Competition
Alcon heavily markets their Water Gradient Technology with DT1. The thickness of this Water Gradient Technology is how thick? What can this be compared to?
What is 6 Microns
Dust Mike Feces = 10 microns, 1 human hair = 60
Features and Benefits of Kirkland PL when discussing with Costco ECP
Feature: Box with your brand.....Benefit customer knows they are getting the best quality product. Also a retention benefit when the patient runs out of lenses they will need to return to Costco.
Feature: 180 pack...Benefit customer will purchase more helping your optical manager reach their sales goals.
Feature 180 pack...Benefit, studies show that when patients have more lenses on hand they are more likely to stay compliant. This will also help you with retention.
My patients cant afford 1 days
What is, share FRP to 1-day upgrade presentation in Showpad and pencil sell the difference
Using Einstien, show where to find total number of multifocal boxes purchased by a specific account "Quarter to Date Qty"
Einstein
BP Review Dashboard
Change Filter from "Amount" to "Quantity"
Scroll Down to Multifocal and Total
FRP to 1 Day upgrade. Show the math and share the tool from Showpad
6092 clariti slip sheet_REV editable
Switch FRP wearers to clariti 7724A
What is the water content of MyDay?
54%
What is the DK/t of clariti
86
The Diameter of Biofinity.
What is 14.0
Starts Stable, 100% are within 10 degrees or less in 3 minutes
What is clariti Toric
Dailies Total 1 has a class I or class II UV protection?
What is neither. DT1 does not have UV protection.
Features and Benefits of Energys
Feature: Digital Zone Optics
Benefit: Can help with ciliary muscle fatigue which can lead to a more enjoyable wearing experience, especially at the end of the day.
Feature: Aspheric Optics
Benefit: Crisper optics and happier patients
Costco Dr. says "kirkland is too expensive"
Share 8055 Kirkland Cost Comparison Sell Sheet
Point out savings on 1/2 year supply vs price competition has to pay for 1/2 year
Where is the world do you find (using Einstein) performance of Biofinity Toric
Einstein
Territory Analyzer
Sort by Rep by Product Type
Scroll to correct line
MyDay 180 vs Moist... Share:
The math,
A tool from Showpad to reinforce message and
Give 2 benefits why an ECP should consider an upgrade from 1-Day Moist to MyDay 180
What is....great job!
Spherical Power Rangers of MyDay
What is +8.00D to -12.00D
0.5 Represents what for clariti Sphere?
What is Modulus
DK/t for Energys and Biofinity Sphere
What is 160
When fitting clariti Toric how many patients out of 10 will experience optimum corneal coverage?
What is 8
Vistakon owns Sightbox which sends referrals to participating ECPs. Pro is ECPs get referrals the con is the ECP gets no revenue for the sales of the contact lenses. How many referrals have your private ECPs received from Sightbox, as many as Wal-Mart?
What is....No!
Features and Benefits of MyDay Toric
Feature: Uniform Horizontal ISO Thickness
Benefit: Improves centration and stability by reducing lens rotation.
Feature: Most stable, predictable toric lens on the market
Benefit: Less chair time. Give ECP ability to see more patients in a day
I can't compete with Costco
Share www.contacts.costco.com
Pencil sell MyDay vs Kirkland annual supply and clariti...
Be aware of what competition is selling their boxes for
Using Einstein, where in the world do you find the most current 50/50 by 2020 mix?
Einstein
50/50 by 2020
Summary to find Q1, Q2 and Prior Year Mixes
Pencil sell to a Vision Source OD why replacing 23 boxes of Dailies AC+ purchased at $30/box with 200 boxes of Freshday might make sense.
Credit = 23 boxes x $30/box = $690
Total Investment = 200 boxes x $28/box = $5,600 - $690 credit = $4,910
Net down per box = $24.55/box
Profit/box = $35.45 x 4 = $141.80 ($60/box price)
Total profit for 200 boxes = $7,090
It is the technology behind MyDay
What is Smart Silicone chemistry
somofilcon B is the material used for clariti
what is false. Somofilcon A is the material used for clariti
The extended length BFS can be worn as per FDA
What is extended wear up to six nights/seven days
Reasons why MyDay Toric and Biofinity Toric are considered the best toric lenses on the market.
What are:
Predictability
Quick Rotation
Excellent Acuity
etc...
Ultra for Astigmatism has gained some fits lately from BFT. According to a comfort study BFT was preferred for overall comfort by a margin of ___ to ____
What is 3 to 1
clariti sphere pricing
Feature: Low cost
Benefit: Able to sell an annual supply keeping patients out of the buying market.
Benefit: Leave patients with the ability to purchase sunglasses too
Benefit: Increase patient retention
I'm a member of PERC and want to continue to fit their elite vendors
What is... Ask "Why is it important to you to fit the elite vendors?" "What do they offer you CooperVision isnt?"
Share nothing has changed as far as pricing, rebates or support. In fact, rebate potential is much greater with CooperVision (Escalator)
Where in the world do you find clariti challenge enrollments using Einstein?
Einstein
Programs Dashboard
Filter under "Program Name" to 2019 Challenge clariti 1D
Using the prices from the Comparison of 1-Day Sphere Contact Lenses form in Showpad pencil sell clariti vs DT!
Show difference in COGs and Revenue for annual supply
clariti Cost $42.50/box x 8 boxes = $340 COGs
DT1 Cost $69.55/box x 8 boxes = $556.40 GOGs
clariti Revenue $60/box price - $42.50/box cost = $15.70 x 8 = $125.60 Revenue for Annual
DT1 Revenue $105/box price - $69.55/box cost = $35.45 x 8 = 283.60 Revenue for Annual
An office purchased 100 boxes of MyDay Sphere for $49/box (90 packs). They sell MyDay Sphere for $90/box (90 pack).
What is the COGs for MyDay, the total revenue for MyDay, COG benefits of MyDay over DT1 and revenue benefit of MyDay over DT1? (Use PERC inventory pricing for DT1)
COGs MyDay = $4,900
Total Revenue of MyDay = $4,100
COGs benefit for MyDay is a decrease in bill by $
Revenue benefit for MyDay is increase in revenue by $
$10K V1 lock-ins for Sphere, Toric and MF (standard V1)
What are:
$35 sphere
$52 Toric
$57 MF
Easiest way to upgrade a patient from BFS to Energys
What is, remove BFS fit set
According to a new study and found in Allego the percent that find clariti Toric comfortable
What is 86%
Biotrue ONEday Sphere:
Water content
DK and DK/t
% Silicone
What are:
78%
42
0%
What are the benefits of Kirkland to a private practice ECP
Feature: Same lens different box
Benefit: Savvy ECPs will use this to their advantage and sell the fact that Costco uses only the best for the Kirkland name. PECPs are compete and beat Kirkland pricing.
Feature: Kirkland is not marketed as MyDay
Benefit: Makes it much more difficult to shop for MyDay at Costco.
I cant grow that much to achieve my Escalator rebate
What is.. gain understanding why they believe that
If possible get ABB report to find where areas of growth might be
Increased focus on Toric and MF lenses
Break goals down to number of patient fits needed per Quarter, Month and Week
Where in the world to you find the Top to Bottom report using Einstein sorted by YTD Var?
Einstein
Territory Analyzer
Scroll down to "Accounts"
Select Heading "YTD Var"
Cost and total revenue for a Vision Source OD who purchases 100 boxes of Aquaclear and 100 boxes of Freshday.
Use standard bulk pricing and sales prices of Aquaclear = $60/box and Freshday $65/box
Aquaclear $22/box x 100 boxes = $2,200
Freshday $29/box x 100 boxes = $2,900
Total cost = $5,100
Revenue:
Aquaclear $60 - $22 = $38 profit per box $3,800 Freshday $65 - $29 = $36 profit per box $3,600 Total Revenue = $7,400
4 reason why MyDay is patient preferred over 1-Day Acuvue Moist from CooperVision clinical results
What are:
Comfort, Handling, Dryness and Overall Experience
clariti 1-Day Toric Parameters as per CooperVision 1-Day Contact Lenses Product Specifications form
Power Range:
Cylinder Power:
Axis
What are
Plano to -9.00D (0.50 steps after -6.00D) +0.25D to +4.00D (0.25D steps) in -0.75, -1.25, -1.75 cyl
Plano to -9.00D (0.50 steps after -6.00D) -2.25 cyl
Cylinder Powers: -0.75, -1.25, -1.75 and -2.25
Axis: 10, 20, 60, 70, 80, 90, 100, 110, 120, 160, 170, 180 degrees at -0.75, -1.25 and -1.75 cyl
10, 20, 90, 160, 170, 180 degrees at -2.25 cyl
Give 3 Reasons why Biofinity can be a great product in dry climates and for dry eye patients
Aquaform Technology
Silicone was re-engineered to be hydrophillic vs hydrophobic. Same water content at beginning and end of day.
3rd Generations SiHy
High water content at 48%
MSRP of the following Toric lenses according to the Comparison of 1-Day Toric Contact Lenses MyDay
clariti
1-Day Moist for Astig.
1-Day Oasys for Astig.
Biotrue ONEday
MyDay - $99.00
clariti - $79.00
1-Day Moist for Astig. - $87.50
1-Day Oasys for Astig (3 90 packs) - $117.00
Biotrue ONEday - $78.00