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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.

Better Vision

Retinal Cameras Are More Efficient, More Effective and Less Expensive Than Ever Before

The latest models available and smart ways to use the latest technology.

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TRADITIONALLY, RETINAL CAMERAS were a large expense and pupils needed to be dilated to capture detailed images of the retina. However, in the past five years, high quality, non-mydriatic cameras that do not require dilation have come on the market costing a fraction of the price. There are also hand-held, wireless options and technology continues to improve. For example, D-EYE is building an artificial intelligence platform to help assess if a patient has a specific disease. Its goal is to provide a mass screening platform using their system and access to an approved database, to deliver an “assessment” (not a diagnosis) of the exam results for specific diseases so the patient can progress to the next level of care.

Hill-Rom Welch Allyn

Hill-Rom Welch Allyn RetinaVue 100 Imager

(800) 535-6663, welchallyn.com

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Topcon Medical Systems

TRC-NW400 fully automated, non-mydriatic retinal camera

(800) 223-1130, topconmedical.com

Coburn Technologies

SK-650 Retinal Camera

(800) 262-8761, coburntechnologies.com

Marco

Marco’s AFC-330 Automated Fundus Camera, SK-650 Retinal Camera

(800) 874-5274, marco.com

Canon USA

Canon CR-2 PLUS AF Digital Non-Mydriatic Retinal Camera

(800) 652-2666, usa.canon.com

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D-EYE

D-EYE Retinal Imaging System

(401) 473-6323, d-eyecare.com

Smart Ways To Use Retinal Cameras

Dr. William Goldstein, Laser Eye Care Center, Shelby Township, MI

I use D-EYE’s fundus camera to document the optic nerve in patients who have glaucoma or suspected glaucoma. I started to use D-EYE three years ago. It’s an attachment for the iPhone that has a lens you pop on when you need it. I used to have a camera mounted to a slit lamp in one exam room. Now I travel from room to room to take pictures and this has improved efficiency. I add the picture to the patient’s record and bill insurance for the office visit in addition to the procedure code for taking the picture. The only disadvantage to the D-EYE system is that its field of view of the retina is small.

Dr. Edward Chaum, Vanderbilt Eye Institute, Nashville, TN

This country needs to make it a scalable paradigm to effectively and efficiently screen patients for evidence of vision threatening eye disease in a primary care setting. There are 30 million diabetics in this country but only about half of them are seen by an eyecare professional. It is estimated that the number of diabetics will grow to 100 million within the next 20 years. Finding people and treating them early is critical. Most get seen by a primary care physician or endocrinologist but many need a second level of care and they’re falling through the cracks. Since the cost of a retinal camera has come down, spending about $5,000 to buy one is not a significant burden. Welch-Allyn’s RetinaVue device helps with eye care compliance among diabetic patients who might not otherwise get a retinal exam with a specialist in a timely manner.

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Better Vision

Lenses Finally Get the Visual Sales Aid They Need

Why tell patients the lenses benefits when several companies now allow you to show them.

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SALES APPS FOR lenses come in many forms, whether a filter on a popular social media site or a freestanding lens display kit. In January, both Essilor and ZEISS came out with new lens apps. Essilor’s LenSelect helps ECPs demonstrate premium lenses to their patients. ZEISS’ interactive lens demo display comes with an iPad, new app and demo lenses . The app makes recommendations based on the patient’s answers and then texts or emails the practice before an exam. Purple Go is finding some success with its lens pricing app for optical retailers. Jeremy Huff, co-founder and CEO, said: “Opticians close sales twice as fast when using Purple Go’s lens pricing worksheet.” Whatever app your lens manufacturer suggests, they all aim to help you sell more lens options.

Signet Armorlite

Kodak lens ids (intelligent dispensing software)

(800) 759-4630 | signetarmorlite.com

Essilor

LenSelect dispensing app

(214) 496-4000 | essilorusa.com

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Zeiss

Interactive lens demo display

(866) 596-5467, www.zeiss.com/lenses

Transitions

Snapchat filter for ECPs that allows patients to virtually try on different frame styles with Transitions Light Intelligent Lenses.

(800) 533-2081 | transitions.com

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Purple Go

(415) 712-1325 | purplego.co/optical

BluTech

The Lens Display Kit to compare BluTech Ultra indoor lens and BluTech polarized polycarbonate lens.

(800) 258- 5902 | blutechlenses.com

Smart Ways To Sell Lenses Using Sales Apps

Venus Sosa, Sears Optical, Miami, FL

The Transitions SnapChat filter is a very creative way to appeal to the younger generation. I think for a long time there was this idea that only the older generation used Transitions lenses but I love the way the attitude is changing. The filter is a smart way to market Transitions lenses and attract people from all walks of life. Using technology and a very popular social media app, it has added a hip and interactive spin to the lenses. In addition to showing our patients how to use it, the SnapChat filter is a fun way to also involve my friends and family. I can introduce them to Transitions in a unique way, by including them in the video with me. It’s great that the filter changes sceneries, background music and even the frames and lenses that appear on our faces.

Dr. Amy Tran, Looksie Optometry, San Francisco, CA

We are one of the first beta test sites for Purple Go. I was doing a lot of paperwork and lens options were low. Using the Purple Go app on an iPad over the past 20 months, we can continually offer customized progressives, high index, Trivex and digital lenses all with top-of-the-line AR coatings. We use Purple Go as a tool to review lens options with our patients while taking their insurance and co-pays into consideration. We select their insurance from a drop-down menu to show patients their out-of-pocket expenses. It streamlines the conversation; side by side on the screen they can see how much their co-pay is along with the price for each lens option such as: type, material, treatment, sun protection and photochromic. We then review these costs with them on the screen.

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Better Vision

In-House Finishing ‘Edges’ Out Profit

While reducing turnaround time and errors for happier patients.

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FINISHING JOBS IN-HOUSE can be a real bonus for many eyecare professionals. Even though there’s an initial upfront cost to buying a machine, savings can be realized soon thereafter. According to The Vision Council, about 53 percent of all ECP locations have some type of finishing equipment on-site with a further 20 percent owning a surfacing system. There are certainly many efficient and reliable machines to choose from since most manufacturers include retail edgers in their line of lens finishing systems.

 

Luneau Technology USA

Briot Perception 2, Briot Attitude, WECO E.3/2

(800) 729-1959, luneautech.com

 

Optek International

E1000-GP Edger, FD-80 Tracer, LS-82 Blocker, DM-1000 Lens Drill, Dia E1000-E920

(727) 522-2301, optekinternational.com

 

MEI System

EzFit No Block

(630) 521 8588 | meisystem.com

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Essilor Instruments USA

Pro-E 700 edging system, KAPPA, Special Edition edger

(855) 393-4647 | essilorinstrumentsusa.com

 

National Optronics

17Ex Edger, QM-X3

(800) 800-1550 | nationaloptronics.com

 

Santinelli International

Me 1200, Lex 1200, LEXCE, Le 1200, Le 700

(800) 644-3343 | santinelli.com

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Coburn Technologies

Excelon HPE-410, Exxpert HPE 8000X, HPE-810

(800) 262-8761 | coburntechnologies.com

 

Smart Ways To Sell In-House Edging

Penn Moody, OD, MOODY EYES, INDIANAPOLIS, IN

In 2011, we decided to add an edging lab for better control over expenses and quality. At Vision Expo we chose the DIA from Optek. We’ve been very pleased with this choice. The vertical orientation allows the pressure on the lens to be adjusted during edging. We purchased a second DIA in 2017. We now process over 80 percent of our glasses, which has added substantially to our profitability and patient satisfaction.

Wendy Salle, SALLE OPTICIANS, ATLANTA, GA

We’ve been edging in-house for the past 30 years. I had to put in a second machine this year because of the volume. We’re up to about 25 jobs a day on two Santinelli machines, the Me1200 and the LEXCE. We do a lot of custom rimless work which can take an inordinate amount of time. But, it’s hard to find a lab that does good finish work and it’s a no-brainer for me to do it in-house. I don’t look at cost savings but I do look at being able to have ultimate control over our products.

Ronald Garbatini, ROYAL VISION ASSOCIATES NEW HAVEN, CT

We were spending between $8,000-$10,000 a month in lab bills before we got the Briot Attitude in 2016. Now we’ve cut that in half. Even though it’s an expensive machine, it’s paid for itself already. We edge about 30-50 jobs a day through this machine: everything from poly to plastic, high index, single vision, progressives to flat top bifocals. Patients like that we do jobs in-house, especially if they use private insurance.

 

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