Blog | Cleinman

Blog • October 29, 2025

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

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Blog • October 17, 2025

Download: 10 Key Metrics Every Optometrist Should Understand

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Blog • October 17, 2025

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

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Blog • October 17, 2025

Download: HR Services – The Hiring and Firing Playbook

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Blog • October 17, 2025

Download: Building Your 2026 Business Plan Workbook

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Blog, Vlogs • October 4, 2025

6 Things to Consider When You Plan to Sell Your Optometry Practice

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Blog, Building A Winning Team, Vlogs • August 6, 2025

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

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Blog • May 2, 2024

2025 Spring Network Meeting Registration

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

See What Our Clients Are Saying

The true measure of our work is the success of the practice owners we serve. Hear from doctors who have partnered with Cleinman and discovered the clarity, growth, and lasting impact that come from having a trusted business partner at their side.

Working with Cleinman has been a game changer for our practice.

Their powerful mix of one-on-one consulting with seasoned industry experts and small group collaboration with like-minded doctors has completely transformed how we run our business. We’ve seen more growth in the past two years with Cleinman than we did in our first decade!

Kimberly Folwarski Brown

Within just 15 months of working with Cleinman Performance Partners, as owners, my wife and I became more confident in making purchasing decisions and understanding their financial impact. We’ve also improved efficiency with patient/doctor time, driving growth. Additionally, ideas from our Cleinman Network peers have led to significant positive changes in our practice.

Dr Vincent

Cleinman Performance Partners has helped me understand what I didn’t know about operating a business, especially in optical retail. I continue to learn and grow, which has led to my success as a business owner.

Long Do

I’ve been working with Cleinman Performance Partners for over 20 years because it has greatly benefited me to have them behind me with their real-world, expert knowledge, helping me to make important decisions in my practice. I couldn’t have gotten to the level I’m at now without them.

Rob Lavoie

Learn, Grow, & Connect

Explore our library of videos, podcasts, and resources designed to give practice owners actionable insights, proven strategies, and inspiration from leaders who have mastered their practice.

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 […]

November 19, 2025

Alan Cleinman

[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. […]

November 12, 2025

Alan Cleinman

[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.
[…]

November 6, 2025

websites@rise25.com

[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. […]

October 29, 2025

websites@rise25.com

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

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October 29, 2025

taiken@cleinman.com

[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. […]

October 21, 2025

Alan Cleinman

Download: 10 Key Metrics Every Optometrist Should Understand

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October 17, 2025

taiken@cleinman.com

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

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October 17, 2025

taiken@cleinman.com

Download: HR Services – The Hiring and Firing Playbook

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October 17, 2025

taiken@cleinman.com

Download: Building Your 2026 Business Plan Workbook

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October 17, 2025

taiken@cleinman.com

[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 […]

October 15, 2025

websites@rise25.com

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.
[…]

October 8, 2025

Alan Cleinman

6 Things to Consider When You Plan to Sell Your Optometry Practice

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October 4, 2025

taiken@cleinman.com

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. […]

October 1, 2025

Alan Cleinman

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 […]

September 24, 2025

Alan Cleinman

Driving Growth in Independent Practices With Amanda Van Voris

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September 17, 2025

Alan Cleinman

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

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August 6, 2025

taiken@cleinman.com

Benefits of Partnering With An Eye Care Consulting & Marketing Agency

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June 24, 2025

taiken@cleinman.com

Cleinman Performance Partners

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May 21, 2024

ViziSites ViziSites

Cleinman Insights: Weekly Video

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May 13, 2024

ViziSites ViziSites

Cleinman Connect Podcast

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

May 13, 2024

ViziSites ViziSites

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

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May 3, 2024

ViziSites ViziSites

2025 Spring Network Meeting Registration

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

May 2, 2024

ViziSites ViziSites

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. […]

April 11, 2023

joseph

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. […]

March 23, 2023

joseph

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. […]

March 17, 2023

joseph

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! […]

March 16, 2023

joseph

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. […]

March 1, 2023

joseph

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. […]

February 14, 2023

joseph

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. […]

February 1, 2023

joseph

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! […]

January 25, 2023

joseph

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. […]

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! […]

January 3, 2023

joseph

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. […]

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. […]

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. […]

December 14, 2022

joseph

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! […]

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. […]

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. […]

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. […]

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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November 2, 2022

joseph

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! […]

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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October 12, 2022

joseph

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. […]

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! […]

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. […]

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. […]

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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September 8, 2022

joseph

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. […]

August 31, 2022

joseph

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. […]

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. […]

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. […]

August 10, 2022

joseph

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. […]

July 19, 2022

joseph

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. […]

Decisions in Warp Speed

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. […]

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. […]

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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April 21, 2022

joseph

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. […]

April 8, 2022

joseph

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. […]

March 18, 2022

admin

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. […]

March 18, 2022

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. […]

January 18, 2022

joseph

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. […]

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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September 28, 2021

admin

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. […]

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. […]

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. […]

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. […]

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. […]

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? […]

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. […]

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. […]

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. […]

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. […]

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. […]

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. […]

June 15, 2021

admin

Are You Fooling Yourself?

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

June 8, 2021

admin

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. […]

June 2, 2021

admin

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. […]

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. […]

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. […]

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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May 4, 2021

admin

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. […]

April 27, 2021

admin

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. […]

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! […]

December 23, 2020

joseph

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 […]

December 17, 2020

joseph

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? […]

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. […]

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. […]

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. […]

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! […]

What’s Your Role?

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. […]

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. […]

September 23, 2020

joseph

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. […]

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. […]

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. […]

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. […]

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?
[…]

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.” […]

August 14, 2020

joseph

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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August 7, 2020

joseph

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. […]

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.” […]

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? […]

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!
[…]

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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June 26, 2020

Alan Cleinman

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. […]

A Different Perspective

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June 12, 2020

Alan Cleinman

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. […]

June 5, 2020

Alan Cleinman

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? […]

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.” […]

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. […]

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. […]

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. […]

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. […]

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 […]

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.” […]

April 1, 2019

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Less can be More!

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

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! […]

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 […]

August 14, 2018

Meagan McCarthy

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 […]

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. […]

If Everyone Is Responsible, No One Is

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 […]

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 […]

March 7, 2017

Alan Cleinman

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 […]

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, […]

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 […]

The Big Get Bigger!

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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 […]

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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August 31, 2016

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

August 25, 2015

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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. […]

July 31, 2015

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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. […]

July 1, 2015

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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. […]

June 29, 2015

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 […]

December 1, 2014

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 […]

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 […]

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 […]

February 13, 2014

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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 […]

February 1, 2014

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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November 27, 2013

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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 […]

October 28, 2013

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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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October 10, 2013

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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 […]

September 16, 2013

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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 […]

September 3, 2013

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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 […]

August 26, 2013

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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. […]

January 22, 2013

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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 […]

November 21, 2012

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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 […]

November 7, 2012

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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. […]

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 […]

August 27, 2012

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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 […]

July 27, 2012

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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 […]

June 25, 2012

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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 […]

December 29, 2011

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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 […]

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, […]

December 4, 2011

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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 […]

November 23, 2011

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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 […]

November 20, 2011

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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. […]

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. […]

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/ […]

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 […]

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. […]

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 […]

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 […]

August 2, 2011

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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. […]

July 25, 2011

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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 […]

July 25, 2011

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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 […]

July 19, 2011

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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 […]

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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June 21, 2011

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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 […]

June 14, 2011

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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 […]

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 […]

February 18, 2011

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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, […]

January 24, 2011

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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 […]

January 20, 2011

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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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January 14, 2011

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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 […]

December 7, 2010

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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:? ? […]

November 24, 2010

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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 […]

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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November 7, 2010

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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 […]

November 2, 2010

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Actions Speak Louder than Words!

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

October 26, 2010

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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 […]

I Can’t Get “You” Down the Street

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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 […]

June 24, 2010

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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 […]

June 21, 2010

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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 […]

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, […]

May 27, 2010

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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 […]

May 4, 2010

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: […]

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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February 12, 2010

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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, […]

February 5, 2010

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VOODOO ECONOMICS REVISITED

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

January 27, 2010

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Go Ahead and Fail!

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

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 […]

January 20, 2010

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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 […]

Welcome a New Decade

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

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 […]

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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November 12, 2009

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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 […]

November 12, 2009

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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 […]

November 5, 2009

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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September 22, 2009

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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 […]

September 18, 2009

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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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September 15, 2009

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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 […]

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 […]

August 31, 2009

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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 […]

August 30, 2009

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The Empty Moments

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

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. […]

August 13, 2009

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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 […]

August 11, 2009

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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 […]

August 6, 2009

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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/ […]

July 29, 2009

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 […]

Read More… from Living “Lights On!”

June 1, 2009

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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 […]

May 28, 2009

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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 […]

May 22, 2009

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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 […]

Read More… from The Road Less Traveled

May 20, 2009

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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 […]

May 15, 2009

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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. […]

May 14, 2009

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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 […]

May 11, 2009

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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 […]

May 6, 2009

Recession = Opportunity

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 […]

December 2, 2008

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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 […]

Read More… from A Thanksgiving Message

November 24, 2008

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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 […]

November 13, 2008

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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 […]

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 […]

November 4, 2008

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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 […]

October 31, 2008

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Customer Service Hazards in a Wired World

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

October 30, 2008

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 […]

September 28, 2008

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Some Thoughts For VSP and our Industry to Consider

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

September 16, 2008

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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 […]

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 […]

September 13, 2008

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

thanks to Sarah Palin — for now […]

September 8, 2008

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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 […]

August 30, 2008

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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 […]

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 […]

August 22, 2008

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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 […]

August 21, 2008

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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 […]

August 19, 2008

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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 […]

August 18, 2008

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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 […]

Read More… from A Change in Perspective

August 10, 2008

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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 […]

August 9, 2008

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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 […]

July 27, 2008

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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 […]

July 22, 2008

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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 […]

July 16, 2008

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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 […]

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 […]

July 1, 2008

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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. […]

June 28, 2008

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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 […]

June 23, 2008

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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, […]

June 16, 2008

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 […]

May 12, 2008

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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 […]

May 3, 2008

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 […]

January 5, 2008

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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 […]

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 […]

January 5, 2008

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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 […]

January 5, 2008

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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 […]

“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 […]

January 1, 2008

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