Following in the footsteps of specialties that have a retail component can put premium practices on a profitable path.

With 12,000 Americans turning 50 years of age every day, you would think that the “if you build it they will come” strategy would be all it should take to attract premium IOL patients. Nothing could be further from the truth. As cosmetic surgeons, dermatologists, and other practitioners in medical specialties that have a retail component have learned, when services are partially or completely paid for out of pocket—even if demographic trends make for a fertile marketplace—market share needs to be cultivated…


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