Measuring the Impact of Femtosecond Laser Technology on Procedure Volume and Pricing

Measuring the Impact of Femtosecond Laser Technology on Procedure Volume and Pricing

Abstract:

Objective: To understand the impact of the use of Femtosecond laser technology on the procedure volume and pricing within refractive practices across the United States.

Methods: Formal interviews were conducted with the key surgeon and/or business manager of 32practices nationwide using the INTRALASE® FS Laser to create lamellar flaps as part of the LASIK procedure…

Download the full article


 

Retail Pricing in Refractive Surgery Part II

Retail Pricing in Refractive Surgery Part IIHow discounting has hurt physician providers.

Last fall, I detailed how trends toward lower retail pricing in refractive surgery had thus far failed to expand overall demand for LASIK procedures at the consumer level. This article aims to quantify the impact that price discounting has had on the short-term financial health of refractive surgery providers in the US market…

Download the full article


 

Turn Your Practice “Inside Out”

Turn Your Practice Changing your marketing focus from extensive media campaigns to superior customer service may reverse sinking LASIK volumes.

The US refractive market seems to be caught in a holding pattern. Doctors and industry people are sniffing around for answers as to why procedural volumes are down and consumer interest does not seem to be growing. We tend to point our fingers at big external factors, such as negative publicity and an economic slump, which have reinforced the challenges of marketing…

Download the full article


 

Barriers to Patient Acceptance

Barriers to Patient AcceptanceWe’re managing the wrong issue.

Two emotions that drive human behavior are greed and fear. When it comes to LASIK, the factors that drive patient decision-making can also be boiled down to two: price and fear. Over the past 20 months, the industry has been obsessed with trying to manage the price issue: “If I drop my price, won’t more people come to have LASIK?”“How does she make money offering LASIK at such allow price?” “His volume is tanking because his fees are so high. ” You recognize these hallway discussions at shows and meetings. It appears we’ve been discussing the wrong issue. Can you imagine if those same hallway conversations were sprinkled with: “Wow! Did you see his new patient brochure? Incredible!” “That informed consent was the best I’ve ever witnessed. ” “His staff not only answers questions, they ask patients what they’re afraid of. ”These scenarios are probably difficult to imagine, mainly because eye care professionals are not trained in the art of communication. Some physicians and staff members have an ability to empathize, listen, and respond in away that builds trust and confidence in the prospective LASIK patient. Others simply do not have this ability and either delegate the task or ignore it altogether, hoping that the photocopied brochure and poorly produced “Dear Patient” letter will provide interested patients with valuable information. This has been proven a mistake…

Download the full article


 

Refractive Surgery: Looking Ahead

Refractive Surgery: Looking AheadA glimpse into the past helps avoid future mistakes.

Along with all the great successes in refractive surgery so far, there have been sizable mistakes that have slowed down physician and consumer acceptance of refractive procedures. This column will look at some of the dynamics concerning this young industry and explore how mistakes of the past—many of which are marketing-related—can be better understood and avoided in the future…

Download the full article