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Mikaela Bolding shares how her practice boosted its capture rate by aligning every team member around two simple systems. 

The optical dispensary at Maple Valley Eye Care Center.

At Maple Valley Eye Care Center in Maple Valley, Washington, COO Mikaela Bolding says that color-coding patients based on their buying habits helps doctors fine-tune their exam room conversations. For example, a patient's name in green helps the doctor know this is a regular purchaser who already understands the value the practice provides. So the discussion can focus on new technologies or upgrades since their last visit.

In contrast, a red-coded patient has either never purchased from the practice or hasn't done so in their previous two visits. So the focus is on guiding them to the optical, reinforcing that the practice has the right solution for their vision needs. Yellow patients are new to the practice or their buying habits are not known.

This system provides doctors, opticians and even technicians with a starting point for each patient conversation. Read more about how the practice uses it in this article from Review of Optometric Business.