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The Growing Ortho-K and Scleral Contact Lens Market and Smart Ways to Sell Them

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Gas permeable (GP) contacts are rigid lenses that comprise about 10 percent of the contact lens market. While the market for corneal lenses is declining, the demand for scleral and ortho-k lenses is rising. According to ABB Optical Group, there was a 31.2 percent increase in dollar sales of scleral lenses and a 29.7 percent increase in dollar sales of ortho-k lenses from 2016 to 2017.

The large scleral lens stays put for irregular corneas (keratoconus). Ortho-k lenses temporarily reshape the cornea (usually overnight) to correct myopia and are popular for kids. Luckily, a patient is more likely to get a GP lens fitted by a prescribing doctor than take that Rx elsewhere.


Art Optical

Scleral: Ampleye (4-curve design), SoClear (a corneal scleral design) and Rose K2 XL (a corneal scleral design). Ortho-K: Distribute Paragon CRT lenses and manufacture custom ortho-K lenses per practitioner specification, as well as DreamLens.

(800) 253-9364 artoptical.com


X-Cel Specialty Contacts (A Walman Company)

Atlantis Scleral (including a multifocal design) Ortho-k: An authorized lab for both Paragon CRT and Euclid’s Emerald lenses. They also manufacture several ortho-k lenses designed by ECPs.

(800) 241-9312 xcelspecialtycontacts.com

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Valley Contax

Custom Stable Prime, Custom Stable Elite, Custom Stable Aurora scleral lenses.

(800) 547-8815 valleycontax.com


Bausch + Lomb Specialty Vision Products

Zenlens Ortho K: sells Boston materials in many designs and has FDA approval for Vision Shaping Treatment.

(800) 323-0000 bausch.com


ABB Optical Group

Dyna Semi-Scleral, Dyna Scleral, Infinity Scleral 14.5 to 18.2, Menicon Rose K2 XL Scleral, Paragon ICD 14.5 mini lenses, Paragon ICD 16.5 lenses, Paragon ICD Toric Scleral, Paragon ICD Flex Scleral. Ortho-K: Euclid Emerald, Paragon CRT, Paragon CRT Dual Axis Paragon CRT Diagnostic Dispensing System.

(800) 772-3911 abboptical.com

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Paragon Vision Sciences (A CooperVision Company)

Paragon CRT (orthokeratology) and ICD FlexFit (scleral).

(800) 528-8279 paragonvision.com


SynergEyes

SynergEyes VS Scleral Lens

(877) 733-2012 synergeyes.com


Smart Ways to Sell Scleral and Ortho-k Contact Lenses to Your Patients

Andrew Biondo Kirkwood Eye, St. Louis, Missouri

Scleral lenses have advantages over other modalities and check all the boxes when it comes to vision, comfort and ocular health. Sclerals are great for treating dry eye symptoms by providing better hydration than other contacts. They are becoming more cost equivalent to daily disposables too. Once I fit patients with sclerals, we typically encourage them to do yearly replacements. I use ortho-k lenses predominantly on children because they assist with vision correction and myopia control. Ortho-k lenses can help stabilize a child’s vision and prevent it from getting worse during their growing years. My youngest patient is a six-year-old right up to an 18-year-old who may be a candidate for LASIK surgery. I use a myopia calculator from Brien Holden Vision Institute to determine how a child’s myopia will progress without correction. I show it to their parents to encourage them to buy ortho-k lenses. My advice to anyone selling these types of lenses is to provide proper education. We offer brochures and printouts to increase capture rates on scleral lens fittings. Our patients then do further research online and get excited by reading testimonials. I’ve tried about 12 designs but my go-to lens is the Atlantis Scleral from X-Cel 90 percent of the time. For ortho-k, I use X-Cel’s Emerald Lens by Euclid. I find them to be the most efficient in terms of fitting.

 

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Jeffrey Sonsino The Contact Lens Center at Optique, Nashville, TN

I allow my patients to choose their strategies after an extensive conversation and education of the risks, benefits and features.  I spend around 20 minutes with new consults talking about their options. I am a problem solver. I present many options to patients including corneal GPs, hybrid lenses, and scleral lenses. If the patient chooses sclerals, then I apply my expertise to maximize their outcome.

 

Carol Gilhawley is a contributing writer for INVISION.

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When You’re Passionate About Eye Care, the Right Technology Matters

Lisa Genovese, O.D., strives to give her patients the very best. At Insight Eye Care’s multiple locations, Dr. Genovese provides optimal care for her patients using the Reichert® Phoroptor® VRx Digital Refraction System. In this second Practice Profile Video from Reichert’s “Passionate About Eye Care” series, take a closer look and see how this eye care professional achieved a better work-life balance with equipment that’s designed and engineered in the U.S.A.

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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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