What separates the practices that are growing in 2025 from those falling behind?
This week on Power Hour, Eugene Shatsman welcomes back Dr. Jason Lake, General Manager of PERC and Opti-Port, for another data-driven conversation every practice owner should hear.
As one of optometry’s top data experts, Dr. Lake manages one of the largest private-practice datasets in the industry, giving him a unique perspective on what’s really happening behind the numbers. And this quarter, the data tells a surprising story: while much of the industry saw exam volume drop nearly 5%, many independent practices are reporting high single-digit growth in revenue, with double digit profitability.
So what are top-performing practices doing differently — and what can others learn from them?
The Data Behind the Divide
The difference isn’t luck or location, it’s strategy. Practices that are thriving focus on recall discipline, reactivation, and fill-rate management. They train staff to strengthen handoffs, follow up faster, and track key metrics like hours-per-refraction and capture rate with precision.
As Dr. Lake explains, “The practices that win aren’t seeing more patients — they’re making the most of the ones they already have.”
Pre-appointing and Recall Discipline
Eugene and Jason debate the role of pre-appointing, comparing it against digital recall programs and reactivation campaigns. The takeaway: success lies in balance —automating appointment systems while maintaining personal follow-up to re-engage lapsed patients. The practices that get this right are seeing steady gains in patient retention and revenue per visit.
Industry Trends and Patient Behavior
Zooming out, the conversation explores broader trends shaping the second half of 2025— from consumer sentiment and search behavior shifts to the quiet decline in contact lens capture rates. Jason notes that more patients are searching for “eye doctors near me” rather than “eye exams,” signaling a growing preference for relationship-based care over transactions, something independents can leverage.
Revenue Resilience and What’s Next
Revenue per patient continues to climb, driven by improved optical performance and specialty lens growth. Yet the real transformation is just ahead. Dr. Lake hints at what could be optometry’s next “Kodak moment” — the rise of wearable medtech that will reshape how data, diagnostics, and patient engagement intersect in eye care.
The difference between a flat year and a record-breaking one often comes down to the metrics you measure and the actions you take from them.
As Dr. Lake explains, “Data doesn’t just describe your practice — it defines your opportunity.”
Whether you’re re-evaluating your recall process, refining your staff training, or planning your growth strategy for 2026, this episode offers clarity amid the noise.
It’s a masterclass in how to turn numbers into strategy, and strategy into results.
Key Takeaways
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- Recall and Reactivation: Learn how disciplined recall and strategic reactivation campaigns can drive growth even in slow demand cycles.
- Pre-Appointment Strategy: Discover how patient psychology and timing play a key role in pre-appointing success.
- Revenue Resilience: Understand why revenue per patient has recovered since 2023 — and what’s fueling growth despite consumer spending caps.
- Staffing Metrics That Matter: How to use hours-per-refraction and capture rate data to improve optical performance.
- The Contact Lens Slowdown: Explore why contact lens sales are under pressure and what practices can do to adapt.
- Emerging Opportunities: Hear why Dr. Lake believes wearable ‘medtech’ could be optometry’s next “Kodak moment.”
In This Episode
- 00:00 | Introduction
- 03:28 | Dr. Jason Lake Returns: What Numbers Matter Right Now
- 05:04 | Industry Trends: Exam Volume Down, Top Practices Still Growing
- 09:28 | The Discipline of Recall Systems
- 20:00 | Strategic Reactivation: The Second Driver of Patient Volume Growth
- 25:54 | Consumer Sentiment and Search Behavior Shifts
- 41:06 | The Contact Lens Revenue Challenge
- 51:18 | Pricing Strategy: Gross Profit vs. Margin
- 56:32 | Three Focus Areas for Practice Growth
- 56:57 | Optometry’s Kodak Moment
Contact Information
Connect with Dr. Jason Lake
Dr. Jason Lake is a seasoned optometrist, business strategist, and data-centric leader in the eye care industry. Known for transforming optometry practices through analytics and operational discipline, Dr. Lake leads a high-performing group of practices that grow at over four times the industry average. He integrates EHR production data with accounting analytics to develop comprehensive business insights, enabling practitioners to manage not just patient care but practice profitability.
His mission centers on educating optometrists about EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) — a term historically foreign to many in optometry — and helping them shift their mindset from “working in the business” to “working on the business.” Dr. Lake emphasizes that optometrists are paid in two ways: for seeing patients and for managing the practice. His data-driven philosophy encourages consistent benchmarking and productivity tracking to improve decision-making, scalability, and sustainability in optometric practice management.
- LinkedIn: https://www.linkedin.com/in/jason-lake-od/
- Website: https://eyecarespecialties.biz
Connect with Eugene Shatsman (Managing Partner, NSG)
Website – https://www.eugeneshatsman.com/
LinkedIn – https://www.linkedin.com/in/eugeneshatsman