Category Archives: Year End

We Did It Again!

In our ever-changing industry, Acquios Advisors sees where our clients excel, and we pay attention to where we see opportunities for growth. In the past, colleges offered courses on opticianry. We decided it is time to bring this back and get our opticians excited about the job they are performing. We are teaming up with Doug Pelkey and his team at Europa and Ron Vinceslio, one of our most loyal and trusted vendor partners, to deliver the first ever Acquios Alliance Opticianry Cornerstone Training and Enhancement Workshop this October in the beautiful city of Chicago. Joining us will also be Rick Norwood with Norwood Instruments to bring in lensometers for hands-on training and experience. We could not be more excited to teach your opticians to be fully trained opticians with expansive knowledge on Lensometry, measurements, adjusting, repairs, and even more! We will spend a day and a half learning and even get a tour of Europa’s renowned facilities to see and experience firsthand how frames are manufactured. This knowledge is invaluable and will get your opticians excited to share everything they learn with your office and patients. They will walk away with confidence in their ability to educate your patients about optics, why measurements matter, how to repair frames of all types, troubleshooting eyewear, and more.

As a reminder,

Acquios Advisors Mission Statement is, “We listen with compassion and collaboratively develop and implement a plan to support you and your team. We deliver Insight that Inspires.”

Acquios Alliance Mission Statement says, “We create value for our Members by collaborating with Vendors to support Private Optometric Practices, enhancing the foundation of patient care. Our Alliance Empowers your Independence.”

It is through these mission statements that we create programs like this one to bring as much value as possible to you and your teams. We see you and want only the best for you and your practice. With this workshop, you can expect to see improved employee retention. With the knowledge provided by Doug, Scott, Teresa, and more with various certifications, your employees will be confident in the work they are doing, what they know, and how much they can change the lives of the patients that walk through your door. It is this kind of excitement that keeps great employees excited to come to work. You can also expect a decrease in chair cost and improved clinic efficiency. With a more educated team, your staff will have the skillset necessary to make certain the patient’s eyewear will be what they need, is ordered correctly day one, and will be able to properly work through the steps necessary to adjust and evaluate lenses and frame fit instead of scheduling patients for rechecks.

Follow us on Facebook, LinkedIn, and Instagram @acquios.advisors and visit the Acquios.com events page to learn how you can sign up to participate. We can’t wait to see you in October!

Sincerely

Rick Guinotte

President/CEO

Tell Your Story

The halfway point of the year is around the corner. Kids have completed another year of school and before you know it, they will be back to start the new school year. The peak quarter for most offices will follow and the end of the year will be upon us. Now is the time to re-energize and motivate your team.

I have conducted many on-site visits this year with more to come. I have seen some offices executing and delivering amazing patient interactions as you would all love to experience. Unfortunately, I have seen the opposite as well. Regardless, it is imperative you, the doctor of your practice, the manager, the optician who loves your career, an optometric technician, a billing and coding expert are passionate to care for your patients every day. You need to tell your story. What motivates you, what drove you to open your own practice? What makes you smile when you treat your patients? What excites you about the technology you have invested in your clinic? Don’t hold it in. Share the vision you had in the beginning and what excites you today! Teach your team to understand what you are about and what you want for your office and your team!

Opticians, what warms your heart? What excites you when you see a patient walk in the door to pick up their first pair of glasses? Is it a child with a -2.50 who has never seen before? You know you are making a difference in the child’s life today and they will remember this day for their lifetime! Parents will tear up and be excited for their child. You are making a difference. Are you excited for the new frame line you added to your optical? What makes it great? Why are you excited about it? Have you ever thought you would save lives? Well, you do. We have all seen a patient wearing old eyeglasses with less than acceptable acuities. That person is on the road driving in their new glasses able to see better today because of you. That driver will see pedestrians they may have missed before. You save lives.  Teach and tell the others on your team why this is your passion. Do not be shy, be loud and proud. You improve each individual patient’s quality of life with their sight. They see better today because of you.

To you Optometric Technicians, you are the right and sometimes the left hand of the Optometrist. Isn’t it amazing to see what you are able to do for your patients? Capture images of the patient’s retina, macula, optic nerve, blood vessels. You measure the pressure within the patient’s eye. You measure the patient’s blood pressure, visual acuities, capture an ultrasound of the eye, color blindness, stereo, and utilize the auto refractor to measure the curvature of the cornea of their eye and the starting point for their prescription. You are capturing necessary measurements and information to help your optometrist deliver a thorough comprehensive eye exam for your patients. You are in the position to learn about your patient’s lifestyle and interests. You are there to educate your patients to know what to discuss with the doctor their needs to improve their quality of life utilizing different types of lenses in their eyeglasses, dry eye treatment, myopia management, and other options pertinent to them. As an Optometric Technician, your career allows you to be a difference maker to each and every patient you care for.  Share your stories and situations to help the others on your team understand what a great opportunity they have here in your clinic with you to be a life-changing individual.

As a billing specialist, it is not just about collecting the money for the practice. For you it is helping the patient to maximize their medical insurance or vision plan benefit to help the patient receive the best care and services. The patients coming into your offices know or understand very little about their specific benefits. You teach them and educate them to understand their plan and guide them to maximize the benefit. You are an advocate for the patient to make certain their carrier is paying for the services delivered as it states in the description of benefits. This may be a challenging position, but you are a difference maker, and your success is not unnoticed. Share why you love to manage the billing processes. This too is a career opportunity for the team members within your office. You can never have too many billing people in a practice. But there needs to be a system.  Tell the team how great it is and how rewarding it is for and to you.

To every manager of an optometric practice, you are the face of ownership. Your passion needs to reflect that of the Optometrists in your office(s). More than likely you worked in one, two, or more of the positions mentioned earlier. Why do you love what you do? Is it seeing the patients smile as they leave with their new eyewear? Is it seeing the patients utilizing the new technology in your clinic? How about the new frame brands represented in your optical? How about seeing your billing specialist teach another person to help her/him out? Is it offering a new hire a position to begin their career with you? Is it about seeing a team member who is motivated by you to learn more and take on additional roles and responsibilities? The fire you have is contagious. Be excited to tell your team how great it is to be with them and work alongside them. Remind them you started in a position where they are today and have moved up through the ranks. Tell them about the employee who left. You know the one who decided they wanted to become an industry representative. Tell them about the employee who decided to leave and go to Optometry school to be a doctor. Tell your story and share your vision for what a great industry they are working within.

Whatever position/career you are working in, you are making a difference. Remember, your passion will be your team members passion. Tell your Story!

Sincerely

Rick Guinotte

President/CEO

Don’t Live on an Island

The first quarter is already in the mirror but 75% of the year lies ahead. The first quarter was exciting and fast. You are going to see new vendors added to the Acquios Alliance and more coming down the road. I met with many business leaders of various vendors at Vision Expo East. They are ready, willing, and able to help us take Acquios Alliance to a new level. Keep an eye open for many exciting new events to make you and your team better.

Recently, I have seen many posts on social media sites asking others how to help with burnout and dissatisfaction. I responded a couple of times to some but not all. It made me scratch my head and ask a question. Why are people feeling this way? Yes, I think employees have become a key focus of every day. From speaking with various clients, it has been a challenge to get many to work their scheduled hours and more. Many basic  fundamental issues are causing many to be stressed. One simple but important rule of management is to always complain up. But what if you are the owner operator of a single doctor practice? This same rule applies to multi doctor practices as well. Each doctor must respect this rule and follow it to the letter. Failure to do so can cause significant drama and stress in the office should any OD in a single or multi doctor practice shares thoughts of any concern or negative thoughts to staff. Negativity causes doubt and concern within the office. This will force staff to talk and not in a good way. How to correct this?

Don’t live on an island. There are avenues for you to turn. First and foremost, lean on your advisor. Secondly, did you know Acquios Advisors is hosting ZOOM calls in the evening for doctors to participate? These calls are for you to share great times happening in your office as well as to look for support from your colleagues. This will help you to have a listening ear to share what is on your mind and learn from others who may have been in the same boat as you. Support is here and we are excited to offer this time to make your work life better. Watch for information about Cheers with Colleagues in our email announcements and more.

In addition to doctors’ meetings on ZOOM we are also going to begin to offer an open session to managers of active advising clients to join calls every six to eight weeks. Colleague to Colleague calls will be a great resource for managers seeking support and input from their equals in offices across the country. This too is going to help enhance your practice and your team.

There is no reason to go through your days, weeks, and months alone. Please know others have been where you are and worked through it. It is a great idea and plan to share with others what was exciting in your day and why you love what you do! You can make a difference in your colleagues’ day. At times you may need a “pick me up”, through communication and collaboration with us and your colleagues you will find a new avenue to make yourself happier and more successful.

Remind yourself why you became an optometrist. Share those great moments in your practice career where you made a significant difference in your patients’ lives. Tell the story about why you opened your new practice or purchased the location from another OD. Share your passion for why you became a practice owner with your team. They need to know; they will want to own. If you don’t share your vision, they will only think you do this for money. I have never heard a client say, “I want to open my own practice or buy this practice to make more money. It is typically about being in control of patient care, or being able to make the decisions for what is best for my patients and the team I will have. Tell them why you went into business for yourself. You will get their support by doing so.

If you have seen my YouTube video, then you know this. Review your CORE Values, your mission statement, with your team. Challenge your team, ask them, “are we living this mission?” If the answer is no or the staff is not engaged, it is time to say, okay team, let’s develop a new office mission, a new mission for ourselves. Develop a new mission the current staff has a voice in creating. Make certain they are part of the development and finalization of the statement. Why do you ask? If they create and finalize it with you, it is a team mission, one they created and own. When addressing team issues and challenges, the more you involve them when resolving the issue at hand, the more they play a role in the fix, the more they will own it and live it! Make this happen yesterday! It just might help your team to work better for one another, you, your practice, and of course your patients.

As you can see, we are always listening and looking to develop avenues to help each of you be the success you seek. Don’t let 2024 get away. Don’t live on an island. Join us for these sessions and make your days, weeks, and months better. The future is bright and there is no reason to go it alone. We are here and we welcome each of you to participate.

Sincerely

Rick Guinotte

President/CEO

Looking Forward to the Future

The Holidays are upon us and 2024 will be here before we know it. As this year is coming to an end, it is always great to reflect on what went well and celebrate achievements. It is also a great opportunity for reflecting on experiences you were not satisfied with. Challenge yourself to celebrate exciting achievements in the new year when they happen. Be careful of not saying to yourself, I will tell the team tomorrow. While the situation is fresh in everyone’s mind, talk it through, take notes and learn from all, what could we have done to be better for the next time? You will find this to be helpful for your future and the future of your team. Live in your moment, take the time today to be happy and make the others around feel good for all they bring to you and your family, and your business. When the day does not go as expected and/or an event does not go as you had planned or expected, have a conversation sooner than you have in the past.

The new year is exciting and daunting all at the same time. There is so much opportunity presenting itself. Take the opportunities given to you for comradery, interaction, networking, and more. Here at Acquios Alliance, we have been working hard to provide you with events and connections that are detrimental to making this happen.

This past year we launched our Living Your Mission (LYM) event. It was a great success for all. In April we will host the next LYM in Kansas City, MO. We will have more to offer and deliver than many of you can imagine. Our team led by Scott Cline developed the Executive Management Program. The first class is on track to graduate in January and the second class is off to a thriving start. The next time this will be available is mid-year, June 2024. We look forward to seeing more doctors and managers attend. Additionally, Acquios Alliance and Advisors sponsored a virtual frame shopping event. Eighteen vendors participated; many are asking when the next one will occur. We have great news. January 2024 it will be happening. We are looking to make it easier for you who are working as associate ODs and balancing your time planning and executing all the steps necessary to open a new successful practice easier. Imagine taking a couple of hours out of your day to visit, learn, and understand what vendors have to offer you without making ten to fifteen appointment times to shop for product for your optical.

Building a team can be the most challenging step of being a business owner. I won’t say I am perfect and hit a homerun on every new hire….but I can say the team we have to work with each one of our clients is passionate and eager to help the clients we serve to exceed their expectations and goals. Changes in organizations need to be reviewed and happen for various reasons. There are businesses/practices/offices where a person currently in a leadership role needs to consider stepping aside to allow others to step up and take the business to the next level. This is not a negative action. It is what can be best for your practice. Invest in your team leaders. Do not be afraid to have a conversation to discuss opportunities. As you all know, I am all about communication and making sure everyone understands your mission, core values, and goals. From your Associate Optometrists, Receptionists, Managers, Optometric Technicians, Frame Stylists and Opticians, Claims Management Specialists to your advisors, they all need to know where you are going and learn how they can and will get you there.

The Optometric Industry is continuously evolving. Embrace the evolution. It is great for private practice. We are seeing more and more doctors supporting the independent optometrists. For those of you looking to exit your practice in the coming six to ten years, it is time to plan. There are many optometrists very interested in buying a private practice. It is time to plan and look ahead. Banks are ready willing and able to lend money. But as a seller, you can earn a little more money by doing seller financing.

Look at the technologies available for you to be more efficient in your practice while being more available to your patient base. From Optify, Optikam, Hello Rache, and new VR units for various services and tests for your patients, you can and will compete more with the online competitors. The ace card you are holding is you and your team. Your new year will be a successful one. Know we here at Acquios Alliance and Advisors are here to listen and collaboratively develop your plan to make you the success you seek no matter the goals.

Happy Holiday and Here is to a successful New Year and Beyond for All!

Sincerely,

Rick Guinotte

President/CEO

Easier Is Not Always Better

It is amazing to see that August is already here and the fourth quarter is coming fast. Owning and managing a business in these past couple of years has been anything but boring. We have all faced challenges with staffing levels, availability, illness, changes in the industry, making investments to better grow your business, and of course managing the processes within the office to make certain the patient care is at a level we all want, and they expect. When speaking with many of our clients, discussing appointment book management, inventory management, vision plans, cash flow, and more, one thing we try to find is the easiest solution to the challenges we face.

For example, appointment book management has been a conversation with many. We need to make certain we have the right number of comprehensive exams with the balance of the medical encounters along with understating the ROI of the various vision plans accepted in offices. It is easier to sign up with many vision plans to fill your books but is easier better? Reducing the dependency on the vision plans will require work, time, and marketing efforts. Will it be better for your practice? The short answer is yes. Is it worth the time and work you need to put forth? The short answer, again, is yes.

Eliminating some or all of your vision plans will increase your receipts per patient. You will work more efficiently and increase your net profits. Most all vision plans have changed their direction from what they once were to what they have become today. Their policies have evolved to benefit them while keeping reimbursements to you at statis quo. They have evolved. Should you and your practice evolve?  Acquios Advisors has tools to help you with this.

Your lease, I am certain you have recently reviewed and began to plan for negotiating better terms for the next 5 or so years. Have you explored other options? It is easier to delay or even ignore this important exercise because it is expensive, scary, and unknown. Plan and review your current lease for the renewals now. It is easier to delay and put it off and sign what the landlord presents. But it may not be best for you and your practice. Easier is not always better.

Many offices have been enticed by various labs and their inventory services. There are some optometrists out there who have managed optical departments and know how to do it properly. That number is far fewer than the number of Optometrists that own their own practice. Various labs now suggest specific branded product for optical to make it easier to manage the frame expenses and order the job complete through the lab while reducing the distraction of frame representatives. The labs also say the turnaround time will be shorter. Is a shorter turnaround time important to your patients? Survey them. You will find most patients will say, I just want them done right so I can see properly.

We have some offices that have committed over 70% of their inventory to the brands the labs carry. This removes your opticians voice, your team’s input, what excites them, and what ownership they have in the operations of your optical. As a past frame representative, opticians sell the product they select, the styles they love and support the representatives they build a business relationship with. Yes, there are processes to reduce reps time with your team in the office, but there should be an evaluation of your frame inventory completed by you and your team to identify what is turning and what is not. Decisions need to be made to sell some product down and bring in other new brands. Your optical should represent you and the culture you have developed in your office. If the opticians have no voice in the product they offer, what makes your optical better than a chain location? Your inventory should be different. It should tell about the type of practice you are and will be for years to come. Limiting your selection of the brands you inventory and offer your patients to shop, does that meet your practice mission statement? Is easier better?

Is one frame vendor able to satisfy your patient wants and needs? The answer is no. Why do we focus on only one lab? There are labs that may offer better pricing on better lenses for one lens style or another. One lab may do better than your lab on specific types of prescriptions. We tend to focus on all work going to the same lab as much as possible. Is the product they turn out best for your patient? You have patients with different needs and diffident lifestyles. You have patients with vision plans and some without. Can an independent lab offer you better pricing because like private practice they try to serve too many plans that pay less?  Is there another lab that will represent your mission more closely and prove your office to be better than the other competition? The answer is yes. To only use one lab because you only pay one bill, have one box to send each day is easier. But is easier always better?

Automated answering services, press one for the receptionist, press two for the optical, press three for billing, sounds easier, doesn’t it? Unless you are the one calling in. Do people love those systems? I for one do not, are they easier? Some might say yes, are they best for your practice? In today’s world, people in general want great customer service. They want to hear a voice on the phone, saying “please” and “thank you” and “you’re welcome”. Can this be achieved by a robot? What makes your practice different, better, or unique? It is your team and the personality of your employees that make your practice. Embrace them, teach them, guide them to better. Any company can automate their phones, not everyone values the voice, but your patients will. Is easier better?

Contrary to many people’s beliefs, there are systems to be adapted to all practices to address the items mentioned above. We have shown people the way and improve the overall performance of their practices. Imagine if Ritz Carlton replaced their receptionists with kiosks, their cleaning staff with Rumbas and automated cleaning systems, their chefs and kitchen staff with vending machines. They would lose what has made them one of the brands with the highest of expectations. Review your mission statement and your core values, remind yourself of what you set out to accomplish when you became the owning doctor. Stay true why you became an optometrist and why you wanted to own your own location. I am certain it was to deliver the best service and care while offering the best products available in the industry to improve my patient’s quality of life. Do it with a team that is more like family.  Easier is not always better.

Sincerely

Rick Guinotte

President/CEO