How to Stop Guessing and Start Building a Frame Buying System That Works
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How to Stop Guessing and Start Building a Frame Buying System That Works
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In this episode, Dr. Steve Vargo sits down with Susan Daly for a practical, no-nonsense conversation about one of the most guesswork-driven parts of running a practice: frame buying.
Steve and Susan unpack why most practices don't actually have a frame problem — they have a decision-making problem. Without clear processes, cadence, or data, frame buying tends to default to gut feel, favorite reps, or whoever's been there the longest. They talk through how to simplify the entire process down to something that could fit on an index card, why revenue-per-brand matters more than units sold, and how to build a healthier, more intentional relationship with reps instead of an exhausting or dysfunctional one.
This conversation goes beyond inventory management. It's about reducing complexity so opticians can give patients the time and attention that actually drives trust — and sales. Susan shares specific, tactical strategies from her merchandising background, including how to ask patients what they wish you carried, how often to reassess your assortment, and why a simple "try-on party" might be the fastest way to spot what's missing from your board.
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