An optical represents the single largest source of profit in a practice, particularly for those that optimize capture rates and a diverse product mix. To help equip your practice for the future ahead and support its continued success, “Optical Insights,” prepared by PECAA Optical Business Advisors Kayla Irwin, Ph.D. and Joel Daniel, provides a look back at Q1 optical performance across the industry, the latest frames and lens trends, and some quick wins to help boost sales. Leverage this data to compete in an increasingly evolving landscape, one quarter at a time.
What’s happening across the nation?
Q1 performance across the optical industry continued to reflect changing consumer purchasing behaviors and ongoing economic pressures. Nationally, frame capture rates trended between 45-50%, while lens capture rates remained steadier at 50-55%. Contact lens capture followed a similar trend at 56-60%, while revenue per patient remained relatively stable in the $350-$400 range.
PECAA members remained generally aligned with broader industry trends throughout the quarter. Frame capture among members averaged 43.2%, while lens capture rates reached 51.4%. Contact lens capture remained strong at 59%, and revenue per eyewear patient averaged $437.99.
The data suggests there is still opportunity to strengthen frame capture, premium lens conversations, and overall patient conversion from exam to optical. Practices focused on patient experience, operational consistency, and clear value communication remain best positioned for long-term growth.
| KPI | Benchmark | Q1 Trend |
| Frame Capture Rate | 50-55% | 45-50% |
| Lens Capture Rate | 50-55% | 50-55% |
| Contact Lens Capture Rate | 60-70% | 56-60% |
| Avg Revenue Per Patient | $350-$425 | $350-$400 |
| Avg Revenue Per Eyewear Patient | $425-$500 | $425-$475 |
Latest Frames & Lens Trends
- Oversized & bold frames: Large silhouettes, thick acetate and statement colors continue to lead eyewear fashion.
- Retro-inspired shapes: Oval, cat-eye, geometric and softened rectangular styles are gaining traction.
- Soft neutrals & translucent tones: Clear, champagne, blush, tortoise and muted earth tones remain strong for everyday wear.
- Premium lens options: Photochromic, premium AR, blue light filtering and lifestyle lens options continue to support premium lens conversations.
- Value-conscious purchasing: Consumers are watching price more closely, but still prioritizing quality, convenience and in-person service.
Quick Wins
- Improve exam-to-optical handoff to boost capture rates.
- Highlight premium AR, photochromic and blue light options.
- Stock oversized acetates, soft neutrals and retro shapes.
- Promote value-driven second pair and sunwear packages.
- Focus on personalized styling and premium lens conversions.
- Emphasize convenience, service and in-person experience.
Want tailored strategies for your practice?
Connect with Kayla and Joel in the PECAA portal today to collaborate on a plan of action that takes your optical to the next level.
Kayla is an accomplished professional with 17 years of experience in the optical field. Throughout her career, she has successfully managed and operated multiple optometry practices, including her own. With her extensive expertise, she has worked closely with hundreds of optometry practices, providing valuable guidance and support. In addition to her practical experience, Kayla holds a Ph.D. in counseling, further enhancing her ability to understand and address the needs of patients and professionals in the field. Combining her optical knowledge with her counseling expertise, she has developed several educational programs that greatly benefit the profession. Kayla’s dedication to the optical field, extensive experience, and commitment to education make her a valuable resource to our members.
Joel got his start in Optics with Pearle Vision in 2004. Since then, he has worked as an optical manager, optical trainer, district manager, and a vendor rep for some of the largest organizations in the industry. Joel has a passion for the industry, especially optical, where he has spent his entire career focusing on training and developing others, sales, merchandising, staffing, and leadership.