When I decided to buy a femtosecond laser for cataract surgery 6 years ago, I wasn't certain I could make it work financially. At the time, no blueprint existed. I was the first cataract surgeon in the Baltimore area to purchase a femtosecond laser and only the 42nd in the country to obtain the brand I chose. Of this, however, I was sure: After seeing the accuracy and precision of the laser, integrated with imaging and, in my opinion, the new level of safety, I needed to make the option available to my patients.
Doing my usual spreadsheet analysis for adopting new technology, I determined I would need to perform 14 cases a month with the laser to cover my expenses for the next 5 years, and patients would need to spend more than $1,000 per eye out of pocket in addition to their insurance copays and deductibles. I filled in the rest of what would become my femtosecond laser-assisted cataract surgery business strategy based on the issues and challenges I was able to anticipate. Happily, the principles I initially set forth have worked very well. Two years after I purchased the laser, 68% of my eligible patients were choosing laser cataracts, and I purchased a second laser, this time with a partner in my surgical center. So today, both ASCs I'm affiliated with, one as the majority partner and one as a minority partner, own a femtosecond laser. A few secrets of my success:
"To maximize the benefits of laser cataracts, I've changed the non-laser parts of my surgery to reflect what the laser accomplishes."
1 Believe in the technology wholeheartedly. Without my core belief that laser cataracts is a better procedure for patients and a more predictable procedure for me, I wouldn't have been able to convey my enthusiasm to my staff members and referring doctors. I would have had nowhere to go from there given how they also need to be enthusiastic to make the technology a success for the practice and surgery centers. Explaining to staff and referring doctors why I want to use the laser was a crucial step. Early on, I closed the practice so staff and I could have a lunch-and-learn session. What sealed the deal for staff and referrers was seeing the laser in action. Everyone observed a procedure, including the billing department. Had I known the incredibly positive effect this would have, I would've made it happen even sooner.
