What it takes to be a 1-er%, and what to ask yourself if you aren’t

In 2015, Market Scope estimated US surgeons performed ± 630,000 laser vision correction procedures.

Interestingly, most (63.2%) surgeons (n=2,208) performed an average of ONLY 35 procedures in ONE year – or 12.2% of annual LVC procedures (76,550).

On the other side of the pie, 1% of surgeons – a total of 39 – in the tiny light blue sliver of this pie – performed 12.7% of the LVC procedures in the US in 2015, or between 1500 to 5000 procedures annually.

As is the case with all innovations (e.g. railroads, telephones, internet service providers, media companies) – standardisation follows proliferation, and laser vision correction surgery will eventually be dominated by fewer and higher-volume surgeons as consolidation ensues. The rich will get richer.

If you’re not a 1%-er, the question today is: 1) will you get with the program (do what they do), 2) will you get gobbled up (or join them willingly), or 3) will you eventually get out of the business?

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About the Author:

Rod Solar is the Director of Practice Development Consulting of LiveseySolar, a healthcare marketing and sales training company. Rod has created successful and engaging training systems for over 25 years. His advice routinely generates 6-figure incremental increases in income for his clients by teaching them how to systematically improve customer service while increasing sales at the same time. His training offers an elegant (and fun) step-by-step conversational approach which benefits surgeons, practice managers, hospital staff, and non-medical staff working in private healthcare settings. Rod wrote and delivered the Business Development, Clinical Governance and Medicolegal Issues module for the University of Ulster’s Postgraduate Diploma in Cataract and Refractive Surgery (Theory) - PgDip. He is a regular presenter at the European Society of Cataract and Refractive Surgeon’s Congress Practice Development Programme and has regularly published articles about healthcare marketing in The Ophthalmologist, Optician, European Ophthalmology News, Cataract & Refractive Surgery Today, Eurotimes and Independent Practitioner Today. Rod has been a professional salesperson (B2B and B2C), management consultant, college lecturer, an industry leader, and executive coach. His clients include Optegra, EuroEyes, ZEISS, Moorfields Private, London Vision Clinic, Thiele, and many other high-quality, private Ophthalmology clinics from the UK, Europe, USA, Canada, and the Middle East. Rod has a degree in Psychology and Human Performance from UBC. He lives in London, UK and you can follow him on Twitter: @rodsolar.

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