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| 1. On average, how much does the optical dispensary contribute to a practice's overall revenue? |
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A.
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10% to 15% |
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B.
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20% to 30% |
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C.
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40% to 60% |
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D.
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75% to 85% |
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| 2. Define consultative selling as it applies to the optical industry. |
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A.
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Selling products to patients whether they think they need them or not |
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B.
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Satisfying your patient's eyecare needs |
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C.
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Offering suggestions based on personal preference |
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D.
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Offering suggestions based on fashion trends |
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| 3. On average, how much revenue is the private practice community as a whole losing to retail each year? |
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A.
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$250,000 |
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B.
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$1 million |
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C.
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$3.5 billion |
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D.
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$100,000 |
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| 4. On average, how much does an independent practice lose in revenue to the retail market annually? |
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A.
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Not losing anything to retail. |
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B.
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As much as $150,000 |
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C.
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Independents are gaining market share. |
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D.
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About $10,000 a year. |
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| 5. What is “capture rate”? |
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A.
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The number of exams performed within the office each day |
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B.
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The number of patients who purchased a form of vision correction products (i.e. contact lenses, frames and lenses, sunglasses) at the time of their exam. |
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C.
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The number return patients seen annually |
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D.
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The number of new patients seen each year |
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| 6. What is the average capture rate in a typical independent dispensary? |
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A.
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25% to 30% |
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B.
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90% to 95% |
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C.
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100% |
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D.
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40% to 50% |
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| 7. What is considered a good capture rate in a typical independent dispensary? |
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A.
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60% |
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B.
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25% |
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C.
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90% |
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D.
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55% |
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| 8. How can you increase your capture rate? |
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A.
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Offer more products |
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B.
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Advertise more |
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C.
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Track your capture rate each day |
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D.
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Sell budget eyewear |
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| 9. What can you do to better understand your patient's vision needs? |
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A.
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Have them complete a lifestyle questionnaire prior to their exam |
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B.
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Practice responsive listening |
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C.
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Ask open-ended questions like, “What did you like about your last pair of glasses?” |
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D.
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All of the above |
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| 10. What is the purpose of a lifestyle questionnaire? |
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A.
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To help you understand your patient's vision care needs based on their lifestyle |
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B.
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To help you offer the most appropriate eyewear solutions for your patient |
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C.
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To ensure the highest quality of care |
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D.
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All of the above |
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| 11. Which of the following is a good example of a strong open-ended question? |
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A.
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Did you like your last pair of glasses? |
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B.
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What did you like least about your last pair of contacts? |
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C.
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Are you happy with your current lenses? |
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D.
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Do you like wearing glasses? |
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| 12. Upon completion of the exam, what should the doctor do next? |
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A.
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Escort the patient to the dispensary and review and make recommendations to the dispenser in the presence of the patient |
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B.
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Give the patient their card and point them to the dispensary |
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C.
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Ask the patient to complete an evaluation of their visit |
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D.
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Offer the patient a special on sunglasses |
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| 13. What should be considered when helping a patient select their perfect pair of glasses? |
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A.
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Face shape and skin tone |
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B.
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Personal style |
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C.
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The patient's prescription |
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D.
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All of the above |
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| 14. What products can all patients benefit from? |
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A.
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Contact lenses |
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B.
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Progressive lenses |
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C.
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Sunglasses with UV protection |
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D.
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Plano frames |
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| 15. When should price be discussed? |
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A.
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As soon as the patient arrives at the exam |
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B.
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During the exam with the doctor |
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C.
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After all needs and solutions have been addressed |
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D.
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When the patient pays for their eyewear |
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| 16. How should you determine the number of frames to stock in your dispensary? |
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A.
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Calculate the number of frames you need by your desired capture rate |
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B.
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Offer 20 pair for each patient you see per day |
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C.
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Calculate the number of frames you need by your current capture rate |
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D.
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Offer one pair for each square foot of space in the practice |
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| 17. What is the best method for selecting frames for your dispensary? |
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A.
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Buy from your favorite rep |
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B.
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Pick styles that reflect your personal style |
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C.
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Purchase only designer collections |
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D.
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Work with vendors that can supply you with data to support objective purchasing decisions |
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| 18. How can you keep your best sellers available for all of your patients all of the time? |
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A.
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Buy at least 10 pair to keep as back stock. |
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B.
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Have a picture of the frame readily available in case you sell out of that style. |
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C.
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Work with vendors who stock their frame inventory at your optical lab so you can keep your best sellers on the board at all time. |
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D.
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Ask your patient to return in a couple weeks when you have restocked your best sellers. |
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| 19. How can you minimize the financial risk involved with managing your dispensary? |
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A.
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Work with vendors that offer no-cost frame inventory |
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B.
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Work with vendors that offer a flexible exchange policy. |
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C.
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Work with vendors that have centralized inventories at optical labs throughout the nation |
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D.
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All of the above |
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| 20. After the patient picks up their glasses, what should you do? |
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A.
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Call the patient a few days later to make sure they are satisfied with their service and eyewear. |
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B.
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Do nothing. |
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C.
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Send them flowers to thank them for their business. |
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D.
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Ask them for the names and phone numbers of any patients they could recommend. |
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