Eye Care Business Canada

Why are Practice Appraisals so Complicated?

For those who want to know what their practice is worth, or if you are intrigued by the furious debate about how to properly place a fair market value on a practice, this article will interest you.

First, an apology: there is shameless self-promotion in this article. I am a marketer and a capitalist – but also an educator – and I hope that you can notice the difference. I am trying to help you to understand and prosper.

And a second apology – I was so frustrated after critiquing an appraisal from a very suspect firm (owned by a Grifter) that I decided it’s time to call out the pathetic appraisal work that is making the rounds.

Lazy appraisers are not good for your profession. They publish spurious and plagiarized work. In doing so they demean and diminish the integrity of the practice valuation landscape. This ultimately lowers practice values as confidence is eroded at the banks.

Who needs and reads Appraisals?

Start with the knowledge of who are the intended readers of an appraisal: 1. Doctors 2. Bankers 3. Accountants 4. Lawyers 5. Trusted family advisors 6. Consultants 7. Professors 8. Insurance advisors 9. Credit Analysts – those who grant or deny bank loans… 10. and more… Each has a unique view of the appraisal, and all are biased towards their client – as they should be.

Why does this article matter? In the business appraisal community, there is a lot of fancy language, acronyms, spread sheets, formulae – and to be blunt – a great deal of nonsensical terminology being bantered about.

New entrants to the business appraisal arena often try to invent novel words to appear sophisticated, when in fact, they have nothing but an AI search and a spreadsheet to reply upon.

The only common denominator I can find amongst the plethora of appraisal gurus is the search for the holy grail of appraisal – the mythical “X-factor.” Where: the bottom line multiplied by X = business value expressed in dollars ($). It could be that simple. But no!

Consensus has ghosted the key players, and we do not share our data. Too many egos and too many Gurus! Yes, I am one of them. Please watch this short film: https://vimeo.com/397300519 TOO MANY GURUS.

First off, determining the bottom line is subject to bias, manipulation, and imperfect science.

And then, selecting the X-factor is a total wild card. If we all relied solely on the actual data, the amateur opinions (which are abundant) would be washed away and flushed down the toilet where they belong.

We don’t share our data, as it is proprietary and confidential to the clients – thus, it remains locked in the vaults of each appraisal firm. Sometimes never to be seen again – especially when the embarrassing sale price is much lower than the “experts” appraised value – how convenient it is to hide lackluster results.

By comparison, just ask a realtor about recent sales. They will not publish nor brag about the houses that sold under asking. You will always see their little mailers saying SOLD for X% OVER asking. Yes, this is highly predictable behavior for an incredibly low barrier of entry career (not a profession).

Those practice appraisers with small vaults of data must use more of their opinion to determine value. Most of them talk too much, listen too little, and rely far too much upon the abundance of rumor and gossip about actual sale prices.

The appraisal world is a perfect place for the Grifter to hide!

Sadly, there are many unnamed grifters lurking in the shadows salivating at your cash flow.

Amateurs prevail in all industries. They believe they have the recipe, yet few have baked a cake!

Many business appraisals are nothing more than a ‘best guess’, with little to no evidence-based backing.

Here’s a simple example:

X number of square feet multiplied by $X per square foot = leasehold value. Poppycock! Count the plugs, you lazy buggers. Watch this short film, please: Count the PLUGS https://vimeo.com/158992380

Did you know that no license is required to deliver an opinion of value?

Welcome to my world. OK – enough of my ranting and raving…

Let’s try to figure out how to do it.

How to Start (Business Appraisal 101)

Determine the Bottom Line:
Turns out there are many definitions for the “bottom line”. In Canada the most common phrases are:

EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization)
Net Income
Free cash flow (FCF)
Discounted cash flow (DCF)

So, what is the best bottom line to rely upon before applying the mysterious X-factor?

We all recognize net income – the figure found at the bottom line of accountant-prepared financial statements. This is what we report to the Canada Revenue Agency and pay personal or corporate taxes on.

But net income is rarely used as the bottom-line number for appraisals. What? Are you confused now? But wait, it gets more interesting.

2. Then we decide which report type to publish:

Appraisal
Valuation
Evaluation
Market Estimate
Letter of Opinion
Napkin Valuation (slang)

Then we select the approach to value:

Income approach
Market approach
Cost approach

And this one is a mouthful, used by accountants at times: Capitalized Invested Capital Net Cash Flow Method (CICNCFM).

And finally, we state a conclusion such as:

Enterprise value
Fair Market value
Salvage value
Terminal value
Present value

Are you confused? You should be!

One dude says he can ‘invert’ the numbers to arrive at ROI. What? It is or it is not an ROI! Silly man. Another fast talker says he got it all “in the Cloud”. Isn’t everything in the cloud now? Whatever.

And then there are dandy formulae: like this beauty: Capital Asset Pricing Model (CAPM). CAPM = E(Ri) = Rf + β(RPm) + RPs + RPu Where: E(Ri) = Expected (market required) rate of return on security Rf = Rate of return available on a risk-free security as of the Valuation Date β = Subject company’s beta coefficient RPm = General Equity Risk Premium for the “market” RPs = Risk Premium for small size RPu = Risk Premium.

STOP! Oh, my goodness! I am getting a headache!
What the heck is a beta coefficient anyways?

Shame on the business appraisal industry for making it far too complex. Complexity keeps the appraisal gurus busy – and in the chips! Whoops – I am one of those gurus.

Has anyone found simplicity?

Yes. The real estate agents made it simple by using the direct sales comparison method (aka market approach). The majority of residential appraisals rely almost entirely on the most comparable properties, those that recently sold on the open market, as the primary basis for determining fair market value.

I have much distaste for the real estate industry at large – primarily due to its adherence to the dangerous practice of dual agency (working for both sides), but at least the industry agrees on direct sales comparison as the empirical appraisal method.

Finding X

And now we begin the search for the ever-elusive X-factor… your guess is as good as mine. 2X? 6X? 10X?

So much to consider. My data reveals a minimum of four important variables to get us started – the location:

Urban
Suburban
Rural
Remote locations

Add to this a list of exceptions:

General vs specialty steams
High- or low-growth operation
Growing or declining local population trends
Cost of capital
Human resource availability
Dominance of key income producer(s)
And more…

Consider Location as a Starting Point

My data also reveals that an urban location can have more than one X-factor. Why? Because let’s be honest, not all parts of the big city are equal. Take Vancouver, for example. The Lower East Side is downtown – but is it representative of the entire downtown Vancouver area? The Lower East Side is known for its complex social dynamics. Would you want to buy a dental practice there? The amateur says that Vancouver deserves a specific X-factor. He is oblivious to the address and applies the standard, spreadsheet-driven metric to his appraisal. Take that to the bank!

What about all the other variables? Interest rates, premise lease terms, systems, fees, collections, staff configuration, individual skill sets, days and hours of operation, marketing and social media, reputation management, I could go on… How can anyone break all that down into a singular X-factor?

It can’t be done. No one possesses the holy grail – even Monty Python could not find it. But everybody you talk to is going to give you differing terminology, a different approach, and will promote their methodology as empirical to all others. Therefore (they will say) they should be trusted.

Rather than listening to all the biased opinionators, why don’t you ask your bank what information they prefer?

If you need to know the value of your practice, ask whom the banks approve and the accountants respect. All other choices may not serve you well for proper, documented, professional planning.

I have rattled sabers with accountants on many occasions, spending considerable energy – not to mention the hourly charges paid to those accountants – to explain our methodology.

My advice – Ask for a Sample Appraisal

Select a company that speaks plain language and presents its findings in a format you can clearly understand.

Hiring an appraiser and then being absolutely bamboozled by their mathematical gymnastics and spreadsheets (and then paying your accountant thousands of dollars to interpret and decipher them) is a foolish investment.

Ask for a sample appraisal from the company before you decide which one you choose to engage. If they cannot share a sample of their work, move on.

Conclusion

I submit that free cash flow, supported by direct sales comparison, is king of all methods.

Note of caution: EBITDA (Earnings before income taxes, Depreciation, and Amortization) typically used by major industries, are inappropriate for small, privately held Canadian corporations.

You will continue hearing that acronym. It is easily manipulated and can be custom designed to suit the purpose of the spreadsheet creator. Do not trust EBITDA when calculated by a purchaser.

Thanks for reading this far. I hope I didn’t give you a headache – I got one just writing this!

Enjoy this cold, harsh winter, folks… Elbows up – screw that! BUY CANADIAN and keep your money UP north of the border! Show up, don’t bugger it up and work our butts off! It will be like this for 3 to 5 years and may never go back to where we once were… sorry to be a downer.

is your before (NOT after) New Year’s resolutions:

Buy Canadian, please

Stop the madness and turn away all the hustlers at your door

Give your staff and patients 100% of your energy – they are valuable assets

Put all elective spending on hold – for at least 1 year

Call every supplier and ask them for a better deal – even your bank – they will listen

Focus on FREE marketing – ask your patients for their referrals

Reviews matter – make sure they are organic and ask for more!

Create or update your will – do it now, please. Do not be naïve or stubborn – it is expensive to be unprepared for the unforeseen – EXTREMELY expensive!

Reach out to Jackie and ask for a free appraisal – see below.

Are you seeking to understand the value of your practice?
Contact Jackie Joachim
Jackie has personally been involved in approximately 10,000 appraisals since joining ROI Corporation. She has had the privilege of appraising optometric, chiropractic, dental, and veterinary practices throughout Canada. Jackie understands how a practice works and the unique needs of healthcare professionals. Her personal goal for practitioners is to see them be strong business people who are able to take pride in their profession and reap the benefits of their hard work. Please contact her at Jackie.joachim@roicorp.com or call 1-844-764-2020.

Timothy A. Brown

Timothy A. Brown is the CEO and Broker of Record for ROI Corporation and has served the professions since 1979. His broad experience in clinical practice systems includes: appraisal, brokerage, leasing, and practice management. While Timothy’s domain expertise is largely from the dental world, as head of ROI Corporation, his experience has applicability across other health practice disciplines including Optometry and Opticianry.

Timothy is a Registered & Licensed Ontario Real Estate and Business Broker (Principal). He also voluntarily completed the Ethics and Business Practice course from the Real Estate Institute of Canada. He clearly understands dentists and has his finger firmly on the pulse of the dental practice marketplace in Canada.

He can be reached at timothy@roicorp.com or 416.520.7420.

Rate:

The Intense Demands of Today Are Even More Troubling for the Aging Eye

Contact lens technologies to support success in the presbyopic patient

Amongst contact lens wearers aged over 40, 90% expect to continue to wear contact lenses.¹³ Despite this, almost half of patients aged over 45 drop out of contact lens wear.¹³ However, with 46% of presbyopic contact lens wearers fitted with a non-presbyopic fit,¹⁴ a large proportion of presbyopic contact lens wearers experience a high level of compromise, requiring the use of reading glasses over their contact lenses.¹⁴

Most spherical multifocal contact lens fitting guides recommend fitting patients with 0.75D of astigmatism or less. However, eye care professionals are likely to encounter many presbyopes with more than 0.75D of astigmatism. Data shows that prevalence of refractive astigmatism of 0.50D to 1.75D increases with age (Figure 1).⁴ Further, while with-the-rule (WTR) astigmatism is more prevalent in younger age, there is a gradual shift to against-the-rule (ATR) astigmatism amongst presbyopes.¹²

$Figure 1: Prevalence of refractive astigmatism across age groups.4$

Figure 1: Prevalence of refractive astigmatism across age groups.⁴

Johnson & Johnson brings innovation to market to better serve presbyopic astigmatic patients

Up until now, daily disposable toric contact lens wearers have had to compromise as they become presbyopic.

Now, from the family of ACUVUE® OASYS MAX 1-Day comes ACUVUE® OASYS MAX 1-Day MULTIFOCAL for ASTIGMATISM, which combines innovative technologies from the ACUVUE® multifocal and toric lens designs with the performance of MAX for your presbyopic astigmatic patients.*¹⁵

This lens features an innovative 1.00D cylinder lens designed to simplify lens selection while delivering consistent results for patients with 1.00D to 1.75D cylinder to provide coverage for over 70% of presbyopic astigmatic eyes with ≥1.00D cylinder.^‡^16,17

In a clinical study, average visual acuity with ACUVUE® OASYS MAX 1-Day MULTIFOCAL for ASTIGMATISM was better than 20/20 at distance and intermediate and better than 20/25+ at near for subjects with 1.00 to 1.75D cylinder. ^‡17 Further, there was no clinically significant difference between patients who had 1.75D cylinder and those who had 1.00-1.50D cylinder for visual acuity, subjective comfort, subjective vision or subjective handling scores.^{^17} Wearers of ACUVUE® OASYS MAX 1-Day MULTIFOCAL for ASTIGMATISM confidently report clear vision reading a cell phone and using a computer.^§17

Find out more about the FIRST and ONLY daily disposable multifocal toric contact lens¹⁸

Authors: Meredith Bishop OD MS FAAO, Senior Manager Global Professional Education and Development at Johnson & Johnson Vision Care, Inc. David Ruston BSc FCOptom DipCLP FAAO, Director Global Professional Education and Development at Johnson & Johnson Medical Ltd.

This Post is sponsored by Johnson & Johnson.

*Versus Dailies Total1®

^‡In a clinical study of 163 subjects including 34 subjects with 1.75 D cyl in at least one eye. Average descriptive values.

^{^}In a clinical study of 164 subjects including 34 subjects with 1.75 D cyl in at least one eye. Average descriptive values. No clinically significant difference (visual acuity:≤2.5 letters, comfort and handling:≤5 points on validated questionnaire).

T3B descriptive summaries: n=171

References

Mostafa YMSE, Saif MYS, Saeed MA, et al. The Effect of Age and Gender on Tear Film Breakup Time. Egyptian Journal of Medical Research 2021;2(2):137–48.
van den Berg TJ. Analysis of intraocular straylight, especially in relation to age. Optom Vis Sci 1995;72(2):52–9.
van den Berg TJTP, Van Rijn LJR, Michael R, et al. Straylight Effects with Aging and Lens Extraction. American Journal of Ophthalmology 2007;144(3):358-363.e1.
Sanfilippo PG, Yazar S, Kearns L, et al. Distribution of astigmatism as a function of age in an Australian population. Acta Ophthalmol 2015;93(5):e377–85.
Eyesafe. COVID-19: Screen Time spikes to over 13 hours per day according to Eyesafe Nielsen estimates. Eyesafe March 2020.
Deloitte. Balancing act: Seeking just the right amount of digital for a happy, healthy connected life. Deloitte Insights. https://www2.deloitte.com/us/en/insights/industry/telecommunications/connectivity-mobile-trends-survey/2023/connectivity-mobile-trends-survey-full-report.html. Accessed December 13, 2024.
Portello JK, Rosenfield M, Chu CA. Blink rate, incomplete blinks and computer vision syndrome. Optom Vis Sci 2013;90(5):482–7.
Wolffsohn JS, Lingham G, Downie LE, et al. TFOS Lifestyle: Impact of the digital environment on the ocular surface. Ocul Surf 2023;28:213–52.
Watten RG, Lie I, Birketvedt O. The influence of long-term visual near-work on accommodation and vergence: a field study. Journal of human ergology 1994;23(1):27–39.
Diec J, Naduvilath T, Tilia D. Subjective Ratings and Satisfaction in Contact Lens Wear. Optom Vis Sci 2018;95(3):256–63.
Nicole Gruber, Urs P. Mosimann, René M. Müri & Tobias Nef (2013) Vision and Night Driving Abilities of Elderly Drivers, Traffic Injury Prevention, 14:5, 477-485, DOI: 10.1080/15389588.2012.727510.
Read SA, Vincent SJ, Collins MJ. The visual and functional impacts of astigmatism and its clinical management. Ophthalmic Physiol Opt 2014;34(3):267–94.
JJV Data on File 2022. A survey conducted with a total n=7356 and CL wearers n=1213 representative U.S. and U.K. consumers, ages 15-64.
Morgan PB, Efron N, Papas E, et al. BCLA CLEAR Presbyopia: Management with contact lenses and spectacles. Contact Lens and Anterior Eye 2024;47(4):102158.
JJV Data on File 2022. Comparative Subjective Claims for ACUVUE® OASYS MAX 1-Day lens vs Dailies Total1® and Additional Stand-Alone Claims.
16. JJV Data on File 2024. SKU Coverage Claims for ACUVUE® OASYS MAX 1-Day and ACUVUE® OASYS MAX 1-Day MULTIFOCAL Brand Contact Lenses.
17. JJV Data on File 2024. Subjective Standalone Claims for ACUVUE® OASYS MAX 1-Day MULTIFOCAL Contact Lenses for ASTIGMATISM.
18. JJV Data on File 2024, First and Only Daily Disposable Multifocal Toric Contact Lens in US.

Important Safety Information: ACUVUE® Contact Lenses are indicated for vision correction. As with any contact lens, eye problems, including corneal ulcers, can develop. Some wearers may experience mild irritation, itching or discomfort. Lenses should not be prescribed if patients have any eye infection, or experience eye discomfort, excessive tearing, vision changes, redness or other eye problems. Consult the package insert for complete information. Complete information is also available from Johnson & Johnson Vision Care, Inc. by calling 1-800-267-5098, or by visiting www.jnjvisionpro.com/en-ca/.

The third-party trademarks used herein are the intellectual property of their respective owners.
© Johnson & Johnson and its affiliates 2025 2025PP15604

Rate:

From Dr. Google to Your Exam Lane – What Online Search Trends Reveal About Today’s Contact Lens Patients

Buying-Selling A Practice, Practice, Technology

by Dr. Harbir Sian, OD

In an era when patients ask Dr. Google before they call their optometrist, the way people seek vision care information is changing fast.

The Contact Lens Institute’s 2025 Digital Discovery report dives into thousands of real-world searches from across North America including Google queries, TikTok reels, voice-assistant prompts, and AI-generated answers to uncover what contact-lens wearers (and would-be wearers) really want to know.

The results offer valuable lessons for eye-care professionals: how to anticipate patient questions, fill the information gaps that online sources leave behind, and strengthen in-office trust in an AI-powered world.

Price First, Value Second

The study found that 65% of all contact-lens-related Google searches focus on buying—price comparisons, retailers, rebates, and “cheap contact lenses.” That means many patients come to their exam with a pre-set idea of what lenses should cost based on what they’ve seen online.

Clinics can turn that to their advantage. Discuss rebates, insurance coverage, direct shipping, easy exchanges, and personalized service early in the visit and not as an afterthought at checkout. Showing the full value proposition helps move the conversation from “How cheap can I get them?” to “Why should I get them from you?”

Automated reorder reminders and in-office or online purchasing portals also keep patients from drifting toward online retailers when it’s time to restock.

A Removal Problem, Not an Insertion One

One of the most surprising findings: searches for how to remove contact lenses outnumber how to insert by more than 2-to-1. It’s a reminder that removal anxiety, not insertion, could be driving frustration and dropout among new wearers.

Make removal part of every fitting conversation. Printed guides, short explainer videos, and structured follow-ups can dramatically reduce anxiety. Even better, send patients your own trusted video link so they don’t have to scroll through questionable TikToks for help.

Shifting the “Either-Or” Mindset

Search behavior also shows a major misconception: only 6% of comparative searches used the word “and” (as in contacts and glasses), while 94% used “or.” Many consumers still believe they have to choose one or the other.

That’s a missed opportunity. Ask every patient about “life moments” that could benefit from both: vacations, sports, weddings, or even long workdays. Offering in-office trial experiences, where the optometrist inserts and removes the lenses, can help hesitant patients imagine contact lenses as part of their everyday routine, not a replacement for spectacles.

Voice Search and AI: The New Front Door

Up to 20% of all contact-lens searches now happen through voice assistants such as Siri, Alexa, or Google Assistant. Phrases like “eye doctor near me” dominate.

For clinics, that means visibility depends on digital housekeeping: complete your Google Business profile, use location-specific keywords, and include “eye doctor” or “optometrist” on your site pages.

Google’s new AI-driven summaries (via Gemini) often answer a query without users ever scrolling down. Practices that publish credible local content, blogs, service pages, and videos, are more likely to be cited or surfaced by these AI summaries. In other words, digital authority begins with your own website.

Countering Misinformation—Gently

Patients trust AI assistants, but that trust is misplaced more often than not. When the Contact Lens Institute asked major AI platforms where consumers should go for lens information, results ranged from the American Optometric Association to, surprisingly… Forbes.com.

Rather than dismissing what patients read online, invite the discussion:

“That’s interesting—where did you find that information?”

This simple question opens the door to clarify misconceptions and reinforces your role as the most reliable source for personalized guidance.

Meeting Patients Where They Search

The CLI Digital Discovery report offers a clear takeaway: the online behavior of today’s patients can help shape better real-world care. When optometrists view digital channels as extensions of their exam lanes, they can anticipate concerns before they’re voiced, provide trustworthy education, and make every interaction, online or in-office, count.

By embracing proactive education, promoting dual wear, and optimizing for digital discoverability, eye-care professionals can ensure that Dr. Google leads patients right back to where they belong, in your exam chair.

Dr. Harbir Sian, OD

Dr. Harbir Sian, OD, is an optometrist, entrepreneur, and award-winning advocate. Co-owner of multiple clinics in British Columbia, he specializes in myopia management and dry eye care. A TEDx speaker and host of Canada’s most downloaded optometry podcast, he is a trusted Key Opinion Leader and sought-after educator.

Rate:

Thinking of Switching EMRs? What ODs Need to Know About Data Portability

Practice, Technology

Part 1.
by Maryam Moharib, BOptom, BHSc, CSPO, CAPM

In today’s optometry practices, the electronic medical record (EMR) is much more than a digital filing cabinet. It is the hub for clinical decision-making, patient history, diagnostic imaging, prescriptions, and even practice management functions such as scheduling, billing, and recalls. However, with the rapid advancement of clinical technology, the EMR system that an optometrist once started with may no longer meet their needs.

Whether driven by the desire for better integration with diagnostic devices, frustration with outdated interfaces, or the need for cloud-based access, many clinics eventually consider switching systems.

Yet the decision to move from one EMR to another is not always straightforward. One of the biggest hurdles is data portability—the ability to securely and effectively transfer patient information, records, and related data from one system into another. Understanding the challenges and responsibilities around data portability is essential for any optometrist planning such a transition.

Why Data Portability Matters

The value of an EMR lies in its data. Beyond basic demographics and clinical notes, optometry practices rely on structured information such as refraction histories, contact lens parameters, intraocular pressure readings, and optical coherence tomography (OCT) images. If this information cannot be migrated intact, a clinic risks losing critical historical data that guides patient care.

From a patient safety standpoint, incomplete or inaccurate migration could result in treatment errors, duplicate testing, or severe gaps in continuity of care. From a business standpoint, a failed migration can be costly, causing downtime, inefficiency, frustration, and patient dissatisfaction. Data portability, then, is not just a technical concern but a clinical and legal responsibility.

Legal and Regulatory Considerations

Legal and Regulatory Requirements Optometrists must take into account Canadian legislation and provincial requirements when it comes to data portability. Each province has laws that govern personal health information (PHI). These laws require that PHI remain confidential, accurate, and secure—even when transferring data between EMR systems.

In addition to PHI data encryption, provinces such as Ontario and Manitoba require certified EMR vendors to include functionality for data migration, ensuring that records can be easily exported in usable formats. These measures are designed to reduce vendor “lock-in” and encourage interoperability.

One of the most common data structures that hinder interoperability is the use of proprietary fields. Proprietary fields are custom data structures unique to a specific EMR system. They define how information is labeled, stored, or formatted, often in ways that don’t follow common standards. Because these fields are not universally recognized, other EMRs may be unable to interpret or import the data correctly during migration. This can lead to incomplete or inaccurate transfers, especially for complex information such as prescriptions or contact lens parameters. Ensuring that proprietary fields are properly mapped or converted into standardized formats is essential to preserve data accuracy when switching systems.

For example: One EMR might store contact lens prescriptions in a single combined field like “OD: -3.25 BC 8.6 DIA 14.0,” while another EMR stores each value—sphere, base curve, and diameter—in separate standardized fields. Because the data is structured differently, the new system may not recognize or correctly import the information unless it’s carefully mapped or reformatted.

Risks and Challenges

Switching EMRs comes with a unique set of risks that extend beyond simple data transfer. Common pitfalls include:

Vendor lock-in and resistance: Some vendors make interoperability and exporting data difficult through unusable or proprietary formats, additional charges, delays, or restrictive policies.
Data loss and corruption: Images or attachments might not map correctly, fields may get misaligned, metadata (like dates or authorship) may be lost or altered.
Cost overruns and schedule delays: Hidden conversion challenges can quickly exceed expected timelines and budgets.
Interoperability shortcomings: Even after migration, if the new system doesn’t integrate well with external labs, imaging devices, or pharmacies, the practice may still face data-sharing issues.

Each of these challenges emphasizes why data portability is not just an IT issue—it is also a clinical and operational issue.

The Takeaway

Data portability affects every part of continuity of patient care, practice efficiency, and legal compliance. Understanding the foundational issues—such as proprietary data structures, provincial PHI laws, and interoperability standards—is the first step in avoiding serious disruptions.

Switching EMRs is more than a technology upgrade—it’s a transformation of how a clinic manages patient information. By approaching migration with deliberate planning, vendor collaboration, and thorough validation, optometrists can protect the integrity of their data while gaining the advantages of modernized technological data systems.

A successful EMR migration ensures that the records that have been built over years remain intact, accessible, and clinically meaningful. With the right preparation, the migration can enhance—not interrupt—a practice’s ability to deliver excellent patient care.

In Part 2, the next article will explore the practical side of EMR migration: how to prepare the data, coordinate between vendors, and protect the clinic from data loss or workflow breakdowns during the transition.

Maryam Moharib, BOptom, BHSc, CSPO, CAPM

Maryam holds degrees in Health Sciences from the University of Ottawa and in Optometry from Anglia Ruskin University in Cambridge, England. She has dedicated many years to working alongside ophthalmologists in refractive surgical clinics, where she gained significant experience in clinical training and in EMR implementation for various software platforms.

Maryam has also worked as a certified product owner with an EMR software company where she played a key role in effectively bridging the gap between clinical needs and technology. Additionally, her certification in project management from the Project Management Institute has equipped her with the skills to lead implementation and transformative clinic projects successfully.

Rate:

Who’s on Your Giving List?

Finance|Wealth, Resources

Giving Tuesday, falling on December 2^nd this year, is a great reminder as we head into the holiday season to look at what causes could benefit from your charitable donations. But let’s face it, who has time to research and make these decisions in a tax efficient way before year end?

Charitable Foundations and Donor-Advised Funds: A Smarter Way to Give

When Canadians think about giving back, they often picture writing a cheque or donating online. But for those who want to make a lasting impact, charitable foundations offer a more strategic approach.

What is a Charitable Foundation?

A charitable foundation is a registered organization that manages donations and distributes funds to qualified Canadian charities who issue tax receipts for the Donation Tax Credit with your annual CRA filings.

Setting up a Private Foundation

Private Foundations are typically funded by a single family or corporation. Though rewarding, they come with significant legal and reporting responsibilities.

Accessing a Public Foundation

Public Foundations pool resources from many donors to ease the compliance responsibilities of private foundations thereby enhancing their accessibility to all of us. The foundation retains the administrative requirements permitting you to access all the benefits of Charitable Foundations through a Donor-Advised Fund (DAF).

What is a Donor-Advised Fund?

A DAF is a giving account established within a public foundation. As most public foundations are run through private wealth firms, the most common contributions are publicly traded securities. When you create and fund your DAF, you will be issued an immediate tax receipt while spreading out the time frame you have to make your charitable grants. In the meantime, the investments continue to grow tax-free.

Why Consider a DAF?

Simplicity & Efficiency: A DAF consolidates your giving into one account, eliminating the need for multiple receipts or complex filings.
Tax Advantages: You receive a tax deduction when you contribute, and you can carry it forward for up to five tax years. Donating appreciated securities can also eliminate capital gains tax, making your gift far more impactful than donating from your personal bank account.
Legacy & Family Engagement: A DAF permits you an opportunity to involve your family in philanthropy. Imagine sharing valuable life lessons and holding family gatherings with true meaning to discuss the direction and beneficiaries of your DAF.
Privacy: A DAF allows you an opportunity to keep your name private when granting funds, which can protect you from ongoing requests from your selected charities.

Final Thoughts

Charitable giving can be about more than generosity. It’s an opportunity to share the wealth you have created, benefit from real tax savings, and create a philanthropic legacy within your family or business. The use of a DAF permits access to a strategy that is often reserved for only the very wealthy, bringing accessibility to most of us, especially in the year we sell our practice and can really benefit from the tax savings.

Need Help Navigating Your DAF?

At C3 we have worked alongside the Value Partners Charitable Foundation for years and have first hand experience in guiding you through the intricacies of the process efficiently, allowing you to focus on what truly matters to you personally.

We’re here to help you make informed decisions that align with your financial goals. Reach out to us with any questions or to schedule a personalized conversation at roxanne@c3wealthadvisors.ca or 780-261-3098.

Roxanne Arnal is a Certified Financial Planner®, Chartered Life Underwriter®, Certified Health Insurance Specialist, former Optometrist, Professional Corporation President, and practice owner. She is dedicated to empowering individuals and their wealth by helping them make smart financial decisions that bring more joy to their lives.

This article is for information purposes only and is not a replacement for personalized financial planning. Errors and Omissions exempt.

ROXANNE ARNAL,

Optometrist and Certified Financial Planner

Roxanne Arnal graduated from UW School of Optometry in 1995 and is a past-president of the Alberta Association of Optometrists (AAO) and the Canadian Association of Optometry Students (CAOS). She subsequently built a thriving optometric practice in rural Alberta.

Roxanne took the decision in 2012 to leave optometry and become a financial planning professional. She now focuses on providing services to Optometrists with a plan to parlay her unique expertise to help optometric practices and their families across the country meet their goals through astute financial planning and decision making.

Rate:

Episode 11: Residency or Not? The Big Debate

Future Focus Podcast, NextGenOD

In this lively Season 2 opener, hosts Dr. Amrit Bilkhu and Dr. Alexa Hecht dive into the ultimate debate: to residency or not? Drawing from their own journeys—Amrit’s VT residency at Berkeley and Alexa’s direct leap into private practice—they break down the pros, cons, and realities of optometry residencies. Perfect for students on the fence, this candid chat covers application strategies, mentorship alternatives, work-life balance, and advice to avoid burnout while building your career.

Episode Highlights:

Back from Hiatus: Amrit and Alexa kick off Season 2 with excitement, sharing laughs about talking to themselves and the joys of reconnecting via podcast.
Amrit’s Residency Journey: From anti-residency student to VT specialist at Berkeley—Amrit recounts her last-minute application gamble, the value of specialized training, and why one more year changed everything.
Alexa’s No-Residency Path: Alexa shares her decision to skip residency for private practice, emphasizing timing, financial pressures, and how she built expertise in specialty lenses through self-mentorship.
Pros and Cons Debate: The hosts weigh residency benefits (intense learning, mentorship, resume boost) against drawbacks (debt, delayed earnings), with Amrit pushing for it and Alexa highlighting alternatives.
US Opportunities for Canadians: Tips on applying to US programs—don’t limit yourself, cold-call schools, and leverage academic connections for interviews and visas.
Mentorship Beyond Residency: Practical advice on seeking guidance through conferences, webinars, reps, and workplace case-sharing to build skills in specialties like VT or dry eye.
Post-Grad Reality Check: Warnings against 7-day workweeks, the slow build of a patient base, and embracing patience: “The money will come—breathe and prioritize balance.”
Final Advice Gems: Amrit urges work-life sanity; Alexa stresses building your name through personality and persistence.

Listen now to uncover whether a residency is your next step, plus actionable tips to thrive in optometry—whether you’re a student debating applications or a new grad chasing specialties!

Your Hosts:

Amrit Bilkhu, OD, FAAO, FOVDR
Dr. Amrit Bilkhu graduated from the Illinois College of Optometry in 2019 and completed a Vision Therapy & Rehabilitation residency program at UC Berkeley School of Optometry in 2020. She is a fellow of the American Academy of Optometry and the Optometrists in Vision Development and Rehabilitation. Dr. Bilkhu owns her private practice, Northern Sight Optometry, in Vaughan, Ontario. In her spare time, she serves as a board member for Vision Therapy Canada, writes articles for optometry blogs, and shares her knowledge on her professional social media page.
Alexa Hecht, OD
Dr. Alexa Hecht obtained her Doctor of Optometry from the University of Waterloo in 2021. She currently practices at Bayview Vision in Toronto, Canada, where she enjoys seeing patients of all ages and has a clinical interest in dry eye disease and ocular aesthetics. Dr. Hecht has a significant social media following on Instagram and TikTok, where she aims to educate the public about the importance of eye health and clean beauty habits. She is passionate about inspiring and mentoring the next generation of optometrists.

This episode sponsored by Optik Magazine – 100% proudly Canadian Owned.

Proudly Canadian Contest by Optik Magazine Check out the “Proudly Canadian” contest for your chances to win an All Canadian One4ALL Ultimate gift card redeemable at major Canadian retailers, including Tim Hortons, Air Canada, Cineplex, Boston Pizza, Golf Town, Gap, and dozens more iconic Canadian brands!

Tell us why you are “Proudly Canadian” to win one of the bonus prizes. Contest ends December 15.

Rate:

Revenue RX Episode 30 — Pulling Back the Curtain: The Host’s Back Story

Podcasts

Every optical entrepreneur has a back story. A series of zigzags, bets, leaps of faith, and moments where you either step into the unknown… or step aside. In this special episode of Revenue RX, I’m pulling back the curtain and taking you behind the mic, into the unconventional journey that shaped the way I think about business, leadership, opportunity, and the optical retail world.

This isn’t a highlight reel. It’s a look at the real road that led me to buying two optical stores without being an optician or an optometrist, and why that unconventional path turned out to be my greatest asset.

A Life Built on Saying “Yes” to the Unknown

Before I ever stepped into the optical industry, I lived a dozen different “lives.” Real estate, Xerox sales, commercial leasing, pro hockey in Italy, modelling in Europe, building a national sport association, consulting for small businesses, running a pet food company, even jumping into the restaurant world in Japan. All of it shaped how I see opportunity and how I understand people.

The thread connecting every one of those chapters was simple:
Do the work. Stay curious. Don’t fear the unknown.
Those three things will take you further than any job title ever will.

Real Estate: The First Big Lesson

My first real wake-up call came in real estate. I learned quickly that there is no “secret” formula for success. Presence matters. Discipline matters. Understanding the emotional side of a customer’s decision matters. Those early days taught me how clients feel when making a purchase — a lesson that translates directly into how a patient chooses eyewear.

People don’t just buy a frame.
They buy how they feel wearing it.

Xerox: Premium Products, Premium Confidence

My detour into Xerox was intentional; I needed world-class sales training. They taught me how to present value, how to justify premium pricing, and most importantly, how to ask for the order. Those skills became foundational in the dispensary years later, where helping patients choose the right premium lens or designer frame is an emotional and financial decision.

And yes, the story of my hiring, where I finally said: “you have all the information you need, so either give me the job or cut me loose”, still makes me smile. Sometimes, in business and in life, you don’t get what you deserve… you get what you ask for.

Commercial Real Estate: Knowledge Is Power

Moving into commercial leasing revealed another truth: If you know something others don’t, you become indispensable.

Providing clarity, data, ROI, and detail build trust. That confidence carried straight into the optical business, where understanding margins, revenue streams, and patient psychology separates average dispensaries from profitable ones.

Triple Five & Negotiation: Timing Is Everything

Working for a major development company taught me the biggest negotiating lesson of my life:
The only variable in closing a deal is timing.

Influence? Yes.
Pressure? Maybe.
But timing always wins.

That applies perfectly in the dispensary. Sometimes the patient is ready today. Sometimes tomorrow. Your job isn’t to push. Your job is to guide.

Hockey, Italy & Taking Chances

Then came the curveball: pro hockey in Italy: player-coach, no Italian, a lot of creativity. The real takeaway?
When opportunity knocks, open the door, even if you have no idea what’s on the other side.

That mindset later helped me see the optical business through a fresh lens. I didn’t inherit old industry habits. I built my own approach.

Modelling, Europe & Self-Promotion

Commercial modelling taught me two lessons:

Take the first step; it’s usually the hardest.
Opportunities appear when you put yourself out there.

That same hustle helped me drive traffic, brand awareness, and growth when I owned my optical stores.

NIHA: Building Something from Nothing

Founding and scaling the National Inline Hockey Association became one of the biggest business adventures of my life. From securing sponsors like Rollerblade, Bauer, and CCM, to publishing a magazine, to running national championships, it was entrepreneurship in its rawest form.

If you can build a national sports association, you can build an optical business. Trust me.

Japan: Leadership Comes from the Bottom Up

Running marketing for 20 restaurant franchises in Japan revealed one of the most important leadership principles I still teach today:
Your staff are the most important asset in the business.
Your job is to empower them, not sit above them.

If you get this right in your optical practice, your revenue grows. If you get it wrong, everything suffers.

Returning to Canada & Choosing Entrepreneurship for Good

Back in Vancouver, working in resort real estate made one thing clear: Corporate life wasn’t my path.
Entrepreneurship was.

Consulting gave me an outside-in view of how businesses grow, and where they get stuck. Those insights became the blueprint I later used to guide my own optical stores.

Pet Food, Import/Export & the Final Leap

More adventures, more businesses, more marketing lessons. All of it brought me to one realization:
I had the toolkit to run a retail business, I just needed the right industry.

Then I found the optical opportunity.
Need-based product. Loyal customers. Multiple revenue streams.
A business where great service actually changes lives.

The rest is history.

Why I’m Telling You This Story

Because your story matters too.
Every skill you’ve learned, every job you’ve held, every challenge you’ve survived, it’s all transferable. Optical retail is a business built on connection, service, humanity, and confidence. The more life experience you bring to it, the stronger your practice becomes.

This episode isn’t just about my past.
It’s about reminding you of your own potential.

This episode is personal, reflective, and packed with lessons that shaped how I approach leadership and optical retail growth.
To hear the full story, with all the insight, humour, and hard-earned lessons, listen to the full Revenue RX episode now.

Joseph Mireault

Joseph Mireault, Optical Entrepreneur, Business Coach, and Published Author.

Joseph was the owner and president at Tru-Valu Optical and EyeWorx for 16 years. During his tenure, he consistently generated a sustainable $500K in annual gross revenue from the dispensary.

He now focuses on the Optical industry, and as a serial entrepreneur brings extensive experience from a variety of different ventures.

Joseph is also a Certified FocalPoint Business Coach and looks to work directly with ECPs in achieving their goals.

Through his current endeavour, the (Revenue RX, Optical Retail Wins podcast) he shares the challenges and solutions of running an Optical business.

His insights are shared with optical business owners aspiring for greater success in his new book, “An Entrepreneur’s Eye Care Odyssey: The Path to Optical Retail Success.”

Rate:

Professionalism at the Heart of IRIS

sponsor, Sponsored Posts

Iris sponsored post image. Woman selecting a frame.

At IRIS, professionalism is a promise.
Every member of our team—whether optometrist, optician, or advisor—shares a deep commitment to quality and excellence. We believe that our patients’ trust is earned through the passion we bring to our work, along with honesty and respect.

This is why every visit to IRIS is guided by meticulous attention to detail, genuine listening, and a sincere desire to provide the experience of better vision. Professionalism also means recognizing that every pair of eyes is unique. We don’t simply sell eyewear—we support people.

Our approach is rooted in a thorough understanding of each client’s visual needs, lifestyle, and aesthetic expectations. Every recommendation is thoughtful, personalized, and supported by the expertise of passionate professionals.

Quality as a Signature

At IRIS, the quality of our care and service leaves nothing to chance. Our professionals practice according to the highest industry standards and provide rigorous follow-up at every stage of the visual journey.

From comprehensive eye exams to precise frame adjustments, every action is performed with care. We use advanced diagnostic instruments to ensure the early detection of visual and ocular conditions. Our mission is simple: to offer high-quality products and services in the field of eye care.

Every lens, every frame, and every treatment is selected based on strict criteria of performance, durability, and comfort. Because every patient’s eyes deserve the very best, IRIS partners with leading manufacturers and develops exclusive technologies that redefine vision standards in Canada.

Apogée Lenses: Precision Reinvented

A product of IRIS expertise and innovation, Apogée lenses represent the highest standard in customized vision.

They are designed using advanced technologies that enhance clarity, precision, and sharpness in all conditions. Each Apogée lens is tailored to the unique physiology, visual habits, and environment of every client.

Thanks to an ultra-precise manufacturing process, Apogée lenses deliver a smooth, natural visual experience. They reduce optical aberrations, improve contrast, and provide comfortable vision from morning to night.

It’s the perfect solution for those seeking vision without compromise. Apogée lenses are also backed by the IRIS unconditional guarantee—a testament to our complete confidence in their performance and durability. Choosing Apogée means choosing optimal optical quality and personalized comfort.

Personalized Service

At IRIS, every client is welcomed as a guest. Our service is built on human connection above all else. We take the time to learn about their story, their activities, and their specific visual needs.

Our teams don’t simply offer a product—they create an experience.
From booking an appointment to receiving their new glasses, every step is designed to make their visit to IRIS pleasant and reassuring.

Rate:

ACUVUE® NEWS—A daily disposable contact lens for the presbyopic astigmat

The A+ Method for Connecting with Kids in Clinic

Human Resources

When a child walks into your optometry clinic, they’re not just bringing their eyes, they’re bringing their emotions, too.

Whether it’s nervousness about the eye exam, confusion about blurry vision, or even fear of getting glasses, kids are often navigating more than they can express. That’s why the three ‘A’s of Self-Awareness—Assess, Acknowledge, Adjust— are so powerful in pediatric eye care.

By using these steps intentionally, we help young patients better understand their emotions and feel supported through a positive, trust-building experience.

Assess – Helping the Child Notice What They’re Feeling

Kids might not walk in saying, “I’m anxious about this exam,” but their bodies and behavior will often speak for them, fidgeting, clinging to a parent, or becoming uncharacteristically quiet.

As professionals, we can guide a child to assess their emotional state by asking simple, supportive questions:

“How are you feeling about today’s visit?”

“Have you been to an eye doctor before?”

“Anything you’re curious or unsure about?”

This invites them to check in with themselves, even if they don’t have all the words. Visual aids like emotion faces or a feelings chart can make this even easier, especially for younger children.

Example: A child says, “I feel a little weird about the machine that puffs air.”
You’ve just opened a door to self-awareness—and trust.

Acknowledge – Validating Their Emotions Without Dismissing Them

Once a child expresses how they feel, the next step is helping them acknowledge it as valid.

This doesn’t mean fixing it or brushing past it with “You’ll be fine” it means naming it, accepting it, and letting them know it’s okay.

Try responses like:

“A lot of kids feel unsure about that part; it can be a bit surprising.”

“It makes sense you feel nervous, new things can feel a little strange at first.”

When we acknowledge a child’s emotions, they feel understood instead of rushed. This helps them settle, feel safer, and become more receptive to what’s next.

Example: A child who’s hesitant to try on glasses says, “I don’t want to look weird.”
You respond, “That makes total sense. Sometimes changes take a bit to get used to, but you might be surprised how cool you look.”

Adjust – Guiding a New Response with Confidence and Support

Now comes the moment to help the child adjust, not by forcing them to “get over it,” but by gently guiding them toward a new emotional response or mindset.

This could look like:

Giving them agency “Would you like to try this frame or this one first?”

Reframing the situation “These lenses will help everything feel easier at school.”

Practicing a calming strategy together before a test, like deep breath before the air puff.

Example: A child who’s still unsure about getting glasses is offered a mirror and frame options that match their favorite colour.
You say, “Let’s find a pair that feels just right for you. Something that shows off who you are.”

They feel seen. They feel empowered. That’s emotional intelligence in action.

Why It Matters in Eye Care

When we apply Assess, Acknowledge, and Adjust with our young patients, we’re not just making the appointment smoother, we’re building:

Confidence in unfamiliar situations

Positive associations with health care

A sense of agency in their choices

Emotional trust in us as professionals

And that trust doesn’t just make today easier. It impacts how they approach their health, their self-esteem, and even their learning for years to come.

Let’s use the ‘A’s of self-awareness to make every visit one where they feel not only cared for—but understood.

Jade Bodzasy

Jade Bodzasy, Founder of Emotional Intelligence Consulting Inc., is a dedicated Coach and Consultant for Optometric Practices. Her extensive background includes over 20,000 hours of expertise focused on customer relations, work structure refinement, training method development, and fostering improved work culture within Optometric practices.

Certified in Rational Emotive Behavior Techniques (REBT), Jade possesses a unique skillset that empowers individuals to gain profound insights into the origins of their behaviors, as well as those of others. Leveraging her certification, she equips optometry practices with invaluable resources and expert guidance to establish and sustain a positive, healthful, and productive work environment.

Rate:

Who needs and reads Appraisals?

First off, determining the bottom line is subject to bias, manipulation, and imperfect science.

How to Start (Business Appraisal 101)

Finding X

Consider Location as a Starting Point

My advice – Ask for a Sample Appraisal

Conclusion

Timothy A. Brown

Contact lens technologies to support success in the presbyopic patient

Johnson & Johnson brings innovation to market to better serve presbyopic astigmatic patients

Price First, Value Second

A Removal Problem, Not an Insertion One

Shifting the “Either-Or” Mindset

Voice Search and AI: The New Front Door

Countering Misinformation—Gently

Meeting Patients Where They Search

Dr. Harbir Sian, OD

Part 1. by Maryam Moharib, BOptom, BHSc, CSPO, CAPM

Why Data Portability Matters

Legal and Regulatory Considerations

Risks and Challenges

The Takeaway

Maryam Moharib, BOptom, BHSc, CSPO, CAPM

Charitable Foundations and Donor-Advised Funds: A Smarter Way to Give

What is a Charitable Foundation?

Setting up a Private Foundation

Accessing a Public Foundation

What is a Donor-Advised Fund?

Why Consider a DAF?

Final Thoughts

Need Help Navigating Your DAF?

ROXANNE ARNAL,

A Life Built on Saying “Yes” to the Unknown

Real Estate: The First Big Lesson

Xerox: Premium Products, Premium Confidence

Commercial Real Estate: Knowledge Is Power

Triple Five & Negotiation: Timing Is Everything

Hockey, Italy & Taking Chances

Modelling, Europe & Self-Promotion

NIHA: Building Something from Nothing

Japan: Leadership Comes from the Bottom Up

Returning to Canada & Choosing Entrepreneurship for Good

Pet Food, Import/Export & the Final Leap

Why I’m Telling You This Story

Joseph Mireault

Quality as a Signature

Apogée Lenses: Precision Reinvented

Personalized Service

Why It Matters in Eye Care

Jade Bodzasy

Part 1.
by Maryam Moharib, BOptom, BHSc, CSPO, CAPM