plan your future. […]

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We’re in this Together

We talk a lot about how to grow your business — but it can’t grow until you do. Now is the time to ask yourself pointed questions. In this week’s video, see what questions Al says you should be pondering. […]

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Change the Game!

Clever underdogs always find success if they stay nimble. Channeling this mindset is the key to thriving in uncertain times like these. In this week’s video, Al reveals how to get ready for the next big opportunity. […]

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It’s Not Semantics!

Understanding the difference between two common words is the key to opening the door to where you want it to go in 2022. In this week’s video, Al tells us what those two words are, what they mean — and why they matter. […]

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Managing Your Life

Not all uses of time are equal and it’s a challenge to wrangle your minutes effectively. To reap rewards, Al suggests to do this one thing. […]

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Keep it Simple!

Two of the big rocks Al explained last week are increasing revenue and growing your number of exams. See what Al says makes it that simple. […]

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On Thinking Big!

Find your big rocks to increase your revenue and overall happiness. What the heck are big rocks? Al explains why they are the key to success in this week’s video. […]

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That’s A Wrap!

Thanks to everyone who attended our Network meeting last week in Dallas. After 18 months, it was nice to meet, laugh, learn and talk face-to-face. Stay tuned for 2022 meeting details! […]

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What Business Are You In?

The snap in the air means it’s time to plan for 2022. But before you can figure out the next 365 days, see the one question Al says you need to ask yourself. […]

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Out with the Old, In with the New!

The market for optometry practices has changed over the past five years — and you’ll leave money on the table without an expert’s vision. See what Al says could cost you millions. […]

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It’s Time for an Audit!

Want to make your service memorable in an age of aggressive competition? Al explains the one audit to start right now — and it’s not what you think. […]

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Take a People Risk!

Fifty years ago, an optometrist took a risk on a kid from a small town. Now that kid is the Founder and President of Cleinman Performance Partners. In this week’s video, see what Al says his mentor taught him about people and why you should take the risk. […]

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Bowling Blind!

Common accounting systems leave business owners unable to see where their assets are going, much less how to build them over time. There’s one simple fix — and Al reveals it in this week’s video. […]

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Get Out of the Way!

The hardest lesson to learn is the one that requires the least amount of work from you. Al says there is one simple rule that affords you more time to focus on growth. […]

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Come Together

Cleinman Performance Partners looks at any plan or practice from a different perspective. We turned our unique vision on ourselves lately. In this week’s video, Al explains how our re-imagined Dallas conference will ignite your energy in new ways. […]

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Eating the Elephant!

With any leap forward, planning is essential before you start and worthless once you begin. In this week’s video, Al shows you the one thing you need after you jump into a potentially overwhelming project. […]

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Life is a Banquet

The one thing preventing your business from growing requires only you to change it. In this week’s video, see why Al says it’s about a shoe? […]

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The Apathetic Patient

One conversation with a professional can change everything — but first you have to make the appointment. In this week’s video, discover the one trick that will make a dramatic impact in your future. […]

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Getting Out…Now!

No matter where you are in the development of your practice, one thing is for certain: you will need an exit plan. In this week’s video, Al gives five reasons why members of the Cleinman Performance Network are best positioned to capitalize on this one true fact. […]

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Gone Walkabout

Late summer is the time to line up all of your assets for the coming fiscal year. But you can’t know how to use them effectively until you give yourself the space to ask two big questions. In this week’s video, Al tells you how to find the answers. […]

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Eat or Be Eaten?

When we are fixated on only one kind of growth in our business, we lose out on what we really need. In this week’s video, Al gets out his chainsaw, cuts through a limiting definition of “growth,” and clears a path forward. […]

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It’s Never Too Soon

Would you trust a non-OD to give you a comprehensive eye exam? Of course not…the outcome could be disastrous. The same goes for selling your practice . Unless you have been trained or put in your 10,000 hours, the results are likely to be less than desirable. Learn when Al says the right time to get started on your exit strategy and understanding the true value of hiring a professional. […]

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The Cost of Missed Opportunity

It’s relatively easy to track your profits and losses, but it’s harder to know how much income you fail to capture. In this week’s video, see what Al suggests is the one trackable metric that will increase your bottom line. […]

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Are You Fooling Yourself?

This week, discover what Al says are the three secrets of inventory management, maximizing returns on your investment. […]

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Keeping the Funds Flowing!

Controlling Accounts Receivable on your balance sheet is fundamental to strong financials. Watch and see what Al says is the one performance indicator that will keep your funds flowing. […]

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Show Me the Money!

You’re doing it wrong. Well, maybe not wrong, but how you track practice finances may not accurately show you the whole picture. See what Al says is the one change that will revolutionize how you understand the true performance of your practice. […]

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Surviving Success!

For the last 12 months, you’ve had to build new kinds of resilience into your business plan. Now the summit of that climb is in sight. In this week’s video, Al has several tips about the view from here — plus one to keep you stable as you map what comes next. […]

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The Squeeze Play

With costs ticking upwards, ODs will soon start to feel the squeeze on their bottom lines — unless they take back control of their practices right now. Learn two ways to do so in this week’s video from Al. […]

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Unintended Consequences

You streamlined your business with 21st Century technology for payment systems, appointment scheduling, and other patient services. However, there is likely one thing you left back in the 20th Century. Al explains what that is in this week’s video. […]

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Decisions, Decisions, Decisions!

We’ve all been forced to make many hard choices during the past year — and there are two ways your brain can frame those decisions. Only one frame, however, consistently leads to success, as Al explains in this week’s video. […]

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Fix the Kitchen!

Can’t figure out why all your marketing is pulling the way it should? Maybe you’re putting the cart before the horse? […]

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The Leaning Tower of Pisa

You can’t judge an optometry practice by its bottom line as the roots of its long-term success are deeper than its P&L sheets. In this week’s video, see how far down Al says you need to dig in order to build a strong foundation. […]

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Let’s Get Social

Ever wonder how to improve your social media presence? Client Relationship Manager, Alexandria Johnson, discusses three tips on how to achieve this and it’s not as difficult as you may think. […]

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On Building Wealth

Bad information leads to poor decisions about your practice’s future. In this week’s video, see what Al says is the one good trick to building wealth… […]

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Getting The Most from Your Membership

By joining Cleinman Performance Partners, you’ve taken the first step toward optimizing your business. But what are the easiest actions you can take right now to move closer to your goals? Client Relationship Manager Alexandria Johnson shows you four of them. […]

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Managing Your Digital Presence

Your retail storefront is optimized and well-maintained — but can you say the same for your digital presence? How your practice performs in the virtual world is equally important. Our Senior IT Project Manager, Joe Brennan, shows you how to tune-up your virtual space for maximum performance. […]

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The Value of Learning

One seemingly small thing makes the difference between an okay OD practice and one that thrives. In this week’s video, Senior Director of Learning and Development, Ginamarie Wells, and Partner Development Associate, Mandie Wells, talk about that one thing and why it’s worth the investment. […]

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A Benchmarking Conversation

Benchmarking can tune your practice’s performance — and it’s far more than a quick look at other OD’s data. In this week’s video, Amanda VanVoris and Meagan Staab share the secret to optimize your time, budget, and staff. […]

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What Does Your P&L Tell You?

Regardless of the type of transaction work, we always start with looking at financial statements and you would not believe how different Profit & Loss Statements (P&Ls) can look! So …. why are Profit & Loss statements so important that it’s the foundation of the work we do and what do they tell us? […]

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Your Secret Weapon For Sales And Marketing

Vice President of Business Development, Brett Moore, has discovered how to make marketing your business bulletproof. Click to see where he found the secret. […]

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The Magic of Intentional Consistency

The best patient experiences and the worst patient experiences grow out of the same problem most businesses face: their systems are inconsistent. Johanna Loeffler, CPBA, Senior Director of Operational Development, shows you the one trick you need to always deliver your best to your clients. […]

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The Impact Of The Personal Touch

Cleinman Performance Partners’ Senior Director of Client Solutions, Amanda VanVoris, talks with Alan French, OD, FAAO regarding the challenges he had running his practice and his consulting journey. See what Dr. French says was one aspect of the consulting process that really stood out for him. […]

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Did It Really Kill The Cat?

Our consultants often get asked, “what do I look for in an employee?” This is an age-old question, and I’m quite certain that most optometrists don’t really think this one through. First, each position likely has a requirement for different attributes. As just one example, a bookkeeper doesn’t have to be very people-oriented while an optician simply must be. The attributes of your patient-care coordinator will likely be different than those of your contact lens tech. Different jobs require different skills. […]

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The Future is in your Closet!

I recently read an article that predicted that on-line optical is expected to reach a 21% share of market by 2023. Ouch, you say! Firm’s like Zenni Optical, Warby Parker and Essilor’s EyeBuy Direct and FramesDirect.com are out to eat your lunch. VSP is right there with them. Are these your enemies…or friends? […]

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What It Takes!

Some time ago, I had my office painted. As I reassembled my “stuff” after the project, I had occasion to reconnect with a number of mementos; items that remind me of various steps in my career. Memories. […]

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It’s all about the Lasagna!

It’s that time of year when we reflect upon the past and think about the future. This past year has certainly been one for the record books. But in spite of our respective challenges, and, short of the horror of actually suffering from Covid or worse, we’re all better as a result of 2020. Yes, we’re better for it! […]

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Never Waste a Good Crisis!

This year has undoubtedly been one to remember. As 2020 comes to a close, our team at Cleinman Performance Partners has worked diligently to provide the support that you needed to both survive…and thrive… during what has been a very challenging year […]

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On Building Wealth

Remember the scene from the movie Private Benjamin where basic trainee Goldie Hawn is being forced to march in a circle in the rain. Her memorable line was…”I want to go to lunch…I want to be normal again.” Perhaps that line is a timely summary of where we currently are? […]

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Step up to the Plate!

My journey began over 15 years ago. For this analyst, the proverbial “handwriting on the wall” was indelible. The signals were clear. The voice in my ear increased in resonance. The time was right to speak out. Of what am I speaking, you ask? I’m referring to the point at which I clearly understood that vision plans and private-practice optometry were on a collision course. […]

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Paying it Forward!

It’s been quite a year. In spite of a world-wide pandemic, natural disasters, social unrest, economic challenges and a political system that seems to have gone haywire, we’ve much for which to be thankful. If you’re listening to this message, if you’re breathing, you’re ahead of the game. […]

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What’s Your Model?

Remember Blockbuster? That chain of video rental stores that started with one location in 1985, had over 9,000 locations at its peak by 2004, only to vanish from the planet by 2014. That’s right, from seed to dust in less than 20 years! In that short period, Blockbuster moved an entire industry from a purchase and own business model to a rental model. Their inventory intensive business was then usurped by the streaming subscription model of Netflix; a business driven by technology that wasn’t even possible a decade earlier. […]

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Keep On…Keeping On!

A couple of weeks ago, I shared with you some interesting data about your performance during the 2nd quarter of this year compared with 2019. Overall, on a per patient basis, our clients fared well during the darkest days of the Covid19 period. While, on average, you saw 25% fewer patients, your per patient revenue increased by 13%, mitigating fully 50% of the potential downturn. That’s outstanding! […]

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What’s Your Role?

It’s early November and next year is right around the corner. By now, you’re likely well on your way to finishing your 2021 plans and budget. You and your team have thought through what you’d like your practice to accomplish; your goals; your personal development objectives. Your managers have turned in their individual budgets and you now know what you expect to gross; and net. You’ve got a good idea of what you’ll invest in team development and a clear understanding of what positions you’ll have to fill. […]

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What’s your Critical Number?

Clearly, the second quarter of this year seemed like Optometry’s Armageddon. 2020 was supposed to be Optometry’s year. But with most of you closed down for at least ½ the quarter, and our industry’s events wiped clean off the calendar, stress flowed like a mountain stream. Our data shows that, on average, you saw 25% fewer patients in the 2nd quarter of this year vs. 2019! For most businesses, that would be the kiss of death. But you and your teams stepped up to the plate and made lemonade out of the proverbial lemon. […]

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What Have you Learned?

“That which doesn’t kill you, makes you stronger.” Well, certainly, we wouldn’t wish the worst case on anyone. Our hearts go out to those families who have lost loved ones from this Pandemic and the myriad of other reasons that people leave our world.

But Nietzsche’s words from 150 years ago make sense. What he’s really speaking about is adaptability. Life continuously delivers challenges. Survival is not about the fittest, but the adaptable.
[…]

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The Power of Mindset

A man had two sons. One the consummate negaholic, the other an unwavering optimist. Come Christmas, he ordered everything in the LL Bean catalogue and placed the goods in his attic. He also ordered a truckload of horse manure and loaded that into his basement. Come Christmas morning, he goes to his attic and observes his one son picking up every item and cross referencing it to the LL Bean catalogue. “I know there’s something missing,” he said. […]

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Are You A Troublemaker?

Last week I spoke about the importance of taking time to sharpen your saw. How time away from your practice is even more important than time spent in your practice. This week, I’m providing you with some guidance on reflection. […]

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Sharpen the Saw!

It’s the beginning of October and mother nature has begun to turn the thermostat down in upstate NY. The leaves are turning into their majestic colors and the smell of fall is in the air. It’s one of my favorite times of the year. […]

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Lies, Damn Lies and Statistics

I believe that it was the author T.S. Elliott that coined the phrase, “data begets information begets knowledge, begets wisdom.” Certainly, in today’s data driven society, these words CAN ring true. But when is enough, enough? In this week’s message, I’d like to explore some myths about data as it relates to your practice. […]

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Want to get Lucky?

Forty-two years ago I had occasion to participate in the very first national eyecare exposition, called Optifair. At the time, I was the marketing manager for a small eyewear importer. The concept of Optifair was intriguing and we chose to exhibit at this first-of-a-kind event. […]

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Turn it Upside Down!

It’s near the beginning of the fourth quarter. Of course, by now, you’ve got a good understanding of how this year will conclude. You’ve compared your 2020 plan to your actual performance. You’ve made monumental changes thrust upon you by Covid19. 2020 has been that year where your goals may have been tossed out the window. […]

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Bold Moves

On several occasions over the past few months I’ve talked to you about opportunity. I’ve asked you to open your eyes to it, as during firestorms like we’re currently engaged, opportunity arises from the ashes.
Warren Buffett likes to say, “be greedy when others are fearful and fearful when others are greedy.” I think these wise words for the current era. […]

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Ask the Question!

There are only two ways to increase your revenue…only two. You can either increase the number of exams which you deliver, or you can increase your average revenue per exam. It’s really that simple. […]

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Little Things Count!

Seemingly little things can have big payoffs!

I remember reading a study years ago about a specific retailer. This retailer’s clerks, like so many others, would greet customers entering the store with “may I help you.” Think about the last time you were so greeted. What did you say?
[…]

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Your Most Important Investment

If Covid19 has delivered anything but havoc, it’s delivered lessons in financial control. For some of you, you were on top of your finances and had a pretty easy time navigating the financial challenges associated with shutting down and then reopening. For others, you’re still scratching your head and saying, “what happened.” […]

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Leaders are never done

Ralph Waldo Emerson once said, “the speed of the leader determines the pace of the pack.” I believe in that philosophy. That’s why I invest a substantial amount of time and money each year on my and my team’s personal development. I can’t think of a better investment. For me, such investing has become second nature. Setting personal and business goals is a way of life. I will never accomplish all that I want. I can’t imagine life having done that. What would I have to live for? […]

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Around the Bend

As much as Covid19 has caused physical harm and, sadly, the demise of some of our citizens, it has also dealt operating challenges felt by many businesses, with a significant negative impact on the travel industry. As you’re aware, along with personalized consulting and transaction services, our firm has specialized in delivering impactful in-person events. Naturally, we’re working hard to find a path through this period. We thank you for your support during these unprecedented times and trust that we’ve come through for you. […]

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Rifle vs. Shotgun

Over the past couple of months, I’ve shared with you that Covid19, while horrific and sad, has opened the door to opportunity. As Warren Buffet often says, “be fearful when others are greedy, and greedy when others are fearful.” […]

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Juggling Elephants?

Covid19 has changed the world…but has it changed you? Have the past few months made you feel like the proverbial circus plate spinner? Are you running from one plate to another, franticly transferring energy to projects, ideas, problems, situations, patients, charts, phone calls, vendors, spouses, kids, community, health, and the like? […]

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The Winds of Change

As we head into the reopening of our economy and the celebration of our nation’s birth this weekend, it’s appropriate to look back on the year.

So far, I have but one word for 2020…WOW!
[…]

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Living “Lights On”

With some work, investment, and exploration, many years ago I uncovered, in the words of Michael Gerber of E-Myth fame, my “primary aim.” It’s my crystal-clear vision of who I am and where I’m going. It’s the “why” behind what I do in the way that I do it. It’s my guidance system. It’s mine and mine alone. […]

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A New Approach

Our nation’s Covid19 response has caused significant economic challenges to many segments of our economy. While many areas have taken things in stride, others like our own county have been hard-hit. Otsego County, New York’s local economy is based largely on education and tourism; two of the most significantly impacted segments. […]

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A Different Perspective

With some work, investment, and exploration, many years ago I uncovered, in the words of Michael Gerber of E-Myth fame, my “primary aim.” It’s my crystal-clear vision of who I am and where I’m going. It’s the “why” behind what I do in the way that I do it. It’s my guidance system. It’s mine and mine alone. […]

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K.I.S.S.ing your Offerings

Certainly, you’re familiar with McDonalds. But you may not be so informed about one of their competitors, In-and-Out Burger. While there’s much to their story, In-and-Out was founded back in 1948, about 8 years after the original McDonalds. Today, In-and-Out is a regional player with locations in just five states. Among other things, they introduced California’s first drive through window. Their fans are passionate…and I’m one of them. […]

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Is Retailing Dead?

Over the past couple of years, and even more so in the Covid19 era, some pundits are ringing the gloom and doom bell over retail. “Retailing is dead,” they say. Well, certainly if you look at the recent performance (and bankruptcies) of such retailing giants as Target, Macy’s, and J.C. Penney, you might come to that conclusion. And with 5 times the retail space per capita as that of our European counterparts, combined with the transformational results of the Covid19 pandemic, it’s easy to be uneasy about the future of retailing. But should the eyecare community be concerned about the future of retail? […]

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On Innovation

In recent weeks, I’ve shared with you the importance of looking ahead with an eye towards innovation. Covid19 has opened our respective eyes to many new possibilities. I’m proud to learn of the many service and product modifications that you are executing. The words of Plato from 2500 years ago ring true today, “necessity is the mother of invention.” […]

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What’s Next

If you’re like me, the past two months have been a whirlwind of activity. As a firm, we’ve been totally immersed with assisting you in navigating the Covid19 rapids. We’ve designed and executed digital wisdom-sharing meetings, personal coaching, and a slew of webinars to help you weather this storm. Near as we can tell, you’re in a pretty good place. […]

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Numbers Talk

During my interactions with clients over the past month, it’s become abundantly clear that Covid 19 has delivered a great deal of stress. Change can do that. But I believe that uncertainty is a large contributor. And these are uncertain times. […]

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The Big Rocks

The Covid19 forced shutdown has provided you with the opportunity of time. Yes, along with this challenge has come some financial pain and agita. That’s natural because, in the words of Dr. Spencer Johnson, “someone moved your cheese.” And we humans don’t like change. But it’s been served up on a silver platter. The real question is “will you be a victim or an opportunist? The choice lies squarely on your shoulders. […]

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Opportunity Knocks!

As we finish up the first month of Covid19 closures, you’ve now likely began navigating your way through the various support programs that have been put forth by our government. Whether its PPP, EIDL, DOL or scores of other acronyms, there seems to be a program for everyone. But is there enough money? That’s a question that only time will answer. […]

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From Hot to Not!

I read a blog post recently entitled, “Words Matter.” The author was writing an apology for words he’d used previously. In this “apology” post, the author was using words that created a new narrative, a new story filled with authentic gestures of conciliation. He’s right — words do matter. They matter because words articulate metaphors […]

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Cleinman Performance Partners Replaces Entire Staff With Giraffes

“This wasn’t intentional,” says Alan Cleinman, CEO and Founder of the company. “It’s not like I woke up one day and decided to hire only giraffes for all key and support positions. This happened entirely organically.” […]

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Less can be More!

Can you maximize your profit by reducing your product line? […]

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Happy Holidays!

Cleinman Performance Partners wishes to extend to you our warmest wishes this holiday season.  Thank you for growing with us, and wishing you continued health, happiness, and success in the coming New Year!   […]

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Clean Your House … A Buyer is Coming!

There is a video that went viral over the internet a few years back and tends to pop back up around the holidays called the “Company is Coming!” The comedian made a parody of the stress people feel when cleaning their house and perfectly captures that ridiculous mania that we all feel when getting the […]

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July Roundup

Welcome to the Cleinman Performance Partners Optometry Roundup. A digital newsletter featuring articles on optometry and business-related news from around the web as well as events and happenings within Cleinman Performance Partners! The story of how a former farm girl from Elk City, Oklahoma became interested in optometry and is now the president-elect of the […]

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Time Really is Money

We live in a fast-paced world where we are faced with competing priorities that often force us to relinquish the ownership of our choices and our time. How, then, do we find balance for our personal and professional productivity? The answer lies in learning to find the hidden value in how we invest our time. […]

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If Everyone Is Responsible, No One Is

Like the majority of our clients, I belong to a mastermind group.  In my case, we call ourselves the “Congress of Masterminds” and are comprised of companies that provide mastermind group management services to vertical industries.  Our group, which meets every six months, is comprised of the leaders of firms that support eyecare, dentistry, home […]

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If You Build It, They Will Come!

You’ll likely remember these words from the 1989 movie, “Field of Dreams.” In this epic film, Kevin Costner portrays an Iowa farmer and baseball fan who keeps hearing that phrase and decides that if he can build a baseball field on his farm, then baseball players will come to play. And he did. And they […]

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When it comes to the business of optometry, Cleinman Performance Partners means business!

Cleinman Performance Partners has announced that it will host three unique Business of Eyecare Forum™ National Conferences in 2018. […]

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Geoffrey Named Chief Mascot Officer, Executive Vice President

Oneonta, New York – Alan Cleinman, CEO and founder of optometry business consultancy Cleinman Performance Partners, has named Geoffrey Giraffe to the newly created position of Chief Mascot Officer and Executive Vice President. […]

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Visual Merchandising Tactics, Level 1 – March 9-11

Facilitator: Travis Reed, MBA St. Louis: March 9-11 & May 18-20 This easy-to-understand course covers all aspects of visual displays and merchandising including color theory, industry terminology, and basic design and retail principles. Discover the best practices of a visual merchandiser, how to plan and budget for upcoming projects and how to create an eyewear boutique that will […]

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A Lifetime of Failure

I recently had the opportunity to help Dr. Bill Lusk, an optometrist from Oneonta, NY, celebrate his “semi” retirement. At the young age of 83, Bill has temporarily hung up his phoropter. I say temporarily because he’s already making plans to provide locum tenens support upon his return from his winter home in Florida. Wow! […]

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Happy Holidays!

https://youtu.be/w8gOvAvls5Y Cleinman Performance Partners wishes to extend to you our warmest wishes this holiday season.  Thank you for growing with us, and here is to your continued health, happiness, and success in the coming New Year! […]

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A Business Lesson from Jack Nicholson

You may remember the scene from the movie Five Easy Pieces.  It’s the one where Jack Nicholson is at a diner and desires to have plain toast.  The problem is that plain toast is not on the menu.  The dialogue is hilarious, but carries an important message for our times. Nicholson: “I’d like an omelet, […]

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FIRST ANNUAL NATIONAL EYECARE FACILITIES CONFERENCE ANNOUNCED

Cleinman Performance Partners is pleased to announce the First Annual National Eyecare Facilities Conference.  “Building the WOW” will be the first two-day conference of its kind and is designed to help ECP’s develop a facility that separates their brand from the competition. “Building the WOW” will provide a one-stop, economical resource to educate optometric practice […]

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Can you Handle the Pain?

Many years ago, we were engaged to perform our Strategic Review on a practice and assist with various implementation projects.  This client was financially successful, but the practice was in disarray.  The business had clearly outgrown its current organization and systems.  The client (an O.D./husband and manager/wife team) were literally “owned” by the practice.  They […]

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Is Your Crystal Ball in Your Closet?

So why all this about shoes?  It’s clear to this observer that what we have observed in the shoe business is repeating itself in our industry. Today, the national average for a pair of eyewear hovers just around $200 (for the clients of Cleinman Performance Partners, this number is 2x).  The average consumer owns fewer […]

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It Starts with Hello!

At Cleinman Performance Partners, we work on a lot of transactions.  Our Transaction Services Group covers a lot of territory.  We handle divestitures, acquisitions, mergers, employment relationships, appraisals…even divorce settlements.  Unique to our firm, our services cover the entire width and breadth of a transaction, from visioning to analytical to documentation to transition support.  Soup […]

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Lessons from a Hamburger

Can you imagine taking a $30 cab ride for a $5 hamburger?  I’ve made that investment…on several occasions.  I’d do it tomorrow if I could. My pilgrimage and loyalty is to an absolute mecca of fast food, In N Out Burger.   Founded in California in 1948, the 300+ location, family-owned enterprise, now has footprints in […]

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Invest in Your Team

Spend time and money on continuous staff training. This will set you apart and pay dividends in terms of staff performance. Managing a good team is like raising children – listen, but be prepared to say no and lead when you need to.     Steps: Create training program for staff; include in-service as well […]

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Change the Game!

Competition!  This word often strikes fear in the minds of ECPs.  Having the perspective of a student who has studied the business side of optometry for over 40 years, I’ve seen this fear evolve.  When Pearle Vision began its expansion in the 1970s, I heard fear.  When Lenscrafters arrived on the scene in the 1980s, […]

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Trust the fail

I’ve been a student of failure for much of my life. As far as I can remember, I’ve failed. And, indeed, I want to keep failing…if I can. When I was but six, with parents as small town grocers and away much of the day, I held a yard sale. I gathered up a variety […]

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The Big Get Bigger!

As anticipated, Luxottica is going to merge with Essilor.  While so positioned, in fact, Essilor is acquiring Luxottica in a stock swap worth ±$24bb to Luxottica shareholders.  The resultant company (we’ll call them “EssiLux”) will be the dominant player worldwide in both the lens, frame, retail and online eyewear business.  This announcement is big news […]

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Throw away those Progressives?

Swiss drug maker Novartis AG (owner of Alcon), whose $60bb in annual revenue makes them the largest drug company in the world, said on December 20th that it had reached a definitive agreement to acquire Fort Worth, Texas-based Encore Vision.  Encore Vision has been focused on developing a treatment for presbyopia.  That’s right, a medical […]

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How Safe Is Your Business?

“Concentration of Risk” is a banking term which designates the overall spread of a bank’s outstanding accounts over the number or variety of debtors to whom the bank has lent money.  If the bank has $100mm in outstanding loans and a loan is for $1mm, then the risk concentration is 1%.  This example indicates a relatively low […]

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A Different Kind of Thanksgiving Message

As I travel around the country speaking to private-practice optometrists and their teams, I often discuss branding, markets, and market share.  Ours is a dynamic world, with killer competition coming from multiple fronts.  Competition for the private ECP is increasing.  They must deal with messaging from big box retailers, vision plans, private equity consolidators and […]

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The Meaning of “Discount”

Discount.  According to Webster’s the word has many meanings.  But generally, when we think of the word as it relates to our industry, it’s “to offer for sale at a reduced price.”   In both the retail and the b2b world, a discount generally is provided in exchange for something of value to the provider.  For […]

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Pushing the Envelope

  Opternative Files Lawsuit Seeking to Overturn State Law Smart Vision Labs Launches Telemedicine Pilot Program Warby Parker Contemplates 1000 Brick and Mortar Locations Our industry is changing at warp speed.  The pressures on you are mounting in an ever-more complex world.  You and your team are dealing with organizational and commercial issues for which […]

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Battles Ahead!

Way back in 2009 I made a prediction.  In that blog post, I spoke about forces at work to eliminate the very need for optometrists .  While my discussion at the time was about eyewear, little did I know that similar forces would threaten refractive exams.   A look back over the past five years proves […]

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Unlocking Your Own Vault

In our vision plan/managed care world, with increasing write-offs compounding the challenge of increasing costs, managing cash flow is ever more critical.  Recently, I’ve had several clients lament about increasing Accounts Receivable and, as a result, declining “Collections.”  During these discussions, I outline the “MIS” of collections…namely Management, Incentives and Systems. First, from a management […]

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Blow Something Up!

It’s near the beginning of the fourth quarter. Of course, by now, you’ve got a good understanding of how this year will conclude. You’ve compared your 2016 plan to your actual performance and have made the mid-course corrections necessary to meet your goals. You’re starting to get an understanding of your 2017 objectives and have […]

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On Gaining Perspective

Step back for a moment. Take a deep breath. Now ask yourself two important questions. Where am I? Where am I going? If you’re like the majority, you’ve likely never even asked yourself these questions. Like most, if you’re not fooling yourself, you’re simply on the road of life. And your daily activities are largely […]

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A Message from Dylan

Optometrists are generally a conservative bunch.  You don’t like to rock the boat.  You have the lowest divorce rate of almost any profession (not a bad stat).   You seek a balanced life and camaraderie among your team.  You do business with folks with whom you are NOT strategically aligned because change comes hard.  The majority […]

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“Yours is not to question why…

…yours is just to do or die.”   You have likely heard these words before, which originate from a military chant.   It’s understandable that the military must operate with a system of command and control.  But, in my opinion, blind adherence to tradition or authority has little place in a business enterprise. Certainly, no firm can […]

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Al Cleinman in INVISION magazine

Retiring, taking on a partner or an associate, buying a practice, hiring an at will employee? These are all examples of transactions that are likely more complex in action then they are in theory, no matter how much thought you may have given them before hand. […]

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Optometry Cares Named Recipient of Cleinman Performance Partners 2016 Fundraising Proceeds

Cleinman Performance Partners, North America’s leading optometry consulting think tank, has selected Optometry Cares – The AOA Foundation as the national beneficiary of their 2016 fundraising efforts. […]

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Vitkus Named Chief Revenue Officer, Executive Vice President

Oneonta, New York: Alan Cleinman, CEO and founder of optometry business consultancy Cleinman Performance Partners, has named Jim Vitkus to the newly created position of Chief Revenue Officer and Executive Vice President. […]

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Hot Off the Press!

I’ve been a bit quiet for the past few months.  I’ve been busy.  After five years and lots of hard work by a great team, I’m pleased to announce the publishing of my first book. A Different Perspective: An Entrepreneurs Observations on Optometry, Business and Life Thanks for your support!   […]

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A Message from Al Cleinman: Planning Ahead

As the leaves turn and we enter into the planning season (you ARE planning your upcoming year, right?), I’m reminded that leaders are responsible for setting the vision for their firms. […]

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Team Cleinman’s Artful Vision

There is a new piece of artwork hanging in the conference room at Cleinman Performance Partners. […]

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Network Meetings “Gaining Ground” in Move to Atlanta

A new year brings a new location for Cleinman Performance Network’s First Session. Beginning in February 2016, meetings will be at the Wyndham Peachtree Hotel and Conference Center in Peachtree, GA. […]

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Register Now for 10 ABO Credit Optician Class in November

Cleinman Performance Partners made the perfect choice selecting Scott Thielen to teach the Eyewear Gallery 101 workshop at the November Network meeting. […]

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Coming This Month: Al Cleinman’s New Book

Al Cleinman’s new book, A Different Perspective: Observations on Optometry, Business and Life, heads to Amazon.com and to Cleinman Performance Network events later this month. The book shares lessons Cleinman has learned during his 40 years in the optometry business — starting at the age of 16 (when he was hired by an independent optometrist) […]

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A Message from Al Cleinman

Cleinman Performance Network’s next session theme is “Different.” During our weekends, we will explore this topic from a variety of directions. […]

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Al Cleinman’s Book Offers Fresh Take on Business Success

Anyone who has worked with Al Cleinman has been gifted with more than one “great read” on business development. Famous for devouring and sharing management books, it was a natural that he would eventually write his own. […]

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Network Meeting: Time for Something “Different”

Cleinman Performance Network presents something a little “different” during the Second Session in Chicago at the Eaglewood Resort and Conference Center starting in August. […]

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Crisis to Catalyst: Taking Ownership

I first met Dr. Elizabeth Groetken two years ago when she attended a Cleinman Performance Network meeting in consideration of membership. […]

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Program Offers Students a Chance to Soar

A unique learning experience awaits high school or college age students craving more out of life. Eagle University (Eagle U) gives students the tools they need to achieve their full potential. […]

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Magical Night Brings Attention to Ocular Melanoma

Signature martinis and dazzling mini designer Christmas trees create a festive atmosphere to support a great cause! […]

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Quick Hits: Wearable Technology

Bright ideas in wearable technology put optometrists on the cutting edge of an exciting new market. […]

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Perspective on the Marriage of Essilor and Vision Source

Before I make comments about this latest consolidation development, I feel obligated to disclose:

• I have many friends at Essilor and have had business relationships with them in the past. Our firm does not currently have any business relationship with the firm. […]

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Boston Globe Highlights Special Patient at Watts Eye Associates

Little Sophia Jackman turned 2 in May, but she won’t be walking or talking anytime soon. Such things aren’t possible when your barely grow. […]

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Invision Magazine Honors Andy and Elizabeth Howard

Drs. Andy Howard and wife Elizabeth — owners of LaFollette Eye Clinic in LaFollette, TN, and Cleinman Performance Network members — have been recognized as one of America’s Finest Optical Retailers! The practice received third-place honors from Invision Magazine for 2015. […]

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Freedom Marches On

I believe in the “law of the marketplace.” Under that “law,” businesses and professions operate without artificial restrictions (but with reasonable regulation necessary for consumer protection). Artificial control of one party over another — whether the result of oligopoly, policy manipulation, or special-interest statutory interference — is bad. Competition is good. Competition results in continuous improvement. With fair competition, the consumer ultimately prevails. With fair competition, everyone wins. […]

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President’s Message: Tomorrow is Today

Whether 35 or 70, regardless of your age or how long you’ve been in practice, the time is now to begin thinking and planning for your exit. Why? Simply stated, sooner or later you will leave your practice. It’s inevitable! It may happen tomorrow, the result of catastrophe. Or it may be more than 20 years away and simply a dim light in the distance. Regardless, successful transition takes many years of preparation. And for one very important reason, it’s not something that should be left until retirement is just around the corner. […]

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Tom Sullivan Joins Business of Eyecare Forum

World-renowned speaker, musician and entertainer Tom Sullivan joins the Business of Eyecare Forum tour as a special presenter. […]

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Benchmarking Gets Nimble, Mobile Update

The enhanced features of Cleinman Performance Partners Benchmarking 3.0 provide members a user-friendly data collection and ratio generation system on mobile devices and tablets. A crisp new “data dashboard” helps monitor your most important operational drivers. […]

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Meeting Experience Combines Power of Banzai Consortium & Cleinman Performance Network

Blending the best in medical optometry education and the power of wisdom sharing, the Banzai Consortium joined Cleinman Performance Network in Dallas for a unique weekend experience. While the Banzai National Meeting and the Network meeting operated separately as independent groups, all participants shared a weekend full of education, entertainment and exhibits. […]

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Zeaxanthin: A ZeaVision Peak Performance Breakthrough

Groundbreaking research out of the University of Georgia (UGA) has shown supplementing your diet with zeaxanthin can enhance an athlete’s visual processing speed.
[…]

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Business Network Honors Ankeny OD

DALLAS, TEXAS — Dr. Kenneth Hansen of Ankeny Family Vision Center in Ankeny, Iowa, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. […]

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Colorado Springs Optometrist Lauded for Dedication to Quality Care

DALLAS, TEXAS — Dr. John Rabins of OPTOM-EYES in Colorado Springs, CO, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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Cambridge Doctor Honored by National Business Network

DALLAS, TEXAS — Dr. Chad Christenson of Cambridge Eye Associates in Cambridge, MN, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. […]

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Renowned Speaker Tom Sullivan Joins Free Eyecare Forum

Cleinman Performance Partners and HOYA Vision Care welcome world-renowned speaker, musician and entertainer Tom Sullivan to the free Business of Eyecare Forum this year. […]

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Ohio ODs Recognized for Dedication to Patient Care

Drs. Robert Hill and Tara Richmond, owners of Northwest Ohio Vision Center in Bryan, OH, received recognition for their continued commitment to professional development at a recent meeting of Cleinman Performance Network. Drs. Hill and Richmond — celebrating their fifth year in the Network — demonstrate a dedication to creating a healthy and beneficial work environment, as well as to maintaining a high level of patient care and satisfaction. […]

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Sacramento ODs Lauded for Practice Development Achievement

Drs. Krister Holmberg and Shephali Patel, owners of Arena Eye Care in Sacramento, CA, received recognition for their continued commitment to professional development at a recent meeting of Cleinman Performance Network. Drs. Holmberg and Patel — celebrating their fifth year in the Network — demonstrate a dedication to creating a healthy and beneficial work environment, as well as to maintaining a high level of patient care and satisfaction. […]

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Secret Rewards Gift Card

Create customized gift cards that have a secret value. This is patterned after Victoria Secret’s secret rewards program. The psychology behind it is that people get excited by the possibilities, almost like gambling. The value is unknown until the card is swiped by your credit card reader. The cards are loaded in the office with […]

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Staff Reward for Event Management

We have a frame show at least once a year, which is a lot of work for the staff – preparation before the show, the day of the show is incredibly busy and the days following the show with organizing all of the orders. To show the staff my appreciation for their hard work after […]

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Ratings from Frame Stylists

  We have found that handoffs are critical to sales in the dispensary. Getting realistic feedback from your dispensary staff about how well you handoff patients empowers them to be successful in their encounter with the patient. Prescribing eyewear rather than recommending it is so much more effective. I know we all do not want […]

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Marketing in the Practice

  We have created a “Patient Passport.” It is a portfolio that contains all the information presented to the patient at the time of their experience at the office. The contents include any handouts that the doctor discussed during the exam regarding the patient’s ocular conditions or health risks and the patient’s prescriptions, both CL […]

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New Berlin Eye Doctor Lauded for Commitment to Patient Care

DALLAS, TEXAS — Dr. Thomas Motisi, owner of Eye Site Vision Care Center in New Berlin and Brookfield, WI, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. […]

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Dr. Troy Allred Honored for Dedication to Patients

DALLAS, TEXAS — Dr. Troy Allred, owner of Allred Family Eye Care in Fullerton, CA, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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National Business Network Honors White Plains Eye Doctor

DALLAS, TEXAS — Dr. Paul Bernstein, owner of Bernstein Center for Visual Performance in White Plains, NY, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. […]

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Biddeford OD Honored for Decade of Dedication

DALLAS, TEXAS — Dr. Richard Doiron of Biddeford, ME, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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Boothwyn Eye Doctor Honored by National Business Network

DALLAS, TEXAS — Dr. George Ozer of Ozer Family Vision Center in Boothwyn, PA, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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Cloquet ODs Honored for Commitment to Practice

DALLAS, TEXAS — Drs. Christopher McDowell and Sasha Narayan, owners of Northern Minnesota Eye Care in Cloquet, Moose Lake and Hinckley, MN, received recognition for their continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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Murray Eye Doctor Honored by National Business Network

DALLAS, TEXAS — Dr. Reed Jarvis, owner of Jarvis Vision Center in Murray, KY, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network.
[…]

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President’s Message: 2015 is a Year to Aim for the Top

As we head into 2015, it’s appropriate to look back on the past year and beyond. 2014 was very successful for many and challenging for others. It’s been a year of setting records and a year of unprecedented change. For me, as I look back on the past twelve months, I think of 2014 as a year of signals. Out of the fog of day-to-day survival have arisen a series of powerful messages; clear communication that the road ahead will be full of challenges. […]

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Learn to Survive Success at Dallas Network Meetings

Cleinman Performance Network returns to the Hilton DFW Lakes Conference Center in Dallas for the first session of meetings in 2015. Some of North America’s leading optometrists and practice owners will gather Friday through Sunday, February 20-22, March 13-15, April 17-19 and May 15-17. […]

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When Strategic Planning Meets Effective Doing

Dr. Andy Howard has owned and operated LaFollette Eye Clinic with his wife, Dr. Elizabeth Howard, for 20 years. Named for their rural hometown, LaFollette, TN, the practice is comprised of 30 team members. They completed construction on their new location in October 2014 and their second Strategic Review (SR) with Cleinman Performance Partners. […]

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Building Success: A Team of Leaders

Do you have a manager? Do you trust and empower your manager? Do you have a team of the “right people,” carefully hired, fully trained and empowered? Does your team have to run to you or your manager for direction and permission? […]

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Network Focuses on Fighting Blindness with Donations

Members of Cleinman Performance Network proudly continued its tradition of charitable giving at the 2014 Chicago session meetings by raising over $52,000 for the Foundation Fighting Blindness. A dollar-for-dollar match from the Gordon Gund Foundation brought the total to $104,000. All charitable contributions will be used exclusively for research projects to cure blindness. […]

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10-Year Members Gather in America’s Hometown

Cleinman Performance Partners is located in upstate New York, just south of Cooperstown. With a clientele that expands across North America, we remain a bit of a mystery to our local community. And so it is a rare treat for us to open our doors and host our members in the bucolic setting of America’s Hometown. […]

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Lambertville Optometrist Lauded for Decade of Excellence

For Immediate Release CHICAGO — Dr. Robert Layman of Pinnacle Eye Group in Lambertville, Michigan, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Layman — celebrating his 10th year in the Network — demonstrates a dedication to creating a healthy and beneficial work environment, as […]

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Albuquerque Optometrist Honored for Work

For Immediate Release CHICAGO — Dr. Karlyn Gansel Ang of Albuquerque Vision Clinic in Albuquerque, New Mexico, received recognition for her continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Gansel Ang — celebrating her fifth year in the Network — demonstrates a dedication to creating a healthy and beneficial […]

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Milwaukee OD Recognized for Dedication to Patients

For Immediate Release CHICAGO — Dr. Amy Jankowski of Metro Eye in Milwaukee, Wisconsin, received recognition for her continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Jankowski — celebrating her fifth year in the Network — demonstrates a dedication to creating a healthy and beneficial work environment, as well […]

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Ohio Optometrists Receive Business Network Honor

For Immediate Release CHICAGO — Drs. Jeffrey Myers and Amy Keller of Winchester Vision Care in Canal Winchester, Ohio, received recognition for their continued commitment to professional development at a recent meeting of Cleinman Performance Network. Drs. Myers and Keller — celebrating their fifth year in the Network — demonstrate a dedication to creating a […]

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Pac-Man Returns!

As VSP gets firmly into bed with Luxottica resulting from the addition of Pearle Vision as providers, it seems logical that there’s a strategy behind the tactic. What might it be? Having closely observed both firms’ leadership and the eye care landscape for many years, I offer up the following: • Luxottica just wants to […]

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Cleinman Receives Key to City for Beautification

ONEONTA — In a small recognition ceremony Wednesday, Al Cleinman of Cleinman Performance Partners gave a $2,500 check to the City of Oneonta for civic beautification. Mayor Dick Miller had his own gift to give: the key to the City of Oneonta, which he awarded to Cleinman. Read more of the story by clicking here. […]

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Santa Rosa Eye Doctor Honored by Business Network

For Immediate Release Contact: Dr. Ian Middleton at (707) 571-2020, idocim@cal.berkeley.edu CHICAGO — Dr. Ian Middleton of Family Optometry Center in Santa Rosa, CA, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Middleton — celebrating his fifth year in the Network — demonstrates a dedication […]

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Cleinman Performance Partners Expands Oneonta Park Project

For Release: Immediately Contact: Business Writer Adrienne Wise at awise@cleinman.com ONEONTA — Cleinman Performance Partners will join Oneonta Mayor Dick Miller at 2:30 p.m. Wednesday, October 22, to dedicate the newly installed plantings on the island across from Curtis Park on Main Street. The landscaping represents Cleinman Performance Partners’ dedication to supporting their community by […]

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Eye Doctor Jones Celebrated for Commitment to Excellence

For Immediate Release Contact: Dr. David Jones at drjones@nweye.net or (580) 938-5210 CHICAGO, IL — Dr. David Jones of Northwest Eye Associates in Shattuck and Woodward, Oklahoma, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Jones — celebrating his fifth year in the Network — demonstrates a dedication […]

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Eye Doctor Chan Honored by National Business Network

For Immediate Release Contact: Dr. Judy Chan at (360) 254-5855 or drchan@pecps.com CHICAGO, ILLINOIS— Dr. Judy Chan of Precision Eye Care in Vancouver received recognition for her continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Chan — celebrating her fifth year in the Network — demonstrates a dedication to creating a […]

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ECPs Don’t Have to Take It on the Chin

The following press release is an important reminder that ECPs don’t have to continue to “take it on the chin” from Vision Plans. While the described suit is a supply-side dispute, ECPs have a voice, as the Illinois Optometric Association is demonstrating. _____________ SPRINGFIELD, Ill. — Acuity Optical Laboratories has filed a Federal Antitrust Petition […]

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Sacco Lauded for Dedication to Patient Care

For Release: Immediately Contact: Dr. Andrew Sacco at (607) 798-1987 or asacco@stny.rr.com CHICAGO, IL — Dr. Andrew Sacco of Sacco Eye Group in Vestal, NY, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Sacco — celebrating his 10th year in the Network — demonstrates a […]

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Etchells Honored for Commitment to Optometry Excellence

For Release: Immediately Contact: Dr. Philip Etchells at pipetch@aol.com, (760) 961-1919 CHICAGO, IL — Dr. Philip Etchells of Apple Valley Eyewear in Apple Valley, CA, received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Etchells — celebrating his fifth year in the Network — demonstrates a […]

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David Meets Goliath in Washington

The movement towards anti-trust action against the leading Vision Plans took a bold step forward this week with action by the American Association of Doctors of Optometry/Union of American Eye Care Providers. To read their anti-trust complaint against Vision Plans, click here. As I’ve previously written, in my opinion, Vision Plans are on a strategic […]

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VSP Does a Patient Grab

Over the past five years, I have been ringing a bell of concern. I’ve shared my prognostications with you individually, through this venue and others. I’ve opined that you, as a vision plan provider, are simply cogs in someone else’s wheel. I’ve discussed how vision plans have but one goal: to control your patients. VSP […]

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U.K. Independents Day Highlights Cleinman as Keynote Speaker

ONEONTA, NY — Cleinman Performance Partners CEO and Founder Alan Cleinman will take his high-energy talks on the eye care to the U.K. in July for the 10th Annual Independents Day event. […]

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Eyecare Forum Focuses on Marketing Optometry Practices

For Immediate Release Contact: At Cleinman Performance Partners, contact Kathleen Avery at kavery@cleinman.com.  At HOYA Vision Care, contact Heather Padgett at heather.padgett@hoyavision.com. ONEONTA, NY — It’s a brand new day for optometrists and their staff! And with it comes an opportunity to attend a free full-day seminar featuring a brand new curriculum on marketing today’s optometry practices. The Business […]

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Layman Celebrates 10 Years with Optometry Network

For Immediate Release Contact: Dr. Robert C. Layman at (734) 854-3937, rlayman@bex.net DALLAS, TEXAS — Dr. Robert C. Layman of Pinnacle Eye Group in Lambertville, Mich., received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Layman — celebrating his 10th year in the Network — demonstrates […]

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Demko Recognized by Business Network

For Immediate Release Contact: Dr. Steven R. Demko at (570) 839-2221, demo@ptd.net DALLAS, TEXAS — Dr. Steven R. Demko of Professional Eye Associates in Mt. Pocono received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Demko — celebrating his fifth year in the Network — demonstrates […]

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Eye Doctor Honored by Business Network

For Immediate Release Contact: Dr. Daniel Hock at (303) 647-4143, dhock@evergreenvision.com DALLAS, TEXAS — Dr. Daniel Hock of Evergreen Vision Clinic in Evergreen, Colo., received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Hock — celebrating his 10th year in the Network — demonstrates a dedication […]

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Network Celebrates Optometrist’s 10-Year Anniversary

For Immediate Release Contact: Dr. Robert Lavoie, (505) 291-1711, precisioneyecenter@hotmail.com DALLAS, TEXAS — Dr. Robert Lavoie of Precision Eye Center in Albuquerque, N.M., received recognition for his continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Lavoie — celebrating his 10th year in the Network — demonstrates a dedication to […]

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Optometrist Applauded by National Business Network

Dr. Elizabeth Christensen of Rancho Santa Fe Optometry in Rancho Santa Fe, CA, received recognition for her continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Christensen — celebrating her 10th year in the Network — demonstrates a dedication to creating a healthy work environment, as well as to maintaining a high level of patient care and satisfaction. […]

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An Anniversary “Thank You.”

I remember it like it was yesterday.  That call.  The soft southern accent.  The gentlemanly but driven conversation.   The request. It was early in 1981 and the caller was interested in my and my partner’s assistance with a product that he’d invented.  Having been member number 41 of our venture, Co-Optics of America (the first […]

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A “Thank You” for Superior Vision!

The following letter is from Tommy Lucas, OD, two time (2011, 2014) Texas’ Optometrist of the Year.   Dr. Lucas reiterates what I’ve been saying for the past six years…it’s time to “Declare War” on vision plans.  My last post, excerpting from Steinbeck’s Grapes of Wrath, should be read in conjunction with Dr. Lucas’ letter.   Both Steinbeck […]

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Optometrists Honored for Commitment to Business Development

For Immediate Release Contact: Dr. Brian K. Nichols, (903) 572-1991, bknod@sbcglobal.net; Dr. Christopher P. Olson, (319) 385-9534, colson@completeeye.com; Dr. James Hutchins, (507) 794-2126, drjimh@gmail.com; Dr. Vincent McMahon, (603) 352-7803, eyeworksv@gmail.com DALLAS, TEXAS — Four optometrists received recognition for their continued commitment to professional development at a recent meeting of Cleinman Performance Network. Dr. Brian K. […]

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Lessons from John Steinbeck

While here, I’ve had the pleasure of reading John Steinbeck’s The Grapes of Wrath.  This amazingly well-written and ambitious novel (Pulitzer Prize – 1940) is about the Joad family, who suffers the loss of their Oklahoma farm to the depression and dust bowl, and flees to California to seek their destiny.  The story follows the […]

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Cleinman Performance Partners Celebrates Five Years of Professional Development

For Immediate Release Contact: Dr. Joseph Grasso at jgrasso@southernillinoiseyecare.com and Dr. Larry Soellner at lsoellner@southernillinoiseyecare.com, 618 357.6117; Dr. Alan M. Winkelstein, drwink@drwink.com, 951 676.9465 DALLAS, TEXAS — Drs. Joseph Grasso and Larry Soellner of Southern Illinois Eyecare — with locations in Chester, DuQuoin, Pinckneyville and Sparta, IL — and Dr. Alan M. Winkelstein of Temecula […]

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Network Members Win Big for Local, National Charities

FOR IMMEDIATE RELEASE January 3, 2014 Network Members Win Big for Local, National Charities CHICAGO, ILLINOIS — Cleinman Performance Network members raised more than $20,000 to benefit eight vision service and volunteer organizations during its Network meetings in Chicago held from August to November. Network members took to the lanes Saturday night with Bowling for […]

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A Tribute to Mom

On February 12th, I lost my mother, Helen.  She was 85 and had fought the ravages of COPD for several years.  I share this in tribute to her, for whom I owe profound gratitude. _______ “The most honest woman I know.” The other day, as I was watching my mother struggle for breath and fight to stay […]

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Beware Incentivized Vision Plans

Medical providers have both the right and the obligation to prescribe what they believe, in their professional opinion, are the right products, services or solutions for their patients.  That’s why medical professionals are highly educated, licensed and regulated.  Any insurance or quasi-insurance plan that directs patients to specific products, services or solutions independent of the […]

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Optometry Ousted from Eyeware Business?

As you read this release, consider if there are implications for private practice optometrists?  While perhaps a stretch, is this a precursor to the elimination of the ability for optometrists to sell eyeware?  What impact might this have on Vision Plans, who both secure exams and sell eyeware direct to consumer?   How about impact […]

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Manufacturing Luck!

So what makes a gas station have the moxie to charge .$80 a gallon more for its gas than the station less than 1000 feet down the street?   In this case, the more expensive (and likely more profitable) marketer has 2 distinct advantages. The first is location.  You’ll find this 76 gas station as […]

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An Open Letter to the Members of the Vision Council (VCA)

To my fellow members: Unfortunately, I cannot attend this year’s VCA Executive Summit due to a conflict.   I provide this letter directed at the leadership of VCA member companies and ask for your consideration of its content. If you do not know me or of me, please allow me to introduce myself and my firm.   […]

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Canadian Optometrists – Just Say No!

Through the wonders of communication technology and thanks to my many friends in Canada, I provide below a letter circulated by the Canadian Association of Optometrists from Dr. Al Ulsifer, CEO and Founder of FYidoctors.   In the interest of debate, I have taken the liberty of including my opinion to Dr. Ulsifer’s letter in response.  […]

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Insurance Business Unloads Optical

For the second time in as many months, an insurance company is dumping their eyewear products businesses.  Following Highmark’s divestiture of Viva, WellPoint (NYSE: WLP) today announced it has signed a definitive agreement to sell its online contact lens retail subsidiary 1-800 CONTACTS to private equity firm Thomas H. Lee Partners. Additionally, the company has […]

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Spectera Gets Whacked by Georgia

After a long and arduous struggle, the Georgia Supreme Court has ruled in favor of optometry through Doctors Wilson, Price, McMurray, and Summers (Appellees) and against Spectera (Appellants). The issue before the Georgia Court of Appeals and ultimately appealed to the Georgia Supreme Court was the proper interpretation and scope of Georgia’s Patient Access to […]

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A Credo for Private Practice?

I describe myself as a serial entrepreneur, having established over 25 companies and company divisions and scores of products.  I’ve succeeded and I’ve failed.  Along the way, I’ve relied upon inspiration from many sources and am truly grateful for all of the assistance that I’ve received from so many wonderful people.  One of my favorite […]

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A Thanksgiving Message

As we head out for our Thanksgiving Holiday, I’d like to take a moment to thank all of you, my loyal readers, for your support.  For the past 42 years I’ve enjoyed the eyecare industry and the thousands of people with whom I interact annually.  Thank you for your kind words and for allowing me […]

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Why is HVHC (Highmark) Ejecting Viva?

MILAN, Italy and SAN ANTONIO, Oct. 24, 2013 /PRNewswire/ — Marcolin SpA and its affiliates backed by leading European private equity firm PAI Partners together with HVHC Inc., the holding company for Visionworks of America, Inc., Davis Vision, Inc. and Viva Optique, Inc. (Viva International), today announced the signing of a Stock Purchase Agreement under which Marcolin agrees to […]

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We Have Seen the Enemy…

Discount.  According to Webster’s the word has many meanings.  But generally, when we think of the word as it relates to our industry, it’s “to offer for sale at a reduced price.”   In both the retail and the B2B world, a discount generally is provided in exchange for something of value to the provider.  For […]

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Optometry Provides No Value!!

Optometry delivers nothing of value.  Yep. nothing.  Nada! According to a couple of commercials being run by “Optometry’s Friend,” the only thing that a consumer values is a discount.  The lowest price.  Affordability.  Money Savings.  Indeed, it seems that the magic number is “$200 per year.”   Take a look: Brand Destroyer A Brand Destroyer B […]

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Canadian Optometry’s Perspective

There seems to be a distinct advantage to living “up there.”  Our Canadian friends can look “down here” and learn from our mistakes.  Here’s a letter sent to the members of Eye Recommend, one of Canada’s premier alliance groups, about VSP’s entry into Canada.  Enjoy their perspective. 2013 Managed Care Letter             […]

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You’re an EyeMed Provider Because???

I read a report of a recent meeting between representatives of a group of Texas providers and EyeMed.   The following is in regards to the recent bill passed by the Texas legislature that prohibits vision plans from enforcing discounts on non-covered services (Texas SB 632). “EyeMed’s new contract will honor the option of doctors to […]

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Texas takes on EyeMed

As announced in a recent post (see “Remove These Chains”), Texas is the first state to push through legislation that eliminates the ability of vision plans to require pricing concessions (discounts) on services and products for which the plans do not reimburse (ex. second pair discounts).  This is a HUGE step in recapturing the ECP’s brand […]

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Congratulations Maryland!!!

Maryland House Bill 1160 passed into law on May 16th.  Similar to that of the Texas bill noted in my last post, the Maryland bill “prohibits a carrier from including in a vision plan contract a provision that requires a vision plan provider to …provide discounts on materials that are not covered benefits.”   In my opinion, this […]

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Remove these Chains

 It is with joyous glee that I announce to my readers that the Texas Optometry Association has been successful in obtaining Governor Rick Perry’s signature for Senate Bill 632.  This very short piece of legislation (attached below) carries HUGE implications for both optometrists and consumers in the state of Texas. With these simple words:   “A contract between an insurer […]

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Lessons from the Road

Over the past sixty days, I’ve had the opportunity to drive over 4000 miles in Australia, New Zealand, Germany and the U.S.  I’m writing this message from near Berlin, having just spent the past few days navigating Germany’s famous Autobahn. The Autobahn is famous because it generally has no speed limits.  Cars are known to […]

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Is Optometry On Its Deathbed?

From time to time I hear from students and practicing optometrists that they’re concerned for the future of the profession.   From their perspective, the future is uncertain.  Today’s students are investing a significant amount of money in their education.  Many of them desire to enter private practice but feel that they can’t follow their desire […]

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An Insider’s Perspective on Warby Parker and Internet Distribution Models

Jamie Quint is a former software engineer who won admittance to the elite incubator Y Combinator in 2008 with a short-lived recruitment-advertising start-up.  He next worked for Swipely on conversion optimization and online marketing. A passion for fashion inspired him to found Lookcraft in November 2011.   This men’s fashion expert, at the ripe age […]

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What’s the Similarity Between Gum and an Eye Exam?

It had to happen somewhere and Utah makes sense. For over two decades, I’ve predicted that one day, an eye exam would be dispensed like so much gum…from a vending machine.  Technology is sometimes cruel and forces are at work to bring such a possibility to reality. Consider: a) Auto-Refracting Technology is pretty darn accurate. […]

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This Thanksgiving – Forewarned is Forearmed

This Thanksgiving, as we consider all of the wonderful people and experiences in our lives; as we sit around our dinner table and enjoy all the abundance for which we’ve worked so hard; and as we consider the less fortunate; I ask you to step back and take stock.  And I ask you to consider […]

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Optometrists to have new Employment Opportunity

In the November 6th issue of the Wall Street Journal, an article deep in the bowels of the newspaper caught my attention.  “Humana Brings Doctors In-House” revealed Humana’s move into providing not health insurance…but direct patient care.  Indeed, Humana is expected to bring over 2600 physicians under its umbrella.  This hybrid model is clearly on […]

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Leaving a Legacy

Here’s a story about one optometrist’s legacy. 40 years ago yesterday, I dialed an optometrist’s office for the first time to attempt to sell the practice eyewear “on approval.” I was 16.  At the time, I worked for Dr. Bill Lusk, an optometrist (who still practices in Oneonta, NY), for whom I was his yard-boy. […]

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Your Most Important Investment

As the CEO of my firm, I consider myself an investor.   Like any other business owner, I control balance sheet assets in the form of cash, equipment, facilities and inventory.   Like others, I also employ off-balance sheet assets in the form of my team.  My job as CEO is to invest my cash in the […]

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An Equation for Abundance

Over the past four decades, I’ve had the pleasure of interacting with many thousands of optometrists.  Perhaps uniquely so, my interactions have been almost exclusively focused on the business side of optometry and what makes my clients “tick.”  Rarely do I have a discussion about the science of the profession; mostly because I’m simply not […]

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Here’s to the Crazy Ones!

I don’t know Jessica.  I’ve never met her.  I may never meet her.  But I was inspired by her.  And, perhaps, you will be too. Jessica is the niece of Cleinman Performance Partners’ Vice President of Finance, Pamela Miller Sparaco.  Pam shared with me Jessica’s Valedictorian speech from this past weekend’s graduation ceremonies at Andrew […]

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A Penny Saved is….?

Ben Franklin is to blame.  His motto, “a penny saved is a penny earned” is likely the root cause behind the fact that so many optometrists fail to meet their potential.  I know this well, as way back in 1979 I and a partner founded the father of all national buying groups, Co-Optics of America.  […]

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Your Future is at Stake!

As I have communicated to my audiences over the past couple of years,  it is my strong belief that Private Optometry is at a crossroads.  It’s no longer business as usual.  Those who take bold action to build their respective brands and effectively communicate directly with their patients will be imminently successful.  Those that sit back […]

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Just Say No!

In a recent announcement, MetLife has said it is moving forward with a new vision plan product.  As you read this, note that their PR release talks about the value of vision plans to employers and employees; but what’s missing is the value of such plans to the providers without whom the plan cannot exist.  […]

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Do You Sell Value?

On a recent trip to Costa Rica, I came across two small boys at a shop near the cloud forests of Monteverde.   These very precocious and animated children came up to me with a warm greeting.  “Hello, Mr.”, one said  in perfect english holding an open wooden box.  “We will sell you three of these […]

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The Dealer and the Junkie

Back in the day, Vision Plan was developed as a methodology for selling the services of its owner, the profession of optometry.  Vision Plan acted as optometry’s agent; effectively owned and controlled by the profession itself.  Vision Plan represented an efficient institutional marketing effort; a sophisticated marketing tool utilized by otherwise unsophisticated marketers.  Reimbursements were reasonable and […]

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How to Eat an 800# Gorilla

I have often commented that most vision plan’s contractual requirement that providers extend a discount for all services, regardless of coverage, is both patently unfair and a brand-destroyer.  Well, apparently our friends in dentistry have seen the light.  Dentistry appears to have their act together on this issue and optometry can take a lesson from their […]

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Success in 2012 – Yours for the Action

 Over the past few years, I’ve traveled throughout North America presenting a workshop entitled “Secrets of High Performing Practices” at our Business of Eyecare Forum programs.  At the beginning of this workshop that explores the strategies behind success, I pull out a $100 bill and ask my audience; “who wants this?”   Invariably, I get a […]

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Read this Book!

My brother recently published his second book, Toys in the Attic.  Set on a dairy farm in upstate New York, this is a captivating story of a young woman who endures horrific parental abuse and rises above her life-changing experience to find success, both personally and professionally.  Full of emotion and with a variety of […]

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You Can Judge a Book by its Cover

In a recent study conducted by our firm of the members of Cleinman Performance Network, we identified that those practices that invest in marketing dramatically outperform those that do not.  While the detailed results of this survey are exclusively available to members of the Network, the bottom line is that the diference between the two groups, […]

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A Thanksgiving Message: Optometry…Take Back Your Brand!

Over the past week, VSP and the AOA have taken their differences over inclusion in Obamacare out of the conference room and into to the boxing ring.  The public action appears to have started when former VSP Chairman, Daniel Mannen, wrote in VSP’s newsletter describing how VSP is optometry’s salvation…to paraphrase, “without VSP and Vision Plans…you’d be […]

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On Building Teamwork and Accountability

In early September, Cleinman Performance Partners hosted a weekend event for those members of Cleinman Performance Network who were celebrating their ten year anniversary.  Some 30 individuals were treated to an immersion experience in our backyard, “America’s Village,”  Cooperstown, NY.   The event included VIP tours of the Baseball Hall of Fame; the New York State Historical […]

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Innovation is about Collaberation

Wise words about innovation.  If you’re not the one who makes the idea, be the one who makes the idea better. […]

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RIP Steve

Just last week I completed The Steve Jobs Way, the book by Jay Elliott about Jobs’ unique leadership style.  As a student of leadership…and a bit of a rogue myself, I was fascinated by Elliott’s descriptions of Jobs’ leadership style and some of this insider’s perspective of the Jobs/Apple phenomenon. Today, along with millions of […]

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A Different Perspective

All of us walk through life with certain preconceptions.  These “opinions based on inadequate information” are often a barrier to our ability to effectively lead and make decisions.  In our work as consultants, we’ve witnessed countless examples of bad decision-making based upon false information or misconceptions.   And, as a leader, I’m sometimes painfully reminded of […]

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VSP – Share the Wealth

VSP just announced that it was adding a second on-site clinic for one of its clients. VSP previously and quietly opened an on-site vision care clinic at a facility for Cisco Systems in the Silicon Valley over a year ago (see my post of 6/14).  The Cisco facility serves 17,000 Cisco employees. VSP is now working with BP […]

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Hit the Road Jack

We’re making our final plans for the new series of Business of Eyecare Forums. This one-day practice leadership university will visit 20 cities over the next year including Cleveland, Knoxville, San Diego, Denver, Modesto, Seattle and Albuquerque. Join us for this free experience in practice, people and technology leadership graciously underwritten by Hoya Vision Care. […]

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Earning Points

It’s not every day that one’s brother publishes a novel.  My youngest brother, David, has been writing for many, many years and finally published his first book last year…and his second is on the way.  If you enjoy fantasy, you may enjoy Principle Destiny.   Here’s a short review. http://youtu.be/E_Z0mXiTzLw http://www.principledestiny.com/   […]

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Beware the Warm Fuzzy

“There are only two products in this world.  Solutions to Problems and Warm Fuzzies.”  Author Unknown. In a recent letter to the editor in the AOA News, Kevin Katz, O.D., the president of the Texas Optometric Association laid his feelings on the line about a recent meeting VSP held with the TOA board. “The Texas […]

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What do you Sell?

I often tell my clients that “marketing is everything…our products, how we walk, how we talk, our facilities, our people…indeed everything we do.”  With entirely new channels of communication opening daily and marketing at the speed of thought, the job of marketer is changing rapidly.  The folks at McKinsey have provided a great read on how marketing has evolved to be our actual product.  […]

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Here Comes the Bride!

In a recent news release, VSP announced that they’re expanding their “affiliate program” begun with Costco last October.  The new agreement is with HVHC’s 545-unit Eye Care Centers of America retail group. Interesting! Eye Care Centers of America, which operates stores across 39 states plus the District of Columbia, includes retail brands EyeMasters, Visionworks, Vision […]

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The Habit that Grew and Grew and Grew

I don’t often write or even speak about politics.  My reticence likely stems from growing up with parents who owned a small-town grocery store.  We learned to never talk religion, politics or smack about anyone, as they were likely someones cousin.  But the current reality in Washington is scary and so I must add my […]

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Good Ol’ Yankee Ingenuity

I just had a most unusual/surprising call…from the New York Yankees.  Yep…me…the Yankees. Here’s the story.  My oldest son and I went to a Yankee’s game last Friday to watch the New Yorkers demolish Oakland.  Now, anyone that really knows me knows that it’s a rare day when I go to a sports event of any kind.  […]

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Throw away those Cellphones and Ipods!

FastCompany reports that Jawbone – the company that makes Bluetooth headsets and wireless speakers – has come up with a new product called Up, described as a “wearable band” that “is infused with sensors and smartphone connected, allowing you to track your eating, sleeping, and activity patterns … That data is then fed into a  […]

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Expanding Our Industry’s Horizons

It’s clear that patients have many alternatives today for vision care and eyewear.  Today, many ECPs feel threatened by the internet; and some members of the industry feel that it’s critical to rush to join the movement by providing an internet solution to the purchase of eyewear.  I think otherwise. The internet will serve to expand […]

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Daily Affirmation

Feeling a bit down? Life not going as you think it should?  Well, when little things bother you, or if you’re just looking for a little inspiration to share with your team, here’s a great little video that will help.  Whomever is raising Jessica is doing it right. Jessica’s Daily Affirmation […]

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You’re Kidding, Right?

A reader, who happens to visit many optometrist's offices, sent me a copy of VSP's Promotional Literature for their individual plan.  This is the plan where VSP goes directly to consumers and convinces them that they can buy eye care and eyewear at a discount.  The premiums for this plan are, of course, paid directly to VSP.  […]

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Some Questions for VSP Regarding their Cisco Vision Center

The banter about VSP's opening of a vision center on the Cisco campus in San Jose has been significant.  Announced on this blog on May 11th, the topic is hot enough for VSP to feel compelled to respond with various PR efforts, including releases to the press and a national "town hall" tour.  These efforts […]

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Hey, Help an Uncle Out!

My nephew, Jordan, is 15 and is a car nut.  He's a very bright young man with lots of entrepreneurial energy.  He's been writing a blog about high performance cars for some time.  I told him that I'd make him famous…so I need the help of my readers.  Please check out Jordan's blog.  It's full […]

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First Impressions Count!

The other day, I found myself in Marlborough, Massachusetts for one of our Business of Eyecare Forum events.  This program, a one-day practice leadership "university," is loaded with lessons on how to deliver a lasting and memorable patient/customer experience.  The event was held at the Best Western Plaza Hotel and Trade Center, apparently about the […]

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Is it in your Job Description?

I'm vacationing in one of my favorite areas, Rockport, Massachusetts.  This quintessential New England seaport village near Gloucester is like stepping back in time.  So I call a favorite Rockport restaurant (My Place by the Sea) to make reservations for this evening.  It's 11am.  Phone is answered.  I tell the guy that I want to […]

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What Words Should You Use?

In English, as with many other languages, the same word can mean many different things.  As just one example, the word "set" has over 450 meanings in the Oxford dictionary.  Words like run (396), go (368) and take (343) also have many, many meanings.  Likewise, subtle changes in our languaging of marketing messages can have a […]

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VSP Goes Retail – Kiss Eyewear Goodbye?

It appears that VSP, through it’s EyeFinity division, is now the owner of an optical dispensary inside of the Cisco Campus in San Jose, CA (competing directly with private practice optometrists).  As I’ve written in the past, the day when VSP “goes direct” with the sale of eyewear is here.  The document below describes a logical […]

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Milk for Twice the Price

During my lectures around the country, I often discuss the importance of branding and delivering value.  My audiences are often surprised when I describe that every consumer seeks luxury and that even to a homeless person, luxury is important…and might be defined as a clean pair of socks.  I talk about $40 a bottle water […]

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Study Supports VSP Increasing Reimbursements to Providers

The following was recently announced by VSP.  In addition to promoting the importance, and value, of a comprehensive eye health exam, one would hope that VSP would use this information to support an increase in reimbursements for the very providers who have delivered these incredible results.  After all, it’s not VSP that delivers the service, it’s […]

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Workin’ Nine to Five…NOT!

I grew up in a very historical little village in upstate New York.  My parents were the grocers in town.  They generally worked 777…that's 7am to 7pm seven days a week.  Their biggest income year would have placed their earnings at somewhere just north of $9 an hour in today’s dollars.  They toiled at their trade for […]

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Small is BIG!

Consider what's been important to you…the really amazing memories. If you're honest, the things you value most are NOT big, in terms of cost, effort or time. Sure, you like the big house, the nice car, the boats, the big trips…but you won't remember them tomorrow.  No, the important memories are likely very small…the handwritten […]

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Beware The Non-WoW!

Business is built by word of mouth ("wom") and the objective of every business is to create "ambassadors."  Ambassadors are those folks who run around the countryside (literally or in cyberspace) telling stories about the good (or bad) services that they receive.  I'm sure you know a few and you know how valuable they are.  In today's wired […]

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No One Can Compete with Memories

Why does our industry continue to destroy it's overall brand through discounting?  Why do ECPs, who can't possibly compete on price, even make the attempt?  In the absence of anything else, yes, price prevails.  But it's so easy to deliver something besides price!  One of the key messages that I deliver to my audiences as I […]

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A Thank You for Poor Service

The day started with heavy snow in upstate New York.  Although I allowed an extra 30 minutes to drive to Albany for my flight, because of horrible road conditions I arrive at USScareways 5 minutes late for check-in (still had 35 minutes before departure).  “Sorry, the flight’s closed out” I’m told by the disconnected and […]

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Success through Failure

Back in the mid 1980’s, I had the good fortune to visit 3M’s headquarters in St. Paul, Minnesota.  Sitting in the reception area, awaiting the start of my meeting, I noticed a large sign, containing the venerable firm’s Mission Statement.  While the totality of the statement is lost in my memory, I’ll never forget this […]

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The 800# Gorilla Strikes Again!

I share this with my readers simply as a reporter.  What follows is apparantly a letter from the American Optometric Society to their members, followed by press release on the same topic. I make no comment…what follows speaks for itself. ________________________________________ Last October, in order to bring accurate information to our members about VSP’s new relationship […]

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Is There a Fox in your Henhouse?

I first predicted this eventuality in June, 2009 (see post of June 19, 2009).  VSP announces below that they are reaching into your patient files and driving your patients to the internet…of course, all in the best interest of the private practice ECP.  When will VSP Providers wake up and smell the coffee?    ________________________ RANCHO CORDOVA, […]

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VSP Lobbies for its Life

VSP recently announced the appointment of what appears to be a chief lobbyist dedicated to convincing Congress that VSP and other stand-alone vision plans are good for the country.  In my opinion, VSP is good for only one thing…VSP.  The logical place for Vision Care Services is within our medical insurance system; not as a […]

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Ego…The Two-Edged Sword

Ego is the proverbial two-edged sword.  Can’t live with it; can’t live without it.  But if ever I’ve seen something get in the way of someone’s success, myself included, its failure to understand and manage our ego.  Ego is our inner voice; that voice in our head that speaks to us continually.  It’s our consciousness, […]

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Optometry – An Amazing Profession

Forty years ago, at the ripe age of fourteen, I took the step that was to open the door to my career.  As the yard-boy for an entrepreneurial optometrist, I was exposed to the profession at an early age.  My first job in the industry was at age sixteen, as a telephone sales person for a start-up […]

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A Perverse Look at Thanksgiving Wishes

      It’s that time of year again.  The time when the calendar tells us that we should take a moment to think about all those things, situations, forces and relationships for which we are thankful.   I thought I’d share a few from my long list:?   ?   […]

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Let Go of the Reins

Ever wonder what it would be like to come to the office each day and not have to worry?  Can you imagine being surrounded by a team that takes care of what needs to be taken care of; largely without your direction?  Do you wonder what it would be like if you didn't have to […]

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Everything will be OK!

My girlfriend has an amazing daughter who is currently in France as a Rotary Exchange Student.  She possesses intellect and maturity far older than her 17 years.  She writes a blog about her adventures in France.  The following post is one that I think you'll enjoy.  Think back to your 17th year and consider where you were and what's happened to […]

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Curiosity is the Key to Success

Show me a successful optometrist (or anyone else for that matter) and I’ll show you a professional student.  Certainly, Continuing Medical Education (CME) is a requirement of licensure.   But ask yourself this important question: what if CME was NOT a requirement of licensure?  Would you still invest the time and money?  And when you do […]

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Actions Speak Louder than Words!

VSP continues it's arrogance, this time with the announcement that it has launched a […]

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Let’s Make a Deal!

VSP Vision Care and Johnson & Johnson Vision Care’s Vistakon division recently announced that they are partnering to offer VSP […]

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I Can’t Get “You” Down the Street

As I travel around the country, presenting workshops at our Business of Eyecare Forum programs, I often speak about the importance of building your brand.  Your competitors all provide exams, frames, lenses and contacts.  What will set you apart is not any of these, but your unique patient experience.  Developing a logo and presenting an empty promise […]

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Rent from Alamo in Memphis…Jean get’s it.

I appreciate exceptional service.  As a frequent traveler, it is truly rare to come across someone who goes above and beyond […]

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Pack your bags, Jack…and don’t come back!

RADFORD, VA  […]

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It Starts with Values

Dr. Frank is 62.  He owns a practice with revenue in the millions.  He’s made investments in real estate and other businesses, many of which have gone bust; he […]

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The True Test of a Brand

I arrived this afternoon in Anaheim, California for a Business of Eyecare Forum being held tomorrow.   After a four hour flight from Chicago where I hosted a Cleinman Performance Network meeting this past weekend, I had but one thing on my mind.  A pilgrimage of sorts.  Upon arrival at my hotel, I checked in and dumped my bags in […]

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Lessons in Leadership from Four-legged Friends

I recently had the opportunity to spend a weekend with my youngest son, Joe.   Now Joe isn’t your average 25 year old […]

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When Ideas have Sex

No, this is not a risque adult-rated message but a powerful one about creativity and leadership.  Follow the link below and I think you'll come away with new understanding of the power of collaboration and renewed optimism of our future.  Sex and Ideas British author Matt Ridley knows one thing: Through history, the engine of human progress […]

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Travel is Necessary…Travel Agents are Not. Eye Exams are Necessary…

Two Interesting News Items.  Are these potential indicators of optometry's future? _______________________ MIT Researchers Develop Refractive Method Using CellphonesA team at MIT's Media Lab has come up with a quick, simple and inexpensive way to perform refractions using cellphones. The method, known as NETRA (Near-Eye Tool for Refractive Assessment), is especially suitable for remote, developing-world locations […]

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VSP Gets a BIG Tax Bill…Providers Continue to Pay

It appears that VSP has lost it's tax appeal and the U.S. Government (taxpayers) have won.  Sorry Providers…no reimbursement increases any time soon.  Not only does VSP have to pay off their $730 million Marchon acquisition, but now they've got a mmmmillion dollar tax bill.  Look for continued reimbursement squeeze. Opinion and Order […]

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A Wolf in Sheep’s Clothing?

A couple of headlines recently caught my attention: "VSP Vision Care will no longer provide in-network coverage for eyewear manufactured and/or distributed byAspex Eyewear." "Carl Zeiss Vision is canceling its lens distribution agreements with the prescription laboratory networks operated by its two biggest competitors,Essilor of America and Hoya Vision Care." In each of these cases, it appears […]

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Buy Your Own Darn Popcorn!

The Pharmaceutical Research and Manufacturers of America (PhRMA) represents the country’s leading pharmaceutical research and biotechnology companies.  PhRMA's members are "devoted to inventing medicines that allow patients to live longer, healthier, and more productive lives." Among other activities, PhRMA establishes guidelines for its member's participation and sponsorship of educational activities and other events at industry […]

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Enough is Enough!

Headline of an advertisement in an airline magazine: "If you received a text message advertising the Stephen King book "Cell" in January of 2006, you could get a $175 cash payment from a class action settlement." The advertisement went on to explain that the Plaintiffs claim that an unsolicited text message was sent on behalf […]

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I Can’t Find Good People

I hear this lament from optometrists and other professionals all the time.  My response is always…"you haven't looked hard enough."  Finding and recruiting good people is likely the single most important job of any leader.  Recruiting is a full-time, 24/7 endeavor in my opinion.  You must always be on the lookout for exceptional talent and, […]

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Are You Ready for Commoditization of Eyewear

In my March 31 post (British Columbia Paves Way for Internet Sales of Eyewear) I commented that British Columbia was about to enact a law that eliminates the need for an Rx to purchase eyewear.  This step, in my opinion, is taking the profession of optometry back to the stone age.  Here's an interesting letter that provides […]

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The Words We Use

I recently took a short vacation in San Francisco.  Needing some things, I visited a neighborhood Walgreens.  Upon checkout, the friendly clerk, Chris, said, "Your investment today is $31.43."  My response was "WOW" and I shook Chris' hand.  Was the use of the word "investment" her idea or some corporate policy of Walgreens, I asked.  Chris smiled and […]

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British Columbia Paves the Way for Internet Sales of Eyewear

Given all the talk about the sale of eyewear over the internet, this particular release compliments of our friends in Canada is particularly interesting.  What's next? B.C. MODERNIZES REGULATIONS FOR SALE OF EYEWEAR VICTORIA […]

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What Others Say About Obamacare and Eyecare

This from Vision Monday Industry Groups Hail Health-Care Reform Signing, See More Work AheadWASHINGTON, D.C. […]

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It’s an Emotional Connection

Greetings from Vision Expo and New York City where today I attended The Global Leadership Summit.  One presentation stood out from the crowd; a program presented by Marc Gobe on "emotional branding."    Designer, photographer, filmmaker, respected author and sought-after public speaker Marc Gob […]

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Management by Walking Around

Recently, our firm has experienced some significant growth, the result of making important strategic decisions early last year (yep, right in the middle of the recession).  With growth comes challenges for both leaders and staff.  Systems break down.  People show their weaknesses.  Structural challenges arise.  As I was thinking about what we we're experiencing, I exposed one of […]

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The New Communications Landscape

Many of my clients have turned to Facebook, MySpace and other websites to promote their practices and improve their communications with patients.  There's so much going on in this area that it's very difficult to ascertain whether these sites are the future or a fad.  Perhaps, Queen's "Bohemian Rhapsody" expresses the many questions that arise from this […]

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The Art of Recruiting

During our recent Cleinman Performance Network meetings, I’ve shared the importance of investing in your team and that these are opportune times to recruit.    Often, I hear frustration about the recruiting process that’s expressed as:   […]

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10,000 Hours to Success

In his recent book, Outliers, author Malcolm Gladwell (The Tipping Point, Blink) takes an interesting and unique approach to the study of success.  Gladwell’s premise, which he supports with deep fact, is that success has little to do with raw ambition or intelligence, but that the story of success is much more complex. As just […]

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Seeing The Potential Impact of Vision Plans Through New Eyes

    The following letter was sent to the members of the Ontario (Canada) Association of Optometrists as its members contemplate the potential for the entry of vision plans in Canada.  I think you'll find it interesting to read about how others see the impact.   __________________________________________   In an environment of de-listed optometric services, […]

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VOODOO ECONOMICS REVISITED

Please read this press release, then my comments that follow: VSP Global Launches Loyalty ProgramRANCHO CORDOVA, Calif. […]

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Go Ahead and Fail!

I recently had my office painted.   As I reassembled my […]

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Are You Juggling Elephants?

Do you feel like the proverbial circus plate spinner?  Are you running from one plate to another, franticly transferring energy to projects, ideas, problems, situations, patients, charts, phone calls, vendors, spouses, kids, community, exercise and the like?  Do you feel pressure to keep those plates spinning, spinning, spinning?  Do you finish each day, collapsed in […]

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Your Role…Revisited

I recently had lunch with my two Vice Presidents and asked them an important question; one that I ask myself and others every year.  "What's my role?", I asked.  "What do you and the team need of me?"  "What do our clients need from me?" You might think this a case of the obvious, especially in a […]

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Welcome a New Decade

As we enter this new decade and leave the […]

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It’s Not About the Wii!

'tis the season for giving. It's not about the Wii…but about the we. During this holiday, let's not forget those of our neighbors less fortunate. One of our societal challenges is that we have left taking care of the less fortunate; and lots of other things; to government. Government is simply not as effective on many […]

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Health Care Reform…Who’s Kidding Whom?

I have often said that I follow the "Fiddler on the Roof" philosophy of politics; "may god bless them and keep them all far away from me." It's one reason that I live in very rural America; I figure when it all ends, I can still grow my own food, heat my house with the abundant wood […]

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Gift Ideas for the Holidays

I've observed, over the years, that there are basically three types of individuals on this planet.  At the extremes, perhaps five percent of the populace, are the "takers" and "givers."  You know them.  The givers are those who, at virtually every turn, are providing services to others without fanfare.  They're the folks who automatically stuff their change […]

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One Man’s Trash is Another’s Treasure

Having just completed a major building project, one during which I cringed at the waste involved, this story passed to me by a reader really resonated.  There's an important message here on many fronts…how much do we waste at the office?  At home?  A great message.  Enjoy! Social Engineering with Trash […]

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Making Customer Service Fun

My airline of choice is Southwest Airlines.  Now, I know, many of you may gasp and wonder about my sanity; others will clearly understand (either that it makes sense that SWA is my airline of choice or that I am insane).  The reason for my choice is simple.  Unlike any other airline, the employees of […]

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The Global Economy – Simplified

My friend, former partner, and mentor Tom Schinkel is one smart guy (See June 8, 2009 post).  Tom was my partner and co-founder of Co-Optics of America, the first national buying group, back in 1979.  It was his insight into the forces at work within the optical industry that became the foundation of our business […]

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Why be Thankful?

This is a special time of year, an opportunity for us to consider our lives; and the lives of others.  It's one of those holidays where I tend to wax a bit more towards the philosophical side of my psyche.  I'll apologize up front for that now…but after all it's my blog:) As I've considered this past […]

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The Slow Drift From Great to Good

A client and friend forwarded this wonderful article to me written by Doug Fleener.  I'm sharing it with you with permission of the author.  I wish I'd written it.  Enjoy!   ___________________________ I love a GREAT cup of coffee. For years I began every day by grinding freshly roasted beans to make a rich and full-bodied cup of morning […]

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Back to the Future – Goodbye to Money

I think you'll find this short article from TIME Magazine from May 12, 1961 to be fascinating.  Enjoy the read. _____________ What computers can already do makes any prophecy of future potentialities difficult: it is hard to top the fantastic. But Dr. Simon Ramo, executive vice president of the booming electronics firm of Thompson Ramo […]

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Leaders are Never Done!

A member resigned the other day.  It happens.  Sometimes it’s for a good reason; more often it adds up, in my opinion, to a dose of […]

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Take a VSP Vacation…You Deserve It!

Just heard from a doctor who viewed the video link to the  VSP employee […]

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VSP’s Fight For Your Reimbursement Increases Causing Employee Stress

Thanks to a loyal reader for submitting this video (see comments). Apparantly, VSP employees, who have one of the best benefit packages in the world (for example: 15% 401k Contribution…twice that of IBM), have been fighting for Provider fee increases.  Yep…it's hand to hand combat out there as they attempt to obtain reimbursement increases for […]

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At What Stage is VSP?

Recent articles in the eyecare press have reported that the American Optometric Association (AOA) ruffled the feathers of VSP and the National Association of Vision Care Plans by suggesting to a senator instrumental in the currrent health care reform debate that stand-alone vision plans are aiming to "turn back the clock by continuing to segment vision from eye health," and […]

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A Message for our Children…and Ourselves

This great message was passed on to me by a friend…and I share it with all of mine here.  Enjoy…Al Cleinman A Parent’s Letterto My Children in SchoolWritten by Jeff Thredgold, CSP, President, Thredgold Economic Associates To my children and grandchildren […]

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Norm and Bo…You had me at Hello!

I just bought Norm Brodsky's and Bo Burlingame's new book, The Knack…How Street-Smart Entrepreneurs Learn to Handle Whatever Comes Up.  Having met these two wonderful authors in a serendipitous way(see my post of May 3, 2008), I was excited to dig into their latest offering.  It took me all the way to the middle of page […]

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The National Association of (Feed Off Optometry) Vision Care Plans

Below you'll find a link to the National Association of Vision Care Plans.  http://www.navcp.org/ This organization represents those companies (except VSP) who wholesale your services.  Understand them.  Read their letter regarding Obamacare.  While they promote "equal access for optometry" are they not wolves in sheep's clothing?  As the saying goes; "keep your friends close and your enemies […]

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There are only two kinds of employees…only two!

I wish that I could lay claim to this piece, as it's very good.  It was passed along to me and I don't know the original author…thanks for the contribution. YOU SHOULD ONLY HIRE TWO KINDS OF PEOPLE! In his new book Zero to Sixty, Bob Franquiz writes that he thinks you should hire only […]

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VSP and Other Vision Plans Fight for Their Life

Here's an interesting video about the impact of Obamacare on Vision Plans.  If you read between the lines, what VSP is saying is that Vision Benefits will (and likely should, in my opinion) find their way to medical plans and away from specialized plans.  Every provider knows that the fact that vision plans are NOT […]

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Goal: The Imperfect Team

I enjoy passionate debate and foster it within my organization.  I believe, and history has proven me right, that often the breakthrough idea; the elusive solution; the missing piece in a process comes as the result of going down the road less traveled.  While civility is the rule in any interaction, I believe that it's […]

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Messages for our Times

It is not the strongest of the species that survives, nor the mostintelligent, but the most responsive to change. -Charles Darwin   Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will […]

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Deliver the Unexpected and Expect Success

  Excerpt from: The Simple Truths of Service, by Ken Blanchard and Barbara Glanz Great Service is a Choice No one can make you serve customers well. That's because great service is a choice. Years ago, my friend, Harvey Mackay, told me a wonderful story about a cab driver that proved this point. He was […]

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Doctors Say “I Quit”

  How sad it is that the present state of medicine is forcing doctors to hang up their stethoscopes to take less stressful and more economically viable jobs.  The article below is an excellent review of our current state of affairs.  While I don’t have stats (yet), medicine is fast landing in the same soup […]

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How Do They Do It?

This coming Saturday, September 12, Cleinman Performance Partners will deliver a unique and uplifting experience for eyecare professionals and their teams in San Diego.  The Business of Eyecare Forumwill be held at the Hyatt Regency in La Jolla.  This one-day "business improvement university" is focused on providing attendees with strategic and operational insight gleaned from North […]

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New Association Formed to Promote Eye Health Awareness

The Healthy Eyes for Life Foundation was born into reality on August 21.   A tangible outcome of the Eye Health Summit held in July in Chicago, this new organization has been charged with a substantial task…and opportunity.  The organization's mission is to increase the public's awareness about the importance of eye health through a nationwide messaging campaign that directs people […]

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Compatible Health Care; the Science of Information and Energy

Some call it alternative medicine.  A friend of mine calls it compatible medicine.  I, for one, have had a long term philosophical connection to the power of the mind as it relates to health and wellness.  My recent brush with my own mortality only has enhanced my beliefs that we have far more control over our […]

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The Empty Moments

As I've previously written, on August 4th I had a t […]

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How American Healthcare Killed My Father

While the bureaucrats debate how to "fix" our heathcare system, the attached article provides some very interesting insight into what's wrong and what the "fix" might be.  Enjoy! Download Howamericanhealthcarekilledmyfather. […]

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Business Lessons From Robert Frost

TWO roads diverged in a yellow wood, And sorry I could not travel both And be one traveler, long I stood And looked down one as far as I could To where it bent in the undergrowth; Then took the other, as just as fair, And having perhaps the better claim, Because it was grassy […]

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Look Both Ways Before Crossing

Well, the reality is that I did.  Sorry for the delay in posts.  On Tuesday morning, August 4th, I was struck by a car while in a crosswalk near my office.  First…I'm OK.  Apparantly, I did a flip and landed on the hood of the car, then proceded to slither to the pavement.  The good […]

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A Consumer’s Perspective on Vision Insurance and Optomap

I came across the following post by a fellow blogger.  This gives an interesting and balanced perspective on the perceived benefits of Optomap while reiterating the danger of sales exaggerations and scare tactics.  It also speaks to the overall expectations of insureds.  Enjoy! http://www.overclockeddrama.com/2009/07/28/consider-it-a-health-investment/ […]

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What Do GenXers Want?

I recently read this interesting article in the Albany Times Union. A WORKING LIFE GUIDED BY JUST THREE LETTERS   "What the hell am I doing?" It's something we all have asked about our careers at least once — or once a week. I quit every few hours, every day, for the first few years […]

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Honing a Message for Improved Eye Health

It's a travesty that consumers spend 50% more on shoes than they do on their eyes.  Shoes are…well, shoes…important but not necessary…at least not always.  But our eyes and vision system affects all that we do.  In addition to the obvious, eyecare impacts such diverse areas of our lives as vehicular accidents; sports performance; behavior; […]

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10 Things You Don’t Tell Your Patients

My fellow bloggers at the Optical Vision Site first broke this story, but it bears passing on.  Written by Smart Money Magazine, here's an interesting consumer's perspective on eyecare. 10 Things Eye Doctors Won't Tell You Now, before you blame Smart Money forproducing an inaccurate article about our business, take a look in the mirror.  Are […]

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Kiss “Fee-for-Service” Goodbye

A Massachusetts state commission recently focused attention on health care cost containment and has issued a comprehensive report (see below).  Their recommendation, which is coming from other fronts around the land: do away with paying docs and hospitals for procedures and pay with global payments to take care of a specific population (sounds like capitation to me). The […]

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VSP Reduces Provider Reimbursements to Support Employee Lunches

I have a client who once told me that he never drove his Porsche in his own community.  His reasoning?  He didn't want his patients to get the impression that he was getting rich serving them.  While that's a pretty conservative approach, it was likely the right approach given my client's visibility in his mid-western community.  In any event, he simply didn't […]

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The Times They Are a Changin’

The world is changing…fast.  It's also shrinking…fast.  Perhaps you've already seen the attached video, but it bears another view.  This time, when you view this amazing presentation, consider the implications on you and your business.  http://www.youtube.com/watch?v=cL9Wu2kWwSY Does this mean that an eye exam will be obtained at a kiosk in the mall (already happening…the technology […]

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The Great Al Gallodoro…Revisited

On June 20th, the man whom Jimmy Dorsey called "the greatest sax player who ever lived" would have been 96.  Al Gallodoro passed away in October, 2008 at age 95, less than 10 days from his last gig.  He was a professional musician for over 80 years and an inspiration to anyone who ever crossed his path.  […]

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Declaration of Independence

On this, the anniversary of our country's birth, I took a few moments to actually read the Declaration of Independence.  It's a fascinating document and well worth taking 10 minutes to study.  I share it with you here. Download Declaration of Independence 233 years ago, our forefathers took an action that changed our world.  It was a […]

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The Sixth Sense…Operating with Total Transparency

I recently wrote about doctor rating sites and their potential impact on your practice and our industry (see post of June 25).  Well, the following amazing presentation by MIT professor Patti Maes takes the potential for doctor rating to an entirely new level.  Imagine a patient having immediate access to ratings on both you and your entire […]

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A Case For Managing Doctor Rating Sites and the Patient Experience

Angie's List, RateMDs.com, Aetna Navigator and scores of other sites now rate doctors or, as is the case of Aetna, actually publish doctor's fee schedules.  What impact will these sites have on your practice?  Can you hope to have any control over what's said about you and your brand? It is clear that these sites will flourish, over time.  Angies List […]

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Economic Stimuli in the Real World!

For the past couple of weeks, I spent some time at the beach near Rockport, Massachusetts, one of my favorite places on earth.  I rented a cute little beach house, within a stones throw of the surf.  While the weather didn't much cooperate, the mostly continual rain provided me with a great opportunity for some much needed solitude […]

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VSP Moves to Mail Order Eyewear – Providers are Out, Out, Out!

Dateline:  Sometime in the not too distant future:   In an effort to continue it's growth against competition from the likes of Highmark and EyeMed, and to further reduce employer costs for eyecare/eyewear plans, VSP announced that it was going "direct to consumer" with the sale and delivery of eyewear.  "We now control over 50 million patients (that's 1 in […]

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Creating Demand

This great article was passed to me by a colleague.  It contains an important message for all entrepreneurs and business owners.  Enjoy!  _____________________________________________ Last week I did something I hadn’t tried since college. Now while that may sound like a particularly dangerous statement, it only proves that you don’t know what I did either last week or […]

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Providers – Send a Thank You to VSP

In a recent press release, VSP proudly announced that the "individual vision plan" they launched two years ago has now gained more than 25,000 members; that's about one patient for every VSP provider.  The release went on to say that, according a recent survey, 16 percent of respondents "invested in individual vision care benefits due to unemployment […]

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Trumping Low Prices

I recently came across this interesting article by Michael Bergdahl, former Director of People for Walmart.  While written about competition in the grocery industry, there is much applicable to eyecare.  Download Great_Service_Trumps_Low_Prices Enjoy his insights. Al Cleinman […]

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Who are Your “Individuals of Impact”?

From time to time, we all come into contact with individuals who really change our world.  I don’t mean something small, I mean BIG TIME!   We may not be aware of it at the time, but if you think about where you are now, and you’re honest with yourself, you’ll invoke memories of individuals whose […]

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Living “Lights On!”

From time to time, people ask me "Al, how do you do it…how are you always so energetic and enthusiastic?" Well, the simple answer is that I've made my life…my life.  For me, that means focusing on the positive vs. wallowing in the negative.  For me, that means staying true to my grand vision for myself and a […]

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Advancing Opticianry as a Strategic Competetive Action

It’s clear that advancing the medical model has been critical to the success of private practice optometry over the past decade. Yet this is not the only opportunity before the profession.  There’s another trend, which, in my opinion, is of equal importance and presents equal opportunity.  That trend might best be described as […]

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Thanks for Believing in Me!

I remember it like it was yesterday.  I can see it in my mind’s eye.  I replay the event periodically; the memory always brings with it the warmest of feelings.  For most of you, your similar experience is likely lost in the fog of time.  But for this author, that single action which occurred over […]

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The Road Less Traveled

Greetings from New Orleans, where I just finished the first leg of a +/-2000 mile "walk-about" from Dallas to New York.  Several times a year, I make it a point to get out of the airplane and take a closer look at the world in which I live.  In this case, together with my 26 year young […]

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VSP Study Supports Significant Increase in Provider Reimbursements

In a recent press release, VSP announced the results of a study that indicates that annual eye exams save companies nearly $3 billion each year.  That's great and very logical.  And I trust that VSP will be making the study available to all it's Providers for use in their individual marketing efforts. These results certainly appear to be very compelling […]

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And You Think You’ve Got It Bad!

Just as VSP puts more of a squeeze on your margins, I receive this link from a client.  Kinda puts things into perspective. http://www.maniacworld.com/are-you-going-to-finish-strong.html Enjoy…and don't ever feel sorry for yourself. […]

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VSP – The Rabbi and the Beggar

In a recent letter to VSP providers, VSP says: a) It's a competitive market (duh!) b) They've lost some business to "retail friendly plans" (read EyeMed) c) To compete, they're dictating some changesin reimbursements (ie: you're going to suffer) VSP's solution is to increase the discount on 2nd pair sales for eyewear purchases on the same day as an exam from […]

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Turn Off Your TV and Read a Good Book!

We are more and more becoming a society that blows in the wind of the media.  How sad. While I certainly don't want to discount that sickness and death are a serious thing, this Swine Flu (oops…sorry Pork Institute…I mean H1N1 flu) mayhem appears to be a PR event underwritten by the folks who sell […]

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Thank You!

One year ago today I started this blog.  My purpose was to provide my readers with observations and opinion arising from what many have told me is a unique perspective…working closely with hundreds of high-performing optometry leaders throughout North America for the past twenty years.  Indeed, this month is the 20th anniversary of Cleinman Performance Partners.  Today, a year […]

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VSP’s Provider Network to Include Chains and Private Opticians?

A fellow blogger sent me the following question:   What do you hear about VSP opening up their plans to chains and other "types" of practices who they previously didn't offer the ability to be a provider for their insurance? I hear they are still not going to allow an independent optician to be part […]

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Recession…what recession

I'm in Dallas, attending one of our monthly Cleinman Performance Network meetings.  During each of our immersion weekends, our members work diligently to address their business issues and identify resolution.  They participate in unique learning activities designed to help them reach their desired goals.  They collect scores of great ideas from the cumulative knowledge and […]

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Do Brands Matter?

I'm frequently asked about the importance of branding for professional practices.  Does a "brand" matter?"  What is a brand?  Should we operate under our last name as in Dr. Thomas Jones?  Or should we operate under a trade name like Advanced Family Vision Care?  Often, I believe that the term "brand" is confused with "logo" or […]

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Selling Multiple Pair Eyewear – The Strategic Way

   We’re all leaders; both in our families and our respective enterprises, but also of an industry. Our families, staff, patients and colleagues look to us for guidance, both directly and surreptitiously.  The words we use and the actions that we take play a significant role in our success; both individually and as an industry.  […]

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Dillards Department Store and the Cleinman “WOW” Award

This past Monday, while visiting my brother, I purchased a new suitcase at the Dillards in Mesa, Arizona.  While I call upstate NY home, it's not unusual for me to do my shopping on the road…after all, it's where I spend the majority of my time and the pickins are slim where I live.  As you can imagine, with my travel schedule, […]

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Some Thoughts on The Art of Recruiting

During our recent Cleinman Performance Network meetings, I’ve shared the importance of investing in your team and that these are opportune times to recruit.  Often, I hear frustration about the recruiting process that’s expressed as: […]

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Growing the Eye Care Pie…Great Idea???

At the recent Global Leadership Conference, "we need to grow the pie" was a common theme that emerged from many of the speakers.  On the one hand, I chuckled because this is something I've been saying for many years (and, through our work at Cleinman Performance Partners, accomplishing).  On the other hand, I'm pleased that there […]

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Determining the Recession’s Bottom and Being Opportunistic

Jeff Johnson is a very interesting optometrist.  He doesn't see patients.  He doesn't teach optometry.  He's not even in the profession.  No, for the past six years this very bright man has been a Senior Research Analyst for Robert W. Baird and Company, a leading wealth management and private equity firm with client assets of […]

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Happy Hannah and The Power of Facebook

As is typical for me, I was on a flight yesterday; this one from Dallas to Washington.  As I got off the plane, I noticed an Ipod in the seatpocket, obviously left by a passenger landing at DFW sometime that day.  Luckily, there was a name engraved on the Ipod…we'll call the owner Hannah O'Reilly.  Remembering […]

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An Rx for Insurance Costs

Why has the cost of health care risen so dramatically in our country?  Why is it that our health care system is ranked only 37th in the world (just above Slovenia and below Costa Rica)?  Why is it that our heath care costs are the highest in the world?  It’s this author’s opinion that our […]

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Wal-Mart Slashes Prices on Contacts and Children’s Eyewear

This from Vision Monday: Wal-Mart Launches New Programs to Boost Value for Contact Lenses and Children’s EyewearBENTONVILLE, Ark. […]

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Ophthalmic Medical Technicians – New Classification

This just published by Ophthalmology Times is important information for those of you who recognize people as your most critical asset and invest in your team's career development…which should be everyone. ___________________ St. Paul, MN […]

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Recession = Opportunity

Certainly, there's a recessionn going on.  But my perspective is that this recession, like all before it, spells "opportunity."  And you're reading about that opportunity almost daily as major and minor companies alike go through downsizing.  In the face of all this bad news, it's my belief that many companies use this backdrop to take actions that they might think twice […]

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Managed Care Math

Here's an interesting depiction that might explain the ongoing struggle over profit margins in the managed care environment.  Perhaps, what ECPs are faced with, is a misunderstanding over basic math. Download Managed Care Math […]

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America’s Economic Problem is Simply Explained

There's much that's been written to explain our current crisis and it's root cause.  While the pundits dialogue about derivitives and sub-prime mortgages; and Washington wrestles over whether our grandchildren need a $1trillion…$2trillion…or $3trillion haircut (plus interest), I think I've figured out what's caused our problems. It's really pretty simple.  Ever wonder why your bank sends […]

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Our Crisis of Credit – Defined

Want to know how our current economic crisis came about, follow this link to a very interesting video that explains it all.  http://lifehacker.com/5157548/remains-of-the-day […]

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Our Government at Work???

I was contemplating our country's current financial situation and our government's attempt to figure out a solution.  It reminded me of some poetry that I wrote a decade ago.  Perhaps you'll see the connection and humor…perhaps not.      The Economics of Firewood It started with three deadwood trees, to pros I had to turn; Twelve hundred […]

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And The Answer Is….

Hand-written sign spotted on employee bulletin board at a Home Depot: THE RIGHT ANSWER IS "YES."  "NO" REQUIRES MANAGEMENT APPROVAL. Whomever posted this sign wins the Al Cleinman customer service award.  While I doubt that it's made it into the corporate training manual at Home Depot, the walk of 1000 miles begins with a hand-written […]

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SIGN UP NOW FOR MORE MANAGED CARE…MILLIONS OF LIVES ARE YOURS FOR THE ASKING.

According to an industry release, a new managed vision care company, ExcelVision, is opening its doors and will be soon recruiting providers.  The firm’s claim to fame is that they are opening the doors to all three O’s (now that's interesting) and […]

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This is NOT 1929 Revisited!

It's easy to get caught up in the doom and gloom promulgated by the press.  While certainly we are operating in unprecidented times, it's important to place things in perspective.  I came across this chart which may help you understand where we really are.  There's no doubt that this mess will be with us for a long […]

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A Conversation with VSP’s Chief Financial Officer…and some observations.

I came across this interview of VSP’s CFO.  It’s interesting reading and provides some insight into the thinking of your largest customer (for those readers who are private practice optometrists).  Some observations: a) It’s interesting to note that VSP describes themselves as a “provider.”  Funny, I thought they were an insurance company.  Not once did […]

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Jack be Nimble!

The numbers are in.  While the U.S. eyecare market contracted a bit in 2008, down a "mere" $500 million, the market share of the independent actually increased.  Congratulations!   But the key question is "why?"  In an environment where chains of all kinds are consuming the independent (clothing, restaurants, technology, etc), why is it that the independent optometrist is […]

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It’s All About The Experience…and the Devil’s in the Details!

I pulled the following from a consumer's blog, apparantly written by someone in a major city.  I think you'll find this guy's observations interesting.  When you begin to think that the key to success is what you do in the exam room…think again.  Like any chef knows, good food will never overcome poor service.  As you read […]

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Getting Rid of BOGO (and other brandkilling promotions).

You've listened to me rant about how discounting is killing our industry's value in the minds of consumers.  Indeed, the vast majority of optical and eyecare advertising is, in a word…BORING! A friend of mine (who's name I'll not use out of respect for him) shared this interesting piece of eyecare advertising from Thailand.  One thing's […]

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Leadership is Often Messy…and That’s OK!

In his latest book, Tribes, author Seth Godin offers a unique perspective on leadership.  His view is that leadership is an art…something to be practiced.  Indeed, he says (and I paraphrase), "you can look up leadership tactics in a book but the art of leadership is something that has to be practiced." This makes infinite […]

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VSP’s Court Case – Revisited

By now, you’re aware that the Supreme Court turned down VSP’s request to hear their appeal about the revocation of their non-profit status by the IRS.  What follows is a great assessment of the crux of this case and, although written before the case was rejected, provides some good insight into the issue.  The next […]

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What’s it take to be a Top 100 Employer?

Alcon, the world's largest eyecare company, was recently honored by Fortune Magazine as one of the Top 100 Companies to Work For; indeed they finished 74th and have been on the list for eleven consecutive years.  Congratulations! Noticeably absent from the list was VSP.  They finished #53 on FORTUNE magazine's 2008 list and had previous rankings of #45 in 2000, […]

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VSP Is Paid to Market Your Practice…and This is the Result.

I came across this blog entry by a consumer.  While it's just one person's opinion, it does make one wonder what VSP is doing with all the money that providers are paying them to market their practices.  Perhaps VSP should redirect some of it's energy towards marketing it's provider network to the actual consumer. _______________________________ […]

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Returning from Vacation to News about VSP

I'm writing from San Jose, Costa Rica.  I've been on a bit of a "walk-about" for the past week, recharging the battaries and enjoying the wilds of this wonderful country.  While I was gone, news arrived that VSP's Non-Profit Tax Exemption case will not be heard before the Supreme Court.  The case is now DOA. What […]

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Should VSP Retain Non-Profit…Tax Free…Status?

The following post on another blog is typical of the PR effort that VSP appears to be making.  I suggest that it's a PR effort because, of the dozen or so that I've read like this, they all seem to be saying the same thing and using the same words.  It appears to me that this […]

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Time to Take Stock…and a Thank You

As we begin the New Year, I encourage my team to invest some time to […]

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Travel Costs, Dolly’s Trip to Arizona, and a Marketing Lesson

While some prognosticators are suggesting that folks are less likely to travel because of high costs, we're actually seeing the reverse.  Indeed, with well planned travel, we're seeing some of the lowest rates in years.  While airline costs did surge this past summer to some hefty levels, they've recently dropped like the proverbial rock.  We have little trouble finding […]

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Some Strategic Thoughts on Vision Care Plans and Health Insurance

Like most Americans, I own a car.   I pay for insurance to protect myself from the economic risk associated with an accident, theft, fire, etc.   Were I to have the misfortune of such an event, my insurance would cover various costs beyond that of my deductible.  I have the largest deductible available as I figured […]

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On Driving in the Passing Lane

Imagine this.  It’s probably happened to you scores of times, as it just recently happened to me. You’re driving on the expressway, tooling along with your cruise control set at 74mph (the maximum “safe from a ticket” speed).  You pull up on a driver in the left lane.  He’s going 60mph…well below the speed limit…riding along comfortably next […]

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A Thanksgiving Message

OK, so your portfolio has shrunk by 40%, unemployment is jumping and you’re concerned about the future.  Its times like this that keep me grounded.  And for my Thanksgiving message, I thought I’d share with you a poem that I wrote some ten years ago, during a particularly depressing time for me.    Yes, this was […]

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A Consumer’s Perspective on Eyecare and VSP

I pulled the following off a consumer’s blog.  It provides an interesting consumer’s perspective on what they value from their VSP (or any plan) benefits.  Further, as you’ll note, it’s interesting that this consumer doesn’t appear to have a clue as to the services that optometrists provide and why.  Indeed, you’ll find an optician mentioned…and an ophthalmologist mentioned…but […]

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The Power of Power

–          Several weeks ago, a client in the southwest called me to thank me for our comments about VSP and informed me that his Marchon rep made some negative comments about the services that our firm provides.   I’ve never met this rep…but I bet I've made this rep money.   –          Just the other day, a […]

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Wiring for Tomorrow…Today!

According to our Cleinman Performance Partners’ December 2007 study, about 22% of our clients are operating with Electronic Medical Records.  Our guess is that that number is growing, and that that our clients represent a penetration level higher than that of the national average.    In our opinion, going EMR isn’t a choice […]

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You Get What You Pay For

So I'm in the Big Apple (that's New York City to those west of the Hudson River) last week and got the bright idea that I'd attend the Knicks season opener.  I'd never been to a professional basketball game and didn't have a ticket, so my only chance was the scalpers.  After inquiring to three different somewhat seedy looking dudes […]

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Customer Service Hazards in a Wired World

This is a story about customer service; the danger of […]

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An Interesting Perspective on Competition

As you read the following post borrowed from Slate.com, switch out Starbucks for Lenscrafters, Pearle and even WalMart and think of the eyecare market.  Do saavy private practice owners really have anything to fear from the national retailers? Have you adapted?  Is the competition good for independents? Who/What do you fear?  Agree?  Disagree?  Please post your comments. […]

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Watches vs. Eyewear

From time to time I devour the Sunday NY Times, usually on a flight to or from somewhere.  Sometimes I even buy one at home, on that rare occasion when I'm home on the weekend.  Where I live, the purchase involves a whopping $6 investment.  Yep, $6 for a bloody newspaper!  That's the bad news.  […]

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VSP Financial Statements – Perhaps You Should Apply For a Job?

Attached you'll find a copy of VSP's quarterly financial statements for the period ending 6/30/08.  Enjoy the read.  Download vsp_063008_financial_statement.pdf Don't gulp when you read about their benefit package or the $270 million in cash.  Perhaps you should apply for a job.  But then again, most of America's private practice optometrists appear to work for […]

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Never Give Up!

It’s a very sad time for me and many thousands of music lovers.  I just returned from Vision Expo to learn of the passing of one of my life’s inspirations, the great musician, Dr. Al Gallodoro As I have previously noted in this forum, I have been fortunate to have known a number of truly […]

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Some Thoughts on Innovation from Vision Expo

I recently read an article about Kodak that describes how the Company is using its expertise to help American business reduce the $250 billion lost annually to counterfeiting.  This venerable institution, founded in 1878, came upon some hard times as its original product category, film, was made virtually obsolete by digital technology.  The Company’s stock […]

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This VSP Non-Profit Status Issue is a BIG one!

This VSP Tax Exempt issue may be the beginning of something big…or…??? Tax Status of Non-Profit HMO Before Supreme Court A major shakeout in the $1 trillion non-profit healthcare industry may not be far off. Fortune writer Roger Parloff reports that an HMO called Vision Service Plan has asked the Supreme Court to review an […]

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Some Thoughts For VSP and our Industry to Consider

Where are we and where are we headed? OK […]

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Thank You, Art!

  All of us have encountered people who have touched our lives in profound ways.  I am one of those lucky individuals who have been touched by many.  For these friendships, and sometimes chance encounters, I am truly blessed.   I’ve told this story many times and it bears repeating here for reasons that will become […]

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Seduced? The Paradox of VSP (Managed Care)

Jim is an O.D. with a challenge.  He's faced with a signficant decision about the future of his practice.  Take a look at the attached file and present your opinion with a comment.  Thanks for your participation. Download provider_vsp_analysis.doc […]

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I’ll Bet She Doesn’t Order “just what the plan provides.”

thanks to Sarah Palin — for now […]

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Leadership…The Cause of Ethical Dilemmas??? The Other Side of the Story

I spotted this article, which may be one of the reasons that my barrista was skimming…perhaps she feels skimmed?  Behind many actions you'll find leadership gone astray. Barrista says Starbucks Skimmed Tips Former worker files class-action lawsuit By Jonathan Saltzman Globe Staff / March 26, 2008 Starbucks may say on its website that it is […]

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An Ethical Dilemma???

So I'm on a bit of a "walk-about" yesterday in the great state of Illinois, visiting some clients.  I stopped off at a Starbucks for my morning fix (decaf…you don't want to see me on caffeine).  As I'm standing in line, I hear the cashier say to the next customer…as he's attempting to pay for […]

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Don’t get me wrong…VSP is an amazing business model…but!

From a pure business perspective, VSP is a genius company and the acquisition of Marchon makes all the sense in the world.  The purchase allows them to compete with Luxottica head-to-head.  What other company in any industry has a captive relationship with 55 million consumers (1 in 6 Americans) who are "forced" to purchase their products and […]

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A Conversation about VSP’s Acquisition of Marchon

So, I'm having a conversation with myself last night about this 800# Gorilla thing.  I share some of our discussion below.  No, I'm not schizophrenic…but I do have these voices in my head from time to time. Perhaps you'll join in on the conversation and post comments back.  Let's get a dialogue going. This is a BIG issue with no […]

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More on the 800# Gorilla’s biggest breakfast ever – The Purchase of Marchon

OK…I'd love your comments/observations and prognostications on this important strategic action by VSP.  What are the implications? VSP’s Lynch, Marchon’s Berg Define New 'Integrated Platform' as Result of AcquisitionNEW YORK […]

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You heard it here first….The 800# Gorilla gets bigger

On May 19th, we reported a pending acquisition by VSP.  On July 1st we reported this pending acquisition as a rumor…well, here's the news from Vision Monday: __________________ VSP Buys Marchon for $735 Million, Creating $3.3-Billion Eyecare Company August 18, 2008 7:13 AM RANCHO CORDOVA, Calif.–On Friday, Vision Service Plan (VSP) took over ownership of […]

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A Change in Perspective

I took a vacation this past week with my girlfriend, which also included my 52nd birthday celebration.  We set out to go skydiving, but the weather didn’t cooperate.  So we ended up doing some other fun things. -I rode a Merry-Go-Round -I went to the county fair and gorged myself on fried dough and french […]

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The 800# Gorilla vs. The U.S. Government

I thought you might be interested in the respective p resentations being made to the U.S. Supreme Court over VSP’s Non-Profit Status.  Download vsp_cert.Petition.pdf Download vsp.Appendix[1].pdf Enjoy! Al Cleinman […]

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Is it a Mosquito or Malaria?

Last evening, I had occasion to visit the wonderful village of Gilbertsville, NY (www. Gilbertsville.com), my hometown.  I had a date with the most beautiful woman in the world.  We were going to listen to a musician friend of mine, Al Gallodoro (www.algallodoro.com).  Now Al’s not your typical musician.  He was called by Jimmy Dorsey […]

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The meaning of “Discount.”

Discount.  According to Webster’s the word has many meanings.  But generally, when we think of the word as it relates to our industry, it’s […]

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800# Gorilla retains 800# Attorney

According to the San Francisco Business Times (thanks, Tom, for passing this on to me), VSP has retained former U.S. Solicitor General Ken Starr to handle their appeal to the U.S. Supreme Court over their tax exempt status.  You’ll remember this guy as the former judge who was appointed to the Office of Independent Counsel […]

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Feet vs. Eyes

Here’s a couple of numbers to contemplate: U.S. per capita consumption of footwear – $145.46.  Every man, woman and child in the U.S., on average, invests this much money, each year, for shoes.  That’s a market of $44.3 billion.  And that doesn’t even include the medical side of feet, like podiatry, etc. The U.S. Eyecare […]

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The 800# Gorilla To Strike Again – Marchon Acquisition?

Here’s a rumor that’s worth consideration. VSP certainly appears to be about to make a purchase of some significance.  They’ve filed for a $700million acquisition and the filing indicates that the acquisition is pending approval by certain state authorities.  The current rumor (triangulated from several independent directions, but not confirmed) is that VSP is buying […]

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Congratulations to Pete Kehoe

Cleinman Performance Network member Dr. Pete Kehoe is the new AOA President.  Congratulations, Pete.  Also congratulations to Dr. Barry Baressi, a former Cleinman colleague from the past, on his appointment as AOA Executive Director.  […]

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You are what you say you are!

The words we use in our everyday language make a huge difference in how we’re perceived.  As one […]

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What Do You Have To Bury?

So I’m at the Ben and Jerry’s Ice Cream Factory in Waterbury, Vermont the other morning.  The last leg of my 800 mile "walk-about."  For me, Ben and Jerry’s represents the ultimate business.  If you’ve not read about this company’s history, it’s a grand lesson in living your passion.  These guys worked their asses off, […]

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Lessons from the Top

I’m sitting here at the top of Mt. Washington in New Hampshire.  This is the highest peak in the Northeast at 6288 feet.  Mt. Washington boasts the worst weather in the world, with the highest wind speed ever recorded (231mph).  There’s even a building with chains attached to keep it from blowing away.  There are […]

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Strategic Blunders

I’m on a multi-day "walk-about."  Sometimes I like to jump in my car and go where the road takes me.  With gas at $4.00 per gallon, I’m not deterred.  I’m currently on my way to the New Hampshire/Canadian border, traveling through the White Mountains of New Hampshire.  Why?  Because I enjoy driving "the road less […]

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WOW of the Week!

A couple of weeks ago, I purchased a new chainsaw.  Yes, it’s a guy thing.  There’s nothing better for one’s psyche (and, frankly, one’s heart) then to spend a few hours cutting down trees.  I’m confident that, for many of you, the vision of Al Cleinman cutting wood isn’t something you’d expect.  Well, the fact […]

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It’s the Thoughts That Count!

One of the benefits of having a blog is that I can write anything that I want.  It’s my blog:)  So, I thought I’d share with you a communication recently received from a client that’s currently involved in our Strategic Review process.  I have excluded the writers name for confidentiality purposes.  I will provide the […]

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Here We Grow Again

It is with great pleasure that I announce several new appointments at Cleinman Performance Partners.    Michael Hanbridge, who has most recently been a part-time marketing consultant, has been appointed Vice President, Marketing and Client Development.  Michael has over 15 years of broad-based marketing experience, with particular expertise in the marketing of financial information; direct […]

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What’s in the Consumer’s Best Interest?

As I mentioned in an earlier post, the Pennsylvania House of Representatives Insurance Committee is exploring PA House Bill 2101.  If passed, this bill will have BIG implications on retrieving a part of your brand.  Yes, this bill has major implications on your practice.  Basically, PA House Bill 2101 would eliminate the ability for plans […]

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Really…I mean reeaallyy…expanding scope of practice

In my 35 years in this industry, I’ve watched Optometry move from refractionists to first line of defense, medically focused, physicians.  Lots has been written about "scope of practice" in the interim.  The big question…is Optometry done?  Is Optometry all that it can be or is there more? This article in Boston University’s Science and […]

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Thought for the Day

If we had no winter, the spring would not be so pleasant.  If we did not sometimes taste of adversity, prosperity would not be so welcome.  Anne Bradstreet […]

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The 800# Gorilla gains a few more pounds!

You heard it here first. On April 21st, VSP filed to acquire a "Vision Care Company" for 700 million big ones.  What Vision Care Company has a $700 million worth?  Who might VSP be acquiring?  Also, interesting to note on VSP’s financial statements that they’ve a net worth (that’s book value, not market value) in […]

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VSP – The 800# Gorilla

Definition:  800# Gorilla – An overbearing entity in a specific industry or sphere of activity. A seemingly unbeatable presence always to be reckoned with; whose experience, influence, and skill threatens to defeat competitors with little effort. Fact:  VSP proudly communicates that the company has been voted "100 Best Companies to Work For in America" by […]

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Stop Painting the Wall!

Many of you have heard me repeatedly use the comment…”that’s a strategic decision.” Sometimes, you question me…”Al, I don’t get it…what’s the difference between strategy and tactics.” Simply stated: Strategy is an integrated set of choices which positions your practice so as to create sustainable advantage relative to your competition and deliver superior financial results. […]

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InfantSee provides a business lesson

Go to the AOA’s InfantSee website (www.infantsee.org) and you’ll hear former president Jimmy Carter tell the public that "two of my grandchildren suffer from vision problems that could have been prevented had they been given an eye exam as infants."  He appeals to consumers to take their babies to an optometrist so that the most […]

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Opening up to the Opportunities

I just returned from the "Gathering of the Games" in St. Louis.  This is the national meeting of companies that embrace open book management.  When my CFO and I arrived at the St. Louis airport, I rented a car to go to the hotel.  This is not my normal modus operandi, but I thought I […]

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It’s about Attitude

I just returned from a Strategic Review retreat.  During our meeting with this client and his wife, I learned that they had had a $26,000 day just the week before.  That’s a big day for anyone.  But what amazed me was that this particular practice is located in a county with 6000 people.  That’s not […]

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I bet you can!

I’m vindicated. A few weeks ago, I had a discussion with an eye care industry publisher who told an audience of industry leaders “let’s face it, eyewear is just a prosthetic device.”  I argued that words like those set the industry back by twenty years.  Ours is an industry just waiting to “pop” I said, […]

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Independent ODs

Industry-wide Growth is Flat but Independent ODs Don’t Need To Accept Mediocrity. Performance of Cleinman Performance Network Members Refute Industry Study. Oneonta, NY — A recent study completed by Jobson Medical Information and the Vision Council of America found that total vision care market sales from 2006 to 2007 were virtually flat. Alan Cleinman, President […]

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Independent ODs – Vision Care Market Key Indicators

Industry-wide Growth is Flat but Independent ODs Don’t Need To Accept Mediocrity.Performance of Cleinman Performance Network Members Refute Industry Study. Oneonta, NY — A recent study completed by Jobson Medical Information and the Vision Council of America found that total vision care market sales from 2006 to 2007 were virtually flat. Alan Cleinman, President of […]

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Staff Kudos

Staff and patients submit compliments, catching our staff going above and beyond. These are all read at a monthly staff meeting with congratulations to the individual. One of these is drawn for a $50 cash prize.       Steps: Create a form to fill out the information for each event. Explain to staff. (Must […]

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Get Patients to Buy Complete Pairs Beyond Lenses

Some time ago I overheard opticians telling patients with some vision plans, “you are not eligible for a frame this year but we can update your lenses.” We decided to reword that as “this year you have wonderful benefits with 20% off your frame and an allowance for your lenses.” (Since VSP patients receive a […]

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Improve Contact Lens Reordering

We have created a business card-size patient info card that we attach to all patients’ orders that do not purchase a year supply of contacts. The purpose of the card is to inform the patient that they are able to re-order their CLs directly from us online. We kept the card simple by having a […]

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Team Building with Cookies

I had an office meeting. I would ask questions, and whomever got the answer right first got a prize. The prizes were in a bag, and they would pull one out. The prizes seemed strange: A bag with a teaspoon of salt? A bag of flour? At the end of the meeting all the the […]

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More Isn’t Always Better

Tim Nichols, OD In the first quarter of 2013, we noticed our per patient revenues were falling and began to investigate, hoping to pinpoint the cause and take action. We were seeing appropriate numbers of patients; some days we were too busy. Our demographic offers a wide variety of patient types, were we being prudent […]

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Creating a Vision and Learning Center

Daniel Hock, OD We moved a Vision Therapy department to a new stand alone location. We have teamed up with a reading specialist who will be offering tutoring services. Steps: Get a VT office established. Team up with an established tutor, ACT SAT prep, OT, etc., to help share the costs of rentfind suitable space […]

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Kids in Eyewear Photo Contest

  Mark Teeple, OD To introduce our members to our website and to gather email addresses we held a contest over 3 months inviting patients to submit photos of their children with eyewear from our office. The prize was substantial ($100 gift certificate for future purchases at our office). The participation rate was quite good, […]

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Sharing Gratitude

  Shawn McBride, OD We have a brief “huddle” in the morning 10 minutes before we open, where we review anything that needs discussion from the previous day, discuss what’s in store for that day, etc. One thing we have started doing is have each team member say something they are grateful for from the […]

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Economic Gardening

  Greg Kraupa, OD Economic Gardening is a project managed by the National Center for Economic Gardening and hosted by the Edward Lowe Foundation. This is a nationwide program, but it is carried out at a county level and funded by county governments. The purpose is to help small and mid-sized businesses grow. Specifically it […]

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Computerized Check-in with LobbyCentral

  Jennifer Redmond, OD We are using this cloud-based system for a high-tech and efficient way to check-in patients to the eye wear gallery. We switched to LobbyCentral, and we are really happy this new system. LobbyCentral manages a database of records that will tell you how many customers were seen, how long a customer […]

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Spectacle Art

Tania Sobchuk, OD We did a pretty major renovation on our practice this October. In the process I met with a local metal artist to create some metal lettering for our front wall. In addition to creating us some fabulous letters, his artistic brain went to work and on his own he created a giant […]

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Merging Marketing with Social Media

  Jason Lake, OD We have been running a “Talk of the Town” billboard campaign for 2 years where local “celebs” model our eyewear as part of an advertising campaign to increase knowledge of our favorite eyewear lines and to let people know we are the place for beautiful eyewear. We had so many requests […]

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Promotion on Small Business Saturday

  Alan Winkelstein, OD Sent out an email blast on Monday before Thanksgiving offering $149 worth of services and/or product for $99 with a maximum of three certificates per patient, available for purchase on the Saturday after Thanksgiving only. Email detailed what it could be used for and placed an expiration date of 6 months […]

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Invest in Your Team

  Brad Schwartz, OD Spend time and money on continuous staff training. This will set you apart and pay dividends in terms of staff performance. Managing a good team is like raising children – listen, but be prepared to say no and lead when you need to. Steps: Create training program for staff; include in-service […]

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“Self-Defense and Sun-Defense”

  Michael Sonnleitner, OD We approached the local karate dojo with the idea of co-sponsoring a summer promotion for kids: “Self-Defense and Sun-Defense.” We wanted to promote karate as a way to build kids’ confidence, to educate kids and their parents on the importance of sunglasses, especially in the summer, and to contribute to our […]

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