last word

frames… numbers to know

Erinn Morgan

Frames packed a major punch in the dispensary in 2011, with their sales accounting for a full 31 percent of total office revenue for the 12-month period tracked in the EB 2011 Market Trends Report. The report revealed some key developments on the frame front that will continue to hold weight into 2012. Together, the following numbers help paint a picture of what dispensaries across the country—including your competition—are up to in a few areas of interest.

■ #1: ranking that ECPs gave semi-rimless frames for the types of frames dispensed the most. Flexible materials came in second, followed by clip-compatible frames.
■ 57%: the percentage of ECPs that say they meet with frame reps on a monthly basis. Only 10 percent reported that they meet with repstwice a month.
■ 5.4: the number of sunwear lines carried, on average, by ECPs.
■ 6 to 10: the number of frame companies the majority of dispensers (47 percent) work with today. Our survey also found that opticians tend to work with more frame companies than optometrists.
■ 56%: the percentage of eyecare professionals (a majority) that have between 250 and 750 frames on display at any given time.
■ 63%: the percentage of survey respondents who say that opticians are responsible for frame purchasing at their business/practice. Only 18 percent say they have a dedicated frame buyer.
■ 85%: the percentage of ECPs who plan to keep their frame prices stable this year. EB

Designer Brands on the Rise

Compared with previous years, the frequency with which patients are requesting specific designer brands has increased. In fact, those requesting designer eyewear brands 31 to 50 percent of the time increased from 10 percent in 2009 to 22 percent in 2011. At the same time, those asking for brands up to 10 percent of the time decreased from 41 percent to 36 percent from 2009 to 2011.