Improve Your Capture Rate with the 2013 VSP Practice Report

By Daniel L. Mannen, OD, FAAO July 12, 2013
As a kid, I was always amazed at how many fish my father would catch compared to me. I assumed that he was just luckier…until one day he shared an important secret. He explained that I had to actually visualize the fish selecting my bait among all the other things that fish have to eat. (And put the bait on my hook more carefully.) All luck aside, with these small adjustments, my "capture rate" improved!

We all know how critically important it is to have our prescriptions filled in our practices. We also know that this chore has gotten tougher. Do we truly know how we are doing and are we giving this important statistic the attention it deserves? Is it possible that making a few small adjustments could improve the "capture rate" in our dispensaries and, therefore, our bottom line?

It is a well-known fact, that if you concentrate on any statistic, it will likely improve. The increased attention results in greater focus and leads to better results. The VSP Practice Report provides a measure of your frame capture rate for your VSP patients. You can easily see both your longitudinal trend and how your practice compares with your colleagues. I believe it is vitally important that we have an accurate handle on this key statistic.

So, what are some recommended steps toward capture rate improvement?

  • Use the VSP Practice Report to find your frame capture rate baseline. (See page 7 of your personalized report.)

  • Know your patient demographics.

  • Evaluate your product mix and be sure it matches your patient demographics.

  • Prescribe for both necessity and personal lifestyle enhancement.

  • Display recognizable brands that your patients want to wear.

  • Remember, no one pair of glasses solves all problems. Look for opportunities to prescribe for job, hobby, safety, sun, etc. What's good for the patient is good for the practice.

  • Always emphasize your value proposition to each and every patient.

As I See It, capture rate is a critical statistic in today's independent optometric practice. The VSP Practice Report provides a useful measure of frame capture rate trending and a comparison to the average rate achieved by our colleagues. Knowing our capture rate is the first step toward improving it.

Visit to view your personalized VSP Practice Report…and you could win a $500 shopping spree on Michael Kors products by locating your frame capture rate opportunity.

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