eye on equipment

Myths and Missteps

Susan P. Tarrant

The decision to bring edging in house is an important one—not only because of the initial investment involved, but also because it's a decision that can substantially alter your practice. Done correctly, a simple finishing lab can become a profit center for your practice and provide increased quality control, quicker turnaround, and an entirely new, higher level of customer service.

If entered into too quickly and without the proper planning, however, you won't get much beyond headaches and frustration that can turn you off from edging. We asked some experts in the field about what, in their experiences, are common missteps and myths regarding starting a retail edging lab.

MISSTEPS

■ NO TRAINING. To not take full advantage of the training offered and give the equipment operators the chance to focus on their training will spell trouble later.

“A common mistake is to have the operator run back and forth between dispensing and training, which is a recipe to make training ineffective, causing frustration with the equipment later on,” says Andy Huthoefer, CEO, National Optronics and general manager, Essilor Instruments, USA.

■ WRONG EQUIPMENT. Purchasing equipment that doesn't match your needs will guarantee dissatisfaction with the process. Huthoefer suggests working with an equipment company to gauge the needs of your practice, and also seeking the advice of edging peers who may be doing similar business.

Jaysun Barr, ABOC, a sales consultant with Santinelli International, says he sees a lot of ECPs who buy “the wrong tool for the job,” and are trying to edge jobs on platforms that are not set up for them, such as trying to do premium product on equipment that is not designed to handle it.

“Understand that an edger is not just an edger. There are other things to consider, like high curves, super hydrophobic handling, and auto drilling. You've got to understand what your needs are.”

The LT-980 Tracer unit. Image courtesy of Santinelli International

■ SAYING NO. This is often the biggest misstep of all. “Edging in house is a good business decision, especially in today's highly competitive environment where pressure on prices is high and differentiation is key,” says Huthoefer. Edging in house allows eyecare practitioners to keep profits in the practice.

MYTHS

There are some misconceptions about in-house edging as well. Let's set the record straight:

■ EDGING IS DIFFICULT. Today's equipment is user friendly and, depending on the level of sophistication that is being chosen, can automate many process steps to reduce or eliminate operator errors,” says Huthoefer.

“Even the difficult jobs that were automatically sent to the lab in the past are now the jobs that can be done in house easily with today's technologies,” says Matt Menzies, technical service manager, Briot USA. “These include AR, polished edges, and drill mounts.”

■ NOT ENOUGH ROOM. Modern in-house edging equipment is trending toward small footprints, so never assume you don't have enough room to set up an edging lab.

Barr says he has helped doctors set up edging labs in both unused utility closets as well as sections of lunchrooms that weren't being used much by employees.

The Emotion Edger. Image courtesy of Briot USA

■ ALL OR NOTHING. Many ECPs think that in order to make it all worth while they have to install a full-service surfacing and finishing lab, bringing virtually the entire lens processing system under their roof. While that is an option, it is certainly not the only one.

“In reality, even the basic edging set-up allows significant savings and promotes your practice by offering improved quality and customer service,” says Menzies.

■ MAINTENANCE IS A MYTH. Maintenance can be an issue if a doctor opts for a refurbished, secondhand purchase.

“It's one of those ‘you get what you pay for’ things,” says Barr.

A reputable manufacturer will offer maintenance visits as well as a service plan. “There is huge peace of mind knowing the company is going to make sure the operation is working at full potential,” he says.

By taking a cue from the missteps of others and working closely with a reputable manufacturer, any eyecare practitioner can add a whole new facet to his or her practice—increasing revenue, lowering lab bills, and improving patient service.

“I have never had someone say that investing in finishing was a mistake,” says Barr. “But I have heard people say they regret trying to do it themselves online and with used equipment.” EB