LOCAL MEMBER
MEETING
JANUARY - APRIL 2016
Enriching lives by enabling independent optometrists to reach their full potential
ESSILOR
ENHANCEMENTS
& VENDOR
UPDATES
Value of Elite Vendor - Essilor
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
2016 ELITE VENDORS
Labs
Essilor
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Contact
Lens
Contact
Lens
Solution
Bausch +
Lomb
Bausch +
Lomb
CooperVision
CooperVision
Frames
Equipment
Marco
Safilo
Optos
Carl Zeiss
Optovue
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
2016 ESSILOR PROGRAM
2016 Essilor Pricing
•
5
U.S. market price increase of
2% effective February 1
•
Vision Source® members only
have a price increase of 1%
•
Vision Source® practices can
avoid a price increase by:
|
•
Registering for The Optical DreamSM
•
Engaging in the Optical Dream
•
Growing or maintaining current lab
business (see right)
Vision Source members receive 1%
price increase back quarterly if:
Practice does
< $30K per quarter
Plus grows ELOA
lab business 7%
over prior year
Practice does
> $30K per quarter
Plus maintains
the same level of
prior year’s lab
business
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
WHAT’S IN STORE FOR 2016?
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•
NEW! Maximize Growth and Profitability (MGP) Program to help
drive Profitable Growth
•
NEW! Dedicated Vision Source Business Consulting Team
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
NEW! Maximize Growth and Profitability PROMOTION
•
Maximize Growth and Profitability
•
What:
•
•
Exclusive Rebate Promotion for Vision Source Members on
Private Pay and Managed Vision Care
•
Crizal, Transitions, Xperio UV and Hi Index Materials
When:
•
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April 1 – September 30 2016
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
NEW! Maximize Growth and Profitability PROMOTION
• The Promotion
• Purchase:
• Varilux Physio Enhanced™
• Varilux® Physio® W3+
• Varilux S Series™
• Eligible for Exclusive Vision Source® Rebates:
• $12 with Crizal Avancé UV™ or higher
• $8 with Transitions®
• $10 with Hi Index Material
• $12 with Xperio UV™
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
NEW! Maximize Growth and Profitability PROMOTION
OPPORTUNITY
Maximize Growth and Profitability
Rebate
Private Pay / MVC per Job
Cat F => Cat O
Reimbursement
FOR THE MEMBER FOR THE PATIENT
Up to $30
$20 On Choice
Plans
Patient
Rebate Up to
$90 for 2nd
Pair Sun
$30
Opportunity 1st Pair
MGP + Reimbursement
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Earn Up to $50
$30
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
THE OPPORTUNITY
DRIVE PATIENTS IN!
SAVE PATIENTS MONEY!
MAKE YOU MORE MONEY!
MGP
REIMBURSEMENT
WIN – WIN – WIN
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
WHY WE CHANGED ELITE VENDORS
1.
We no longer had the best pricing and differentials in the industry
from Alcon; B+L and Cooper provided this.
2.
When comparing an annual supply of ULTRA vs. Air Optix, the doctor
prescribing ULTRA makes more revenue and the patient pays less.
3.
B+L product pipeline over the next two years is by far the strongest in
the industry.
4.
B+L will tag Vision Source in their TV and digital marketing
campaigns.
5.
Continuous and numerous ease-of-doing-business problems for our
members, administrators, and management with Alcon.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
WHY WE CHOSE BAUSCH + LOMB
Product
Pipeline
Member
Differential
Higher Doctor
Revenue
___________________________
Lower Patient
Cost
Marketing
Support
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
PRODUCT PIPELINE
Nine new products planned to bring to market for 2016-2017:
ULTRA
(#1 New
Fit Lens in
US)
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



ULTRA Multi-focal
ULTRA Toric
ULTRA Custom
ULTRA-Extended Wear





Biotrue Toric
Biotrue Next Gen
Luminesse
Myopia Control
SofLens Upgrade
Expected to launch at The Exchange
2016
Expected to launch at The Exchange
2016
Vision Source exclusive launch
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
B+L CREATING BEST-IN-CLASS ADVANTAGES
FOR VS MEMBERS
8%
3%
12%
List Price Discount
(excluding UPP)
Base Volume Rebate
2016 Quarterly
Sales Per
Location
(Off total purchases*)
$0-$1,999
0%
$2,000-$5,999
5%
$6,000-$11,999
7%
$12,000+
12%
Base Sales
Reward
10%
Vision Source® Exclusive
ULTRA Rebate on all ULTRA
Sales
Growth Rebate*
Growth
Reward
ULTRA Innovation Rebate
10%
3%
*$500 required minimum quarterly growth
–
–
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1.3 boxes/wk of ULTRA® per QTR
.9 boxes/wk of Biotrue® Oneday per QTR
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
ULTRA V. AIR OPTIX
ULTRA Profitability 1
ULTRA
Retail Revenue per Box
$ 60.00
Revenue for Annual Supply $ 240.00
Patient Rebate
$ 100.00
Patient Out-of-Pocket
$ 140.00
Patient Net Cost/ Box
$ 35.00
Air Optix
$ 51.00
$ 204.00
$ 35.00
$ 169.00
$ 42.25
$36 more revenue to doctor
$29 savings to patient
N o t es:
1) Current B+L contract compared to expired Alcon 2015 contract.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MEMBER PRACTICE PROFIT
Assumptions:
Annual Revenue:
Contact Lens COGS:
Move 30% Market Share to B+L:
Average
Large
$700,000 $2,100,000
$70,000
$210,000
$21,000
$63,000
Profit Pickup:
1
Converted patients from Alcon to B+L :
Annual Supply Revenue Difference between ULTRA/Air Optix
Revenue Pickup between Air Optix & ULTRA:
250
$36
$9,000
750
$36
$27,000
Growth Rebate (10%):
$2,100
$6,300
$11,100
$33,300
Additional Doctor Income:
N o t es:
1) Current B+L contract compared to expired Alcon 2015 contract.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MARKETING
•
Vision Source® doctors will have
priority on doctor locator pages on
B+L website
•
$2.5MM+ marketing investment in
relationship with member practices
Television
National campaign tagging
Vision Source®
Five regional market
campaigns
Digital
National marketing campaigns
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MEMBER PROGRAM
Quarterly Sales
At least match 2015
quarterly sales in 2016,
and receive
the rebate below:
$5,000 - $14,999
3% Loyalty Rebate
$25,000-$34,999
9% Loyalty Rebate
≥$35,000
12% Loyalty Rebate
Plus
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2% market price increase in
2016. Vision Source® members
excluded from this increase
•
12% loyalty rebate added
•
Fresh Day product exclusive to
Vision Source® with 20%
guaranteed differential
•
Private label solutions
program to be launched at
The Exchange®
6% Loyalty Rebate
$15,000 - $24,999
$2,500 Minimum
•
15% Incremental Growth
Rebate
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MEMBER PROGRAM
Rebate Type
2015
Volume Rebate1:
5%
Growth Rebate2:
5% - $5K-10K growth
10% - $10K+ growth
Free Shipping3:
No
2016
5%
3% - 1-6.99% growth
5% - 7-14.99% growth
7% - 15%-24.99% growth
10% - ≥ $25% growth
Yes
Notes:
1) Sales must be at least $2,500 semi-annually.
2) Year-over-year growth dollars only.
3) Sales must be at least $2,500 quarterly and return rate must be less than or equal to 17%.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
New and Improved
Everyday Pricing
• Daytona 2015 Price: $82K
• Daytona 2016 Price: $78K
The Exchange® Pricing
Reduced in 2016
• 2015 Price: $67K
• 2016 Price: $XXK
to be better
than 2015 price, will
at
The Exchange® 2016
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
Welcome our newest Elite vendor to the OD equipment category
Great new Diabetic Initiative pricing on Optovue OCT equipment
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•
I-Vue OCT $39,950
•
I-Fusion OCT $49,950
•
Member must successfully complete Initiative course
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
SUMMARY
Stronger Elite programs in 2016 with stronger differentials
We ask for your leadership to move market share
In your best interest to do so
Profitability
Future support
Allows Vision Source® to have greater leverage when negotiating on your behalf
Independent in thinking but collectively united in action
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
2016 ELITE VENDORS
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
THE OPTICAL DREAMSM
2016
THE OPTICAL DREAMSM 2016 IS YOUR PROGRAM
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•
Simplified/faster training
•
Quick access to all Dream tools
•
Special programs/more opportunities
to win throughout 2016
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
EASIER TO WIN
•
Division point targets
lowered by 20%
•
Each practice can lower
their point target through
consistent participation –
up to an additional 15%
•
Twice as many Gold and
Diamond prizes
•
All gift card portfolio
•
Prizes delivered via email
within 5-7 business days
PALS
Si-Hy
Daily B
Daily A
40
50
65
95
120
160
Points Required 2016
30
40
50
70
95
130
29
38
48
67
90
124
27
36
45
63
86
117
26
34
43
60
81
111
1
1
1
2
3
3
2016 Consistency
Bonus:
12 wks @ 10 points –
reduced 5%1
24 wks @ 10 points –
reduced 10%1
36 wks @ 10 points –
reduced 15%1
1Goal
|
Hi-index
Points Required 2015
Spins Awarded
26
Designer
remains at this level for the remainder of the year or until the next goal reduction threshold is achieved
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
ADDITIONAL TRAINING TOPICS
OFFERED THROUGHOUT 2016
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•
Creating your practice production
calendar
•
Maximizing profit with managed vision
care
•
Selling eyewear warranties
•
Selling contact lens service
agreements
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MAXIMIZING PROFITABILITY – EXPERTS SERIES℠
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•
Accelerate organic practice growth
•
Enhance patient satisfaction
•
Increase patient retention
•
More Profits, More Patients, More time
•
List of resources of thumb drive
|
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
RESOURCES DELIVERED AT MEETING
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•
Online/ Multi-Channel
•
The Future Patient Experience
|
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
PROGRAM OVERVIEW
•
The Future Patient Experience
•
Doctor Breakout
Overview Practice Performance
Modeling
•
Demonstration – Impact of optical
capture rate, percentage of multiple pair,
and anti-reflective treatment sales as they
see the resulting increase in gross
revenue and bottom-line profit
•
Staff Breakout
VS Learning
•
•
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Overview –
Vendor related promotions for staff
(the social media component)
•
Preview of
•
VSR component
tutorial program
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
THE NEXT LEVEL OF PERFORMANCE TRAINING
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•
The Essilor elite business consulting
team leverages its more than seven
years of proven expertise
•
Communication and patient
management techniques proven to
deliver increased optical sales.
•
Exclusive resources available to
Vision Source members through the
new Essilor Experts program
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MEETING CURRENT AND FUTURE CHALLENGES
AND PROFITING FROM IT
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•
Secrets of the new
Vision Source® technology
platform
•
Practice Metrics Management
•
Frame Dream presentation
•
Tactical Approach that can be
implemented NOW!
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
THE 2016
EXCHANGE®
THE 2016 EXCHANGE® – CELEBRATING THE
25th ANNIVERSARY OF VISION SOURCE®
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•
March 16 - 19, 2016
•
Henry B. Gonzalez Convention Center
•
San Antonio, TX
•
Register at VSTheExchange.com
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
NEW AND EXCITING AGENDA
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•
Opening Night Gala with ZZ Top
•
2 Keynote Addresses
•
Dave Ridley, Southwest Airlines
•
Bobby Knight and Lou Holtz
•
Vision Source® After Hours Saturday Night on the Riverwalk
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
MORE LEARNING THAN EVER BEFORE
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•
Doctors can earn up to
11 hours of FREE CE
•
Staff can earn up to
9 Hours of FREE CE
•
20 Learning Labs on
Saturday, March 19th
|
Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
HUGE EXHIBIT HALL
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•
160,000 square feet
of exhibits
•
Show-only specials
from vendors
•
Make your major
2016 purchases here!
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
COME EARLY. STAY LATE. BRING THE FAMILY.
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•
San Antonio is one of America’s top
tourist destinations
•
Family fun – Seaworld,
Six Flags–Fiesta Texas, and
Schlitterbaun
•
Dining and entertainment on
The Riverwalk
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
DIABETIC
PROTOCOL –
BRAINSTREAM
OVERALL PROGRAM - PATIENT CARE OBJECTIVES
Equips high quality eye health care delivery
through:
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•
Evidence-based care delivery processes,
•
Provision of an exceptional patient experience,
•
Engaged patient education processes,
•
Case management protocols for appropriate
ophthalmic tertiary specialist referrals, and
•
Collaborative care processes & tools.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
OVERALL PROGRAM - COLLABORATION
OBJECTIVES
Equips collaborative care delivery
through:
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•
Timely & accurate submission of
quality reporting code sets,
•
Timely provision of a uniform,
succinct, post-examination report to
affiliated providers,
•
Reengagement for unattached &
non-engaged patients, and
•
Collaborative engagement with
other care providers & affiliated
healthcare organizations.
•
Delivered in webcast format,
the program consists of two,
one-hour presentations.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential
HOW DO I PARTICIPATE IN THE PROGRAM?
•
It’s Easy!
•
Log into your Member Intranet
(portal.visionsource.com)
•
Note: Do not type “www” before this address.
•
Follow this path:
Resources > BrainStream > Diabetes.
•
Begin!
Each part concludes with a 10 question examination.
A Certificate of Course Completion is awarded for the successful
completion of both part’s examinations.
To receive a Certificate, both Part 1 & Part 2 must be accompanied
with a passing grade of 70% or higher from each part’s exam.
Optos, Regeneron & Optovue for your generous support of this program.
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Enriching lives by enabling independent optometrists to reach their full potential
Enriching lives by enabling independent optometrists to reach their full potential