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 Q2 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?
Q2 performance across the optical industry continued to reflect a more deliberate consumer. Nationally, frame capture rates trended between 44-49%, while lens capture rate remained between 50-55%. Contact lens capture ranged from approximately 56-58%, while average revenue per patient was approximately $357, and average revenue per eyewear patient remained strong at approximately $458.
The data suggests an important opportunity: patients who purchase eyewear continue to demonstrate a willingness to invest, even as overall capture remains challenged. Practices that strengthen the exam-to-optical handoff, provide personalized product recommendations, and clearly communicate value are well positioned to convert more of the patients already walking through their doors.
| KPI | Benchmark | Q2 Trend |
| Frame Capture Rate | 50-55% | 44-49% |
| Lens Capture Rate | 50-55% | 50-55% |
| Contact Lens Capture Rate | 60-70% | 56-58% |
| Avg Revenue Per Patient | $350-$425 | $350-$375 |
| Avg Revenue Per Eyewear Patient | $425-$500 | $445-$460 |
Latest Frames & Lens Trends
- Retro & statement frames: Oversized, vintage-inspired silhouettes, bold acetates remain a leading direction in eyewear fashion.
- Oval & elongated shapes: Slim ovals, narrow silhouettes and softened elongated shapes continue to gain traction.
- Color-forward & translucent tones: Purple, teal, translucent finishes and color gradients are gaining momentum across optical collections.
- Personalized & task-specific lenses: Customized progressives and computer/office lens solutions continue to gain relevance as practices focus on more individualized visual needs.
- More deliberate purchasing: Consumers remain selective about when they replace eyewear, while continuing to invest when they see clear need, quality and value.
Quick Wins
- Strengthen the exam-to-optical handoff to improve patient conversion.
- Review low-turn inventory and rebalance toward current shapes, colors, and styles.
- Use lifestyle questions to uncover opportunities for personalized and task-specific lenses.
- Position sun, second-pair and specialty eyewear around specific patient needs.
- Lead with benefits and value rather than assuming patients are shopping on price alone.
- Build team familiarity with smart eyewear and emerging optical technologies.
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.