successful business of refractive surgery in a private ... · refractive surgery in a private...

Breyer, Kaymak & Klabe Eye Surgery and Premium Eyes are Consulting, Study Center & MAB for:

Abott, Alcon, AlimeraSciences, Allergan, AMO, Bayer, Carl Zeiss Meditec, Ellex, Fluoron, Geuder, iOptics, LensAR, Medicem,

Novartis, Oculentis, Oertli, Revision Optics, Santen, Staar Surgical,

Sifi Medtech, Thea, Topcon, Visufarma, Ziemer

Successful Business of Refractive Surgery in a Private Setting

in 7 Minutes

By Detlev R. H. Breyer

Bilder von Fotograf Schadow Arkaden und Oberkassel

Dr. med.

Detlev Breyer

Dr. med.

Hakan Kaymak

Dr. med.

Karsten Klabe

Dr. rer. nat.

Philipp Hagen

Prof. Dr. med.

Gerd U. Auffarth

Dr. rer. nat.

Andreas Fricke

Dr. med. Florian

T. A. Kretz

Who am I? to tell YOU this…

Who am I? Usually a Surgeon and Scientist

• Started 15 years ago with a non surgical private practice

• Today over 10.000 intraocular cases

• From cataract refractive, DMEK, glaucoma surgery to complex vitreoretinal

• „Anything but tumors“

• Own science institute with 3 fully employed phycisist, chemist and biologist

• Consulting, study center, speaker, MAB for over 15 companies

How Are Other Successful Private Refractive Settings?

• International leading refractive surgeon and successful entrepreneur

• Dan Reinstein

Breyer, Kaymak & Klabe Eye Surgery and Premium Eyes are Consulting, Study Center & MAB for:

Abott, Alcon, AlimeraSciences, Allergan, AMO, Bayer, Carl Zeiss Meditec, Ellex, Fluoron, Geuder, iOptics, LensAR, Medicem,

Novartis, Oculentis, Oertli, Revision Optics, Santen, Staar Surgical,

Sifi Medtech, Thea, Topcon, Visufarma, Ziemer

Successful Business of Refractive Surgery in a Private Setting

Detlev R. H. Breyer

Bilder von Fotograf Schadow Arkaden und Oberkassel

What´s The Difference? Private / Chain Business

Private Setting Chain

OwnershipAlways follow the $ trail

Surgeon tells the way Economist tells the way

Marketing Budget 1 Mio. Euro Several Millions

Internet Presence &Branding

1 or 2 citiesPremiumEyes, LVC

Many citiesOptical Express

Sales Argument Eminence Method

Strategy Premium upper class surgery

Family 5 Star Business

High volume generalpopulationWidespread 4 Star Business

Pricing High price Low/Medium price

What Makes A Private Refractive Setting Successful?

• Surgeon affiliated factors

• Education and personal surgical experience of a surgeon

• Scientific work: own publications, peer reviewing, own institute, res. network

• Awarded Surgeon: accepted by other surgeons

• Pioneering work: only the best surgeons....

• Indipendence from method: One surgeon offers ALL! surgical procedures

• Indipendence from companies: surgeon is choosing the best product


• Personal factors

• Personality / Charisma of the surgeon and team

• Society network

• Social engagement: international and at home (Khmer sight, Opera,

Museums,Theater, city, Sport club)

• International patients / Testimonials

• Presence in media (TV/Print/Social Media)


Soft service factors

• Ambiance of clinic (designer furniture, well known art...)

• Place of clinic: Real estate: site, site, site

• Polite & elegant manners: the rot starts at the top

• More employees (120) than needed - taking a lot of time for patients

• Service of clinic: own App, private assistant, social media

• High personal availability: cell phone number and e mail adress


Hard work & a positive philosophy & creativity for many years

Refractive Surgery in a private setting is definetely No quick & easy money

You are the conductor of a symphony orchestra, be prepared to work 24/7

VisuMax Mel 80

Never Forget the Fundament of Your Success

Behandlungsmethode Femto-LASIK ReLEx SMILE

Laser-Platform CZM Mel 80 CZM VisuMax

# Augen 404 1192

M:W [%] 48:52 45:55

MW ± SD Min Median Max MW ± SD Min Median Max p

Alter [Jahre] 37 ± 9 18 37 70 34 ± 8 19 33 72

0%

25%

50%

75%

100%

3 o

der

me

hr

verl

.

2 v

erl

.

1 v

erl

.

gle

ich

1 g

ew

.

2 g

ew

.

3 o

der

me

hr

ge

w.

An

teil

de

r A

uge

n [%

]

∆CDVA [Snellen Lines]

Sicherheit: CDVA(post) - CDVA(prä)

High Safety

Signifikante Unterschiede (p

High Predictability

• Leichte Unterkorrektur von ca. 10%

Verwende internes Nomogram

während Planungsphase der OP:

Erhöhe die Zielkorrektur des SÄ bei

myopen Augen um 10%.

Zielkorrektur SÄ =

SÄ(Laser-Ziel) – SÄ(prä)

Erzielte Korrektur SÄ =

SÄ(post) – SÄ(prä) Lineare Fitgerade: y = m*x + b

n = #Augen

Femto-

LASIK

ReLEx

SMILE( m | b )

R²

6 M

54 176

( 0,96 | -0,20 ) ( 0,88 | 0,06 )

0,98 0,95

Vorhersagbarkeit

Zielkorrektur SÄ [dpt]

Erz

ielte

Ko

rre

ktu

r S

Ä [dpt]

High Effectiveness

Signifikante (p

Few Induced HOA

-2,0

-1,5

-1,0

-0,5

0,0

0,5

1,0

1,5

Astigmatismus(RMS)

Total HOA (RMS) Coma (RMS) SphärischeAberrationen

Oku

lare

Ab

err

atio

nen

[µ

m]

Okulare Aberrationen (6mm)

Lasik präop. (n=255)

Lasik post (n=157)

Smile präop. (n=631)

Smile post (n=524)

Signifikante (p

• Geringe Komplikationsraten(vergleichbar mit Literaturwerten)

• Geringe Rate an Nachbehandlungen

Vergleichbare Ergebnisse in beiden

Gruppen

Few Complications and Retreatments

BehandlungenFemto-

LASIKSMILE

total 404 100% 1197 100%

vollendet 404 100% 1192 99,6%

abgebrochen 0 0% 5 0,42%

Komplikationen

Vakuumverlust 3 0,74% 6 0,50%

vollendet 3 2

abgebrochen 0 4

Lentikel nicht separierbar - 1 0,08%

…

Nachbehandlungen

refraktiv (meist innerhalb 6M) 5 1,24% 4 0,34%

Re-LASIK 5 -

PRK 0 3

ICL 0 1

Keratokonus

CXL 1 0,25% 1 0,08%

Sonstiges

Spülung 2 2

Flap-Lifting 6 -

1 x ICL,

3 x glasses/CL

1 x Trans-PRK

Having All That Said, Never Forget:

Nothing is as rewarding as helping and philantropy!

Herzlichen Dank für Ihre Aufmerksamkeit!

Partner of

Thank You Very Much For Your Kind Attention!

successful business of refractive surgery in a private ... · refractive surgery in a private...

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