Power Hour Optometry: The Secret to Growing a Thriving Eye Care Practice with High-Value Specialty Services
Hosted by Eugene Shotsman, Episode released on March 5, 2025
Introduction
In the March 5, 2025 episode of Power Hour Optometry, host Eugene Shotsman welcomes Dr. Jordan Dow from Dow Family Eye Care to discuss innovative strategies for expanding an eye care practice beyond routine exams. Recorded live at Vision Expo in Orlando, this episode delves into unlocking new revenue opportunities through high-value specialty services, effective patient interactions, and the integration of cutting-edge technologies like myopia management and Revital Vision.
Practice Overview
Dr. Jordan Dow begins by sharing the journey of Dow Family Eye Care, which he launched in Jacksonville, Florida, in 2017 as a "cold start" from scratch. Overcoming initial challenges, including the COVID-19 pandemic, the practice has grown to see 100-150 patients weekly with plans to open a second location and expand the team.
Dr. Jordan Dow [02:15]: "We started with nothing but a hole in the ground... we slowly added different types of technologies into our office."
Dr. Dow emphasizes the practice’s commitment to differentiating itself through technology, specialty care, and exceptional patient experiences.
Patient Interaction and Pre-Testing
A key factor in Dow Family Eye Care's success is their comprehensive approach to patient interactions. Upon entering the office, patients are greeted warmly to create a family-friendly atmosphere. The pre-testing process involves standard eye exams augmented by personalized questioning about the patient’s lifestyle and daily activities.
Dr. Jordan Dow [04:28]: "Our technicians are always asking questions... they're asking about their lives, about how they're doing, what their weekend was like."
This personalized approach allows Dr. Dow to tailor recommendations based on individual needs, thereby unlocking opportunities for specialty services without making patients feel like they are being sold additional products.
Revenue and Specialty Services
Dow Family Eye Care achieves significant revenue growth by integrating specialty services into their comprehensive exams. Approximately 20% of their patients engage in specialized treatments, contributing to an average revenue of over $500 per patient, even among Medicaid recipients.
Dr. Jordan Dow [12:07]: "Average when it comes to Medicaid patients... we have Medicaid patients paying for myopia management programs."
Dr. Dow highlights that specialty services are seamlessly incorporated into regular exams, emphasizing solutions that genuinely improve patients’ lives rather than just upselling products.
Myopia Management
A significant portion of the discussion centers on Dr. Dow’s myopia management program, which boasts a high acceptance rate among patients. The program involves thorough consultations and tailored treatment plans to slow or stop the progression of myopia in children.
Initiation and Consultation
Patients diagnosed with myopia are educated on the condition and its progression, shifting the narrative from inevitable worsening to proactive management.
Dr. Jordan Dow [15:37]: "Traditionally we just say, here are your glasses, see you next year. But now we have ways to slow it down or even stop it."
Treatment Options
Dr. Dow offers various myopia management options, including different drops, glasses, and contact lenses, allowing flexibility based on each patient's needs.
Dr. Jordan Dow [21:23]: "About 40 to 50% do soft contact lenses, 40 to 50% do orthokay."
Economic Model
The myopia management consult is offered free of charge to lower barriers for patients, leading to a high conversion rate. Pricing for the program ranges from $200 to $600, depending on the complexity and specific needs of the patient.
Dr. Jordan Dow [30:45]: "We charge differently, anywhere from 200 to $600 for the patient."
Dr. Dow ensures transparency in pricing and offers financing options to accommodate various financial situations, enhancing patient trust and willingness to invest in their eye health.
Revital Vision Technology
Introducing Revital Vision, a groundbreaking FDA-approved home-based vision training program, Dr. Dow discusses its integration into Dow Family Eye Care. This technology focuses on training the brain to improve contrast sensitivity and visual acuity, offering solutions for conditions previously deemed untreatable in adults.
Patient Experience
Patients use a dedicated app to undergo vision training sessions from home, involving tasks that enhance brain processing related to vision. The program typically requires 30-minute sessions, three to four times a week, over two to three months.
Dr. Jordan Dow [27:24]: "It's like training for a marathon or taking piano lessons... little bite-sized sessions."
Results and Impact
Preliminary feedback shows significant improvements in vision quality, with some patients experiencing measurable enhancements in acuity and contrast sensitivity during follow-up visits.
Dr. Jordan Dow [35:54]: "There's a patient... his wife says, 'I don't even see what this is. I don't see what you're talking about.'"
Revital Vision positions Dow Family Eye Care as a technology leader, offering patients access to advanced treatments that enhance overall vision performance without additional chair time or equipment.
Economics and Billing
The introduction of specialty services like myopia management and Revital Vision adds a substantial revenue stream to the practice. While myopia management remains a self-pay service due to the lack of insurance coverage, the high patient acceptance rates and flexible pricing ensure profitability.
Eugene Shotsman [41:43]: "You're charging $200 to $600... it's as much as a pair of glasses in some cases."
Revital Vision, similarly, is a patient-paid service that requires no extras on the practice’s end, making it an attractive high-margin offering.
Conclusion
Dr. Jordan Dow’s innovative approach at Dow Family Eye Care showcases how integrating high-value specialty services and embracing new technologies can significantly enhance practice growth and patient satisfaction. By focusing on personalized patient interactions, transparent pricing, and offering cutting-edge treatments like myopia management and Revital Vision, Dr. Dow has successfully built a thriving, technology-forward eye care practice.
Dr. Jordan Dow [23:53]: "Confidence is the most important thing... every practitioner could have some version of myopia management in their practice."
This episode of Power Hour Optometry underscores the importance of evolving beyond traditional eye care services to meet the diverse needs of patients, ensuring both practice growth and improved patient outcomes.
Notable Quotes
- Dr. Jordan Dow [02:15]: "We started with nothing but a hole in the ground... we slowly added different types of technologies into our office."
- Dr. Jordan Dow [04:28]: "Our technicians are always asking questions... they're asking about their lives, about how they're doing, what their weekend was like."
- Dr. Jordan Dow [12:07]: "Average when it comes to Medicaid patients... we have Medicaid patients paying for myopia management programs."
- Dr. Jordan Dow [15:37]: "Traditionally we just say, here are your glasses, see you next year. But now we have ways to slow it down or even stop it."
- Dr. Jordan Dow [21:23]: "About 40 to 50% do soft contact lenses, 40 to 50% do orthokay."
- Dr. Jordan Dow [27:24]: "It's like training for a marathon or taking piano lessons... little bite-sized sessions."
- Dr. Jordan Dow [35:54]: "There's a patient... his wife says, 'I don't even see what this is. I don't see what you're talking about.'"
- Dr. Jordan Dow [30:45]: "We charge differently, anywhere from 200 to $600 for the patient."
- Dr. Jordan Dow [23:53]: "Confidence is the most important thing... every practitioner could have some version of myopia management in their practice."
About Revital Vision
Revital Vision is a pioneering FDA-approved home-based vision training program that enhances contrast sensitivity, visual acuity, and overall vision performance. Suitable for conditions like adult amblyopia, post-cataract vision issues, minor refractive errors, and sports vision, Revital Vision offers eye care professionals a high-margin, patient-paid service with no additional chair time or equipment needed. To learn more, visit revitalvision.com.
About Power Practice
Power Practice is a premier consulting group dedicated to helping eye care practices achieve operational freedom, resolve complex issues, and drive growth. Offering expert coaching and consulting services, Power Practice empowers practices with the tools and strategies needed to thrive in a competitive market. Visit powerpractice.com for more information and access to free resources.
This summary captures the essence of the podcast episode, providing a comprehensive overview of the strategies discussed by Dr. Jordan Dow to grow a successful eye care practice through specialized services and innovative technologies.