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& IDEAS
FOR THE LABORATORY PROFESSIONAL
JULY 2018
PRODUCTS
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O P T I C A L
L A B
P R O D U C T S
Advanced
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TRAINING PG 6
Charity • PG 12
News • PG 16
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NuPolar Infinite Gray - OLP.indd 1 Untitled-1 1
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6 AM
BY JIM GROOTEGOED
CONTENTS
JULY 2018
OPINIONS 02 03 04
Rollins on Marketing In the Lab One-to-One with David Rips, Younger Optics
FEATURES 06 08 10
Networking Has Its Value
12
Bringing Better Vision To Peru
Advanced Training
In Case You Missed It: COLA Spring Meeting
RUNDOWN 15 16
New for the Lab News
EDITORIAL STAFF VP, EDITORIAL | John Sailer • JSailer@FVMG.com PROFESSIONAL EDITOR | Jim Grootegoed • JGrootegoed@cox.net EDITOR | Cara Aidone Huzinec • CHuzinec@FVMG.com ART DIRECTOR | Megan LaSalla • MLaSalla@FVMG.com CONTRIBUTING WRITER | Eric Rollins • EricRollins@Comcast.net PRODUCTION & WEB MANAGER | Anthony Floreno • AFloreno@FVMG.com
BUSINESS STAFF PUBLISHER | Terry Tanker • TTanker@FVMG.com EXECUTIVE VICE PRESIDENT | Shawn Mery • SMery@FVMG.com VICE PRESIDENT, MARKETING | Debby Corriveau • DCorriveau@FVMG.com REGIONAL SALES MANAGER | Eric Hagerman • EHagerman@FVMG.com
www.Facebook.com/OpticalLabProducts www.Twitter.com/OLP_Magazine www.Linkedin.com/company/Optical-Lab-Products
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THE INDEPENDENT SPIRIT
I
am one of those folk who root for the underdog. Ya know: David versus Goliath, the Cleveland Browns (I was born in Cleveland), the Cubs (and my Indians) and small, independent labs. If I were really successful, I’d be writing this from my yacht in the Caribbean. However, please allow me to share the kumquats (some might say “fruits”) of my observations from more than 45 years in and around the industry. Here are some keys to small business survival in today’s laboratory business world, in no particular order of importance; they all are important: 1. Emphasize the uniqueness of your business. What message do you give to a prospective customer? Why should you do business with me? Extend your horizon into value added as this is much more than just a good job produced quickly and at a fair price—those are qualifiers as most everyone can do this. 2. Pamper your existing customers. Study after study has shown that your best “prospect” is an existing customer. How can we partner to grow together? What are our mutual needs? How can we achieve them? 3. Join mutual business groups to grow your business. Many labs are members of “buying groups” where similar problems and opportunities are openly discussed. Become involved in industry groups such as The Vision Council, which offers
a huge basket of information, suggestions and networking. 4. Embrace technology. You cannot afford not to. It’s a ”pay to play” proposition. My favorite example is an owner of a small lab in Illinois who had to beg a major equipment supplier to sell him a digital line because it was only doing 80 jobs a day! He subsequently begged for AR and is now in negotiations for five-axis edging, paying his bills and looking forward to the next acquisition. 5. Although I said this was in no particular order, possibly number one is to recognize that success is the result of involved, committed employees. Involve them, celebrate them and grow together. 6. Differentiate yourself with unique business ventures. Cherry Optical in Green Bay, WI, attracts more than 1,300 ECPs to the Packer’s stadium in Green Bay in March (winter!) for “What’s New University,” their own version of Vision Expo. Years ago, Sutherlin Optical in Kansas City saw an opportunity with the Silhouette press fitting, developed a dispensing presentation kit to showcase the uniqueness of the frame and marketed it nationwide, picking up regular business as well. Many labs did likewise with the Chemistrie magnetic clip. Be creative! 7. And lastly, I had a sign on my desk that read, “Planning is Easy. Execution is a Bitch.” Spend most of your time on this.
JULY 2018
1
OPINIONS
Rollins on Marketing
TRAINING Your Customers
By Eric Rollins
S
ometimes I think we should change the title from sales representative to “customer
trainer.” Most lab reps spend
a lot of time in training, and
for good reason: it strengthens bonds with customers and gives
them a leg-up over competitors that only offer cheap prices.
According to an article in the Harvard Business Review, “Acquiring a new customer is anywhere from five to 25 times more expensive than retaining an existing one. It makes sense. You don’t have to spend time and resources going out and finding a new client. You just have to keep the ones you have happy. If you’re not convinced that retaining customers is so valuable, consider research done by Frederick Reicheld of Bain & Company (the inventor of the net promoter score) that shows increasing customer retention rates by 5% increases profits by 25% to 95%.” The best way to keep your customers’ business and grow your own sales is with customer training. It has value in the eyes of the practice because
it enhances the abilities and knowledge of their personnel. Most importantly, it will increase their profitability due to the improvement in lens utilization and treatments.
HERE ARE SOME KEY OPPORTUNITIES: LENSES
Many labs have their own proprietary digital lens designs. The best way to increase sales of this profitable product is to do “lens clinics” for your customers. Make sure the customer understands the features and benefits and how to present the products to the appropriate patients. This tactic can also be used with branded lens products, and often the lens manufacturer can assist with presentations and marketing materials.
LENS TREATMENTS
Lens treatments are a valuable option for the patient, the practice and the lab. Make sure customers are effective at presenting all options to patients and doctors are recommending them. The truly effective lab will make sure the practice owner is aware of how successful and profitable their practice has become thanks to the training efforts of the lab’s team!
Eric Rollins is a veteran of the optical retail, frame and lab industries. His firm, Rollins Consulting, LLC, consults with the three Os to improve profitability. Email him at EricRollins@Comcast.net.
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In The Lab
THE BUSINESS
W
hen in the process of making a big purchase, we always want to hear from a knowledgeable salesperson. We want to know the pros and cons; the benefits and advantages of one product versus another. Lenses are one of these purchases — after all, they help us see! — and they can cost a significant amount of money. That’s where a lab’s relationship with its customers comes into play. In this issue, OLP spoke to several labs that train accounts and asked why it’s so vital. While some methods are similar and more routine, some are unique, such as Cherry
OPINIONS
of Education
Optical, Inc.’s “What’s New University” and FEA Industries’ new Focus on Education Allegiance. Whether it’s formal training or more casual sit-downs over a meal, these labs understand the value in educating accounts: to realize a better bottom line not only for their own businesses and those of their customers, but ultimately, to provide the end-user with the best possible product — and vision — they can get. Having knowledgeable staff (whether an account’s staff or even your own) can make all the difference. Speaking of education, we interviewed David Rips, president of Younger Optics and
newly minted “Good Fellow” by COLA. Not only does he speak about his company and how he transformed it into what it is today, but he also discusses his interest in science in general and why he’s recently been active on social media. Hint: to educate! And let’s keep in mind that Vision Expo West is right around the corner. Celebrating 30 years, the show this year will feature anniversary celebrations in addition to meetings, educational opportunities, and of course, the exhibit. If your lab is not a member of The Vision Council, don’t miss our interview with Swen Carlson, chairman of The Lab Division,
By Cara A. Huzinec on page 8, who gives plenty of reasons why membership can benefit both you and your employees and boost your business at the same time.
Cara Huzinec is Editor of OLP. CHuzinec@FVMG.com.
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JULY 2018
3
Q&A
ONE TO ONE: DAVID Rips
Q: I understand you started working at Younger Optics at age 8. Is this true? What kinds of jobs did you do at that age? A: My dad always felt I should know how to do every job at the company, so my responsibilities would run the gamut from cleaning centrifuges, to running machines, to making shipping boxes and even answering phones. I learned at a very early age that when a job needed to be done, you pitched in and did it. It’s like when you see young kids on family farms driving tractors or herding animals. My dad’s philosophy seemed to be: the harder and dirtier it was for me to do, the better. By the way, this experience is not so unique compared with many others who grew up working in their family’s manufacturing or lab businesses, especially if their parents were tough bosses. And both my dad and mom were tough and demanding bosses!
Q: You became president/CEO at a young age — by age 40. 4
JULY 2018
President and CEO of Torrance, CAbased Younger Optics, David Rips knows the optical industry. Recently honored by COLA with its Good Fellow Award, Rips has worked in the business founded by his father since he was a young boy. Here, Rips shares with OLP how he took Younger Optics from a small, family-owned business to one of the world’s largest independent lens companies.
What did you set out to change or do at Younger Optics, and in what ways was this accomplished?
Gray, is an important introduction to the market? A: The lenses that most ex-
A: From the beginning, I was driven by the dream to turn Younger into a professionally managed, worldwide company rather than a small family business. I guess most would say I succeeded on that count. Now Younger is run by nonfamily professionals (I am the only remaining Rips here), and Younger is now the world’s largest independent lens company. Obviously, the company is very different now from back when it was a familyrun business, but we have maintained some of the feeling of being a family business.
cite me are the ones that offer “breakthrough” technology along with superior optical characteristics. Transitions poly-composite flat tops are a good example. For the longest time, there was an open gap in the Transitions product offering because polycarbonate flat tops were not manufacturable. Younger had to develop a new way to make this product using a polycarbonate substrate with a thin layer of front-surface material to carry its photochromic properties. This “composite” technology allows us to make many lenses that would otherwise be very difficult or impossible to make.
Q: Younger designs a series of lenses and you’re a big proponent of polarization. What lens designs particularly excite you, and why do you believe your newest, NuPolar Infinite
NuPolar Infinite Gray is also in the “breakthrough” category because it solves one of the ECPs’ biggest problems: that some patients think polarized lenses are not dark enough, and others think they are too dark. NuPolar Infinite Gray intelligently combines polarization and photochromics to give both sets of patients the
product they are looking for. Infinite Gray retains its high polarization efficiency in both states and it is one of the lightest and darkest polarized lenses available — depending on what is needed for the moment.
Q: What is Younger’s relationship with IOT? A: At the core of the relationship with IOT is a common focus on both technology and customer service. IOT is run as a completely separate company under the leadership of Daniel Crespo and an outstanding management team both in the U.S. and Spain. In 2010, a partial merger became official, but each company views itself as the other’s equal partner, not as part of a parent-subsidiary relationship. This is a very important philosophical distinction that I hold very strongly. Most of the time, when one company combines interests with another, the smaller company becomes “absorbed” into the larger one, typically in the name of “synergy” and cost savings. I believe this “savings” is like fool’s gold — it might look pretty, but it isn’t worth much. Internal
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culture is the most valuable yet most vulnerable asset a company has, but it never shows up on any balance sheet. Younger is a distinct and independent company and so is IOT, period.
Q: Younger is very focused on, and has a unique relationship with, its customers. How has the company achieved this? A: Younger is a privately held
company, and that independence allows us to prioritize the long-term needs of our customers over the short-term interests of a set of shareholders. This means we don’t compete with our customers. We don’t have laboratories, retail operations, online sales, or sell to any company that doesn’t have a lab. Since we solely focus on manufacturing lenses, not on expanding to other areas of the industry, we can focus more of our energy on our customer’s needs and requirements. Manufacturing lenses and being the “easiest company to do business with” is our prime objective. Beyond that, we have been making lenses and serving our market segment for over 60 years now, and after so many decades, you get pretty good at it, and our customers appreciate this.
Q: You were recently honored by COLA with its Good Fellow
Award. How and why is this significant to you both personally and professionally? A: Nothing could be better than to win an award from your customers or from your friends, and in the case of the COLA Good Fellow Award, it’s both! What especially pleases me about the Good Fellow Award is that it is so emblematic of the optical business, which is absolutely filled with good fellowship! I just cannot imagine any other industry could be filled with more likeable, knowledgeable, dedicated associates than the optical industry. So, as just one of many Good Fellows, I accept the award on behalf of everyone in the industry, nearly all of them just as deserving of the honor as I am.
Q: Can you tell us about some of Younger’s specialty products and the company’s commitment to developing products that give patients the gift of better vision? A: Every one of Younger’s
products is a specialty product, or started out that way before becoming mainstream. NuPolar is a perfect example of this. When we first developed NuPolar, polarized lenses were 0.2% of all Rx lenses, clearly a “specialty product.” Now, close to 8% of Rx lenses sold
OpticalLabProducts.com
are polarized, clearly “mainstream.” This pattern is common with Younger products, whether it is polarized, photochromics, high-index, Trilogy or Camber progressives. All were very niche at one time, but when you take all of them together today, you have a sizable portion of the total business revenue for a lab or ECP — and an even bigger impact on their profitability.
Q: Word is you have an extensive book collection on optics. Could you speak to why you have this focus (other than the obvious) and describe this collection? A: I guess I caught the bug from my dad, who was a book collector with a specific emphasis on optics, and my copy of Newton’s Opticks was given to me by him. In contrast to his focused collection, my library encompasses the History of Science as a whole, including everything from a first edition Copernicus, to Galileo’s work, to Newton’s, all the way to modern science such as quantum and information theories. If an historical work is important in forming science today as we understand it, I like to have an original first edition volume. My own personal favorites are the first-edition works of Charles Darwin, a scientist I greatly admire. Darwin was perhaps the greatest observer of the world around him, and his scientific observations were
built on a bedrock of logic and
reasoning. As an added bonus, Darwin was a great writer, able to cover extremely com-
plex subjects in a very readable
way, even for the non-technical reader. I admire the ability to do
that, and I really try to fashion my writing in the same way,
although I have no illusions of being in the same league.
Q: Why have you recently been active on social media?
A: Over my 60 years in this op-
tical industry, I have had many experiences, observations, suc-
cesses and failures, and just funny anecdotes that I’m in a unique position to share. Social
media allows a singular voice
to be heard by many, and in a personal way. This industry has
given me so much, and I want to share my experience with
the rest of the industry, whom I consider to be like an extend-
ed family. Whether they are an
ECP, a laboratory worker or
owner, or work in lens or frame manufacturing, I hope they can gain something from my body of knowledge. I especially want
to be an accessible mentor to the young people in our industry, and social media is a good way to stay in touch.
JULY 2018
5
BUSINESS
ADVANCED TRAINING Product training may not be new, but these labs are doing more than just that: They are providing customers with the necessary tools to boost their businesses. by Cara Huzinec
L
abs educating ECP customers is one way to ensure both generate business. From offering continuing education and marketing tools to more informal training, labs have different methods of making sure customers know the ins and outs of every product.
CONTINUING EDUCATION
Every other year, Cherry Optical, Inc. hosts “What’s New University” at the legendary Lambeau Field in Green Bay, WI, where the lab is located. A variety of topics are covered, and the one-day event is open to not only customers but also to any ECP — whether they do business with the lab or not. What’s New University features a vendor exhibition plus ABO, NCLE, AOA/CPC and COPE classes across each of the five CE hours. At this year’s held in March, VISION OPTIONS FORevent YOUR LIFESTYLE courses ranged from Camber technology and the science behind blue Indoors
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VISION OPTIONS FOR YOUR LIFESTYLE Prescription sun wear is important not only for comfort, but to protect your eyes and the surrounding skin tissues from dangerous UV exposure, both in the summer heat and winter glare.
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Prescription sun wear is important not only for comfort, but to protect your eyes and the surrounding skin tissues from dangerous UV exposure, both in the summer heat and winter glare.
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Photochromic lenses change colors in differing light conditions, giving you comfortable sun tint in any situation.
Anti-Reflection Applied
Photochromic lenses change colors in differing light conditions, giving you comfortable sun tint in any situation.
Anti-Reflective treatment is a complex layering system
Anti-Reflective treatment is a complex layering system applied to lenses that make them easier to clean, resist static dust, protect from scratches, and let more light strike the eye for crisp, clear vision. Digital Eye Strain is a condition many experience from the use of computers and digital devices. Ask about our Task and computer specific lenses and lens treatments to help with achy eyes, headaches, and neck and back pain.
Digital Eye Strain is a condition
Polarized lenses are the ultimate sun lens.
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JULY 2018
Available in many
color options, polarized lenses cut glare and provide high color contrast.
High-Definition vision with wide fields of view in many designs and materials Anti-Reflection Applied
Digital Lenses are the latest in lens technology offering High-Definition vision with wide fields of view in many designs and materials
Children’s eyes are extremely sensitive to UV and High Energy (blue) light. Even if your family has no vision correction needs, ask about products that protect developing eyes from dangerous light sources, including the sun and some digital devices.
Children’s eyes are extremely sensitive
Eye-Kraft’s custom dispensing mat many experience from the use of computers and digital devices. Ask about our Task and computer specific lenses and lens treatments to help with achy eyes, headaches, and neck and back pain.
Available in many
color options, polarized lenses cut glare and provide high color contrast.
Digital Lenses are the latest in lens technology offering
applied to lenses that make them easier to clean, resist static dust, protect from scratches, and let more light strike the eye for crisp, clear vision. Without Anti-Reflection
Polarized lenses are the ultimate sun lens.
to UV and High Energy (blue) light. Even if your family has no vision correction needs, ask about products that protect developing eyes from dangerous light sources, including the sun and some digital devices.
light to Medicare basics, optical merchandising and how to hire the right employees. “The goal of What’s New University is to make an impact on the lives of those we work with regularly, broaden hands-on opportunities in the Midwest and provide a wide range of accessible education to our colleagues,” said Adam Cherry, president. “What’s New University is not only a CE event but also a networking opportunity... Their success is our success, therefore, we will continue to develop our role as educators of the trade.” At Pech Optical in Sioux City, IA, Luann Mosier, vice president of sales, marketing and education, said an on-staff educator develops webinars on-demand for customers in addition to a quarterly ABOaccredited course. The lab regularly brings in accounts for training and conducts a yearly training day. “We have a written guideline to help beginning dispensers on picking lens materials with powers,” Mosier said. “We also have an in-house marketing department so we set up a ‘Good, Better, Best’ scenario for the accounts, and then we customize it to their needs.”
IN-HOUSE TRAINING
However, sometimes the first step in customer training begins with its own employees, like at FEA Industries, where it starts at home. “Part of our approach of educating our customers is to have our staff more educated, that way they can offer specific recommendations then and there for whatever problems an ECP may be calling us about,” said Kurt Gardner, vice president of marketing and sales for the Morton, PA-based lab. “Whether it’s a material choice, how a
OpticalLabProducts.com
“...having a practice with expertise in both procedures and products is vital to developing personalized experiences with patients.” - Vicki Masliah product works or whatever else, being able to give pertinent information instantly is a great teaching tool. This is why we strive to ensure our customer service staff is all ABO certified or are on the way to becoming so.” FEA plans to provide its customers with both in-person and online training on a range of topics, with the goal of creating a “resource both for the newbie optician as well as for the seasoned veteran,” Gardner said. “We want to cover both basic topics such as frame fitting and adjustment as well as more advanced topics such as limitations of lens designs based on power.”
CATERING TO CUSTOMERS
The training program at Eye-Kraft Optical, Inc. in St. Cloud, MN, is more casual. “I try to tailor it to what works best for the account,” said Jason Sharpe, vice president, operations. “I bring lunch in or breakfast or I’ll take accounts to dinner and we’ll talk outside office hours if necessary. I don’t have a set format — I flex to what they need.” Eye-Kraft has developed its own techniques to help customers encourage their patients to select products. The lab created custom dispensing mats, which Sharpe called “huge conversation starters.” The Eye-Kraft sales team also works with offices to develop talking points for its products.
customers “who reach a certain threshold of business with FEA,” Gardner said. FEA also recently hired Vicki Masliah as director of professional development, who is creating the lab’s Focus on Education Alliance, a program that will incorporate customized in-office training on products and methods of presenting the information to patients, plus regional round-table forums to address relevant industry topics and how they affect business. The goal of the program, said Masliah, is “to fully equip any optical business with the tools it needs to create a patient base that comprehends the professional relationship needed for excellent eyecare.” “We are in an environment where the optical industry is becoming more and more competitive at both corporate and consumer levels,” Masliah said. “ECPs must make every effort to maintain and grow their businesses. Knowing the importance of the lab/practitioner relationship, FEA wants to continue supporting its customers in that effort, and having a practice with expertise in both procedures and products is vital to developing personalized experiences with patients.” Pech Optical’s newsletter
MARKETING ASSISTANCE
As for marketing materials, Pech provides social media postings as well as printed materials along with a quarterly newsletter, available in both print and electronic versions, to inform customers on lenses and treatments and relevant topics such as online ordering, upcoming webinars and industry conventions/events. FEA is planning to produce print materials for ECPs plus tools to manage their own social media and custom practice marketing to
FEA’s educational literature on Eagle lenses
OpticalLabProducts.com
Cherry Optical Inc.’s What’s New University
JULY 2018
7
NETWORKING HAS ITS VALUE Swen Carlson, VP, Operations, Western Region, of VSP Optics Group, and chairman of The Vision Council’s Lab Division, talks about the benefits of membership.
P
roviding members with “value and voice” is Swen Carlson’s main objective as chairman of The Vision Council’s Lab Division.
“Fact is, there are still far too many in this country who don’t receive the eyecare services they deserve,” he said. “Likewise, there are far too many who don’t enjoy the value of all the products and services our members provide. We need to do more to make that happen; to grow the pie.”
A NETWORK OF OPPORTUNITIES
Carlson, who first became a member when the Lab Division was the Optical Laboratories Association, told OLP he initially joined to help him grow professionally. And while he’s sure it did that, membership also caused him “to think more broadly about the challenges we all face in the industry and how we can work together to increase business and support for the good of all.” The networking and learning that result can’t be understated, he added.
“Who wouldn’t want to be a member of the only organization that advocates so effectively on their behalf?” “Every survey conducted shows networking to be the number one benefit,” he said. “And they [The Vision Council] position members for success with government and regulatory affairs efforts, their work with ANSI and ISO standards and an unbelievable array of benefits, some of which are specific to The Lab Division.” These benefits include marketing assistance, customer service training, workplace safety/compliance, plus a dispensing guide, a discount shipping program and the new Electronic Progressive Identifier Catalog, to name a few.
FUTURE LEADERS
“I’m also really excited about the new Emerging Optical Leaders program, which identifies and develops the future leaders of our industry,” Carlson said. “This group is the industry’s future, and it is up to
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JULY 2018
us to listen to them and mentor them for our collective future.”
As for providing a voice for members,
Carlson explained that in his role as Lab Division chairman, he seeks to increase
variety and diversity of voices.
“The first thing we did this year was
to grow our division steering committee
leadership by 50%, with strategic additions to
bring more diversity in terms of company make-
up, gender and age,” he explained. “I firmly believe that
the more engaged, diverse perspectives, the better.”
HOW TO JOIN
Any lab can join The Lab Division, with cost dependent on the company’s sales. The Lab Division’s Lab Toolkit details these benefits, and interested companies can obtain a copy and a membership application from Steve Sutherlin, Lab Division liaison. (Visit TheVisionCouncil.org/Members/Lab-Division).
“The organization has done so much for the industry.” “Who wouldn’t want to be a member of the only organization that
advocates so effectively on their behalf? It really is a ‘no-brainer’ investment for any organization that is involved in laboratory work in any form, from full service to uncut and finishing only,” Carlson said. “The organization has done so much for the industry just in the time
I’ve been involved. The FDA would already be enforcing the Unique Device Identifier Act, which would have been a nightmare for labs,
and we would have had to navigate California’s Proposition 65 with no assistance. We wouldn’t have all the national campaigns to grow
the industry that The Vision Council has skillfully developed, and we wouldn’t have great trade shows that bring our industry together.”
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EVENTS
In Case You Missed It:
COLA SPRING MEETING Phil Epperson and Steve Sutherlin, Lab Division liaison, present COLA’s Good Fellow Award to David Rips.
by Lori Treadwell
T
he Vision Council’s COLA (California Optical Laboratories Association) Spring Meeting was held April 26 to 27 at the Temecula Creek Inn in Temecula, CA. By all accounts, the event was a success, providing opportunities for nearly 100 attendees to network, reconnect with friends, learn about current events that affect the industry and businesses in general, and as always, there was golf! Day one started with lunch on the patio before the annual scramble golf tournament at which 40 golfers had the chance to practice their skills while enjoying time with friends. Vendors that sponsored golf balls and holes were: Ocuco, Schneider Optical Machinery, Younger Optics, Essilor, Ultra Optics, Satisloh, DAC Technologies and VSP. The annual meeting is unique in its diversity, making it a truly special event that combined wholesale and retail optical labs (both independent and corporate), lab vendors from all aspects of the industry, and the knowledgeable support staff of The Vision Council.
John Haigh, sales manager, Western U.S. Region, Schneider Optical Machines, Inc., said, “I get a great deal from the COLA meeting. It’s a great opportunity to talk and listen to my customers, network with others in the industry and learn information on a wide range of topics affecting my customers and the entire industry. I can’t imagine not attending COLA.”
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GOOD FELLOW AWARD
The evening featured a cocktail hour and banquet at which COLA honored David Rips, president and CEO of Younger Optics, with the Good Fellow Award, given annually to someone who actively contributes to the industry. (See One-to-One with David Rips, p4.) Rips was honored for his contribution as an innovative lensmaker responsible for products such as NuPolar polarized lenses, Transitions Drivewear, Camber lenses and Trilogy. He also is the majority owner of IOT, which is considered one of the most innovative lens design companies in the world. Phil Epperson, COLA’s special events coordinator who was involved in creating the award, said, “We are looking for the ‘doer’ not the ‘taker’: An individual who participated and supported events and activities that will grow the industry.” Herman Lieberman was the first recipient in 1981, and since then the list includes many “movers and shakers” in the industry. Friday morning sessions were designed to help all companies — with a special emphasis on California — to deal with complex issues that affect the businesses of the lab managers and owners in attendance. Topics included human resource issues, quality improvement, hiring and retaining the best employees and several industry-specific presentations.
GETTING DOWN TO BUSINESS
Ashley Mills, CEO of The Vision Council, welcomed everyone and started the meetings with a presentation on what the organization is doing for the industry, highlighted by a new video. Also presenting from The Vision Council were Rick Van Arnam, who gave a government and regulatory affairs update that included the first California Prop 65 “Notice of Violation” case, Prop 65’s new labeling
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requirements and an FDA lab registration issue. Michael Vitale, senior technical director of The Vision Council, provided an update on The Vision Council’s Safe User Determination application and a variety of ANSI and ISO updates. Paul Wade demonstrated EPIC, The Vision Council’s new electronic progressive identifier catalog (see page 15). In addition, there was an update about the Think About Your Eyes campaign, including a look at the new television commercials. Always a favorite of the group, Michael Karlsrud, president of The Karlsrud Co., gave a presentation entitled “Danger in the Comfort Zone.” This focused on employee engagement and the pitfalls of keeping unengaged employees on the payroll. Hedley Lawson, managing partner of Aligned Growth Partners, discussed “Weeding Through” California’s new recreational marijuana laws. Lawson also spoke about sexual assault and the “Me Too” movement along with California’s new employment salary history ban. Bill Oakes and Sabine Rentschar from the American Society for Quality presented on Continuous Improvement. “The COLA meeting presents the perfect mix of material between legal updates, process technology and leadership strategies,” said Jeff Konstanzer, director of operations, Costco Optical #908. “The sharing of ideas and networking are priceless in order to continue thriving in our industry.”
Left to Right: Paul Wade, Michael Vitale (The Vision Council), Daniel Simonetta (Shamir) and Ron Kroll (Ocuco)
Anyone with questions or interest in attending next year’s meeting, April 25 to 26, 2019, may contact Steve Sutherlin, The Vision Council’s Lab Division liaison, at SSutherlin@TheVisionCouncil.org.
Lori Treadwell, COLA Liaison, works with the COLA board to plan the organization’s annual meeting. She also works with labs on COLA’s outreach programs to help those in underserved communities. Terry Yoneda, Younger Optics
Ashley Mills, CEO, The Vision Council
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JULY 2018
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CHARITY
BRINGING BETTER VISION TO PERU
Quest Vision Care Specialty Lab is making lenses for Peruvians in need.
S
ight is a Right, a 501 (c) 3 organization, recently provided vision care, lenses and frames to those in need in the town of Zorritos, Peru, with the help of Largo, FL-based Quest Vision Care Specialty Lab.
Michael Walach, president and owner of Quest, along with his son Louis who heads the lab’s 3D Rx lens printing operations, joined the organization on a mission trip March 5 to 8, where 27 volunteers provided free vision, blood pressure and glucose screenings. While there, the group disseminated 2,000 pairs of sunglasses, 1,700 pairs of reading glasses and fit 576 Peruvians with frames for prescription
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glasses. Quest is making 404 of those lenses with Penobscot Eye Care in Brewer, ME, and Oxford Opticians in Oxford, OH, doing the remainder. The group plans to return to Zorritos in August to deliver them to patients. Walach, who has participated on mission trips to Costa Rica, Honduras and Jamaica, said the trip to Peru was an adventure because they “weren’t quite sure what to expect. I am very fortunate that life gave me plenty,” he said. “I’m just passing that along and it feels good. No one ever became poor by giving.”
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Louis and Michael Walach Steven Stern, executive director and president of Seattle-based Sight is a Right, said the group screened 1,992 people during the four days. Zorritos, a two-hour flight from Lima, is located in northern Peru 3.6 degrees south of the Equator on the Pacific Ocean, and Stern said many people don’t wear sunglasses or hats. “The people down there think sunglasses are only for fashion,” he explained. “They don’t realize they are a necessity. This community never had a group like us come. It’s a town that really doesn’t get many services.” Signs of excessive sun exposure were evident in those evaluated over the age of 40, 75% of whom had pterygium that caused irritation, vision obstruction or astigmatic vision problems. Cataracts are “epidemic,” Stern said, adding they were seen even in children. The group plans to provide cataract surgery at a later date and would like to receive a donated Phaco system to train local ophthalmologists.
“I am very fortunate that life gave me plenty. I’m just passing that along and it feels good. No one ever became poor by giving.” - Michael Walach
The team of volunteers met in Lima and were transported to Zorritos on a Peruvian Navy plane (donated by the Peruvian government) and stayed at the Palo Santo resort, where rooms were donated by owner Lutie Fox, who also gave the group exclusive access to the property during their stay. Stern said supplies had to be hand carried into Peru, and because of this, they could only bring 800 pairs of prescription frames. Other sponsors of this mission included VOSH International, Restoring Vision, Northwest Lions Eyeglass Recycling Center, National Vision and Nickerson & O’Day, Inc. “The volunteers who do this are very special. They take time off, and the volunteers become a family,” Stern said. “Michael has such a big heart and it was so nice he brought his son down with him.”
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JULY 2018
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NEW For the Lab AUTOGRAPH II+ LENSES FROM SHAMIR
Autograph II+ progressive lenses are a back-surfaced, digital freeform design that incorporate the company’s Close-Up technology to adjust the reading zone inset for comfortable reading and intermediate viewing. Lenses also feature Natural Posture technology, which controls the location of the near viewing zone as a function of a plus or minus Rx to affect head position and posture. Autograph II+ lenses are available in 1.5 hard resin, DLC Trivex, 1.56, NXT, SuperLite, 1.60, SuperLite 1.67, polycarbonate and Superlite 1.74, and is offered in variable and fixed designs, including 11mm, 13mm, 15mm and 18mm fitting heights. For more information, contact Shamir Insight at 877.514.8330, ShamirLens.com.
EXCIMER LASER ENGRAVER FROM OPTOTECH OptoTech’s OTL 100 CNC-A Excimer Laser Engraver features smooth, crack-free engraving by cold ablation for high quality visible, semi-visible and non-visible markings on any material on up to 240 lenses per hour, depending on engraving. Available in both manual and full-automatic versions, the OTL 100 CNC-A includes software that features a layout editor, command section, file administration statistics and a remote diagnosis system. For more information, contact OptoTech at 877.412.8350, OptoTech.US.
KODAK UNIQUE DRO PROGRESSIVE LENSES KODAK Unique DRO Progressive Lenses provide clear distance vision while optimizing the reading zone that supports prolonged viewing of mobile devices. Unique DRO Progressive Lenses utilize Dynamic Reading Optimization (DRO) technology, which improves overall optics and reduces oblique astigmatic errors in the reading area. The full backside progressive lens design with Vision First Design and i-Sync is available in six corridor lengths and more than 60 materials. For more information, contact Signet Armorlite at 800.759.4630, SignetArmorlite. com; KodakLens.com/Pro.
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LENS DIVISION LAUNCHES ELECTRONIC PROGRESSIVE IDENTIFIER CATALOG
The Lens Division of The Vision Council launched the Electronic Progressive Identifier Catalog (EPIC), which replaces the printed version that had been produced biannually. Lens manufacturers can now directly manage and update data. Managers will need to create new accounts to update existing lenses and add records. To see available lenses and manage data, visit Epic.TheVisionCouncil.org.
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LAB News
REGISTER NOW FOR
VISION EXPO WEST Registration is now open for Vision Expo West at the Sands Expo and Convention Center in Las Vegas, Sept. 26 to 29. This year’s show marks the 30th anniversary of Vision Expo West and will feature anniversary celebrations, including the Vision Expo Opening Night Party at Brooklyn Bowl Las Vegas. For show and registration information, visit VisionExpoLV.com.
MARK YOUR CALENDAR Transitions Academy 2019 will be held Feb. 3 to 6 at the JW Marriott Grande Lakes in Orlando, FL. Nominations for all Transitions Awards will be accepted online at TransitionsPRO. com/Awards from Oct. 1 to 31. Awards categories are: 2018 Transitions Brand Ambassador (individual-only award), Retailer of the Year, Eyecare Practice of the Year, Best in Training and Best in Marketing. For more information, visit TransitionsAcademy.com.
FEA INDUSTRIES APPOINTS VICKI MASLIAH Director of Professional Development Morton, PA-based FEA Industries appointed Vicki Masliah director of professional development. She will develop FEA’s new Focus on Education Alliance program for in-office training, regional forums and continuing education for ECPs and office staff. Masliah has worked in the optical industry for 45 years, starting as a dispensing optician and then in lens manufacturing and prescription fabrication.
OCUCO’S INNOVATIONS & LABZILLA USERS GROUP
Users of Innovations and Labzilla lab management systems gathered in Clearwater Beach, FL, May 3 to 4 for training workshops and networking. The two-day event included talks and breakout sessions on backup and disaster recovery, electronic services including Lablink and 3D Viewer and new features of Innovations. Steve Sutherlin, The Vision Council’s Lab Division liaison, gave a talk on “Promoting Growth in the Vision Care Industry,” and Luxexcel hosted a reception at Quest Vision Care Specialty Lab in Largo, FL, where attendees saw a demonstration Luxexcel’s 3D lens printing platform.
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21.06.2018 14:53:39 6/26/18 9:04 AM