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Get Your Staff in the Game: 3 Tips to Increase Testing

Jennifer DelPrete, VP of Customer Success at MacuLogix

Teamwork graphic

We know that as eye care professionals, you believe in what new technology can do for your patients – but to ensure that your investments pay off, it’s important to get your staff in the game. Sharing your “why” can be a big game-changer for implementation. When staff understand why you believe in this new technology, they can begin to see its value.

We’ve talked to three of your colleagues to find out what they did to get their team on board, share their “why,” and increase their ability to test more patients. Whether you have an AdaptDx Pro® or our classic tabletop model, you can use one, two, or all three of these approaches to make the most of your technology to combat age-related macular degeneration (AMD).

1. Establish a Common Mindset

We know that AMD is four times more prevalent than glaucoma – but do your charts reflect this basic truth? AMD doesn’t have to be the only focus in your practice, but detecting and monitoring this sight-stealing disease should be a priority.

At Kirman Eye in Hummelstown, Pennsylvania, all optometrists perform comprehensive AMD screenings for each of their patients over 55. Dr. Kirman, optometrist and practice owner, shares his passion for early AMD detection with his staff and frequently reminds them of the prevalence of this devastating disease. Technicians at Kirman Eye are empowered to conduct dark adaptation testing for every AMD patient on a regularly scheduled basis. However, what really makes AMD testing work at their practice is that every member of the vision care team is on the same page about the importance of dark adaptation screening to detect and monitor AMD.

True to his passion for early AMD detection, Dr. Kirman invested in three AdaptDx Pro headsets and assigned two primary diagnostic technicians to perform dark adaptation testing in order to ensure that every patient over 55 has access to this crucial screening. Having multiple AdaptDx devices allows all three optometrists in the practice to ensure consistent eye care for their patients at risk of AMD.

2. Incentivize Performance

Convincing staff to take the necessary steps to screen patients for disease can be challenging, especially for practices introducing multiple pieces of new equipment within a short period of time. Many practice owners choose to incentivize staff members who complete testing for patients using new technology.

As the practice owner of Dr. Palys and Associates in San Antonio, TX, Dr. Palys took it one step further. For a limited time, leading up to the holidays, she doubled the incentive awarded to staff performing desired testing, including the AdaptDx® Rapid Test. Pre-testing numbers soared, giving her valuable information during the exam to identify patients with impaired dark adaptation. As a result, future revenue from the newly identified AMD patients would far outpace the extra incentive to staff.

To support your AMD business and help you create weekly, monthly or quarterly goals, MacuLogix offers a Key Performance Indicator (KPI) Enrichment Session.

3. Assign Ownership

Often, one of the biggest barriers to successful implementation of a new device is lack of ownership. When every member of the vision care team is busy, chances can be slim that an individual will step up to ensure proper implementation and follow-up.

At Medina Vision and Laser Centre, Inc. in Medina, OH, Dr. Earley appointed a director for AMD services and technology. His strongest technician, Stephanie Mateosky, acts as a liaison between ODs, AMD patients, and the Practice Management Consultants (PMCs) at MacuLogix® to ensure that dark adaptation testing is scheduled and performed when necessary. As the Director for their Macular Degeneration Center of Excellence, Mateosky is responsible for training and communication surrounding their AdaptDx device, including managing their patient-testing database and ensuring that patients are provided with educational resources to make informed decisions about their treatment plans.

Bringing new technology into your practice has the potential to greatly impact patient care, as well as your bottom line – but introducing new technology and successfully implementing it can be two separate issues. What these successful practices have in common was a planned approach to implementation and a vision for AMD testing that was shared across their teams. After all – when you have a plan for where you’re going, it’s easier to know when you’ve arrived.

Jennifer DelPrete

About the Author

Jennifer has been in the ophthalmology and optometry fields for more than 25 years and spent time at Johnson & Johnson Vision and Optovue, where she was Manager of Practice Implementation, before starting with MacuLogix® in January 2019. One of her many career highlights was teaching the top east coast surgeons how to use a microkeratome and excimer laser when LASIK was first FDA Approved. Jennifer holds a B.S. in Biology from St. Joseph’s University.

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