While intuition might suggest that higher frame unit sales must be supported by an increasing number of brands, conventional practice management wisdom says the opposite: less is more. Multiple advisors on dispensary management advocate limiting brands and hence, frame vendors.
The theory goes: by limiting the number of frame brands and vendors, ECPs can maximize discounts, payment terms, co-op funds, simplify ordering and inventory management, optimize rep service and visit time, and strengthen strategic vendor partnerships.
Can less be more? Is it possible for a practice to limit the number of vendors they must partner with to achieve high sales and capture rates? Let’s look at the facts: