trade show TRENDS P38 vision care
product news
Color, Shape & Style FORECAST P32
BUSINESS LEADERSHIP, CULTURE & STRATEGY SERIES
P12
L’Amy America GLAMOUR EDITOR’S PICK EYEWEAR A P RI L 2018 • P RO D U C T I NF O RMA TIO N F O R O PTICA L PE O PL E • V ISIO NCA RE PROD UCTS.COM
BRAND NEW FROM YOUNGER OPTICS! SEE A DEMO AT VISION EXPO EAST BOOTH LP4413 David Rips, CEO
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ON THE COVER From iconic fashion magazine Glamour and L’Amy America comes Glamour Fashion Editor’s Pick Eyewear comprising 15 ophthalmic and 12 sun models full of fun and bold prints – and totally feminine.
18 UPFRONT FROM THE PUBLISHER 7 VIEWS 8 THINK ABOUT YOUR EYES 9
38 COMPANY CULTURE 14 Skillful Resolution Makes for Happy Employees by Dr. Jack Singer
STRATEGY 16
56 VISION CARE VENTURE 23 Are Your Growth Plans in Place? by Donna Suter
Guest Editorial by Ann Hoscheit, OD
by Mike Muhney
PRACTICE MANAGEMENT 24
VCPN INSIDER 10
HUMAN RESOURCES 17 Why Passive Candidates Are Best
Automating Practice Management
Networking as an Investment Strategy
by Charisse Toale, MBA, ABO/NCLE
BUSINESS SOLUTIONS LEADERSHIP 12 True Leaders Accept Responsibility by David M. Dye
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RETAIL RENOVATION 18
PRIVATE EQUITY SALES 26
by Anthony Floreno
Private Equity Sales: Facts, Fears and Myths
INTERNET INFLUENCE 20
NEW 26
The Internet’s Influence on Eyewear Purchasing
Continued on page 4
A High-Tech Makeover
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Co n fi d e n c e h a s n o c o m p e t i t i o n , i n d i v i d u a l i t y i s a n e x p r e s s i o n a n d s t y l e i s t h e p e r s o n a l s i g n a t u r e . F Y S H U K i s d e s i g n e d fo r t h e strong, ambitious, game c hanging women who embrace individual s t y l e . Co m b i n i n g t h e l a t e s t r u n w a y l o o k s w i t h t h e c o l o r t r e n d s o f t h e s e a s o n , F Y S H U K e y e w e a r fe a t u r e s a v a s t a r r a y o f b o l d c o l o r s , i n t r i c a t e p a t t e r n s , u n iq u e c o n s t r u c t i o n s a n d s h a p e s .
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Contents.
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APRIL 2018 VOL 18, ISSUE 4
EDITORIAL STAFF VICE PRESIDENT, EDITORIAL John Sailer JSailer@FVMG.com
EDITOR Cara Aidone Huzinec CHuzinec@FVMG.com
pg.3o2ut
Chec k ds t he tren forecast
CREATIVE DIRECTOR Kat McBride KMcBride@FVMG.com
PRODUCTION + WEB MANAGER Anthony Floreno AFloreno@FVMG.com
CONTRIBUTING WRITERS Scott Daniels, David M. Dye, Ann Hoscheit,
EYEWEAR + FASHION
VISION CARE TECHNOLOGY
All Glammed Up
PHOTOCHROMICS 56
EDITOR EMERITUS
STYLE FORECAST 32
TRANSITIONS ACADEMY 58
Ed De Gennaro, MEd, ABOM
360 30
Crystal Ball
New Direction
TRADE SHOW TRENDS 38
PHOTO CLINIC 59
EVENT FOCUS 40 Empowering Optical Women
PRODUCT FOCUS 42 Beyond ‘Born on the Water’
TRENDS 44 Wide Open Spaces
INSIGHT 46 Wear Them While They’re Hot
Remove Swarf from Finished Lenses
NEW 60
OD, Mike Muhney, Dr. Jack Singer, Charisse Toale, MBA, ABO/NCLE, Donna Suter
EDeGennaro@FVMG.com
BUSINESS STAFF PRESIDENT & PUBLISHER Terry Tanker TTanker@FVMG.com
20 QUESTIONS 62 With Giovanni Zoppas
VISION EXCHANGE CLASSIFIED ADVERTISING FOR THE OPTICAL INDUSTRY 63
NEW 48
EXECUTIVE VP Shawn Mery SMery@FVMG.com
VICE PRESIDENT, MARKETING Debby Corriveau DCorriveau@FVMG.com
For subscription information email Sub@VisionCareProducts.com VCPN (ISSN-1549-6716) is published monthly by JFT Properties LLC, 24651 Center Ridge Road, Suite 425, Westlake, OH 44145. phone (440) 471-7810. Periodical Postage paid at Cleveland, OH and additional mailing offices. Postmaster: Send address changes to VCPN, 31674 Center Ridge Rd., Suite 104, Ridgeville, OH 44039. SUBSCRIPTIONS: 31674 Center Ridge Rd., Suite 104, Ridgeville, OH 44039 or online at visioncareproducts.com. Distributed to qualified optical dispensing locations, chain store headquarters, and optical laboratories. Other U.S. subscriptions are available for $85 for one year; $160 for two years. Contact publisher for overseas rates. Copyright © 2018 by JFT Properties LLC. No part of this publication may be reproduced without written permission of the publisher. The publisher’s acceptance and publication of any advertising or editorial materials does not constitute endorsement of any product, service, or company by JFT Properties LLC. Throughout this publication, trademark names are used. Instead of placing a trademark or registration symbol at every occurrence, we are using the names editorially only, with no intention of infringement of the trademark.
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EXTRA protection from Harmful Blue Light
Indoors and out with Transitions® XTRActive® lenses Transitions® XTRActive® lenses provide comprehensive benefits for more of your patients’ needs. Transitions XTRActive lenses help block at least 34 percent of harmful blue light indoors and over 88 percent outdoors.* So, no matter where patients go, they stay protected, even in the car. Learn more at TransitionsPRO.com/LensStyle *Transitions® XTRActive® lenses block 34 to 36 percent of Harmful Blue Light indoors, excluding CR607 Transitions® XTRActive® products, which block 27 to 31 percent. Transitions, the swirl and XTRActive are registered trademarks of Transitions Optical, Inc., used under license by Transitions Optical Limited. ©2018 Transitions Optical Limited. Photochromic performance and polarization are influenced by temperature, UV exposure and lens material.
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From the Publisher.
Put down YOUR PHONE!
O
ver the last few years, I’ve attended a variety of meetings, shows and events and have made dozens of in-person presentations to clients and prospects. I’ve noticed an increase in the amount of people taking out a smartphone to send or receive an email or text. I contemplated the situation over an adult beverage and came up with three possibilities. First, the presentation and subject matter missed the mark and didn’t contain value to the audience … they were bored. The second possibility, perhaps the presentation skills of the speakers weren’t very good. The third possibility is that people have become unaware of their surroundings and have become too attached to their smartphones. I dismissed the first possibility because after reviewing outlines for the subject matter it was clear that many of the presentations were very specific and detailed. Further, the individuals were at an event to learn more about an industry or specific topic and often had paid for the privilege. As I thought back, I recalled being very impressed with the skills of many of the presenters. It was clear they had practiced their presentations. The third possibility seemed to have the most merit, people have become unaware of their surroundings and have become
too attached to their smartphones. This theory seemed to have the most traction, so I typed a few searches into Google. One of the best was the article, “Why Successful People Never Bring Smartphones Into Meetings” by Kevin Kruse, a contributor to Forbes. This was actually written in 2013, so this is a trend that continues. His column is based on research conducted by the University of Southern California’s Marshall School of Business: Perceptions of Civility for Mobile Phone Use in Formal and Informal Meetings. The researchers conducted a nationwide survey. They asked a variety of questions about smartphone use during meetings and found: • 86% think it’s inappropriate to answer phone calls during meetings • 84% think it’s inappropriate to write texts or emails during meetings. • 66% think it’s inappropriate to write texts or emails even during lunches offsite The study also found that Millennials are three times more likely than those over the age of 40 to think smartphone use during meetings is okay, which is ironic considering Millennials are highly dependent upon the opinions of their older colleagues for career advancement. Millennials have the lowest self-awareness in the workplace, making them unlikely to see that smartphone use in
meetings is harming their careers. However, this isn’t limited to Millennials; Boomers and Gen Xers do it too. The research showed many people find smartphone use in meetings to be inappropriate, and here’s why. Offenders show: Lack of respect. You consider the information on your smartphone to be more important than the conversation at hand, and you view people outside of the meeting to be more important than those sitting right in front of you. Lack of attention. You’re unable to stay focused on one thing at a time. Lack of listening. You aren’t practicing active listening, so no one around you feels heard. Lack of self-awareness. You don’t understand how ridiculous your behavior looks to other people. Lack of social awareness. You don’t understand how your behavior affects those around you. The findings seem to be spot on. Kruse suggests being clear on what you expect when you hold internal meetings. He also had a unique suggestion: Take a page out of the Old West and put a basket by the conference room door with an image of a smartphone and the message, “Leave your guns at the door.” That could be a fun exercise, watching some go into withdrawal while a basket of smartphones vibrates into oblivion in the back of the room.
TERRY TANKER PRESIDENT/PUBLISHER
Email me at TTanker@FVMG.com V I S I O N C A R E P RO D U C T N E WS . C O M
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Views.
TRENDS: lead, follow or . . .
J
JOHN SAILER VP, EDITORIAL
ust as spring follows winter and the fashion-conscious follow trends, the eyewear designs of the coming seasons follow those that were introduced at the many trade shows held at the beginning of the year, in particular MIDO and Vision Expo East. You’ll find some of the styles from these two events in this issue of VCPN on the “Trade Show Trends” spread, pages 38-39. There you’ll see nature-inspired designs, jewel-encrusted frames, materials in multiple combinations and colors from subtle grays to bold and bright primaries, just to name a few of the designs in store for your frame boards. In addition, at the start of this year’s Vision Expo East, as in years past, The Vision Council enlisted the assistance of a trend-forecasting organization to do just that for show attendees, forecast trends. Based on today’s culture, retailing techniques, popular fiction and current events broadcast across all forms of media, The Donegar Group shared with us what they perceive as influential and predicted what’s to come. It was a lot, from artisanal chic to futuristic shapes and from sparkling glitter to modern geo frames, their forecasts covered a wide range of predictions encompassing seemingly anyone who might wear eyeglasses or sunglasses, literally
everyone. We also reached out to influential eyecare professionals to get their take on the shapes, colors and materials that are hot for 2018 (see “Crystal Ball,” page 32). Just as April showers bring May flowers in gardens full of seemingly infinite varieties of colors, shapes, sizes and textures, so too do all of these forecasts and trade show trends blossom with seemingly unlimited colors, shapes, sizes and textures; enough variation for the multitudes of different consumers wearing them. Everything for everyone. But when you ask the trailblazers themselves, such as the many fashion designers and other style leaders who we have interviewed over the years and continue to engage in the pages of VCPN, those fashion leaders who set the standards will invariably suggest that true style is following your own vision, creating your own fashion sense and sticking with it. Nothing addresses that suggestion of self stylization more than the customized, digitally scanned, 3D-printed eyewear technologies popping up everywhere, particularly at the previously mentioned two trendsetting trade shows, MIDO and Vision Expo East. It was there that we saw technologies that take 360° scans of individuals’ faces, sending those digitized measurements to software in which customized eyewear can
be created and then 3D printed for a precise fit. OKIA, Clear3D, Eyenavision’s Roger Bacon, Specsy, 3DNA are just a few of the companies that are making this technology a reality. I’ve said it before, and I’ll say it again with conviction as the technologies that can make it happen quickly come to fruition, one day we’ll have the capability of building kiosks that automatically take our refractions, precisely measure our faces, enable us to select from a virtual catalog of frames that we customize to our own shapes and tastes that are then 3D printed into a frame and lens combination, a complete pair of eyeglasses, that are quickly and automatically dispensed right before our eyes. It could happen, and I was even more encouraged that this will one day become true when I witnessed the installation and launch of the world’s first 3D lens printing technology last year. Until then, however, we’ll look to the frame manufacturers (and the trade shows at which they exhibit) to set the trends, to go large or small, subtle or bold, intricate or simple. Just as I am confident that customized automated eyewear technology is on the horizon, I’m sure that it’s still a way off, and there are many years to come during which the frame designers and manufacturers will be the leading style trendsetters in eyewear. n
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Think About Your Eyes.
PRACTICE MANAGEMENT STARTS WITH
patient relationships
By Ann Hoscheit, OD
“
Y
ou see we care, and when we care, you’ll see!” That was the practice mantra that percolated to the top when our new practice started growing by leaps and bounds. We asked ourselves, “What are we doing differently?” The answer was found in what patients were saying. They loved being cared about, not just cared for, and they valued our relationships with them. It’s common to look for practice management solutions in the latest billing programs and streamlining supply ordering, but the steps we take to build a thriving practice go beyond logistics. Practice success is built on relationships, caring about team members and for patients. Is your day built around a specific vision need? Judy is here to renew her glasses prescription. Steve has run out of contact lenses. Edith is here for her glaucoma check. The more we look at patients in terms of their specific complaints only, the more opportunities we miss to illustrate the importance V I S I O N C A R E P RO D U C T N E WS . C O M
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of an annual eye exam and the role of their primary eyecare provider as part of their overall health. SURVEY SAYS A recent Think About Your Eyes survey showed that nearly one-third of all patients who visited their eye doctor in the past year did so because they needed an updated prescription or to order new contact lenses. The same survey, however, showed that 71% of patients are concerned about their eye health.
Practice success is built on relationships, caring about team members and for patients.
patients to schedule an annual eye exam and prioritize their vision health. This media message helps build relationships with present and future patients. Currently, more than 19,000 doctors are listed on the online locator, supporting this important campaign that supports our industry. I challenge doctors to prioritize supporting Think About Your Eyes in 2018 to continue to promote this important message. n
In caring for patients, it’s our duty to ensure we’re communicating the importance of annual eye exams in multiple ways, but our efforts can only go so far. Luckily, optometry has Think About Your Eyes reaching our patients wherever they consume media – TV, radio and online. The sole message of the campaign is encouraging
Ann Hoscheit, OD, is a consultant with EyeBridge Consulting Associates and provides patient care at Cherryville EyeCare in Cherryville, NC. She is among the more than 19,000 optometrists listed on the Think About Your Eyes online locator. First Vision Media Group is a media partner of Think About Your Eyes. A P R I L 2 018 VC P N | 9
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vision care
product news
Insider. LAUNCHES, PROMOTIONS, MERCHANDISING, EVENTS AND OTHER THINGS TO KEEP YOU IN THE KNOW DESIGNED FOR ACTION Starting this year, Smith is producing eyewear to fit five distinct product categories as part of the company’s new “Who We Serve” platform: Velocity, designed for athletes who use eyewear as speed equipment; Water, developed as performance gear for use in water pursuits; Land, eyewear for all-purpose action; Ridge, eyewear that combines performance features with modern styling; and Horizon, bolder looks for outdoor enthusiasts. Design and development is led by John Ohran, product creation director, and Mark McCann, eyewear category manager. JOHN OHRAN
888.206.2995
SmithOptics.com
A GLITTERY NIGHT Silhouette’s Atelier Collection was showcased at this year’s 63rd Viennese Opera Ball in NYC in February. The company was a platinum sponsor. The collection, handcrafted from 18-karat yellow, white and rose gold with gemstones, was displayed at the entrance of the VIP section. Opera star and Grammy winner Rene Pape wore his own customized Atelier frames. 800.223.0180
ANSI ASC Z80 STANDARDS REVISED/REAFFIRMED The Vision Council announced last month that eight Z80 standards have been either revised or reaffirmed for 2017. Revised standards include: Z80.31-2017, specifications for ready-to-wear near-vision spectacles; Z80.37-2017, ophthalmics - slit-lamp microscopes; Z80.38-2017, light hazard from operation microscopes used in ocular surgery; Z80.28-2017, methods of reporting optical aberrations of the eyes. Reaffirmed standards are: Z80.11-2011 (R2017); ophthalmics - laser systems for corneal reshaping; Z80.12-2012 (R2017); multifocal intraocular lenses; Z80.13-2012(R2017); phakic intraocular lenses; and Z80.24-2012 (R2017), ophthalmics - information interchange for ophthalmic optical equipment. 703.548.4560
Silhouette.com
LICENSES + AGREEMENTS Safilo expands into Taiwan with an exclusive agreement with cosmetics and fragrance distributor Luxasia; Altair Eyewear (a division of Marchon), announced a multi-year renewal of a global licensing agreement with BlueStar Alliance, LLC to design, produce and distribute Bebe Eyewear sunglasses and ophthalmics. The U.S. and Europe approved the Essilor/Luxottica merger: The proposed merger of Essilor (Euronext Paris: EI) and Luxottica (MTA: LUX) has been cleared by the U.S. Federal Trade Commission and the European Commission without conditions. To date, the merger has also been unconditionally approved in 13 other countries: Australia, Canada, Chile, Colombia, India, Japan, Mexico, Morocco, New Zealand, Russia, South Africa, South Korea and Taiwan. The completion of the merger is planned for the first part of 2018 after obtaining all necessary authorizations.
TheVisionCouncil.org
To stay informed subscribe to the VCPN INSIDER e-newsletter here: VisionCareProducts.com/VCPN-INSIDER 10 | VC P N A P R I L 2 018
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vision care
product news
Insider. RACE READY Safilo’s Carrera brand is now a sponsor of the Formula 1 Alfa Romeo Sauber team. As part of the partnership, unveiled in February, the Carrera logo will appear on F1 car livery, on overalls and helmet visors. Also on the race track is Italia Independent and Garage Italia, both official sponsors of driver Amna Al Qubaisi, who this year will make her debut in a European Formula 4 series with the Prema Team of Kaspersky Lab, sponsor of Scuderia Ferrari. Al Qubaisi, aka “The Flying Girl,” is the first woman from the United Arab Emirates to compete in the European Formula 4. 800.631.1188 Safilo.com ItaliaIndependent.com
THE VISION COUNCIL BESTOWS HONOR
NEW NAME, DEAL FOR DAC
The Sunglass and Reader Division of The Vision Council honored Bruce Bartley during Vision Expo East for his commitment and contributions to the optical industry. Bartley, who retired last year as president of Icon Eyewear, began his career in 1977 at Renauld Sunglasses, before holding various positions at Bonneau Sunglasses, Riviera Sunglasses and Roberts Sunglasses (which became Lantis Eyewear).
Garland, TX-based DAC Technologies, formerly DAC Vision, is now the main distributor of National Optronics products in the U.S. The company also appointed Joe Ciochetto president. DAC’s Texas facility will provide customer service and warehousing of all National Optronics spare parts and consumables. “For our customers in the lab and ECP markets, this will mean one-stop shopping convenience and consolidated shipments resulting in an enhanced customer experience,” Ciochetto said. 800.800.1550
DACTechnologies.com
HIRES + PROMOTIONS BluTech has named David S. Provow chief operating officer and Renato Cappuccitti senior vice president of sales and marketing. Yagen Moshe is now president and CEO of Shamir Optical Industry, Ltd.
V I S I O N C A R E P RO D U C T N E WS . C O M
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703.548.4560
WestGroupe promoted Michael DeBono to chief operating officer.
Safilo appointed Riccardo Cadorin senior vice president of optical sales for Safilo USA.
Michael J. Bender was appointed CEO of Eyemart Express.
TheVisionCouncil.org
L’Amy America appointed Phaedra Chernoff as corporate key accounts manager and David Chernoff as regional sales manager, Northeast region. The company also promoted Cheryl Canning to vice president of marketing and luxury/ lifestyle brand development and Daniel Shack to vice president, product and business development. Julia Clarke recently joined the company as associate brand manager, and Beatrice Belotti joins the brand management team in Milan.
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Leadership.
TRUE LEADERS
accept responsibility AS A LEADER, IT’S UP TO YOU TO GIVE YOUR TEAM GUIDANCE IF YOU WANT THEM TO BE EFFECTIVE FOR YOUR BUSINESS.
By David M. Dye
T
here is strength in numbers. More people working together makes less work for all — most of the time. The idea of “team” can bring to mind the image of people pulling together in one direction toward a common goal. Unfortunately, you know, as a business owner or leader, that the reality isn’t so positive. There can be conflict between team members, at times unequal distribution of responsibilities, and sometimes one member can pull down the whole group. You may spend more time managing the individual personalities and conflicts than reaping the rewards of the team’s joint efforts. When it’s working well, a team can accomplish a lot. Dividing up duties and having a plan to work together in a cohesive unit can make accomplishing a project faster, better and with more enjoyment. There are big differences between a team that works really well and produces for you and one that does nothing more than frustrate the members, as well as the leaders in charge. If you want effective teams in your business, help them to get there. As a leader, you can either give them guidance and facilitate the process or act as the leader of the team until they get on track and become productive. Here are six keys to harness the power of teamwork.
FOCUS Put a similar and equal focus on making the team work together, on the plan and the project itself. In many cases a team might have a customer request or a company plan 12 | VC P N A P R I L 2 018
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The biggest problem comes when the team ignores the smaller things, so they become bigger and more obstructive.
they need to implement. They focus on the goal and what needs to be done. They might take the time to divvy up the work, but they may not take the time to figure out how best to work together. When assigning projects or putting department teams together, take time to identify the strengths and areas for improvement of each team member. Talk about working styles and set expectations early on. Establish team ground rules. Put these in writing and circulate them to each team member for signatures. Discuss communication approaches and what to do if the team gets off track. To do this well, the team should have one full meeting devoted solely to the topic of working together effectively. Put the plan or project or initiatives to the side and focus the dialogue on working well together. Prepare the team in advance for a collaborative experience. Don’t just expect it to happen.
PLAN TO WORK In many cases, the team members each individually know what to do; they are experienced professionals who know their jobs. When the work gets divided, each team member may just act — they hear what’s
needed or receive their assigned piece of the overall puzzle and then begin right away to do what’s necessary. Instead of jumping to action, take time together as a team to construct a project plan. This doesn’t have to be a complicated process — in fact, it can be managed alongside whatever technologies or planning software the company might use. This is just a “cheat sheet” of exactly what has to happen and what each team member’s role is in the process. The project plan should clearly outline everything: What specific steps does the team need to take? How are these steps broken down into smaller pieces? What are the deadlines for each step? Who is responsible for each piece of the process? Lay out a clear list of What, Who, When and Next Steps. Put this in writing and circulate it to all team members. Keep it updated as progress is made.
IDENTIFY OBSTACLES Often, the warning signs come early on within a team setting. It could be that the customer didn’t give you enough information, the project is becoming more costly than expected or the team is missing a key strength to be successful. V I S I O N C A R E P RO D U C T N E WS . C O M
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Leadership. There are myriad reasons a plan can go off track. The biggest problem comes when the team ignores the smaller things, so they become bigger and more obstructive. Have regular meetings just to review obstacles. This is for teams who work together regularly, as well as teams who come together on a project or customer resolution. The meeting should just be to address “obstacles to success.” Highlight what’s in the way and then categorize the obstacles. What’s in the team’s control? What’s in their influence? What’s completely out of the team’s control? Focus the discussions on what the team can control and influence, and brainstorm ways to overcome the obstacles. Don’t let something fester until it becomes too big to handle.
The problem comes when we expect that all team members have to be like us and do it our way.
COMMUNICATION Put an emphasis on communication and understanding one another’s personal style. Some people are more talkative. Some like to listen and ponder before they contribute. Some people prefer to know the whole process in advance and want it clearly mapped out. Others would prefer to “roll with it” and figure it out as they go along. Some want the rulebook on exactly what’s required and how to measure success. Others want to be creative and open to out-of-thebox thinking. None are right, and none are wrong. These are just differences in the way we communicate and approach work requirements. The problem comes when we expect that all team members have to be like us and do it our way. If one team member who is talkative and engaging puts down another for their quiet demeanor or lack of engagement, the team becomes fractured. All styles and V I S I O N C A R E P RO D U C T N E WS . C O M
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approaches add value; they just do it in different ways. Instead of criticizing a team member for their differences, understand them and find ways to leverage the complement instead of squashing it in favor of sameness.
CELEBRATE WINS Create a set of milestones, and celebrate wins. When working in a team, particularly in an open-ended fashion (such as within a department), on a challenging project or with a difficult customer, sometimes it can feel like it is all obstacles. The problems become the focal point, and the team can be dragged down by trying to solve problems on a regular basis. Be sure to establish milestones and success points along the way, however small they may be. It could be communicating to the customer such that they say, “Thank you!” Or it could be learning something new that all team members share. Don’t wait until the final completion of the project to celebrate as a team. Instead, find wins along the way and have some sort of acknowledgement for these. It could be a team lunch or a series of high-fives. It doesn’t matter how big the celebration is, it’s important just to take the time to identify what’s gone well, note it for all team members and give it a public team “atta boy and atta girl” to make everyone feel good about the progress.
INDIVIDUALS Remember, there is an “I” in team. Each individual within a team remains an individual. They come together and work together in a team setting, but individuals still exist and still contribute what they are able. There is nothing wrong with being one’s self within the team. In fact, it’s not possible to be otherwise. The important piece is that each “I” takes responsibility for their own actions and seeks to understand other team members. If each person defaults to believing “it’s the team” overall and takes no individual responsibility for their efforts, that’s when the team starts to fall apart. Each person must act as if success depends on them. As a leader or owner you may work in a team setting with other senior executives, vendors or colleagues, and you may have opportunities to assign your staff to team projects and goals. Understanding how to harness the power of teamwork is a critical skill for any leader. n David M. Dye works with leaders who want to build teams that care and get more done. He is a former executive, elected official and lead trailblazer of the leadership-consulting firm, Trailblaze, Inc. His book, co-authored with Karin Hurt, Winning Well: A Manager’s Guide to Getting Results – Without Losing Your Soul, is available at Amazon.com. Connect with David on Twitter @DavidMDye or at TrailBlazeInc.com. A P R I L 2 018 VC P N | 13
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Company Culture.
SKILLFUL RESOLUTION MAKES FOR
happy employees
FOLLOW THESE THREE STEPS TO MANAGE INTERPERSONAL CONFLICT IN THE WORKPLACE. By Dr. Jack Singer
A
mong the most critical and important skills employees on all levels of an organization can possess is the ability to manage interpersonal conflict. Job insecurity — fueled by fears of downsizing, mergers, the unstable economy and an unknown organizational future — produces fertile ground for the development of conflict. Moreover, advances in technology, which often are viewed as threatening, magnify the potential for anger and frustration in the workplace. Unresolved or insensitively managed conflict negatively impacts productivity and morale. Ultimately, the bottom line is affected. On the other hand, allowing conflict to surface and skillfully resolving it can be a platform for enhancing employee trust, team building and creativity. The good news is you can easily learn conflict resolution strategies, put them into practice and teach your employees. 1 EVALUATE STYLE Several self-assessment questionnaires have been developed over the years giving people insight into how they react in typical conflict situations. The insight derived from scoring these questionnaires provides an
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understanding of what “buttons” get pushed when a person is provoked. 2 IDENTIFY BEHAVIORS People resort to their own, idiosyncratic behavioral habits when experiencing conflict with others. These reactions include:
Non-productive behaviors: confronting, dominating, defending, using sarcasm, hostile humor, repressing emotions, insisting on being right, stonewalling and blaming.
Allowing conflict to surface and skillfully resolving it can be a platform for enhancing employee trust, team building and creativity. Neutral behaviors: avoiding, cooling off, apologizing and giving in or backing off to avoid confrontation. Positive behaviors: active listening, empathizing, disarming, inquiring, using “I feel” statements and recognizing how internal dialogue impacts emotional reactions. The goal is to eliminate negative and neutral
behaviors and practice positive confrontation reduction skills until they become new habits. On average, these skills can be learned in only 21 days of concentrated practice. 3 LEARN CONFRONTATION REDUCTION The key to all interpersonal communications is genuine listening, as opposed to defensive listening during which you think about your retort while the other person is talking to you, thus not really listening. To begin to really listen, start by paraphrasing what the other person says in your own words, without judging, agreeing or disagreeing. Listen to and reflect the content, needs and feelings of the other person. For example, if someone is telling you about what they think is unfair in the way they were overlooked for a raise, the listener might reply: “It sounds like you believe we don’t really care about you enough to consider what you’ve done this year in determining whether to give you a raise.” Notice this is not agreeing nor disagreeing with the complainer but is simply paraphrasing the words and emotions the listener believes the complainer is expressing. Next, ask for feedback to determine whether you interpreted correctly. If you haven’t, ask for clarification. Continue this process until you’re sure you’ve heard what the other person is saying and feels emotionally.
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Company Culture. Interpersonal conflict is healthy when it brings a rich sharing of ideas, mutual respect and an understanding and appreciation of diverse opinions, needs and values. By simply getting clarification to be sure you’ve heard what the complainer is talking about will go a long way toward defusing the negative emotions, changing them to a sense of feeling respected and listened to. Once you’re certain you understand the message and feelings expressed by the other person, respond. The other person then listens and paraphrases for you. This process continues until you’ve both clarified your positions and are certain the other person also really heard and understands you. Empathizing involves putting yourself in someone else’s shoes and trying to see the world through the other person’s eyes, taking into account cultural, racial, gender and experiential differences. Remember, empathizing is understanding the complainer’s position from their perspective and with the information they have — it’s not necessarily agreeing with them. For example, “I understand you believe your work has been as good as Joe’s and he did receive a raise. So, you view this as unfair and personal.” The fastest way to defuse an argument is to find some truth in what the other person is saying, even if you don’t agree with the basic criticism or complaint. For example, saying “I can understand how you’d feel angry with me since you believe Joe’s work is no better than yours and I did give him a raise,” acknowledges and validates the angry person’s feelings without actually agreeing with what was said. This opens the door to clarification, feedback and reconciliation. By asking for clarification of ideas, needs and feelings you signal a feeling of respect and can then work toward mutual understanding and compromise. “I feel” statements are a primary skill in interpersonal communications. Expressing yourself with such statements as, “I’m feeling sad and hurt because you believe I’m being unfair to you” is much more productive than the accusatory, “Now you’re making me sad and hurt, and I don’t like feeling that way.” In the first scenario, you take responsibility for your own feelings and share them; in the V I S I O N C A R E P RO D U C T N E WS . C O M
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Evaluate Style
01 02
Learn Confrontation Reduction
Identify Behaviors
03 second, you escalate the confrontation by blaming and putting the person on the defensive. In addition, you tell the other person specifically what you need that will make you feel good or what can be done to improve the relationship and avoid further misunderstandings and confrontations. For example: “I have a list of criteria involved in determining when someone is entitled to a raise. You’re only looking at one of them when you decide I’m being unfair. Let’s discuss how you can improve in the other areas so you can earn a raise next time.” The key to analyzing your vulnerability to being provoked into confrontations is to understand how your automatic thoughts, including your assumptions and conclusions, cause every emotional reaction. Examples of these distortions include: “He shouldn’t keep bugging me about a raise.” (using “should,” “must” and “have to” in judging someone’s actions); “My employees don’t really care how difficult my job is” (reading your employees’ minds about what they must be thinking and feeling); “Maybe I wasn’t cut out for this job … it’s constant pressure” (fortune telling about your incompetence or the future); and “I must have been stupid for taking this job” (negatively labeling yourself instead of describing your behavior as unfortunate or unproductive).
Once you learn about the distortion habits in your automatic thinking, you can learn how to challenge them and develop more rational, alternative thoughts. The end result is actually dissolving negative emotions and a healthy, reasonable outlook on every situation in which you find yourself. Interpersonal conflict is healthy when it brings a rich sharing of ideas, mutual respect and an understanding and appreciation of diverse opinions, needs and values. Teaching your employees to understand how they traditionally react in conflict situations and how to develop skills to reduce confrontation leads to greater trust, less stress, more creativity and can ignite the team. The ultimate benefits are enhanced quantity and quality of products and services. n Dr. Jack Singer is a licensed industrial/organizational and sports psychologist, professional speaker and consultant to Fortune 1000 corporations from Miami to Malaysia. The author of four stress mastery books, Dr. Jack presents customized growth and development, motivational and inspirational keynotes and workshops for organizations, conferences and associations. Dr. Jack can be reached at DrJack@FunSpeaker.com or 800-497-9880. Visit FunSpeaker.com for additional information. A P R I L 2 018 VC P N | 15
3/30/18 10:39 AM
Strategy.
Networking AS AN
INVESTMENT STRATEGY
BUILDING SOCIAL CAPITAL IS A LONGTERM INVESTMENT.
By Mike Muhney
S
ome people only see the value of networking when they’re seeking a new job. Those people are wrong. Not only is consistent networking beneficial should you ever find yourself in the job market, it’s a long-term investment that can help you grow your career at any given point in time. When you put time and effort into maintaining strong relationships, you’re creating something with long-term value. Among those who study social networks, that value is called social capital. To define it more precisely, social capital is the value that individuals get from and deliver to the network. The businessperson providing resources to colleagues, getting to know them as people and helping them solve problems is creating social capital, as is the political leader who forges personal connections and builds trust with leaders of other countries. They’re creating a valuable asset on which they can draw later, when they’re the ones in need of resources or support. I watched an interesting video of an interview with Reid Hoffman, the founder of LinkedIn, in which he made the following statement, “Every person today is a business, so the question is . . . How are you handling it?” Undoubtedly, you see yourself doing business, but do you see yourself as a business — or a brand — within your respective field? Further, are you effectively managing your personal brand?
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A while back, I was in another country visiting some high-level executives in an organization, and I mentioned I was attempting to meet a particular country manager of a Fortune 1000 company with whom I could envision a relationship of mutual benefit. They said they knew him well and had a meeting coming up that I was welcome to attend as a tag-along. The next day, I accompanied two of them on a visit to the country manager’s office. This person’s last name lent itself to the nickname he went by, “Goz.” When we met, everyone exchanged the usual courtesies. After our introduction, Goz said nothing more to me as we all went into his office. While the three of them talked business for half an hour or so, I discreetly scanned his desk and walls for any sign of a way to “break the ice.” Against the background of items representing business accomplishments, one item in particular stood out. It looked like a customized stuffed animal made by a child in an effort to portray Goz — sort of a caricature of his business persona. I can’t do it justice with my description, so I’ll just say that it was cute, the kind of cute that only children can express. When my associates concluded their discussions with Goz, they told him I had a perspective of possible strategic value to his organization and asked if he would mind taking a little longer to hear me out. He agreed. Knowing his time with us was almost
over, I had a choice: get personal or get business. I immediately chose to get personal. I first thanked him for his time, and then politely asked if I could call him by his nickname. After he agreed, I said, “Goz, if you don’t mind, before I begin, I’ve noticed that stuffed animal over there seems to be a caricature of you. Would you mind telling me what that’s all about?” His demeanor toward me immediately relaxed, and he laughed heartily. He said, “You know, that has been on my desk for many years, and no one has ever asked me about it before.” At the conclusion of our business discussion, he agreed to provide access to his people and expressed an interest in working together for our mutual benefit. When we left his office, my associates started laughing all over again. They said they couldn’t believe what they had just learned about Goz — and they had never before seen him become relaxed so quickly with someone he had just met. Making an emotional connection with others is the first step to building social capital with lasting value. If you understand the need to manage yourself as a business, you understand how crucial it is to develop sustainability by providing value to others over the long run — not only if and when you’re looking for a job. n Mike Muhney, is the co-creator of ACT! software, and the “Sales Connection Expert” at MikeMuhney.com. V I S I O N C A R E P RO D U C T N E WS . C O M
3/30/18 10:39 AM
Human Resources.
RECRUITING ECPS:
WHY PASSIVE CANDIDATES
are best
By Charisse Toale, MBA, ABO/NCLE
Y
our current hiring methods are likely only reaching 15% of available eyecare professionals (ECPs). You’re missing a substantial 85% of potential ECP candidates, and the ones you’re not reaching are actually those who would make better employees in the long run. Here’s why: According to market research, only 15% of eyecare professionals are actively seeking new employment. We call these active candidates. Active candidates are the eyecare professionals who primarily fill the open opportunities, sending their resumes to hiring managers, reaching out to professional networks and applying to job boards. Active candidates are actively looking for work but are not necessarily unemployed. These are the people who are seeking new opportunities and are proactively trying to find their next position, but you are already aware of everything you need to know about active candidates. THE OTHER 85% Passive candidates are the eyecare professionals who are currently well employed and not actively pursuing a change, but they are always open to growth opportunities and have potential long-term value to your practice. Passive candidates typically make for better employees than active candidates, according to The Undercover Recruiter. Targeting passive candidates is critical to a successful hiring strategy, especially in as niche a market as eyecare where there is more demand than there is supply. So how do you reach that 85%? It is difficult to identify and pursue a passive candidate through traditional staffing methods. They aren’t actively applying to your ads online, and they are often reluctant to negotiate
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START USING LESS TRADITIONAL JOB POSTING METHODS TO REACH THE BEST 85% OF POTENTIAL EYECARE PROFESSIONAL EMPLOYEES.
a career opportunity due to confidentiality concerns. Truth be told, passive candidates won’t just talk to anyone who reaches out to them with a career opportunity. It is your job to help them see that shining career by putting it clearly within their focus. Once they see how good your job makes their future look it will be difficult for them to look away. In the workplace, these types of applicants are best reached through personal connections, trust and effective job promotion.
Targeting passive candidates is critical to a successful hiring strategy, especially in as niche a market as eyecare where there is more demand than there is supply. CONFIDENTIALITY The most important factor when attracting and engaging passive candidates is establishing a relationship and building trust. Before a passive candidate will entertain your career opportunity, they have to trust that you have their best interest in mind and won’t go submitting their resume to every practice in a 20-mile radius. Once you have established a reputation of confidentiality and trust, the lines of communication will be open. CAREER POSITIONING Passive candidates aren’t hanging around on job boards and traditional employment sites. To attract passive candidates, position careers so they show up in the places where we find them. State associations, alumni networks, national eyecare boards, industry forums, and industry groups and social media pages are all conducive to attracting passive talent where they are already browsing.
SOCIAL MEDIA For good reason, 92% of companies use social networks to recruit candidates. A quick tweet or post is highly sharable, can reach a great number of people very quickly and is easy to respond to. Communication over social media is a lot less formal and garners a higher response rate than other avenues of communication such as email or advertisements. This informal communication is especially important when recruiting eyecare professionals as it is more conducive to relationship building. Not many candidates are willing to chat about a career with someone they do not know, so make yourself known among those passive candidates and start reaching the other 85% of ECPs who make for the best employees. n Charisse Toale, MBA, ABO/NCLE, is president and senior recruiter of imatters eyecare staffing, a network of over 150,000 active and passive eyecare professionals with solutions for every budget and hiring need. Visit imatters.net, your go-to resource for hiring ECPs. A P R I L 2 018 VC P N | 17
3/30/18 10:40 AM
Retail Renovation.
A HIGH-TECH
makeover
EYETECH OPTOMETRY RELOCATES (ITS PRACTICE), RENAMES (ITS BRAND) AND REDESIGNS (ITS LOGO) ALL IN ONE SHOT.
By Anthony Floreno
A
s anyone who has bought and sold a house knows, deciding to make the move isn’t always the hardest part. That goes triple when it’s a relocation, as well as a name and logo change. But that’s exactly what Christena Ward, OD, did after 15 years in Dillon, CO, as Complete Family Eye Care. “It had gotten tired, and we needed a larger space to accommodate a second optometrist and reduce patient wait times,” she said of the old name and location. Rebranding itself as EyeTech Optometry in nearby Frisco, CO, the new digs are a spacious 3,300-square-foot space with all the bells and whistles of a modern optometric practice. Ward chose the name to reflect her investments in eyecare technology and project a more modern vibe. To kick-start the process, she employed Southpaw Design Studio LLC and lead designer Jeff Cary, who brought over 20 years of design experience to the job. Cary developed the interior design with Ward’s input and created the construction drawings for the project. Starting in July 2016, the project took just 10 months until the grand re-opening in May 2017. “From a design standpoint, all the problems we encountered were limited to minor coordination issues between the as-built drawings of the building shell and the actual building,” Cary said. “It’s a common occurrence that existing drawings don’t exactly match field conditions, but
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BEFORE we were able to make small adjustments to the design to take these bumps in stride.” Aside from that, the biggest stress according to Ward was “having to constantly make decisions.” In the end, though, the finished product was worth it. Ward was especially pleased with the charred cypress wood surrounding the reception desk. To accomplish the desired effect an ancient Japanese wood treatment called shou sugi ban was used. The technique has seen a recent surge in popularity, in part because it avoids using toxic stains and sealants, and it makes the wood fire retardant and resistant to rot, insects and decay. At its heart the floor plan maximizes staff
efficiency and enhances the patient experience, such as with the use of Lumicor acrylic panels—with embedded natural grass fibers and a frosted finish—throughout the office. These screens allow natural light to penetrate deeper into the common interior spaces while maintaining patient privacy. The optical dispensary also uses bespoke millwork designs that provide a smart merchandising layout for the retail area that can accommodate specialty equipment while also allowing the flexibility to integrate future technologies. “There are many different wood tones and rustic metallic features in the optical that complement each other in an unexpected way,” Ward said. n V I S I O N C A R E P RO D U C T N E WS . C O M
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Retail Renovation.
AFTER V I S I O N C A R E P RO D U C T N E WS . C O M
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3/30/18 10:42 AM
Internet Influence.
THE INTERNET’S INFLUENCE ON
Eyewear Purchasing WHILE AMERICANS BUY EYEWEAR ONLINE AND ARE PLEASED WITH THE RESULTS, THE LATEST VISION COUNCIL RESEARCH SHOWS IT’S STILL A SMALL PERCENTAGE.
D
espite a relatively high number of consumers using the internet to some extent when shopping for general retail goods, the practice is still not as prevalent for eyewear. While Americans were most likely to use the internet when buying contact lenses, where 34.0% of recent buyers used the internet to any extent during their last contact lens purchase, that leaves about two-thirds who are not using the internet to any extent when buying their contact lenses online. Even fewer prescription eyeglass buyers (21.2%), plano sunglass buyers (25.2%) and over-the-counter readers buyers (14.9%) used the internet for any type of assistance during their last purchase. This leaves the large majority of eyeglass, sunglass and readers buyers shopping and making their purchase in-person. WHY NOT ONLINE? There are three primary reasons respondents to The Vision Council VisionWatch survey cited for avoiding the internet when shopping for eyewear, plus some additional, less cited reasons (see charts, “Why didn’t you use the internet when purchasing your most recent pair of eyeglasses?”).
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Why didn’t you use the internet when purchasing your most recent pair of eyewear? 14.0%
13.3%
15.6%
17.4%
29.1%
32.1%
23.1% 20.2%
26.1%
24.5%
37.6%
49.3%
36.1%
13.4%
10.8%
10.1%
EYEGLASSES
SUNGLASSES
READERS
Other/Don’t Know I already knew what I wanted to buy and did not need the internet
I have a trusted relationship with my eyewear retailer
I could not physically try on in-person
I enjoy buying glasses in-person
Don’t trust the Web/Too much of a hassle
The three main reasons for preferring the brick-and-mortar experience are related to the in-person service they can receive through their relationship with their eyecare professional and the opportunity to
actually try on a real pair of glasses. Among the reasons for preferring to buy eyewear in a store rather than online, “I could not physically try on in-person” was cited by the largest number of respondents (37.6%). V I S I O N C A R E P RO D U C T N E WS . C O M
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Internet Influence. Then “I have a trusted relationship with my eyewear retailer” was next highest (29.1%) followed by “I enjoy buying glasses in-person” (26.1%). Rounding out the responses were “I already knew what I wanted to buy and did not need the internet” (15.6%) and “Don’t trust the web/Too much of a hassle” (13.4%). WHO’S BUYING ONLINE There were certain groups of eyewear consumers (men, younger Americans, relatively affluent Americans, residents of the Northeast and people who recently bought eyewear from a conventional optical chain) that were more likely than other consumers to have used the internet when purchasing eyewear. After increasing significantly from 2011 through 2015, the number of consumers using the internet to shop for and buy corrective eyewear continued to grow but at a slower rate in 2016 and 2017. Online usage for prescription eyeglasses and plano
Why didn’t you use the internet when purchasing your most recent pair of eyewear? Base: American Adults Purchasing Rx Eyeglasses During the Past Six Months 40.8%
18 to 34 Years Old
33.6%
ONLINE SHOPPING HABITS Most Americans are window shopping online for eyewear, conducting research for future eyewear purchases, comparing prices and comparing possible brands and possible retail locations. They are less likely to use the internet to select the exact brand and exact retail location. Finally, a small number of consumers are using the internet to review customer ratings/satisfaction relating to eyewear or eyewear retailers. The number of consumers using the internet to directly purchase optical products increased by almost 10%. Those using the internet for customer reviews of different retailers and direct eyewear online buying activity has surged over the past five years.
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55+ Years Old
29.4% 25.6% 21.4% 18.6%
18.2%
17.0%
14.6%
11.6%
11.4%
13.4% I could not physically try on eyeglasses in-person
10.8%
Don’t trust the Web/Too much of a hassle
I enjoy buying glasses in-person
10.1%
I have a trusted relationship with my eyewear retailer
I already knew what eyeglasses I wanted to buy and did not need the internet
Other/Don’t know
Why didn’t you use the internet when purchasing your most recent pair of eyewear? 41.5% Base: American Adults Purchasing Rx Eyeglasses During the Past Six Months
33.6%
Men Women
32.6% 29.3%
Only about 4.4% of all recent eyeglass buyers used the internet to directly purchase eyeglasses. sunglasses contracted slightly in 2017 relative to previous years, while shopping for over-the-counter reading glasses and contact lenses increased sharply in 2017.
38.9%
26.5% 22.5% 17.6% 14.7%
13.4% I could not physically try on eyeglasses in-person
10.8%
Don’t trust the Web/Too much of a hassle
15.4%
13.4%
12.1%
I enjoy buying glasses in-person
12.1%
10.1%
I have a trusted relationship with my eyewear retailer
I already knew what eyeglasses I wanted to buy and did not need the internet
Other/Don’t know
Why didn’t you use the internet when purchasing your most recent pair of eyewear? Base: American Adults Purchasing Rx Eyeglasses During the Past Six Months 46.9% Recently Purchased From an Independent
38.6% 37.8%
Recently Purchased From a Conventional Chain
26.8% 27.3% 21.6% 14.7%
14.0%
16.0% 12.3%
11.3%
13.4% I could not physically try on eyeglasses in-person
Don’t trust the Web/Too much of a hassle
9.0%
10.8% I enjoy buying glasses in-person
I have a trusted relationship with my eyewear retailer
10.1% I already knew what eyeglasses I wanted to buy and did not need the internet
Other/Don’t know
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Internet Influence. How would you rate your experience of purchasing your most recent pair of eyeglasses online? Among Respondents Who Used the Internet To Purchase Rx Eyeglasses in the Past Six Months
60
55.0%
50
39.7%
40 30 20
5.3%
10 0
EXCELLENT (72) WHAT ARE THEY BUYING? It’s still a small number of people who are buying their eyewear online. Approximately 25.4% of people using the internet to assist in their last purchase of eyewear actually made the purchase directly online, mostly contact lens purchases. Specifically, only about 4.4% of all recent eyeglass buyers used the internet to directly purchase eyeglasses. Only 4.9% of recent overthe-counter readers buyers used the internet to
Consumers using the internet to shop for and buy corrective eyewear continued to grow but at a slower rate in 2016 and 2017. directly purchase their readers, and 7.3% of recent plano sunglass buyers used the internet to directly purchase sunglasses. In terms of contact lens buyers, about 19.7% purchased their lenses online directly over the internet. Although it is difficult to use this data to project up to a national total of aggregate online purchasing activity, it is likely that between 3.2 million and 3.3 million pairs of prescription eyeglasses were purchased 22 | VC P N A P R I L 2 018
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GOOD (52)
NEUTRAL (7)
0.0%
0.0%
POOR (0)
VERY BAD (0)
online during the 12-month period ending September 2017. Similarly, an estimated 3.3 million to 3.5 million pairs of over-thecounter readers and approximately 7.1 million to 7.5 million pairs of plano sunglasses were directly purchased online during this same time period. The groups that were more likely to directly purchase eyewear online were men, younger Americans, those with higher incomes and those who use the internet when shopping for general retail goods. In the past, an overwhelming majority of eyewear buyers who were likely to “defect” to the internet came from the 18- to 34-year-old group and were primarily consumers who bought from conventional chain or mass merchant retailers. Unit sales of online eyewear increased by about 10% in 2017, on par with growth rates of online eyewear sales from 2014 and 2016. In 2017, the largest increases in online optical buying behavior occurred among adults from low-income households (up to $40,000 annually) purchasing optical products online, as well as an increase in the number of people over the age of 45 purchasing eyewear online and people who recently purchased eyewear from an independent ECP retailer.
ARE THEY HAPPY? Most of the consumers surveyed who purchased eyewear online within the past six months are satisfied with their purchase experience; 55.0% rated their recent online buying experience as “excellent,” and 39.7% rated it “good.” Only 5.3% rated their experience as “neutral,” and nobody rated their experience as “poor” or “very bad.” This is actually comparable to (and slightly higher than) purchase satisfaction rates among eyewear buyers who purchased from a physical brick-andmortar retailer. The results of this report indicate that the profile of potential “optical online buyer” is continuing to evolve. In 2017, the largest increases in online eyewear future purchase intent occurred among men, Americans over the age of 55, those from the Southeast and Midwest, and among consumers who recently purchased Rx eyeglasses or made an eyewear purchase from a mass merchant retailer. n This article has been excerpted from The Vision Council’s most recent VisionWatch Internet Influence Report. The entire report is available from The Vision Council at TheVisionCouncil.org. V I S I O N C A R E P RO D U C T N E WS . C O M
3/30/18 10:43 AM
Vision Care Venture.
ARE YOUR
growth
PLANS IN PLACE?
IF YOU FAIL TO PLAN, YOU PLAN TO . . . WELL, WE ALL KNOW HOW THAT ENDS. HERE’S HOW TO SPRING INTO ACTION TO BE SURE YOU DON’T FALL INTO THAT TRAP.
S
ome people deliberately keep themselves in a perpetual state of catching their tail so they won’t have to think or plan. Many level off at a particular gross because they have made no plans to get beyond that point. Some build failure by making goals unattainable. The first step in achieving your financial goals and business plans is to write down what you want to accomplish. Doing this will help you visualize your objectives. Remembering my father helps me to see both the planning process and my desired objectives. He was a farmer with a degree in land management. Winter was his planning time so that once the ground temperature was right he could start planting. It is the promise of spring that as we sow so shall we reap. For each cup planted, a bushel reaped; for every good idea given to another, many shall be given to us in return. For every executed strategy and tactic, a multiplicity of rewards, and for every act of service given to patients, a life of loyalty in return. What are you doing to prepare the fertile fields of life with seed, knowledge, commitment and a determined effort? The following are some questions and answers that can help you establish a business plan: 1. Who am I targeting as patients? (age, gender, education level, income, lifestyle)
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2. What services, benefits, and needs are most necessary and desirable to my target market? (special hours, location, diagnostic equipment) If you’re uncertain about your patients’ needs, design a patient survey that can establish this information for you. Distribute the survey to all patients in the office, and have them fill it out while in the waiting room.
Everyone has to get good at one of two things‚ planting in the spring or begging in the fall. 3.What do I know about my competition and current environment in the ophthalmic industry? Have employees, your spouse, or friends visit or call other eyecare facilities to experience what they are doing . . . or not doing. Inquire about services, specialties and fees. 4. How much money am I willing to spend to accomplish my goals? The rule of thumb is 6% of gross income should be designated for promotion. Still, you can only spend what your budget will allow, so the trick is to get the most bang for your buck. 5. What steps should I take to make it happen? Implement and follow through with your ideas. The mere arrival of spring is no sign that things are going to look good in the fall. You must do something with the spring. In fact,
everyone has to get good at one of two things‚ planting in the spring or begging in the fall. Stretching your practice beyond $400,000 to $750,000 takes re-evaluation. Keep some of the ideas and programs that helped your practice reach this level, while redefining the purpose of your practice for continued growth. Where are you presently? Where do you want to be? With the intelligence, wisdom and freedom of choice given to us as humans, we should exercise the discipline to plant in spite of the rocks, weeds or other obstacles before us. The rocks, weeds and thorns of the world cannot destroy all your seeds if you plant massively enough and intelligently enough. My suggestion is to choose action, not rest. Choose truth, not fantasy. Choose a smile, not a frown. Choose delighted service to those with healthcare cards and vision plans, not animosity about the low reimbursement rates, delayed payment and added paperwork. Remember, the purpose of planning is not to produce a plan but to produce results. Albert Einstein is credited with saying that it takes more focused mental effort to solve a problem than it took random thought and labor to create the problem. n Donna Suter is president/a business coach and consultant with Suter Consulting Group (DonnaSuterConsulting.com) in Chattanooga, TN. A P R I L 2 018 VC P N | 23
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Practice Management.
automating PRACTICE MANAGEMENT
TODAY’S PM SOFTWARE MANAGES PATIENTS WHILE ANALYZING SALES, KPIS AND OTHER METRICS, MEASURING YOUR PRACTICE’S SUCCESS TO INCREASE CASH FLOW WHILE IMPROVING PATIENT CARE.
F
or eyecare professionals who want to upgrade their practice management software, or for those who haven’t yet experienced their benefits and need to install it for the first time, here are the latest updates.
COMPULINK’S EYECARE ADVANTAGE INTRODUCES MOBILE PATIENT ENGAGEMENT To engage patients via mobile devices, Eyecare Advantage from Compulink has added a mobile patient engagement app that allows for delivery of personalized content by text message. Content can be targeted based on the patient’s appointment type and diagnosis. The app can also be used to market products and services, along with delivering patient education. Surveys can even be sent to patients’ phones with feedback collected and automatically brought back into Advantage for analysis. “We’ve developed patient engagement technology that’s unique in a couple of important ways,” said Link Wilson, CEO and founder of Compulink. “First, it allows providers to engage directly with the patient’s mobile phone via text and without requiring an app download. Secondly, it’s integrated with our software to allow providers to send content specific to the patients’ needs and in real time while they are in the office. We think this is going to open up the channel for providers to communicate with patients in ways they have not been able to before.” Additional features include electronic health records, practice management, optical point-of-sale and inventory management, revenue cycle management, analytics, patient engagement, telehealth and audit protection.
EYEFINITY ENGAGES PATIENTS, STREAMLINES OPERATIONS Patient engagement features have been added to Eyefinity’s PM practice management software to retain and service patients while helping practices grow. Added features include online integrated appointment scheduling, which allows patients to visit practice websites and scan and book an appointment from available openings. Eyewear-ready patient notifications as well as automated appointment recall alerts and reminders can be sent via SMS text messages, email or automated voice messaging, depending on the preference originally entered by the patient. Customer satisfaction surveys can also be linked. All displays are mobile optimized depending on whatever device the patient is using, and all data are stored in the Amazon cloud. Just launched at Vision Expo East, the Eyefinity kiosk application enables new patients to enter their information via iPad in the waiting room. Patients access the “electronic clipboard” simply by entering their last name and date of birth. They can then securely and efficiently enter their personal information and health history, sign consent forms, select their pharmacy via Google Maps. Then all of this data automatically populates in the EHR. Both the patient experience and staff efficiency are improved.
Compulink Business Systems, Inc. 800.456.4522 CompulinkAdvantage.com Sales@CompulinkAdvantage.com Eyefinity 800.269.3666 Eyefinity.com CustomerCare@Eyefinity.com First Insight 800.920.1940 First-Insight.com 24 | VC P N A P R I L 2 018
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Practice Management. GPN’S EDGEPRO EXPANDS PRACTICE RANKINGS AND TRANSACTION REPORTS
REVOLUTIONEHR MANAGES AND ANALYZES ORDERS AND OTHER DATA
Users of GPN Technologies’ EDGEPro platform will now have access to expanded data and reporting for contact lens sales on the new contact lens dashboard, an upgraded transaction report and a compare-my-practice tool known as EDGEPro Rankings.
Smartflow, launched in RevolutionEHR in 2017, provides users with the option of ordering directly from suppliers. Contact lens, eyeglass lens and frame order details are entered once, and then SmartFlow takes over, instantly submitting the order directly to the product supplier. As the order moves its way through the supply chain, real-time order status and tracking are automatically updated within RevolutionEHR.
The contact lens dashboard presents an overview of year-supply sales, shares by manufacturer, specific brand performance and percentage of dailies. Users can drill down and examine individual records and component data to isolate and proactively capitalize on contact lens product sales. “The contact lens dashboard offers information that is unavailable anywhere else in the industry,” said president and CEO Ed Buffington. “It’s information that practitioners really need and have wanted for a very long time.”
For quick and easy access to optical order summaries and status, the RevolutionEHR Orders Dashboard provides an organized and sortable view of both trial and box orders that includes new, approved, transmitted, vendor shipped, received and verified orders for eyeglasses, frames only and contact lenses.
With EDGEPro Rankings, users can compare their key performance indicators against real-time national rankings drawn from the performance benchmarks of thousands of practice locations that subscribe to EDGEPro. Users can choose what group they measure against such as geographic regions or membership affiliation.
Orders are analyzed, along with other practice data, by Pulse, the practice performance dashboard in RevolutionEHR. Pulse can instantly track key performance indicators, analyze and explore trends, and compare performance metrics across all areas of the practice, including capture rates for contact lenses, anti-reflective treatments and eyeglasses. It can also analyze accounts receivable, receipts, percent booking of your schedule and patient demographics.
Enhanced transaction reports enable users to drill down into individual transactions and examine the critical particulars of each patient interaction on-demand. Departmental revenue is clearly organized on the overview list, charges are shown separately from payments, and third party payments are clearly broken out.
OCUCO’S ACUITAS ENTERPRISE INTEGRATES IN-STORE AND ONLINE By combining store and web activity, Ocuco’s Acuitas Enterprise software gives the eyecare professional a unified view of the patient’s journey. This omnichannel solution integrates the patient’s in-store and online transactions, providing a fully integrated “bricks and clicks” ecommerce solution with online booking. Integrated customer relationship management tools, dispensing aids and fulfillment tracking streamline the processes accomplished using this software. Product, pricing, promotions and commissions are centrally managed, while visually strong business intelligence dashboards “make big data little.” In addition, this software also integrates with your electronic medical records by incorporating data and images from your diagnostic equipment. A true enterprise application, Ocuco’s Acuitas Enterprise software has no scaling limitations and provides central continuity of brand and consistency of process across multiple applications.
ParadEyes.com
800.708.1610
Sales@First-Insight.com
Ocuco.com
Ocuco.US
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GPN Technologies
Sales@Ocuco.com
FIRST INSIGHT’S MAXIMEYES OFFERS ADVANCED SEARCHES, CUSTOMIZED REPORTS Users can access the “Find Mode” feature from almost any screen and field in MaximEyes from First Insight. Advanced finds and data mining tools within MaximEyes PMS help you narrow results to search, review and export data for optical order tracking, production rates, inventory and more. Customized reports can be created for a specific search criterion. With VSP integration and calculator, one click shows your patient’s out-ofpocket expenses and coverage. Electronically submit authorizations and claims directly to VSP without re-entering data on the VSP website. Use VSP’s catalog of lens options to create and submit VSP lab orders as part of the claim. Calculate the insurance amount your patient owes before transferring charges to billing, and quickly reconcile and post VSP payments. Generate patient history and savings statement reports inside the Report Viewer with convenient navigational buttons. “The VSP calculator instantly lets us know what the patient owes on glasses or a contact lens order. Now it takes us a few seconds to calculate charges,” said Jay Henry, OD, MS, of Hermann & Henry Eyecare in Pickerington, OH.
833.334.3776
GatewayPN.com
RevolutionEHR
Ocuco Inc. RevolutionEHR.com
Sales@GatewayPN.com
877.738.3471
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Private Equity Sales.
PRIVATE EQUITY SALES:
facts, fears and myths
INDEPENDENT PRACTICES ARE REACTING WITH BOTH EXCITEMENT AND CONCERN IN THE FACE OF NEW INVESTMENT GROUPS TARGETING OFFICES OPERATED BY THE THREE OS. By Scott Daniels and Alissa Wald, OD
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rom a seller’s viewpoint, the thought of selling for an ultra-high premium is appealing. Rumors about very high multiples are making sellers feel like the old days when “dot.com” owners were selling their businesses before the bubble burst. However, independent buyers are nervous because they feel they can’t compete with private equity investors on pricing, and they expect that managing an office as an owner will be harder in the future. In addition to all that, vendors and suppliers are concerned about all of this consolidation and the effects it can have on eroding profit. THE REAL STORY Private equity groups see eyecare practices as fragmented and inefficient. Combine that with very low interest rates, and it becomes an attractive industry for investment. By consolidating multiple offices, efficiencies can be created by centralizing many administrative
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functions and making all the office “the same.” Billing, frame purchasing, marketing and human resources can all be operated from one corporate center and can serve multiple offices. These offices need to be within a certain radius of each other to obtain those efficiencies. The problem is that every office needs to operate the same way, often with limited selection of products and services. Customized or outside-the-box services don’t always work with this model. Think of a franchise like McDonald’s or any of the regional eyewear chains. Like any large business, they are successful because their training books are uniform and every office operates in pretty much the same way. They have to carry the same frame, spectacle lens and contact lens brands, often in limited selections. Efficiencies often result in fewer choices for the customer. This isn’t necessarily a bad thing because a smaller selection allows the employees to be more knowledgeable about the materials and services offered. On the flip side they can’t offer “customized” options or unique products that some customers want.
MEASURING PROFIT Of course, private equity groups want a return on their investment. They are not simply looking to make 5% or 10% yield. They want double digit returns . . . high double digits. To reach that level they need to purchase offices with a certain minimum revenue and net profit. Their definition of net profit is different than what most owners understand. Most owners see their net profit as 30%. That’s incorrect because it includes a salary to the owner for being a producing doctor. As an owner, after paying a reasonable salary to a doctor, the net profit is closer to anywhere from 10% to 15%. This is called EBITDA (earnings before interest, taxes, depreciation and amortization). Labor and rent are going to be the biggest factors in determining that bottom line. Private equity buyers adjust (or “normalize”) expenses based on their own models, so their EBITDA might be different. Most people hear that private equity pays multiples of five to six times EBITDA. This sounds like a high premium, but it’s dependent on the V I S I O N C A R E P RO D U C T N E WS . C O M
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Private Equity Sales.
If you’re grossing under $1 million, it’s less likely you are going to be purchased by a private equity group.
normalized adjusted EBITDA. While your EBITDA may be 15% or 20% or higher, if their normalization results in an EBITDA of 10%, then paying six times multiples would be the equivalent of 60% of gross revenue. This 60% of gross is the average for practices nationwide based on the Goodwill Healthcare database of completed transactions. If they calculate an adjusted EBITDA of 8%, then that drops to 8% x 6 = 48% of gross. Their EBITDA may differ from yours because of adjustments in their labor costs, doctor wages or capital expenses. For example, they may determine that it’s necessary to hire another manager, billing person or increase staff wages. The final sale structure may only be 80% cash upfront with the balance paid in the future. Additionally, private equity buyers often require the owner to stay employed for several years at a reasonable salary. So, are sellers getting a good deal or not? It depends. If they want to continue working for three to five years, it offers the ability to cash out and still earn an income without the headache of ownership. This solution only works if (a) the seller’s personality works with the new “boss” and (b) if the practice net is sufficient to pay a salary and still have enough left over for the private equity investor. MAKING THE CUT If you’re grossing under $1 million, it’s less likely you are going to be purchased by a private equity group. The reason is because the investor needs enough money to earn a V I S I O N C A R E P RO D U C T N E WS . C O M
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return. They are not always excited about businesses losing money. There are exceptions for strategic purchases in targeted markets, but the investor needs enough money to cover any initial losses until the practice grows enough to make a sufficient profit. Individual and first time doctor/buyers are still able to get loans to purchase these larger practices. Numerous lenders offer 100% financing to buyers with little to no down payment. The loans are based on the time licensed, the credit score of the buyer and the cash flow of the practice. Seller’s still have choices in the sale of their practice. INDIVIDUAL BUYERS/OWNERS Is there still a market for individual owners? While consolidation gives the impression that the answer is no, reality tells us otherwise. For the larger practices, not everyone is going to be a fit for private equity groups, nor will every seller want to go that route. Also, the average practice revenue is still around $700,000 per year. Over half of the practices are not viable candidates for private equity investors because their revenue does not support that model (not enough profit). While some have potential to grow, it just doesn’t make sense for an investor to buy most offices of this size. However, from an individual’s standpoint it still offers quality of life and income for those seeking to be their own boss. Business ownership (especially for a married couple) offers an excellent balance of work and play
while allowing the owners to control the days they work and the style in which they treat their patients. Most doctors become owners because they are tired of being told how to treat patients, what hours they work or when to take a vacation. These medium size practices allow them to offer individual customer services, make a good income and take time off at their discretion. While some aspects seem like a commodity, the business of optometry is still based on customer service. Individual owners can succeed and thrive by differentiating themselves from the large corporations and private equity groups. This is accomplished by offering unique products and providing custom solutions or specialty services. n Scott Daniels is the principal broker and co-owner of Practice Concepts along with his wife Alissa Wald, OD. Practice Concepts has completed thousands of successful practice transitions over the last 20 years, providing appraisals, buyer and seller representation and partnerships. Daniels is the CFO and helps manage two large practices with combined revenues of almost $5 million. He is a licensed real estate broker and has extensive financial background working with a variety of businesses and medical professionals. His expertise includes practice appraisals, commercial real estate sales and leasing, tenant representation, and brokerage. Wald is a managing investor at another location. Contact them at 877.778.2020 or ScottD@PracticeConcepts.com. A P R I L 2 018 VC P N | 27
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New.
CLEAR3D FACIAL SCANNING AND PRINTING FROM CLEARVISION OPTICAL Officially launching this fall with sales set to begin at Vision Expo West, Clear3D facial scanning and 3D printing technology for customizable eyewear were introduced by ClearVision last month at Vision Expo East. The platform can attach to a mobile device and enables ECPs to give their patients the ability to virtually try-on eyewear using facial recognition technology. This results in custom frames that can be printed in nylon, titanium or acetate. Developed by Tech Print, a company created by CVO’s David and Peter Friedfeld along with David Inderias and Marc Notenboom, Clear3D will feature both men’s and women’s ophthalmics and sunglasses. 800.645.3733
ADD DIGITAL POP WITH CONTENTLINQ Contentlinq allows ECPs to replace traditional P-O-P materials with digital point-of-sale materials using its Digital Asset Manager (DAM), a cloud-based central repository for all marketing content that gives ECPs the ability to create and publish to “playlists” that are streamed on Contentlinq’s digital player. An interactive lens tool enables customers to compare lenses, and a photo booth allows them to take pictures of themselves trying on frames to share with friends. Users can also track and measure effectiveness of marketing at point of sale via integrated analytics. 978.712.0664
Contentlinq.com
CVOptical.com
CUSTOM EYEWEAR FROM 3DNA A digital eyewear design and production program, 3DNA enables ECPs to scan customers’ faces with 3D technology for bespoke eyewear designed by both the customer and optician. The 3DNA platform includes a 3D scanner, product samples, a 32-inch touch screen PC, storage drawers and the design app, which allows customers to choose frame materials and shapes, hinges and nosepads to create several looks from which to choose. 412.567.2980 Info@3DNA-Eyewear.com 3DNA-Eyewear.org
FREE GUIDE FROM SOLUTIONREACH TO HELP CREATE PATIENT SATISFACTION ECPs can learn how to create high levels of patient satisfaction with Solutionreach’s free guide “Discover the Secret Sauce of Patient Satisfaction.” With increasing pressure and expectations, healthcare practices are experiencing decreasing levels of patient satisfaction, which can affect a practice’s success. This new guide outlines easy solutions that practices can adopt to boost patient satisfaction and keep them coming back. The guide is available to download at Solutionreach.com/Discoverthe-Secret-Sauce-of-PatientSatisfaction-First-Vision. 800.995.8444 Solutionreach.com
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UNIQUE LikeMe!
Have your kids’ glasses personalized with by Mr Blue. Choose from more than 200 designs and letters to create a distinct signature.
M’EYE Sign is a unique engraving process that is easy to use and completely integrated into edging by Mr. Blue. 855-393-4647
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essilorinstrumentsusa.com
info@essilorinstrumentsusa.com
1/12/18 9:48 AM 3/30/18 10:53 AM
ALL
glammed up
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NEW FROM L’AMY AMERICA, GLAMOUR EDITOR’S PICK EYEWEAR COLLECTION IS FRESH AND FUN FOR THE MODERN, EMPOWERED WOMAN.
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360.
GL200302 GL201103
The editors at Glamour were involved in every step of the development process. GL102003
rom iconic fashion magazine Glamour and L’Amy America comes a collection comprising 15 ophthalmic and 12 sun models full of fun, bold prints – and totally feminine. Launched at Vision Expo East, Glamour Editor’s Pick Eyewear Collection combines today’s fashion trends with high-quality materials and craftsmanship. From initial design concept to final product, each frame was hand-picked and designed in collaboration with the accessories editors at Glamour.
Designed for the quintessential Glamour girl – one who isn’t afraid to experiment with her own style – ophthalmic models incorporate details such as two-tone coloring, temple studs, unique brow lines and cool silhouettes: think cat eyes, rectangles and oversized fronts. Sunglasses feature vibrant lens colors with flash, gradient mirrors, plus texturized surfaces and ontrend shapes. The editors at Glamour said the collection is for the woman who knows what’s in style, but doesn’t just follow trends: Glamour
L’AMY AMERICA V I S I O N C A R E P RO D U C T N E WS . C O M
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800.243.6350
eyewear is all about having fun with different looks and finding frames to fit a woman’s mood and personal style. Cheryl Canning, vice president of marketing and brand development/luxury and lifestyle, said the collection, which took one year to develop, was a true collaboration between L’Amy and the magazine. “The editors at Glamour were involved in every step of the development process, from reviewing drawings to prototypes to color samples,” she said. “They provided shape and trend direction for the collection.” n
LAmyAmerica.com
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Trend Forecast.
Crystal BALL ECPS GIVE THEIR TAKE ON HOT TRENDS FOR 2018.
V
CPN set out to find the hot eyewear styles for 2018 – shapes, colors and materials – and who knows better than opticians and optical managers? Here, the following ECPs share their predictions and what they think their customers will want to wear this year.
CINDY KISH DIRECTOR OF OPERATIONS Lapeer County Vision Centers/ Opticare Vision Centers Lapeer, MI
“Trends show a resurgence of gold and silver tones, and I believe that rose gold will be added to the mix and perhaps surpass gold and silver. We are getting a lot of requests for round and aviator shapes, and I believe as it becomes more mainstream, we will see more patients wearing these throwback shapes. It is exciting to see a shift from the standard squared black, brown, tort (and occasional burgundy) zyl frames. It is time for a fresh look in eyewear.”
i-dealoptics VIBE
i-dealoptics ST206
i-dealoptics SPIFFY
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V I S I O N C A R E P RO D U C T N E WS . C O M
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Trend Forecast.
KENMARK VERA WANG V471
DOREEN SHACKELFORD SALES MANAGER Empire Optical Tulsa, OK
“There’s not just one color for every person, and color is subjective. I like to match and complement eye color, hair color and skin tone. For shapes though, I’m going for round and rounded cat eyes, plus deeper square shapes with an uplift at the corners. What is really coming are hightech materials used on frames. There’s a lot of lightweight plastic that is really strong, and plastic and metal together are super cool looking, which is also super light and very high-tech. Some of the more trending styles are modern twists on retro styles with vibrant colors or matte finishes to go along with the matte lipstick trend.”
V I S I O N C A R E P RO D U C T N E WS . C O M
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KENMARK VERA WANG V469
KENMARK VERA WANG V470
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Trend Forecast.
EMILY COSTIGAN OPTICIAN Wichryk Eye Associates, P.C. Macungie, PA
“My two predictions for colors are peachy pinks and translucent pastels and for shape, round, academic looks and double bar metals. I think we’ll start to see slimmed-down, tailored versions of reinvented retro shapes in both acetate and metal. I love the translucent colors of the Joelyn model by Kate Spade.”
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SAFILO KATE SPADE NEW YORK JOELYN
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Trend Forecast. CINDY HARMON OFFICE MANAGER Sonoma Eyeworks Santa Rosa, CA
“My prediction: the minimalist design. Women are selecting gold and the new rose gold color, which complements both gold and silver jewelry along with multiple accessories and clothing styles, plus round shapes with intricate detail such as ic! berlin’s Purity and Simplicity models. Men are enjoying frames with texture and color.”
ic! berlin PURITY
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ic! berlin SIMPLICITY
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Trend Forecast.
ETHAN J. BROWN OPTICAL MANAGER
MAUI JIM STARFISH
The Optical Shop at Greenwich Ophthalmology Stamford, CT
“I believe in 2018 we will see an increase in matte finishes, as well as frame fronts that have gradient color changes on them, such as Maui Jim’s Starfish. I think we will also see frames with thinner zyl wires. Black and brown will continue to be staple colors, however, as patients look for something different than what they have had in the past or as they look to build their eyewear wardrobe, color will play more of a factor. Patients are also starting to look for a less pronounced look in their frame choice, and I think there will be an increase in translucent frame colors, especially in gray. Translucent gray allows for plastic frames to have a more minimalistic look. Another color this year is blue.”
JEANINE HECKMANN MANAGER AND OPTICIAN Design for Vision & Sunglass Central Newtown, PA
“I’m proclaiming 2018 as the year of the bold and colorful, blue hues and mellow yellows. And let’s not forget mean green, just like our Superbowl champions the Philadelphia Eagles! For men and women alike, color will be the name of the game, and one can find these fantastic shades in the Koali and Nomad lines by Morel. For shape, round will be peaking this year. Everyone might not want to travel back to the ‘80s and do the ‘round thing,’ so larger squares will also be holding a top spot for shape this year. For style, bold colors look fabulous and are not overdone in a semi-rimless frame as well as an oversized acetate.”
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MOREL KOALI 20022K
MOREL LIGHTEC 3004L
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Trend Forecast. DENNIS HEFFLEY BUSINESS ADMINISTRATOR/OPTICAL MANAGER McCauley Celin Eyecare Associates Pittsburgh, PA
“My number one prediction would have to be gray. We will see many variations on this color: brushed smoke, transparent gray and stark slate grays with hints of blue. Clear will also be huge. We have seen many designers throwing in small amounts of clear over the past year, and I think more and more designers will be paying attention and adding great amounts of clear. The full cat eye will gain more steam in 2018, and for men we will see more of the modified round, Wayfarer style but deeper top to bottom. I also think we will see a big upsweep in metal frames. Styles I’m crushing on are FYSH UK F-3603 and 3601 and KLiiK denmark K-611 and K-604.”
WESTGROUPE FYSH UK F-3601
WESTGROUPE KLiiK DENMARK K-604
ZYLOWARE LEON MAX 4057
JOHN FUOCO PRESIDENT Devonshire Optical New York, NY
ZYLOWARE LEON MAX 6001
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“Color will be on its way back, for sure. Vibrant color mixed with tortoiseshell and red and yellow are my forecast for the future. Shape will continue to play with round and P-3, incorporating double or triple bridges and slimmer end pieces and temples. Geometric shapes are also just starting. Styles like Leon Max 6001 and 6007 will never vanish, which will be a mixed bag of chunky geek style, rounds and more futuristic almondand tear-shaped sunglasses.”
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TRADE SHOW trends AMONG THE MORE INFLUENTIAL EYEWEAR TRADE SHOWS OF THE YEAR, MIDO AND VISION EXPO EAST MADE THEIR MARK ON STYLES TO COME.
WESTGROUPE FYSH UK
WESTGROUPE FYSH UK
COCO SONG
KOMONO SAFILO CARRERA AMERICANA
D
esigns in store and trends to come for the rest of the year emerged at the beginning of 2018 as tens of thousands of eyecare professionals converged on Milan for MIDO and in New York City for Vision Expo East. In addition to frame styles, consumer buying patterns and available technologies also took center stage; prime among these were customization aided by digital measuring devices and 3D printing. Here’s a small sample of some of the artworks for the face that made their debut at MIDO and Vision Expo and will soon appear on trendsetting frame boards throughout the U.S.
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SAFILO OXYDO
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Trends.
OKIA FRAMEOUT
3D/CUSTOMIZED Facial scanning devices that precisely measure individual faces combined with software programs that interpret those measurements and connect with 3D printers have resulted in a number of companies launching customized eyewear lines at MIDO and Vision Expo East.
OKIA FRAMEOUT KOMONO
LIVE ART Each day during Vision Expo East, graffiti artist Andre Trenier, cofounder of the Tangible Thoughts LLC creative collective, created original artwork at the L’Amy America booth.
EYENAVISION’S ROGER BACON
SPECSY
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Event Focus.
empowering OPTICAL WOMEN SAFILO HOSTED AROUND 40 WOMEN AT ITS NYC DESIGN SHOWROOM ON MARCH 17 TO NETWORK OVER A CHIC BREAKFAST.
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ringing together women in the optical industry, Safilo’s second “Women in Optics” breakfast kicked-off the second day of Vision Expo East (and St. Patrick’s Day!) in style at its design showroom overlooking Fifth Avenue. Women chatted and had the chance to view various collections from Safilo brands such as Carrera, Dior and Polaroid, plus eyewear designed by students at Parsons School of Design, which was produced by
Safilo. Designer Rebecca Minkoff, whose sunglasses and ophthalmic collections will launch later this year and early next year, respectively, (to be manufactured and distributed by Safilo), welcomed the crowd via a pre-recorded video. A spring-like table set with succulents and greenery created an airy, feminine feel as guests tucked into delicious fare and individually introduced themselves to discuss their contributions and dedication to the optical industry. n
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BOTTOM LEFT: Elena Amadini, Dior Distribution Director, Safilo North America; Christina Cappelluzzo, Business Development Manager; Denise Strain, Manager of Sales Administration, Safilo USA; Stefania DiPalma, HR Director, Safilo North America BOTTOM MIDDLE: Elisabeth Morikawa, VP, Sales Operations, Safilo USA; Carolyn Delaney, Business Development Manager, Safilo USA; Giovanna Noe, VP, Public Relations and Communications, Safilo North America BOTTOM RIGHT: Laura Dorris, Business Development Director, VISION WEST buying group and Eden Wexler, Director of Public Relations, Safilo USA
Eyewear designed by students at Parsons School of Design was on display in the showroom, where guests had the chance to vote for their favorite.
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Product Focus.
beyond
‘BORN ON THE WATER’
AFTER MAKING A NAME FOR ITSELF IN SUNGLASSES FOR MORE THAN THREE DECADES, COSTA EXPANDS ON ITS OPTICAL COLLECTION FIRST INTRODUCED IN 2016.
MRA220 FRF100
FRF200
R
enowned for handcrafting sunglasses in Florida for outdoor water enthusiasts since 1983, Costa expanded into optical frames with limited availability in the fall of 2016 and a full launch in January of 2017. Now, the Spring 2018 Costa Optical Collection features multiple new optical frame styles, color palettes and everyday performance features. FOREST REEF Costa’s newest optical frame line, Forest Reef adds to acetate inlays of real wood accents inspired by vintage wooden boats and
the underwater cypress forest recently discovered near Gulf Shores, AL. “Our team is constantly thinking about and admiring the aspects of life on and around the water, so it’s only natural that we allow recent discoveries and experiences to inspire our product development,” said John Sanchez, vice president of product design for Costa. “The Forest Reef line was an exciting discovery, and we knew immediately we wanted to tap into this creatively. The on-trend wood material palette is inspired by the streamlined look of vintage boats of the 1920s and 1930s and fossilized underwater forests. This
expansion welcomes wearers who identify with a relaxed coastal lifestyle.” Classic and modern, the Forest Reef line features six different styles with metal or acetate frame materials and real wood accents. All Forest Reef frames feature the topographical pattern of the ocean floor on the temple tips for added grip and to further reinforce the brand’s “born on the water” status. EXPANDED OPTICALS In addition to the new Forest Reef line, Costa’s Spring 2018 Collection also expands on its existing optical frames. The Ocean
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Product Focus.
FRF310
FRF300
FRF210
OCR210
FRF110
Ridge line now includes two new frame styles made with a high performance, ultra-thin resin to streamline the new styles as thin, lightweight frames. The Mariana Trench line adds one additional larger style in four colorways. All the new Ocean Ridge and Mariana Trench styles include the topographical pattern on the nosepads and temple tips. “It’s about time Costa released an optical line,” Robert Millican, LDO, ABOC, NCLEC, of Millican Eye Center in Brunswick, GA, told VCPN. His three-location practice has been successful with Costa’s optical line since its launch. “We’ve had a good success rate, especially with drill mounts. I was shocked when I just saw their new releases at the show in Atlanta. They’re phenomenal, super lightweight plastics, good styles and good shapes. I’m really excited about those, ordered the whole line, every single piece of it.” n
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#KICKPLASTIC In the optical world, demo lenses are the largest contributors to waste. Traditionally manufactured from a petroleum base, they are simply discarded when replaced with Rx lenses. As a part of Costa’s ongoing environmental commitment, these new Costa optical frames offer demo lenses derived from corn starch made from plant products taro and maize. Being “Born on the Water” and therefore concerned about plastic’s impact on the ocean, Costa, in addition to using bio-based, eco-friendly resin within nearly all its plastic and nylon optical frames (and sunglasses) and bio-resin demo lenses made of corn starch in its optical frame line, has been spearheading a #KickPlastic campaign since 2015 to help reduce the amount of plastic it uses as a company and to mobilize a movement that encourages others to do the same. Eyecare professionals can get #KickPlastic kits from their Costa representatives to share promotional materials such as tote bags, water bottles and flyers with their patients, encouraging them to use reusable water bottles and grocery bags, skip plastic straws and utensils, and participate in local beach and river cleanups. In addition, as a long-term partner to shark research organizations such as OCEARCH, Costa encourages people to help protect the Earth’s aquatic resources in any way they can.
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Trends.
1
WIDE OPEN
spaces
WHETHER SURROUNDING THE FRAME OR ON THE TEMPLES OR BRIDGE, OPEN SPACE CREATES AN EDGY, DISTINCTIVE LOOK. 2
8 3
4 7
6
5
1. Zyloware Eyewear Leon Max 6029 800.765.3700 Zyloware.com Info@Zyloware.com 2. L’Amy America Nicole Miller NMRose 800.243.6350 LAmyAmerica.com Support@LAmyAmerica.com 3. Safilo Polaroid PLD 6039/S 800.631.1188 Safilo.com Info@Safilo.com 4. ClearVision Optical Steve Madden Candiid 800.645.3733 CVOptical.com CService@CVOptical.com 5. Marchon Eyewear Calvin Klein 205W39NYC CKNYC1871 800.645.1300 Marchon.com CS@Marchon.com 6. Luxottica Miu Miu MU01TS 800.422.2020 Luxottica.com 7. Kenmark Eyewear Original Penguin The Suspender 800.627.2898 KenmarkEyewear.com 8. WestGroupe Fysh UK F-3601 855.455.0042 WestGroupe.com Info@WestGroupe.com 44 | VC P N A P R I L 2 018
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*
Tit a n i u m b od y. L i fe t i m e p e r for m a n c e .
© 2018 Safilo USA, Inc. 1.800.631.1188. All Rights Reserved. Style: SAGOMA 02
*Ne w e lasta Hinge .
In the new Safilo collection, design is one with ergonomics and elegance. Ever y element is conceived to ser ve both form and function, aesthetics and comfort. Our new exclusive titanium hinge – with its double spring mechanism – can withstand 15 years of impeccable performance. Ever y single frame embodies the excellence of Made in Italy eyewear manufacturing, a tradition we treasure as specialists in unparalleled Italian optical design and craftsmanship.
safilo.com
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Insight.
WEAR THEM WHILE THEY’RE
hot...
TWO HOT KISS MODELS FROM NOUVEAU EYEWEAR HAVE COLOR-CHANGING TEMPLES FOR A TRUE CONVERSATION PIECE.
N
ouveau Eyewear launched two Hot Kiss models last month that feature a unique technology enabling temple colors to change within 10 to 20 seconds of sun exposure. Available in black or tortoise, HK78 in black has grapefruit-colored temples that turn deep orange in sunlight; the tortoise model has lavender temples that change to
Nouveau Eyewear
800.292.4342
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grape. HK79 comes in pink or gray. Pink turns to burgundy, and gray turns to hunter green. Under development for about a year, the Hot Kiss color-changing collection will include more models later this year. The brand, which targets girls and young women ages 12 to 25, appeals to wearers who appreciate the collection’s fun and colorful look. “The Hot Kiss brand is well known with
teens and tweens who shop at Charlotte Russe, Rue 21 and other specialty stores,” said John DeLuna, director of marketing, Nouveau Eyewear. “Hot Kiss is loved for its trendy, risk-taking style in denim and tops. These color-changing frames share that same attitude and are a perfect match for the brand. Girls who want a true conversation piece and great style will love Hot Kiss.” n
NouveauEyewear.com V I S I O N C A R E P RO D U C T N E WS . C O M
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a fresh NEW
EXPERIENCE VISIONCAREPRODUCTS.COM
Have you seen the ALL NEW VisionCareProducts.com? Completely redesigned to provide all the product and technology information busy ECPs need to stay ahead of the curve— when you want it—on any device!
IMAGE NAVIGATION
COMPLETELY RESPONSIVE
ABO EDUCATION
Easily get where you want
The new site adapts on all devices, mobile, tablet or desktop
Features online courses, immediate results, downloadable certificates, and MORE courses!
VISIT VISIONCAREPRODUCTS.COM TODAY! 0118_VCPN_Website_HouseAd.indd 12
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New. Launch
MAUI JIM CURATED COLLECTION This limited edition capsule collection of two sun models was designed in collaboration with Maui artist Charlie Lyon. Each frame features Lyon’s triptych paintings of animals, nature and Maui’s ocean lifestyle. “As an artist with an active lifestyle, I’ve always been inspired by nature,” Lyon said. “My painting in each frame tells the story of the rhythm and vibes of life in the islands.” Frames come with the company’s PolarizedPlus2 lenses and are available in three colorways: black gloss, navy blue and tortoise. 888.666.5905 MauiJim.com
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New.
OAKLEY LATCH COLLECTION
CLARITI EYEWEAR
STYLE: LATCH KEY
AIRMAG
A stainless steel underwire creates a semi-rimless look, and a patented latch mechanism built into the frame securely fastens onto a shirt collar or open pocket. Sun styles include Prizm lenses for enhanced detail, color and contrast, and the Rx-ready model is available with Oakley Authentic lenses. 800.733.6255 Oakley.com
MEET THE CREW COLLECTION
DESIGN EYEWEAR GROUP
STYLE: NADINE H.
NIFTIES
A keyhole frame includes a high polish clip-on that is easy to attach to enhance contrast and reduce sun glare. Color combinations are offered in black with gray lenses; black/sage with G-15 (green) lenses; and demi amber with a gold clip.
This women’s ophthalmic comes in three colorways: black/deep see blue, gunmetal/merlot and shiny bronze/flamingo. The round frame made of acetate features a top brow bar and metal temple arms for sophisticated detail.
STYLE: NI8478
800.372.6372 ClaritiEyewear.com
866.634.8990 ic-berlin.de
STYLE: APF513
ic! berlin
Especially designed for petite faces, Nifties models feature ultra-thin stainless steel for comfort and flexibility. New colors exude warmth for spring: amber, turquoise, duck green and gray blue elm. Style NI8478 features a monochrome front warmed up by colorful acetate temples.
KENMARK EYEWEAR ZAC POSEN STYLE: QUINNY
Four women’s ophthalmics blend an edgy feel with a timeless style. The Quinny cat eye features a combination acetate and metal frame with metal detailing on the end cap. Granite and tortoise round out the color choices. 800.627.2898 KenmarkEyewear.com
800.654.6099 DesignEyewearGroup.com
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New. Launch
WINDSOR EYES
PIER MARTINO JEWELS COLLECTION Nine limited edition Rxable sun models are constructed of handmade Italian acetate and adorned with Swarovski crystals. Venetian goldsmiths are employed to produce metal trims, and some styles incorporate facets and etched lenses. Each model is available in three colors such as gold metal/black acetate, palladium metal/dark demi acetate or multicolor demi/palladium metal. All frames come with an exclusive gift box and case 856.662.6006 WindsorEyes.com
GRETA
BETTY
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New.
SILHOUETTE INTERNATIONAL ADIDAS SPORT STYLE: PACYR AD33
This large, pilot-shaped sun and ophthalmic frame for men and women is lightweight and features double snap nosepads, traction grip and 6-base Vision Advantage PC lenses. A variety of colorways are offered, including brown havana, coal matte, black shiny and gray transparent. 800.223.0180 Silhouette.com AdidasSportEyewear.com
TIFOSI OPTICS
BLACKFIN
SAFILO
STYLE: SWANK
STYLE: SUNSET REEF
JIMMY CHOO
EASTERN STATES EYEWEAR
This sport sun model is made of Grilamid TR-90 material for lightweight comfort and includes soft hydrophilic rubber nosepads that increase their grip with sweat. Tifosi’s new Glide technology ensures glasses stay in place and hair doesn’t pull. Polycarbonate lenses provide 100% UV protection.
Beta-titanium bridges on sun models Silverton BF827 and Silverdale BF828 create lightweight frames that feature rivets on titanium eyerims. Sunset Reef BF829 comes in two color combinations: cloud white/metallic light brown with pale gold mirrored lenses and polished silver/opaque black with silver mirrored lenses.
STYLE: NICK
JAGUAR
866.310.0996 TifosiOptics.com
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877.889.0399 VillaEyewear.com Blackfin.EU
Expanding on the brand’s lines of men’s shoes and small leather goods, ten models fall into three “stories,” each with a distinct style and vibe: “The Line” is composed of more formal models incorporating metallic gold lines; “The Studs” evokes a “street” feel featuring stud detailing and leather; and “The Iconic Twist” styles take inspiration from the brand’s sneaker and accessory lines. 800.631.1188 Safilo.com
STYLE: 37610
Made of lightweight, flexible “Ultem” material, this sun style combines polarized and mirrored layers within the layers. Frame colorways are classic and masculine, ranging from black and gunmetal to two-toned brown and gold, while lens colors come in colors such as brown and gray and blue and smoke mirrors. 800.645.3710 ESEyewear A P R I L 2 018 VC P N | 51
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New.
ZYLOWARE EYEWEAR VIA SPIGA STYLE: GINERVA
SAFILO
VARI
MOREL
MARC JACOBS
STYLE: HM3
KOALI
STYLE: MARC 265/S
Designed in Portugal, Vari handmade frames showcase a European flair. Lightweight, handfinished frames are constructed of acetate plastic. To accentuate the frame’s lightweight strength, titanium temples incorporate Vari’s proprietary manufacturing process, enabling the frame to remain thin while keeping lenses secure in the frame’s bevel.
STYLE: NATICE
This rectangle frame includes a subtle dip at the bridge for a bolder look. Available in black or burgundy, Ginerva mixes a gloss finish over a layer of crystal gold confetti zyl and a row of gold studs along the temples. Spring hinges allow for easy adjustments.
Traditionally vintage male shapes have been updated for universal appeal, mixing youth culture street style with vintage retro allure to create eyewear for strong style personalities, oversized, gender neutral aviators in a bold, injected acetate sunglass outlined in metal with integrated nosepads.
800.765.3700 Zyloware.com
800.631.1188 Safilo.com
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VariEyewear.com
A stainless steel frame features a stainless steel shell on the front that extends slightly over the top and is joined by a nylor frame during assembly to create lightness. Three shapes are available in three colors each, and fronts come in five dark tones: black, brown, burgundy, royal blue and dark red. 800.526.8838 Morel-France.com
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New.
MODERN OPTICAL
OKO BY OKO PARIS
AVALON EYEWEAR
B.M.E.C. COLLECTION
STYLE: AC43
ROMEO GIGLI
STYLE: BIG SAVE
This ophthalmic model for men is a rectangle-shaped frame made of incised steel that incorporates a contrasted design inspired by a printed circuit board on the frame front and temples. Four combinations round out the color choices: blue/gray, black/gray, black/orange and gray/black.
STYLE: RG77033
Four extended size men’s models are made from TR-90, stainless steel or handmade zyl and incorporate metal trim, spring hinges and silicone nosepads for extra comfort. Styles are available in three colors each such as black/blue, matte navy/gunmetal and denim matte. 800.323.2409 ModernOptical.com
888.716.2020 Red88Eyewear.com
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Six ophthalmics are handcrafted in Italy and combine Italian style with colorful patterns for a contemporary feel. Frames include spring hinges and come in shapes such as cat eye and square in a plethora of colorways, including natural fade, green/demi, ultra violet and ultra blue. 888.767.0383 AvalonEyewear.com
CHARMANT
SD EYES
AWEAR
CAFÉ BOUTIQUE
STYLE: CC3729
STYLE: CB1052
Styles in this eco-friendly collection utilize sustainable materials and come with biodegradable demo lenses. Two ophthalmics for women (CC3729; CC37370) and two for men (CC3732; CC3733) feature flexible temples for comfort. Each model is available in three colors such as raspberry and teal for women and green and gray for men.
Crystal metal accents on zyl temples add a touch of shine on this ophthalmic model for women. The modified rectangle frame incorporates a two-tone metal front and is available in three colors: navy, emerald and sable. 800.962.3200 SDEyes.com
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New.
NECTAR
VUARNET
PYRAMEX
MARCOLIN
STYLE: PRESLEY
STYLE: 02 CRYSTAL
GANT
Four new frames – the Dyme, Lola, Penny and Presley – offer trendy frame shapes and a vibrant look. Each lightweight frame features scratch-resistant lenses and 100% UV protection. Founded in 2012 by two longtime friends, Nectar is a globally distributed company with headquarters in Charleston, SC.
A fresh take on the 02 model, 02 Crystal features a matte “crystal” frame complemented by vibrant flash mirror lenses in blue, red, green, gold and silver. Like all Vuarnet styles, the 02 Crystal features mineral glass lenses manufactured in Vuarnet’s factory outside of Paris. The 02 model was originally designed in 1957 and made famous when Jean Vuarnet won the gold medal at the 1960 Olympics.
VENTURE GEAR TACTICAL
843.693.5339 NectarSunglasses.com
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914.495.3701 Vuarnet.com
STYLE: SEMTEX 2.0
Part of Pyramex’s Venture Gear Tactical series, Semtex 2.0 sunglasses incorporate ballistic-level (MIL-PRF-32432) along with 99% UV protection. They meet ANSI-Z87.1 safety protection standards. They feature hardcoated polycarbonate lenses with anti-fog coating, a customfit rubber nosepiece and nonslip flexible co-injected temples. 800.736.8673 PyramexSafety.com
STYLE: GA3168
The retro round profile of men’s optical style GA3168 delivers a sophisticated yet relaxed look. The front and temple color combinations blend vintage styling with a modern flair in colors ranging from a clear front with tortoise temples (shown) to a tortoise front with matte and shiny blue temples, as well as a shiny black front accentuated by black and tortoise temples. 800.345.8482 Marcolin.com V I S I O N C A R E P RO D U C T N E WS . C O M
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New.
WESTGROUPE EVATIK
CLASSIQUE EYEWEAR
STYLE: E-9168
LISA LOEB
Five styles for men are minimalistic and masculine, including two stainless steel models: The sporty E-9164 incorporates two-tone coloring, while E-9168 features a striped pattern laser etched along the temples. An engraved line around the frame perimeter adds color. 855.455.0042 WestGroupe.com
STYLE: WHISTLE
A modified rectangle frame features a slightly upswept brow line designed “to give a lift to the face.” Frames in highgloss classic colors and tortoise blend olive, grape, indigo and plum-red hues to mimic marbleization on semi-precious stones. 866.604.5700 Classique-Eyewear.com
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A&A OPTICAL
L’AMY AMERICA
COSTA
CRUZ EYEWEAR
NICOLE MILLER
DEL MAR COLLECTION
STYLE: I-244
STYLE: NMGRAND
STYLE: SARASOTA
This semi-rimless men’s ophthalmic includes “athletic-inspired” color-blocked rubber temples. Constructed of lightweight beta titanium, this rectangle-shaped frame comes in three colors: navy, brown and gunmetal.
Metal takes center stage on four ophthalmic styles for women to create a more urban look. The Grand model features flex hinges and metal chain detailing that mixes marble patterns and rich colors on the temples. Grand is available in three colors: matte black, matte eggplant and matte navy.
Four styles named for iconic beach towns (Aransas, Del Mar, Sarasota and May) are constructed of Mazzuchelli acetate. Models include 5-barrel hinges and a plastic coating injected around the threading for a seamless open and close. Each 6-base frame includes a custom galvanized corewire and a topographical pattern inside the frame.
800.492.4465 AAOpticalCo.com
800.243.6350 LAmyAmerica.com
800.447.3700 CostaDelMar.com
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Photochromics.
got PHOTOCHROMICS? W
ant to know the latest in photochromic lens offerings? With more options available and lenses adopting fashionable choices in colors, VCPN put together the latest options to suit your patients’ needs, whether for everyday wear or driving.
TRANSITIONS SIGNATURE VII, XTRACTIVE AND VANTAGE Ideal for having fully clear lenses indoors, Transitions Signature VII lenses offer fast fadeback speed and are suitable for any age, including children. They come in gray, brown and graphite green (soon to be available in sapphire, amber, amethyst and emerald) and are ideal if having fully clear lenses indoors is most important. Transitions XTRActive lenses, also available in gray, brown and graphite green, are extra dark outdoors to protect from bright sun. XTRActive lenses offer a hint of tint indoors and darken behind a car windshield. Transitions Vantage lenses in gray adjust to match the level of outdoor glare and provide variable polarization for crisper, sharper outdoor vision.
HOYA SENSITY DARK AND SENSITY SHINE Sensity Dark lenses from HOYA darken more outdoors, activate behind the windshield of the car and fade back to full clarity. They are available in three colors: bronze brown, silver gray and emerald green. Sensity Shine lenses activate behind the windshield of the car and come in mirror coatings. They also come in brown, gray and green to match fashion trends and provide clarity and contrast.
Elevate Digital Optics 844 346 2552 MyEDOLab.com Carl Zeiss Vision, Inc. 866-596-5467 ZEISS.com/Lenses HOYA Vision Care, North America 800.423.2361 HoyaVision.com Signet Armorlite, Inc. 800.759.0075 SignetArmorlite.com 56 | VC P N A P R I L 2 018
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SIGNET ARMORLITE KODAK PHOTOVIEWS Available in gray and brown (except trifocal 7×28, which is only available in gray), KODAK’s PhotoViews come in Digital Uncut in KODAK Unique and Unique HD Progressives, KODAK Precise and Precise Short Digital Progressive, KODAK Precise PB and Precise Short PB Progressive, DirecTek and DirecTek Short Progressive, Navigator FBS and Navigator Short FBS Progressive, Crossbows Custom V Progressive, Crossbows Custom U Progressive, Crossbows Basic Progressive, Crossbows Junior Progressive, KODAK Digital Single Vision and Crossbows Custom SV, all in standard resin and polycarbonate.
YOUNGER’S NUPOLAR INFINITE GRAY Available in single vision polycarbonate, NuPolar Infinite Gray lenses offer a wide range of light transmission, with darkness controlled by a new UV-responsive photochromic technology. Ideal for patients who want a high-efficiency polarized Rx sunwear lens that can function seamlessly from shade to bright sunlight, NuPolar Infinite Gray provides about 35% transmittance in low-UV surroundings to about 9% in very bright, reflective environments.
Photochromics. VISION EASE “NO COMPROMISE” VISION EASE’s “No Compromise” photochromic lenses block 91% of blue light outdoors, 43% of blue light indoors and are available in gray and brown. VISION EASE photochromic lenses are available in multiple styles including SFSV, bifocal, trifocal and progressive options. According to VISION EASE, lenses are 2.5% clearer indoors and 7.3% darker than a leading brand and present faster activation and fadeback.
RODENSTOCK COLORMATIC IQ Available in single vision and progressive lenses from Elevate Digital Optics, Rodenstock’s ColorMatic IQ photochromics line offers fast lightening, clear lenses with low base absorption plus UV 400 protection and 100% UVA and UVB filtering. Available in Rodenstock’s single vision, progressive and fashion lens portfolios, Colormatic IQ comes in 1.54, 1.60, 1.60 sun and 1.67 materials. Gray and brown lenses are offered in all, plus green in 1.60 and 1.60 sun.
VSP OPTICS SUNSYNC DRIVE XT ZEISS PHOTOFUSION The newest PhotoFusion lenses available from Carl Zeiss Vision come in extra gray, pioneer green and blue in all free-form ZEISS and synchrony designs in polycarbonate, 1.60 and 1.50 materials; extra gray and pioneer green are available in 1.67 index in all ZEISS and Synchrony free-form designs. PhotoFusion lenses offer the convenience of quick darkening and fadeback.
This new extra active, light-reactive lens gets darker and stays dark in the car. SunSync Drive XT provides 100% UV protection and targeted blue light filtration and is available in gray or brown in VSP’s Unity Single Vision, Unity Progressives and Ethos Progressives. SunSync Drive XT lenses come with a one-year, 100% satisfaction guarantee for VSP members.
Transitions Optical, Inc. 800.848.1506 Transitions.com VISION EASE 800.328.3449 VISIONEASE.com VSP Optics Group VSPOptics.com Younger Optics 800.366.5367 YoungerOptics.com V I S I O N C A R E P RO D U C T N E WS . C O M
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Event Focus.
new DIRECTION TRANSITIONS OPTICAL UNVEILS NEW CONSUMER AND MARKETING CAMPAIGNS TO ATTRACT YOUNGER WEARERS AT ACADEMY 2018.
W
ith three new TV commercials set to debut later this spring, Transitions Optical is “Future Ready,” the theme of this year’s Transitions Academy held Feb. 11-13 in Orlando, FL. Along with a new logo and slogan, “Light Under Control,” the company also revealed new colors for its Signature VII lenses: in addition to gray, brown and green, they will soon be available in amber, emerald, sapphire and amethyst. Patience Cook, director of marketing, North America, told VCPN that Transitions is helping ECPs become “Future Ready” by making available marketing and point-ofsale materials aligned with the campaign. “We are noticing that consumers are living longer; their lives are more fast-paced
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and we’re very excited to introduce a whole new consumer campaign that’s aligned with that,” she said. “Also, this is coming with a new brand rejuvenation, a new logo with a brand new look and feel, and the purpose here is to be able to recruit new wearers and have more simplified messaging for our brand: Transitions Light-Intelligent Lenses.” Two days of networking and presentations for about 900 attendees ranged in topics from effective marketing and management to eyewear trends and children’s vision. The Vision Council’s Lindsey Ruhe hosted a talk with eyewear designers Coco and Breezy, and other notable speakers included Jeremy Gutsche, author and founder of Trendhunter, and Jason Dorsey of the Center for Generational Kinetics.
Capping off the event was the Transitions Innovations Awards, and taking home this year’s Transitions Brand Ambassador award was Jennifer Lyerly, OD, of Triangle Visions Optometry in Raleigh, NC. Winners in the other five categories were: Best in Marketing: Opto-Réseau, Québec, Canada; Best in Training: 20/20 Visions, Plymouth, WI; Canadian Retailer of the Year: Greiche & Scaff, Québec, Canada; U.S. Retailer of the Year: Costco Optical; and Eye Care Practice of the Year: Pacific Eye Care, Port Orchard, WA. Awards host Drew Smith, director, North America Channels, said: “We are part of a community that is so dedicated, so passionate, so innovative, and we’re very fortunate in this industry to be part of this community.” n V I S I O N C A R E P RO D U C T N E WS . C O M
3/30/18 11:41 AM
Photo Clinic.
Remove Swarf
FROM FINISHED LENSES
WESTERN OPTICAL SUPPLY’S SWARF REMOVAL TOOL CLEANS EDGED AND ETCHED LENSES, WITH PRECISELY SIZED, SQUARED CORNERS TO FIT STANDARD SIZED RIMLESS GROOVES.
U
sed to remove the residue that remains after edging polycarbonate and Trivex lenses, Western Optical Supply’s Swarf Removal Tool is made in the U.S. of spring steel mounted into a nickel-plated steel handle. The tool’s curved edges help keep the scraping blade balanced on the edge of the lens, and squared tips are specifically designed to fit precisely within the groove of nylon-wire rimless lenses.
1
The Swarf Removal Tool is used to remove the residue that is left after a polycarbonate or Trivex lens is edged. The swarf is cleaned away from the edge of the lens where the safety bevel would be.
2
3
The inside curve of the tool, which is slightly bulbous at the top to prevent it from sliding off the lens, is used to scrape the swarf from the finished lens. The tool is easy to maneuver without slipping, preventing any potential scratching of the lens.
Squared off ends on two corners of the tool are 0.5mm across to snugly and securely fit within a standard 0.6mm groove on a lens etched for semi-rimless eyewear.
WESTERN OPTICAL SUPPLY, INC. 800.423.3294 WesternOptical.com Orders@WesternOptical.com V I S I O N C A R E P RO D U C T N E WS . C O M
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New.
VISION EASE COPPERTONE POLARIZED LENSES AVAILABLE IN TRIVEX Ideal for active wearers, VISION EASE’s Coppertone polarized lenses in PPG Trivex material provide durability and chemical resistance combined with Coppertone’s sun protection. Lenses block 100% of both UVA and UVB rays and eliminate more than 97% of blinding glare. Coppertone Trivex lenses are available in semi-finished single vision gray and brown and can be used with all sun and ophthalmic styles, including rimless and wrap. 800.328.3449 VISIONEASE.com
UVPROTECT CLEAR LENSES FROM ZEISS Introduced at Vision Expo East and available this month in the U.S. and Canada, UVProtect offers complete UV400 protection in a clear, organic material. According to Jens Boy, president of ZEISS Vision North America, UVProtect is the first clear lens to offer complete UV400 protection and will come standard in all ZEISS plastic lenses. 866.596.5467 Zeiss.com/UVProtect
GUNNAR DEBUTS 35BPF LIQUET LENS GUNNAR Optiks’ new Liquet Lens combines the digital eyewear company’s proprietary filter that defends against dangerous artificial blue light with a subtle, transparent lens. It offers a 35 BPF (the company’s patented Blue-Light Protection scale), which GUNNAR says is the highest protection rating available in a discrete, almost colorless lens. Similar to the Sun Protection Factor (SPF) scale for sunscreens, the BPF scale accurately measures the degree to which a lens protects your eyes from damaging high-energy visible (HEV) blue light and UV light. The lens technology blocks a minimum of 35% of blue light and 100% of UV light, according to the company. The new Liquet Lens is available in GUNNAR’s popular digital eyewear styles, including Enigma, Haus and Vertex. 888.486.6270 Gunnars.com
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PILOT QUATRO LENS FROM QUEST VISION CARE SPECIALTY LAB Designed for commercial pilots, the Pilot Quatro lens from Quest Vision Care offers distance, near and two intermediate corrections: one intermediate power addition for the lower panel viewing distance and the second intermediate power for above-head panel viewing distance. All four visual fields have a yellow or green filter that provides increased contrast in dim cockpit lighting or hazy weather conditions. Pilot Quatro lenses come with a Chemistrie G15 clip that has a depth dimension equal to the distance vision field. Pilot Quatro lenses are produced with Luxexcel’s 3D printing technology. 727.581.2706 QuestOpticalLab.com
V I S I O N C A R E P RO D U C T N E WS . C O M
3/30/18 11:43 AM
New.
KODAK KOLORUP LENSES FROM SIGNET ARMORLITE Designed with a unique range of sun filters to enhance color vision outdoors, KODAK’s KolorUP sun lenses use a proprietary in-mass tinting technology that brightens color recognition and provides color consistency while reducing glare, protecting eyes from UV rays. In-mass tinting also enables easy viewing of digital devices outdoors. KolorUp sun lenses are available in three tint choices: gray, brown and gray-green. A lens demonstration kit that explains KolorUp’s color enhancement properties to patients is available to ECPs and includes product information plus three KolorUp lenses and one polarized polycarbonate lens for comparison. 800.759.0075 KodakLens.com/Pro
SR-91ULTRA LENS FROM KAENON Kaenon’s brand new SR-91Ultra lenses are designed to provide color separation and intensity outdoors by filtering harsh yellow from the color spectrum. Lenses are polarized to cut 99% of glare and block 100% of UVA, UVB, UVC and harmful ultraviolet light up to 400nm. SR-91Ultra lenses reduce up to 90% of HEV blue light and include rear antireflective coating plus front and rear hydro-oleophobic coating. 866.KAENON.1 Kaenon.com
IOT AMERICA’S INMOTION DRIVING LENS New from IOT, inMotion lenses increase comfort while driving during the day, according to the company, and reduce night myopia, a condition that negatively affects the ability to focus on distant objects at night. Utilizing IOT’s proprietary Digital Ray-Path technology, inMotion lenses offer wearers sharp visual acuity while decreasing visual fatigue for comfortable driving in all lighting conditions. 877.414.7809 IOTAmerica.com
VSP OPTICS INTRODUCES SUNSYNC DRIVE XT These photochromic lenses are designed to darken and stay dark behind the windshield, responding to both UV and visible light. SunSync Drive XT are available in gray and brown in VSP’s Unity Via, Unity Mobile, Unity Via Plus, Unity Wrap; single vision Unity SVxtra and Unity SVxtreme; and progressives Unity Via Elite, Unity PLx, Unity PLxtra, Unity PLxtreme, Ethos and Ethos Plus. VSP Optics also offers a oneyear, 100% satisfaction guarantee to patients. SunSyncLenses.com SunSync@VSP.com
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20 Questions
WITH
GIOVANNI ZOPPAS
Following years of experience with Andersen Consulting, Benetton Group, Nordica and other international companies in various financial and executive positions, Giovanni Zoppas joined Marcolin Group in January 2012 when he was appointed CEO and general manager. In October 2017, he was nominated CEO of Thélios, the joint venture between LVMH and Marcolin Group, announced in January of the same year. VCPN’s John Sailer spoke with Zoppas during the recent Vision Expo East about Thélios, Marcolin, the eyewear industry and business in general. 1. Why did you switch to become CEO of Thélios? Because when you are 60, it is real-
ly interesting becoming a startup. 2. You worked at Andersen Consulting and Benetton. How did those experiences influence your current position? I had the chance
to understand the best of what you have to do and what you have not to do to be a good manager. 3. Can you describe the background of Thélios? The background of the company
and the reason for the joint venture being set up is very simple. Everything relies on three pillars: Product, manufacturing and distribution, everything under the light of quality. This is also what links Marcolin with LVMH. So we want to be sure that the product design, the product we manufacture, and the product we distribute are at the top. This is our ambition in terms of quality. 4. Why did you feel there was a need for a new eyewear company? There was a need
not for an eyewear company but for an eyewear company basing everything on the idea of quality. For example, everybody is talking about being selective in distribution. Being selective means that you have clear standards. If you are my client and you have been selected you know that there are no tricks just for easy sales. There was a need for this kind of approach in the market. 5. What marketing goals are in store for this new company? We want the best locations, 62 | VC P N A P R I L 2 018
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consistent visibility, and we want to grant our clients, both the optician and the final customer, good service. We are believers, not daydreamers, so we know we are not going to get all these results at once, but this is our target. 6. What unique challenges does a startup like Thélios have compared to taking over an existing company? The challenge is in
the mission itself, being consistent. What differentiates Thélios is we are looking mid long-term. This is something you can do when you rely upon your own brands, but it is also sustained by a strong and consistent approach to the market.
10. What are the overall strategic plans for Thélios? The idea is to invest with a mid
long-term view, including product development because you start from there but cannot do anything without it. Manufacturing: we need to control supply but equally manufacturing because otherwise you run the risk of having good ideas but can’t put them into reality. This is a mistake we want to avoid. Then distribution. We have a worldwide network of brand ambassadors who look after their own brands specifically, servicing clients on one side, but also helping the client, the optician, do things properly, such
7. Thélios is based in Italy? Yes, in Longarone
but with a very important branch in Paris. Because one of the pillars is product, and product development goes hand in hand with the different brands. To do that, we decided to establish one of our locations in Paris where most brands are based. 8. What plans do you have for the U.S. market? The U.S. market is one of the key mar-
kets, not only for eyewear but for Thélios. The department stores are a typical example of what quality means for a market like the U.S., but then you have a lot of quality independent stores, and these are all the stores we are looking at. 9. That’s good news because independents still have 50% of the market, correct? Exactly,
50/50 is impressive, and that is good for us. V I S I O N C A R E P RO D U C T N E WS . C O M
3/30/18 11:36 AM
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20 Questions
WITH
GIOVANNI ZOPPAS
as visibility. It’s important for us to have the proper visibility and space in a single door. 11. What’s your favorite aspect of the eyewear business? It is so complex and compli-
cated that every day you discover something and do something you would have never thought to do the day before. A new challenge every day makes me feel alive. When an industry is consolidating, you need two things. One is understanding what is going on, and the second is using the best of your ability to invent things, thinking out of the box. You cannot do things as they have always been done up to the moment. 12. What do you think are the biggest challenges in the eyewear business today?
Consolidation, but it’s a challenge on one side and an opportunity on the other. There are too many players in the industry, and because of that, too many brands. If you want to succeed in this industry, you need to understand exactly who’s going to be the winner. To do that is an exercise that needs understanding, vision, strategy, organization, all these things together. Think of the people in this business. There are some digital born people who give opportunities to those who are hiring them. This is common sense. Young people are the future. If you want them to give you an opportunity, you have to let them work. You have to give them the framework to work within, but they have to move the way they want within it.
look after in a more dedicated and careful way is visual merchandising because the retail experience is something that is going to become of the essence for all the customers. Why? Because today nobody is entering a store without having a clue of what they will find because they Google, and they go having an idea of what they would like to find. That is the risk today, that your customer knows more about you than you know about yourself. Visual merchandising is something that can help. 15. What would you say is the greatest need in the U.S. eyewear market? Not just the U.S. eyewear market but worldwide the need is understanding how to manage the new tools that are in the market. And, for sure, internet is the most important one. 16. What’s next for the eyewear business? In the next two years consolidation will become more and more important.
profitable. That is the target, so I’ve got some years to work on this in the future. 18. How long has it been? With Thélios? One year. During one year, we have set up a new factory. We have started with Celine while Loewe will be launched in June 2018. So we have done many things in one year. The joint venture is aimed to design, produce and distribute sunglasses and optical frames worldwide for some brands that are part of the LVMH portfolio. 19. Is it a dedicated, new factory? Yes, it is a brand new factory in Longarone. It’s really state-of-the-art. All the prototyping is a mix of craftsmanship and 3D-printing machines.
17. What’s next for Giovanni Zoppas? What’s
next? I don’t know. I’m going to do something for sure. I never stop. But now, I’m very much involved in the Thélios experience, and let’s say that my goal is making this joint venture become something real and successful and
20. How long have you been in the optical business? Six years. The matter is the commitment you have. If the commitment is a very high level then six years to me look like 25 years. n
That is the risk today, that your customer knows more about you than you know about yourself.
13. What advice would you give eyecare professionals about choosing frames? I’ve
always found people with a lot of skills, a lot of capabilities and the same challenges we have. The best advice is working together. 14. What would you say are the strengths and weaknesses of the U.S. market and where it’s headed? There are many strengths, such as a large number of quality doors. In terms of weaknesses, one area I suggest we 64 | VC P N A P R I L 2 018
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18-006 ©2018 Zyloware Eyewear. Shaquille O’Neal; Rights of Publicity and Persona Rights: ABG-Shaq, LLC. shaq.com
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