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LAB ADVISOR Archives | Subscribe to LAB ADVISOR | LabTalk

A Monthly Briefing for Optical Lab Owners and Managers

- September 2015 -

Dollars & Sense

Make What You Say Pay

Lab Notes

New Products

Spotlight

Dollars & Sense

Managing the Millennials

Michael Karlsrud

Frustrated yet?  Concerned about your employee turnover rates?  Are you scratching your head because this is a new management challenge you’ve never faced before?  Welcome to the club; and it’s a big club.

The Millennial generation is defined as those who are about 20 to 34 years old and make up about 26 percent of the working population.  If you don’t have them in your lab yet, you will.  There has been much reported about this generation, most of it in their habits, behaviors as consumers, and their social beliefs.  But what about managing them in your business?

There are a few things that need to be appreciated about this group of workers.  First, they represent more of the hippie movement of the 1960’s than your parent’s beliefs of hard work, loyalty and appreciation of being employed.  Consequently, they can’t be managed effectively like you would a “Boomer” employee – they’re not a “command and control” kind of crowd. The Millennials will require you not only to manage them, but to develop them.  They look for you to skill them up and keep them moving towards higher rewards and responsibilities.  The challenge in most companies, whose leadership is found in the Boomer generation, is that we believe in “do your job, do it for a long time, and you will earn your way to greater things.”  Millennials are not going to give you that much time. 

They don’t believe in working for the same company for 30 years and getting the gold watch.  On average they stay with a company for about three years; longer, if you can keep them interested.  Many companies are creating sub-levels of jobs, I.E. worker, lead, team lead, supervisor, lead supervisor, etc., to keep Millennials feeling like they are progressing in their careers.

Finally, they insist on life/work balance.  The Millennials are going to give you an honest day work but don’t be alarmed if family and life events have the same degree of importance as work requirements.  This is particularly new and bothersome to Boomer managers who worked hard, long hours and were rewarded for their loyalty and sacrifice.

Employee turnover costs an employer about 130 percent of the salary of the open position to fill it.  Learn how to manage the next generation of workers and keep your turn over low.

Michael Karlsrud is the owner and CEO of k-Calls, a tele-services company that serves the optical industry with its two divisions; Telecare and Business-to-Business.  www.karlsrudcompany.com or www.k-calls.com

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Make What You Say, Pay!

The Right or Wrong Pitch

Anne Miller

Suppose you are the head of sales for a new self-driving car company and you seek mass adoption for your product, would your pitch center on the car's potential for increased productivity, more relaxation, or its guarantee of increased safety?  That is the marketing question the self-driving car industry will have to answer in order to succeed. We’ll leave the auto industry execs to work that one out, but the notion of just what is the right pitch to use to sell ideas, services and products applies to whatever you  present as well. So, what is the right pitch?
What It’s Not
The right pitch is not a string of features. Why buy us? Because you get streamlined processes, faster reporting, smarter insights.
The right pitch is not a basket of boasts. Why buy us? Because we know your industry, we have really smart people and we have all these clients who love us.
The right pitch is not a self-serving judgment. Why buy us? Because we do it better.

What It Is
The right pitch first gives your audience what they value. Why buy us?
Because we can get cash into your hands within 24 hours.
Because we can help increase retention of your best employees 
Because we can help you avoid getting hacked.
Because we can help triple your sales within three months.
Because we can provide you with 100% qualified leads

How you do it, why you are qualified to do it, and proof that what you offer works are obviously important, but the reason people will listen to all that is because you have first identified the key value  to them of working with you. Without that value hook to kick off your presentation, your pitch will likely dissolve into just so much noise.

Ask yourself, at the end of the day, what do all my sexy features, functions, processes, client lists, expertise, etc. add up to for my listener?  When you can answer that, you will have found the key value for your pitch.

Words Matter: Make What You Say Pay! ©2012 Anne Miller, author, “metaphorically Selling” www.annemiller.com

 

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Lab Notes

Thomas F. Puckett to Receive 2015 Directors’ Choice Award

Staff

The Optical Lab Division of the Vision Council has named Thomas F. Puckett, founder, managing director and chief executive officer of HPC Puckett & Company, as the 2015 recipient of the Directors’ Choice Award. Established in 1987, this award honors individuals and companies that have made outstanding contributions to the ophthalmic industry. Now in its twenty-ninth year, the award is still recognized as one of the most prestigious honors in the industry.

"Tom has been selected to receive this award because of his passion for the optical industry,” said Drake McLean, Optical Lab Division chair. “He has not only advised and represented hundreds of optical company owners as they navigate a rapidly changing industry, Tom has also given back to the industry by the inception of the Optical Lab Division Hall of Fame.”

Puckett will be recognized alongside this year’s Optical Lab Division Hall of Fame inductees during the 16th Annual Optical Lab Division Hall of Fame banquet on Wednesday, September 16th in conjunction with the Optical Lab Division Meeting and International Vision Expo West.

New Lab Opens in Dallas

Staff

Longtime lab executive, Ryan Markey has opened a new wholesale lab in Farmers Branch, Texas, serving clients in the Dallas-FT Worth, the Southwest, and nationwide. Designed to complement the needs of the most discriminating offices, My Friends Lab rethinks the commercial partnership between Dr. and optical laboratory.  For more information visit www.myfriendslab.com

Ric Lee Joins EGMA

Staff

Ric Lee has been appointed director of manufacturing at EGMA LLC, a cutting-edge laboratory providing high-quality, full-service distribution of complete eyewear, lenses, frames, and instruments. Lee brings over 30 years of optical experience to this state-of-the-art facility. EGMA LLC is the first US-based manufacturing headquarters for the leading international laboratory EGMA. Established in 2014, EGMA LLC is run by president and CEO, Poya Eghterafi.

“Since joining EGMA LLC, Ric has proven himself to be an invaluable asset to our organization and a proven leader,” said Eghterafi. “We are incredibly fortunate to have Ric’s vast knowledge and expertise as we endeavor to bring our unique vision products into the U.S. markets.”

For more information visit www.egmallc.com

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New Products

INDIGO AR Blue Light Filtering AR Technology

iCoat has developed Indigo, a new blue light filtering AR coating. Indigo AR features selective blue light blocking technology that helps minimize high-energy blue-violet light thereby reducing digital eye strain and visual discomfort caused by harmful blue light. Indigo also provides protection against scratches, dust, moisture, smudges, and back-surface UV reflections. Indigo AR is a premium choice for addressing digital eye strain associated with Computer Vision Syndrome, the number one computer-related eye health complaint in the U.S. For more information visit the iCoat Website at www.icoatcompany.com

 

 

 

 

KODAK's New Lens Professional Series

Signet Armorlite has reorganization their Kodak-branded lenses and services under the all-new KODAK Lens Professional Series name. The KODAK Lens Professional Series includes KODAK Progressive Lenses (KODAK Unique/HD, Precise/PB, Precise Short/PB), KODAK Digital Single Vision Lens, KODAK SoftWear Lens and KODAK Anti-Reflective Lens Coatings (KODAK Clean&CleAR UV, KODAK Clean&CleAR, KODAK CleAR+). Signet Armorlite’s proprietary technologies, Vision First Design and i-Sync, will continue to be used in the production of the various lenses within the KODAK Lens Professional Series. Product literature, including a KODAK Lens Professional Series product catalog, is available to order at www.SALitOnline.com.

Younger Optics Launches New Website: Nupolargradient.Com

Younger Optics has launched a colorful new Website dedicated to answering ECP’s questions about NuPolar Gradient lenses. NuPolarGradient.com includes a short video, photos, and all the practical information ECPs need to dispense NuPolar Gradient lenses. This mobile-compatible site allows ECPs to look up availability and other information on their mobile phones or desktop computers with ease, all within a colorful and easy-to-navigate format.  Check out the new site at www.NuPolarGradient.com.

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Spotlight

Specialty Lenses Add Snap to ECP Playbook

Judith Lee

Like the special teams brought in for kickoffs and kickoff returns during a football game, specialty lenses and coatings have one job to do and they’re expected to do it well. And just like the kicker, holder or long snapper, when specialty lenses come into play, Eye Care Providers (ECPs) say their performance often is critical to winning patient loyalty.

“We recommend computer glasses and separate driving glasses to the majority of patients simply because when you explain the advantage the need becomes apparent,” said Robert Sobotor, licensed optician and optical industry consultant who fits about 80 percent of patients with some type of specialty lens or coating.

Sobotor is at the high end for percentage of patients fitted, but many ECPs agree that most patients have a need for at least one specialty lens or coating.

“We try to recommend computer lenses to nearly everyone, since most people are using digital devices for many hours each and every day,” said optician Amy Endo.

“REcharge antiglare is now our standard recommendation on all lenses because everyone is looking at computer and digital device screens,” said Melanie Melancon, OD.

Find out how ECPs decide what lenses to recommend to their patients by reading the entire article at http://www.labtalkonline.com/

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Christie Walker, Editor, LabTalk/LabAdvisor

Christie is the Editor of LabTalk and a contributor to Vision Monday. She covers wholesale laboratories, lab systems, other ECP news and features/coverage. Contact Christie at cwalker@jobson.com.

Copyright © 2014 LabTalk. All rights reserved. Read more at LabTalkOnline.com/LabAdvisor

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