Podcast Summary: Power Hour Optometry
Episode: Seeing Fewer Patients and Earning More: Inside a Smarter Optometry Workflow with Dr. Janelle Davison
Release Date: May 14, 2025
Host: Eugene Schottzman
Guest: Dr. Janelle Davison
Host Organization: The Power Practice
Website: www.PowerPractice.com
Introduction
In this episode of Power Hour Optometry, host Eugene Schottzman welcomes Dr. Janelle Davison to discuss her innovative approach to running a more efficient and profitable optometry practice. Dr. Davison shares her strategies for seeing fewer patients daily while significantly increasing revenue per patient through advanced workflows and specialized services.
Notable Quote:
"I've learned a lot along the way. I have to make a lot of modifications and adjustments just to be able to still be here." – Dr. Janelle Davison [02:20]
Dr. Janelle Davison’s Background and Practice Evolution
Dr. Davison has been practicing optometry for 19 years, with 15 years in private practice since 2010. Over the years, she has continuously adapted her practice to stay ahead of industry trends and patient needs. In 2015, she expanded into ocular surface disease, pioneering a dry eye spa in 2018 by partnering with an esthetician to offer additional services.
Key Points:
- Adaptation During COVID-19: In March 2020, amid the COVID-19 pandemic, Dr. Davison relocated her practice to a more modern, mixed-use plaza closer to the city. This move allowed her to rebrand and scale down to a boutique model, reducing patient volume from 20-25 to about 15 per day to better balance work and family life.
Notable Quote:
"We scaled down, became more of a boutique. I really want to manage my time... I don't have to see as many patients." – Dr. Janelle Davison [04:30]
Innovations in Practice Workflow
Dr. Davison emphasizes the importance of efficiency and innovation in her practice workflow. By leveraging technology and rethinking traditional processes, she enhances patient experience and increases profitability.
Strategies Implemented:
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Virtual Paperwork:
- Process: Patients complete virtual paperwork before arriving at the office, which includes opting into additional services such as retinal photos, dry imaging, dilation reversal, and an anti-aging bundle.
- Impact: Streamlines check-in, reduces wait times, and allows for room flexibility by eliminating the need for bulky equipment in exam rooms.
Notable Quote:
"Virtual paperwork is a game changer. You can figure out how to really implement virtual paperwork." – Dr. Janelle Davison [10:00]
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Proprietary Software:
- Functionality: Dr. Davison and her husband developed proprietary software that calculates patient charges, reduces billing errors, and presents patients with "good, better, best" package options.
- Benefits: Enhances billing accuracy, speeds up the payment process, and increases the likelihood of patients selecting higher-value options.
Notable Quote:
"We use a proprietary software that... reduces errors in calculations and allows them to determine the patient cost out of pocket faster." – Dr. Janelle Davison [09:17]
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Handheld Mobile Devices:
- Usage: Implements handheld devices for pre-testing, allowing patients to complete necessary evaluations without occupying exam rooms.
- Outcome: Creates more functional lanes within a smaller space, increasing overall office efficiency.
Specialized Services and Screening Options
Dr. Davison offers a range of specialized screenings that patients can opt into during the virtual check-in process. These include:
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Dry Eye Screening:
- Components: SPEED score assessment, myibography, and additional diagnostic tests.
- Fee: Approximately $25-$26.
- Acceptance Rate: Over 80% of patients opt into this screening.
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Retinal Screening:
- Components: Fundus photography and associated diagnostics.
- Fee: Included in packages, typically adding $120-$130 to the initial copay.
- Acceptance Rate: 80-90% of patients opt in.
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Anti-Aging Bundle:
- Components: Prescribing presbyopic drops and lid-lifting drops, along with patient education and consultations.
- Fee: $89, inclusive of a fundus photo.
- Target Demographic: Patients aged 40-64 experiencing early signs of aging like presbyopia.
Notable Quote:
"We have more than one screening option. Some days all 14 people pick everything, and other days they pick a combination of screenings." – Dr. Janelle Davison [15:35]
Establishment of a Standalone Dry Eye Center
To further specialize and manage her growing patient base for dry eye, Dr. Davison established a standalone dry eye center located three miles from her main practice. This center focuses exclusively on ocular surface disease, allowing for deeper diagnostics and specialized treatments without the distractions of optical sales.
Benefits:
- Improved Patient Understanding: Patients recognize the center as a medical facility, reducing confusion between optical and medical services.
- Increased Treatment Acceptance: Dedicated focus on dry eye leads to higher acceptance rates for treatment plans.
- Referral Growth: Attracts referrals from other optometrists and ophthalmologists, as well as self-referrals from patients seeking specialized care.
Notable Quote:
"It's a medical complex center, so it's only three miles from where I am. If you drove to the current primary office, it's only three miles up the road." – Dr. Janelle Davison [37:30]
Anti-Aging Package and Presbyopic Drops
Dr. Davison developed an anti-aging package that includes prescribing low-concentration pilocarpine drops (Closei) to treat presbyopia and droopy eyelids. This innovative approach offers patients non-surgical options to improve near vision and eyelid aesthetics.
Features of the Anti-Aging Package:
- Comprehensive Consultation: Includes fundus photography and in-depth patient education.
- Presbyopic Drops: Closei is a 0.4% pilocarpine solution, lower in concentration than previous options, enhancing safety and comfort.
- Bundled Pricing: Priced at $89, this package provides multiple benefits in a single consultation.
- High Acceptance Rate: Approximately 60% of eligible patients opt into the anti-aging package.
Patient Experience:
- Initial Screening: Patients opt into the package during virtual paperwork, paying the fee upfront.
- Consultation: A detailed 45-50 minute consultation to discuss suitability and potential benefits.
- Follow-Up: Option for teleconsults to monitor progress, ensuring patient comfort and treatment efficacy.
Notable Quote:
"We've got something coming. I have patients coming back saying, 'I need to go ahead and move forward with this treatment because it's not getting any better.'" – Dr. Janelle Davison [25:25]
Partnership with Orasis and Introduction of Closei
Towards the end of the episode, Dr. Davison discusses her collaboration with Orasis to introduce Closei, a new presbyopic drop with enhanced formula:
Closei Highlights:
- Lower Concentration: Contains 0.4% pilocarpine, reducing side effects compared to previous formulations like Beauty at 1.25%.
- Preservative-Free: Enhances safety for patients with compromised ocular surfaces.
- Improved Bioavailability: Near-neutral pH and lubricating agents (HA and HPMC) increase comfort and efficacy.
- Patient Autonomy: Individual vials allow patients flexibility in usage.
Impact:
- Positive Patient Feedback: Enhanced near vision without compromising distance vision, with rapid onset of effects.
- High Demand: Dr. Davison has already written over 200 prescriptions since its introduction.
- Educational Efforts: Dr. Davison is actively consulting with Orasis to educate other providers on integrating Closei into their practices.
Notable Quote:
"Closei is preservative free in individual vials, which is really cool. It gives patients the autonomy of how they want to use this drop." – Dr. Janelle Davison [52:02]
Conclusion and Final Thoughts
Dr. Janelle Davison’s approach exemplifies how optometry practices can thrive by prioritizing quality over quantity. By implementing efficient workflows, leveraging technology, and offering specialized services, Dr. Davison has successfully increased her revenue per patient while enhancing patient care and satisfaction.
Key Takeaways:
- Efficiency through Technology: Virtual paperwork and proprietary software streamline operations and enhance patient experience.
- Specialization: Establishing a standalone dry eye center allows for focused, high-quality care.
- Innovative Offerings: Introducing packages like the anti-aging bundle and embracing new treatments like Closei meet evolving patient needs and preferences.
- High Acceptance Rates: Transparent pricing and bundled services encourage patients to opt into additional screenings and treatments, driving higher revenue per patient.
Final Notable Quote:
"If you're innovative, bringing more value to the annual exam, having the patient opt into things, and being more efficient, you can make just about as much money as doctors who are seeing 25 people a day but only see 14-15." – Dr. Janelle Davison [17:37]
Dr. Davison’s model serves as an inspiring blueprint for optometrists aiming to modernize their practices, enhance patient loyalty, and achieve sustainable profitability.
For More Information:
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