2025 was a turbulent year for many optometry practices.
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- Consumer confidence dipped.
- Exam-only visits increased.
- Patient capture rates declined.
- Staffing remained a persistent issue.
As practices head into 2026, many are looking for new technology, new services, or new growth initiatives. But according to Gary Gerber, the biggest opportunities aren’t new at all.
They’re the fundamentals most practices stopped questioning years ago.
In this episode of Power Hour, Eugene Shatsman sits down with Gary Gerber to explore why growth stalls when practices run on autopilot — and how revisiting the basics can unlock revenue, efficiency, and sustainability without adding complexity.
A Problem of Autopilot, Not Innovation
Many practices inherit decisions and never revisit them:
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- Office hours that no longer reflect patient demand
- Pricing structures that haven’t kept pace with rising costs
- Recall systems that don’t match how patients want to be contacted
- Staffing models focused on technical skills instead of service
Gary explains why these “set-it-and-forget-it” decisions quietly cap growth — and why small, intentional changes often outperform expensive new investments.
Where the Hidden Opportunities Actually Are
This conversation dives into the fundamentals that consistently move the needle:
- Why exam-only visits represent a major opportunity — not a loss
- How recall timing and messaging drive revenue without increasing overhead
- The real role pricing plays in EBITDA (and why many practices are leaking margin)
- How Google reviews function as operational diagnostics, not just marketing assets
- Why customer experience remains the strongest differentiator in an AI-driven world
Key Takeaways
- Most practices don’t need new technology — they need to optimize what they already have
- Exam-only patients are one of the most overlooked growth levers in optometry
- Small pricing adjustments can produce meaningful profit without volume increases
- Google reviews often reveal fixable, systemic issues practices ignore
- Human connection — not equipment — is still what patients remember
- Hiring for customer service mindset matters more than hiring for optometric experience
In This Episode
- 00:00 – Why 2025 felt harder for many practices
- 02:30 – Staff challenges: why this isn’t a new problem
- 05:00 – The “getting back to basics” mindset
- 08:00 – Office hours, pricing, and inherited decisions
- 13:45 – Exam-only visits and recall opportunity
- 18:30 – Pricing strategy and protecting margins
- 22:00 – Using Google reviews as a diagnostic tool
- 29:00 – AI vs. human experience in optometry
- 35:00 – Hiring for service, not technical skill
- 50:00 – Why outside perspective accelerates growth
Contact Information
Connect with Dr. Gary Gerber
Dr. Gary Gerber is a pioneering optometrist, entrepreneur, and thought leader known for transforming how practices operate and grow. As the original host of The Power Practice, he has helped countless ODs boost profitability and patient care through innovative business strategies. He is also the co-founder of Treehouse Eyes, the first U.S. company solely dedicated to myopia management in children, an initiative that has redefined early intervention in eye health.
A SUNY College of Optometry graduate, Dr. Gerber ran a successful private practice for 20 years before becoming a nationally recognized speaker, consultant, and the former host of The Power Hour radio show. His work bridges clinical excellence and business intelligence, making him one of the most influential voices in optometry today.
LinkedIn: https://www.linkedin.com/in/rockyourmind/
Website: https://treehouseeyes.com/
Band: https://www.thejimmysbuffet.com/
Connect with Eugene Shatsman (Managing Partner, NSG)
Website – https://www.eugeneshatsman.com/
LinkedIn – https://www.linkedin.com/in/eugeneshatsman