The Art of Balancing Quality and Cost

2024 • Peer to Peer

When it comes to eye care, finding the right balance between quality and cost is an everlasting challenge. To garner some insight, we connected with two of Shamir’s long-standing Peer-to-Peer Champions, Stacy Daniel, LDO, owner of Frameology Optical in Syracuse, NY, and Lisa Frye, ABOC, FNAO, director of optical at InVision Ophthalmology in Birmingham, AL.

Tip: “While many patients have some coverage toward eyewear material, [it] can be a challenge for those who do not. We strategically carry products that allow us to remain profitable in all scenarios.”

“Trying to balance price with patients is always difficult,” shares Daniel. “Since [Frameology Optical is] a luxury boutique, we fit some of the best lenses on the market. Our patients can handle a pricier ticket because of their preconceived notion of luxury.”

Rather than offering discounts to attract new faces, Frameology relies on its consistent customer service model. “I’ve never been a fan of discounting just to get new people—we hope our reputation over prices brings in newbies,” says Daniel. “We are fortunate that our market in Syracuse is pretty friendly with each other, so we just ask our competitors [and] colleagues and we all try to stay around the same.” Never a guarantee in a local market, this fortunate cooperative approach ensures equal footing where no one is drastically undercutting others.

Stepping outside the luxury market, InVision Ophthalmology caters to a diverse patient base, offering a variety of frames and lenses across different price ranges. “While many patients have some coverage toward eyewear material, [it] can be a challenge for those who do not,” shares Frye. “We strategically carry products that allow us to remain profitable in all scenarios,” thereby maintaining a retail space where patients without insurance can also find quality products within their budget.

“While we are not always the lowest on pricing, we balance cost with value,” Frye says. “We treat our patients as we would like to be treated [and] offer an education process [with] basic starting price promos to attract patients to purchase locally.” Paired with supporting vendors that offer both warranties and quality performance, once again, customer service is leveraged to build confidence and loyalty. “Our patients can feel confident about their purchases and are more inclined to remain loyal to our practice.”

Balancing quality and cost always requires a strategic approach. By maintaining consistent customer service, collaborating with local competitors, offering a range of products, and educating patients, eyecare professionals can navigate pricing challenges while building lasting patient relationships.

Comments are closed.