What if one of the most overlooked opportunities for growing an optometry practice is already sitting in the contact lens room? In this episode of The 20/20 Podcast, Dr. Harbir Sian sits down with Dr. Harmin Chima, VP of Professional Services at West Point Optical Group, to explore the business case for private label contact lenses and why optometrists may be underestimating the value of contact lens patients. The conversation examines how private label contact lenses can create stronger margins, improve patient retention, increase in-office purchasing and help differentiate an optometry practice from online contact lens retailers.

Harbir and Dr. Chima also challenge a common mindset in optometry: that contact lens sales simply aren't an important source of practice revenue. They discuss the long-term value of contact lens patients, the importance of proactively introducing contact lenses as a vision correction option, and why doctors shouldn't wait for patients to ask. Harbir shares his own approach of discussing contact lenses with patients across virtually every age group — including offering simple in-office trials to patients who may never have considered themselves contact lens candidates.

Beyond the numbers, this episode is ultimately about delivering better patient care while building a healthier optometry business. From selecting lenses based on lifestyle and clinical needs to allowing the product to “do the talking,” the discussion offers practical ideas ODs can immediately bring into the exam room. If you're an optometrist, practice owner, corporate or sublease OD, or anyone looking to improve contact lens profitability, patient loyalty and practice growth, this conversation may change the way you think about private label contact lenses and the role contact lenses can play in your business.

3 Key Takeaways

1. Private label contact lenses can strengthen both margins and retention. By creating a product patients associate directly with the practice, private label can help keep more contact lens purchases in-house while improving the economics of each sale.
2. Optometrists may be underestimating the lifetime value of contact lens patients. Contact lens wearers tend to return more frequently and can create additional professional-service and optical opportunities over time.
3. Don't wait for patients to ask about contact lenses. Proactively presenting contact lenses as a vision correction option — and reducing friction with simple in-office trials — can uncover demand that patients may never express on their own.

A special thank you to CooperVision for supporting this episode.

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Optometrists see the opportunity in building a dry eye clinic but often get stuck on how to get started. In this episode of The 20/20 Podcast, Dr. Harbir Sian sits down once again with Dr. Trevor Miranda to explore the business of building a successful dry eye clinic, from creating treatment protocols and developing your team to improving patient conversion and generating a meaningful new revenue stream.

Dr. Miranda shares how dry eye has grown to the point where his practices now generate more revenue from dry eye products and services than from contact lenses. He breaks down his LION approach — Lids, Inflammation, Obstruction and Nutrition — and explains why having a structured clinical philosophy makes it easier to develop treatment plans, train staff and create consistency across a practice. Just as importantly, Trevor explains why doctors should not be doing everything themselves. By developing highly trained ocular hygienists, his clinics are able to run dry eye treatments alongside primary eye care, creating greater efficiency while giving patients more education and support.

The conversation also dives into the systems behind a thriving dry eye business: creating a dedicated dry eye assessment pathway, clearly recommending the optimal treatment rather than simply the cheapest option, training team members to confidently discuss treatment, establishing a dry eye champion, setting revenue targets and tracking KPIs. Trevor explains why implementation — not simply acquiring knowledge — is what separates practices that dabble in dry eye from those that truly build a successful specialty service.

Finally, Harbir and Trevor discuss the Dry Eye Summit, which brings together doctors, staff, industry partners and dry eye leaders for focused education, hands-on exposure to new technology and practical business strategies. The Summit also offers dedicated training for ocular hygienists and an advanced procedures lab, making it an opportunity to elevate not only the doctor’s knowledge but the capabilities of the entire dry eye team. And because the Dry Eye Summit is now held only once every two years, this year's meeting represents a valuable opportunity for practices looking to take their dry eye services to the next level.

• Build systems, not just a collection of technology. Successful dry eye clinics need structured treatment protocols, patient pathways and clearly defined roles for the doctor and team.
• Empower an ocular hygienist or dry eye champion. Properly trained team members can educate patients, coordinate treatment, perform delegated services and help the dry eye clinic operate alongside primary eye care.
• Treat dry eye like a real business unit. Set revenue goals, track referrals and KPIs, hold regular team meetings and continue investing in education and training.
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Dr. Trevor Miranda is the owner of Cowichan Eyecare in British Columbia, operating five clinics with a team of 12 doctors. He has built two dedicated dry eye centres and a team of ocular hygienists, and is one of the founders of the Dry Eye Summit alongside Dr. Richard Maharaj and Dr. Jeff Goodhew.

The Dry Eye Summit takes place November 21–22, 2026, with an Advanced Procedures Lab on November 20. The ocular hygienist course takes place November 21.

Learn more at mydryeye.ca.

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