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Have Portable Diagnostics, Will Travel

With small, handheld diagnostic instruments ODs can carry out complete refractive exams anywhere, for a company’s staff on-site, at schools, nursing homes or on mission trips.

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PORTABLE EQUIPMENT has become very accurate, more affordable and highly durable. Data is often transferable to a PC, tablet or phone. For example, EyeNetra’s smartphone-powered refraction offers online mobile practice software to manage an OD’s events, scheduling, intake information, visit notes, e-prescriptions and payments. The instruments often have rechargeable batteries and work for hours on a single charge. They can also be used in-store to move easily between exam rooms.

 

EyeNetra

Auto-refractor, auto-lensometer and portable phoropter all connected to a Mobile Practice Manager. These three devices come in a case that weighs less than 7lb.

(617) 684-5680 | eyenetra.com 

 

ICare

ICare ic100 tonometer for clinics and iCare HOME tonometer for patients.

(888) 422-7313 | icare-usa.com

 

DGH Technology

Pachmate 2 pachymeter, Scanmate Flex for any desired combination of A-scan, B-scan and UBM.

(800) 722-3883 | dghtechnology.com

 

Smart Vision Labs

SVOne autorefractor

(212) 796-6124 | smartvisionlabs.com

 

Marco

Marco HandyRef-K, a hand-held auto refractometer/keratometer.

(800) 874-5274 | marco.com

 

PlenOptika

QuickSee Wavefront Refractor

(617) 862-2203| plenoptika.com

 

Smart Ways to Use Portable Diagnostic Devices

Dr. Adam RamsayICONIC EYE CARE, PALM BEACH GARDENS, FL

I find that small, portable equipment is less intimidating for patients and gives them a better patient experience. I use Marco’s HandyRef autorefractor for kids and anyone in a wheelchair. Instead of moving the patient around, I bring the equipment into the exam room when their eyes are dilated and this is less cumbersome and more efficient. It’s also very accurate if you use it correctly. I also use Icare’s tonometer instead of an NCT to test eye pressure because it is less intimidating for patients, especially those having their first eye exam. When I do eye exams outside of my optical, for example, at schools and nursing homes, I use EyeNetra’s portable phoropter because it’s so convenient. I also use Pachmate 2, a handheld pachymeter from DGH Technology, to measure corneal fitness for patients with glaucoma or an eye infection. On the whole, I love using hand-held instruments on my patients.

 

Dr. Dickson Chen DAVICH OPTICAL, LOS ANGELES, CA

As I do nursing home visitations a couple of times a week, it’s important that I have diagnostic instruments that are not only portable but accurate. Having previously used the Marco Palm ARK hand-held autorefractor, my favorite autorefractor now is the SVOne by Smart Vision Labs. Its accuracy is unsurpassed because it is based on a Shack- Hartmann wavefront aberrometer. It is also fast in that it captures readings in 3 seconds per eye, which greatly enhances patient comfort and stability of readings. For tonometry, I use Icare’s ic100 tonometer, which both my techs and patients absolutely love. No more scary air puffs, and it’s accurate to boot!

Carol Gilhawley is a contributing writer for INVISION.

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Better Vision

The Growing Daily Disposable Opportunity and Smart Ways to Sell Them

Plus 6 of the newest products on the market.

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Daily contact lens use continues to rise. According to the Vision Council’s June 2018 VisionWatch Contact Lens Report, 5.7 million of the 41.8 million contact lens wearers in the U.S. wear daily contacts. This figure has increased from 5.4 million in June 2017. Dr. Susan Resnick, a New York-based contact lens specialist, believes the greatest opportunities for growth lie in prescribing daily multifocal designs to the presbyopic population and in offering them as the standard in care to children.

CooperVision

clariti 1 day, MyDay, and Proclear 1 day
(800) 341-2020 | coopervision.com/practitioner
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Johnson & Johnson Vision

1-Day Acuvue Moist and Acuvue Oasys 1-Day with HydraLuxe Technology
(800) 874-5278
jnjvisionpro.com

Menicon

Miru 1-Day
(800) 636-4266
meniconamerica.com

Bausch + Lomb

SofLens, Biotrue ONEday, Biotrue ONEday Multifocal for Presbyopia, Biotrue ONEday for Astigmatism
(800) 828-9030 | biotrueonedaylenses.com
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Alcon

Dailies Total1, Dailies AquaComfort Plus. Both are available in a multifocal and Dailies AquaComfort Plus comes in toric. (800) 875-3001 | alcon.com

Visioneering Technologies

NaturalVue Multifocal with Plus Power, NaturalVue Sphere with Hyaluronic Acid.
(844) 884-5367 | vtivision.com

Smart Ways To Sell Daily Contacts

Dr. Susan Resnick, Farkas, Kassalow, Resnick & Associates, New York City

We believe dailies are the best solution long-term; we use a three-pronged approach to convince patients to wear them. First, dailies are the safest modality for cleanliness, allergies and comfort. So, we fit our patients in them unless they can’t wear them. For new patients, we tell them 75 percent of our patients wear dailies. Two, for established contact lens patients, we ask if they’re happy with their vision, comfort upon insertion and how many hours they wear them. Three, convenience is the hook for most patients, along with the medical benefits. Once we explain that we’re prescribing a daily disposable, we take a proactive stance and cost becomes secondary. I believe we still have a lot of opportunity to recapture and present dailies to the presbyopic population and children.

 

Dr. Brett O’connor, Pullen Eye Care, Jacksonville, Fl

We fit most patients in daily disposables and are confident prescribing them. We believe they’re the best choice for anyone with significant risk of corneal inflammation or infection. They are the most compliant modality and patients find them the most comfortable and convenient. My go-to “workhorse” is NaturalVue Sphere which has a unique wetting agent. If a patient has ocular surface disease or dryness I prescribe Dailies Total1 or Acuvue Oasys. After doing an exam, one of our managers will help patients understand how to maximize their vision benefits, manufacturer’s rebates and incentives so they can order an annual supply. We re-evaluate our prices routinely against our nearest competitor, Walgreens. We know their prices and adjust ours accordingly. With an online ordering portal and free shipping, we’re well positioned to compete on service.

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Better Vision

3 Eyecare Pros on Bundling Lens Packages for Easier Sales

Frame companies partner with lens manufacturers to offer combined product.

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WHEN IT COMES to bundling services, the telecommunications companies have it down to a fine art. Bundling phone, Internet and TV can save consumers a lot of money. That principle is becoming more common in the optical industry. Some frame companies have partnered with lens manufacturers to offer combined product while others promote a lens and premium lens features option.

Essilor has its Ultimate Lens Package which offers packaged lens features for single vision and presbyopic patients. Tifosi Optics, with its lightweight durable frames, is pairing them with HOYA Rx lenses. If beauty is in the eye of the beholder then some of these bundled packages could look very attractive to your patients. 

EyeOs Premium Readers

SmartRx complete prescription eyewear package with aspheric or digital single vision lenses, as well as 100 percent backside digital progressive lenses. All SmartRx eyewear packages come with premium AR.

(800) 625-1880, eyeoseyewear.com


Shamir

The Shamir Autograph III: For Work – Shamir WorkSpace, and Play – Shamir Attitude III Fashion.

(877) 514-8330 shamirlens.com


Tifosi/Hoya

Advanced Sun Packages feature a Coppertone polarized lens and can be purchased in SingleVision iQ lenses or in the HOYALUX Array progressive lenses. Tifosi’s Marzen Tortoise frame with HOYALUX Array Brown lenses.

Tifosi Optics (866) 310-0996 tifosioptics.com

HOYA (800)818-4692, hoyaoptics.com


Essilor

The Ultimate Lens Package includes Eyezen+, Crizal Sapphire 360° UV and Transitions Signature VII for single vision patients and Varilux X Series, Crizal Sapphire 360° UV and Transitions Signature VII for presbyopic.

(800)377-4567, essilorusa.com

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Smart Ways to Sell Bundled Lenses

Dr. Rahim KanjiModern Eyes Optometry, Virginia Beach, VA 

Patient satisfaction is the highest we’ve ever had with any Essilor product with the Ultimate Lens Package and its current incentive. A majority of our patients have some form of medical vision insurance which discounts the cost of the first set of lenses and a portion or all of the frame. They get the second set of lenses of equal or lesser value at no charge and are responsible for the retail price of the second frame. In my 13 years of private practice this is the first time I have seen a promotion of this caliber directly from a manufacturer. In the exam room I say to my patients, “there’s a manufacturer’s promotion going on right now where they’re giving away a second set of lenses at no charge to you. It’s a deal of a lifetime and may not be offered again, so I highly recommend you take advantage of it.” The beauty is there’s a progressive lens and a single vision lens option. Both come with a smart blue filter, Crizal coating and Transitions. A majority of our patients take advantage of the polarized Xperio UV sunglass lenses for their complimentary second set of lenses. Before now, while many patients valued the importance of polarized sunglasses, very few actually purchased them until the Ultimate Lens Package came out in September. Our optical staff has been overwhelmed with multiple pairs sales and in the first few months of the promotion we sold more ophthalmic suns than we did the entire year leading up to the promotion. Many of our patients have also referred their friends, family members and co-workers to our office for the promotion too.

Sarah BocashEyelook Optical, Portsmouth, NH

Offering EyeOs’ SmartRx total frame and lenses package is a new avenue for us. We have always offered ZEISS lenses but previously when patients bought an EyeOs frame with a ZEISS CR39 lens with AR coating it cost them about $325.  For the past few months we’ve been offering EyeOs ophthalmic quality frames with very good quality lenses in a complete frame and lenses package that costs $159+ for single vision and $269+ for digital PAL. We’re aiming the total package at Millennials who want convenience and quality products at an affordable price. We can create a customer relationship with them by giving them better quality than they would get online and by having our optician fit them. I also love to use SmartRx as a second and third pair option when price becomes an issue. We’re a high-end boutique and this deal has opened the door for us to offer a quality product at a good price. It’s a product we’re comfortable standing behind.

Dr. Cindy Seemann Design Vision Optical, Wauwatosa, WI 

Tifosi is a new sunglass line for us. We carry other sun lines with RX but they are more expensive. With the Advanced Sun Package, Tifosi fits a great price point and we love the option of having the HOYA lab do the RX lenses. Tifosi has the frames and HOYA has the lenses — brands that are very well recognized in the active sports market.

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Better Vision

Winter Goggle Prescription Solutions for Snowy Conditions

Check these prescription solutions for snowy conditions.

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ANYONE WHO HAS BEEN OUTDOORS in the snow on a sunny day knows sun glare can be blinding. Skiers, snowboarders, climbers and ATV enthusiasts all need some type of eye protection against the winter elements. One option is Wiley X’s Climate Control Series featuring removable Facial Cavity Seals (soft foam gaskets) which block out wind, cold and peripheral light, allowing sunglasses to function as a goggle. The other option is to put a prescription lens insert into a goggle; one that is specific to that goggle, for example, Smith, or a universal lens insert, like Bollé, which will fit into any goggle.

 

Dragon Alliance

Dragon X1 Snow Goggle with Transitions Light Intelligent Technology

(800) 630-6680 | dragonalliance.com

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Bollé

NEVADA goggle with Phantom lens technology

(800) 423-3537 | bolle.com

 

Scott Sports

Athlete Sam Cohen wearing a Scott LCG goggle with Illuminator Blue Chrome lens

(800) 292-5874 | scott-sports.com

 

Vuarnet

Python Glacier frame with felted wool and Greylynx mineral glass lenses

(914) 292-1290 | vuarnet.com
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Zeal Optics

Hatchet featuring Rail Lock System with an Optimum Sky Blue Mirror lens

(888) 454-9325 | zealoptics.com

 

Oakley

Snowboarder Jamie Anderson in Prizm React

(800) 403-7449 | oakley.com

 

Smith Optics

I/O MAG goggle with ChromaPop lens

(888) 206-2995 | smithoptics.com

 

Wiley X

WX Wave with Polarized Emerald Mirror (Amber) lenses and Gloss Demi frames

(800) 776-7842 | wileyx.com

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Smart Ways To Sell Winter Goggles

Dr. Christine Jackson, Truckee Family Eyecare, Truckee, CA

We’re located in Lake Tahoe near four different ski resorts. So, we have a huge population of skiers and snowboarders and I’m an avid skier myself. We put all our winter goggles on display so patients can see we sell them. We show samples of prescription inserts that are available. Smith makes one specifically for their goggles that fits on the nosepiece behind the ChromaPop lens. Bollé makes a universal fit one so we ask patients to bring in their own goggles to insert that lens. With Smith’s prescription insert we recommend our patients add the Turbofan option to prevent fogging and an anti-fog coating that can be customized by our lab. It’s a removable clear lens so patients get optics and sun protection with the ChromaPop lens and prescription power with the inserted lens. We find it’s helpful to let patients try on samples to get a sense of what they’re purchasing.

 

Susan Brownell, The Bent Lens, Bozeman, MT

I’ve been an optician for 36 years and my career has handled every snow sport in Montana. We’re a stand-alone optical boutique that has a good reputation in this area. People may come to us when they see our window display or because the sporting goods store across the street sends them in to get a prescription lens put into their winter goggles. Our primary approach is to interact with our patients and then start a dialogue. We ask if they’re here on a ski vacation. Sometimes they’re looking for sunglasses for skiing and we might mention that we can insert a prescription lens into their goggles. We advertise on our website and Instagram that we offer prescription ski goggles and our go-to products are Bollé and Smith lens inserts.

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