 Now every single brand out there has what we will call a-styles and b-styles They have styles within the brand that sell really really really well and some styles that don't sell as well Okay, we call those a-styles and b-styles now that being said what is an a-style for one practice? It might not necessarily be an a-style for another practice So don't let your rep determine what is a-styles and b-styles in your office You need to know this what is unique for your optical and what's good for you might not be good for Dr Bob up the street So you need to know what is a-styles and b-styles within your frame brands the major point to understand here is that there are hot Sellers, and they're not hot sellers a-styles and b-styles a spexy We're all about refreshing your brands, but you need to do it strategically You need to bring in new styles that are replacing styles that haven't sold watch what happens Let's say you have a brand with the board space allotment of 20 on your board Let's say 10 of them move like crazy So those would be considered the a-styles and then 10 of the styles don't move so much So we're gonna consider those the b-styles So a-styles red is what we're gonna do and b-styles will remain black in this visual So let's say you wait for the rep to come in by the time the rep comes in You have sold five frames and the chances are of these five frames that sell that most of them are going to be a-styles So in this little scenario, we are going to have four of them that have sold as a-styles So four of the red ones have sold and one black one has sold So they'll have five frames that need to be reordered by the time your rep comes in now When the rep comes in best part about reps coming in is you get a shock You get to see all the new stuff that's coming out So let's say that you fall in love with three of the new styles that the rep comes in with So you have two more spots on your board to replace it So you are going to obviously order in two more a-frames now It is unclear if these new style frames are going to be a-sellers or b-sellers in your office You don't know because you haven't sold them yet So we're going to mark the new styles as yellow because we don't know what they're gonna be The problem is is that at this point you have effectively replaced your brand that held 50% known a-styles to now only holding 40% known a-styles If this trend keeps up the likelihood of replacing all of your known a-styles With unknown styles or styles that I've yet to prove themselves is highly likely It doesn't make much sense, does it? Yet we see it in opticals all the time Now again at Spexy we are all about refreshing your brands But you need to do it strategically and you need to be aware of when you're bringing on Unknown styles on how well they're gonna sell You need to make sure they're replacing your b-styles and not your a-styles Now this ordering style seems like complete nonsense when I lay it out for you this way However, I would be willing to bet that this is happening in your optical The reason why is because it's happening in about 80% of opticals Where they're unknowingly replacing the the known a-styles that are in their inventory