Kids + Vision May 2019

KIDS+

VISION

Eyecare and Eyewear for Your Young Patients

Building Your Practice with

PEDIATRICS P36

Managing Your Frame Inventory

FOR KIDS P40

vision care

BETTER CHILDREN’S

product news

A Continuing Education Supplement to VCPN, May 2019. Approved for one ABO credit hour of continuing education, General Knowledge.

EYEWEAR DISPENSING ABO CE P28

KIDS + VISION: TABLE OF CONTENTS

TIPS FOR BETTER CHILDREN’S EYEWEAR DISPENSING 28

By Ed De Gennaro, Med, ABOM

NEW KIDS ON YOUR WATCH 36

By Joy L. Gibb, ABOC

AS EASY AS CHILD’S PLAY 40

By Kevin Harrison, ABOC

ON THE COVER: Designed for both fit and fun, Superflex Kids frames from WestGroupe are constructed with spring hinges for extra durability, comfort and fit, while colors and temple detailing make a fun fashion statement. From left to right, styles SFK205, SFK223, SFK220, SFK210, SFK209, SFK225

THE CHOICE LENS FOR CHILDREN 44 SHOWCASES 46 26

MAY 2019 | KIDS + VISION | VCPN

© 2019 Safilo USA, Inc.1.800.631.1188. All Rights Reserved. Style: SA 0005/N

COURTESY OF MONDOTTICA USA ZOOBUG

ABO GENERAL KNOWLEDGE

TIPS

for Better Children’s Eyewear Dispensing

By Ed De Gennaro, MEd, ABOM

APPROVAL: ABO APPROVED FOR 1 HOUR, GENERAL KNOWLEDGE ONLINE COURSE: SWFVM100 ISSUE DATE: APRIL 1, 2019 EXPIRATION DATE: MARCH 29,2022 28

APPROVAL: This course has been approved for one hour of General Knowledge continuing education credit by the American Board of Opticianry. NOTE: This course is only available with online testing.

Please see instructions at the end.

COURSE DESCRIPTION: Eyewear dispensing with children isn’t rocket science, but it is different from dispensing to the rest of the eyewear public. Here are some tips to help you become a more capable children’s eyewear dispenser.

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hat makes dispensing eyewear to children so enjoyable? For some, it’s working with adorable little ones who can barely sit up in a chair.

For others it’s applying their knowledge and skills to this diverse population. Some enjoy the rewarding feeling they get knowing they have helped correct the vision of a young person and have started them on their way to excellent vision and continued eye health care. Whatever your motivation MAY 2019 | KIDS + VISION | VCPN

ABO GENERAL KNOWLEDGE

is, working with children is one of the bright spots in the day of most opticians. While they comprise about 10% of the eyewear market, their impact to an optical office is many times greater.

KNOW YOUR PATIENT The children’s sector is a highly diverse group with ages ranging from days old to 18 years of age. Of course, there is diversity and differing physical and social characteristics within any 18-year range of the adult population, but within the children’s group, the changes between age groups are hugely different. The children’s group begins with infants who cannot speak or take care of themselves and passes through adolescents to 18-year-olds who are just beginning to morph into adult life.

That means an optician should understand each age group and help them with their eyewear in ways that are appropriate for them and their age group. While children are unique, social scientists point to various defining characteristics of each age group. These characteristics also have an impact on their eyewear needs and wants.

Infants and toddlers (ages 0-2) are totally reliant on their parents or guardians.

They have minimal communication ability, so your eyewear discussion is totally with the adults. They bang, chew and grab everything that’s in sight. These children have pudgy faces and tiny noses with almost no crest. When eyeglasses are needed, the frames must be lightweight, strong, flexible, durable and fit the unique tiny features of their face. The frames needed are tiny and can be a little challenging to fabricate, fit and dispense because they VCPN | KIDS + VISION | MAY 2019

COURTESY OF MODERN OPTICAL

WHAT’S DIFFERENT ABOUT CHILDREN’S EYEWEAR DISPENSING? What’s really different about helping children with their eyewear than helping any other eyewear patient group? The mechanics of eyewear dispensing is about the same with children as it is with adults.

What is different is how you apply the products you offer them, your knowledge of their age group characteristics and your professional behavior working with each child’s unique defining social features, maturity level and eyewear needs and wants.

Highly capable children’s eyewear dispensers understand these differences and use them to their advantage.

An optician should understand each age group and help them with their eyewear in ways that are appropriate for them and their age group. are so tiny and usually highly flexible. Be prepared to make some modifications on the frame for this group.

Preschoolers (ages 3-5) like to ask questions and are often curious about nearly everything around them. Their facial features are more developed than infants and toddlers but not to a great extent. While most of the eyewear conversation is directed at the parents or guardians, it’s wise to engage the child too since having their approval means they’ll wear their new eyewear. Eyewear recommendations are much like they were for infants and toddlers, but the frames are a bit larger and eyewear fashion is an emerging element in the final selection. Many preschoolers will like colorful eyewear because it makes them fun to wear.

Early school-age kids (ages 6-8) are aware of the social world around them and have already developed a sense of style and fashion. For example, they have favorite celebrities and they have memorized the words to lots of pop songs. Most

have been using handheld electronic devices for years. They communicate well, and while most will accept whatever eyewear their parents pick for them, there is usually input from the child. Colorful and fashionable eyewear is important to them.

Because this age group of children is highly active and is the first to join organized sports such as baseball and soccer, be sure to discuss sports eyewear with the parents or guardians of this group (and all subsequent groups).

As their group name implies, tweens (ages 9-12) often feel caught in the middle. They want to be teenagers, but they’re not there yet. School is becoming more demanding, and their awareness of the social world around them is becoming keener.

They have developed brand recognition, and in many cases, brand loyalty. Using branded product with this group is an important strategy for success. They know what they want, so you’ll need to get their buy-in in addition to that of their parents or guardians.

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ABO GENERAL KNOWLEDGE COURTESY OF CVO

COURTESY OF CVO

Teens (ages 13-18) are searching for their identity and individuality. They’re also beginning to think of the future and trying to decide what path they’ll take into adulthood when they leave their families.

They are highly socially aware and stay in constant touch with friends and family on social media. For most teens, you’ll use adult eyewear frames. They’re fashion savvy and brand loyal. Parents of teens may opt for less sturdy, durable frames for the teen’s primary pair to accommodate their desire for fashion. This should be done with caution since safety is always an optician’s primary concern. Brands help them define themselves. Eyewear helps them make an important individualized statement. Style and fashion can be more important to them than eyewear function, so be on guard for this and don’t compromise what the eyewear must do for how good it looks on their face. Some teens have also developed a sense of value (cost vs. quality) so price may be more of an issue.

Eyewear is both a medical necessity and a fun fashion item.

MEDICAL NECESSITY OR FASHION ACCESSORY The entire ophthalmic community has had a running debate for decades about why the 30

public buys eyeglasses. The argument centers around whether eyewear is primarily a medical necessity or a fashion accessory.

Advocates for the fashion theory argue that eyewear is highly fashionable and it should be fun. Calling it a medical device implies that it’s a therapeutic device, and most therapeutic devices are not fun and fashionable appliances. The emergence of fashion and designer eyewear brands is a good example of how strong an appeal eyewear fashion has on the public. The plethora of eyewear colors, materials, textures and designs all support the strong appeal that fashion has to the eyewear buyer.

The medical necessity advocates argue that the number one reason that people come to an eyecare office is because they are concerned about the health of their vision and they want their eye health and vision checked and treated if necessary. Many Americans have never had an eye examination, and many only go to an eye doctor when they develop symptoms such as blurred vision. About 50% of those with vision coverage don’t use it, which supports this point.

As you’ve likely already guessed, the resolution of this argument is that eyewear is both a medical necessity and a fun fashion item. The key to using these concepts is in how you apply them. For a patient who is more fashion conscious than medically concerned, lead with the fashion side of eyewear and follow it with the technical, health and medical aspects as a secondary point, limiting it to only as much as you feel they need to hear. Reinforce the medical necessity of eyewear for those who are more concerned about the health and well being of their eyes and vision, and follow up with as much fashion information as you deem necessary. Communicating with patients in a manner they favor is a powerful tool for dispensers.

Knowing that the eye health and vision development of a child is a critical part of their growth, you can assume that the child’s parents or guardians are deeply concerned about the child’s visual well being, the medical side. This is the reason they brought the child into the eye doctor’s office, and it is why they are sitting in MAY 2019 | KIDS + VISION | VCPN

SUNWEAR FOR CHILDREN If you’ve bought into the idea that parents and guardians view eyewear as a medical necessity, then it’s easy to understand why recommending sunwear for children isn’t a luxury or a fashion accessory. It’s essential. Capable eyewear dispensers always recommend sunwear for children because kids spend more time outdoors than any other patient group. From a medical perspective, an infant’s eye has little UV protection. This is because their crystalline lens has had little UV exposure. It’s the lens of the eye that naturally filters UV radiation and protects the retina from harm.

Research indicates that UV exposure can cause a cataract in the lens as well as retina disorders later in life. Children are the most susceptible age group. This is the kind of information parents and guardians will want to hear, and it clearly reinforces the medical necessity of eyewear.

There are two other aspects to sunwear that make it essential for children, visual comfort and protection. While the eye is a pretty remarkable structure, it’s not perfect.

For example, the eye regulates the light entering it, but sometimes it can become overwhelmed by too much light. Also, light that reflects off objects is seen as an annoying glare, and the eye cannot eliminate reflected glare. Both of these problems can be eliminated with sunglasses.

Light that is too bright for the eye is reduced in intensity by using tinted lenses.

Generally, an 80% to 85% tint is used. The color of the lens will affect the colors the wearer sees through the lens, so choose the lens color carefully. Gray is considered a neutral density filter, meaning that it simply darkens all the colors viewed through the lens but keeps the colors in the same relationship to each other. Any other color will shift the color balance and may even eliminate some colors. Usually the color of the lens dominates the wearer’s color perception.

Reflected glare comes in two forms.

The first occurs when bright light bounces off a shiny object such as a highly polished floor or a kitchen countertop. This kind of glare is eliminated with polarized lenses.

With the polarizer oriented properly in the eyewear, the reflected glare is blocked, but the other light is transmitted. The first time someone experiences polarized lenses, they are usually amazed. Once they buy them, they’ll always want them.

The other kind of reflected glare occurs off the front and back surfaces of eyewear lenses. Anti-reflective (AR) treatment

ABO GENERAL KNOWLEDGE

front of your dispensing table for eyewear.

That’s why it’s important to reinforce that your work and the eyewear recommendations you offer will implement the doctor’s therapeutic plan for their child’s vision and visual health. That’s powerful stuff, and it’s not something that many parents will turn a deaf ear to. Don’t overdo this, but don’t underplay it either. Make your points and move on. Choosing frames is the time to bring up the fashion side of eyewear, including brands. As your patients leave the office, reinforce both messages with a brief closing remark, and be sure to lead with the medical necessity part first.

You’ll find that parents are the most medically concerned when symptoms first occur and with the first eye examination and pair of eyewear. As the child receives continued eyecare and eyewear, parents and guardians become less medically concerned and will be more receptive to the fashion side.

takes care of this problem. In doing so, it gives the wearer more light through the lens, and their vision is clearer because the surface reflections are eliminated. Again, once a patient has had a good AR treatment, they’ll always want it.

Photochromic lenses are another popular option with parents. This is because these lenses can address all the light management issues a child needs. Not all photochromic lenses are superior quality or have the same features, so choose what you recommend wisely. Make sure it absorbs UV light at a rate of 99% or better, is dark enough and has an AR treatment on the backside. Offering one that is also photochromic enables you to address all of the light management issues a child needs.

LENS MATERIAL In addition to managing light, you’ll want the lenses to be super impact resistant.

Since children are developing physically, mentally, socially and cognitively, they need a higher degree of protection. Highly impact-resistant lenses should be used in all the eyewear the child receives, including

COURTESY OF LOOKKINO

VCPN | KIDS + VISION | MAY 2019

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ABO GENERAL KNOWLEDGE COURTESY OF LOOKKINO

Highly impact-resistant lenses should be used in all the eyewear the child receives, including everyday “dress” eyeglasses, sunwear and sports eyewear. everyday “dress” eyeglasses, sunwear and sports eyewear. This high level of protection has become the standard of care for opticians and other eyecare professionals. In fact, the American Optometric Association (AOA) recommends, “A spectacle lens material equivalent or superior in impact resistance to that of 2mm polycarbonate or Trivex material…” as an optometric clinical practice guideline. The AOA also suggests that if the optometrist determines these materials will not meet the visual requirements of the child, the optometrist should obtain informed consent from parents or guardians for less impact-resistant lenses.

Why are Trivex and polycarbonate the favored materials for children? Of all the 32

lens materials on the market, they are the only two commonly used for dress eyewear that are capable of passing the industrial safety impact resistance standards (ANSI Z87.1). There are others that can pass this impact standard, but they are proprietary and used for sunwear and some sports eyewear. There are also proprietary ballistic level impact-resistant lens materials that are found in tactical and sports eyewear you might find useful.

MAKE IT FUN While eyewear for children should be considered primarily a medical necessity, don’t get caught up in it and make things too clinical. Helping children and parents or guardians choose eyewear should be

COURTESY OF LOOKKINO

fun! Here are some suggestions.

Kids live in an adult world, and every adult they encounter towers over them.

Adult furniture is too large for them, and it’s clear they don’t fit in. That’s why children’s eyewear experts suggest creating an environment that’s kid friendly. You probably have already placed the children’s frames in a designated section of the office. That’s a good start. Next, add signage that clearly identifies this section. Add pictures kids will identify with. Use images and display items that showcase brands kids know and want. If it’s feasible, create what some have coined a “Kid’s Korner,” a section of the office dedicated to children. Use kidsized furniture here. Make it colorful. Place some toys there, but avoid anything that makes noise. Try some coloring books and simple puzzles too.

When communicating with children and their parents or guardians, learn to use words that resonate with them. These are words that the intended listener will MAY 2019 | KIDS + VISION | VCPN

EYEWEAR MODIFICATIONS Over the last several years, a few frame companies have released products for children of all ages. Some only make children’s eyewear. This is good news because this segment of the market does not have as much selection as you might want due to its small segment size. Some products have even been released for infants, preemies and toddlers, a particularly hard group to find functional and attractive frames for.

One company proudly offers frame choices for every children’s age group from newborns to late teens, using materials, designs and colors children need and favor.

Even with all this choice, it’s not uncommon for you to have to do a little frame modification in order to get a perfect, secure and comfortable fit. This is most commonly achieved using the temples. Just about every optician has come across the frame whose temple is just too long. Even after adjusting, the earpiece protrudes too far below the ear. In this case, consider using temple ends offered by accessories suppliers. You’ll find everything from cable, comfort cable and riding bow temple ends you can add onto the frame by snipping the temple end and applying the new one, usually with some heat. In this way you can improve the security and comfort of the eyewear on the face. You’ll also find temple

covers that slip over the ends of temples.

Look for ones that resist slipping.

Occasionally you’ll have a little one who wants to pull those little specs off their face. In cases like this, consider using an eyewear retainer, sometimes called a strap or band. They slip onto the temple ends, and the strap part fits around the back of the head. Adjusting the strap’s diameter creates a custom and secure fit.

Some opticians have found it necessary to add nosepads to the inner bridge area of a frame to build it up when a little person’s nose crest is so flat that the frame’s bridge doesn’t sit on it. To do this, use slip-resistant nosepads from an accessories supplier and cement them to the inner bridge area of the frame. Be careful because a little extra thickness here has a great effect on reducing the size of the frame’s bridge and raising the eyewear. When done properly, this modification is a welcomed adjustment to the frame.

PROMOTE YOURSELF It always surprises me how many eyewear offices don’t promote the great things they do. Lots of other businesses in other industries do it all the time. After all, how is the consumer going to know what you are particularly good at if you don’t tell them. Being a children’s eyewear specialist is an excellent aspect of your business to promote. Parents and guardians are particularly concerned about their children’s vision and ocular health and will spend time and money on ensuring that both are well served. Children who need eyewear can be patients of your office for the rest of their lives. That’s too good of

ABO GENERAL KNOWLEDGE

be attracted to. For example, one eyewear expert suggests using words such as handsome, beautiful, like a princess, like a superhero and cool with children.

For the parents and guardians, try words such as rugged, durable, virtually kidproof and value.

To play into the excitement of the child’s new eyewear, some offices have the child pose for a photo after they receive their eyewear. This photo is printed and posted on a wall with pictures of other kids. It’s best if you can do this before the child leaves so they can see it. Some offices also post these photos on their website and/or social media. For any of this, you’ll want the approval of the parent or guardian.

a proposition to pass up. Others in their family will also come for routine eyecare visits. If the child marries or takes a life partner someday, they may also bring their children.

Don’t be shy about promoting yourself as a kids’ eyewear expert to your patients.

They love their children and are concerned about their well being. Let them know they’ve come to the right place and that you’re the one to take proper care of them. If they’ve never been in your office before, they don’t know that, so don’t be shy to tell them. If they have, they may not yet know you’re skilled at working with kids. Either way, the information will be well received.

The simplest way to start this is by simply telling patients when they come in for service and remind them of this at the time of delivery. Create a children’s eyewear section or page on your website and promote your children’s eyewear expertise, products, services and promotions there.

Include lens information, images of frame brands, and post some of the pictures of kids you’ve dispensed to. Periodically post on social media about children’s eye disorders, new eyewear products, office promotions and other information. Don’t forget to remind them that your office has the special expertise they need.

For many opticians, working with children’s eyewear is a wonderfully enjoyable part of their day. Try some of the tips above to help make it a more rewarding part of yours too. n Ed De Gennaro, MEd, ABOM, is editor emeritus of First Vision Media Group.

This course is ONLY available for online testing.

TO TAKE THE TEST ONLINE: Go to VisionCareProducts.com/Education 1. Under the black log-in bar, log in. (Note: Use the “register” link to register for online education, and record your user name and password for future access.)

2. Click on the course you would like to complete.

3. Review the course materials.

THIS COURSE IS SUPPORTED BY AN UNRESTRICTED EDUCATIONAL GRANT FROM

4. Take the test, and at the end of the course, after you submit your answers, your results will automatically appear on your screen!

5. All passing tests will automatically be submitted to ABO at the beginning of each month. You may print a copy of your certificate for your records.

VCPN | KIDS + VISION | MAY 2019

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©2019 Essilor of America, Inc. All rights reserved. Unless indicated otherwise, all registered trademarks and trademarks are the property of Essilor International and/or its subsidiaries in the United States and in other countries. Transitions is a registered trademark and the Transitions logo is a trademark of Transitions Optical, Inc., used under license by Transitions Optical Ltd. Photochromic performance is influenced by temperature, UV exposure and lens material. These products may be protected by one or more patents listed at www.essilorusa.com/patents.

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KIDS + VISION: NEW KIDS ON YOUR WATCH

New Kids ON YOUR WATCH Building the pediatric segment of your practice can require focusing on your messaging and reaching out to children’s influencers and their parents.

By Joy L Gibb, ABOC

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ith a little effort, you can provide your vision services to a lot more children. One of the best ways to reach them is to visit local pediatricians and family practitioners, who will often talk with their pediatric patients and parents about health and safety. They ask about car seats, bike helmets, sunscreen and internet safety.

Consider visiting these providers quarterly with information.

There are several messages you can share—the importance of UV protection and quality sunwear for kids, potential problems from digital device use and the importance of protecting their eyes during activities where impact could cause damage.

Resources on The Vision Council website (TheVisionCouncil. org), include statistics and information specific to kids about UV protection, blue light and sports safety. Help these providers understand that you see yourself as a part of “the team” taking care of kids and that you can be an integral part of the child’s care.

REACH TEACHERS Another group of professionals that interact with children regularly are teachers. They are often the first people who see signs and symptoms of kids needing an eye exam and visual correction.

While they (and parents) may consider school screenings sufficient, they are grossly inadequate, and only a complete eye exam can diagnose the child’s eye health and visual status.

Ask school administrators if you could visit a faculty meeting to share some of the warning signs that a child with a vision deficiency

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Ask school administrators if you could visit a faculty meeting to share some of the warning signs that a child with a vision deficiency may have and how your services as an eyecare professional could help. may have and how your services as an eyecare professional could help. Explain that some children may not realize they are seeing poorly and may think that’s how everyone sees. You may also share some of the behaviors children employ such as covering one eye, repetitive tilting of the head, holding objects closer, sitting closer to the board, difficulty keeping their place when reading and skipping lines. These all suggest a child may have an unresolved visual problem.

You may also suggest sending home a pamphlet to educate parents. Make sure to include your contact information as well as links to your website, where they can explore more information and recommendations. You may also wish to offer a helping hand during school vision screenings by having your staff volunteer to participate. The more professional help the school has, the more kids they can screen and the more effective the screening.

SPORTS PROTECTION According to The Vision Council, children account for over a third of the more than 600,000 eye injuries occurring annually, yet the MAY 2019 | KIDS + VISION | VCPN

MILLENNIAL PARENTS Remember that today’s parents are from the Millennial generation and tend to turn to social media platforms for recommendations

KIDS + VISION: NEW KIDS ON YOUR WATCH

number of children wearing eye protection while playing sports remains at only about 15%. These statistics can provide a platform for informing parents, coaches and youth leagues about how to prevent eye injuries and preserve vision.

Consider creating an informational flier that addresses hazards and potential consequences of participating in activities without sports safety eyewear. Information may include why all children need protective eyewear even if they don’t have a prescription, the importance of impact-resistant lenses and face masks, the importance of frames that meet American Standards for Testing and Materials (ASTM) standards and the difference between sports safety frames and ophthalmic frames.

Young athletes often reach collegiate level before receiving their first professional eye exam.

You could also include information on how a thorough eye exam could detect a vision problem that may impede the child’s ability to perform at their best. Consider a discount for both the exam and sports safety eyewear. This could bring extra business into your office.

and to research providers and products. Do you regularly post both fun and educational items? Consider putting brief educational facts about UV protection, blue light, digital device use, eye exams and sports eyewear in your posts. Add links to medical/ industry organization websites, blogs or social media platforms that can further inform parents.

Because Millennials are influenced by word of mouth and recommendations from fellow parents, capture testimonials from satisfied parents of children you’ve cared for. Make sure to have participants sign waivers that you can use their images and words. Include posts that congratulate your pediatric patients on their first pair of eyeglasses or that their “future is so bright they have to wear shades” while wearing post mydriatic specs after their exam. Ask the parents and children if you can tag them and then watch as the likes come in.

Make sure you keep the posts fresh, fun and interesting and involve your current patients as much as possible.

Children can be one of the best parts of your practice, and growing that demographic will take some thought and time.

Even so, you can do it with minimal investment and a few thoughtful actions. n Joy L. Gibb, ABOC, is the lead optician at Daynes Eye and Lasik in Bountiful, UT.

ALL PHOTOS COURTESY OF DE RIGO REM LUCKY BRAND KIDS

VCPN | KIDS + VISION | MAY 2019

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KIDS + VISION: AS EASY AS CHILD’S PLAY

As Easy as

CHILD’S PLAY

Managing your children’s frame inventory can be as simple as answering these few basic questions from an experienced independent eyecare professional.

By Kevin Harrison, ABOC

WHEN IS ‘BACK-TO-SCHOOL’?

If you have been buying frames for any length of time you have your own set of guidelines for what to purchase and how to manage your frame boards. While most of those rules apply to all eyewear, there are some variables when it comes to your children’s inventory. As little as 30 years ago, the back-to-school period was much more defined than it is now. The beginning of August meant that parents would be spending time bringing in their little ones for their exams and eyeglasses because they would be starting school after Labor Day. Today, the back-to-school rush is scattered with schools beginning as early as the first week of August. With that in consideration, buying heavy for the August rush is not always the most prudent plan. Preparing for back-to-school now needs to begin as early as the moment school ends for summer break, if not sooner.

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Preparing for back-to-school now needs to begin as early as the moment school ends for summer break, if not sooner.

WHAT’S THE RIGHT MIX? As you begin to fill the children’s section of your frame boards, you need to find the right mix for you. By now you have hopefully decided what type of dispensary you are operating. Are you budget and low end, premium and high end, or somewhere in the middle? Are you brand conscious, or are you using in-house brands that fit that middle-of-the-road customer? Whatever you have done in your dispensary for the bulk of your inventory should also be reflected in the pediatric inventory. If you are more brand oriented, then your children’s frames should be populated with those brands too. Remember, if mom or dad have a brand they like to use then the child may often want to wear that same brand.

MAY 2019 | KIDS + VISION | VCPN

ALL PHOTOS COURTESY OF KIDS BY SAFILO

H

ow do you manage your children’s eyewear inventory? Do you apply the same inventory rules for children’s eyewear as you do for the remainder of your frame boards? What should your mix be?

Should you go brand heavy? If you’re going to sell children’s eyewear, these are important questions to answer.

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KIDS + VISION: AS EASY AS CHILD’S PLAY

It’s always a good idea to recommend to parents that they purchase a second pair as a spare so that the child is never without eyeglasses.

WHICH VENDORS ARE RIGHT? Once you have filled your frame boards, look at what you keep in back (under) stock. Children tend to be a little less careful with their eyeglasses, so it might be a good idea to keep stock available of your more popular styles. Before the 2000s you could pick one frame in multiple colors and sizes and fill your back stock with those. Today people want more variety and an individual look. This look translates to their children as well. This can make it difficult to keep back stock solely for replacing a broken frame. With that in mind, don’t forget to consider manufacturers who ship overnight at minimal charges so you can replace a frame quickly without overfilling back stock. Frankly, it’s always a good idea to recommend to parents that they purchase a second pair as a spare so that the child is never without eyeglasses for an extended length of time.

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WHAT DEALS CAN YOU GET? Once you have determined the mix that is best for your shop, it’s time to go out and look for the deals that the vendors have for backto-school that will allow you enough of a discount to afford to purchase the entire years’ worth of inventory. Buying in bulk as soon as those deals become available can help you set your inventory for the entire year. You may spend your monthly frame budget on children’s frames alone, but you will be set for the year. This solves the problem of what to back stock, and it gives your customers plenty of choices.

Your children’s frame inventory does not have to be a scary task. Treat the inventory like you treat your pediatric customer . . . with respect and foresight, and you can make this mountain a mole hill in no time. n Kevin Harrison, ABOC, is president and owner of Heritage Vision Center, an independent optical dispensary in Hattiesburg, MS. MAY 2019 | KIDS + VISION | VCPN

KIDS + VISION: TRIVEX FOR KIDS

The Choice Lens for

CHILDREN With all of its inherent qualities—impact resistance, strength, safety, optical clarity, light weight—Trivex lens material is ECPs’ go-to for kids.

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rotection, durability, lightweight comfort and optical clarity are all characteristics of Trivex material, and they are all the same qualities that make lenses made from this material eyecare professionals’ choice for children’s eyewear. “It’s what we recommend for children up to age 18,” said Melissa Rodriguez, LDOC of Suburban Opticians in Tacoma WA. “It’s the choice for us over 18 as well,” she added.

WEARABILITY Ensuring that children wear their glasses is one of the most important first steps in protecting children’s eye health, and Trivex material contributes to that. Safety, clarity of sight (with a high Abbe value and minimal distortion), and comfortable, lightweight lenses are all factors considered to be desirable for kids and effective at increasing the likelihood that children will comply with wearing instructions.

Of course, to promote children’s eye health and make sure they wear their glasses as instructed, it is essential to engage parents as well.

Rodriguez agrees and shares her expertise with parents to make sure they also have buy-in on the decision. “Parents ask me what my professional opinion is and what lenses are designed for impact resistance, for example,” she said. Trivex is always her recommendation when asked.

IMPACT RESISTANCE She mentions impact resistance because this is the most important quality of lenses for children, not just from a parent’s point of view but also from the U.S. government’s perspective. All prescription eyeglasses are regulated as medical devices by the U.S. Food and Drug Administration (FDA). There are many factors that are considered for eyeglasses to be FDA-approved, and impact resistance is one of the most important ones . . . especially for 44

To promote children’s eye health and make sure they wear their glasses as instructed, it is essential to engage parents as well. children. While all lenses sold in the U.S. are required to meet the FDA impact resistance standard, not all lens materials offer the same level of protection. Parents who choose lenses made from Trivex material can feel assured that they are getting lenses for their children that not only meet but also greatly exceed the FDA minimum standard by more than 300 times.

A FIT FOR ANY FRAME In addition to the previously mentioned attributes, the versatility of Trivex and the fact that it can be used in a variety of frames is another reason for her recommendation. “You can use Trivex for any frame style,” said Rodriguez. “You can drill it, put it in a grooved rimless, a plastic frame, a metal frame, any frame. You don’t have to differentiate your lens material selection based on your choice of frame.”

Ultimately, it’s the ECP’s opinion and recommendations that will easily encourage patients and their parents to understand and choose the benefits of Trivex lens material. “When it comes to vision for their children, parents want what is best for their child and take our recommendation very seriously,” said Rodriguez. “I rarely have a patient request or want a different product when I explain the differences and qualities of Trivex. Especially first-time parents and children want our recommendation of lenses and frames for their children. They want the most durable product that is best suited to their child, and I’ve never had a problem getting parents to choose this premium product.” n PPG Industries, Inc. 800.323.2487 PPGTrivex.com MAY 2019 | KIDS + VISION | VCPN

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MAGIC MOMENTS Essilor Vision Foundation has given 1 million pairs of glasses to people in need across the U.S. since 2007.

Together, we can help a million more.

Donate today at: evfusa.org/1M

Š2019 Essilor Vision Foundation. All rights reserved. Unless indicated otherwise, a registered trademarks, service marks, and trademarks are the property of Essilor Vision Foundation. The Essilor Vision Foundation logo is a trademark of Essilor of America, Inc. and used under license.

Photo Credit: Twomeows/Moment/GettyImages

KIDS + VISION: PRODUCT SHOWCASE

THREE WAYS TO PLAY WITH ONE RX SPORTS GOGGLE Hilco Vision’s New Leader ProX Rx Sports Goggle is an exciting new option in ASTM F803 Rx protective sports eyewear. The ProX features a temple release button that quickly changes the temples to a strap-adapt with the push of a button, allowing the athlete three ways to play.

ProX can be worn with the temples and adjustable sport strap, the frame alone or with the strap-adapt option for the ultimate secure fit. ProX sports goggles also feature Leader’s V-Port technology, which allows for an expanded viewing field and venting for reduced lens fogging, as well as fully adjustable temples and comfort bridge options for superior comfort. ProX is available in five sporty frame colors and three sizes.

ESSILOR VISION FOUNDATION HELPS CHILDREN SEE CLEARLY One in four children in the U.S. has a vision problem that is significant enough to affect their ability to learn. Vision impacts every aspect of a child’s life, from learning, confidence and social interaction to participation in activities such as sports, art and music. Essilor Vision Foundation strives to give children a brighter future by helping them see the world clearly. “Essilor Vision Foundation refers to vision impairment as the invisible problem because unlike hunger or tooth decay, children often do not even know they cannot see clearly. To them, blurry eyesight is normal,” said Becky Palm, president and executive director of Essilor Vision Foundation. The organization partners with more than 1,000 eyecare professionals, 200 non-profits and 20,000 schools around the country to provide vision exams and eyeglasses to children in need. Essilor Vision Foundation has provided one million pairs of glasses to people in need in the U.S. since it began operating in 2007. You can help the next million people get the vision care they need by participating in Essilor Vision Foundation’s programs designed to help eye doctors be charitable in their communities. The non-profit provides in-office educational marketing materials, a platform for ordering charitable glasses and a trial frame collection, and guides on how to get involved in charitable vision activities, as well as sponsoring community grants to empower doctors to make a difference.

Essilor Vision Foundation 866.385.0447 EVFUSA.org 46

Hilco Vision 800.955.6544 Hilcovision.com DFitzgibbons@Hilco.com

KIDS COLLECTION BREAKS GROUND WITH OPHTHALMOLOGISTS Designed with a medical-scientific approach to better meet the needs of children up to eight years of age, Kids by Safilo is the groundbreaking eyewear collection developed in collaboration with SIOP (Italian Society of Pediatric Ophthalmology) and is in compliance with the design guidelines of WSPOS (World Society of Pediatric Ophthalmology and Strabismus). The 2019 Kids

by Safilo collection is enriched with new, playful color stories, featuring fun and original graphics and translucent fronts that are combined with solid temples and enlivened by bright, colorful patterns. Exclusive new clip-on sun-covers with polarized lenses are offered in styles SA0007 and SA0008, for seven and eight-year-olds, providing kids with unique benefits: effective correction, glare-free vision, clear contrasts, perception of natural colors, reduced eye fatigue and 100% UV protection. Developed in lightweight, safe and eco-friendly materials and 100% made in Italy, Kids by Safilo optical frames represent a uniquely sustainable offer that addresses the specific needs of children with innovation in design and construction. The bio-compatible, hypoallergenic, non-toxic and washable materials of the optical frames guarantee the quality and safety of the product and are therefore perfectly suitable for use also by infants and toddlers. Kids by Safilo style SA 0007 is a softly squared shape for seven and eight-year-olds available in new tones of transparent blue or transparent purple with temples enlivened by an all-new striped pattern. To complement the optical frame, a dedicated clip-on sun-cover is also available in red, purple or blue with polarized gray lenses.

Safilo USA Kids by Safilo 800.631.1188 Safilo.com Info@Safilo.com MAY 2019 | KIDS + VISION | VCPN

KIDS + VISION: PRODUCT SHOWCASE

GLAMOROUS SHAPES FOR YOUNG FACES The new GUESS eyewear kids collection features exclusive, vivacious and easy-to-wear eyeglass styles. Five fun and super trendy eyeglasses have been created for children between the ages of six and ten. Quality, functionality and aesthetics are guaranteed in every single frame. The fresh offering includes glamorous shapes to suit young faces without neglecting the style that often mimics that of mom’s and dad’s eyewear. In style GU9181, the square shape of these acetate eyeglasses for girls is offered in various colors mixed with sparkling glitter. For style GU9182, these round acetate girls’ eyeglasses stand out for their colorful glittery shades. A variety of colors make a statement on boys’ style GU9183 eyeglasses, with a round frame front, integrated hinges and the “G” logo. In style GU9184, these rectangular boys’ eyeglasses are offered in a medley of vibrant colors. The combination of an acetate cat-eye frame front and metal temples in style GU9185 makes a statement on these girls’ eyeglasses, available in fun, colorful shades.

Marcolin GUESS Kids 800.345.8482 Marcolin.com InfoUSA@Marcolin.com

ZUMA COLLABORATES WITH HIS ROCK STAR MOM, GWEN STEFANI Inspired by Gwen Stefani’s son Zuma, Zuma Rock is a new boy’s tween/teen collection from Tura Eyewear. Zuma has been wearing glasses for several years and is continually seeking new styles that represent his personality and taste in fashion. This new collection combines everything important in his choice of glasses—fashionable shapes, edgy design details and playful nods to sport. Zuma had a strong voice in the design of the collection, so it is a true collaboration between mother and son. They do not always agree 100% on which shapes are the best, Stefani shared, but they found ways to have both voices heard. As Jennifer Coppel, vice president of brand management for Tura explained, “Working directly with Zuma and Gwen on this collection was extremely fun and rewarding. Zuma has a strong opinion on design, and he is so proud of what we accomplished. I remarked at the photo shoot that I suppose none of his friends have their own eyewear collection, and he beamed and thanked me profusely for making his dreams come true. I was touched by how the love between Zuma and Gwen shined that day.” Drawing inspiration from skateboarding, high fashion and traditional sports, the collection features a signature 3D-printed tiger, checkerboard prints, iconic camo prints, luxurious fade materials and sporty racing stripes. The new Zuma Rock boys’ eyewear collection will be available June 2019.

Tura, Inc. 800.242.8872 Tura.com Orders@Tura.com VCPN | KIDS + VISION | MAY 2019

ESSILOR’S CRIZAL NO-GLARE OPTIONS FOR KIDS FILTER UV AND BLUE LIGHT Crizal for Kids can start your little patients on the right path to their best possible vision. Crizal offers two lens options for your smallest patients: Crizal Kids UV and Crizal Prevencia Kids. Both options fit pediatric patients 5-12 years old with Rx ranges of -6.00D to +6.00D and a 51mm eyesize. Crizal Kids UV is no-glare protection made especially for kids. They are impact resistant and help protect against glare, scratches, smudges, water and UV light. With an impact-resistant Airwear polycarbonate lens material included in the price of the coating, these ultra-durable lenses stand up to kids’ active lifestyles and provide the clarity needed to succeed in school and in life. Crizal Prevencia Kids lenses add blue light protection. Between phones, computer screens and tablets, kids today are exposed to many digital devices that emit harmful blue light, which is the blue-violet wavelengths between 415 and 455 nanometers on the light spectrum, believed most toxic to retinal cells. Crizal Prevencia Kids No-Glare lenses have all the benefits of Crizal Kids UV No-Glare lenses, and they also selectively filter out harmful blue-violet light. Both reduce glare, resist scratches, repel water and smudges, protect from UV light, and are impact resistant. Whether your little patients are reading, playing or trying to see the board at school—with Crizal No-Glare lenses, your young patients can conquer the world . . . or at least first grade.

Essilor of America, Inc. 800.542.5668 EssilorUSA.com 47