In this episode of The 20/20 Podcast, host Dr. Harbir Sian sits down with Jason Carruthers, a Canadian optician, ortho-keratologist, and founder of OrthoKLaunch.com, to dive deep into the untapped potential of orthokeratology (Ortho-K). With decades of experience in optical retail and specialty contact lenses, Jason shares his journey from being told that “there’s no money in contacts” to building a million-dollar Ortho-K practice without selling a single pair of glasses. This conversation is a goldmine for eye care professionals looking to grow their practice, attract more patients, and add $100K+ in revenue by fitting just one Ortho-K patient per week. Whether you’re just getting started or looking to scale, Jason breaks down real-world strategies and mindset shifts to help you succeed.

Orthokeratology (Ortho-K) involves the use of custom-designed, gas-permeable contact lenses worn overnight. These lenses temporarily reshape the cornea, allowing patients to experience clear, unaided vision throughout the day.

Ortho-K has been primarily marketed as a myopia management tool for children, but it also has significant benefits for adults, including those with:

Many patients are looking for an alternative to daytime contact lenses, glasses, or LASIK surgery, making Ortho-K a powerful offering.

A single Ortho-K fit typically generates anywhere from $1,500 to $3,500 per patient depending on the practice and geographical location. Let’s break it down:

And that’s before factoring in annual follow-ups, lens replacements, and referrals.This is why many practitioners, once they refine their process, find Ortho-K to be one of the most profitable and rewarding areas of their practice.

Despite its financial potential and patient demand, Ortho-K remains underutilized. Here’s why:

One of the biggest misconceptions about Ortho-K is that it’s only for children. In reality, adults represent a massive untapped market. “I’ve had patients in their 50s and 60s who were thrilled to discover Ortho-K because they never liked wearing glasses or contact lenses. Many said, ‘Why did my doctor never tell me about this?’” – Jason Carruthers

Some ideal adult candidates include:

To succeed with Ortho-K, you need to prime potential patients before they step into your office. Here’s how:

Most practices market Ortho-K incorrectly. Instead of selling prevention, which is a hard sell (e.g., “prevent myopia progression”), focus on immediate benefits:

Patients are hesitant to spend $2,000–$3,000 without enough information. Borrow a tactic from the LASIK industry: Offer free Ortho-K consultations.

Practices new to Ortho-K often face a few key challenges:

Solution:
Patients won’t ask for Ortho-K because they don’t know it exists. Market it proactively—online, in-office, and in local communities.

Solution:
Scaling quickly is possible. Many successful fitters get to 8+ cases per week with proper marketing and patient education. “When I realized the demand was there, I doubled down. In one week, I fit 16 patients and generated over $30,000 in revenue.” – Jason Carruthers

Ready to build your Ortho-K practice? Follow these steps:

For deeper guidance, visit OrthoKLaunch.com—a free resource hub for optometrists looking to expand into Ortho-K.