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The ECP’s Guide to Selling Daily Disposable Contact Lenses

Eyecare pros share advice on selling these staple products.

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THE TECHNOLOGY behind daily disposables has improved immensely in the past few years. In addition to an increased focus on comfort, options have expanded to include dailies for astigmatism and multifocals. 

The Vision Council’s December 2016 VisionWatch Contact Lens Report says 5 million of the 40.1 million contact-lens wearers in the U.S. wear dailies; that’s an increase of more than a quarter million in just one year.

While daily disposables are considered more convenient, they do cost more than weekly or monthly lenses. However, you can help patients calculate the cost of lenses and solutions and show that by comparison, dailies aren’t that much more expensive.

With only 12.4 percent of the population of contact lens wearers in dailies, there are many opportunities to sell more. 

 

Dailies from Alcon

Dailies Total1, Dailies AquaComfort Plus. ALCON

(800) 875-3001, alcon.com

Clariti, MyDay

Clariti, MyDay, Proclear. COOPERVISION 

(800) 341-2020, coopervision.com/practitioner 

Acuvue Oasys 1-day with hydraluxe technology. JOHNSON & JOHNSON VISION CARE

(800) 874-5278, acuvueprofessional.com 

Biotrue ONEday, Biotrue ONEday for Astigmatism, Biotrue ONEday Multifocal for Presbyopia. BAUSCH + LOMB 

(800) 828-9030, biotrueonedaylenses.com

NaturalVue Multifocal 1-day with Neurofocus Optics Technology. VISIONEERING TECHNOLOGIES 

(844) 884-5367, vtivision.com

Miru 1-day. MENICON

(800) 636-4266, meniconamerica.com 

 

Smart Ways to Sell Daily Disposable Contact Lenses

Dr. Mile Brujic

Dr. Mile Brujic
Premier Vision Group in Bowling Green, Lima and Minster, OH

Daily disposable lenses basically sell themselves. One perceived mental barrier is that they are too expensive. But, once you factor in options like the manufacturer’s mail-in rebate with a six-month or yearly supply of lenses then the perception of daily disposables being more expensive is not necessarily a reality. I break down the cost of the lens to my patients by saying, for example, it costs $360 for a year’s supply or a fresh, new, clean lens in your eye for only $1 a day. We also ask patients to rank their lenses on a comfort scale of 1-10 at the beginning of the day and at the end of the day. More often than not, patients see a drop in lens comfort by the end of the day. I think they become complacent about this because they don’t know what other options are out there. We see an increase in their comfort score when we transition them to daily disposables. They can be awesome for part-time wearers and any new contact lens wearer is a candidate for them, from a five-year-old child to a 70-year-old senior.

 

Dr. Melissa Barnett

Dr. Melissa Barnett
UC Davis Eye Center, Sacramento, CA

Daily disposable contact lenses are the cleanest and healthiest type of contact lens. They help with compliance because patients do not need to clean them. A clean contact lens surface can help the ocular surface of the eye and reduce the incidence of dry eyes and allergies. Daily disposables are great for occasional wear such as social occasions, sports and camping. They are fantastic for patients who are new to contact lenses and for teenagers. It’s also great to be able to wear a new lens every day. It means you don’t have to remember when to replace them or buy solutions. You can even take your contact lens off before sleeping while in bed. Daily replacement contact lenses are fantastic for travel and are an excellent option to prevent infection.

Carol Gilhawley is a contributing writer for INVISION.

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Better Vision

Artificial Vision Aids Get Tech Heavy

Video projection and artificial intelligence (AI) are some of the features that differentiate devices in the low vision space.

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VIDEO PROJECTION, MAGNIFICATION and artificial intelligence are some of the features that differentiate devices in the low vision space. OrCam has introduced voice commands to its augmented reality (AR) devices, along with Bluetooth connectivity and barcode learning. Startup Ocutrx will launch an AR headset with cameras, sensors, location mapping, character recognition and audible alerts. Low vision specialists caring for patients who need additional help seeing can dispense a variety of aids that allow them to read and do many of the tasks they did before their underlying eye disease developed.

eSight

eSight 3 uses a camera to put video directly in front of a patient’s eyes.

(855) 837-4448, eSightEyewear.com

IrisVision

IrisVision headset combines hardware and software to help low vision patients see.

(855) 449-4536, irisvision.com

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Vispero

ClearView GO (branded Optelec) has a foldable design and rotating camera for near, intermediate and distance viewing.

(727) 803-8000, vispero.com

Ocutech

VES Falcon autofocus bioptic telescope.

(800) 326-6460, ocutech.com

Ocutrx Vision Technologies

Oculenz AR Wear headset, launching mid-year 2020.

(949) 216-5900, oculenz.com

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Eschenbach Optik of America

Vario Digital FHD foldable desktop video magnifier.

(800) 487-5389, eschenbach.com

OrCam

OrCam MyEye 2 reads text, recognizes faces and identifies products.

(800) 713-3741, orcam.com

Smart Ways To Sell Artificial Vision Aids

Dr. Andrew Lindell, Stoughton Eye Care & Eyewear, Stoughton, WI

During a low vision exam, I figure out a patient’s acuity, where their blind spots are, their eye dominance, color vision and contrast to figure out which device will be most successful. All new technologies coming out provide great value to patients. Microsoft has developed a free talking camera app called Seeing AI which includes great features. Eschenbach’s video magnifiers work well and are simple to use, color coded, large and tactile. I like Ocutech’s VES Falcon autofocus which is bioptic and doesn’t interfere with field of view or mobility. For low vision aids in pediatrics, children love anything iPad-based. Some devices like NuEyes and Patriot Viewpoint are wearable video magnifiers great for home use.

Dr. Walter Wittich, University of Montreal’s School of Optometry, Montreal, Quebec

We’ve spent a lot of time researching head mounted devices; they’re getting smaller, lighter and cheaper. There’s no longer a stigma attached, and the advantage for the visually impaired is they’re hands-free. For example, they are perfect for playing the piano. A single camera is mounted onto the glasses which in real-time projects a modified picture to two screens on the inside where the lenses would be. This picture can be pre-programmed to change color or enhance an image. Each device requires an OD to carry out a refraction. Prices start at $500 and there’s really no top limit since cost is connected to what the device can do. A competitive field and moving fast.

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Better Vision

It’s Time to Think About Winterizing Those Eyes

Products that tackle the vision issues associated with cold weather sports and how to sell them.

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WHEN IT COMES TO a winter sport like hockey, patients can buy specialist sports gear for protection. But, for other winter sports such as skiing, snowboarding, snowmobiling, motocross and mountain biking, patients may prefer to wear a goggle or prescription sunglass in a wrap frame for maximum coverage. These days, lens technologies are so effective they can offer color enhancement on the slopes and highlight moguls in any conditions.

Bollé

Cobalt with polarized TNS lens.

(800) 423-3537, bolle.com

Wiley X

WX Wave Climate Control series with gloss demi/polarized emearald green mirror lens with an amber base.

(800) 776-7842, wileyx.com

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Pyramex

Venture Gear tactical line of ballistic-rated eyewear, the Brevard frame with Forest Gray lens.

(800) 736-8673, pyramexsafety.com

Scott Sports

SCOTT LCG Compact Goggle with light sensitive blue chrome lens.

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

UAB | The University of Alabama at Birmingham

Tinted Helmet Visor

(205) 934-4011, uab.edu

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SPY Optic

SPY Legacy with a gold Spectra lens.

(800) 779-3937, spyoptic.com

SportRx

Prescription snow goggle insert that accommodates corrective lenses.

(888) 831-5817, sportrx.com

Smith Optics

4D MAG Goggle with ChromaPop Sun Red Mirror lens.

(888) 206-2995, smithoptics.com

Smart Ways To Sell Eyewear for Winter Sports

Rob Tavakoli, Sportrx, San Diego, CA

For us, eyewear for winter sports is a growing category. We design and manufacture our own prescription insert that fits into any ski goggle. We sell this complete insert mounted to an Rx lens direct to the consumer or through the 3Os channel. Smith sells an interesting concept with its optical ODS adapter system that fits inside a goggle and most brands manufacture goggles that fit over glasses. I think the Anon M4 Cylindrical goggle is the best. Fogging is constantly an issue for people in the winter, so we recommend putting a good anti-fog coating on an Rx insert. Color enhancing lenses, like ChromaPop from Smith and Prizm from Oakley, work like magic on the snow by offering clarity and contrast to skiers.

Chris Merciez, Envision, Boulder, CO

Our doctors are avid skiers, so they generally talk to the patient about skiing when they’re in the room with them. This is helpful and offers a seamless transition for us to get them what they need. Many of our patients see all types of sports eyewear when they’re on the slopes so they’re already aware of what they want when they come in. We stock all types of brands – Smith goggles, Zeal goggles, Maui Jim and Oakley. Zeal, Bollé and Smith have designed an insert that goes behind the ski goggle and Smith offers a turbo fan option to prevent fogging. If the patient doesn’t want a goggle, then they may like the idea of a prescription sunglass that works for both skiing and regular wear.

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Better Vision

EHR Systems Have More Enhancements Than Ever Before

Bells and whistles your paper charts definitely don’t possess.

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ELECTRONIC HEALTH RECORDS have come a long way. First Insight’s EyeClinic Imaging consolidates patient data, images, and diagnostics into one cloud-based system. Similarly, FoxFire’s Image Management module collects diagnostic images directly into the EHR. Compulink’s Artificial Intelligence runs Advantage EHR which includes built-in chief complaints and ICD-10 coded diagnoses. ABB Optical integrated RevolutionEHR’s SmartFlow ordering technology. EHRs can also improve accounts receivable and help you run a more efficient practice.

Foxfire Systems Group

Foxfire EHR with Image Management

(800) 333-4176, foxfiresg.com

Compulink

Eyecare Advantage EHR

(800) 456- 4522, compulinkadvantage.com

DrChrono

iPad and iPhone EHR

(844) 569-8628, drchrono.com

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ABB Optical Group

Glimpse Mobile tracks business analytics.

(904) 503-9616 glimpselive.com

RevolutionEHR

RevolutionEHR with SmartFlow ordering technology

(877) 738-3471, revolutionehr.com

Weave

Weave Optometry for patient communications

(888) 579-5668, getweave.com

First Insight

MaximEyes EHR with Eye Clinic Imaging

(800) 920-1940, first-insight.com

Smart Ways To Use EHR Enhancements

Dr. Brian O’Donnell, New Era Eye Care, Shavertown, PA

I’m on my fourth EHR system since I changed my practice in 2012 to make it more efficient. Part of that process was to invest in a new EHR. After visiting VEE and interviewing vendors I went with Foxfire. They provided a feature I wanted — to be able to see recalls and identify certain patients for promotions. They also had a tremendous integration platform for image management and data analytics. I liked that they did billing in-house too. They have their own clearing house within the system that is outstanding. Both the practice management side and the medical side of the EHR system got upgrades recently and they went flawlessly. Since I started with Foxfire in 2014, the system has been overhauled many times. Each time they carry out training so we’re well prepared.

Dr. Brandon Chester, Chester Eye Center, Chillicothe, OH

We studied up before we transitioned to First Insight’s MaximEyes EHR in 2011. It puts everything at our disposal and lets us quickly look up patients and run different reports based on diagnoses. We were one of the first to adopt their cloud-based EyeClinic Imaging software when it came out in 2017. You can click a button to launch it from within the EHR system and view all images from a test result. Now we don’t have to scan as much data as we used to. Once we’re done with a test the image is saved to a patient’s file and we can pull it up on screen in the exam room and show our patients comparison pictures. First Insight does a good job staying on top of different Medicare requirements and the MIPS program is built into their EHR system.

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