What is Census Benchmark?

Census Benchmark is a customized sales territory analysis data package designed to provide you with a tool to objectively understand the potential within each of your sales territories. It will allow you to much more effectively utilize your own sales data to benchmark the performance of your sales territories relative to actual potential and relative to one another.

Why Census Benchmark can make a Difference for You?

Sales territories evolve over time for many reasons. Most of those reasons may have made sense at one time, but may no longer applicable. You may have the feeling that some of your sales territories have very different potential than others. Some are perhaps far larger than a single rep can effectively work. Some may be completely maxed out. Until now it was very difficult to quantify these situations, but Census Benchmark allows you to do just that.

How does Census Benchmark Work

You define your sales territories by 3 digit zips, 5 digit zips, counties or states. You also define your target customers, for instance independent optical retailers who dispense eyeglasses. We provide you with a count of the number of optical retail locations fitting your target customer description within each territory and the total estimated annual revenues of those locations. You can then compare this to the number of known customer accounts you have in that territory and use the sales data to evaluate the territories and calculate potential growth in that area.

Pricing for Census Benchmark

If you can deliver 'gapless' geographic definitions of your sales territories by 3 digit zips, 5 digit zips, counties or states and provide a straight forward definition of your target customers (for instance, optical retail locations, dispensing eyeglasses in groups of locations no more than 5) the price is $2,500. If you subsequently purchase Census within 60 days of your Census Benchmark purchase you will receive $1,000 off that purchase. The price for current Census subscribers is $1,500.

Sample Census Benchmark table

Territory	Location Count	Total Estimated Annual Revenues
Territory 1	504	$339.4M
Territory 2	223	$121.8M
Territory 3	798	$602.2M

New How-To Book Aimed at Eye Care Staff Members

"The great thing about learning service sills is that you can use them in any job - and in most life situations."

Easy and quick to read, Patients Love to See You Smile is a how-to book for eye care staff and doctors alike. It's a non-clinical primer on how to enhance the patient experience through quality service. Written by well-known eye care practice management expert Thomas F. Steiner, the book sensitizes eye care staff to patient preconceptions and emotional needs.

"The book has organized and expressed all the key ideas that go into making a great practice and there is a huge need out there for a book like this. I really tried to find some things that the author might have overlooked, but every time an idea popped into my head, I found that it was covered in this 92-page wonder - the very first of its kind written primarily for the eye care staff versus the doctor," said Neil Gailmard, OD, MBA, FAAO, author of the long-running "Management Tip of the Week" e-column from Optometric Management and faculty member of the Management & Business Academy for eye care professionals.

All doctors will want to read this book, said Dr. Gailmand. "I recommend that all doctors make it required reading for their new staff members. For existing staff, it well serves as the basis of ongoing staff meetings. The how-to coaching in this book will make every doctor's practice a better place to work and a place that patients will more appreciate, enjoy and tell others about. In brief, the book is a joy to read, an inspiration for all."

The book tells staff members that they "have a big personal stake in creating [practice] loyalty. Everything you say and do makes a difference. Remember that it's the loyal patient, not the doctor, who ultimately writes your paycheck."

The book encourages staff to consider themselves actors on a stage with specific roles to play and provides concrete guidelines on how to play those roles at each stage of the office visit.

Patients Love to See You Smile can be read in a single evening. The book utilizes several design elements - yellow highlights, smile circles with advice inside and breakouts of service tips - to make it easy, fun and memorable to read.

As the book says, "never underestimate the value of your smile. It's huge. Scientists have actually shown that your smile triggers an automatic [positive] chemical response in the brain of people who see you smile."

Discounts available for bulk orders of 20 or more - email jzupnick@jobson.com.

This detailed analysis of your performance during the past fiscal year will allow you to compare your practice to MBA norms and to identify strengths and weaknesses and key improvement priorities.

Click here to view
the table of contents & sample pages.

Your custom MBA Practice Performance Assessment includes:

• An overview of the financial performance of your practice during the past fiscal year
• Comparison of your key practice productivity metrics against reliable norms for independent optometric practices
• Discussion of how your current practice growth, revenue mix and professional fees compare
• Identification of revenue growth opportunities
• Detailed explanation of how to interpret key metrics
• Quantitative guidelines for setting improvement goals
• Action steps to improve productivity and address deficiencies
• Comparison of your office processes to other practices

Expansive Data Base
MBA performance benchmarks used to assess your practice performance are derived from a database of more than 1,700 independent optometric practices throughout the U.S. Practices of all sizes are included in the database, yielding reliable benchmarks for practices of similar size to your own.

Confidential Survey
The custom report will be generated from your response to an online questionnaire. Data is collected by Jobson Medical Information and is never available to program sponsors. Your report will be kept strictly confidential.

Enhance your MBA Seminar Experience
This custom MBA Practice Performance Assessment will maximize the value of the MBA Management Essentials seminar, which you have registered to attend.

An Outstanding Value
A custom, detailed performance analysis generated by practice management consultants can cost $4,000 or more. Your cost to obtain a custom MBA Practice Performance Assessment is just $279. This low cost is made possible by MBA sponsor investment in the ongoing practice performance research program.

A Portrait of Professional Compensation including dispensing staff and office managers

Are you earning what you should be?

In this economy, who knows what appropriate compensation is?

This extensive study provides you with average and median compensation for professional and staff titles, enabling you to benchmark your compensation policies against the national and regional variances.

The information is presented with interpretive commentary and charts comparing and contrasting the data.

Easy look up data tables are included for quick analysis.

Learn average compensation for:

   -Optometrists

    (both employed and owners/partners)

   -Opticians/Dispensers

   -Office Managers

   -Region

   -Years of Experience

   -Gender

   -Chain/Independent

   -Supervisory Status

   -Specialties

This new, innovative report deals with all the aspects of the patient experience before the actual exam. How much waiting are patients really doing? Can they get an appointment right away? Are they stuck in the waiting room too long? How long do they expect to wait? Learn what is important to keep your patients satisfied while they are waiting. What do they like to read? Do they care about the type of seating or décor in the office? Also find out how important flexible hours, technology and friendly staff are to patients. Compare your office policies on paper work, initial screenings, and follow up procedures.

• positioning yourself against your competitors
• learning what are important characteristics in a vision care insurance plan to the ECP
• communicating to and better serving your clients