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MARCH 2017 CONTENTS
Contents OPINIONS 02 Rollins on Marketing 03 In the Lab 04 One-to-One with Bidisha Rudra, executive director, Essilor IDD Managed Care Labs
OPTICAL LAB LEADERS 08 Paul Faibish, Plastic Plus Limited 10 Bob Pommier, Expert Optics, Inc. 12 Paul Ponder, Maui Jim 14 John Sutherlin, Sutherlin Optical RUNDOWN 16 Lab News 18 New for the Lab
EDITORIAL STAFF
Reacting to ‘The Merger’ BY JIM GROOTEGOED
N
ews broke of the merger
nearly all free-form designs. Our
between Luxottica and
loyalty lies with our employees
Essilor that surely poses
and our customers first and
some interesting questions and will stir up some strong emo-
foremost.” “So, what to do? We don’t feel
tions within the optical industry.
it would be a wise decision for
This is a perfect opportunity to
anyone to instantly stop selling
provide ECPs with a statement
Varilux, Crizal or Essilor lenses
of commitment to them. The
purchased from Cherry Optical,
following is an example from
Inc. due to the merger news.
Cherry Optical, Inc.
These products still work nearly
“Cherry Optical, Inc. remains
flawlessly, and we are an inde-
a 100% independent and
pendent business like you. If you
family-owned laboratory.
want to make some type of
The best way to facilitate change and make an impact is to vote with your dollars.
VP, EDITORIAL • John Sailer • JS@VisionCareProducts.com PROFESSIONAL EDITOR • Jim Grootegoed • JG@VisionCareProducts.com
As a company that has com-
instantaneous change, perhaps
VICE PRESIDENT, DESIGN • Jane Kaplan • JK@VisionCareProducts.com
peted directly with Essilor
consider what laboratories you
ASSISTANT EDITOR • Cara Huzinec • CH@VisionCareProducts.com
Laboratories since day one, while
support. There are many
ASSISTANT ART DIRECTOR • Bruce Kenselaar • BK@VisionCareProducts.com
also having Essilor lenses as a
high-quality independent
major supplier and technology
(non-Essilor owned) Varilux,
partner, we know the weird
Crizal and Essilor lens distribu-
relationships and emotions this
tor laboratories that can process
EXECUTIVE VICE PRESIDENT • Shawn Mery • SM@VisionCareProducts.com
merger now unquestionably
your VSP and EyeMed orders,
DIRECTOR OF SALES • Janet Cunningham • JC@VisionCareProducts.com
creates for independent private
and Cherry Optical, Inc. can take
VICE PRESIDENT, MARKETING • Debby Corriveau • DC@VisionCareProducts.com
practice and optical owners.
care of the rest of your needs. Is
VICE PRESIDENT, OPERATIONS • Sharon O’Hanlon • SO@VisionCareProducts.com
Along with the outstanding
this self-serving? Very much so!
technology-sharing resources
In our capitalist society, the best
PRODUCTION AND WEB MANAGER • Anthony Floreno • AF@VisionCareProducts.com CONTRIBUTING WRITER • Eric Rollins • EricRollins@Comcast.net
BUSINESS STAFF PRESIDENT/CEO • Frank Giammanco • FG@VisionCareProducts.com
Essilor has made available to us,
way to facilitate change and
FOLLOW US ON FACEBOOK https://www.Facebook.com/OpticalLabProducts
the Varilux and Crizal brands,
make an impact is to vote with
FOLLOW US ON TWITTER @OLP_Magazine
have delivered the performance
your dollars.”
and tools we’ve needed to
FOLLOW US ON LINKEDIN https://www.LinkedIn.com/Company/Optical-Lab-Products Throughout this magazine, 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.
achieve our business goals. Keep in mind, we are also distributors for every major lens brand available and have on-site production capabilities for
OpticalLabProducts.com
March OLP Leaders.indd 1
Jim Grootegoed is professional editor of OLP. March 2017 1
2/16/17 7:08 PM
OPINIONS ROLLINS ON MARKETING
What Will Result from the EssiLux Merger? BY ERIC ROLLINS
W
ith the proposed
laboratory, what should you be
merger of Luxottica
doing now?
and Essilor stealing
First, focus on quality and
the headlines, many have com-
service. Make sure the work goes
mented on the potential effects
out as fast and as good as you can
on the eyecare industry. More
do it. Make sure your sales team
specifically, how might it affect
and customer service team are
the optical laboratory channel?
“sticky” with your customers. Try
The combination of these two
to strengthen relationships with
companies will reduce overhead
the doctors, opticians, reception-
and increase cash flow, making
ists and other staff members of all
the joint company even more
of your customers.
formidable. Consolidation will also con-
Second, grow your business with existing customers. Conduct
tinue in the retail environment.
training sessions to help them
Other entities are also buying opti-
sell additional pairs of computer
As these companies grow, independent eyecare professionals will diminish. cal locations en masse. To provide
glasses and polarized sunwear,
capital, many of these companies
two products that will help over
have private equity firms behind
70% of all patients.
them, which have a short window
Third, go after new customers.
in which to recoup their invest-
Stress your quality and service,
ment, typically within the range of
and the value-added efforts your
five years. Who will purchase these
lab makes to ensure the practices’
consolidators in that timeframe?
continued success. During these
Maybe a large international optical
times, it is more true than ever
company wanting to control the
that the lab can’t succeed unless
providers of optical products to
their clients do as well.
drive their own proprietary frames and lenses. As these companies grow, independent eyecare professionals (ECPs) will diminish. The independent ECPs are the lifeblood of most independent laboratories. If you are an independent 2 March 2017
March OLP Leaders.indd 2
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. You can email him at EricRollins@Comcast.net. OpticalLabProducts.com
2/16/17 7:08 PM
IN THE LAB OPINIONS
Companies Are People BY JOHN SAILER
W
hile the business world
That is why this issue of Optical
gies to turn their vision into the
to also honor people rather than
is composed of
Lab Products (OLP) is honoring
reality of operating the most
just companies. Here, in this issue
companies engaging
those Optical Lab Leaders
efficient and successful optical labs.
of OLP, we honor those people,
nominated and selected by industry
Inside these pages you’ll see who
the Optical Lab Leaders who make
in financial interactions with each other, and corporations are created as legal entities to enable
their companies successful. It’s the people who make these
This issue of OLP is honoring those Optical Lab Leaders nominated and selected by industry members.
companies what they are, and it’s
them, ultimately the business
members as those people who
honor of being named Optical Lab
world is made up of people.
deserve to be recognized for their
For years now (since Pech
contributions to the success of the
Optical in 2007), OLP has been
companies for which they work.
honoring the Lab Innovator of the
those transactions to be separate from the individuals involved with
Yes, companies have unique characteristics and reputations that those who interact with them
We asked our readers to
the industry selected.
Year, and while many deserving
can perceive, but that is all based
nominate the lab managers they felt
independent optical labs have
on the people who are managing
take the risks necessary to invest in
received the annual award over
and working for those companies.
the latest techniques and technolo-
the years, we decided it was time
OpticalLabProducts.com
March OLP Leaders.indd 3
these people who deserve the Leader.
John Sailer is VP, editorial of First Vision Media Group. js@visioncareproducts.com.
March 2017 3
2/16/17 7:08 PM
OPINIONS ONE-T0-ONE
Optical Lab Products (OLP) interviews Bidisha Rudra, executive director, Essilor IDD Managed Care Labs
What’s the strategy behind Essilor’s Independent Distribution Division? becoming an IDD lab?
Essilor of America
OLP: Are there any new initiatives; what changes
manufactures and RUDRA: Any wholesale
distributes optical
are in store for IDD labs?
lenses in the U.S. We offer
laboratory that wants to sell
progressive, no-glare and
our products can become an
RUDRA: Being a very custom-
ophthalmic lenses; soft contact
IDD lab. They must have a
er-centric organization, we are
lenses; and optical supplies, coat-
sound financial standing as an
always trying to understand the
ings and sun protection glasses
organization. They have to
pulse of the customer and what
to eyecare practitioners in the
agree with the pricing that we
they need. With the changing
U.S.
offer. They also should not
needs of consumers, we’re
have any retail outlet associated
working closely with our
with them.
customers with a strong B2B2C
Within Essilor of America, we operate an optical laboratory network, Essilor Labs of America
BIDISHA RUDRA is executive director at Essilor IDD Managed Care, Dallas, Texas.
(ELOA) with more than 128
model. Consumer needs are OLP: Does the number of
changing, and adjusting to the
optical laboratories across the
independently in the U.S. Of
labs change, or has it been
changes in their lifestyles. Hence,
nation, which serves eyecare
those, 105 are Varilux distribu-
pretty much the same labs
our customer (labs) needs are
practitioners in the U.S. In
tors that have a contractual
for years?
also changing. To be more
addition, ELOA offers education
agreement with us, which
and training programs and
enables them to sell our entire
RUDRA: The number has been
foothold in the marketplace, we
business management support
premium branded products,
quite constant for the last few
are trying to empower our
services.
such as Varilux, Crizal, Definity
years. We lose a few indepen-
customers at IDD Labs with the
and Xperio UV.
dent labs because of acquisition
right products, right tools and
by either Essilor or by other
the right messaging. So we are
Besides our fully owned lab network, we have a separate
We have approximately 80
competitive and have a stronger
division called IDD, which is the
Crizal distributors who have a
manufacturers. But we also see
offering not only technologically
Independent Distribution
contractual agreement to sell our
new independent labs emerg-
advanced products, but we are
Division. This independent
premium Crizal branded
ing in the market. However,
also offering sales and technical
division was formed in 2004 and
products only. Our goal is to
the very viable, financially
support. We have a dedicated
led by Bob Colucci, president of
partner with the independent
solvent, strong independent
technical services team that
IDD. IDD is dedicated to
laboratories, leveraging their
labs are here to stay, and even
provides on-site technical
growing the market by providing
unique and individual strengths
though we may lose a couple or
support, extended technology
technologically advanced
with Essilor’s premium brands
so labs a year, we also gain a
installation support, as well as
products and services to
to grow the premium lens
few new ones. Hence, the
training to drive lab efficiency.
independent labs.
categories.
overall number of labs has
We have relationships with approximately 379 labs that run 4 March 2017
March OLP Leaders.indd 4
OLP: What are the criteria for
We have also developed a new
remained constant for the last
app for the sales forces of our
several years.
IDD labs called “EyeSell.” It’s a OpticalLabProducts.com
2/16/17 7:08 PM
ONE-T0-ONE OPINIONS
new tool used for applying game
Colorado Springs that we will be
opportunity to go as an expatri-
research and realized that they’re
mechanics to non-game contexts
back this year with another
ate to Singapore. I was there for
the number one ophthalmic lens
in order to boost engagement
consumer incentive program,
roughly two years on the
leader in the market, and I was
and successful end-results. When
the Power of Vision, which
corporate strategy team,
so impressed.
it comes to sales success, it
offers rebates to consumers. But
reporting into Essilor Interna-
Of course, now Essilor is no
depends on the reps’ behaviors.
this time we have also intro-
tional. I collaborated with our
longer an unknown entity for
Behaviors drive activity, and that
duced a 0% financing option for
Asian subsidiaries in developing
consumers due to our continued
is why we developed this app.
the purchase.
five-year growth plans. At the
investment in national cam-
end of the assignment, I came
paigns and advertising in the last few years.
This app has been developed to
In terms of educational
give the reps training to prepare
support, we have an online
back to Dallas and joined as the
them for sales activity and then
platform called “EyeTrain.com,”
marketing director for IDD,
reward them for conducting
which is an online portal. There
supporting Bob Colucci.
activity that drives business.
are courses on how to dispense
Many of our customers have
our products, understand the
RVP for managed care lab sales
very well-knit family. Once you
signed onto this program and
benefits of our products, how to
retired, I was offered the
join, you become a part of the
are already witnessing strong
develop an elevator speech to sell
opportunity to take over his
extended family; you end up
sales and profitable growth.
our products, how to maximize
position. I’m very happy and
knowing everybody here.
profitability, how to overcome
honored to be entrusted with
Last year, when Steve Mills,
Since I joined Essilor, I’ve never looked back. I find that the vision industry as a whole is a
OLP: When you were market-
OLP: What other benefits,
Essilor of America’s Independent Distribution Division (IDD) is dedicated to growing the market by providing technologically advanced products and services to independent labs.
ing director for the IDD
marketing, we provide several
the hurdle of the price barrier
this role and new responsibility.
and Eye Train are funded by the
programs. Essilor is proud to
that might be in a consumer’s
Our IDD business is divided into
marketing department. We
invest in the national consumer
mind and more. We provide this
two big parts—Wholesale Lab
provide the tools and the
advertising and marketing
training opportunity exclusively
Sales, which is headed by Shon
ammunition to our business
campaigns. To our IDD
to our IDD customers.
Bjornberg, and Managed Care
partners to launch products. Last
Lab Sales, which is now my
year, when we launched Eyezen,
such as marketing assistance, do you provide to IDD labs? RUDRA: Yes, in terms of
customers, we provide market-
group, what kind of marketing did you do? RUDRA: The Leaders Challenge
ing/analytical support with ECP
OLP: What has been your
responsibility. We have great
we worked with one of our
segmentation, customer service
personal background in the
partnerships with key managed
customers on a program called
initiatives, trend analysis and
field?
vision care labs, and they are an
Customer Segmentation. We
integral part of our IDD sales.
helped them divide the market
accounts and gain new accounts.
RUDRA: I joined Essilor in 2006.
So, to be involved in this
into the Millennials and the
We regularly offer in-office
I’ve been with Essilor 11 years
business and add value to the
Baby Boomers so they would
merchandising, product
now and have worn different
organization is a big opportunity
know which segment to go after.
detailing and positioning
hats within the organization. I
for me.
Instead of trying to throw the
support, demonstration tools
joined Essilor to lead the market
I’m really privileged to be a
and kits, and a library of
research and data analytics team.
part of this family. Eleven years
more tailored, customized
literature and white papers on
I was in the financial sector
ago, I had received a cold call
approach toward the customer
our products and clinical
before joining the optical
from a recruiter from Essilor,
segments. So that’s something
evidence on their superiority.
industry. I managed the data
and I said, “Essilor, what’s
we did, providing a personalized
analytics team for about seven
Essilor? I have not heard about
years, and then I got an amazing
Essilor.” And then I did some
marketing plan based on (continued on page 20)
consultation to retain existing
We also announced at our national sales meeting in OpticalLabProducts.com
March OLP Leaders.indd 5
dart in the dark, we developed a
March 2017 5
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Optical Lab Leaders Here they are, the lab managers the industry has selected as OLP’s Optical Lab Leaders!
Innovator of the Year, the former often consists of retirees, while OLP’s
Optical Lab Products (OLP) asked members of the optical lab industry to
By celebrating the Optical Lab Leaders in this special issue, OLP seeks to
nominate who they view as an “Optical Lab Leader,” citing those lab
note the managers who are so integral to the current success and
managers who know what it takes to run a successful optical lab, who
continued growth of these independent labs yet don’t often receive the
take risks investing in the latest technologies, and who have the skills
recognition they deserve.
Innovator is invariably the owner of an optical lab.
and experience necessary to turn their vision into the reality of operating an efficient and successful optical lab.
In this special OLP section, meet the following four Optical Lab Leaders that our readers and members of the optical industry selected as the
the Lab Division’s Hall of Fame, and OLP itself presents its yearly Lab
are, OLP’s and the optical industry’s Optical Lab Leaders:
EARLY ADOPTER
Plastic Plus Limited, Toronto, Canada
Bob Pommier, Director of Operations, Expert Optics, Shorewood, IL OpticalLabProducts.com
March OLP Leaders.indd 7
MENTOR
Paul Faibish, President,
TECH TITAN
Organizer, the Early Adopter, the Tech Titan and the Mentor. Here they
ORGANIZER
While The Vision Council annually honors those who are inducted into
Paul Ponder, Senior Director Rx Manufacturing, Maui Jim, Peoria, IL
John Sutherlin, VP, Lab Operations Sutherlin Optical, Kansas City, MO March 2017 7
2/16/17 7:09 PM
OPTICAL LAB LEADERS ORGANIZER
ders • Optical Lab Leaders • Optical Paul Faibish President
Plastic Plus Limited Toronto, Canada “Giving back is very important to us. We never say no. We do thousands of pairs of charity eyewear each year. Last year we did missions in Jamaica, Kenya, Malawi, Ghana, a couple of homeless shelters and a couple of clinics with inner city kids. In Toronto we work with the Pinball Clemons Foundation, and we work with Canadian Vision Care, a philanthropic group of Canadian optometrists.”
HISTORY: Paul Faibish is the second generation owner/operator of
“Paul Faibish and Plastic Plus are well deserving of this recognition as a Lab Leader for their commitment to serving customers with the newest technology and products. When others sit on the sidelines watching, Paul has always been one of the first to step up in testing and buying new technology for his lab, and he never hesitates to challenge our team to make sure that the technology meets the needs of his customers. He was our first customer to install freeform surfacing equipment in Canada and the first to fully automate his surfacing department. Congratulations to Paul and his entire lab team.” —Larry Clarke, president/CEO, Satisloh
Plastic Plus, a company that was started in 1974 as the first independent lab to process plastic lenses. “I grew up in an optical family, and I always worked in the family business. My father had a very large
think I’m their oldest client. Right now we have exclusivity for Seiko,
optometric practice, and he was one of the original investors in Plastic
Rodenstock and our house brand Vandelay (named for the Seinfeld
Plus,” explained Faibish, who took over running the business in 1980
episode where Jerry supports George’s false claim for insurance
when he didn’t get into law school, “Thank God,” he said. His
purposes that he works for Vandelay Industries).
25-year-old son Jason represents the third generation working at Plastic Plus. “We’ve been able to maintain a very viable family business
TEACHABLE MISTAKE: “Eight years ago we doubled the size of
and pass it on to the next generation. We came very close to selling to
our building. It was a two-year renovation from hell. We were
one of the big guys once, and at the 11th hour we walked away from
operating and renovating at the same time, I thought it would provide
the table. That’s probably the best thing we ever did.”
capacity for the rest of our lives. I never anticipated such great demand for our products, that the ECPs up here wanted to work with an
THE LAB: Today, Plastic Plus produces an average of 1,000 jobs per
independent lab, so we outgrew the building. Now, we’re in the
day working two shifts three days a week and one-and-a-half shifts for
process of planning to move into a new 30,000-square-foot building
the rest of the week. “The advantage of automation is that we only
next door in the fourth quarter of this year.” The existing facility is
need a handful of people on the second shift because we build it all up
14,500 square feet.
on the first shift,” said Faibish. “That’s where we become profitable on that incremental business on the second shift.” All of the lab’s surfac-
ADVICE: “The same number of pairs of glasses will be sold in 2017 as
ing and anti-reflective equipment is Satisloh, inspection machines are
2016, but the distribution channels are changing; 25 years ago, 90% of
from A&R, and edging is by MEI.
consumers went to a traditional ECP. Today, in Canada, it’s approximately 45%. In Canada, the mass merchandisers are expanding, the
ACCOMPLISHMENTS: “We were the first independent lab in
chains are expanding and online sales are expanding. Unless indepen-
North America to process digital, doing it since January of 2006, when
dent labs like myself can tap into these distribution channels we will
a lot of people said it wouldn’t work. There was a patent issue in the
face extinction.”
U.S. that delayed it in the states. We always had a great relationship with Seiko, so the combination of working with Seiko and Loh in those
BEST INVESTMENTS: “Our best investment is in several areas, our
days (it wasn’t Satisloh yet), we were the first people to do digital; we
staff, state-of-the-art equipment and our new building. We have close
were the guinea pigs. We were also the first independent lab in the
to 70 employees; half of them have been with me for over 15 years, and
world to integrate the software with our LMS. We use CC Systems. I
many of them have been with me for 25 years or more.”
8 March 2017
March OLP Leaders.indd 8
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OPTICAL LAB LEADERS EARLY ADOPTER
cal Lab Leaders • Optical Lab Leade Bob Pommier Director of Operations Expert Optics, Inc. Shorewood, IL “The optical business has provided me with opportunities that I may have never had if it wasn’t for this industry. I have met my best friends in life and had the opportunity to travel to places that allowed me to
“I couldn’t be happier for Bob. This honor is well deserved, and his recognition as a leader in this industry is long overdue. I know Bob and the entire team at Expert Optics will continue to be strong partners and valuable contributors to the optical industry for years to come.” —Ian Gregg, vice president, sales operations
meet these people and learn about the business. I truly enjoy the
and product management, Satisloh
career path decision that I made 37 years ago.”
HISTORY: “I began my optical career In 1980 when I was looking for
Lens Mapper, A&R Focovision lens inspection system; Finish:
work and my brother told me some local glass place was hiring. I
Santinelli Ice blockers, Satisloh ES3 and ES4 edgers, Santinelli ME 1000
didn’t know if they made mason jars or something else, but I applied.
and ME 1200, Satisloh/National Optronics ES Curve edger, Schneider
Shortly thereafter I was hired by Don Ruden, the founder of the
HSE high speed edging system; AR: CCM wash line, ZEISS H8 and H3
company. I began surfacing lenses and maintaining machines. That
wash lines, Essemtec fast cure oven, Buhler Boxer coating machines,
quickly turned into supervising before I became responsible for all of
Satis 380 coating machine.
production. I ultimately was elevated to my current position as the director of operations at Expert Optics where we produce about 900
ACCOMPLISHMENT: “I feel my greatest accomplishment has been
pairs of custom eyeglasses per day. My job is to maintain all aspects of
managing a team of about 70 hardworking individuals at a lab that has
the lab from production to personnel, special projects and the DVI
always been one of the best in the business. We have always been on
computer system.”
the leading edge with technology that has also led to our success, as well as forming great relationships with our vendors and colleagues in
THE LAB: “Expert Optics is an independent wholesale laboratory in
the business.”
Shorewood, IL. We employ 85 hardworking people. We are a full service lab that produces 98% of everything we sell in-house, including
TEACHABLE MISTAKE: “Just learning from my mistakes makes
free-form lenses, AR coating and specialty edge types.” Equipment in
me a better person and a leader.”
operation at Expert Optics includes―Clerical: DVI lab management software, Santinelli frame tracers, Lektriever automated shelving
ADVICE: “Life is too short. Live every day to the fullest and surround
systems for lens inventory; Digital Surfacing: Satisloh PRA and
yourself with good people.”
autoblocker, VFT Orbit generators and laser engravers, Duoflex polishers, Ultra Optics 44R on-the-block backside coating, A&R Dual
10 March 2017
March OLP Leaders.indd 10
BEST INVESTMENTS: “Automation and DVI.”
OpticalLabProducts.com
2/16/17 7:10 PM
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Innovations for a better world. Untitled-2 1
2/16/17 6:35 PM
OPTICAL LAB LEADERS TECH TITAN
Leaders • Optical Lab Leaders • Opt Paul Ponder Senior Director Rx Manufacturing
Maui Jim Peoria, IL
“Put yourself with the right organization, surround yourself with the right people, work together as a team, and you can accomplish anything.”
“We are thrilled to have nominated Paul Ponder, the senior director of the Rx lab at Maui Jim, as a top optical lab leader Tech Titan. Maui Jim’s state-of-the-art laboratory in Peoria, IL, is a true testament to Paul’s ability for creating smart, dynamic, technically savvy and eco-friendly manufacturing environments from start-up on through significant years of growth.
HISTORY: Paul Ponder got his start in the optical field while still in
Congratulations to Paul, this is a well-deserved honor!” —Jodi Nickerson, director, sales and marketing,
high school, working for Comar Optical, which turned into Cole
Optical Lab Software Solutions, Inc.
National and for whom he worked for 36 years. His first job was putting bevels on glass lenses. Eventually, he built labs for Cole in Davenport, IA, Salt Lake City and Memphis, with his last assignment
deblocker and tape strippers, MEI Bispheras, and we have the latest
consisting of building the Pearle Vision lab in Dallas. After leaving
coating technologies with the DLX 1200 box coaters from Satisloh.”
Cole in 2003, taking some time off and working for Kaiser Permanente in the Bay Area, he was recruited by Maui Jim, where he started
ACCOMPLISHMENTS: “The Maui Jim lab gave me full autonomy
working in 2006.
to build a lab with what I felt it needed, and they have supported me for ten years here. I look at other labs that I built around the country,
THE LAB: Although the Maui Jim lab was small (6,000 sq. ft.) and
and I never had the opportunities to do what I’ve done here at Maui
had only just begun finishing Rx jobs when Ponder joined the
Jim. Michael Dalton, the president, and Walter Hester, the owner,
company in April of 2006, the company “had a vision to grow the lab
support me 100%. I can’t remember a time when they’ve said, ‘no.’”
and the Rx business,” said Ponder, so they broke ground in June of 2006 on the 25,000-sq.-ft. facility they now occupy. Today, the mission
TEACHABLE MISTAKE: “Try not to work in a silo. In the past
is to create a fully automated lab “so when it comes in off the printer at
when I put a lab together I may not have included the right people.
the front of the lab they put the order ticket and lenses in a tray, then it
That’s the first thing that will come back to bite you, and you end up
gets put on a conveyor system, and the lenses don’t get touched until it
making mistakes that way.”
gets all the way around to the edgers,” said Ponder, who is in the process of building a similar lab in Germany. “It will be almost a
ADVICE: “Work with your team. Here at Maui Jim, I try to involve
duplicate of this facility, and it will have the newest available technolo-
my team on every decision. Try to get as much buy-in as possible on
gies,” he said. “We have a variety of equipment, a PSI taper, Schneider
any changes in the lab or new processes, procedures or a new piece of
autoblockers, Satisloh generators and polishers, a new Schneider
equipment.”
BEST INVESTMENTS: “When it comes to investing in equipment one thing I am very meticulous about is talking to other labs to see what they are using, or if I know they have a piece of equipment I’m interested in I take the time to go look at it in a production environment and get feedback from the people I know in the industry. When you go to the optical shows, you’ll get the salesperson’s version, and you won’t see the piece of equipment in production. Even after I get a piece of equipment I still keep in contact with those individuals to see if they are having some of the same issues that I am having and how they’ve resolved them. Of course, I reciprocate and have people in here from other labs.” 12 March 2017
March OLP Leaders.indd 12
OpticalLabProducts.com
2/16/17 7:10 PM
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OPTICAL LAB LEADERS MENTOR
cal Lab Leaders • Optical Lab Leade John Sutherlin VP, Lab Operations Sutherlin Optical Kansas City, MO “One thing that has contributed as much to where I am today as anything is taking every opportunity I could to visit other labs, become friends with other lab managers and use the technical resources that are out there, whether from lens manufacturers or equipment manufacturers.”
“John is always looking for innovative technology and processes that improve the products and services his lab offers. He’s a true partner to the technology providers he works with, bringing many ideas to the table that have helped make manufacturing equipment better. Besides being an innovator, John is also an all-rounder who can do anything in the entire lab, from customer service to logistics to producing actual Rx jobs.” —Jim Grootegoed, OLP
HISTORY: Being the third generation to run Sutherlin Optical along with brothers Steve and Mike (both now retired from the lab), John
ACCOMPLISHMENTS: “Overseeing the technology side of the
Sutherlin grew up in the lab. From helping fold boxes on Saturdays as a
company’s growth has been really exciting. When I started with the
child to summer jobs during high school, he learned every aspect of
company digital didn’t’ exist, we didn’t have an AR coating lab and
running a lab. This included truing laps on an old Coburn lap cutter,
most of the jobs we produced were glass lenses.”
working in the contact lens lab they opened in the early ‘80s to returning to the optical lab as manager. After graduating from Tyler Texas Junior
TEACHABLE MISTAKE: I’ve always been one to investigate technol-
College Opticianry School in 1983, Sutherlin got his Management in
ogy thoroughly before making an investment. Every lab is different, and
Information Systems degree from UMKC. Following various manage-
it is important to ensure the equipment companies and their sales
ment roles at Sutherlin Optical, including VP since 1999, Sutherlin was
representative’s numbers align with your lab’s job mix. By exercising due
involved in beta testing of numerous lab equipment projects and served
diligence, we avoided mistakes.
on numerous technical task forces. He’s been a panelist on numerous Optical Laboratory Association/The Vision Council presentations and a
ADVICE: “Always take the high road,” (from brother Steve) “Individ-
board member and past president of MOLA. He was inducted into the
ual sticks are easily broken, but when bundled together they are very
Laboratory Division Hall of Fame in 2011.
strong” (from Dad and Aesop).
THE LAB: Sutherlin Optical was founded in 1939 by John’s grandfa-
BEST INVESTMENTS: “Technology! Over the years we invested an
ther Edward H. Sutherlin and two partners (each investing $300) in the
incredible amount of money into the lab, enough that our father joked he
midst of The Great Depression. John’s father Ed Sutherlin became
was very concerned that we would be able to continue paying him the
president in 1969 and remained until his retirement in 1991. He and his
amount we still owed from purchasing the lab from him. (We think he
brothers Steve and Mike took over in 1991. Sutherlin Optical became an
was joking!) Our first big investments were the Gerber SG-8 generator and
Essilor Partner Lab in 2007, when Essilor purchased a majority interest.
patternless edging. The next quantum leap came after a couple of trips to
“Always a leader in technology, the lab has developed a regional and
Europe courtesy of two trips sponsored by Loh (now Satisloh) where I
national presence,” Sutherlin said. “It has always been focused on giving
visited laboratories and equipment manufacturers in Germany and
back to the profession.” Sutherlin Optical has received numerous
Switzerland. I met a lot of great people and witnessed processes and
honors from its ECP partnerships, has had two OLA presidents, four
equipment that inspired me to completely overhaul our lab again. It was
MOLA presidents (including the first one), two Lightbenders presidents
crucial that both of those investments paid off as they paved the way for
and three Hall of Fame members. Today the lab operates digital and
our most important investment, building an AR lab and creating our own
conventional surfacing equipment. In operation are Satisloh digital
house brands, which took us to a new level of partnership with our
surfacing equipment, Essilor DLP polishers, in-house AR to produce
customers. More recently, digital surfacing has helped to keep us at the
Crizal and house-branded coatings, and a wide range of edging
forefront of technology. Also, one of the best investments we ever made
equipment, including two five-axis ES Curve edgers and a robotic ES-3.
was putting in DVI.”
14 March 2017
March OLP Leaders.indd 14
OpticalLabProducts.com
2/16/17 7:10 PM
DIGITAL REFRACTOR COURTESY OF MARCO
WHERE IT ALL COMES TOGETHER Education.Fashion.Innovation. NEW YORK THURSDAY, MARCH 30 – SUNDAY, APRIL 2, 2017
VisionExpoEast.com BROUGHT TO YOU BY:
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PROUD SUPPORTER OF:
PRODUCED BY:
2/16/17 6:38 PM
RUNDOWN NEWS
Innovation Awards 2016 TRANSITIONS INNOVATION AWARDS WINNERS ANNOUNCED At its 2017 Transitions Academy held Jan. 29 to Feb. 1 in Orlando, Transitions Optical announced the recipients of the 2016 Transitions Innovation Awards. Congratulations to Value Optical (Best in Marketing); New Look Eyewear (Best in Training); Professional VisionCare (Best in Patient Experience); and Pacific Eye Care of Port Orchard (Best in Kim Schuy, executive director of the Essilor Vision Foundation, presents Bob Colucci, Essilor IDD president, with the Essilor Vision Foundation President’s Award.
ESSILOR RECOGNIZES LABORATORY AWARDS RECIPIENTS Essilor’s Independent Distribution Division (IDD) honored recipients of its 2016 Annual Laboratory Awards at the company’s national sales meeting in January at the Broadmoor Resort in Colorado Springs, CO. This year’s Laboratory Awards, which recognize independent distributors that achieved top performance in both sales and unit growth within specific Essilor product categories, went to: X-Tra Lite Optical (Essilor Transitions Award of Excellence); Walman Optical (Essilor Xperio UV Award of Excellence); OnSight Optical (Crizal Award of Excellence and Essilor IDD Lab of the Year); Cherry Optical, Inc. (Varilux Award of Excellence and X-Cel Outstand-
Growth Achievement). Sheena Taff of Roberts & Brown Opticians in Vancouver, Canada, was named the 2016 Transitions Brand Ambassador. At this year’s Transitions Academy, themed “What is ‘My Light’?,” the company introduced its all-new consumer marketing campaign for 2017, “Live the Good Light.” Attendees had the opportunity to hear from experts and educators on marketing and industry trends as well as to attend various workshops conducted by industry peers such as “Harmful Blue Light and Optical Solutions,” “Mastering the Selling Process and Overcoming Objections” and “Finding the Style in Lenses” led by designers Coco & Breezy. This year’s keynote presentation addressed understanding and marketing to various generations and age groups, specifically Millennials, and how ECPs can leverage generational differences for effective marketing.
ing Achievement Award), and VSPOne Optical Technology Centers (Essilor IDD Managed Care Lab of the Year). VSP, Global Optics and X-Tra Lite Optical received the Essilor IDD Very Important Partner Award, and IDD president
NEW DIRECTOR OF TRADE SHOW
Bob Colucci received the Essilor Vision Foundation Presi-
OPERATIONS AT DYNAMIC LABS
dent’s Award.
Ronkonkoma, NY-based Dynamic Labs has tapped Dan Vogel as
“Our independent laboratory partners continue to deliver superb products and services to our customers and their
its new director of trade show
patients,” Colucci said in congratulating the winners. “We
operations. Vogel has worked at
greatly appreciate their continued commitment to innova-
the company since 2004, most
tion, superior service and delivering the best vision solu-
recently as sales and marketing
tions and experience possible.”
16 March 2017
March OLP Leaders.indd 16
Dan Vogel
director.
OpticalLabProducts.com
2/16/17 7:10 PM
RUNDOWN NEWS
THE VISION COUNCIL OFFERS SHIPPING MANAGEMENT SERVICES
Barney Dougher
HOYA ACQUIRES 3M SAFETY RX
The Vision Council partnered with
HOYA Vision Care has acquired
Aligned Growth Partners, LLC and
Birmingham, AL-based Pinna-
Transportation Impact to institute
cle Optical, LLC, which is now
a shipping management service for Lab Division member
combined with HOYA’s existing
companies. Using a user-friendly transportation manage-
Birmingham operation. “Our
ment system, labs that spend $2,500 or more on either UPS
strategic initiative is to help in-
and/or FedEx small parcel shipping can reduce those costs
dependent practices differentiate
through small parcel and freight negotiation as well as post
their brands and overcome commoditization, and to do that
parcel audit, potentially saving companies an average of 22%.
we are continuing to enhance our physical presence in key
According to The Vision Council, there is no cost to the lab
markets,” said Barney Dougher, president of HOYA Vision
until it begins to save money on shipping because the process
Care, North America.
is entirely self-funded.
QUALITY PRODUCTS
+
UNPARALLELED SUPPORT
CONTACT US TODAY
CALIFORNIA 800.445.6339 WE ARE 100% EMPLOYEE OWNED
OpticalLabProducts.com
March OLP Leaders.indd 17
NORTH CAROLINA 800.234.1982
CANADA 844.858.7444
www.salemdist.com
March 2017 17
2/16/17 7:10 PM
RUNDOWN NEW FOR THE LAB
DYNAMIC LABS LENS PRO PREMIUM
QM-X3 EDGER
UV-HARDCOAT
FROM NATIONAL
This UV-curable backside coating is
OPTRONICS
compatible with all standard spin coaters.
Making its debut
Lens Pro is scratch resistant and provides
next month at
superior AR adhesion and tintability in a
Vision Expo East,
safe solvent-free formula that comes in a
this tabletop edger
4-ounce bottle. Also available is a conver-
from National
sion kit that includes one 5 micron filter,
Optronics has high
gloves, safety goggles, two empty 4-ounce
speed linear axis
bottles, four feet of tubing and a one gallon
drives and a new
size Ziploc bag. For more information,
mechanical de-
contact Dynamic Labs at 888.339.6264 or
sign for improved
DynamicLabs.net.
motion stability, cutting accuracy and tolerance. The QM-X3 is able to process shapes such as partially shelved lenses and is available with optional variable drilling. The edger features a dual diamond blade design and high torque spindle drive capable of more than 30,000 rpm. With an optional vacuum, the QM-X3 is available with a disposable bag to collect lens debris from the chamber for environmentally safe disposal. A remote diagnostics function allows for current software updates and gives technicians access to resolve technical issues. For more information, contact National Optronics at 800.866.5640 or NationalOptronics.com.
FIL-TECH’S SQM220 MONITORS AR DEPOSIT THICKNESS For those with in-house BRAIN POWER, INC.
anti-reflective systems
SPECTROMETER
in their labs, Fil-Tech,
Brain Power, Inc.’s (BPI’s) spectrometer
Inc.’s SQM220 thick-
covers wavelengths from 350nm to 710nm with a resolution
ness monitor controller is designed to measure the film
of better than 10nm and provides information on visible
thickness of the material being deposited on lenses. Capable
transmittance (Tv) and UVA transmittance as well as L*
of monitoring up to six channels at one time, the SQM220
brightness and a* and b* color coordinates. Transmission
averages the information from the channels being monitored.
spectrum results can be used to compare tinted lenses and
Fil-Tech’s SQM220 thickness monitor controller also features
to indicate what tints should be added to match another
a built-in library of materials to maintain a record of the dif-
lens color. For more information, contact Brain Power, Inc. at
ferent chemicals used for different coatings. For more infor-
800.225.5274 or CallBPI.com.
mation, contact Fil-Tech, Inc. at 800.743.1743 or FilTech.com.
18 March 2017
March OLP Leaders.indd 18
OpticalLabProducts.com
2/16/17 7:11 PM
NEW FOR THE LAB RUNDOWN
SUPEROPTICAL’S
ARCH CROWN
‘ECO-FRIENDLY’ LENS
TT364
BLOCKS
POLY-LAM
In an effort to reduce
COMPUTER
waste and the use of
STRING TAGS
new materials, Super
Made of Poly-
Optical International
Lam gloss
has partnered with
material that is
Shark Glass Recycling
stronger than polyester
North America, a leader in recycling post-consumer wind-
or Kimdura, these computer
shields. Super Optical is now mixing Shark Glass’s powder
string style tags have adhesive-free adjustable loops ideal
recyclable filler into its lens block technology at its Cincin-
for tagging frames. Text and bar code images will not rub
nati manufacturing facility to produce lens blocks that are
off from cleaning. TT364 Poly-Lam tags come in a package
composed of up to 50% proprietary material and 50% Shark
of 4,000 tags per roll and are available in eight colors. For
Glass. For more information, contact Super Optical, Inc. at
more information, contact Arch Crown, Inc. at 800.526.8353 or
800.543.7376 or SuperOptical.com.
ArchCrown.com.
“WHAT YOU SEE
YOU GET
Janet Benjamin
“
IS WHAT
“ In producing Freeform, the Dual Lensmapper from A&R Optical shows the entire surface. Standard lens measuring devices only read the power in the distance circle and the near circle, which was inadequate. With the Dual Lensmapper, we can accurately compare what the LMS says the design should look like versus what we actually produced. We now see any fluctuations in quality in real time and address them immediately, saving time and consumables. It’s the most important piece of equipment we have in our Freeform line. ”
President, Laramy-K Optical DUAL LENSMAPPER >
A&R Optical Machinery, Inc.
262-641-8780 arom @ ar.be www.ar.be
OpticalLabProducts.com
March OLP Leaders.indd 19
March 2017 19
2/17/17 10:31 AM
RUNDOWN NEW FOR THE LAB
BINOCULAR VISION IMPROVED Progressive lenses are optimized by following the natural convergence of the eyes when they look at a nearby object, but this affects the levels of unwanted astigmatism, making the nasal astigmatism highNEW LENSES FOR DRIVING
er than the temporal. This astigma-
US Optical has introduced Drive HD free-form progressive
tism imbalance causes the user to perceive different blurriness
lenses to address the specific optical needs when driving, such
in each eye in lateral gazes so the optimum binocular vision is
as reading the dashboard and viewing the external and inter-
reduced. Focused on the user, Horizons Optical engineers have
nal mirrors, while maintaining the need for strong distance
developed a new optimization design tool. By applying further
vision. The design places the car mirrors in astigmatism-free
improvements in the optimization of the lens, this development
zones, according to the company, to allow the wearer to
allows a much higher control over the location and value of the
drive without unnecessary head movements. The addition
unwanted astigmatism of the progressive lenses. Binocular Bal-
of Crizal AR (Prevencia), Digital AR or ZEISS DuraVision
ance technology balances the level of astigmatism and improves
reduces night glare. For more information, contact US Optical
binocular vision. For more information, contact Horizons Optical
at 800.445.2773 or USOptical.com.
at contact@horizonsoptical.com.
EXTENDED LIFE EDGER TOOLS FROM PSI Practical Systems, Inc. (PSI), exclusive distributor for Diateq Labs, has introduced combination roughing and drilling tools for MEI edgers, now made with stronger materials that significantly extend the life of the tools, according to the company. The metal alloy also reduces vibration, extending the life of the tool up to three times as well as improving the lens edge finish. They can be re-sharpened three to five times. The newly redesigned roughing tools are made with a high performance, diamond-coated carbide that keeps the edges of the tool sharper. The sharper edges reduce the cutting force, preventing the tool from breaking. Drill bits have also been redesigned to handle increased side loads. This alleviates clogging from polycarbonate swarf, so the bit doesn’t break. For more information, contact Practical Systems, Inc. (PSI) at 800.237.8154 or LookToPSI.com.
20 March 2017
March OLP Leaders.indd 20
ONE-TO-ONE
we not only provide them with
(continued from page 5)
products; we also provide
analytical insights and specific
services in how to sell those
needs of the lab’s business. We
products and offer continuous
also provided customized
technological support to our
promotions to help the lab stand
labs. Very few other manufac-
out from the competition and
turers are providing their
maximize profitability.
customers with this kind of support. If an independent lab
OLP: What else would you
becomes our partner, they are
like OLP’s readers to know
assured of seamless end-to-end
about Essilor and the IDD
support for our products and
division?
services to better support their customers, who then provide
RUDRA: We are very fortunate
best-in-class products and
to have a strong and sustainable
services to the patients with
relationship with the IDD lab
eyecare needs. With our
partners. It’s always a win-win
advertising campaigns and
situation for both of us. We’re
exclusive in-office promotions,
enriched with good partner-
we help drive patients into
ships, and our labs help us sell
practices, ensuring patient
our premium products and
loyalty and empowering
services. As I mentioned earlier,
long-term growth. OpticalLabProducts.com
2/16/17 7:11 PM
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2/16/17 6:38 PM
Little Space. Big Business.
HSC nano XP
CCP nano
SHC nano
RPT nano
Generating
Polishing
New!
New!
Hard-Coating
AR-Coating
The nano way of lens manufacturing The Nano Line – Extremely low investment costs combined with minimal space requirements are the reasons the Nano Line is the perfect choice to produce high quality freeform lenses virtually anywhere. Due to minimum environmental requirements, onboard lens design software and smallest footprint, customers can immediately start their own lens production. SCHNEIDER’s Nano Line covers the full range of generating and polishing solutions as well as very effective hard coating machines and fast and powerful anti-reflective coating systems. From surfacing to coating the Nano Line is the perfect high quality and fast response solution for startups and partner labs that want to produce freeform lenses anywhere.
SCHNEIDER GmbH & Co. KG Biegenstrasse 8–12 35112 Fronhausen, Germany Phone: +49 (64 26) 96 96-0 www.schneider-om.com
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SCHNEIDER Optical Machines Inc. 6644 All Stars Avenue, Suite 100 Frisco, TX 75033, USA Phone: +1 (972) 247-4000 info-us@schneider-om.com
2/16/17 6:43 PM