Contact lenses are the part of the practice most exposed to online competition. A patient gets fit in your chair, then orders a year's supply from a website — the clinical work was yours, the recurring revenue wasn't. Annual-supply capture is the metric that fights back: the more fits that convert to an in-office annual supply, the more recurring margin stays in the practice and the stickier the patient becomes. This dashboard measures how well the contact-lens program converts fits into purchases, and how much revenue is walking to online sellers.
What this dashboard answers
The CL Program Health page answers the coordinator's core questions: of the fits we complete, how many buy an annual supply, how many buy in-office at all, and how much revenue does the program produce? It shows annual-supply capture rate by location, a donut splitting every fit into Annual Supply, Partial/Per-Box, or Walked to Online, and a monthly CL-revenue trend. The Margin & Modality page turns to economics — boxes sold and CL margin rate, CL revenue by modality, and a 100% stacked breakdown of fits by modality (daily, monthly, bi-weekly, specialty/toric/multifocal, scleral) — with a per-location table tying fits, capture, boxes, revenue, and margin together.
The metrics that matter
Annual-supply capture and in-office purchase rate are both ratios over completed fits, computed as a sum over a sum so they read as true conversion rates. The walk-to-online share is the mirror image of in-office purchase rate, and it's the number that quantifies competitive leakage. CL margin rate matters because modalities differ sharply — specialty and daily-disposable annual supplies behave very differently from a few boxes of monthlies — so revenue alone can mislead.
Why the data is trapped across the systems
The fit and evaluation happen in the EHR (RevolutionEHR, Crystal PM); the purchase — boxes, annual supply, revenue — happens in the optical POS (Edge by GPN) or the dispensing side of My Vision Express. Annual-supply capture requires matching each completed fit to whether and how the patient bought, across the clinical and retail systems. And the worst case — a patient who walked to online — leaves no purchase record at all, so it can only be inferred from a fit with no matching sale. That cross-system inference is exactly why most practices can't see their capture rate without building it by hand.
How to read it
Read annual-supply capture and in-office purchase rate first — together they tell you how much of your fitting work is converting to recurring in-house revenue versus leaking online. Then read CL revenue and margin by modality to see where the program's economics concentrate; specialty fits are low-volume but high-value, while dailies drive recurring annual supplies. The per-location table shows which sites have a strong program and which need a capture push. The sample uses fully synthetic fit and purchase data, so no patient information appears.
Metrics it tracks
| Metric | What it means |
|---|---|
| CL Revenue | Contact-lens dollars across all fits. |
| Annual-Supply Capture Rate | Annual-supply purchases divided by completed CL fits/evals (a SUM-over-SUM ratio). |
| CL Fits Completed | Count of completed contact-lens fits or evaluations. |
| Boxes Sold | Total boxes across all contact-lens transactions. |
| CL Gross Margin Rate | Contact-lens margin dollars divided by CL revenue (SUM over SUM). |
| In-Office Purchase Rate | Fits that purchased in-office (vs. walked to online) divided by all fits (SUM over SUM). |
Used by: Owner-ODs and contact-lens coordinators
Frequently asked questions
What is annual-supply capture rate, and why does it matter?
It's the share of completed contact-lens fits that convert to an in-office annual supply rather than a few boxes or an online order. It matters because annual supplies are the recurring, higher-margin, stickier purchase — capturing them keeps both the revenue and the patient in the practice instead of with an online seller.
How does this report show revenue lost to online sellers?
Fits that complete but produce no in-office purchase are classified as walked to online. That walk-to-online share is the mirror of the in-office purchase rate and quantifies the competitive leakage — clinical work you did that produced no contact-lens revenue.
Can I build this on my own contact-lens data?
Yes. Export your CL fit data from the EHR and your contact-lens sales from the POS, and use this as a template — we model it into a Power BI report. The sample uses synthetic data, so there's no patient information here.
Build this report on your own data
Clone this Optometry & optical template — describe it and we’ll generate sample data so you can try it free, or upload your own export. You get a fully modeled, branded Power BI project that opens in Power BI Desktop.
Use this as a template →