Yesterday someone humbled me by listening. She didn’t just nod, smile and walk away. Instead, Mareshah Lynch took action and made me feel special. Listening Takes Effort Mareshah Lynch is the patient counselor at Eye Care of Maine. She works with Peter Kohler, MD, an Ophthalmologist who is a LASIK and Premium Cataract Surgery Specialist in Waterville, Maine. Yesterday I visited Eye Care of Maine’s surgical facility because they are a LASIK client of Sightpath Medical. My trip to Maine was short, only one evening and part of a day to observe cases with Dr. Kohler. Prior to beginning surgical cases for the day, I … Read More
Will private equity’s bull-rush into ophthalmology drive growth? Dick Lindstrom, MD addresses this notion in a podcast he did with Tom Salemi from OIS. Stated investment reasons by doctors (MDs) are access to capital and business expertise. Profit growth, cost reduction, and services aggregation are success drivers for private equity (PE) that I’ve heard. Will these two forces play well together today and in the future? To create growing enterprise value, I believe PE and their MD partners will wrestle seven market forces. These trends tie back to the increasing commercial cast to Ophthalmology. In the new order, some MDs … Read More
When your customers want help and can’t articulate what they need, that’s an opportunity! Three years ago, we bootstrapped Sightpath Creative as an ophthalmology-only agency to serve Sightpath Medical’s customers. Starting anything from scratch is hard. What we wondered is, “Can we build an agency, using existing organizational talent and resources, to help our customers grow their businesses?” After all, we had more than three-quarters of a century of marketing and practice development experience on our team. In fact, we thought, “Why can’t we help our customers when they share their stories of struggle with local agencies? We have knowledge … Read More
Seven trends may provide the answer to the question, “Will Millennials, LASIK and Cataract surgery technology influence Ophthalmology?” These emerging beliefs, commercial strategies and technologies portend an environment rich with opportunity for those who adapt and frustrating for those who do not. Millennials – Providers and Patients Four millennial children in my family make me acutely aware of the traits exhibited by this age demographic. Much is written about the trends, possibilities and pitfalls arising from this group’s coming-of-age. For ophthalmology, Millennials are a conundrum because they are both provider and patient. They think, work and act differently than most of … Read More
Early in my business career in Ophthalmology, I was observing a lot of cataract surgery and the field of Refractive Surgery was gaining traction with Radial Keratotomy (RK). A crude procedure when compared to today’s all laser method to performing LASIK. I worked for Storz Instrument Company and it was the Fall of 1992. Storz was a surgical instrument company who was the market leader in surgical instruments for cataract surgery and also sold tools for performing RK. One fine day while discussing cataract instruments with a surgeon, I asked him, “Are you a Refractive Surgeon, too?” He looked at … Read More
Yesterday an article that I wrote was published in Cataract and Refractive Surgery Today This article establishes my point of view in ophthalmology. I am grateful that it appeared in a popular industry publication and humbled because they accepted my work. You may read it here.
“While Doctors debate, patients decide” is a quote from Ophthalmologist, Charles Kelman, MD. Dr. Kelman is the inventor of the machine that is still used today by ophthalmic surgeons to remove the cloudy crystalline lens during cataract surgery. Dr. Kelman was a flamboyant person who is claimed to have uttered the quip, “While doctors debate, patient decide” when pressed for the benefits of a yet clinically perfected and peer reviewed literature supported technology. Go here to read more about the Charles Kelman, MD story. This post is not about Charles Kelman. It is a story that I hope my ophthalmic surgeon … Read More
Laser assisted cataract surgery (LACS) was introduced to ophthalmology in 2010 with the FDA approval of the LenSx 550 femtosecond laser. At that time, LenSx was a privately held company and today it is owned by Alcon, the largest eye care company in the world. The Market Today there are nearly 400 femtosecond lasers for cataract surgery placed in the United States. Alcon leads this market with an eye-popping estimated 70% share and this should come as no surprise given their dominance in the industry. The term “placed” in the United States is what may prove to be the gradual, … Read More