IN-OFFICE EQUIPMENT

Equipment Buying Checklist

Experts weigh in on questions you should answer before deciding on a surfacing or finishing equipment purchase

BY SUSAN TARRANT

Rare is the business owner who looks forward to making a large capital purchase. But such purchases are often necessary to ensure the future profitability of the business.

Optometric practices and optical shops are no different and, if the purchase is in-house finishing or surfacing equipment, it could mean the difference between offering patients a service, price, or quality that competitors cannot—and being just another ECP who relies on wholesale labs for service.

Whether buying in-office lab equipment for the first time or upgrading an existing setup, it’s imperative to approach the deal the right way. Here, we reach out to experts in the equipment field for their best strategies for making a successful capital equipment purchase.

IS IT THE RIGHT TIME?

“I always think that once you start spending $5,000 per month or more on a service or services that you might be able to do yourself, then that’s the right time to start considering bringing that work in-house,” offers Kevin Cross, director of sales, North America, for Schneider Optical Machines.

A financial threshold does not have to be met before entertaining the thought, however. Wanting one-hour service, regaining quality control, or wanting to process lenses yourself because you are in a remote area are all good reasons.

“No matter what the reason, the time to evaluate bringing in machines of any kind is all the time,” Cross says. “You should always think about evaluating your product delivery methods and what the different scenarios can add in the form of value to that equation—in-house service versus outsourced service.”

CAN I AFFORD IT?

This is often the first question asked—and there is usually no cut-and-dried answer. Instead, look at the question as “Can you afford NOT to?”

“A lens edger’s average monthly payment is easily offset solely by either private-pay or third-party segment business, while all other jobs become icing on the investment cake,” says Jaysun Barr, senior lens finishing consultant at Santinelli International. “In today’s competitive optical climate, even a break-even investment is a positive, considering the enhanced customer service and faster delivery an in-office finishing lab provides.”

When addressing this question, be sure to also analyze your capture rate, lab bills, and potential bundled stock lens savings.

CAN IT HANDLE THE FUTURE?

Even if you already have an in-office lab system and are looking to replace or upgrade older equipment, it’s important to buy for tomorrow’s needs today. Brandie Shaw, regional sales manager for Briot USA and Visionix, says it’s a mistake to not plan ahead.

“[ECPs] are not really thinking about the jobs they are already still sending out to the lab, and they are not thinking about what their future needs may be,” she says, adding that buying a new edger that can’t handle all the lens jobs you fill won’t help you in the long run. “If you buy, and are still sending jobs out, you haven’t gained a thing.”

WILL IT MAKE ME SPECIAL?

Consider equipment that will bring in as much extra revenue to your business as possible. “Things like Chemistrie [magnetic lens layering system], drill mounts, sports eyewear—these are all ways to bring in more revenue,” notes Matt Vulich, vice president, marketing, AIT Industries. “It’s a great way to get the most out of your equipment.”

Alex Incera, president of Coburn Technologies, agrees that any capital investment should be done to make your business more relevant. “Ask yourself, ‘Will it help me to offer something I can’t offer now? Will it provide a cost savings to make me more profitable?’ It’s not always about the price,” he says.

IS IT THE LATEST, IF NOT THE GREATEST?

As with lens designs, the equipment category has seen tremendous advances in technology and design. Choosing equipment that employs the latest features will set you up for the easiest operation, lowest redo rate, and best features.

“The latest technology doesn’t necessarily mean the most expensive piece of equipment,” says John Jeffrey, director of sales for Essilor Instruments USA. “But it should be capable of edging all the hydrophobic coatings and latest lens materials and treatments.”

READ MORE about best practices for financing an equipment purchase, with tips from Univest Capital’s Lisa Hartley.
ONLY AT eyecarebusiness.com/webexclusives