Optical retailers and eyecare providers are watching every dollar during these tough economic times. Spending frugally is a key strategy for anyone who wants to keep their head above water, so any helpful strategy to increase savings is welcome.
That’s where a consumables audit comes in. About a year ago I developed the consumables audit to analyze an eyecare professional’s spending habits on all consumables purchased for a given operation.
Spending Less Creates a Win-Win Situation My job is not to try to upsell my customers to increase their bills but rather to meet their needs. If I’m not meeting my clients’ needs, they’re not going to come back to me and place orders. So, while it may seem counter-intuitive that I’m focused on helping them spend less money with me instead of more, it is, in fact, a win-win situation for both of us. They save money, and I build a loyal customer base.
The consumables audit considers everything purchased, from exam supplies, finishing products, lens cleaner, and more. I figure out where I can save my clients money. If I see that they’re paying too much, I’ll suggest an economical alternative. Plus, I take the opportunity to introduce them to new products that they might not be aware of that will save them time and money.
Audit Your Consumables Once a Year All eyecare practices should do a consumables audit once a year to determine what kind of spending pattern has occurred in the past 12 months and what can be done to save money going forward. Some of my existing customers were a little reluctant at first because the idea of a consumables audit was new to them or because they had longstanding relationships with other vendors. But I was persistent, and within about a six-month period, over 40% of my clients completed the audit and joined my $avings Club. They saw that I was their one-stop optical resource for all their consumables, and that became very appealing to them.
The service is free, as is joining the $avings Club. When customers join, they receive a free consumables audit. I get the personal satisfaction of helping my customers do better and make more money.
Save an Average of $2,000 Per Year ECPs and retail store clients can save a tremendous amount of money through the use of a consumables audit. I saved my clients an average of $2,000 a year per location while at the same time consolidating their purchasing. Because I distribute for numerous vendors in the industry, I am also able to save my customers’ accounting departments the trouble of cutting 10 different checks at the end of the month.
