The capture rate—the percentage of patients who purchase eyewear from the same practice where they had their exam—is a key indicator of both business health and patient engagement. A low capture rate suggests missed revenue opportunities, often due to pricing concerns, competition from online retailers, or weak exam-to-dispensary transitions. A high capture rate reflects strong patient trust and effective in-office sales strategies.
Our analysis of 7 million transactions from 1,000 U.S. eyecare practices highlights significant age-based trends in eyewear purchases:
Key Takeaways & Strategies:
✓ Strengthen Exam-to-Dispensary Handoff: Ensure seamless transitions and reinforce recommendations.
✓ Offer Targeted Discounts + Bundles: Particularly for self-pay seniors and families.
✓ Enhance Optical Displays + Selection: Tailor inventory to patient demographics.
✓ Leverage Digital Tools: Virtual try-ons and price transparency improve conversions.
—Ron Krefman, OD
Practice Resources
The GPN Visions business solutions channel (visions.gatewaypn.com) offers timely webinars and resources to ECPs. The open-forum webinars feature some of the industry’s most successful O.D.s, practice management consultants, and business owners. GPN Visions members are invited to attend live webinars, view recorded presentations, download useful tools, and participate in live Q&A sessions with industry pros.
All industry data provided by GPN: gatewaypn.com
