3 6 S U P P L E M E N T T O O U T P A T I E N T S U R G E R Y M A G A Z I N E A P R I L 2 0 1 6
years beyond that of use before the platform becomes obsolete. "After that," he
says, "it becomes an expensive paperweight."
You'd better believe surgeons who spend $500,000 on a laser learn to sell it to
patients, says T. Hunter Newsom, MD, founder of Newsom Eye & Laser Center in
Tampa, Fla. He charges patients the same premium for enhanced refractive out-
comes, whether he uses the laser or not. "We tell patients we'll utilize lasers in
whatever capacity is needed to give them the best results," he explains. "We don't
sell them on a tool, we sell them on our quality results."
Dr. Newsom believes those docs should be able to easily transition to selling
post-op results instead of the laser technology, if they choose. "The day after
surgery, patients don't care about the laser as long as they can see better."
Financing and lease-to-buy options are much more accessible now than they
were 4 or 5 years ago, and the case volume threshold is lower because laser
manufacturers are still try-
ing to place their plat-
forms, points out James
Dawes, MHA, CMPE, COE,
president and founder of
the J. Dawes Group, an
ophthalmology consulting
group based on Sarasota,
Fla. Mr. Dawes learned the
business side of premium
refractive service as the
former CEO of the Center
For Sight, a large ophthal-
mology practice in
Sarasota.
"A center that's doing
500 cataracts could easily
www.viscot.com
info13@viscot.comr800.221.0658
Ophthalmic site marking solution
tSuciently permanent to resist
prep!
tEasily removed with alcohol
swab or transpore tape
tIdeal for ophthalmic, pediatric &
elderly site marking
Quick to apply -
see demo:
sn.im/tatmarker
Easily removed vs.
surgical markers
O
New
