The Finishing  Touch
Expert advice on planning and implementing in-house finishing labs
By Karlen Cole McLean, ABOC, NCLC

LAB-Tech's E900

You've thought about it for a long time, discussed it with your staff and peers, done online and telephone research, even met with a couple reps. Lists have been made. It's time.

You're ready to get busy setting up your new in-house finishing lab. But wait, not so fast. Yes, you think you know what you're doing. But do you really? Before you make that "let's do it" call, consult our panel of equipment experts.

BEYOND THE OBVIOUS

"Our objective is to analyze your practice to determine optimum equipment use, efficiency, and cost savings," says Susan Polson, director of external operations for National Optronics.

This is the game plan for most equipment companies, and many offer layout services. As for size, Bill Galindo, vice president of Optical Distributors International, Inc./Topcon, says, "Today it's possible to fit equipment into six feet of space."

"We'll do a lab layout considering things like noise, electrical, plumbing, ventilation, local building codes, workflow, and, most of all, space," says Jay Cohen, director of sales and marketing for Gerber Coburn.

Sound and power need to be weighed in the planning process, says Tom Fefer, ABOC, FNAO, sales manager western U.S. for Santinelli International. "Is the lab area next to an exam room? Is the equipment quiet? Does the edger have a dedicated line for top efficiency?

"You'll need water even if you're using a dry edger for tints and other utility needs. You'll also need a fan and adequate ventilation, which are often required by law," Fefer says.

	Gerber Coburn's Kappa

Other points for consideration: If the edger is open, will it hit the upper cabinet? Does your fluorescent lighting have a filter to mute it? Finally, what is the service plan?

"Consider service and support--often the most overlooked aspects of installing an in-house lab--as the initial qualifying factor," Fefer says.

Also remember the little things, advises Dick Bullwinkle, president and CEO of DAC Vision. "If you don't carry the correct quality supplies, you risk ruining lenses."

Items to stock include blocking pads and masks, leap pads, surface saver tape, and other edging supplies. "It doesn't pay to go cheap, because your goal is to avoid spoilage," Bullwinkle says.

Most of all, know what your goals are and be upfront and realistic, says Tim Aiken, vice president of sales and marketing for Briot-WECO.

"We find out what volume you're doing, how many Rxs you're writing, and how many of those Rxs are walking out the door. ECPs should ask: 'How much time do I spend working on my business versus working for my business?'" he adds.

MONEY TALKS

A finishing lab cost analysis is often part of the initial planning stage. "We use the average job cost in the ECPs region as an example. If they're paying their wholesale lab $15 per job, we multiply that by X number of jobs the office outputs in a day, X amount of jobs a month, a quarter, and a year for comparison," Cohen says.

National Optronic's LP Lens Profiler
Briot-Weco's Accura Cx

"Your savings will be greater with premium products," Galindo says. "Single vision edging done at a wholesale lab typically costs between $6 and $10. Flattop bifocal edging costs from $10 to $14. And edging PALs can run from $18 to $24. Your biggest savings will come from being able to order uncuts."

Remember, Polson notes, "Not all your work is done in-house. Deter-mine what work won't be done in-house, like glass lens work or AR, and determine how much of your budget is in those areas to help make a more informed equipment decision."

Reviewing payment options comes next. "Under IRS section 179, $25,000 of equipment purchased can be deducted from income the same year that it's purchased and put into service. Monthly lease payments can be expensed. Always check with your accountant to see what tax savings you'll be eligible for," recommends John Corsini, president of Super Systems Optical Technologies.

Also weigh all of the various plans for paying off labs. "If an ECP is paying $2,000 a month for their wholesale lab bill and they put in a finishing lab for X amount, we can set up a leasing arrangement of $700 a month for 48 months. That's a savings of $1,300 a month," Cohen says. "ECPs have to consider material costs and whether they'll hire someone for the final cost analysis."

OPERATING PLAN

Once equipment is selected, education on a new finishing lab is important. Some manufacturers offer training. "This covers equipment concerns and topics like how ECPs can get lenses and advice on what they may encounter," says Matt Vulich, director of marketing for AIT Industries.

Training time varies. "If clients can devote uninterrupted time, training takes about four hours. But it can take the entire day if they have to see customers in between. We prefer to schedule training when the client is closed, or find a four-hour slot of solid time," Vulich says.

Most equipment companies provide a hard copy equipment manual at purchase, and many offer videos, CDs, and Internet downloads of their training techniques. Some companies also provide re-training due to employee turnover, although there can be a fee attached.

THE BOTTOM LINE

More money in your pocket is what it's all about. Patient satisfaction, lowering costs, and improved cash flow are the bottom line. "The key words in a small business are cash flow," says Aiken. "Faster delivery means faster payment and better cash flow."

Pleasing patients is also key. Says Corsini: "Fast is important to baby boomers. A complete in-office finishing system gives them the quick timeframe. It's not necessary to advertise one-hour service, but it is necessary to have the capability to exceed patient's expectations."

Santinelli's LE-9000 SX Express Multi- tasking Edger	Super Systems' Fast Grind