GlobalCONTACT 1503

ISSN:1386 0194

3

www.contamac.com

2015 (71)

Interview • CLMA President Jan Svochak • EFCLIN: Steve Wheeler & Marion Beeler-Kaupke

A TRUSTED PARTNER

Report • Logistic Center Cooper Vision • European Academy of Orthokeratology

Fitting Background • Speed Date: CL-SAG meets OC-SAG pt. 2

Business and Marketing • Enforcing instructions

PUBLISHING GROUP RATINGEN MediaWelt Services 74 Papiermuehlenweg Verlag für Optometrie 40882 Ratingen Ophthalmo Verlag Germany China FOCUS Publishers Beijing - Hong Kong - Xi'An

FOCUS ON MATERIALS

INVESTMENT IN NEW TECHNOLOGIES

SHARING YOUR FUTURE

+

+

+

COMMON GOALS

SUPPORT

GROWING YOUR BUSINESS

KernVerlag

01_Titel.indd 1

27.11.15 13:28

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8/11/15 7:22 AM 04.11.15 09:56

LETTER FROM THE EDITOR

Expectations Exceeded When I was planning my visit to the 54th Annual CLMA

substantial market dominance finally came to the attention of

Meeting and Exhibition in Miami, I must admit – please forgive

the US Federal Trade Commission and the price was hastily

me – I was not expecting too much. An outside observer would

corrected back down again.

certainly not associate it with bustling activit y and

But Valeant has gone one step further: It is increasingly interested

groundbreaking innovations. Visitor numbers have continued

in the labs. Several have already been approached. Unilens is

to decline over the years and exhibitors have settled into their

the first to have caved in and since the summer is now owned

comfortable niches.

by Valeant. Shortly before the event, B+L announced it was

And yet: over the past seven years I have attended the CLMA

leaving the CLMA together with Paragon. Two strong members

meeting regularly. I have come to know the key players as a

and sponsors would thus no longer be available. This had a

well-knit group, open hearted and warm and at ease with each

direct impact on the GPLI, as Ed Bennett, Executive Director

other. Business seems to be done through casual conversations,

of the GP Lens Institute, announced in a letter at the beginning

almost in passing, or sometimes it seems simply to be a matter

of October. But there was also a ray of hope: after several years

of maintaining one’s network of contacts. Having a good time

of abstinence, the Association was pleased to welcome back

is an important part of it too: playing golf, dining, lunching

the British manufacturer Contamac again as a member.

and sharing jokes together.

I have not seen so much commitment, emotion and – may I

But at the recent meeting at the end of October a lot of things

say – passion at these meetings for a long time. I believe the

had changed. This CLMA meeting in Miami not only attracted

Association has rediscovered what it was originally founded

more visitors but there were also more representatives of South

for: to forcefully represent the interests of its members. This

American labs. The lectures were on a very high level and, with

remains my firm impression. Read the interview with CLMA

the Manufacturers Forum, for the first time there was an

President Jan Svochak on page 32. 

innovation with added value, from which above all staff from the labs were the key beneficiaries.

What had brought about the change? It all started with the purchase of B+L by the pharmaceutical giant Valeant at the end of 2013. Initially, everyone thought the Group would concentrate mainly on the strong market for exchange lenses and medications. But Valeant has now taken a shine to our relatively small market segment for special lenses and RGPs. When in May 2014 Valeant’s purchase of Paragon Vision Sciences was announced, the situation became more acute.

Suddenly the price of buttons was raised, in some cases by a scandalously large amount. A few days before the event, their

SILKE SAGE Editor-In-Chief silke@global-cl.com

GlobalCONTACT 3-15

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26.11.15 15:45

YOUR GATEWAY TO SUCCESS IN CHINA... ... use the contacts and the trade journal FOCUS China The trade journal for the Chinese ophthalmic optics industry and labs, optometrists and ophthalmologists, managed by Europeans Founded in 2010 in Beijing and Xi‘An Well established and recognized in Chinese ophthalmic industry, labs, trade and associations Editorial content brought from MAFO, GlobalCONTACT and the german FOCUS Translations are done by professional Chinese interpreters and trade experts from universities and ophthalmic industry More than 9,000 stable contacts to Chinese industry, ophthalmologists, optometrists in clinics and big chain shops Content: Lens Technology - 镜片知识 Labs & Industry - 加工和制造 Optometry - 视光学 Ophthalmic Training - 眼视光和眼科培训 Contact Lenses + IOL - 隐形眼镜和人工晶体 Frames & Fashion - 镜架和时尚

Contact: MediaWelt GmbH Jörg Spangemacher Fon: +49 2104 958883, Cell: +49 172 6685550 Skype: joergspa1, QQ: 1417012494 E-Mail: joergspa@mafo-optics.com

FOCUS-China.indd 1

Contact: Beijing FOCUS Optical Culture Communication LTD. Jian Wang Fon: +86 (29) 89380269, Cell: +86 (139) 10771318 Skype: jennywang611, QQ: jenny E-Mail: jennywang_focus@126.com

20.02.15 14:51

CONTENT

ISSN:1386 0194

LETTER FROM THE EDITOR 3

3

Expectations Exceeded

Silke Sage

INTERNATIONAL NEWS www.contamac.com

2015 (71)

• CLMA President Jan Svochak • EFCLIN: Steve Wheeler & Marion Beeler-Kaupke

Eef van der Worp

26 California's contact lens legend – Dr. Jerry Legerton

A TRUSTED PARTNER

Report

Tom Baugh

• Logistic Center Cooper Vision • European Academy of Orthokeratology

Fitting Background

REPORT

• Speed Date: CL-SAG meets OC-SAG pt. 2

Business and Marketing • Enforcing instructions

PUBLISHING GROUP RATINGEN MediaWelt Services 74 Papiermuehlenweg Verlag für Optometrie 40882 Ratingen Ophthalmo Verlag Germany China FOCUS Publishers Beijing - Hong Kong - Xi'An

6 Spotlights 10 Controlling myopia

Interview

FOCUS ON MATERIALS

INVESTMENT IN NEW TECHNOLOGIES

SHARING YOUR FUTURE

+

+

+

COMMON GOALS

SUPPORT

GROWING YOUR BUSINESS

12 A Visit to Cooper Vision in Liège Silke Sage

32 Attendance soars for annual CLMA Meeting and Exhibition

KernVerlag

01_Titel.indd 1

27.11.15 13:28

INDEX TO ADVERTISERS Title: Contamac, www.contamac.com Inside front cover : Bausch + Lomb Inc., www.bausch.com Page 4: FOCUS CN, www.focus-cn.com.cn Page 7: LAMBDA-X S.A., www.lambda-x.com Page 9: Contour Fine Tooling, www.contour-diamonds.com and Technodiamant, www.technodiamant.com Page 15: DAC International, Inc., www.dac-intl.com Page 19: Optocraft, www.optocraft.com Page 23: Efclin, www.efclin.com Page 25: TRIOPTICS GmbH, www.trioptics.com Page 27: Optimec Ltd., www.optimec.com Page 31: Benz R&D, www.benzrd.com Page 35: Rotlex, www.rotlex.com Page 39: Sterling Ultra Precision, www.sterlingint.com Page 41: Larsen Equipment Design Inc., www.larsenequipment.com Page 43: K & Y Diamond Ltd., www.kydiamond.ca Inside back cover: EMA and nexgen optical, www.nexgenoptical.com Outside back cover: Benz R&D, www.benzrd.com

NAMES TO NOTE

Aalbers, Wim 46 Baugh, Tom 42 Beeler-Kaupke, Marion 16 Ewbank, Alison 46 Formenti, Marino 28 Hulscher, Joost 24 Larsen, Erik 20 Leicher, Rolf 44 Roth, Hans-Walter 36 Svochak, Jan 32 van der Worp, Eef 10, 24 Wheeler, Steve 16

GlobalCONTACT 3-15

05_Content.indd 5

INTERVIEW 16 EFCLIN Congress: Steve Wheeler and Marion Beeler-Kaupke Silke Sage

20 On site with Erik Larsen Silke Sage

34 Growing stronger Silke Sage

FITTING BACKGROUND 24 Speed Date – CL-SAG meets OC-SAG pt. 2 Eef van der Worp and Joost Hulscher

28 EurOK – The European Academy of Orthokeratology Marino Formenti

TECHNOLOGY 36 Vision 3.0 – Augmented and virtual reality Jörg Spangemacher

BUSINESS+MARKETING 28 Enforcing Instructions Rolf Leicher

COLUMN 46 The value of price Wim Aalbers

47 Industry News 48 Yellow Pages 50 Closing Words – Silke Sage 50 Masthead

5

27.11.15 13:30

SPOTLIGHTS

IACLE announces new contact lens course

“The ICLC needed a major revamp to keep pace with

The International Association of Contact Lens Educators has

developments in the contact lens field. We also wanted to make

revealed its new IACLE Contact Lens Course (ICLC), a

the flow more logical and user friendly.”

comprehensive high-quality program for educators and their

Each of the IACLE executive board took responsibility for

students. The full revision and updating of the ICLC was

identifying and connecting with experts in the field. The experts

announced at the 1st World Congress of Optometry taking

reviewed the existing ICLC material before revising it with the

place in Medellin, Colombia in August.

latest information. Almost half of the revised lectures have

The ICLC is the longest established, most popular and most

already been completed and further lectures will be rolled out

important of IACLE’s teaching resources, and is used by its

during other events in each of IACLE’s three global regions:

members worldwide. In its previous form, the course comprised

Academy 2015 in New Orleans, USA (7th to 10 th October),

10 modules and a total of 55 lectures. The new ICLC will cover

Asia Pacific Optometric Congress (8th to 11th October) in Kuala

all aspects of contact lens education – from the anatomy of the

Lumpur, Malaysia, and Netherlands Contact Lens Congress

cornea to the business of contact lens practice – in just five

(13th to 14th March 2016).

modules and 30 lectures in powerpoint format.

A sample lecture is available to view at www.iacle.org. IACLE

IACLE Director of Educational Programs Nilesh Thite explained:

members will have exclusive access to the new ICLC. n

Contamac Ltd., announced new Business D evelo pment & Proje c t Manag er

he was active in promoting Contamac’s range of RGP,

Contamac Ltd., announced the appointment of Martyn Lewis

hydrophilic and silicone hydrogel products in Europe, the

as business development and project

Middle East and Asia.

manager. Martyn Lewis, who was group

Martyn commented, “I am very pleased

business development manager at

to be returning to Contamac. Our

Goodfellow Cambridge for the past

research teams have been very busy

five years, is returning to Contamac,

and we have a full pipeline of new

where he will be responsible for the

technology coming through. I am

overall commercial management and

looking forward to partnering with our

exe c u t i o n o f n ew p r o j e c t s a n d technologies such as Hydra-PEG. This

Martyn Lewis

Cooper Vision Inc. appointed Guy Whittaker vice president global marketing

to the patient.” n

IO strategy, Asia-Pacific. Prior, he held positions as vice president, marketing, Asia-Pacific; director of global marketing with responsibility for the launch

the company’s master and product brands,

of the Biofinity brand; and director of

marketing its comprehensive range of

European marketing. Mr. Whittaker holds a

contacts lens products and services, and

BSc (Hons) in Optometry from the University

strengthening its reputation worldwide in

of Wales in Cardiff, and a MBA from Durham

collaboration with its customers.

University Business School in Durham,

M r. W h it t a ker, a for mer p r a ct ic i ng

England. He is based at Cooper Vision’s

optometrist, has held management roles with

headquarters in Pleasanton, Calif.

Cooper Vision since 1998. Most recently he

Mr. Whittaker was named to the role following

& Southeast Asia, and vice president,

06_Spots.indd 6

customers to bring these innovations

Guy Whittaker is responsible for advancing

was general manager, Australia/New Zealand

6

builds on Martyn’s previous experience at Contamac when

Guy Whittaker

the recent promotion of his predecessor, Jerry Warner, to president, North America. n

GlobalCONTACT 3-15

27.11.15 11:46

La Te

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Spotlights INTERNATIONAL NEWS

Solótica launches Zenlens in Brazil Alden Optical announced that its licensing partner Solótica

Bausch + Lomb addresses Myopia with new division

Lentes de Contato has launched Zenlens, the company’s scleral

Earlier this year, Bausch + Lomb acquired Paragon Vision

design, into the Brazilian market. Brazil represents the 5th

Sciences, Inc., combining its Boston division with the newly

largest country with respect to population while Solótica is

acquired company, to effectively address the dramatic increase

the largest Brazilian contact lens manufacturer. n

in myopia in the United States and abroad. Therefore Bausch + Lomb will launch a newly created division, Advanced Vision Products, which will be dedicated to addressing severe ocular conditions, including myopia, irregular corneas, ocular surface diseases and other serious visual challenges with high quality, state-of-the-art specialty and custom contact lenses. n

Valeant companies dropped out of CLMA

(Menicon Z), the Lifestyle Company (SGP), and Innovision

According to a notice of Edward S. Bennett, Executive Director

(Hydro2) as CLMA member material suppliers.

of the GP Lens Institute, the Valeant Companies (Bausch +

The CLMA is a proud organization with a 54 year history of

Lomb and Paragon Vision Sciences) have dropped out of the

excellence and they are determined to support the GPLI which

Contact Lens Manufacturers Association (CLMA) and this

is actually celebrating its 30th year as a leading resource for GP

obviously impacts the CLMA and the GP Lens Institute (GPLI).

and custom soft lens education. As the funding for the GPLI is

At the same time, they had increased button costs to the

provided by the CLMA, our ability

laboratories by approximately two-fold over the last few months.

to continue to provide new

Information about a fee increase will be supplied by the

resou rces a nd prog ra ms is

laboratories manufacturing these lenses.

contingent on its continued

Edward Bennet says: “However, I'm pleased to announce that

support. As one of the most

Contamac Ltd. has joined the CLMA along with their Optimum

prominent specialty contact lens

family of fluoro-silicone/acrylate GP materials and Definitive

experts in the country I wanted

custom soft lenses. They join Lagado and their family of

you to be aware of the latest

F-S/A materials (ONSI-56, FLOSI, TYRO-97), Menicon

developments.” n

Edward Bennett

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27.11.15 08.09.15 11:46 11:31

SPOTLIGHTS

An end to reading glasses Along with The University of Leeds and The University of

“Development of liquid crystal based ophthalmic devices with

Manchester, UltraVision CLPL has successfully collaborated

switchable focusing of ageing eye”. This has resulted in Devesh

to support and fund Mr. Devesh Mistry in a doctoral project,

Mistry being awarded an Industry Fellowship from the Royal Commission for the Exhibition of 1851.

T h is specif ic awa rded project i nvolves incorporating liquid crystals into intraocular lenses to address presbyopia without compromise.

John Clamp, COO of UltraVision CLPL said “Working with Devesh has been inspirational and we are thrilled that all the hard work has resulted in Devesh being awarded the prestigious Fellowship. We are continuing to partner with academic institutions and business partners to support translating innovative concepts into

Devesh Mistry (4th from the left) with members of UltraVision, the Univ. of Leeds

commercial products: contact lenses and

and the Royal Commission.

intraocular lenses.” n

New owner for Valley Contex Inc.

combined 58 years’ experience (Janice & Josh) in their optical

Valley Contax Inc. has recently changed ownership. Founder Stephen

careers, Valley Contax is one of the industry's leading independent

G. Young made his final step toward retirement in early September,

custom contact lens manufacturers. Both Janice and Josh have served

selling the company to his two longest serving employees, company

on the CLMA Board of Directors as well as Ms. Adams leading the

president Janice Adams and vice president Josh Adams. With a

CLMA as President from 2006 through 2008. n

Andy Taddeo joins Alden Optical Consultation Team

unparalleled fitting experience to Alden with over 30 years of

Alden Optical announced end of October that Andy Taddeo,

Mr. Taddeo is infinitely familiar with the Alden Optical line of

FCLSA, NCLE-ADV has joined the company as a Product

custom+specialty lenses. “We are thrilled to bring yet another

Specialist. Mr. Taddeo’s primary responsibility will be to consult

super talented specialty fitter into our consultation team” stated

with Eye Care Practitioner’s on complex specialty fitting towards

Maggie Walsh, Director Consultation. Mr. Taddeo can be reached

successful outcomes with Alden designs. Mr. Taddeo brings

at 800-253-3669 or ataddeo@aldenoptical.com. n

John Hibbs is National Accounts Manager

John Hibbs commented, “It is with great

Contamac announces John Hibbs to new

sales team. Contamac has a portfolio of lens

National Accounts Manager, Vision Care

materials to meet the needs of all the various

North America. John Hibbs brings 30

modalities of vision correction. It is also an

years of experience in the contact lens

organization that is committed to supporting

industr y with him and has gained an

their customers and not competing against

excellent reputation in the specia lty

them. I look forward to working with the lab

contact lens industry for supporting and

network to partner in growth and provide

engaging in his customer’s long term growth strategies.

8

06_Spots.indd 8

hands-on specialty fitting in several Central New York practices.

excitement that I am joining the Contamac

John Hibbs

practitioners with the best corrective lenses in the industry.” n GlobalCONTACT 3-15

27.11.15 11:46

!AZ.ind

SPOTLIGHTS

ANVISA registration for Safilens to sell Fusion and Open in Brasil Safilens, an Italian company that has according to their own statement revolutionized the contact lens sector with its innovative fusion technology and that is about to take over the Brazilian market too, has scored another huge success. After being approved by the Brazilian Health Surveillance Agency (ANVISA), its Fusion and Open lenses can now be sold to customers and patients in Brazil.

The authorization from ANVISA, a regulatory body for medical and health products sold in Brazil, removes all barriers to the

Tamarind-Seed Polysaccharides (TSP) and hyaluronic acid (HA).

distribution of Safilens products in the country.

This combination enhances the well-known properties of TSP

“We are very proud of this more-than-deserved success”, said

and HA in hydrating, lubricating and protecting the eye surface

Vincenzo Bruno, Managing Director of Safilens. “There are just

from the mechanical stress caused by wearing contact lenses,

two key words to maintaining market competitiveness: research

thus promoting the re-growth of epithelial microvilli. This

and innovation. Our R&I investments have enabled us to introduce

technology improves wearer comfort by normalizing the tear

Fusion and Open to the Brazilian market.”

film and works in harmony with the eye to continuously, and in

Guaranteed wellbeing for all Brazilian wearers of contact lenses

a controlled manner, release natural tear film substitutes and

who can benefit from extended protection of the surface of the

mineral salts from the lens to the tear film.

eye thanks to the fusion technology™ patented by the company.

Fusion and Open by Safilens will be distributed in Brazil by the

fusion technology™ incorporates a co-polymer made from

local Open Vista do Brasil subsidiary based in São Paulo. n

Alden Optical eliminates devision II pricing Lower pricing radically simplifies practice management

there was real difference in the cost to manufacture between

Alden Optical announced effective Monday, November 2,

same cost as a minus 2. This change simplifies pricing for

2015 it will eliminate Divisional Pricing currently associated

our customers and for us. We are happy to be able to offer

with the company’s HP and Classic line of custom spheres

this new approach” stated Tom Shone, President Alden

and torics. From this point forward, pricing for any Rx

Optical. In the USA Alden Optical lenses are available

power of these designs will be at the current Division I

either direct from the company or via The ABB Optical

level. “Divisional pricing is a vestige of another era when

Group, the company’s exclusive US distributor. n

high and low Rx lenses. With Alden’s state-of-the-art digital lathing, we can make a minus 14D lens for literally the

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!AZ.indd 1 06_Spots.indd 9

22.01.15 11:46 17:14 27.11.15

INTERNATIONAL NEWS Myopia

Controlling myopia Brien Holden passed away last summer one of the greatest visionaries ever in our industry. Earlier this year, I saw him at the 10th Freiburger Contactlinsen Forum in Freiburg (Germany). What a presence.

Brien personified the word "charisma". It was almost quite simply: whatever Brien said, you were totally inclined to believe him. His lecture on myopia control was prophetic.

By Eef van der Worp

Myopia control appears to be the one of the biggest challenge

10

10_EefPaper.indd 10

ON THE RISE IN EUROPE

of our time, both in our industry and beyond. It resonates with

We have all seen the staggering figures coming in from South-

health care in general, blindness rates in some regions of the

East Asia regarding the prevalence of myopia. In Europe, the

world, with developmental work and the World Health

numbers are far less dramatic: a recent publication of the

Organisation – in other words, it is bigger than us. In China,

“European Eye Epidemiology Consortium”, or “E(3)”, on the

the primary cause of blindness is not macular degeneration,

prevalence of ametropia in Europe showed that 30.6% of the

not glaucoma, not diabetic retinopathy – no, it is myopic

population is myopic (≥-0.75D), and 2.7% is highly myopic

retinopathy that occurs in high myopia. And if we can reduce

(≥-6D). Astigmatism is present in 23.9%. A relatively large

myopia by 50% – something that should be doable – then we

proportion of myopia occurs at younger ages. This means that

can reduce the chance of high myopia (defined as greater than

myopia is on the rise in Europe. If the 2010 European population

-5D) by 85%, thus dramatically reducing the chances of myopic

model is used, then roughly 227 million people are myopic in

retinopathy.

Europe currently, and as said – this is growing.

GlobalCONTACT 3-15

26.11.15 15:47

Myopia INTERNATIONAL NEWS

Professor Brien Holden

MYOPIA IN CHINA

New school buildings made out of glass are currently being

For me, more convincing even than the numbers we see coming

considered for this purpose – almost like going to school in a

from South-East Asia are the stories. When looking at risk

greenhouse. Some studies show that 80 minutes of outdoor play

factors, apart from the genetic component (especially when

per day can reduce myopia by 50%. It is our task and our

two parents are myopic, the chance of developing myopia for

responsibility to talk to the parents and the kids about that, and to

the kids is 7x higher), near work appears to be a predominant

stay tuned on what is happening going forward.

factor, too. In China, there are schools with special high bars

That things will change going forward is not really a question

mounted on the classroom desks to prevent kids from holding

anymore. Altered lens designs can optimize the retinal image

their study material closer than a certain distance (their heads

through optical intervention. We all know that orthokeratology

rest on the bar). There appears to be a high correlation between

does this to a large degree – but most likely not (enough) in

myopia and the number of hours of spent reading or studying.

beginning myopes. The future of myopia control within our industry

If you combine the genetic component of two parents being

most probably will rely on newly developed (and potentially

myopic with the factor “higher education”, then the chances of

customized) soft lens (or even RGP) designs with dual optics. In

being or becoming myopic are 52x higher than for someone

addition, a pharmaceutical component is likely. In many countries

that doesn’t have those risk factors.

the question arises: who can and/or is allowed to prescribe this?

The future of our practices is poised to change - quite dramatically.

THE IMPORTANCE OF SUNLIGHT Another interesting factor is sunlight exposure. It has been proven

It is a pity, and such a shame, that Brien will not be among us to witness all that. His legacy will live on, though. n

that myopia develops faster in winter months than in summer months – an important indication that light exposure could be a relevant factor. Almost per month in accuracy, it can be predicted

Eef van der Worp, BOptom, PhD, FAAO, FIACLE,

how myopia develops throughout the year. Currently, 45 minutes

FBCLA, FSLS is an educator and researcher. He

of outdoor exposure to light per day is the general advice

received his optometry degree from the Hogeschool van Utrecht in the Netherlands (NL) and has served

recommended in some parts of the world. Studies indicate that in

as a head of the contact lens department at the

Singapore, for instance, this is much less: it is presumed that kids

school for over eight years. He received his PhD

are not outdoors for more than three hours a week. Maybe not

from the University of Maastricht (NL) in 2008.

He is a fellow of the AAO, IACLE, BCLA and the

surprisingly, the rate of myopia in Singapore is extremely high. In

SLS. He is currently affiliated with the University

other parts of the region, the prevalence of myopia reaches virtually

of Maastricht as an associate researcher, a visiting

100% in young students. Myopia is the standard, emmetropia the

scientist at Manchester University (Manchester UK) and adjunct Professor at the University of Montreal University College of

exception. Currently, experiments are ongoing to increase the

Optometry (CA) and adjunct assistant Professor at Pacific University College of

amount of daylight in classrooms, as artificial light most likely

Optometry (Oregon, USA). He is lecturing extensively worldwide and is a guest

does not have the same benefits (e.g. light intensity) to do the trick.

GlobalCONTACT 3-15

10_EefPaper.indd 11

lecturer at a number of Universities in the US and Europe.

11

26.11.15 15:47

Photos: Silke Sage

CONTACT LENSES Logistics

Ready for shipping in 75 minutes The high art of logistics – Visit to Cooper Visions Logistics Center in Liège To find out how a contact lens order is processed by a large supplier, GlobalCONTACT met up with Volker Lindner, Executive Director of Cooper Vision DACH, and Michele Bosa, Director of Logistics for Europe, in Liège, Belgium.

By Silke Sage

12

12_CooperVision.indd 12

Europe's largest logistics center for contact lenses has been

to be shipped. This is some feat, considering the wide range of

based in Liège, Belgium, since 2006. The order processes of

products which exists combined with the enormous product

the various European markets have been gradually integrated

depth. "At any one time we have some 70,000 items in stock!

into the logistics system in Belgium. Now, all contact lens

The large number of parameters is both a blessing and a curse,"

orders from Cooper Vision in Europe are processed here. Prior

says Michele Bosa with a grin, adding: "Nevertheless, we can

to this, each national subsidiary had its own ordering system,

deliver 90% immediately!" This is only possible thanks to the

its own shipping department and as a result also its own software.

state-of-the-art logistics system with its perfectly integrated

And sometimes even its very own sources of error! Orders

software, combined with a highly motivated team of some 150

placed for in Germany via the online ordering screen are no

staff who process the orders every day.

longer processed in the German plant but are routed directly

The Center is located in close proximity to the important markets

through to the Logistics Center in Liège, together with approx.

in Germany, the Netherlands and France. Other European countries

17,000 other orders per day from all over Europe. On average,

in the surrounding area can also be supplied quickly from this

about 100,000 parcels containing contact lenses leave the Center

location. But there are other good reasons, too, why Liège is an

every day. Nearly all of the orders received by 4 pm are shipped

ideal location. The decline of the mining industry has left behind

the same day. According to Michele Bosa it only takes about

many well-qualified workers in need of a job, and the Belgian

75 minutes from receiving the order until the product is ready

state has provided incentives in the form of subsidies and favorable GlobalCONTACT 3-15

26.11.15 15:47

Logistics CONTACT LENSES

DACH Executive Director Volker Lindner

rents to foreign companies to come and settle in the area. Cooper Vision is in good company with other well-known firms which day-in day-out supply European markets from this region.

AN ORDER ARRIVES...

But let’s start at the very beginning: Optician Hans-Peter Platten

European Logistics Director and General Manager CVD Liège

has just sold the latest daily disposable lenses from Cooper Vision.

Michele Bosa

After his lunchbreak he enters the order details online via the order screen. The values are: R -0.50 dpt and L -2.00 dpt. The

code and is subdivided into eight compartments for various orders.

software now automatically calculates the quickest way for the

In the store for high-rotating items – i.e. for products for which a

products to be sent from the store to the shipping department.

high rate of turnover is to be expected – our packet with -2.0 dpt

The center in Liège covers an area of 11,500 m². There is one area

lenses is already waiting. Here the right product can be chosen

for incoming goods, two large stores and areas for packaging and

within a very short time because the software defines which

shipping. The products are stored in the so-called "picking-areas".

products are placed in which compartment of the order box. The

A conveyor belt connecting the different areas transports order

staff simply scans the code on the box and are quickly led by a

boxes through the warehouse. Each of these boxes has a unique

red light to the right shelf position. Other orders are likewise

GlobalCONTACT 3-15

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CONTACT LENSES Logistics

Shelves for low-rotating items

The contact lenses ordered by Hans-Peter Platten are picked in the store

The packaged goods are returned to the conveyor belt

Shelves for high-rotating items

The order for Hans-Peter Platten shortly before transport via Transmed

The conveyor belt transports all products to the shipping department

These goods are destined for Germany and sorted according to their destinations

assigned to this tray. Several staff move around the aisles, reach

Here the staff carrys the scanner on their arm to find out where

up and down and put the right quantity of products into the correct

the particular product is to be found. By the evening they will

compartment of the order box. At that stage of the ordering

certainly have covered a few miles every day walking between

process there is no time for a visual check, to process the order

the rows of shelving.

quickly one simply has to trust the software and the system.

And the contents for the right side of the order box are still

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FROM PICKING TO PACKING...

missing. Thus the box does not go directly to the shipping

After the products have been placed in the order boxes, the

department but turns off to the store for low-rotating items that

journey continues to the packaging area. At about 65 packing

are ordered less often. Here there are row upon row of shelves

tables, the staff takes five boxes at a time from the conveyor

filled with individual blister packs, packets and sometimes even

belt. The contents are taken out, scanned and a forwarding

labels for individual packaging.

label is printed out. The delivery note is put inside a cardboard GlobalCONTACT 3-15

26.11.15 15:47

Advertisement box together with the products and prescription lenses. The box is then sealed and the parcel returned to the conveyor, from where it is sorted according to its destination.

...TO SHIPPING The parcel has now reached the area for delivery to Germany at the back wall of the building. 24 clear plastic bags full of parcels are loaded onto the Transmed van. It is now 5:15 pm.

The van will arrive at 8:30 pm in Hanau, where the bags with the contact lenses will be transferred to regional transporters and delivered to their final destinations the next morning.

"As you can imagine, it is not easy to cancel an order once more than ten minutes have elapsed," remarks Volker Lindner. But such recalls are made quite frequently to customer service.

"There is simply no store in the German plant anymore where we could simply walk in and quickly swap the product."

Michele Bosa is particularly proud of the low error rate of the Logistics Center: "The accuracy level in our center is about 99.7 %! We find most of the errors ourselves, except for just a very small proportion amounting to less than 0.1 %." This was also evident during our visit: At the end of the day the small shelf for incorrect orders just contained a handful of contact lens blister packs and packages.

STOCKING FORECAST The shelves are well stocked but not overflowing. How is it possible to organize this so effectively? "That is the crux of the matter," says Volker Lindner. "Every national subsidiary including Eppertshausen has to issue a forecast stating what quantities of each individual product are to be expected. Past figures may help to a certain extent but in the end it may come down to nothing more than instinct. It is particularly hard when new products are introduced, like the MyDay in September 2013. Thus we have to talk to our major customers and buying groups, to get a feeling for how products are being advertised and marketed. The worst case that can arise is if we get the situation so wrong that more products are sold than we can deliver. This can create a negative image which may last for months!"

COOPER VISION DACH Let's now look at the German subsidiary: What goes on here?

Cooper Vision DACH (Germany, Austria and Switzerland) has a total of 55 employees. The company has been based in Eppertshausen since 1994. A team of 33 employees process the orders placed by phone in this area. A fitting service helps to answer all questions concerning the wearing of contact lenses made by Cooper Vision. Furthermore the Finance Department, Marketing and Management are also located here. "The orders are forwarded directly to Liège. Orders placed online are directly processed by the system. There is no manual processing and thus we have considerably reduced our error rate," says Volker Lindner. n GlobalCONTACT 3-15

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INTERVIEW EFCLIN

EFCLIN Congress: A well-oiled machine Interview Steve Wheeler and Marion Beeler-Kaupke The last EFCLIN Congress & Exhibition was marked by farewells and new beginnings.

Steve Wheeler took the audience by surprise in announcing that he would no longer be available as Chief Executive as from 2016. In this function he has been responsible for the EFCLIN Congress & Exhibition since 2010. His successor as Chief Executive will be Marion Beeler-Kaupke who will take over at the beginning of 2016. GlobalCONTACT talked to both just after their return from the next EFCLIN meeting-venue in Valencia (Spain).

By Silke Sage

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EFCLIN INTERVIEW

GlobalCONTACT: Is the upcoming EFCLIN Congress & Exhibition planned in collaboration?

Steve Wheeler: Actually the process of organizing a congress in any given year starts some 18-20 months ahead of time. I had already done quite a lot of the preparation work for the Valencia event before Marion was appointed but a joint visit was always going to be part of our preparation. The trip enabled Marion to meet the various suppliers I had already made contact with (Hotel, Technical, Restaurants & Destination Management Companies, etc.) so it was an essential meeting. Above all it gave Marion her first chance to see and understand the venue where she will be running her first EFCLIN Congress. As Marion works now with the EFCLIN Board in putting together such aspects as the lecture program, my role becomes increasingly advisory. That takes us to the end of the year and my official retirement from the EFCLIN role. Marion will then start the new year with full control of the congress organization and publicity in the run up to the event at the end of April.

Marion Beeler-Kaupke: When the Board of Management and the Annual General Meeting in Venice in May 2015 designated me as new Executive Director of EFCLIN from January 2016 on, Steve and I realized very quickly, that a cooperated planning of the next annual congress could be a great challenge for both of us. I’ll get the opportunity to learn all about the congress

Marion Beeler-Kaupke: Let me add, we can highlight a modern

set ups, how EFCLIN members, exhibitors, sponsors and visitors

and Mediterranean congress venue combined with the historical

would like to find the congress and on the other hand to meet

and modern parts of Valencia. Visitors can expect a good

all people, who are involved in organization. So Steve can

mixture of information and news in various lectures and a

handle me over step by step.

growing exhibition. Exhibitors will get the chance to show their business and on the other hand of contacting a great number

GlobalCONTACT: Can you reveal what visitors and exhibitors

of specialists out of the branch. Exchange of knowledge,

can expect in Valencia?

networking and of cause working on personal contacts give

Steve Wheeler: That’s a question that I get asked in advance

added value to all.

of every congress. I hope you will forgive me as my answer often sounds something like that which a politician might give.

GlobalCONTACT: What makes Valencia special, why was it

I can’t spoil any surprises but I do want potential delegates to

chosen?

understand why they should be there. The EFCLIN Congress

Steve Wheeler: As a European organization the Board of

has grown significantly, year on year for the last five years. We

EFCLIN is keen to ensure that no areas of Europe are

attract more delegates from our industry – and they listen to

overlooked when it comes to staging the congress. However,

the best speakers proposing challenging and thought provoking

as I have spoken in these columns before – the requirements

topics. They also visit the largest commercial exhibit of its kind

for staging an EFCLIN congress these days are somewhat

and enjoy what we think is a great social program. The secret

more demanding than a few years ago. The number and type

is to be able to try to improve that each year and the congress

of exhibitors we attract, the equipment and products they

in Valencia will be no different. We are planning for a greater

want to display, the size and shape of the lecture program

number of participants (following the record breaking year in

not to mention the sheer numbers of participants means the

2015) drawn from all over the globe. Our speaker program will

search for a suitable venue is made that much more difficult.

be better still (in particular the IOL program) and our

A city with a large hotel is no longer enough. Spain has

Manufacturers Forum is being “re-invented” in line with the

always been a special destination for EFCLIN and it holds

many constructive suggestions we have received. Exhibitor

many fond memories for our event – particularly two

numbers are expected to increase further still and we plan a

congresses in Barcelona. EFCLIN’s Spanish members are

social program with an authentic “local” flavour. In addition

always keen for the event to come to their country but I was

to all that we will ensure that we retain our position as the best

really struck by the welcoming and proactive attitude of

“networking” event in the industry.

many people I met in Spain’s third city of Valencia.

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INTERVIEW EFCLIN

appeal broadened and be given a different look & feel. In that, maybe we succeeded, I hope so. Marion is an experienced congress organizer and association manager and as a result I don’t think she needs any advice as such from me. We are already sharing a close working relationship in order that the handover can be as seamless as possible for the members.

I suppose that is the important word in the last sentence…. members. So, if it is advice then the only thing I would say is make sure that the “members” of EFCLIN are the purpose of everything that is done. I have tried to do that and I think it’s not a bad strategy!

GlobalCONTACT: Marion, you inherit from Steve a well-oiled machine. What do you amend, what will sustain?

Has organized five EFCLIN Congresses and Exhibitions: Steve Wheeler (left) and

Marion Beeler-Kaupke: Yes, the EFCLIN machine is very

his successor Marion Beeler-Kaupke, who will organize the event from 2016.

well oiled. As Steve has said, one always needs to realize, the members are the association. All associations are as good as their members. If they can carry ideas like congresses and exhibitions and feel part of it and can carry out their enthusiasm

Representatives of the Valencia Convention Bureau, Hoteliers,

to others, it will be running.

Restaurateurs and all the other potential key suppliers we

Regarding to the congress I can agree with early planning set

met were so extremely professional and positive about the

ups and the ongoing status. While I was coming into the team

prospect of having the EFCLIN Congress in their city. When

during a running process I took my role as a learning subject

you add to that the beautiful location, the blend of

analyzing the processes and parts of building up the event. The

contemporary and ancient architecture & culture, the

annual congress is the “heart” of EFCLIN, I want to be careful

marvelous food and very comfortable climate, well, it’s not

with it and want to know everything about it.

a difficult decision to make!

My responsibility will not be the congress only, the association

Marion Beeler-Kaupke: I was not part of this decision, but

itself will come into my hands. It decided to move over the seat

adorable historical buildings in the old town of Valencia will

from UK to Switzerland, what let follow some organizational

correspond with great modern architecture in the city of “Arts

issues. For example, EFCLIN will need to take a look at its

and Science”. The Americas Cup Port of Valencia reminds to

statutes, which could become a big project in 2016. Also the

the great history of the Catalonian sailors. Additional, Valencia

board is in a new combination – the team needs to grow together.

had built up a modern infrastructure in the city. A relationship

I feel high motivation and good support around me.

can be found in the title of the congress “The architecture of your business“.

GlobalCONTACT: The numbers of visitors have increased over the past years. 2015 was a record breaking year. Do you

GlobalCONTACT: Steve, you succeeded Wim Aalbers 2010

have plans to increase the numbers any further and how can

as executive Director of EFCLIN. You successfully organized

this be realized?

the EFCLIN meetings in Venice (2015), Berlin (2014), Vilamoura

Marion Beeler-Kaupke: Me as a single person can do a lot of

(2013), Budapest (2012) and Barcelona (2011). Are you looking

organization work, but the EFCLIN members are the central

back in nostalgia? What is your advice for Marions work at

point, their mouth to mouth propaganda is an important key

EFCLIN?

factor. Contact Lens and IOL Industry sounds like a small

Steve Wheeler: The congresses you mention each presented

business, but knowing we have growing markets in all over the

different challenges and, as such, each provided a different

world, there are opportunities to be taken. Eastern Europe and

sense of satisfaction upon completion. Nostalgia? Yes, because

Russia and why not the other BRIC states will come up with

I will miss working with all the people that I know so well

Contact Lenses and IOLs, too. EFCLIN is a European Federation

in the industry. However, I always knew that this would be

but what would hinder it, to invite exhibitors and visitors from

the case. I believe that organizations like EFCLIN are meant

other continents?

to develop and change and should be almost constantly

18

16_IntWheeler.indd 18

reinventing themselves. That’s why it is important for me to

GlobalCONTACT: What makes this industry special?

move on. I inherited something that was doing well but which

Marion Beeler-Kaupke: The EFCLIN community seems to

I felt could be developed further – changed a little, have it’s

me to be a very familiar group, one knows each other, and this GlobalCONTACT 3-15

27.11.15 11:48

!AZ.ind

EFCLIN INTERVIEW

is special to EFCLIN. Special to this industry is the heritage

have done every quarter of an hour something different. I need

of all people in the branch. The first products are about 120

time windows for answering e-mails and phone calls, team-

years old, first developed as individual manufactured lenses,

meetings with my assistants, checking the status of the running

each a special single one.

projects, preparing board meetings or annual meeting and

Steve Wheeler: For me it would always have to be “the people”.

writing minutes.

Whether they are lens fitters, lens manufacturers, researchers or manufacturers of materials, consumables or instruments: I have

GlobalCONTACT: Steve, what are your plans for the future?

never found such a close knit and thoroughly friendly bunch of

Will you stay in contact to this industry?

people. Even direct competitors seem to be able to meet and “pass

Steve Wheeler: My immediate plans seem to focus mainly on

the time of day” together without worrying too much about

my Grandson and the brother or sister (we don’t know yet) that

commercial sensitivities. I hope that EFCLIN and it’s congress

is soon to join him! However, although I have referred to this

has played some small part in developing what I believe is a unique

next phase of my life as “retirement” I doubt that it will be the

atmosphere. I’ve heard people describe this Congress as the best

traditional interpretation of that state. It’s highly likely that I’ll

“networking” event in the industry – I think I’d agree with that.

still be seen around the industry – in fact I am already discussing the opportunity to help a couple of companies in the industry

GlobalCONTACT: Marion, you are quite familiar with this

– one with a simple copywriting task another with some help

branch and an expert in organizing such events. You are

on marketing strategy. If I am honest I think what I am really

responsible for the organization of the Swiss congress

saying is that I doubt very much that I’ll be able to completely

SBAO ever y year. Moreover you have a degree in

stay away from the industry that I have grown to love. If I can

Management of Professional Association. What do you do

help anyone with the experience I have gained over the years

on a typical day?

and if we can blend that with the time I need to take to be with

Marion Beeler-Kaupke: Oh, that really depends on, what is

my family then that sounds pretty good to me!

on schedule at my clients. In my company Comsy, we do time-reporting for every client. Often there are days, where I

GlobalCONTACT: Thank you! n

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!AZ.indd 8 16_IntWheeler.indd 19

11.02.15 11:48 13:07 27.11.15

REPORT Portrait

Being precise Accompanying Erik Larsen at a service call at Accu Lens To see, how a machine is set up or a service visit happens, GlobalCONTACT went with Erik Larsen to Denver based Accu Lens on a customer call.

By Silke Sage GlobalCONTACT: Erik, how often do you visit customers?

Erik Larsen: I measure productivity as lenses per person per

Erik Larsen: Most of our equipment does not need an

day. Others use different metrics, but the main thing is to count

installation, it can be shipped and minor questions can be

the production people on the lab floor and divide that into the

solved by email or phone. And that applies also for maintenance.

daily lens production. These numbers vary wildly; from 20-200

I estimate it is 10 to 15 visits a year. It is more like a courtesy

l/p/d. There are labs out there that are producing 400 corneal

visit.

lenses per day with 5-6 people without auto-loader lathes.

Another aspect is the reject rate. Some labs have a reject rate

GlobalCONTACT: And if a machine has a problem?

of 4% which is good and others with 15% which is hard to be

Erik Larsen: It is seldom necessary that we go on a service

profitable; if you’re producing 100 or 1,000 lenses per day.

call. Last year I visited a lab that had a problem with a machine.

Well-run large labs have an even higher productivity due to

It was an old machine and I could not solve the problem there,

their automation.

so I suggested they ship it to our facility and to rebuild it. That is the preferred option, when something that extensive needs

GlobalCONTACT: What was the purpose of your visit to

to be done.

Accu Lens?

Erik Larsen: Accu Lens was one of my first customers in the

GlobalCONTACT: What mostly needs to be done? What are

early 80's. I have known Owner Bill Masler and Lab Manager

the main issues?

Troy Miller for a long time. Troy is an Engineer, so he doesn’t

Erik Larsen: Mostly housekeeping. If the machines are not

really need a lot of my help. But he considered automating the

well maintained, or they are not set up properly, that is a

blocking system. He was using manual blockers then and we

management problem. Someone needs to be in charge of the

set up an auto-blocker to see how we could implement it for

whole process and the laboratory to make a good lens. It also

sclerals and to improve some of the precision like the wax

has a huge impact in productivity and reject rate.

amount. It provides a process that works well and is predictable and that helps manufacturing a good lens. It's always good to

GlobalCONTACT: What is a good productivity in your opinion?

visit a lab, because I see how the whole process is setup. Every lab is a little (or a lot) different even if they use the same

Photos: Silke Sage

equipment.

GlobalCONTACT: Why is that special with scleral lenses?

Erik Larsen: I see two problems: 1. Precision of the blocking, so that the thickness of the edges is equal all around. 2. The huge variation of the center thickness of the base curve.

As far as precision goes, the edge run-out of a 20 mm diameter lens is twice as much as with 10 mm diameter lens for the same tilt of the edge. So, calibration of the system is even more critical for sclerals.

On center thickness (CT), if you have a deep sagital depth, about 3 mm of material remains after the base curve has been cut. In a very shallow sagital depth, about 7 mm remains which means the blocking machine has to be able to deal with that.

With water soluble blocking compounds in use through-out the industry and the requirement of a thin layer, gauging that for every CT means that the blocking machine needs to accommodate Erik Larsen 20

20_Larsen.indd 20

that variation from lens to lens. On some auto-blockers that is GlobalCONTACT 3-15

27.11.15 22:05

Portrait REPORT

1

designed in. Operator error is eliminated. When it has a cooling

lens and put it in lathe collet and you check the movement of

time for 30 seconds you cannot take it apart before that – which

the outside of that lens blank relative to the collet. If this is

is a good thing.

within 5 to 10 microns it’s great. If it is in 20 microns, you can still make good lenses.

GlobalCONTACT: What are you doing in picture 1?

There are two basic methods of lathe turning edges: One is to

Erik Larsen: It is a calibration procedure. It is a systematic

lathe cut the edge from the base curve (BC) all the way around

approach to make sure that the lens is running straight and

to the front a little. The other method is to turn up to the edge

no mechanical prism occurs. It tests that we have uniform

from the BC, and then from the front curve to match it. This

edge thickness. It has nothing to do with optics at that point.

is a little tougher. If it’s a miss-match of 20 microns as seen in

In my opinion, lens manufacturing is a mechanical process.

a loop, you might see a step there. But this will go away in

Many people use optical prism as a measure of lens quality.

polishing.

If your system is holding the lens to with in 10 microns (20

If you use the first method, the edge is perfect but the front

microns run-out) that is equivalent to about 1/25th of a

curve still has to be concentric with the backside. Prism will

diopter.

show up as the front curve (FC) being off-set from the edge.

In both cases, the block has to be precise and if you find out in

GlobalCONTACT: Can you be more specific?

your results that you have consistent amount of run-out in one

Erik Larsen: The work holding system consists of the lathe,

axis then you need to do some adjustments.

the blocking tools and the blocking machine. And of course

We ship our machines with a calibration sheet, that shows, the

there is a lens in between. The calibration procedure identifies

actual numbers of the machine when it was built. Blockers are

any errors among these parts. 20 years ago, before we brought

precision machines. They need to be installed and let come to

out the static blocker, people were spin-blocking and were

ambient temperature. At this point the system (lathe /blocking

feeling the edge of the lens blank vibration with a fingernail.

tools/blocker) can be validated and any calibration performed

And if the lens was wobbling, then they knew it was not good.

as needed. We have many users who let us know that the blocker

Well that was very subjective. And besides they were hand

arrived in calibration, but others have told us that they need to

making the lenses and hand finishing it, they just ground down

make a minor adjustment.

the edges that were too thick by hand.

The blocking machine is the last thing you adjust. The first

GlobalCONTACT: How often need this calibration be done?

thing you do, is place a precision calibration steel, called a gage

Erik Larsen: This is what people ask me a lot. We recommend

pin in the lathe collet and you measure the run-out (wobble)

that for the first few weeks after receiving a new blocker

with a dial test indicator. That is a mechanical device that

(manual or auto), the system should be validated every

measures the actual movement.

morning just to build confidence in the system. The nice

We like to see less than 5 microns movement, but the late collet

thing about this process is that it identifies what is causing

standard is 10 microns. After establishing this you know the

a prism error. In general, a random prism can be traced to

lathe collet and spindle is good. Then you do the same thing

the collets or pour surface quality or out-of-tolerance blocking

with several blocking tools. If they are running consistently

tools. Consistent prism in amount and axis can be trace to

the next step comes: You block a lens and you take the blocked

the blocker alignment.

GlobalCONTACT 3-15

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27.11.15 22:05

REPORT Portrait

PORTRAIT ACCU LENS… …was founded in 1970 by local optician Dave Grand. In 1981, current and long-time owner Bill Masler purchased the company and made it his goal to invest in people, innovation, and equipment. Over the last three decades and with the help of Bill's business partner and wife, Maureen, AccuLens has grown into one of the premier GP manufacturers of custom lenses.

The AccuLens Maxim scleral lens has gained international recognition and is changing the lives of patients who could not otherwise gain the vision they truly need. The manufacturer has become internationally recognized as the leader in scleral lens design.

GlobalCONTACT: Are the labs compliant?

Erik Larsen: Another reason, why the calibration should be done regularly is because; between lathing the base curve and the checking might be a while. This could affect all the lenses that have been manufactured in-between. Large labs that manufacture 1,000 lenses per day check it every day. Smaller labs tend to check it not so often.

One thing is interesting: Almost everybody in the industry is thinking in terms of diopters. But this is a very crude measurement. In precision optics it is not used. It is all about focal length. This is a totally different way of thinking. For example, if you have a quarter of diopter in prism in a lensometer it is partly sensitive of how you put the lens in the lensometer.

If you place it a bit off center, it shows prism. A quarter of diopter in prism is equivalent to about 100 microns of runout which is 50 microns of eccentricity. This is really bad if this occurs in all your lenses.

GlobalCONTACT: If this occurs, what can the personnel do about it?

Bill Masler and Troy Miller

Erik Larsen: If it occurs consistently in one axis it is probably the blocker. The first thing to do is cleaning. Take the collet out and clean it. The last thing you should do is an adjustment.

Most of the time that fixes it. If it is a random problem, you should check if the collet and the lathe are running correct. If they are not running true it has nothing to do with the blocker.

GlobalCONTACT: Getting back to your visit here at Accu Lens…

Erik Larsen: We met here because this manufacturer has what it takes to makes good lenses. And he specializes in scleral lenses. Especially Troy with his engineering background knows how to deal with problems if they might occur. This is a good environment to show how the machines are being set up.

GlobalCONTACT: Thank you, Erik. Thank you Bill and Troy for having me as your guest! n 22

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27.11.15 22:05

EUROPEAN FEDERATION OF THE

CONTACT LENS AND IOL INDUSTRIES

WHY WOULD YOU BECOME AN EFCLIN MEMBER It’s the best form of business e one on don everr d e ever ave hav g I have king ki orkin networki

A great source of information all The members understand und un nde ders ders rstta ta each other tan

Why wouldn’t you I’d pay the membership just to come to the congress

It’s run by its members, for its me

mbers

It’s like having a whole

network of experts

available at all times ustry If you can’t support your own ind who h can you support?

There is always s omeone can contact w you ho will have e xperiience ces you can b ben ene nefi efit fit ffrom fit rom ro

The congress & exhibition is the best there is lp each other,

Everyone seems to he ng iin it’s amaz

ve body

entati It’’s our repres

If you would like to become an EFCLIN Member check out www.efclin.com and click the “Become A Member” link.

info@efclin.com

!AZ.indd 8 !AZ.indd 4

+44 (0) 1279 315032

EFCLIN, PO Box 10864 Bishops Stortford, CM23 9GZ, UK

Search: EFCLIN

@EFCLIN

20.06.12 17:56 24.06.15 00:03

FITTING BACKGROUND Geometry

Speed Date – CL-SAG meets OC-SAG

O

I

Observations and findings from the Groenhof-Study. Part 2/2 This article reports on a clinical study analyzing soft lens fits in a large contact lens practice in the

•

Netherlands. In part 1 (GlobalCONTACT 2_2015) of this article we explored definitions and magnitude of the ocular sagittal height (OC-SAG) of the normal eye and looked at the given contact lens sagittal

•

height (CL-SAG) of lenses that we use in our practices. This part 2 will focus on what happens if the CL-SAG meets the OC-SAG. Like a real speed date: what CL-SAG best matches the OC-SAG?

•

By Eef van der Worp, Joost Hulscher

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26.11.15 15:51

!AZ.ind

Geometry FITTING BACKGROUND

Like a real speed date the question is: what CL-SAG best fits the OC-SAG best? Similar to real dating, it is hard to predict based on numbers and variables whether a candidate would be a good match on the partner-scale.

THE ROSIE EFFECT Anyone interested in the latter should read the novel “The Rosie Effect” by Graeme Simsion. In this book, a young man with mild Asperger Syndrome is looking for a partner, and he

MOST IRREGULARITY WAS FOUND, THOUGH, IN THE GROUP WITH A ∆-SAG THAT WAS HIGHER THAN 250 MICRONS, RESEMBLING A STEEP LENS-TO-CORNEA RELATIONSHIP.

develops a spreadsheet with questions and rankings. Based on this, he does not succeed in finding “the right one”. But while he is executing the project, he comes across the right person for him by accident. What about contact lenses? Finding a CL-SAG that matches the ocular surface to some degree may be a good first step when selecting the first lens. Here, too, are

the same lens on a cornea and/or ocular surface that is flat

limitations, though: a CL-SAG of given magnitude may be

would result in a tight fit, showing 8.5% strain.

reached in several ways – i.e., different lens designs can have

If we translate this to the CL-SAG data and OC-SAG data from

the same CL-SAG, as discussed above. Secondly – what is the

the Groenhof study, we may say that a small difference between

role of lens dehydration on-eye? Does this have a dramatic

the two (the delta-SAG [∆-SAG]), in the order of 130 microns

effect on the CL-SAG on-eye? These, and many other influences

for instance, may have a small influence on the ocular integrity

such as friction component of the material and lens edge profile

– in line with the calculated 2.7% strain, or pressure. For a

on CL-SAG, need to be further investigated.

larger lens-eye difference in SAG, the effect based on the mathematical model would be larger (the same lens on a flat

LET US LOOK AT THE STRAIN

ocular surface results in a larger difference in SAG, and the

Graeme Young in Optometry & Vision Science (July 2014)

strain increases). As said, in previous studies we observed an

proposed a mathematical model based on the eye model, as

unwanted change to the ocular surface with soft lens wear. The

described above, and a variety of lenses. The mathematical

question now is: if the difference between the CL-SAG and the

model shows that “lens edge strain” in a normal eye, with a

OC-SAG increases, will this increase the effect on the corneal

typical (8.6mm, 14.2mm) lens, could be as much as 2.7% – but

topography?

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26.11.15 08.09.15 15:51 11:29

FITTING BACKGROUND Geometry

Fig. a-c: Increasing corneal irregularity in soft lens wearers from a-c, as measured with the Medmont E300 Corneal Topographer (Nunawading, Australia).

a

Generally (Textbook of Ophthalmology, 1st edition 2002), it is stated that an SAI lower than 0.5 is considered “normal”. It should be noted, though, that large differences among instruments might occur. Based on studies by Randy Kojima (Medmont, Vancouver CA) with the E300 Medmont instrument, these values are dependent on corneal cylinder. In a database of 213 eyes with a corneal cylinder less than or equal to 1.75D, the SAI was 0.64 ± 0.23, and the SRI was 0.46 ± 0.13. For eyes with a smaller amount of corneal cylinder, as was the case in our soft lens experiment, these numbers are slightly smaller: SAI=0.61 ± 0.24, and SRI=0.45 ± 0.15 (n=85 eyes, corneal cylinder ≤ 0.75D).

SRI AND SAI b

Although most of the strain or pressure caused by soft lenses on the ocular surface would be expected to occur in the periphery – e.g. on the limbal and/or anterior scleral area – it would be of interest to observe whether any corneal changes occur. Two valuable and commonly used indices for this are the surface regularity index (SRI) and the surface asymmetry index (SAI).

The SRI is a measure of central optical quality that should correspond with the best-corrected visual acuity. Normal corneal surfaces will have low SRI, and a high SRI indicates lesser optical quality. As for the SAI, because the power distribution across a normal cornea is highly symmetrical, the SAI index is a good monitor of corneal topography changes. The potential visual acuity (PVA) is a value that correlates well to SAI, as the quality of optical surfaces is a predictor of visual acuity.

In our sample of soft lens wearers (n=79 eyes, corneal cylinder ≤ 0.75D) using the very same instrument, the SRI of all eyes

b 26

24_EefSpeeddate.indd 26

wearing soft lenses was measured. The SAI was 0.69 ± 0.2, and the SRI was 0.56 ± 0.31. It is interesting, though, to look at GlobalCONTACT 3-15

26.11.15 15:51

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Geometry FITTING BACKGROUND

different lens-to-cornea relationships – e.g. flat or steep lens fits

doesn’t guarantee that it will work out and where it will go. But

versus optimal lens fits - to see whether there is any difference.

it sure looks promising for a start, and it may be at least a step

In eyes with an “optimal” relationship (arbitrarily set between

in the right direction to regain grip on the “fitting” in “soft lens

a 100- and 250-micron difference in ∆-SAG), SAI was 0.65,

fitting”. Exploring the difference in sagittal height between the

and the SRI was 0.51 (n=20). These values are fairly similar to

ocular surface and the contact lens also may prove to be

the non-lens wearing population. In the group with a ∆-SAG

instrumental in educating eye care practitioners on the topic.

of less than 100 microns (resembling a flat lens-to-cornea

Let’s hope for a happy marriage and a bright future for the lens

relationship), the SAI was slightly higher at 0.66, as was the

and the eye – for our patients and, thus, for our industry. n

SRI at 0.55 (n=37). Most irregularity was found, though, in the group with a ∆-SAG that was higher than 250 microns, resembling a steep lens-to-cornea relationship: An SAI of 0.80, and an SRI of 0.63 (n=21).

Eef van der Worp, BOptom, PhD, FAAO, FIACLE, FBCLA, FSLS is an educator and researcher. He received his optometry degree from the Hogeschool

HAPPY MARRIAGE What does all this mean? When the CL-SAG does not meet

van Utrecht in the Netherlands (NL) and has served as a head of the contact lens department at the school for over eight years. He received his PhD

the OC-SAG in an optimal fashion, this may have clinical

from the University of Maastricht (NL) in 2008.

consequences, which may involve unwanted corneal changes.

He is a fellow of the AAO, IACLE, BCLA and the

Based on this, it may be justified to look further into the

SLS. He is currently affiliated with the University of Maastricht as an associate researcher, a visiting

relationship between the CL-SAG and OC-SAG in-vivo, and

scientist at Manchester University (Manchester

what this means in terms of corneal integrity, corneal physiology

UK) and adjunct Professor at the University of Montreal University College of

and lens wear comfort.

The outcomes of this clinical observation also seem to imply

Optometry (CA) and adjunct assistant Professor at Pacific University College of Optometry (Oregon, USA). He is lecturing extensively worldwide and is a guest lecturer at a number of Universities in the US and Europe.

we have to improve the method of fitting soft lenses today in our practices. Central keratometry values simply does not do justice to soft lens behavior on-eye. Using sagittal height may

Joost Hulscher finished his Bachelor of Science degree in optometry in 2009 at the Hogeschool van Utrecht in the Netherlands (NL). In his work

be a good starting point, although it may prove not be the most

h e co m b in e s clini c a l o p to m e t r y at th e

optimal method to replace the fitting method going forward,

Amstelland hospital in Amstelveen (NL) with

as defining the ocular surface shape seems much more complex

his work in an extensive contact lens practice at Gro enhof O ptiek /O ptometrie also in

than simply using one single parameter.

Amstelveen where he participates in clinical

In short: different soft lens designs may lead to the same CL-SAG

contact lens related studies.

number. Also, like with a real (speed-)date: a match on paper

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04.11.15 15:51 16:03 26.11.15

REPORT Ortho-K

EurOK The European Academy of Orthokeratology Three successful Global Orthokeratology Symposiums (2002, 2004 and 2005) created a climate that stimulated growth in the Ortho-K industry through the sharing of knowledge, experiences and research. These conferences were wisely sponsored and supported by the newly emerging industries in the field of Orthokeratology which saw the benefits that such an investment would mean for future growth in the industry. With the end of these international conferences in 2005, however, the Ortho-K industry experienced a consolidation leading many experts to rearrange their once rosy outlooks for growth and expansion of the field.

By Marino Formenti 28

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GlobalCONTACT 3-15

26.11.15 15:53

Ortho-K REPORT

The Orthokeratology Academy of America (O.A.A.) created

With Orthokeratology and Myopia Control in mind, the effort

2002 at the first Global Orthokeratology Symposiums (GOS)

of grouping the interested professionals under a common

in Toronto with the mission of developing orthokeratology in

umbrella is quite laborious. Even the language is a complication.

North America stepped into the void created by the ending of

EurOK’s official language is English but it is spoken quite

the GOS by organizing national meetings with the intent to

poorly in southern Europe.

gathering together all optometrists interested in corneal

After EurOk formation, a pyramidal structure was put in place.

reshaping. At the same time, some active national entities in

The headquarters of the Academy is in Italy with its President,

Australia (Orthokeratology Society of Oceania), Singapore,

a Secretary and a Marketing Manager residing there. The duties

Hong Kong, United Kingdom (BOK) and Italy (AIOK) were

include General Affairs, coordination with the other Sections,

becoming more active also. Unfortunately there existed no

Membership management, the website and organization of the

liaison between these organizations to coordinate these efforts.

biannual european meeting.

There were also some efforts, in the academic world, to found

Where the organization is in need of, is the management of all

an international entity but without success.

National or Linguistic Sections. In some areas of Europe it is

In those years, there were many who were skeptical or opposed,

difficult to connect with orthokeratologists or practitioners

based on their own national interests, about the creation of an

interested in myopia control and EurOK may need the local

international body in the field of Orthokeratology. The OAA

Industry cooperation.

with its intention to open to other organizations and expand worldwide, became the engine that promoted the idea of an

THE POINT

international exchange of ideas. In 2008 in San Diego, the

Myopia Control is a real emergency as it is getting to an epidemic

OAA invited several international experts and speakers and

level in Asia but even in Europe, depending on where you live,

among these myself to represent the Italian Perspective. On

it may vary from 17% to 50% (UK).

this occasion, Cary Herzberg, Bruce Williams and myself

We know that relatively high myopia over -6.00D may

started to think and plan about a project to launch an

significantly increase the risk of developing eye diseases as

International Academy of Orthokeratology (IAO).

cataract, glaucoma and retinopathies. On the other side, we

In 2011 in Orlando Florida, the OAA and AIOK (which a couple

have a few more optical strategies to face the progression of

of month later became EurOK) founded the actual I.A.O. The

myopia. In the field of ophthalmic lenses, the use of progressives

dream had become a reality.

and bifocals has a very modest control on myopic progression

In March of the following year, an Asia Section was admitted

while contact lenses seem to work much better. Soft multifocals,

(IAOA) and in July a section comprising Australia and New

Soft Ortho-k, Peripheral plus contacts, Daily and Overnight

Zealand (Oceania,OSO) was as well. With the entrance of a

Orthokeratology are some of the preferred methods.

Latin American section (ALOCM) and IPOS (Singapore,

I really believe that EurOK, as an Academy which group

Malaysia, Indonesia, Vietnam, South Africa and India) in April

E u r op e a n p r a ct it ione r s (O pt ic ia n s, O pt omet r ist s,

and October 2015, the IAO has become a truly global

Ophthalmologists) dealing with the community in delivering

organization with almost 3,000 members.

the available optical strategies, and EFCLIN as an Association

In regards to Europe, we all knew a project to involve most

of the European contact lens industry dealing with the

European Countries would not be an easy task. A continent

practitioners (Opticians, Optometrists and Ophthalmologists)

with forty five countries, speaking thirty eight languages and

in providing the best optical and CL industry can have a major

different cultures, habits, lifestyle and professional education.

role in the European Continent.

GlobalCONTACT 3-15

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26.11.15 15:53

REPORT Ortho-K

Australia: Junghans et al., 2002 Hong Kong: Fan et al., 2004 Japan: Matsubara et al., 1999 Poland: Szaflik et al., 2004 Spain: Ferrer-Blanco et al., 2008 UK: Pointer, 2001 USA: Vitale et al., 2009 My question would be: it is possible to begin to think that we

The general session made of worldwide distinguished experts

can do something about Myopia Control by working together?

evidenced a high quality scientific program. BudapestOK provided

Could we be more effective? Could we stimulate growth in

invaluable insights, pearls and notions that kept the delegates

our field?

updated in the field of orthokeratology and myopia control.

EurOK will meet its mission not only in offering and providing

The sponsor’s seminars, which covered all the new technology

quality basic education and continuing education to its members

and lens design in corneal reshaping and specialty lenses,

but also in creating those safe practice policies through an

explored the latest innovations.

approved European protocol for Orthokeratology.

Finally, a round-table on the Orthokeratology Protocol was

On the other side, EFCLIN provides to the practitioners the

provided. EurOK is convinced of the necessity to adopt and

most appropriate strategies and educates the practitioners in

firmly recommend to all its members to follow a shared protocol

the use of their products to avoid complications with the most

for a safe practice of Orthokeratology. The protocol has been

effective problem solving.

approved and adopted. The recommendations have been

From the product to the consumer!

published in the academy’s website and are available for our

Orthokeratology is practiced in Europe quite extensively; is it

members. We are proud to lead this topic and support others

appropriate to say that there are 1,500-1,800 practitioners that

Section of the international academy in this process.

use this technique? Myopia Control has a much more wide

More than 230 Orthokeratologists and specialists in Myopia Control

market: we have a few more strategies actually!

attended the meeting. The annual membership meeting adopted a few resolutions as the National Section regulation and also the

A TASTE OF EUROK

decision of opening the doors of the academy to the industry.

Third EurOK Meeting was held in Budapest, July 10 -12 2015.

International companies may support the academy and appear as

EurOK event is one of the most prestigious international

sponsors in EurOK Website. Also, European companies and labs

th

th

congresses in the field of Orthokeratology and Myopia Control.

may become members and participate in our academy life. The

The secret of its success lies upon two fundamental components:

synergy between the industry and EurOK may result in a positive

the high level of the scientific program with worldwide

cooperation and a deeper penetration into the national markets,

recognized experts and the magnificent congresses venues, like

providing a valid impact on the communities which are more and

in Madrid (2012), Brussels (2013) and 2015 in Budapest on the

more aware of the necessity to have a wide spectrum of optical

historic area of Buda across from the Danube river.

strategies for an effective myopia control. n

This year we offered a new formula with the first day of the meeting being dedicated to workshops. For the beginners, a

www.eurok.eu

practical and instrumental workshop on orthokeratology procedures. The more experienced delegates attended a more advanced workshop in orthokeratology lens design and related

Marino Formenti, O.D., FIAO, Doc tor of

problem solving. Also, for the first time this year, we were

Optometry, University of Montreal, Canada. He

providing a portion of our curriculum to specialty lens fitting.

is President of EurOK, European Academy of Orthokeratology and Myopia Control, Vice-

The increasing demand of education on this field has induced

President of the International Academy of

our scientific committee to organize a workshop dedicated to

Orthokeratology

this growing area of interest.

30

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GlobalCONTACT 3-15

26.11.15 15:53

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Visit benz-tv.com

Benz Quality. Benz Innovation.

!AZ.indd 8

Benz Research & Development

11.11.15 12:13

REPORT Annual Meeting

Attendance soars for annual CLMA Meeting and Exhibition With a 67% increase of attendance over the previous year, the 54th Annual CLMA Meeting and Exhibition was held in Miami, Florida on October 29-31.With a theme of “Focus on Excellence”, this meeting hosted representatives from 13 countries. Of particular note this year was increased attendance by companies from Central and South America.

32

32_CLMA.indd 32

The educational sessions covered many aspects of custom

radically disrupted industry. Results of this survey were

contact lens manufacturing with a focus on using the latest

discussed in a town hall meeting in which members

technology to maximize quality and comfort for patients and

overwhelmingly expressed a continued commitment to the

cutting edge design options for eye care practitioners.

educational goals of the CLMA and pledged to support the

Although the CLMA member companies are competitors in

remaining CLMA raw material suppliers for 2016 at a level

the global custom contact lens industry, this yearly meeting

consistent with recent years that will make those goals attainable.

provides attendees an opportunity to find common ground and

CLMA raw material suppliers collect a small portion of sales

collectively promote the Mission Statement of the CLMA: to

as a fee to support education programs, primarily through the

increase awareness and utilization of custom manufactured

Gas Permeable Lens Institute (GPLI), the CLMA's educational

contact lenses.

wing. Members voted unanimously to increase this collected

After the Valeant companies Bausch + Lomb and Paragon

pass-through amount for the upcoming 2016 fiscal year.

Vision Sciences abruptly resigned from CLMA earlier this

Additionally, 17 member companies have made pledges of

year, a pre-meeting survey was sent out to CLMA members in

7,500 US$ each to support the educational efforts of the GPLI

order to gauge opinions on how best to move forward in a

for a total of well over 100,000 US$.

GlobalCONTACT 3-15

26.11.15 15:53

Annual Meeting REPORT

ELECTION RESULTS – BOARD OF DIRECTORS

The CLMA Awards Banquet was held on the evening of Saturday,

At the annual business luncheon, elections for the CLMA Board

October 31. Ed Bennett, OD, MSEd, FAAO, FSLS, Executive

of Directors were held. Voted into a one year term of office

Director of the GP Lens Institute presided over the festivities.

were the following members:

The following awards were presented:

Executive Board Members

CLMA 2015 Industry Enhancement Award:

President: Jan Svochak (Tru-Form Optics, Inc.)

Daniel L. Bell (Corneal Design Corp.),

Vice President: Daren Nygren (Custom Craft Lens Service, Inc.)

Daniel J. Manelli (Manelli & Fisher, PLLC)

Secretary/Treasurer: Kurtis Brown (Menicon America, Inc.)

Troy A. Miller (Accu Lens, Inc.)

CLMA Board Members

CLMA 2015 Honorary Recognition Award:

Ken Leonhard (Immediate Past President, Quality Contact Lens, Inc.)

Keith D. Parker (Advanced Vision Technologies, Inc.)

Josh Adams (Valley Contax, Inc.) Daniel Bell (Corneal Design Corp.)

CLMA 2015 Trailblazers Award:

Jeff Birk (Essilor Gas Permeable Contact Lenses)

Al J. Vaske (Lens Dynamics, Inc.)

Mike Fischer (Misupco, Inc.) Troy Miller (Accu Lens, Inc.)

CLMA 2015 Leonardo da Vince Award:

Chris Pantle (DAC International, Inc.)

Christopher F. Pantle (DAC International, Inc.)

Keith Parker (Advanced Vision Technologies, Inc.) GPLI 2016 Practitioner of the Year:

MISSION STATEMENT OF THE CLMA: TO INCREASE AWARENESS AND UTILIZATION OF CUSTOM MANUFACTURED CONTACT LENSES.

GlobalCONTACT 3-15

32_CLMA.indd 33

Douglas P. Benoit, OD, FAAO (Eye Center of Concord, NH)

The member companies of the CLMA, supporting the educational opportunities of the GP Lens Institute, enjoyed and profited from a highly successful CLMA Meeting and Exhibition and are looking forward to 2016 and beyond. n

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26.11.15 15:54

INTERVIEW Jan Svochak

Growing stronger Interview with CLMA President Jan Svochak When CLMA President Jan Svochak took up his appointment last year in Santa Fe, he couldn’t know what bumpy roads CLMA has to face during his presidency. We spoke to him during the meeting and Exhibition in Miami – and he seemed quite confident.

By Silke Sage GlobalCONTACT: For one year you

permeable materials and that would not be available to

are CLMA President. Have you been

laboratories. We had to compete against that.

able to change something?

Svochak: Well the industry has

GlobalCONTACT: Which company was that?

changed. I hope after some of the events

Svochak: Sola-Syntex had gas permeables – the Polycon lens.

in the last couple of months we’ve been

But Sola-Syntex was the first company who had gas permeables

able to change things, too. But the –

that decided to produce finished lenses rather than distribute

industry for sure – has changed.

it through laboratories in button form. So in 1981 was quite a crisis. At that time I was considering getting into the business.

GlobalCONTACT: What was the most

My father told me: “This business will be dead. PMMA lenses

significant situation you had to face

will be dead and we don’t have a gas permeable”. So from 1981

during the past months?

to the early 80’s we got some competing materials and we were

Svochak: Two months ago we did not

able to start producing gas permeables.

know if this would be our last meeting.

Because of the current events in our

GlobalCONTACT: Where did you get these materials?

industry. And I thought that by this meeting we would know

Svochak: First we had Optacryl 60 from Bill Hoffman, and we

whether things would be much worse or much better. I think

had Boston II, and Paraperm O2. So the first generation of gas

they have got much better! My wife reminded me that “you

permeable materials was about 10 to 14 Dk. We were able to start

probably will be the last CLMA President”, two months ago

competing and to take back some of the business we had lost.

when all these actions came to light.

GlobalCONTACT: Does the original company still exist?

GlobalCONTACT: So it made the association stronger…

Svochak: It has been rolled up so many times. I don’t even

Svochak: Yes, for sure! Everyone is united and the attendance is

know where it stands. But they did have 100% of the gas

up so high. Even people with whom I haven’t had good relationships

permeable market and we survived that. Now we are coming

in the past – I do have now. We have at least one thing in common.

from a different position: now we have 100% of the gas

But I would like to find more we have in common. Sharing the

permeable market other than the Paragon CRT design. So they

same adversary is not enough. We have to have other goals and

have to take it away from us. We have survived worse.

things that we agree upon to grow the market.

GlobalCONTACT: Do you see potential to work closer together GlobalCONTACT: It reminded you how important it is to

with European manufacturers?

have a strong association…

Svochak: Right now there is some licensing opportunity going

Svochak: Yes. It’s been since 1981, that we had a significant

both ways. I don’t know if some of the issues we`re facing are

crisis like this. We have a whole generation who forgot how

relevant in Europe too, but possibly we have some other things

important it is to have a strong association when you need it.

in common. We have been so busy fighting here that we don’t know what’s going on in Europe in detail. We have heard of

GlobalCONTACT: What happened in 1981?

some button price increases that have occurred there. But I am

Svochak: It was before my time, but I talked to Quido Cappelli

not sure. I did not have a chance to talk to labs in Europe. I

here at this meeting, who was one of the founding members

think everybody is concerned about the recent development.

of the CLMA in 1961. He told me “We have been this bad two

34

34_IntSv.indd 34

or three times – and even worse. You will be ok.” In 1981 all

GlobalCONTACT: If you could turn back time, what was a

CLMA members were left without access to gas permeable

mistake in the past of the contact lens industry or where was

lens materials. But there was one company that provided gas

there a potential lost, when you think back.

GlobalCONTACT 3-15

26.11.15 15:55

!AZ.ind

Jan Svochak INTERVIEW

Svochak: For me personally I wish I had a bought a button

companies there to find out if they are interested in visiting

producing company, so I wouldn’t put my personal company

our meeting. We even thought about having the meeting in

in this jeopardy. I thought about it several times but in the end

Latin or South America. And the companies’ answers were:

the Boston brand was so strong, I thought the cost to build a

“If it is not in my country I would not go, but I would go to

well-known brand to save a couple of dollars on each lens

New York and Miami”. So then we decided for Miami and we

wasn’t worth it. So I did not act on it. But if I had – I’d be a

made sure that it was just outside of the hurricane season.

genius right now. Now knowing what has happened.

GlobalCONTACT: So, were there new labs showing up this GlobalCONTACT: How much is the volume of RGP in the

year at the meeting?

North American Market? And in Dollars?

Svochak: Yes. There were labs we hadn’t seen for many many

Svochak: We don’t know this exactly, approximately 7-10%.

years. My uncle has a lab in Dallas and it’s probably been 15

And we don’t know for sure, but it is estimated approximately

years he hasn’t attended this meeting. Now he is.

100 Million US$.

GlobalCONTACT: There were plans to connect CLMA with GlobalCONTACT: What do you expect from the next year?

the GSLS (Global Specialty Lens Symposium)?

Svochak: I expect the association to continue to grow stronger.

Svochak: Yes that is the plan. We work very diligently to make

I do now. I have reversed what I thought two months ago. We

that possible, actually for January 2017. So it will be in one

are all seeing signs that we’re all on the same page. We were

year and three months. I believe that is very possible.

concerned about revenue loss. But we have some evidence from surveys of members, how motivated they are to switch

GlobalCONTACT: And will it then always be connected to

to a member-supported association. And we have donations

the GSLS?

of 17 labs now of 7,500 dollars each to the GPLI. That’s a

Svochak: We will try it and see. There are so many logistical

significant amount of money.

issues to overcome. If it works we will discuss then if we continue. If we do it maybe every other year or how we approach

GlobalCONTACT: Was Miami a good choice?

in going forward.

Svochak: I think so. We chose this venue initially to be attractive to the labs from the Latin American market. We talked to some

GlobalCONTACT: Thank you! n

Advertisement

!AZ.indd 12 35 34_IntSv.indd

25.02.15 15:55 22:15 26.11.15

TECHNOLOGY Augmented and virtual reality

Vision 3.0 - Digital vision systems What is ‘digital vision’, and why Vision 3.0?

Both terms AR and VR relate to additional information projected directly into our field of vision by means of wearable computer devices. It is a technique launched less than ten years ago which has long since grown out of its infancy. In many areas of industry, marketing and maintenance, portable computers will be soon considered as normal. And don’t forget the military who, without the aid of such technologies, would scarcely be able to protect their own soldiers.

Nowadays there are three definitions of vision in my opinion:

• Vision 1.0 – free vision without any means of vision correction • Vision 2.0 – seeing with vision correction • Vision 3.0 – digital, virtual vision and seeing with augmented content (AR and VR)

By Joerg Spangemacher

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GlobalCONTACT 3-15

26.11.15 15:55

Augmented and virtual reality TECHNOLOGY

When I write about ‘AR’ today, I am not referring to the

As we can see, with correction glasses we need a second center

standard term used in the industry for ‘anti-reflective coating’

of rotation for the screen of the monitor. To avoid prismatic

but exclusively to ‘augmented reality’. VR means Virtual

distortion you must consider the requirements of the center of

Reality and what AR means is shown in a short movie. (Clip

rotation at the point where you see AR (see photos 3).

1 can be watched via the QR code.)

The companies in this field of new technology just say: “Put

The older the readers among you will surely still remember the

your specs under the Smart Glass”, but I ask you: “How should

scene from the film ‘The Terminator’, where the Terminator

this be possible?” In photo 4 you will see what a Smart Glass

sees information displayed in his field of view (photo 1). Not

looks like.

only the image and recognition of outlines was displayed but

This young lady wearing Smart Glass creates a vase with a 3D

the Terminator also had to learn to interpret what he was looking

printer without using a computer, but how does this work? In

at. In addition to facial recognition, he received information

the clip you can see that she is talking to someone, but to whom?

that a wanted person had been found. However he also had to

You don’t see any earplugs, but the young lady needs to hear

learn the shortcomings of the system – namely that it only

some instructions what und how to do. So the Smart Glass fits

worked when the batteries were charged.

very tightly to the head, so that she can hear the sound through

It dates from 1986 and was a total fiction at that time. Today,

the head bones. Does anyone know how to fit a pair of spectacles

30 years later, it is reality!

with correction lenses under this Smart Glass?

Additional information is projected directly into your field of

As mentioned the companies say: “Put your specs under the

vision. But the overall question is: What happens if someone

Smart Glass!” This is no joke! For Seiko Epson this is a serious

is short sighted? Today Smart Glasses can only be used by

suggestion that I tried myself at a congress about AR. Photo 5

people who need no spectacles or use contactlenses.

shows what it looks like.

If someone uses Smart Glass: What will she/he see who is shortsighted and needs glasses with -2.0D? His/her focal point is 50 cm in front of the eye without corrective lenses. But the image of the camera will be projected in a distance of 3 to 5 meters in front of the eye. In talks with technicians and programmers at the conference ‘Inside AR’ in 2013, I found out that no one understood the physiology of seeing or understood the problem.

To understand – or perhaps even excuse – these shortcomings I should mention that these technologies only began to appear at the turn of the millennium. Suddenly, electronic circuits became small enough to be built into wearable computer devices.

Photo 1: Clip from the 1986 movie 'The Terminator' (The clip can be watched via the QR code)

Whether it was of any practical use didn’t matter – all that was initially important was that it was possible to make it. The nerds just started off with crazy notions, without any idea about where they were heading to.

Today – almost every month – startups are being set up with the latest digital solutions, irrespective of whether they are viewed on a display or through electronic glasses. – And no one takes care of the needs of potential users who are in need of ophthalmic correction.

In photo 2 you will see a Smart Glass for military use. The lady wearing it seems to be emmetropic.

GlobalCONTACT 3-15

36_Vision3.indd 37

Photo 2: Smart Glasses are already in military use (AR gear) – for emmetropic soldiers 37

26.11.15 15:55

TECHNOLOGY Augmented and virtual reality

Camera

Visual Point for AR

Photo 4: Smart Glasses fit very tightly

Photo 5: Corrective lenses under the Smart Glass

around the head to transmit sound through

– the suggested solution for ametropics is called

the head bones

OTG (over the glass)

Movie 6: With Smart Glass people can learn

Movie 7: Picking off goods guided by Smart Glass

Boxed center

15 mm

16 mm

Visual point

different techniques without supervision. This Photo 3: The red sign shows where the camera is

movie shows a technician repairing a car by

used to be set; the green sign shows the visual

getting detailed instructions via his Smart Glass

Point for AR

AR NOWADAYS For the next few years AR will only be used in businesses, workshops, marketing, logistics, teaching and learning. AR allows hands-free working, this is one of the advantages. For private use, up to now there are hardly any choices for AR, but this will change

Movie 8: Pilots being guided via Smart Glasses

rapidly! For 2016 it is estimated that early adaptors will buy 10

through the whole process of flying

mio. units; beyond 2020 one billion units per year will be sold.

38

36_Vision3.indd 38

Three small movies show the use and advantages of Smart

Let us remember the advice of Seiko Epson: “Put your specs

Glasses in different fields of business. In movie 6 a technician

under the Smart Glass”. The monitors of the Moverio BT-200

is repairing a car by getting detailed instructions via his Smart

are exactly at the places where the reading point is of the

Glass. In movie 7 we follow a worker in a wholesale store being

progressive lenses. What nonsense!

guided by his Smart Glass the right way through the wholesale

If you try to talk to the sales people and physicists about the problem

store to pick up the products needed for delivering. Start movie

with progressive lenses, they not only do not understand the question

8 to see a flight with a pilot getting instructions via Smart Glass

they even have not heard about such a type of lens. In simple words:

during a flight.

These companies simply ignore the necessity of sight correction!

Now let’s see what you really can see with Smart Glasses, either

At a seminar on ‘How to fit Smart Glasses’ at the Munich

you are emmetropic or you use contact lenses? This is shown

Technical University (Germany) the tutor explained very

in photos 9 and 10 – the information provided is easily readable.

simply: “You have two telescopes. Adjust their focal points

So far’ so good, everything looks fine. But what if someone

at three to five meters and fix them. That’s all.” After that

needs progressives?

simple explanation I indicated that this is correct for the optical

Most of the augmented information is distorted by the astigmatism

system of both telescopes. But as soon as a pair of eyes looks

at the sides of a progressive lens. We have to accept that this is

through these two telescopes you will get a completely new

an idealized demonstration, because there are no Smart Glasses

optical system with totally different conditions: With the

– also not in future – that will allow progressive correction.

visual center of the brain as the headquarters, they have to GlobalCONTACT 3-15

26.11.15 15:56

Fu Pl

Ne

WW STE +1 7

Sterling !AZ.ind

Augmented and virtual reality TECHNOLOGY

Photo 11 and 12: Same situation as in photos 9 and 10, but the wearer needs progressives; the AR information has vanished

Photo 9 and 10: The view through Smart Glass with AR for far and near observation. The information is easily readable for emmetropics and wearers of contact lenses take into account the physiology of seeing. The technicians and physicists to whom I talked had never heard of this before and could not understand what I was talking about.

If everything will be perfect in future: Imagine what you may see in AR! On the right, on the left, at the right upper

Photo 13: Information overload – This is what you will see in

corner, even though in the left one, there will be a lot of

future if you look through a Smart Glass. On the right, on the

information in the field of vision: the weather, current facebook

left, at the right upper corner, even though in the left one,

posts, skype chats, location maps, and so on. Maybe you’ll go

there will be a lot of information in the field of vision: the

crazy? Do you need all this information? This will not be the

weather, current facebook posts, skype chats, location maps,

question – it will come anyway!

and so on

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TECHNOLOGY Augmented and virtual reality

Photo 14: The HoloLens from Microsoft. The first

Photo 15: Looking through the Microsoft

Movie 16: Unbelievably realistic: movie showing a girl

Smart Glass where correction lenses can be built in

HoloLens into a room with 3D holograms

sitting in the palm of a hand with a dog on her lap

THE FUTURE There are basically two new deployments coming in this field of vision that will overrule the actual technology of AR and VR, both techniques work with holograms. Today there is the HoloLens from Microsoft and 3D-Fying.

A hologram is an object like any other object in the real world, with only one important difference: Instead of being made of physical matter, a hologram is made entirely of light. Holographic objects can be viewed from different angles and distances, just like physical objects, but they do not offer any physical resistance when touched or pushed because they don’t have any mass.

Holograms can be two-dimensional, like a piece of paper or a

Movie 17: Hologram in real surroundings: Leviathan coming out

TV screen, or they can be three-dimensional, just like other

of the big screen in the cinema

physical objects in our real world. The holograms you’ll see can appear life-like, and can move, be shaped, and change according to interaction with users or the physical environment

months ago by a start-up company called Magic Leap. They

in which they are visible.

created a short movie showing a girl sitting in the palm of a hand with a dog on her lap. This movie may not sound

THE HOLOLENS HoloLens is the first device with an in-build clip for corrective

spectacular, but just have a look at it and you will be impressed – it looks so unbelievably realistic (see movie 16)!

lenses. Each surface will change into a touch screen.

HoloLens is the first fully functional, wireless and transparent

VIRTUAL REALITY WITHOUT OPTICAL DEVICE

holographic computer through which high-resolution holograms

The new generation of Virtual Reality is easy to see – you can

can be displayed, controlled by gestures or via voice. Transparent

see the hologram without any optical device in use!

means that there is a headset you put on with transparent glasses

This is what the developer says: “Using our Dynamic Digitized

onto which the 3D holograms are displayed.

Lightfield Signal™, imagine being able to generate images

The holograms do not just appear on the transparent screen but

indistinguishable from real objects and then being able to

adapt to the environment. This means that a low camera takes in

place those images seamlessly into the real world.” You don’t

the surrounding and is able to ‘pin’ the holograms to any desired

need any specific devices to see the hologram and the

position in this space. This can, for example, be Social Media

augmented information; you see the hologram in real

Icons, weather information or 3D models created in advance.

surroundings!

Furthermore, HoloLens can help people with their work. You

The first presentation was made in January 2014 at Las Vegas

can see 3D models created with CAD holographically in front

(USA) with the world premiere of the movie ‘Leviathan’ and

of you and then modify them. Many professional groups such

more than 1,500 people watching. The Leviathan is a sea

as architects can create 3D models quickly and easily in front

monster, understood as a whale, kraken, snake or dragon, which

of them using a Microsoft program, position them in space and

frightens the sailors.

thereby create a realistic spatial experience. The profession of

In Las Vegas the Leviathan crept out of the big screen of the

model maker is thus likely to die out in the medium term.

cinema and flew through the hall of the theater. Everybody could see it, everybody had the impression it was real, but it

3D-FYING

40

36_Vision3.indd 40

was not – it was just a genuine hologram!

The most cutting edge technology in AR is 3D-Fying with an

We are on the brink of a thrilling evolution in seeing augmented

immersive and holographic projection. It was invented a few

information. The technology today is just the beginning. n GlobalCONTACT 3-15

26.11.15 15:56

Larsen PR-ADVERTISEMENT

Lab chooses Larsen Equipment support Voices from Opto Centar This management team was facing the decision of how to change their Contact Lens manufacturing process to take advantage of their modern CNC lathe. A complete changeover to modern blocking, tooling, and polishing processes was required. They also wanted to develop a close working relationship with their machinery supplier.

MARIN RADMAN, PRODUCTION MANAGER

plans for further innovations and improvements in the future

“I first met Erik Larsen several years ago. At every EFCLIN

(we have got a little spoiled!) and that their progress will

we looked at his equipment. At that time we were not really

not stop here!”

interested in having it. It was more that we just wanted to see what was out there. After a couple of years we came to

DOMINIK AHMETOVIC, HEAD LAB TECHNICIAN

the point where improvements in our production were

“I work with LED equipment every day. Being able to polish

necessary. We were using a different process at the time

all back surfaces with just two Bladder Rubbers (one for

and we thought we seriously needed to change it. We spoke

conical lenses, the other for flatter ones) makes production

to friends in other labs and they had only good things to

more efficient and our job much easier. Needless to say,

say about LED equipment. Somehow I was still somewhat

the quality is far better too. In the past I had to re-cut many

unsure, but we decided to go for it anyway, whatever the

polishing pads every day. Having to make pads for a complete

consequences. So we ordered a Bladder Polisher and a

range of base curves was time consuming and the quality

four-spindle edge polisher. We connected the Bladder Polisher

was not very good. But now it is excellent! Polishing edges

to the compressed-air and electricity supplies and tried it

on four lenses instead of one-at-the-time has also proved

out. We were immediately amazed at the results. With just

a big time-saving. The Dual Dispenser Blocker improved

an easy setup, we got it polishing complete base curves from

not only the accuracy of our products but also made it

center to the edge on all our symmetric and non-symmetric

possible to block lenses of large diameter too. With the

base curves. On the first day we made more lenses than ever

Dual Blocker we can now block soft and RGP lenses with

before and could immediately see the instant improvement

different waxes on the same blocker. I am still amazed how

in quality.

precise it is and how the number of rejects has fallen,

Using the edger we could edge four lenses at the same time.

especially with the soft.

After that, we had complete confidence in LED and we know

The online (Skype), telephone and email support was excellent

we had not made a mistake in getting the equipment. A few

during the whole installation stage and continues to be so today.

months later, we ordered our second Bladder Polisher.

Thank you LED!” n

Sometime later, we started thinking what was the next thing in our production line that we could and should improve.

We found that our weakest link was the blocking. So we decided to get a blocker too. We ordered the dual one which is so easy to operate and very accurate. We work every day with the blocker without needing to recalibrate it. It has now been in operation for the past eight months and runs excellently. Thus our weakest link has now become our strongest one. You could really not ask for more!

We cannot imagine our production now without the LED equipment. We can scarcely think back to our old way of blocking and polishing the lenses. It all seems such a long time ago! In the end it was not such a major investment: Looking at the cost of the equipment and number of extra lenses we have already produced in only one year, it was in fact a very clever move. I would recommend LED to anyone.

I would like to take this opportunity of thanking Erik and his team for making such good equipment. I hope LED has GlobalCONTACT 3-15

04_PRLarsen.indd 41

Marin Radman and Dominik Ahmetovic 41

27.11.15 11:54

Photos: Silke Sage

REPORT Jerry Legerton

California's contact lens legend Dr. Jerry Legerton Optometrist, author, lecturer, inventor and consultant to the ophthalmic industry, Dr. Jerry Legerton is a world leading innovator with 44 of his 48 issued US patents for contact lens technology including SynergEyes, Paragon CRT, myopia progression control, presbyopic laser refractive surgery, novel scleral and multifocal contact lenses and wearable display enabling contact lenses.

By Tom Baugh

42

42_TomBaugh.indd 42

Contact lens designs, manufacturing and materials change each

melatonin and serotonin levels for seasonal affective disorder,

year as innovations emerge. This is the age of “smart contact

mood and sleep regulation, as well as, the regulation of myopia.

lenses” in the inventive outlook of Legerton.

Manufacturing these new lens designs with advanced elements

New products will enter global markets. He sees new patents on

and components will call for advanced fabrication technology

fluid meniscus accommodating contact lenses, myopia control,

and new clinical procedures. Legerton calls for ”technology

health monitoring, drug delivery, and the introduction of micro

driven contact lens prescribing”.

electronic and mechanical components in and on the lenses, even

In a recent article he stated “to believe that there is a clear

power sources. He anticipates lenses with light sources to regulate

opportunity to expand customized lens use beyond its current GlobalCONTACT 3-15

26.11.15 15:56

!AZ.ind

Jerry Legerton REPORT

confines to provide better vision, comfort and health for a significant percentage of patients who are candidates for soft lenses”. And he adds: “Customized lens laboratories are making great strides in their adoption of more precise manufacturing and metrology technology. Material suppliers are increasing their efficiency in button production and advancements, including base curve molded buttons. They are also supporting the laboratories by enabling technologies that include specialized surface treatments and lens tinting. In-office instrument technology can now link the eye care practitioner directly to the sophisticated apparatus of industry.”

He lauded the new Zeiss Cirrus OCT Anterior Segment Premier module and the Eaglet Eye, Eye Surface Profiler, devices as examples of future precision clinical metrology coming on the market now.

Dr. Jerry Legerton will speak next at the Cor nea, Contact L ens a nd Contemporary Eyecare Seminar at the University of Houston College of Optometry on December 5-6, 2015. n Advertisement

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26.11.15 05.11.15 15:56 10:29

BUSINESS AND MARKETING Management

Enforcing instructions Staff often judge instructions from superiors as authoritarian and associate them with terms such as “command”, “dictate” or “rule”. Associations with the picture above come to mind. When orders come directly from headquarters, staff are even more likely to feel restricted in their selfdetermination and imposed upon. But for a company which is managed in a cooperative style, instructions are necessary and thus should be reasonable and seen to be so in order to be accepted.

By Rolf Leicher

44_Leicher.indd 44

When changes are introduced, it is only natural for staff to

account the better. Thus one should not only provide

ask what is the actual benefit of the measures. If changes

information about the facts but also about the benefits and

are implemented suddenly and without warning, the

the advantages to the company and to the staff. If one replaces

management is likely to meet with resistance. Organizational

the term "instruction" or "order" by "information" or

changes are more likely to be accepted where employees are

"notification" it may sound more acceptable. However the

involved from the start, asked their opinion and allowed to

term "instruction" is most likely to be taken seriously, while

contribute. Naturally, no manager can please everybody. But

other words relativize the meaning, allowing for undesirable

the more an instruction takes the interests of the staff into

scope for reinterpretation.

26.11.15 15:58

Management BUSINESS AND MARKETING

Instructions from creation to execution

Instructions given spontaneously without due thought often have to be revised later, which staff find irritating. They wonder:

The need for an instruction arises

yesterday this way and today that, what will it be like tomorrow?

What you say today, you should not have to take back tomorrow.

Formulation and text of the instruction

Allow decisions to mature, avoiding impulsive reactions. Discuss all aspects of the instruction with the team. It is a key element

Choose the form of notification

of a cooperative management style to involve staff as far as possible. Who is allowed to have a say stands behind the

Written

Oral

instruction. This reduces the chance of one or other member of staff thinking the instruction does not apply to them.

Check

WRITTEN OR ORAL COMMUNICATION Has the instruction been understood?

Will it be carried out?

What effect will it have?

Are oral or written instructions better? What is most likely to get through to your staff? Oral instructions can be explained to every staff member individually and questions can be answered immediately. But this takes time and may lead to pointless

No

Yes

Yes

No

Positive Negative

discussions. Written instructions can be read over again. They are usually better thought out and worded more carefully which

Recognition

Express recognition

prevents misunderstandings. The written form appears more bureaucratic but it makes it easier for new staff to become acquainted with them. Instructions could also be designed to

Find out why

explain the operational context, background and reasons for their introduction.

Thus information should be given which goes beyond that which

Talk to the person concerned

is absolutely necessary for doing the job. If insufficient information is provided, staff may get worried and result in questions and queries.

In order to emphasize the importance of instructions, it is

THE 4-POINT STRATEGY

essential to follow up on them and check that they are adhered

P roceed systematica lly, even if it is on ly a simple

to. The information will only be taken seriously if similar

communication. Take your time before you announce it. The

instructions are in force in other companies. What is generally

following approach has been tried and tested, whereby the

accepted within an industry is likely to be accepted by the staff.

right order is very important.

TRUST IS GOOD BUT CHECKING IS BETTER 1. Communicate (what is it about?)

One should be able to rely on the instructions being adhered

Instructions that are announced suddenly and unexpectedly,

to. However, checks are necessary to show that you consider

can lead to difficulties. Thus inform everyone who may be

the instruction important. At least spot checks should be carried

affected in good time.

out to make sure everybody is sticking to the instructions.

2. Explain (what needs to be done?)

Checks may not be popular but they have the positive effect of

Imprecise instructions may lead to confusion and not be

confirming the rules are being kept and offer the chance of

followed. Thus tasks and changes must be explained clearly.

praising those who stick to the instructions. Of course checks

3. Give reasons (what is behind the instruction, what are

have to be done openly and not behind people’s backs. Those

the benefits?)

who don’t comply must expect to face the criticism. n

Instructions which seem arbitrary won’t be taken seriously.

Thus explain the reasons why the instructions are needed and what they aim to achieve.

4. Get people involved (who is affected by the instruction?)

Staff who are involved in planning and implementing changes

Dipl.-Betriebswirt Rolf Leicher is a marketing expert from Heidelberg and is well-known in companies for his seminars and as a communications trainer. He also works

will regard it as their own project. Therefore allow them to voice

as author for several publications. His expertise is based

their opinion, to object or give advice and take their suggestions

on lectures and seminars he has given at well-known

seriously. However, there is no point in having long discussions

institutes and academies.

about legal regulations, since they have to be followed anyway.

GlobalCONTACT 3-15

44_Leicher.indd 45

45

26.11.15 15:58

COLUMN

The value of price Pricing is an economic and a marketing tool for everyone selling products. Next to the fact that prices should present the total cost of production, plus a profit margin. For everybody these two sentences above contain anything new, please don’t bother to continue reading.

For those these sales laws are familiar to, there is something else you might want to add to your marketing tools.

By Wim Aalbers First of all, I would like to make it very clear that I am not an

satisfaction was less than 28, let’s say 27. That is for this

economist, so do not think I invented below ideas myself. The

particular product and for that particular customer.

idea was developed by a good friend, who by the way is a real

For every product and for every customer this value will be

economist. His ideas have never been able to turn around all

different.

economy theories, but I found them interesting enough to share

The story is clear, but how to measure this value? Hard to

with you.

make a deal with your competitor and see at which price your

The economy measuring model he developed is about the value

customer will switch. Can be done, but you’ll end up with the

of a customer. In not one single marketing textbook (as far as

exact figures of the value of the customer satisfaction, but

I know) the method is published by which the value of a customer

with no customers left.

can be measured. Or at least a method by which this important business fact could be translated into numbers and facts by measuring. Well, this is how it works.

Let’s assume you sell a product (X) for a price of 100 (any currency). You sell this product on a regular basis to a customer for a long time already. The customer is loyal to your company and you even have a personal relationship with the buyer. The service you give is good and well appreciated by your customer.

PRICE IS WHAT YOU PAY VALUE IS WHAT YOU GET - WARREN BUFFETT

So there is obviously customer satisfaction.

46

46_WimPricing.indd 46

But what is the value of this customer satisfaction? Can you

But it certainly is a good exercise to sit down with the sales

calculate that value?

force on a rainy Monday morning and go over a list of all your

Well, it is not easy, but you can indeed.

important customers. Salesmen will be very well capable to

Try to imagine the following. Your competitor sells a similar

estimate at what price a certain customer would switch over to

product (X). This product is almost the same as yours and it is

a (imaginary) competitor. At this way your organization will

sold also for 100.

get a reasonable image of what the value of the customer

No way that your customer would consider to switch to your

satisfaction is. That can be done for every single customer. Of

competitor because of the good relationship you have with him.

course this will be all based on estimations, but you will find

But what if the competitor decides to sell that product X for

that there will be severe differences in the values per customer.

90? Will your loyal customer still keeps loyal to you? Probably

There will be customers with values of 40 but also with a value

he will, since the relationship as described is very close. But

of 10 or even lower. It might be a good idea to develop a strategy

what if your competitor lowers his price?

for those customers with low values to improve and increase

At what price your customer would switch and turn his back

the value.

to you? Will that be at a price of 85, 80, 75, 70 or 65? If it will

It is already a few years ago that my friend explained the method

happen at a price of 72, we can say that the value of the customer

to me. I was impressed and started using it for my organization.

GlobalCONTACT 3-15

27.11.15 11:50

COLUMN

because I take photos with a “real” camera, but fun to see. The price was € 30. Not too expensive and a fun gadget.

I almost forgot the offered lens until I found a similar thing on the Ali Baba website. There were even two lenses in one sale: a fish eye lens and a wide angle lens. They came with all the needed mounting material for the phone. The price was including shipping costs. And the price was: $ 2,99.

Two dollars, ninety nine cents, shipping included! My customer loyalty obviously was lower than € 27 for this product.

The problem nowadays is that these ridiculous prices can be found in all kind of businesses. Also in our industry. I remember (yes, I am getting old…) that in 1972 Bausch & Lomb sold their first soft lenses in Europe to the optical field for about € 30 per lens. No discounts.

Last week I saw an advertisement from a drugstore in the local newspaper for daily contact lenses: € 15 for a pack with 30 Caption: Photo through a $ 2,99 fisheye lens

lenses. So per lens is the price to the consumer € 0,50. So I don’t even want to think of the factor the price has been decreased

It was surprising how great the differences were we found and

to the optical field, also taking into account the value of € 30

even more surprising what we could do to improve our

in 1972 compared to the value of € 0,50 today.

performance.

My favorite economic model as described above, will not offer

And what was the reason why I came up with the method now

a solution to this price development at all. But it might help

as a subject for this column?

you to do some homework in calculating what the real value

That was because as a customer I am also sensitive in practice

of your customers is today.

for this value of price. Let me explain.

Look forward to a rainy Monday morning and have some fun! n

I am a fanatic amateur photographer and for many years I buy Wim Aalbers was Executive Director of EFCLIN until 2011.

all my stuff in a store where they know me and they know what

He wrote the columns "Something Else" since 1992. Active

kind of stuff I might want in the future. They have a better wish

in the industry since 1972. He writes for GlobalCONTACT

list for me than I have myself…

since it was founded in 1992.

A while ago they showed me a wide angle lens for my smartphone. Not the most wanted gadgets in my wish list,

INDUSTRY NEWS

DAC'S CHIP HEAVICAN TO RETIRE AT THE END OF 2015 After 28 years of excellence in service to DAC and the lens industry, Chip Heavican, Executive Vice President, has decided to retire at the end of 2015. “Chip has been both the face of DAC and friend to many of our customers and industry colleagues. He will sadly be missed by us all,” said Peter Brierley, President of DAC International. “His achievements and contributions to the success of DAC will not be forgotten and we wish him a happy and healthy future with more time to spend with friends and family in this next phase of his life.”

In line with this change, Chris Pantle, is being promoted to Director of Sales, The Americas and Pacific Rim. Ken Payne, is being promoted to Vice President of Global Sales in addition to his current role of Managing Director of DAC Europe. Ken will also assume responsibility for sales in mainland China, while Chris will be responsible for sales in Hong Kong and Taiwan. www.dac-intl.com

46_WimPricing.indd 47

Chip Heavican

Ken Payne

Chris Pantle

27.11.15 11:50

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Contamac LTD Carlton House, Shire Hill Saffron Walden Essex CB11 3AU United Kingdom Phone: +44 1799 514800 Fax: +44 1799 514801 sales@contamac.co.uk www.contamac.com

Contact Lens Material

BostonEyeBrid-inside Materials Group EyeBrid-inside 14 place Gardin Bausch +Caen Lomb 1414000 place Gardin 14000 Caen France

Wintergasse France 32 69469+33 Weinheim Phone: 688 248 855 Phone : +33231 688866 248 855 Fax: Germany +33 686

Fax : +33 231 866 686 www.eyebrid-inside.com T +49 6201 17869 info@eyebrid-inside.com info@eyebrid-inside.com F +49 6201 62184 www.eyebrid-inside.com

tanja.malkus@bausch.com Contact Lens Material www.fit-boston.com

LAMBDA-X S.A. Avenue Robert Schuman 102 B-1400 Nivelles Belgium

Larsen Equipment Design 1117 N.W. 52nd Street Seattle, WA 98107 USA

Phone: +32 67 79 40 80 Fax: +32 67 55 27 91

Phone: +1 206 789 5121 Fax: +1 206 789 7756

info@lambda-x.com www.lambda-x.com

erik@larsenequipment.com www.larsenequipment.com

Instruments

Machinery and Tools GlobalCONTACT 3-15

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YELLOW PAGES

35

YEARS

K & Y Diamond Ltd. 2645 Diab Street Ville St. Laurent Quebec, H4S 1E7 Canada

Optimec Limited Unit B3 The Haysfield Spring Lane North Malvern WR14 1GF United Kingdom

Phone: +1 514 3335 606 Fax: +1 514 3395 493

Phone: +44 1684 892859 Fax: +44 1684 893037

kydiamond@kydiamond.ca www.kydiamond.ca

www.optimec.com enquiries@optimec.com

Diamond Tools

Polysciences, Inc. Corporate Headquarters: 400 Valley Road Warrington, PA 18976

Instruments

www.polysciences.com info@polysciences.com

Phone: +49 9131 691500 Fax: +49 9131 691511 sales@optocraft.de www.optocraft.de

Instruments

Rotlex (1994) Ltd. Unit 2D P.O. Box 3039 Omer Industrial Park Omer 84965 Israel Phone: +972 8 690 1144 Fax: +972 8 690 1155

Phone: +1 215 343-6484 Fax: +1 215 343-0214 fax

OPTOCRAFT GmbH Am Weichselgarten 7 D-91058 Erlangen Germany

www.rotlex.com info@rotlex.com

Instruments

Vista Optics Ltd Gorsey Lane Widnes, WA8 0RP United Kingdom Phone: +44 151 420 9318 Mobile: +44 7740 283889 www.vista-optics.com enquiries@vista-optics.com

Contact Lens & IOL Materials

European Office: PUBLISHING GROUP RATINGEN

Phone: +49 6221-765767 Fax: +49 6221-764620 fax www.polysciences.com info@polysciences.de

Contact Lens Material

MediaWelt Services Verlag f端r Optometrie Ophthalmo Verlag China FOCUS Publishers Beijing - Hong Kong - Xi'An

KernVerlag

TRIOPTICS GmbH Hafenstr. 35-39 22880 Wedel Germany

Publishing Group Ratingen Papierm端hlenweg 74 D-40882 Ratingen

Phone: +49 4103 18006 0

Phone: +49(0)2102-1678-0 Fax: +49(0)2102-1678-28

www.trioptics.com sales@trioptics.com

www.mediawelt-services.de info@mediawelt-services.de

www.global-cl.com info@global-cl.com

Media Service GlobalCONTACT 3-15

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Instruments

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CLOSING WORDS

MASTHEAD

SILKE SAGE

Editor-in-Chief GlobalCONTACT and FOCUS MediaWelt

GLOBAL CONTACT The Website and the Magazine: The complete communication system for the contact lens industry. The magazine, 2,500 copies, is distributed to contact lens laboratories, wholesalers and other organizations active in the contact lens and IOL industry.

The website, www.global-cl.com is free for all industry related professionals PUBLISHERS ADDRESS MediaWelt GmbH Papiermühlenweg 74, D-40882 Ratingen Tel.: +49-2102-1678-0 Fax: +49-2102-1678-28 Website: www.global-cl.com E-mail: info@global-cl.com

PUBLISHING GROUP RATINGEN

CEO AND PUBLISHER Jörg Spangemacher (SPA) E-mail: j.spangemacher@mediawelt-services.de

1. If I didn’t do this job, then… I‘d be a screenplay writer at HBO! 2. The best thing about this job is… having a full perspective of what is happening in the industry and staying close to what I studied and love so much: Optometry.

3. In this job it is not difficult to… find long-lasting friendships and great enthusiasm for contact lenses.

4. The last time I was disappointed with my job was… when yet another merger reduced the variety of products, knowledge and jobs in the industry of ophthalmic lenses, contact lenses and suppliers.

5. Professional/trade journals are… of course the best way to communicate to your customers and suppliers, and to provide knowledge to readers.

6. I was surprised that… “futuristic technology” like the tablet computers from Deep Space Nine and wearable computers with an optical head-mounted display like Google Glass have become a reality. We live in exciting times! I wonder when we’ll finally get warp technology.

7. For me talking to readers is… the best way to find out what really matters in this industry.

8. A day is perfect when… I have found an interesting story, answered all my emails, talked to interesting people and, on top of it all, prepared a delicious dinner for my family.

9. The most insane thing about my job was… traveling on a Saturday to a meeting in Berlin, next morning to the NCC in Eindhoven and the morning after that to the Mido in Milan. I felt like a rock star!

(Minus the rock, minus groupies, minus alcohol, minus music… but with dark circles under my eyes, bad hair days and too much luggage).

10. I cannot live without… my computer, my camera and watching great series on TV. This is the nerd-part in me. But what really matters to me is my family, especially my 7-year-old daughter and my 4-year-old son. Every day they show me what an amazing world we live in.

11. My greatest wish is… to look back at the age of 95 on a happy life, and then get struck down by lightning while out walking the dog.

12. In my next life I’ll… be a screenplay writer at HBO ;)

EDITOR-IN-CHIEF Dipl.-Ing (FH) Silke Sage E-mail: s.sage@mediawelt-services.de

MediaWelt Services Verlag für Optometrie Ophthalmo Verlag China FOCUS Publishers Beijing - Hong Kong - Xi'An

KernVerlag

Members of

EDITOR Jörg Spangemacher E-mail: j.spangemacher@mediawelt-services.de Britta Laupichler E-mail: Britta@mediawelt-services.de USA CORRESPONDENT FOR CONTACT LENSES Dr. Thomas Baugh E-mail: tkbaugh@hotmail.com TRANSLATIONS John Saniter, Bopfingen, Germany EDITORIAL BOARD Wim Aalbers, Dr. Thomas Baugh, Dr. Patrick Benz, Erik Larsen, Eef van der Worp PRODUCTION & LAYOUT Efstathios Efthimiadis E-mail: litho@mediawelt-services.de Data Transfer: +49-2102-1678-240 DISTRIBUTION PressUp GmbH, Postbox 70 13 11, D-22013 Hamburg Tel.: +49-40-41448460, Fax: +49-40-41448499 MEDIA CONSULTANT Constanze Classen Tel.: +49-2102-1678-26 Fax: +49-2102-1678-28 E-mail: constanze.classen@mediawelt-services.de ADVERTISING AGENT GREAT CHINA Beijing FOCUS Optics Culture Commnication Co. Ltd. Room 319, Building 2, Nr. 1, Northbank 1292, Nr. 15 Jianguo Eastroad, Beijing 100024 (Chaoyang), P.R. China Mrs. Jian Wang Tel.: +86-10-8537-6529 Email: jennywang_focus@126.com Skype: jennywang611 ADVERTISEMENT RATES Price list No. 7, valid from January 01, 2015 Publication Schedule 3 issues 2015: March, July, October SUBSCRIPTION COSTS PER YEAR European Union 80,00 € (plus VAT for German companies), Overseas Seamail 90,00 €, Overseas Airmail 110,00 €, United States Seamail 95,00 €, United States Airmail 125,00 €, Single issue 20,00 € (plus mailing costs) The Publisher requires three months written notice on cancellation. Subscribers please note that proof of notice may be required.

BANK DETAILS Bank account: Commerzbank AG Bank No.: 300 800 00 Acc. No.: 0303 108 100 IBAN: DE 72 30080000 0303108100 SWIFT: DRES DE FF 300 PRODUCTION & PRINT PHOENIX PRINT GmbH The publisher takes no responsibility for unsolicited manuscripts. Please note also that photographs submitted for use in GlobalCONTACT cannot be returned. The publisher's written permission is required for any reproduction, translation or recording of material published in GlobalCONTACT, including extracts of such material. Permission will normally be given, subject to the usual acknowledgement. Copies made of published items must be limited in number and for personal use only.

PHOTO CREDITS P.10: Dmitry Kalinovsky, P.16: Alexander Tihonov, P.24: oneinchpunch, P.44: Ljupco Smokovski, /shutterstock.com

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