TSO Network Update - March 2020

Vol. 9, Issue 3

March 2020

Chairman’s CORNER - Reid Robertson, OD

Being Active

Did you know there is such a thing as solitary bees, bees that do not live in hives in a large community? There are more different species of these solitary bees than there are of the communal bees that we are all familiar with. Learning about this was surprising to me, and only came up because we happened upon a blue-iridescent bee in our area that looked so different, entomology fact up to prove a tiny point. Almost no one knows about these small, solitary bees. What everyone remembers is the amazing hives, honey, and organization that is produced by a large group of bees that are dedicated to surviving and thriving together. The involvement of each bee is what helps the entire colony thrive. As doctors of our network, we, too, can be unified to a common goal and harvest the power of all our combined efforts. I am not demeaning each of us down into the role of little worker bees, but I do love our family had to research it. I only bring this obscure little

the example that the bees provide. By contributing to the whole, each bee is better able to survive and live a full life and gain much more notoriety than a solitary bee. My invitation to each shareholder of TSO is to be involved in the organization as a whole. Attend the meetings, come to the board meetings, serve on the board or a committee, and make sure that you come to the Family Reunion. I have seen that increasing participation in TSO as an organization helps me to improve my clinics. I have rarely seen anyone that is actively involved in TSO struggle in their clinics. Active involvement allows us to learn from one another as well as

industry experts, and then re-evaluate what we do individually. I have seen this process help me improve my profitability as I became more engaged in the group and learned from the great doctors of our network. There is no reason for us to follow the struggles of many private practices that struggle so hard to get any patients in public to recognize that they exist or to have to work out every business challenge on their own. By increasing our activity in TSO as a group, we can grow together, building the strength of our corporation, and our clinics at the same time.

Network News

TSO Network Core Values

2020 Board of Directors Meeting Dates

The next meetings of the TSO Board of Directors for 2020 are listed below. If you would like to attend any of these meetings, please complete the emailed registration that is sent approximately two weeks prior to each meeting. It is important to know the number attending in advance of the meeting. All shareholder doctors are welcome to attend. Remaining dates to be held at the Moran Hotel in Houston, Texas. Wednesday, May 27, 2020 Family Reunion June 7-9, 2020 Wednesday, July 22, 2020 If you have any questions or would like more information, please contact Dr. Reid Robertson at reidrobertson9@ gmail.com, John D. Marvin at jdmarvin@tso.com, or your representative board member. If you do not know who your representative board member is, please contact TSO Administration at mary@tso.com.

What forms the bond between us as a group of independent practices is the voluntary commitment to a set of core values. By embracing and conducting ourselves in this manner, we set ourselves apart as an example in our industry. Visionary Spirit The belief that there are no challenges but rather opportunities. Invested in Relationships Providing quality eyecare depends on building and nurturing relationships with our patients, our colleagues and our profession. Dedicated Professionals We demonstrate respect for our patients and profession by the manner in which we conduct ourselves and the effort made improving our skills and abilities. Leadership Through Service We believe leadership is earned through service to others, service to our associates, our Network members and our professional and civic communities.

2 z March 2020

Dr. Shawna Lehmann Opens in Bulverde Congratulations to Dr. Shawna Lehmann and her team on the new opening of the beautiful Bulverde practice. “After a year of planning and preparing, it is such a

wonderful feeling to open our doors and start serving our community! We look forward to providing the highest quality eye care and eye wear, growing community relationships, and giving back to our neighbors in the Bulverde/Spring Branch area.” - Dr. Shawna Lehmann

March 2020 z 3

TSO EyeBowl Sponsorship Successful at TOA

TSO Network staff exhibited in the convention, and visited with members and prospective members. Thank you to Doctors Adcock, Allison, Amin, Blount, Broussard, Butler, Chen, Dennington, Hilliard, Hutchins, Jacob, Moulder, Nielsen, Patel, Peña, Prapta, Reneau, Robertson, Sher, Smith, Stanfield, and Yeung for representing the Doctors of TSO and your continued dedication to supporting Texas optometry schools and our future optometrists.

The Doctors of Texas State Optical continued their tradition of support for the Texas Optometric Association annual convention in new and innovative ways for 2020. Over 20 Doctors of TSO attended the TSO sponsored annual Dessert Reception for the Top Ophthalmic Partners (TOPS) on the evening of Thursday, January 30, following the annual TOPS Banquet.

“As an organization, we continue to support the TOA. We do this for a number of reasons. The first of which is that the TOA remains the strongest force for optometry to progress and protect itself in Texas. TSO believes that all doctors should enjoy the largest scope of practice for which we have been trained and encourage the work of the TOA to help us continue to expand. We have also supported the TOA in order to grow the awareness of TSO as a

company and an option for other optometrists as well as exposure to the optometry students. This year we hosted a dessert reception, sponsored the Eye Bowl, and had a booth in the exhibit hall. I personally spoke before the Eye Bowl, an event that almost every optometry student at TOA attends, and it provided a great opportunity to let the optometry world knowmore about us. I was approached afterward by several doctors who were curious about opening second clinics as TSOs as well as by several students. The TOA allows us an opportunity to grow as a profession and as a company.” – Dr. Reid Robertson In addition to the traditional events, the Doctors of TSO were honored to be the first 2020 TOA Eye Bowl sponsors on Saturday, February 1, 2020. Dr. Reid Robertson was welcomed as master of ceremonies and spoke to the students about the benefits of owning their own practice. Attendees of the event were gifted a printed school logo rally towel to show their school spirit. The TOA Eye Bowl is an annual Jeopardy-style trivia game whereby representatives from UIWRSO and UHCO compete through two rounds of challenging questions. Topics for the competition included Ocular disease (anterior segment, posterior segment, glaucoma, Retina & Neuro) and pediatrics. UIWRSO students claimed the 2020 championship trophy.

4 z March 2020

TSOWelcomes Bart Foster as Group Facilitator at Family Reunion

Register for Family Reunion!

The TSO Network is excited to announce the facilitator for the Tuesday morning continuing education tract for the Family Reunion Conference.

Bart will be leading attendees through topics focusing on the eye care industry such as: • What is Inevitable? - discussing the inevitable changes in our industry • Building Trust & Rapport in Today’s Trust Challenged Market • Expand your Energy Capacity & Elevate Your Performance • Discover your Personal Values and how they can Serve as your North Star • Handling Conflict - the “Clearing Model” • Identifying and Harnessing your Unique Ability About Bart Foster

Doctor, Staff, Guest and Sponsor Registration Open! To register, visit the TSO Network Update site www. tsonetworkupdate.com and click on the Family Reunion Registration Now Open.

Bart Foster works as a strategist, advisor and coach to Fortune 500 companies, YPO & EO members, and emerging startups. He is an award-winning entrepreneur with more than 18 years of international sales and marketing experience in the consumer products, technology and healthcare industries. Foster founded SoloHealth (now Pursuant Health), a consumer technology company which places biometric health kiosks in high traffic retail locations.

Prior to SoloHealth, Mr. Foster held leadership positions at CIBA VISION (now Alcon), the eye care division of Novartis both in the U.S. and Europe. Prior to working at Novartis, he was the Director of Sales for Peachtree Network, a successful Internet start-up based in Montreal, Canada. Foster began his career with Kellogg’s where he was awarded the “Golden K” (Salesman of the Year), the youngest person to ever receive this honor. Mr. Foster has raised over $50,000,000 in capital and developed strategic partnerships with some of the largest companies in the world including Walmart, Proctor & Gamble, Wellpoint, Johnson & Johnson, RedBox, Pfizer, DELL, Safeway, Vons and Sam’s Club. His core expertise is in building relationships, developing strategic plans, accelerating revenue, and Making it Happen! Bart is a father, husband, Ironman triathlete, Florida Gator and active in Young Presidents Organization (YPO). He lives with his wife and two kids in Boulder, CO where he enjoys all things outdoors including hiking, fishing, cycling, backcountry skiing, and open water swimming.

March 2020 z 5

Family Reunion Conference to Be Held at Lost Pines for 2020

Hyatt Regency Lost Pines Resort Lost Pines, TX June 7 - 9, 2020

2020 Family Reunion FAQs What are the 2020 Family Reunion Dates? June 7-9, 2020 What about parking? Self-parking is complimentary at the resort. When does registration close? All registrations must be completed by Friday, May 8, 2020.

Is TSO Network providing a free day onWednesday, June 10, 2020? NO. The Family Reunion dates of June 7-9, 2020 were designed to allow offices return to their offices sooner. We encourage offices to stay overnight June 9 and checkout onWednesday morning, June 10, 2020. Room block rates are available on a first come, first served basis for the Saturday prior to the conference and Wednesday following the conference.

6 z March 2020

Family Reunion Registration Continuing Education Info

their marketing and engagement commitments for attendees to emphasize the importance of planning for community engagement and participating in your local community. Plans are being finalized for continuing education content on Tuesday morning, where the Doctors of TSO and staff will have their own tracks. What free time will we have allowed to enjoy the resort? For the 2020 Family Reunion conference, the schedule will be more relaxed! The best way to spend time during a family reunion is with family! During the afternoons for the duration of the conference, we have formatted the schedule to allow for attendees to have family time and enjoy the resort. Registration is $125 for all attendees over the age of 13. Be sure to check out our newly implemented conference website for important news and updates, including the schedule of events and educational and training program!

Registration for 2020 Family Reunion Annual Conference is now open! This year we are headed back to the Hyatt Regency Lost Pines Resort from June 7-9, 2020. The 2020 Family Reunion’s attendance will be more historic for the TSO Network and will provide unprecedented learning, growth and engagement opportunities to the Doctors and staff of TSO.

“We have designated 2020 as the year of the manager for our Family Reunion Conference. During our Sunday general session meeting, we will kick-off our conference with a special recognition has been established for the TSO office manager who has demonstrated effectiveness in the position, leadership in the TSO organization and a commitment to the TSO culture and system,” said TSO Board of Directors Chairman Dr. Robertson.

What kind of continuing education will be provided? Set your alarm clocks! The early morning 6:30 AM special presentations led by EyeCare Pro and GPN Technologies will be back again. Monday morning continuing education will be focused on presenting three successful offices, their owner and, their manager to attendees. During this presentation, the attending Doctors of TSO and managers will be provided with step-by-step best practices that can be implemented immediately upon returning to the office. The three presenting offices will also layout

Family Reunion Schedule Have you checked the Family Reunion schedule on the event website? Make sure to bookmark the TSO Family Reunion website to: • Adjust registration names • Change arrival/departure requests and room needs • See what new courses are on the schedule

March 2020 z 7

TSOWelcomes Family Reunion Sponsors

Gold Sponsors

Platinum Sponsors

Allergan, Inc. Alternative & Plan “B” Eyewear ClearVision Optical Compulink Healthcare Solutions Eye Designs, LLC FGX International, Inc. GPN Technologies i-dealoptics Kering Eyewear Standard Sponsors

Lab Tech, Inc. Macuhealth MARCO

Modo Eyewear Morel Eyewear Phelps Commercial Realty

Topcon Zocular

8 z March 2020

Staag Adds 3 New Models

Plan B Eyewear has added more new models to its definitive men’s collection. Two of the three are made from block aluminum giving them an exceptionally lightweight feel with a soft, comfortable touch. Featuring classic masculine shapes with a bit of edge, the Kingston and Dexter frame showcase minimalist mens fashion at its best. The Reece model features a strong round design and laminated acetate for exceptional dimension and colour. Showcasing rich tortoises and Demi’s with just the right amount colour to make the frames pop. High fashion, yet wearable, Staag presents the must-have

independent men’s collection in eyewear today. To see the collection full please visit www.planbeyewear.com or contact us at customerservice@alternativeeyes.com

Reece-C3

Dexter-C2

Kingston-C1

March 2020 z 9

TSO By the Numbers The following numbers are for January and February 2020. 2020

2019

Average revenue per exam

$367

$353

Complete pair capture rate

59%

60%

New patient percentage

43%

44%

Anti-reflective percentage

65%

63%

Second pair sales

9%

9%

Blue light lenses

29%

26%

Photo-chromatic lenses

21%

21%

March

Maria Courson, OD

3/5

Not Too Late to Budget for 2020 Marketing If you are interested in actively engaging in marketing and advertising for 2020, it’s not too late. Because marketing affects most areas of your practice, the

Michael Tran, OD

3/8

Jeslyn Sabol, OD 3/9 Jordan Mutschink, OD 3/9 Gary Golden, OD 3/14 Michael Reade, OD 3/18 Mark Richardson, OD 3/20 Lisa Le, OD 3/22 Craig Johnson, OD 3/26 Lynda Nguyen, OD 3/29 Chris Warford, OD 3/30 Faraz Haghighi, OD 3/31

marketing budget created for your TSO office is critical to your success. Marketing is much more than just advertising and promotions, and your

budget must cover the many areas of planning, pricing, and distributing to maximize your profits. For more help with putting your 2020 budget in areas from newspaper advertisements to planning a customer appreciation event, Marketing Specialist Brittni Dumas (Brittni@tso.com) can help you get a head start on 2020’s plans.

10 z March 2020