The Ontario Association of Optometrists (OAO) have finally said, “enough is enough” to the Province of Ontario.   On June 15 an internal communication from OAO President, Sheldon Salaba, went out to Ontario’s optometrists asking them to refer non-routine cases to other health care personnel and resources, including hospital emergency rooms, according to an article published in Canada’s largest newspaper, the Toronto Star.

The purpose of the job action, and the associated public relations effort, was to bring the province to the negotiating table after nearly 30 years of insignificant fee increases.  While the action has brought awareness to the plight of Optometrists and generated a significant amount of favourable lay press articles, not all of them have been flattering to the profession or the regulator.

What’s The Math?
The cost of an eye examination, made by an independent consultant to the OAO, is estimated to be between $80 and $90 per eye exam. The provincial reimbursement has been stuck at a level of nearly half the cost for years, leaving an untenable situation where ODs are subsidizing the public purse to the tune of approximately $40 per eye exam.

According to various reports, the action is targeted to cost the province between $250K and $500K per day; an amount that is designed to catch the province’s eye.

Mixed Newspaper Coverage
While many local media took up the story, bolstered by effective local spokespersons, to reinforce the position of the Association, Canada’s largest circulation daily, The Toronto Star, responded with a scathing opinion piece, replete with overused eye puns, (“Blinded by money and oblivious to patients, the [OAO] has lost sight of professional ethics”) and a slightly less derogatory editorial which acknowledges the situation but criticizes the OAO’s tactics, particularly during the pandemic.

The Star opinion piece also took aim at College of Optometrists president, Patrick Quaid for “willful blindness” and calling for the regulator to be held to account, “If recalcitrant optometrists are not disciplined”.

In contrast, The Globe & Mail, Canada’s second largest daily newspaper, took a fact-based reporting approach to the OAO job action.

Where Does It Stand Now?
On August 13, The Star reported that Ontario Premier Doug Ford encouraged Optometrists to cease the action and reported his willingness to meet the optometrist to resolve the dispute.

The Globe reports that the province has now taken a “positive step” and begun a dialogue with the OAO. According to Salaba, the job action will not cease until the Ontario government agrees to negotiate new fees.

There has been no publicly reported meeting between the OAO and the province, as of August 18.


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Dr. Kerry Salsberg and Dr. Glen Chiasson share a few memories while Kerry explains how Eyes on Sheppard became one of the largest optometric practices in Toronto and how a re-imagined practice of the future took shape in partnership with Urban Spaces.


Dr. Kerry Salsberg

About the Guest

Dr. Kerry Salsberg was born and raised into an Optometry family,  following in the footsteps his father, Dr. Stan Satlsberg and sharing in his passion for technology, healthcare and business.

Over the last four decades, Eyes On Sheppard has become one of the biggest optometric practices in Toronto, with over 20 staff, 8 doctors, and serving over 60,000 patients in a multi-specialty and general optometry practice.

 


Episode Notes

In conversation with Dr. Glen Chiasson, Dr. Kerry Salsberg talks about the history of Eyes on Sheppard. Kerry relates the lessons learned from his father, Dr. Stan Salsberg, a forward-thinking innovator in Optometry.

Kerry relates how the organic growth of the practice necessitated a move of premises, not once, but twice  and how the COVID pandemic provided unexpected challenges, but ironically also dealt a twist of fate that led Eyes on Sheppard to its ideal 11, 000 sq. ft new location.

Kerry engaged general contractor Frank Carpino of Urban Spaces for the design and build out after gaining confidence that Frank shared Kerry’s vision for the reimagined practice.   Frank’s commitment and passion  for the task, were instrumental in bringing in the project on time and on budget, even while handling major course corrections, including numerous health protection adaptations dealt by COVID,

Kerry provides his thoughts of the future of optometric practice, using the term “retailing” unapologetically. He thinks of the new  practice as a “high-tech magic show with really cool technology” and a delightful assault of all the senses.

Best Quote:
Retail is not dead. We need to create emotional connections with our clients and dazzle them. If we do, the future is ours.”

Resources

 

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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Virtual dispensing on ZOOM

Tele-optometry was thrust into the spotlight by COVID-19 social distancing directives. Can the underlying principles of telehealth be adapted to eyewear dispensing?

An enterprising optician in Toronto believes they can, has the experience to prove it, and the training program to make it happen.

Wendy Buchanan, RO

Wendy Buchanan, Registered Optician and Image Consultant, runs a successful mobile dispensing business in the Greater Toronto Area. She combines her passion for fashion and her optical background into a unique business that relies upon personal in-home or office eyewear style consulting.

Wendy built her successful and unique approach over a number of years, but in March 2020, like all other eyecare professional practices, her business came to a sudden halt. After a few weeks of idle time, the reality of COVID began to sink in and her entrepreneurial instincts drove her to act.

Listen to Wendy Buchanan, Toronto-based Optician, explain how virtual eyestyling evolved as a COVID-driven imperative.

Leveraging her well-established relationships, Wendy connected with clients to set up ZOOM meetings. Undaunted by COVID  constraints, she began virtual eyestyle consulting appointments. She presents eyewear options online,  sends curated high fashion frames to her clients’ homes and closes the sale, often for multiple pairs, with a follow-up virtual appointment.  She has even started generating client referrals.

Success is not accidental!
Buchanan’s success did not come without years of experience and preparation.

Leveraging her image consulting training and optical experience, Wendy had developed a proven process for eyestyling clients, called SpecStyles. She has taken her original platform further through the development of an ECP training program for motivated fashion oriented eyewear professionals to help them stand apart.

While the “Be Spectacular™  Image and Eyewear Styling for Optical Fashionistas” was nurtured by Wendy’s unique background, she believes the techniques are fully portable to professionals with a passion for eyewear.  “The program will help boost confidence in styling clients with eyewear they love and an experience that has them referring their friends. The image consulting component can be taught,” said Buchanan

Notwithstanding the trend to medical specialization in Optometry, the typical OD practice still relies upon dispensary eyewear sales for a substantial proportion of their revenue.

Optometric practices with a predisposition to high-end fashion eyewear might well benefit from a proven methodology to close the revenue gap by incorporating virtual eyestyle dispensing.

Learn more about the Be Spectacular Advantage Program.


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These three commonly-held beliefs about hiring have been around for a long time. They might have been good advice to someone, at some point in time… but if they are part of your unconscious belief systems, you’d best revisit your assumptions.

The thing about ‘conventional wisdom’, is that all too often it relates to things we’ve been doing a certain way for so long we don’t even remember the original assumptions any longer. It’s kinda like autopilot – you set it and forget it. There’s an awful lot of ‘autopilot’ in our lives. Sometimes that’s OK – and sometimes it can hurt you.

Here are three areas where you may be on autopilot without realizing it… and where you may want to consider taking back the controls and charting a different course:

1. The ideal candidate will possess X years’ experience in the job/function/industry.

How often, in your advertising and in your mindset, to you impose the ‘experience required’ rule? How critical is that previous experience, really, or would you be better off to hire someone with a great attitude, a diversity of experience they can bring to bear in a creative way, and a track record of learning quickly and figuring things out? In many cases, that experience that people bring to the table may actually be a liability, in the form of bad habits and narrow beliefs.

2. Hire the very best you can afford at all times.
This may seem like sacrilege, but think carefully for a moment. You have a certain amount you can afford. Stretching financially to hire a rock star can sometimes backfire on you in a couple of ways – one, it can starve you of talent in other areas (think baseball – are you better off hiring an expensive home run hitter, or three far less expensive players who consistently get on base?) – and two, they can sometimes be high maintenance. Are you and the rest of the team up for the challenge of managing the chemistry?

3. Referrals from your existing employees is your best source of quality candidates
Again, there is a nugget of truth here. Yes, referrals can be your cheapest source, and they can yield some of the very best candidates. Generally speaking, though, the very best referrals will only come from your very best employees. That’s because of the old birds of a feather thing – we all tend to surround ourselves with people who share our standards, attitudes and values. Top performers tend to hang out with others who share that standard, and poor performers – well, you get it. So be careful whose network you ask to tap.

There you go – a little unconventional wisdom for a change. It can be fun and useful to flick off autopilot once in a while to take a closer look at the terrain.

TIM BRENNAN

is Chief Visionary Officer with Fit First Technologies Inc, the creators of Eyeployment, TalentSorter and Jobtimize.


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Paul Martin, founding partner of Wilton Martin Litigation Lawyers, updates employment law issues as clinics and employees start to reopen from the COVID-19 mandated practice shutdowns.


About the Guest

Paul is a founding partner at the law firm of Wilton Martin Litigation Lawyers. Paul provides civil litigation representation and advice in a broad range of matters to both businesses and individuals, with a particular emphasis on employment/labour, commercial litigation, professional discipline and health law.  Paul devotes a large part of his practice strategizing with his clients to ensure that they avoid the litigation process altogether. However, when litigation is necessary, Paul will work tirelessly to protect his clients’ interests.

 


Episode Notes

Host Glen Chiasson explores hot button topics surrounding COVID back to work issues with lawyer Paul Martin (Wilton Martin Litigation Lawyers).

While the federal talking-point around 10 days paid sick leave is an apparent hot new button, Paul explains why the issue is not likely to be of any immediate consequence.

Paul delves deeply into the issue of unpaid leave and how the new “Infectious Disease Leave” provision impacts employers. He also suggests how this new provision may unfold as various legal interests start to challenge the regulation on behalf of employee clients.

They explore a number of legal issues around getting employees back to the clinic, including  the implications for practice owners wanting to selectively hire back employees. Paul discusses various scenarios around employees who, for any number of reasons, may not want to return to the workplace.

Throughout Paul articulates how the Employment Standards Act (Ontario) legal framework and common law framework apply to various situations, and underlines the need for sound employment contracts with every employee.

A great overview of labour legal issues as clinics re-open.

Resources

 

 

 

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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If you want to become a leader in the workplace, you’ll need to change more than just your outlook. Becoming a true leader isn’t as simple as managing a team and delegating tasks. You need to learn how to handle stressful situations with ease and make sure that everyone in your team feels valued.

Instead of just supervising a group of people and getting the work done, you need to inspire them to do better every day and step out of their comfort zone. Your focus needs to be on building relationships with your employees and getting them to trust you.

Let’s take a look at what sets a leader apart from a manager and how to develop leadership skills in the workplace.

1. Be Open-Minded and Innovative

Leaders are always open to new things. They have a passion for creating, and they don’t shy away from experimenting with new ideas. They don’t believe in sticking with tradition and are always looking for better opportunities to explore.

They’re unafraid of the challenges that come their way and encourage their employees to think outside of the box. Managers, on the other hand, believe in sticking to what they know. They aren’t open to new changes and like to stay within their comfort zone.

2. Take Risks

Leaders are all about taking risks every time an opportunity presents itself. They understand the importance of risks and are eager to learn from their failures. They believe that risks bring forth a realm of possibilities for any business and help a company grow.

They aren’t scared of failing because they realize that every failure is a blessing in disguise. They exude an aura of positivity and create a sense of hope and curiosity in their employees.

Managers avoid taking risks because they don’t feel comfortable in newer and unforeseen territories. They believe in following tried and tested ways to solve all their problems and don’t appreciate disruptive thinking in the workplace.

3. Stand Out from the Rest

Leaders are driven by their need to stand out and be unique. They’re aware of themselves and aren’t scared of owning up to their shortcomings. They’re willing to take their business to new heights by deviating from established procedures.

They value different opinions and encourage their team members to share and explore new ideas.

Managers like to emulate their predecessors. They replicate what they’ve been taught and don’t feel comfortable with the idea of standing out. They aren’t always eager to accept responsibility for their mistakes. For them, their employees are just individuals who work for them and are expected to complete the tasks they’ve been assigned.

Bottom Line

Now that you’ve learned what makes a leader different from a manager, you can also become a great leader in the workplace by changing your way of thinking. The next time you’re faced with a challenge, you need to be willing to take risks and have an open mind to increase your chances of success.

MARIA SAMPALIS

is the founder of Corporate Optometry, a peer-to-peer web resource for ODs interested to learn more about opportunities in corporate optometry. Canadian ODs and optometry students can visit www.corporateoptometry.com to learn more.


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Ahmos Henry, Hoya Canada president, in discussion with podcast host Dr. Glen Chiasson, offers insights and advice to Canadian eye care professionals in order to bounce back even stronger in the COVID rebound.


Ahmos Henry HOYA Canada

About the Guest

Ahmos Henry is a professional healthcare business and operations executive with extensive global experience with many multinational firms.  He has held a wide range of executive positions (GlaxoSmithKline, Bristol Myers Squibb, Procter and Gamble, ratiopharm and ESSILOR).  In 2014 he was appointed as the president of Hoya Vision Care Canada.

Before joining Hoya Canada, Henry was Regional VP of Atlantic Labs, Essilor, for 8 years. Prior to the optical industry her worked for 18 years in the Pharmaceutical industry in different sales and management positions across Canada and internationally. Henry holds a Bachelor of Veterinary Medical Sciences (1987) and an Executive Masters of Business Administration (2008).

 


Episode Notes

Ahmos Henry, president Hoya Canada provides a brief history of the company. He provides a comprehensive outline of all the activities that Hoya is undertaking to help eye care professionals weather the COVID storm and resources that have been made available to help practices emerge even stronger.

He provides tips, garnered from the Hoya experience world wide, to address the stress that both staff and patients will be facing as practices reopen across the country.

Ahmos advocates that practitioners prepare to increase the “capture rate” to a level much higher than that which was observed prior to the COVID shut-down by implementing an effective, efficient and safe , “one-stop” patient experience combining the eye health exam and eyewear purchase.

A key tenant of his message is that the business bounce back needs to be strongly and deliberately focused on increasing patient satisfaction and practice revenue.

A Key Take-away: “Even patients that have been with a practice for 10 years, will be seeing everything for the first time through a new set of eyes.

Resources

 

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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Glen Chiasson discusses all things Vision Therapy with Dr. Virginia Donati, president of Vision Therapy Canada.


About the Guest

Dr. Donati attended the Pennsylvania College of Optometry where she first learned about vision therapy by becoming a patient herself and graduated in 2006. Upon returning to Canada she brought her passion for vision therapy to her own patients and to the profession at large as the founding VP of COVT&R and the current President of its successor organization, Vision Therapy Canada.  She is an Instructor of the  Optometric Extension Program’s Clinical Curriculum in Vision Therapy and the lead instructor for VTC’s Practical Vision Therapist Accreditation Program (PVTAP). She lectures across North America in the field of binocular vision and is keenly interested in the education and training of new and existing Vision Therapists and Optometrists.

 


Episode Notes

Virginia Donati shares her personal story of how a life changing experience while studying at PCO cemented her intense interest in and passion for Vision Therapy.

Glen plays devil’s advocate around some of the professions perceptions of vision therapy, including on “the science”, and the perceptions of expense to patients.

Donati, of course, stands her ground, and opines as to why the medical profession, and even many in the optometry world including optometric educators, do not take VT as seriously as it deserves.

She outlines the challenges facing the sub-specialty and encourages ODs to think about their future role with Vision Therapy being a part of their practice and how Vision Therapy can help differentiate their practice.

Lastly, Dr. Donati outlines specific steps that can be taken by ODs to learn more and become a VT specialists if they so desire.

Key Quote:  “Demand is there, patients are there but this may not be recognized”.

Resources

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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Dr. James (Jim) Hoffman, an early trialist of B+L’s new ULTRA Multifocal for Astigmatism contact lenses, shares his experience and best practices with this new contact lens for presbyopes with astigmatism.


About the Guest

Dr. Jim Hoffman graduated from the University of Houston College of Optometry in 1981 and was awarded fellowship in the American Academy of Optometry in 1985. Dr. Hoffman excels in pediatrics and advanced contact lenses and often lectures to his peers in USA and Canada.

Dr Hoffman is an independent practice owner with two practices in Orange Park Florida (south of Jacksonville), where he practices with his wife Dr. Karen Larson.

 


Episode Notes

Dr. James (Jim) Hoffman shares his experience with the new ULTRA Multifocal for Astigmatism Contact Lens from Bausch + Lomb. Dr Hoffman was among the earliest ODs to work with the lens. He’s been impressed with the lens and explains how it has helped him maintain an innovative edge in a competitive market environment.

He reveals his pre-marketing strategy for the lens including identification of which specific patient types are best, and which to avoid. Jim relays his experience in fitting the lenses and offers up advice to get the most out of this innovative new product, particularly for patients that have been frustrated with the challenge of finding a great solution for presbyopes with astigmatism.

He explains why the B+L fitting guide is important and shouldn’t be ignored.

Jim explains his approach to different patient types, including CL drop-outs, in the exam room conversation and shares his experience with adaption and patient follow ups. He reveals his “go-to” question to open the conversation on contact lenses in general.

Key Advice: “Don’t use your past experience to fit a lens that’s never been made before.”

Resources

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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Dr. Robert Allaway explains the Vision Alliance acquisition model, who’s behind it, and how it fits a need for practice owners that other models do not offer.


About the Guest

Dr. Robert Allaway is the Chief Optometry Officer of Vision Alliance, a new exit strategy option to help practice owners bridge the gap between full ownership and retirement. Robert is in private practice in Salmon Arm, BC where his practice has expanded over the years from a single location to three locations with four partners and two associates. He was on the Board of Directors of Eye Recommend for 12 years.

Dr. Allaway joined the Vision Alliance team founded by Ken Barbet, former Eye Recommend CEO.  Vision Alliance provides a a unique option for practice owners to exit private practice with flexibility, while removing the operational burden of the practice owner.

 


Episode Notes

Robert explains the genesis behind the formation of Vision Alliance, including the roles of key principals and partners,  including Ken Barbet, Deanna Hansuk  and Patrick Cunningham.

He provides a full explanation of how the Vision Alliance model is centred and designed around  independent Optometry and the practice owner. He explains the flexibility the approach offers to practice owners as well as the ownership opportunity provided to new entrants, and contrasts Vision Alliance to corporate models.

Robert drills down into a good level of detail on what a partnership with Vision Alliance looks like, including how it impacts operations, staff management, practice branding and marketing and more.

The financial model is also outlined, including the extent to which practice owners retain interest and how and when they can cash out.

Best Quote: “Vision Alliance is a bottom-up approach driven by the Optometrist.”

Resources

 

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.


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