XFRACTION^SM PROCESS

A Rock Solid Investment in Practice Growth

With the XFRACTION^SM Process, this OD is measuring his ROI in increased revenue and enhanced practice image.

Marcus Gleaton, OD
Aledo Family Eye Care, Aledo, Texas

The decision to invest in capital equipment is not made lightly, especially for a solo practitioner. Just ask optometrist Marcus Gleaton. Eleven years after opening Aledo Family Eye Care in Aledo, Texas, Dr. Gleaton had three major goals aimed at taking his practice to the next level. “I wanted to increase the number of examinations I could perform each day, and I wanted to increase optical revenue,” he says. “Equally important, I wanted to create a ‘Wow!’ factor for my new and existing patients.”

Dr. Gleaton decided to invest in the OPD-Scan III wavefront aberrometer and the TRS-5100 digital autorefractor — together known as the XFRACTION^SM process from Marco — along with the LM-600 auto lensmeter. “This is the largest single purchase I’ve made since opening my practice,” Dr. Gleaton says, “but I can easily say I would make the purchase again if given the option.” In this article, Dr. Gleaton explains how the XFRACTION process has been helping him grow his practice.

The split prism presents the patient with the choices simultaneously during the Jackson Cross-Cylinder testing.

Increased Efficiency

The OPD-Scan III incorporates autorefraction, keratometry, pupillometry, corneal topography, wavefront aberrometry, retroillumination and day/night measurements, providing more than 20 diagnostics. In less than 1 minute, a wavefront-optimized refraction can discern whether or not a patient will require a full refraction to achieve 20/20 visual acuity. The TRS-5100 completes the required refraction with digital speed and accuracy.

“As with any new technology, there’s a learning curve,” Dr. Gleaton says. “I was actually slower with refractions for about 1 week. Then, my Marco representative installed the various programs for refraction, and I immediately noticed my refraction time decreased. I’m saving an average of 3 to 5 minutes per patient, and as a result, I’ve increased my examination slots by four per day after only 4 weeks of use. I estimate my comprehensive eye examinations are up 10% over last year, without adding any hours to the schedule.”

Increased Optical Revenue

One of the advantages of the TRS-5100, that both patients and practitioners appreciate, is that it uses a split prism. “This function allows for simultaneous vision, which enables patients to determine cylinder and axis choices with greater speed and confidence,” Dr. Gleaton says. “The system also allows me to quickly demonstrate the difference between a patient’s current and new prescription with the touch of a button. This, in turn, makes it easier for patients to justify an update in their prescriptions ... and value the difference.”

One of the challenges any practitioner faces is counseling patients about whether or not they need new eyeglasses. “In the past, if a prescription change was minimal, I would have to try to explain a quarter of a diopter change to the patient. Now, I can present both prescriptions to patients within seconds and let them see for themselves. This process actually engages the patient in a critical way. It reduces explanation time and is much more effective. I estimate our frame and lens sales have increased by 5% to 10% since we installed the XFRACTION process.”

The axial map shows regular but asymmetric astigmatism which results in changing astigmatism as the pupil enlarges, and high order aberrations such as coma.

‘Wow!’ Factor

As for the creating a “Wow!” experience for his patients, Dr. Gleaton says he has no doubt he has reached this goal. “Every day, patients tell me my new equipment is ‘amazing,’ ‘fancy’ and ‘cool’,’” he says. “Hopefully, this enthusiasm will translate into referrals as patients tell friends and family members about their recent experience in my office.”

In fact, the enthusiasm has been contagious in Dr. Gleaton’s practice. “My staff enjoys the new equipment, as well,” he says. “The card reader system reduces transcription errors and increases efficiency. This results in less stress for my staff. They also like to be part of a team that is continually updating equipment and improving patient care.”

Additional Benefits

The OPD-Scan III automatically measures corneal topography and identifies higher-order aberrations, which not only aids in acquiring an accurate refraction but also may detect previously undiagnosed pathology. “During the first 3 months of integrating XFRACTION, I discovered two new cases of keratoconus,” Dr. Gleaton says. “These were mild cases and didn’t require drastic measures for visual correction, but the topography scans did aid my description of the condition to these patients and helped them understand the visual challenges they’ve experienced in the past.”

Another benefit of having corneal topography maps generated by the OPD-Scan III is that practitioners can show patients their irregular corneal astigmatism and explain how it affects their vision. “Patients can see the color differences on the maps and visually appreciate why they are unable to achieve 20/20 vision,” Dr. Gleaton says. “I have also been able to explain nighttime vision problems due to day/night refraction differences associated with changes in pupil size.”

Dr. Gleaton’s technician performs the OPD-Scan III on every patient over the age of 8 years. “Prior to the installation of the OPD-Scan III, I didn’t perform topography on all patients,” Dr. Gleaton says. “I feel more comfortable as a practitioner gathering more data on each patient, especially since acquisition is so rapid.”

Commitment to Eye Health

Although the decision to invest in the XFRACTION process was made after careful deliberation, Dr. Gleaton was concerned that he might not realize substantial benefits, at least not right away. “I had my doubts as to whether this technology would make a noticeable difference in my practice beyond the ‘cool’ factor, but those doubts quickly faded,” he says. “The XFRACTION system has been a positive addition to my practice, particularly when considering return on investment and practice image. I believe that utilizing this cutting-edge technology has set my practice apart, creating a positive first impression for new patients and assuring my existing patients that I’m committed to providing the best possible eye care.” ■