Accessories do more than fill shelves; they complete the patient journey. A well-chosen cleaning spray helps reinforce the value of lenses and encourages proper care. A stylish eyeglass storage box protects a patient’s investment and begs for additional eyewear. A strategically placed display of chains or eye drops at checkout has impulse appeal and often leads to an easy upsell. However small, increases in the average spend per patient can make a big impact on a practice’s overall sales growth. Recommending a 5-dollar bottle of cleaner to each patient can add thousands to the practice’s annual revenue.
Although a patient may only return once every year or two, accessories can bridge the gap between appointments, bringing clients back with increased frequency once you’ve established you’re their go-to expert for everything eyewear.
Lean but Lively Inventory
You don’t need to carry dozens of SKUs. Curating an assortment that covers cleaning, storage, convenience, and fun works best. Monitor what moves, phase out what doesn’t, and always be open to trying one or two trendy items to add visual interest and seasonal relevance. Here we discuss the top five accessory departments for high-margin potential, everyday usefulness, and impulse appeal.
Lens cleaning kits: A neatly packaged kit containing a cloth, cleaning spray, and a little screwdriver for emergencies can create an aesthetic display and branding opportunity.
→ Why: Introduce this as an easy and inexpensive must-have for every pair of eyewear that leaves your shop. Doing so closes the dispensing with a discussion focused on proper lens care.
→ What to stock: Branded microfiber cloths, lens-safe spray, and refillable bottles. Consider offering a refill option for less than a new bottle purchase to incentivize patients to return and purchase from you.
Readers: Having a selection of ready-to-wear readers is a great way to increase walk-in traffic. Plus, it acts as a great icebreaker
to discuss eye exams and the
benefits of progressive or task-specific lenses.
→ Why: Readers are a natural add-on for patients who need a quick backup, aren’t ready for a full prescription, or want something to wear over contact lenses.
→ What to stock: Offer readers that reflect your dispensary aesthetic, not dollar-store designs, with superior lenses and coatings like blue light protection.
Health + wellness enhancers: These functional accessories support your patient’s eye health journey, and they’re often high-trust purchases; your expert recommendation makes all the difference.
→ Why: They show your expertise and reaffirm your commitment to your patients’ overall eye health and visual comfort. These products can also spark a valuable lifestyle conversation that leads to other products or treatments your practice offers, as discussed in the May edition of Eye for Beauty.
→ What to stock: Eye drops, ocular vitamins, lid scrubs, and eye masks are effective options for dry eye relief. Focus on products not available at every big box retailer to set your offerings apart.
Travel + storage cases: From multipair travel cases to luxe leather, options can go far beyond the basic case. Offering trays and display boxes that double as home décor encourages patients to store and display their eyewear with pride.
→ Why: More than the case that comes with a pair of glasses, these offer protection, personalization, and convenience.
→ What to stock: Cases that accommodate multiple pairs, stylishly printed pouches in luxury materials, display boxes, and storage trays offer patients a way to showcase eyewear when it isn’t being worn.
Eyewear chains + cords: Whether practical or fashion forward, these accessories can be an exciting addition to a pair of eyewear.
→ Why: Eyewear chains appeal to all ages, whether for style or utility.
→ What to stock: Always keep them on display and offer a variety—from minimalist to colorful cords, chunky statement links, practical sports styles, and floating options for water activities.
Training Your Team
Accessories don’t sell themselves. Educate your team to treat them as problem solvers, not afterthoughts. When your team understands how specific lens cleaners are better suited to preserve antireflective lens coatings, or why an ocular vitamin supports dry eye management, they can educate the patient—not just pitch the product. Empower staff with the “why” so they become trusted advisors, not pushy salespeople.
Build it into the hand-off: When presenting glasses, mention recommended care and storage. A simple “Here’s how to keep these looking their best” opens the door for an accessory suggestion. Make it second nature for staff to suggest accessories by posting a reference guide behind the desk, including common products or lifestyle cues with matching accessory suggestions.
Merchandising matters. A display within arm’s reach of the front desk will have patients engaging with products while you check insurance or complete a booking. Group products by use or style to encourage bundle buying and rotate items regularly to keep them fresh and interesting.
When curating your mix, remember that function meets fashion. Cheap kits and giveaway cases won’t inspire return visits, so offer high-quality items that align with your dispensary’s aesthetic as an extension of the premium service you provide.