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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*Dk is measured with ISO/Fatt method. ©Bausch & Lomb Incorporated. Boston XO2, Boston XO, and Bausch + Lomb are trademarks of Bausch & Lomb Inc. or its affiliates.
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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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
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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
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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
Advertisement
!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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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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GlobalCONTACT 3-15
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
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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
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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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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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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.
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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
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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
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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
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!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
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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
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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
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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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42_TomBaugh.indd 43 !AZ.indd 7
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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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
Media Service 49
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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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30.09.15 12:18
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