IN-STORE TRAINING · MANAGED VISION CARE
Managed-care patients leaving
without buying? Don’t let them walk.
They use the exam benefit, take the prescription and buy their eyewear somewhere else. Patrick’s Managed Vision Care training shows your doctors and opticians how to keep more of those patients in your optical.
- Problem
- Managed vision care patients use the exam benefit and buy their eyewear somewhere else.
- Method
- Patrick leads the training with your ODs and opticians together, by video or in the practice.
- Timeline
- Scoped to your practice and confirmed in your proposal.
- Deliverable
- A trained team and a store guide for the plans you see most.
- Measure
- Capture rate for managed-care patients, tracked on its own.
TOP TRAINING POINTS
What your team learns
Signs you may recognize
- Managed vision care patients buy eyewear from you less often than private-pay patients.
- Doctors and opticians explain the patient’s benefit and options differently.
- The handoff from the exam room to the optical team is rushed or skipped.
- The conversation starts and ends with what the plan covers.
- Nobody tracks capture rate for managed-care patients on its own.
How it works
Patrick leads the training with your ODs and opticians together, by video or in the practice. It can stand alone or follow a Performance Diagnostic.
Scope and fee are confirmed in a written proposal within 48 hours of your discovery call. Training is available at a day rate or as part of an advisory engagement.
Run the numbers first
Enter your managed-care exams, their capture rate and your average eyewear sale in the Capture Rate Calculator to see what each added point is worth in a year.
The aim is higher retention of managed-care patients. Patrick provides the training; your doctors and team carry it out, so results are reviewed in context, not promised in advance.
LuxeVista advises on business operations and sales conversations. Plan rules, provider contracts and clinical decisions remain with your practice and its payers. EyeMed and VSP are trademarks of their respective owners; LuxeVista Advisory Group is not affiliated with or endorsed by any vision plan.
Relevant career experience
Patrick holds an associate degree in Ophthalmic Science and Optics and is certified by the American Board of Opticianry. He spent more than two decades in optical leadership at Luxottica (LensCrafters, Pearle Vision), leading ~450 franchise locations, and ran a $450M, 400-store business at U.S. Vision & JCPenney Optical.
Source: Patrick Gibson’s 2026 résumé. Career-reported outcomes, not guarantees or results from a LuxeVista engagement.
View career result context
Also in In-Store Training: the In-Store Sales Program and Workplace Conversations and Accountability.