VCPN January 2018

vision care

product news

Bridging THE GENERATIONS

Introducing

P24

VCPN INSIDER

ECPs Get Personal

P14

WITH LENSES P34

Wildly Creative

ETNIA BARCELONA’S BE ANARTIST CAMPAIGN

JA N U A RY 2018 • P RO D U C T INF O RMA TIO N F O R O PTICA L PE O PL E • V ISIO NCA RE PROD UCTS.COM

POLYCARBONATE COMPOSITE SEGMENTED MULTIFOCAL LENSES David Rips, CEO

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FT28 Bifocal • FT35 Bifocal • 7 x 28 Trifocal

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Toll Free: 844.771.7710

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sales@inspecsusa.com

www.inspecsusa.com

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om

B O N D E D

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R I M L E S S

E Y E W E A R

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THROUGH MY KLiiK I SEE MORE THAN JUST THE WORLD AROUND ME Taking its direction from the clean, modern aesthetic of Danish design, KLiiK denmark eyewear is subtle yet always inspired. The rich, saturated coloring, laser cut detailing and mixing of patterns and materials are some of the design elements that are integral to the KLiiK denmark collection. Designed for both men and women, KLiiK denmark focuses on smaller eye sizes and is a go to brand for the smaller fit, small PD consumer with a strong sense of style.

K-598 • K-594 WWW.KLIIK.COM A

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brand

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For dad For mom For the whole family From premium lenses and designer frames to prescription sunwear or an annual supply of contact lenses — families need eyewear that fit a wide range of activities in their lifestyle. You can help make it easier for them to purchase all the products they want right from your practice with promotional financing options* available through the CareCredit credit card.

Or call for more information and enroll at no cost today^.

866.853.8432

www.carecredit.com

visioninfo@carecredit.com

* Subject to credit approval. Minimum monthly payments required. See carecredit.com for details. ^ Subject to change.

VCPN0118OA

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Contents.

VC P N JA N UA RY 2 018

ON THE COVER Photographer Biel Capllonch was inspired by iconic cinema and art for Etnia Barcelona’s wildly creative “Be Anartist” campaign, which introduces four eyewear collections.

26 UPFRONT FROM THE PUBLISHER 9 VIEWS 13 VCPN INSIDER 14 THINK ABOUT YOUR EYES 16 Guest Editorial by Charlene Walton, OD

30 BUSINESS SOLUTIONS STRATEGY 18 Do More in 12 Weeks Than 12 Months

by Brian Moran

ECP ALLIANCES RE-GROUP 19

by John Sailer

36 COMPANY CULTURE 20 Communicate Effectively with 3 Types of Regular Meetings

by Ron Smith

LEADERSHIP 21 Encouraging Peak Performance from Older Workers

by Bob McEwan

NEW 22

INSIGHT 17 Ball Joint

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Continued on page 8

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B O N D E D

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R I M L E S S

E Y E W E A R

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Toll Free: 844.771.7710

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sales@inspecsusa.com

www.inspecsusa.com

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Contents.

VC P N JA N UA RY 2 018

JANUARY 2018 VOL 18, ISSUE 1

EDITORIAL STAFF VICE PRESIDENT, EDITORIAL John Sailer JS@VisionCareProducts.com

ASSISTANT EDITOR Cara Aidone Huzinec CH@VisionCareProducts.com

pg.28t

u Check olona’s rc e Etnia Ba nar tis t Be A gn Cam pai

EYEWEAR & FASHION

VISION CARE TECHNOLOGY

REACHING THE GENERATIONS: THE MILLENNIALS 24

LENSES JUST FOR YOU 34

PRODUCT FOCUS 26 Jazz, Jambalaya and Groovy Lenses

NEW 30

CONTRIBUTING WRITERS Richard McCoy, Kim Pickett, Jill Luebbert EDITOR EMERITUS Ed De Gennaro, MEd, ABOM ED@VisionCareProducts.com

PRESIDENT & PUBLISHER

Tribrid Lenses

Terry Tanker TT@VisionCareProducts.com

by Richard McCoy, LDO, ABOC, NCLEC

A New ‘Perspective’ on Rimless

by Kim Pickett, COMT

Anthony Floreno AF@VisionCareProducts.com

PRODUCT FOCUS 36

TRENDS 27

Rebel Yell

PRODUCTION + WEB MANAGER

BUSINESS STAFF

PHOTO CLINIC 37

360 28

Kat McBride KM@VisionCareProducts.com

by Cara Aidone Huzinec

by Jill J. Luebbert, CPOT, ABOC

All That Glitters

CREATIVE DIRECTOR

NEW 38

VISION EXCHANGE CLASSIFIED ADVERTISING FOR THE OPTICAL INDUSTRY 39 20 QUESTIONS 40

EXECUTIVE VP Shawn Mery SM@VisionCareProducts.com

DIRECTOR OF SALES Janet Cunningham JC@VisionCareProducts.com

VICE PRESIDENT, MARKETING Debby Corriveau DC@VisionCareProducts.com

VICE PRESIDENT, OPERATIONS Sharon O’Hanlon SO@VisionCareProducts.com

with Ken Blanchard

For subscription information email SUB@VisionCareProducts.com VCPN (ISSN-1549-6716) is published monthly by JFT Properties LLC, 24651 Center Ridge Road, Suite 425, Westlake, OH 44145. phone (440) 471-7810. Periodical Postage paid at Cleveland, OH and additional mailing offices. Postmaster: Send address changes to VCPN, P.O. Box 986, Levittown, PA 19055-9998.

SUBSCRIPTIONS: VCPN, P.O. Box 986, Levittown, PA 19055-9998 or online at visioncareproducts.com. Distributed to qualified optical dispensing locations, chain store headquarters, and optical laboratories. Other U.S. subscriptions are available for $85 for one year; $160 for two years. Contact publisher for overseas rates. Copyright © 2018 by JFT Properties LLC. No part of this publication may be reproduced without written permission of the publisher. The publisher’s acceptance and publication of any advertising or editorial materials does not constitute endorsement of any product, service, or company by JFT Properties LLC. Throughout this publication, trademark names are used. Instead of placing a trademark or registration symbol at every occurrence, we are using the names editorially only, with no intention of infringement of the trademark.

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From the Publisher.

PLEASE LET ME

Introduce

MYSELF

By Terry Tanker

T

his is my first column as the new owner of First Vision Media Group and publisher of VCPN, OLP and Optometric Office.

However, I’ve written hundreds since 1999 when I first became a publisher. My passion has always been in the marketing communications field, and after college I worked for a B2B advertising agency for several years. However, an offer from a large trade publisher lured me away. I worked there for the next 20 years. In 2005, I saw an opportunity to start my own company and have been leading it ever since.

For the last dozen years we’ve specialized in writing about business management topics for owners of small, medium and large mechanical systems companies. Many of the topics we cover would also be relevant for owners in the vision care industry including strategy, leadership, finance, marketing, social media, hiring, sales and much more. And, I hope to incorporate some of those topics into what we do here at FVMG.

We’ll also get back to our roots, “products and news.” We were founded on this category, and according to recent research we’ve conducted, this is the type of content you want more of— and we’ll deliver.

Of course, your input is always welcome. In fact, we’ll be conducting readership studies over the course of the next year, inviting your comments about exactly the type of content you

to consider all that goes into a sale and acquisition it’s difficult to imagine doing it any more quickly than that. I’ve acquired two companies and have learned there are several very important steps that need to be taken. Most notably, however, there has to be some chemistry between the buyer and seller or negotiations can easily get bogged down and go into stalemate. So, I’m thankful we had that working for us

We’ll also get back to our roots, “products and news.” We were founded on this category, and according to recent research we’ve conducted, this is the type of content you want more of— and we’ll deliver. are looking for in optical trade publications. The VCPN readership study will be conducted in February, and the Optometric Office readership study will be conducted in March.

Frank, Shawn and I have been working on this deal for just over a year. That may seem like a long time, but when you stop

throughout the process.

No matter the size of the company, the discovery and due diligence process is just that, a process. Neither side wants to get burned; as a result, it simply takes time. From a seller’s perspective, you’re hopeful to attract a buyer who will build

upon the blood, sweat and tears you’ve poured into “your” company (in this case, for the last 17 years). From a buyer’s perspective you look for a good company with a solid foundation you believe can go to the next level.

I believe we all found what we were looking for.

Earlier I touched on plans we have to add to the excellent content we provide. In addition, you’ll notice a significant redesign of the issue as well.

This is the result of a lot of hard work from our new creative director Kat McBride and our VP of Editorial John Sailer. We hope you enjoy the new look and welcome your feedback.

I’m looking forward to meeting our subscribers at the many upcoming industry events such as Vision Expo East and West as well as numerous others. And, to our many advertisers, I’ll be seeing you soon—based on my itinerary I’ll be moving up a level on United’s frequent flier program.

Should you like to reach out before we meet in person I would welcome your call or email and can be reached at 440.471.7810 and TT@VisionCareProducts.com. n

Email me at TT@VisionCareProducts.com V I S I O N C A R E P RO D U C T N E WS . C O M

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SEE

STYLE IN A LIGHT

Transitions® lenses adapt to any light — and fit nearly any frame.

Help your patients express their style and help protect their eyes with Transitions® Adaptive Lenses®. Our cutting-edge technology comes in a variety of lens colors that fit nearly any frame. Plus, they block 100% of UV rays and help protect against harmful blue light indoors and out, so patients stay comfortable and look great wherever they go.

Download our new style guide and more at TransitionsPRO.com/LensStyle Transitions, the swirl and Transitions Adaptive Lenses are registered trademarks of Transitions Optical, Inc., used under license by Transitions Optical Limited. ©2018 Transitions Optical Limited. Photochromic performance is influenced by temperature, UV exposure and lens material.

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From the Publisher.

MUST DO, NEED TO DO, Nice To Do

T

he business climate in the U.S. and around the world has been good for more than a year. For those with retirement accounts your final statements will be arriving soon and most will see values up 20-30%. It’s a good bet too that your business has also seen an increase. As a result maybe you’ve invested in new equipment and personnel, or maybe you’ve expanded operations.

How do busy ECPs manage expanding workflows effectively? My advice is to adopt a disciplined practical approach to managing your business that revolves around the leadership you provide. Since acquiring First Vision Media Group the workload has increased substantially from one publication to four. Add in operations, integration, personnel and offices 500 miles apart, and often there are not enough hours in a day.

You’ve all heard about the 80/20 rule, which, in its simplest form, states that 80% of your results are gained through 20% of your efforts. If you can identify the 20% of your “task list” that’s most important in the moment, you can concentrate on areas that will bring you the greatest gains.

Years ago a good friend and

business advisor Ron Smith suggested the following simple and straightforward method to me. He wanted me to clearly differentiate between those things that are more urgent from those that are important but don’t need immediate attention.

Making use of this simple technique may also help you more effectively lead your company in the coming months.

THERE ARE THINGS YOU MUST DO. Items in this circle are critical and need your attention this week. These will be exclusive to your company and could in-

reevaluating current contracts and renegotiating where possible, assessing your company healthcare plan and looking for and evaluating new hires.

THERE ARE THINGS THAT WOULD BE NICE TO DO. Items on this list should be longer-range goals and plans.

However, often these are also the “fun items” and the things you “like to do” that don’t bring the company the 80% value that you’re looking for.

Additionally, these items also find their way into the center of the circle, pushing out Must Do items, causing you to fall be-

TERRY TANKER PRESIDENT/PUBLISHER

My advice is to adopt a disciplined practical approach to managing your business that revolves around the leadership you provide. clude collecting outstanding invoices, streamlining your operations to eliminate unnecessary expenses, creating new marketing that brings in new business and reviewing frame boards to reduce inventory and focus on top sellers.

THERE ARE THINGS YOU NEED TO DO. Items in this circle are on the horizon and will be in your Must Do circle within the month. These might include paying bills (on time),

hind and interfering with your effectiveness. These are luxury items that can seriously detract from the Must Do and Need To Do items.

Don’t fool yourself. If items are not critical, then they belong in the Nice To Do circle.

I’ve found that after several months of diligently following this plan that not only do I catch up I get ahead and the Nice To Do items naturally fall into place. I hope this plan works for you as well. n

Email me at TT@VisionCareProducts.com V I S I O N C A R E P RO D U C T N E WS . C O M

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CONNECT with us!

VCPN Insider Our weekly eNewsletter bringing you the latest in industry news and releases.

GET SOCIAL VISIONCAREPRODUCTNEWS

Subscribe here:

@VCPN_MAGAZINE

VISIONCAREPRODUCTS.COM/VCPN-INSIDER

LINKEDIN.COM/SHOWCASE/10571800

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Views.

THE LAND OF the Giants

S

ome segments in optical are seeing growth amid a flat market, according to the quarterly VisionWatch market research reports for the third quarter of 2017.

Among eyecare professionals and optical retail operations, it is of interest to note, “The independent side of the optical industry is by far the largest component of the U.S. vision care industry, generating $18.44 billion in revenue over the past year. When compared to dollar revenues from a year ago, the independent side of the industry was up by 0.7%.

While eyeglass sales—both lenses and frames—make up the bulk of revenue for independent optical outlets, examinations are a close third with over $4.24 billion in revenue.”

This is a remarkable development in an era when the influence of private equity investment is resulting in roll-ups of local one- and two-location operations along with multi-location regional optical retail chains.

Based on a review of these statistics, it seems independent ECPs are not just maintaining their market share, but they are actually showing some growth.

Simply put, the little guys are holding their own among challenging competition from big money.

All of this is occurring in a realm in which the big are getting bigger. According to the latest news from Luxottica and Essilor, two of the world’s optical giants, their merger is moving toward completion to create a newer, even larger conglomerate. It was approved in Canada (see page 14) after already having been cleared in ten other jurisdictions— Australia, Colombia, India, Japan, Morocco, New Zealand, Russia, South Africa, South Korea and Taiwan.

quickly upending the balance of business while rewriting the future of how we provide eyecare and manufacture and distribute eyewear.

In a world where the world’s largest frame company can join with the world’s largest lens company while at the same time an online retailer can go from its nascent beginnings in a business graduate’s apartment to become an omni-channel distributor combining brick and click, with a billion dollar valuation, only a few short years since its

JOHN SAILER VP, EDITORIAL

It seems we are operating in a world of the disruptive startups vs. the wellestablished behemoths.

This occurred on the same day that we announced on social media that Luxexcel, a small company from Belgium that is introducing 3D lens printing technology to the world, is in the process of installing its second 3D lens printer in the U.S. All of this demonstrates that while in some ways the optical business is controlled by the major corporations, it is also full of startups such as Luxexcel, Warby Parker, SmartVision, and others. And just like the Facebooks and Twitters among them, some go on to become giants themselves,

launch, it seems we are operating in a world of the disruptive startups vs. the well-established behemoths. As we all learned in Economics 101, competition, it’s good for business.

From our position reporting on all this activity, we’re also going through our own transition under the management and direction of new ownership. So, as we all move into the new year, we look forward to covering the new vs. the old, the small vs. the large, the disruptive vs. the established, all of which have their place in the competitive landscape. n

Email me at JS@VisionCareProducts.com V I S I O N C A R E P RO D U C T N E WS . C O M

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vision care

product news

Insider.

LAUNCHES, PROMOTIONS, MERCHANDISING, EVENTS AND OTHER THINGS TO KEEP YOU IN THE KNOW

RAY-BAN REDUX

SKATE AND SEE

Featuring model and influencer Paloma Elsesser, Ray-Ban’s “Reinvented” campaign comes together with artist Dewey Saunders’ depiction of the evolution of four iconic styles—Aviator, Wayfarer, Round and Clubmaster—through his unique digital collages. For this past holiday season, Ray-Ban updated 16 styles including the Aviator 1937.

Designed with insight from the pros, Nike Vision’s SB Eyewear Collection of three ophthalmics comes on the heels of the SB line of sunglasses for action sports athletes. Professional skaters Sean Malto, Justin Brock and Trevor Colden wear the 4-base frame with durable, hightension hinges and tapered temple arms that fit easily under a hat.

800.422.2020 Luxottica.com Ray-Ban.com

800.645.1300 Marchon.com

Noteable.

Canadian Competition Bureau approved the proposed merger of Essilor and Luxottica in November.

SHOWCASE YOUR SIMPLE STYLE

HAILING FROM HONG KONG

EMPLOYEE ENGAGEMENT

Make your practice fashion-forward and showcase the latest lens choices with new Transitions merchandising materials. The Lens Style Guide provides instructions on how to discuss eyewear trends with patients, plus how to pair frames and lenses and display eyewear. A one-page handout covers the basics on creating a stylish practice, plus offers suggested social media posts.

More than 16,000 buyers from 103 countries and regions attended the 25th Hong Kong Optical Fair, held Nov. 8-10. Organized by the Hong Kong Trade Development Council (HKTDC), a total of 800 exhibitors from 28 countries participated. The fair also featured seminars, buyers’ forums and networking receptions, in addition to the 15th optometric conference on “Neuro Vision Rehabilitation.”

Taking inspiration from the well-known TED Talks, SAF Talks, a new employee engagement program introduced by Safilo USA at the end of last year, aims to ignite creativity, curiosity and personal growth. The first SAF Talks featured TV personality Jason Cameron, star of DIY TV Network’s programs Man Cave, Desperate Landscapes and Sledgehammer.

800.848.1506 TransitionsPro.com/Style

212.838.8688 HKOpticalFair.HKTDC.com

800.631.1188 Safilo.com

To stay informed subscribe to the VCPN INSIDER e-newsletter here: VisionCareProducts.com/VCPN-INSIDER 14 | VC P N J A N UA RY 2 018

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vision care

product news

Insider.

HIRES & PROMOTIONS DeRigo REM appointed Gilda Mehraban as head of business development for North America. Mehraban joined the company six years ago as head of brand marketing.

800.423.3023 DeRigo.US

Noteable.

ART MEETS ACTION SPORTS Celebrating the “intersection of action sports and art,” Dragon Alliance partnered with Jackson Hole, WY-based art collective Asymbol to feature artwork by four of its artists on five best-selling styles. Artwork by Bryan Iguchi, Jamie Lynn, Schoph and luna Tinta can be found either on the strap exteriors of snow goggles (styles X2s, NFX2, D1 OTG) or on interior temples of the Monarch sunglass and Owen ophthalmic frame.

Marcolin Group and Swarovski renewed a licensing agreement for Swarovski and Atelier Swarovski lines of ophthalmics and sunglasses through 2023.

VSP Global hired Bill Vaughan to head up its retail line of business.

Vaughan, president of VSP Retail, is responsible for developing the company’s strategic direction across all domestic and international retail initiatives.

VSPGlobal.com In re-adjusting leadership roles within the company, Spy Optics appointed three key employees to new positions: Charlie Ninega, vice president of Revenue Wholesale; Curtis Ellis, brand director; and John Gilson, vice president of Revenue - Digital.

888.DRAGON.8 DragonAlliance.com

800.SPY.EYES SpyOptic.com

OPTICON PARTNERS WITH VISION EXPO

A MARCOM FOR MODERN OPTICAL

OptiCon is joining Vision Expo, providing attendees with a dedicated education program with special events starting during the upcoming March 2018 show. Vision Expo will also host an OptiCon Hub on the show floor for opticians and contact lens fitters for networking, pop-up talks and access to resources and representatives from the American Board of Opticianry, the National Contact Lens Examiners and more. Attendees seeking certification will be able to take ABO and NCLE review courses and sit for exams at the show.

The Association of Marketing and Communication Professionals awarded Modern Optical International a MarCom Gold Award for the company’s 2017 frame catalog, which features more than 900 styles. “In an age where many competitors have stopped printing a catalog, our customers plead with us to continue producing ours. This award validates the feedback,” said Ken Weissman, CEO and president. The digital version can be accessed at FlipBooksByAdventure.com/ ModernOpticalCatalog/.

703.548.4560 TheVisionCouncil.org

800.323.2409 ModernOptical.com

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Noteable.

Vuarnet, the 60-year-old French company, has been recognized as an Enterprise du Patrimoine Vivant a “Living Heritage Company.”

914.495.3701 Vuarnet.com

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Think About Your Eyes.

THE MILLENNIAL

Problem

W

hen optometrists think of the age group most in need of an eye exam, we often think first of Baby Boomers, with the risk of glaucoma and other age-related vision issues. Children are second—growing eyes need to be monitored and vision issues caught early to prevent problems in the classroom and with development. However, one age group is both hard to reach and often ignored—Millennials.

The feeling is mutual. A survey by Think About Your Eyes showed that only 25% of Millennials visited the eye doctor in the past year as part of a regular health check-up. The

devices leads to reduced blinking and dry eye. Careers involving hours of computer work result in digital eye strain. Screen use before bed can disrupt sleep cycles. Millennials would be well-served receiving an annual eye exam for these lifestyle habits.

In order to engage Millennials, we need to meet them where they are—online. Many websites are already doing this, but they are also taking the personal touch out of vision health.

But the in-person check-up and consultation is where true vision health care begins. As advocates for their vision health, it’s up to us to show value in the in-person visit while also

A survey by Think About Your Eyes showed that only 25% of Millennials visited the eye doctor in the past year as part of a regular health check-up. same survey showed that 42% of Millennials who don’t go to the eye doctor regularly think their vision is “fine” and thus don’t need to make this a regular health check-up. However, Millennials face a variety of vision issues an optometrist can monitor. Frequent use of

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making the logistics easy for patients. Allow appointments to be booked through an online portal. Send text-message reminders with a “text-to-confirm” prompt. Include an online messaging system between the patient and the office so questions can be sent at any time

of day from any device. Social media presence is also important—a Facebook page with updated information about your office is an easy way to stay on a patient’s radar.

Think About Your Eyes is a great asset for reaching Millennials. Ads promoting annual eye exams run on lifestyle websites and streaming radio networks that have a high rate of Millennial users. Commercials air on cable networks with strong Millennial viewership, including Comedy Central, FX and ESPN. Think About Your Eyes’ Facebook page has more than 50,000 likes and posts content each month targeted specifically to Millennials. I’m proud

to support this campaign that’s promoting vision health to an important population.

As a Millennial myself, I know the importance this generation places on our health and wellness. Reminding this age group to prioritize vision health is key to a healthy life. n Charlene Walton, OD, is a member of Optometric Physicians of Washington and among the 18,000 doctors listed online with Think About Your Eyes, a national public awareness initiative promoting the importance of an annual eye exam and overall vision health. First Vision Media Group is a media partner of Think About Your Eyes.

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Insight.

BALL joint

T

LOOKING TO SIMPLIFY DESIGN, ØRGREEN’S QUANTUM COLLECTION’S HINGE IS UNDENIABLY HIGH-TECH.

wo years in development and almost one year to produce, Ørgreen’s Quantum collection was born from the idea that simple is better—and so came a virtually hidden hinge in this collection of 21 men’s, women’s and unisex models.

sphere inserted into the frame front of the same color as the temple. The sphere keeps the frame light while still allowing for easy adjustments. “It stays true to our brand,” Wandrup explained. “Simple shapes, subtle details and discrete functionality.”

“We believe that if we can have less components, less things would break,” said Tobias Wandrup, Ørgreen’s head of design.

“By functionality comes beauty.”

To create this unique design, a secret “puzzle piece” is mounted in the hinge system where the lens is secured by pressing it into place. The need for such a precise fit prompted the use of polyamide instead of titanium or beta-titanium, frame materials for which the company is known. Lightweight

In re-thinking frames of fewer parts, Ørgreen devised a hinge composed of a

and flexible, polyamide “has the extra advantage of small enough tolerances for our new hinge mechanism,” Wandrup said.

Frame shapes of round, panto and square in more than 120 color combinations create a collection that can appeal to a broad range of tastes and personal style.

“The Quantum collection is the culmination of our work exploring, experimenting and our extensive fine-tuning,” said founder Henrik Ørgreen. “It reflects our pioneering spirit and ongoing pursuit of new ideas.”. n

ØRGREEN OPTICS 844.796.4623 OrgreenOptics.com V I S I O N C A R E P RO D U C T N E WS . C O M

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Strategy.

DO MORE IN 12 WEEKS Than 12 Months SHORTER-TERM PLANNING AND EXECUTION WILL YIELD GREATER SUCCESS.

By Brian Moran

G

reat companies and successful individuals execute better than their competition. As strange as this might sound, annual goals are often a barrier to high performance. This doesn’t mean annual plans don’t have a positive impact. They do.

However, this annual process inherently limits performance.

The trap is “annualized thinking,” an unspoken belief that there is plenty of time in the year to make things happen. In January, December looks a long way off. We lack a sense of urgency, not realizing that every week, every day and every moment is important.

A year is no longer 12 months; it is now 12 weeks. Now you have a new end-game date to assess your success (or lack thereof).

It narrows your focus to the week and more to the point, the day, where execution occurs. When you set your goals in the context of a 12-week year, you no longer have the luxury of putting off critical activities.

The result is profound. Most people who use this method experience about a 30% improvement in the first 12 weeks. Here are three steps to help you achieve more in the 18 | VC P N J A N UA RY 2 018

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next 12 weeks than most will in 12 months.

in order to achieve your 12-week goals.

1. SET A 12-WEEK GOAL Focus on what you want to make happen over the next 12 weeks, an outcome such as income, sales production or dollars saved, which should represent significant progress toward your longer-term vision. Limit your goals to a maximum of three, and make certain each is specific and measurable.

Score your week — At the end of each week score your execution. In the end you have greater control over your actions than you do your outcomes. You are scoring your

2. BUILD A 12-WEEK PLAN: A 12-week plan embraces the notion of being great at a few things versus mediocre at many. For each goal, you will need to identify tactics, the daily and weekly actions that drive the accomplishment of the goal. If the goal is the “where,” then the tactics are the “how.” Less is more. Focus on the critical few, the four or five actions to take daily and weekly to accomplish your goal.

3. APPLY THE WEEKLY ROUTINE: Simply having a plan is helpful but not enough.

The key is execution. To ensure you execute at a high level, adopt the Weekly Routine. If you do the following three things on a weekly basis you can’t help but get better.

Plan your week — Take a few minutes at the beginning of each week to identify the tactics that are due. The plan is not a glorified to-do list; rather, it reflects the critical strategic activity that needs to take place this week

Here are three steps to help you achieve more in the next 12 weeks than most will in 12 months. execution, not your results. Calculate a weekly execution score by dividing the number of tactics completed by the number due.

Meet with a peer group – You are seven times more likely to be successful if you meet regularly with a group of your peers?

Find two to three other people willing to meet for 15 to 20 minutes each week to report how you’re doing. Encourage and challenge each other.

That’s it: Three simple steps. Plan your week, score your week, meet with a group of peers. Do them, and you will improve. n Brian Moran, president and founder of Strategic Breakthroughs, has more than 30 years of expertise as an executive, coach and consultant. BrianPMoran.com.

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Business Solutions.

ECP ALLIANCES re-group FOLLOWING THE LEAD OF THE SUPPLIERS THEY PATRONIZE, THESE BUYING GROUPS ARE CONSOLIDATING WHILE EXPANDING SERVICES.

By John Sailer

T

he latest roll-up in the buying group category occurred near the end of last year when a number of prominent eyecare professional (ECP) alliances merged to form Healthy Eyes Advantage. This followed consolidation among other leading organizations, such as in late 2016 when ABB Optical Group acquired Diversified and ECP Network. Also, earlier that year, Essilor bought Opti-Port, which joined Vision Source and PERC/IVA, previously acquired by Essilor.

HEALTHY EYES ADVANTAGE The latest in this string of roll-ups resulted when middle-market private equity firm Nautic Partners, LLC formed Healthy Eyes Advantage to acquire Block Buying Group, C&E Vision Services, HMI and Vision West.

The result is that now Healthy Eyes Advantage provides group purchasing, alliance and other services to over 10,000 independent ECPs. The company is based in San Diego and San Clemente, CA, and Vicksburg, MS. With more than 100 years of experience serving the independent eyecare channel collectively, the Healthy Eyes Advantage team includes Jeff Rinkus, the former chief operating officer of ABB Optical; Andrew Alcorn, the former chief executive officer of Block Vision and chairman of Superior Vision; and Joseph Mallinger, OD, MBA, FAAO, former chief executive officer of Vision West, past president of the California Optometric Association, and president-elect of Optometry Cares, the AOA’s charitable

foundation. In addition to the executive team, Michael Block, founder and CEO of Block Buying Group, and Brad Shapiro, principal of C&E and Vision West, have joined the board of Healthy Eyes and are serving as senior advisors of the company.

“Together, the four buying groups provide purchasing services and management support to more than 10,000 optometrists, ophthalmologists and opticians across the country with over $500 million in purchasing power,” said Rinkus, CEO of Healthy Eyes Advantage. “These numbers give us an opportunity to partner with leading industry suppliers to develop innovative purchasing programs that will further reduce our members’ largest expense, their cost of goods.

We will also be building a peer network of independent practitioners to assist with marketing, managed care, staffing, accounting and other practice management challenges.”

EXPANDED SERVICES This extension of services beyond basic group purchasing functions is a trend that has been occurring across the board among all of these alliances, including those recently consolidated. For example, ABB Optical Group, in addition to offering a more robust list of vendors with deeper discounts in 2018, according to the company, the buying group ranks extremely high in its education efforts as well as its offering of consolidated billing and customer support in providing advice to all sizes of its membership. It will also offer a broader offering of education served up in all formats this year to accommodate members’ busy lifestyles and a host of other new options to be announced.

Opti-Port, which had already developed an extensive suite of member services beyond basic purchasing functions, has also further enhanced them following its acquisition by Essilor. Opti-Port has been able to continue to offer more value-added programs for members, specifically in the patient marketing solutions and technology categories. Examples include the expanded Opti-Port Direct Marketing Program that analyzes, benchmarks and optimizes members’ annual exam recall program process.

In addition, Opti-Port has expanded its digital marketing solutions to offer online reputation management and search engine optimization services. Members now have access to full-service marketing agency offerings that specialize in the eyecare industry. This is all in addition to Opti-Port’s CLX cloudbased contact lens ordering, management and marketing system, which now also offers preferred access to PERC and IVA members and recently added a contact lens subscription module to the already successful automated text and email contact lens reorder campaign and web store. All of this functionality will be available to CLX users in 2018.

“Even with the recent industry consolidation, the U.S. eyecare marketplace continues to be extremely fragmented,” said Erin Meyer, marketing communications manager for Opti-Port. “We see alliances as a much different model than buying groups, and because of the alliances’ tighter influence and engagement with members, this seems an area that has been attractive to both strategic and financial investors.” n

HEALTHY EYES ADVANTAGE 800.245.0051 HealthyEyesAdvantage.com OPTI-PORT 314.743.0781 OptiPort.com ABB OPTICAL GROUP 800.852.8089 ABBOptical.com V I S I O N C A R E P RO D U C T N E WS . C O M

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Company Culture.

COMMUNICATE EFFECTIVELY WITH

3

Types of Meetings

HAVING A DISCIPLINED PROCESS ENSURES TRANSFER OF VITAL INFORMATION AND RESERVES TIME TO CELEBRATE, COACH AND ENCOURAGE.

By Ron Smith

E

ffective company leaders practice good communications and celebrate successes. When consulting, I’m often told, “We just don’t communicate in our company.” While I understand the point, those who say this are incorrect about what the actual problem is. There is communication, but the information being communicated is inaccurate. It’s often rumors, and it’s usually negative.

Nothing is more important than proper communication, but many company owners, general managers and other types of leaders don’t understand this.

Nothing is more important than proper communication, but many company owners, general managers and other types of leaders don’t understand this. Coworkers expect and deserve to know what is happening in the company, but how can coworkers 20 | VC P N J A N UA RY 2 018

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No. 1

A oncemonthly general meeting of all coworkers.

No. 2

A bi-weekly meeting of company leaders.

properly represent their company without being informed?

3 MEETINGS Good communication requires a process and discipline on the part of the owner or general manager. The following process consists of three types of regular meetings: 1 A once-monthly general meeting of all coworkers. In large diversified companies, it may be a general meeting by division.

2 A bi-weekly (every other week) meeting of company leaders.

3 A bi-weekly meeting with individual company leaders.

The owner or general manager facilitates the once-monthly meeting of all coworkers.

No. 3

A bi-weekly meeting with individual leaders.

These meetings should be held on the same day of the month, for example, for one hour on the second Tuesday of each month at 8am.

Make these meetings informative and fun. Tell everyone what’s happening in the company, what’s new, what they can look forward to, what’s changing, the present and near-future workload, significant new projects, new processes, new coworkers and anything else all coworkers need to know.

Include birthdays and work anniversaries as these take advantage of an opportunity to recognize and appreciate coworkers. n Ron Smith has over 45 years of experience as a contractor, franchisor, consolidator and consultant. Visit RonSmithHVAC.com for more information.

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Leadership.

ENCOURAGING Peak Performance FROM OLDER WORKERS DISPEL THE STEREOTYPES AND YOU’LL FIND THAT SENIOR EMPLOYEES HAVE MANY POSITIVES TO CONTRIBUTE TO THE SUCCESS OF YOUR BUSINESS.

By Jennifer FitzPatrick

M

andatory retirement has been illegal in most industries for decades, but some managers are still reluctant to hire workers older than 65. Frequently, this age group is characterized as inflexible, slower and reluctant to evolve with technology, but most employers find that they challenge these stereotypes and can be assets.

As we get older, biological and psychological changes do occur, and each generation is sociologically different. Awareness of age-related differences can empower employers to capitalize on senior workers’ positives while adapting for their limitations.

AGE-RELATED CHANGES While most stereotypes are greatly exaggerated, many biological changes do take place both physically and cognitively. Nearly every body system is less efficient, but that does not mean inevitable disease or disability. The stereotype that seniors can’t hear or see well is false, but it is true that hearing and vision V I S I O N C A R E P RO D U C T N E WS . C O M

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are not quite as sharp, so consider moving an older worker’s seat forward at a meeting.

and the internet, they rely on their people skills and tend to be more resourceful than younger generations when researching and problem-solving.

Recognizing normal changes that happen to the aging brain can help managers understand older worker’s behavior. For example, some older workers may be quiet during that meeting but submit great ideas a few hours later after they’ve had time to process.

While older workers are sometimes thought to be technologically challenged, it is often because they have not had the opportunity to learn, so assess and respond to needs for training.

SOCIOLOGICAL CHANGES Sociologically, older workers generally are highly dedicated employees. Many are motivated by financial need. There are numerous advantages to deferring Social Security payments, so many seniors put off collecting as long as possible. Older adults have witnessed steep declines in retirement accounts, so there is a genuine need to supplement incomes. Others simply did not adequately plan for retirement and require additional income.

Generationally, workers over 65 have a strong work ethic. Even without a significant financial incentive, they were raised in an era that idealized hard work. They are team-oriented and unlikely to leave coworkers in a bind. Likely having finished raising their families, they can be open to working more hours when necessary. They are known for honoring commitments and respecting authority. They are typically good at interpersonal communication. Having worked most of their careers without email, texting

Older workers have so much to offer: experience, work ethic, potential to mentor.

Meaningful work often promotes increased self-worth in older employees, so managers can best motivate them by critiquing gently and praising publicly. Singling them out for a job well done provides psychological benefits for the senior while dispelling false stereotypes.

Older workers have so much to offer: experience, work ethic, potential to mentor and often fewer interfering family obligations. The key is recognizing and accommodating their differences. n Jennifer FitzPatrick, MSW, LCSW-C, is an author, speaker and educator. Founder of Jenerations Health Education Inc., she has more than 20 years of experience in health care. She is a frequent speaker at national and regional conferences and was an adjunct instructor at Johns Hopkins University.

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New.

OMG! JUMBO TREE

STANDS IN NEW SIZES

COMPULINK GETS CERTIFIED The Advantage Version 12 EHR system from Compulink Business Systems achieved certification by the Office of the National Coordinator for Health Information Technology (ONC-Health IT) 2015 Edition Health IT Module. The certification recognizes the EHR system’s ability to help providers meet clinical practice management and care coordination activities required to successfully participate in CMS payment and incentive programs such as the Medicaid EHR Incentive Program and the Medicare Quality Payment Program.

Designed specifically to display oversized and aviator-style frames, Jumbo Tree Stands now come in increased sizing for three-and five-frame displays.

Made in California of durable acrylic, Omg! stands maximize cubic space and allow for an unobstructed view of each frame and temple.

978.712.0664 OMGHome.net

800.456.4522 CompulinkAdvantage.com

VOLK OPTICAL NEW LENS CASES

Give your patients a home for their eyewear with OyoBox Mini, which holds up to four pairs of sunglasses or reading glasses. Cases are handcrafted with seven layers of lacquer and made of wood for durability. Mini cases also feature a shatterproof top window, leatherette interior and velvet underside cover. All mini cases include a universal neoprene sunglass pouch and reusable tote bag.

Designed for Volk Optical’s complete line of lenses, newly designed cases are “engineered to withstand 50,000 openings without hinge breakage,” according to the company. Cases are color coordinated by lens family and labeled with lens name for quick identification, and the cover plate can be engraved with the name of the practice or doctor. A plastic interior and exterior allow for easy cleaning, and nonslip stabilizing feet ensure cases remain steady.

855.696.2695 OyoBox.com

800.345.8655 Volk.com

OYOBOX MINI CASES FOR YOUR CUSTOMERS

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a fresh NEW

EXPERIENCE VISIONCAREPRODUCTS.COM

Have you seen the ALL NEW VisionCareProducts.com?

Completely redesigned to provide all the product and technology information busy ECPs need to stay ahead of the curve— when you want it—on any device!

IMAGE NAVIGATION

COMPLETELY RESPONSIVE

ABO EDUCATION

Easily get where you want

The new site adapts on all devices, mobile, tablet or desktop

Features online courses, immediate results, downloadable certificates, and MORE courses!

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REACHING THE GENERATIONS: Millennials MARKETING THESE DAYS REQUIRES PINPOINTING YOUR MESSAGE TO VERY SPECIFIC DEMOGRAPHICS; HERE’S WHAT SOME EYECARE PROFESSIONALS HAD TO SAY ABOUT APPEALING TO MILLENNIALS.

KEITH SMITHSON

AURORA SUSI

JAMES M. ROSIN

OD

LICENSED OPTICIAN & LEAD FRAME BUYER

CO-PRESIDENT

Northern Virginia Doctors of Optometry Alexandria, Arlington, Falls Church & Reston, VA

Engaging Millennials is all about showing them that the topic at hand applies to them. The best way to acquire these patients is through digital marketing and positive online reviews. We strive for the premium patient experience.

We use social media to repost images of some of our professional athlete patients when they post images wearing frames. We also ask patients to send us pics in their new frames doing something they are now better able to do.

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Metro Optics Eyewear Bronx, NY

For Millennials, designers are not as important. They prefer a wide array of colors, and many like to have more than one pair to switch off. As the “give back” generation, they prefer to support brands that are community-oriented.

I choose colorful frames that fit well and are fairly priced that we warranty for one year. A good deal is appreciated by all, but Millennials especially love a bargain. They enjoy our Buy One, Get One free collection.

Rosin Eyecare Greater Chicago

Technology appeals to Millennials. We use the Ditto iPad device that scans the patient’s face. The recommendation engine comes up with a series of frames that fit that face shape. Rather than have the optician hand frames to the patient, this allows you to do virtual try-on at the dispensary table. It moves more quickly and raises the shopping experience. We get a lot of positive comments, especially from younger patients getting their first pair of glasses.

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Millennials.

LIZ MACIAS

KIMBERLY HAW

AMY DARMANDJIAN

OPERATIONS MANAGER

OD

ABOC

Fremont Optometric Fremont, CA

Optometrics of Chatsworth Northridge, CA

Specs 20/20 Portland, OR

Millennials are not a “one size fits all” generation and gravitate toward things that make them feel like they are a part of something larger. Creating unique, educational, or funny content or highlighting community efforts on social media gives your practice its own personality. Millennials like to engage with their favorite businesses and seek out community reviews on social media. ECPs can partner with companies such as Doctible to help field and manage reviews.

Millennials like customization and having frame lines that accommodate patients differentiates us from big box stores. Online and word of mouth still provide a large number of my patient referrals. We are planning a few frame shows, and we have done several health fairs that have been quite successful. Get a detailed breakdown of your current patient age base. Many times we think we know the breakdown and may be surprised we aligned our frame inventory to the wrong age group.

Digital communication is a key component for us to connect with our customers. Millennials value relationships and connectedness so we engage with them on a number of platforms, from social media to curated e-blasts to keep them informed of the new frame lines and collections, special events and promotions. Millennials are generally influenced by social media, what they see on TV and by the people around them.

They tend to know what they want and want it now!

PHOTOS COURTESY OF ZYLOWARE

SARA BONIZIO

JENNIFER CARAWAY

EDWARD BEINER

MARKETING & COMMUNITY RELATIONS MANAGER

LICENSED OPTICIAN & MANAGER

CEO & FOUNDER

Metro Optics Eyewear Bronx, NY

To target Millennials, meet them where they are. Most people nowadays carefully review a company’s web presence and social sites to see what they’re about, so ECPs should demonstrate reasonable tech savvy-ness via not only a mobile-friendly website and a social presence, but where possible, the ability to do business online.

Then there’s the community connection— vision screenings and eye health education are vital components of our community relations program. Online reputation management is vitally important.

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Paris Optique Scottsdale, AZ

For the Millennial customer, on-trend styles and quick turnarounds are key areas of focus at Paris Optique. We leverage finished single vision lenses and edge in-house to offer quick turn times, around one to four business days.

As for advice on marketing eyewear to Millennials, our experience has proven the direct approach doesn’t work. It is important to stay connected to social media and pop culture and know how to connect this to the client, whether in conversation or in marketing.

Edward Beiner Eyes Forward Miami

You need to be connected with your customer on different digital platforms, but once the customer is in the shop you have to add to the experience. In order for a Millennial to return to a store, the sales associate must be a story teller and a personal stylist. Be proactive in your community. Partner with shops around you to create events and understand that you are doing more than just selling glasses. If the sale is only transactional without heart and soul then it’s easier to buy on the Internet.

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Product Focus.

ST LOUIS

JAZZ, JAMBALAYA + groovy glasses

ST LOUIS

By Jill J Luebbert, CPOT, ABOC

T

here is a distinct energy, flavor and mystique about New Orleans. In 2013, Stirling Barrett, a native of The Big Easy, infused that flair into his eyewear collection, KREWE. Barrett shows off his creations in his original shop in the French Quarter as well as locations in NYC and Dallas in addition to selling to the trade.

The KREWE collection of ophthalmics and sunwear is produced from plant-based acetates combined with durable, premium metals supplied by independent, small suppliers from around the world, according to a company spokesperson. No two frames are the same. Final inspection and packaging take place in New Orleans, so the final product is truly a global, handcrafted one.

The St Louis embodies the KREWE theme.

OCTAVIA

KREWE DU OPTIC “LETS THE GOOD TIMES ROLL” WITH BOLD, SPIRITED STYLES INFLUENCED BY THE CRESCENT CITY.

MSY

The architectural design bold bridge is inspired by the iconic cast-iron balconies found in the French Quarter, with a rounded silhouette that works well on most face shapes. The sun version of the St Louis comes with 24-carat gold-plated hardware and a polarized sun lens for additional visual comfort. MSY is named after the call letters for the New Orleans airport. This aviator-inspired model has been crafted from premium titanium and thoughtfully designed for optimal fit. MSY offers titanium nosepads and grooved temples.

KREWE has an extensive sun collection that comprises a variety of complementary tinted or mirror lenses; each piece stands out with its own unique personality. Octavia sunwear is an oversized silhouette with a unique metal inlay. This selection reimagines the uptown street’s late 20th century architecture and shows off a New Orleans vibe with its bold shape and harmonized colors.

TOULOUSE

Final inspection and packaging take place in New Orleans, so the final product is truly a global, handcrafted one.

Toulouse expresses the eccentric style of the French Quarter. Flat lenses, two-tone construction, and a rounded vintage-inspired shape evoke a soulful, offbeat vibe.

KREWE du Optic frames carry a lifetime warranty. A 100-point inspection system is used when assembling each pair—these styles are built to last and allow the wearer to, as the folks of New Orleans say, “laissez du bon temps roulez” (let the good times roll). n Jill J. Luebbert, CPOT, ABOC, is a certified paraoptometric and optician practicing in northeastern Nebraska.

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Trends.

1

2

7

ALL THAT

glitters

3

IT’S PLAYFUL, PRETTY AND THE “IT” EMBELLISHMENT ON SLEEK OR BOLDER PROFILES. MEET THE MODERN BEDAZZLERS.

6 4

5

1. MARCIANO GM0777 Marcolin.com 800.345.8482 InfoUSA@Marcolin.com 2. STARGAZER OKIA.com 852.2371.3889 3. JIMMY CHOO NILE Safilo.com 800.631.1188 Info@Safilo.com 4. PRADA PR52US Luxottica.com 800.422.2020 5. BON VIVANT DAHLIA OgiEyewear.com 888.560.1060 CSR@OgiFrames.com 6. MCM119S Marchon.com 800.645.1300 CS@Marchon.com 7. FYSH UK F-3590 WestGroupe.com 55.455.0042 Info@WestGroupe.com V I S I O N C A R E P RO D U C T N E WS . C O M

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rebel YELL DARE TO “BE ANARTIST,” ETNIA BARCELONA’S NEWEST CAMPAIGN PUSHES THE AVANT-GARDE ENVELOPE.

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360.

ORIGINALS: PRATI

F

By Kim Pickett, COMT

orget standards Stereotypes corrupt. Be critical, demanding and wield your own personal power. These tenets define the wildly creative “Be Anartist” campaign (#BeAnartist), which was shot by well-known photographer Biel Capllonch and launches next month. Capllonch was inspired by classic art from Boticelli’s Portrait of a Man with a Medal of Cosimo the Elder and Raphael’s Young Woman with a Unicorn. The eyewear styles themselves are the protaganists in the series of images that challenge and provoke the viewer.

The goal, according to the company, is

ORIGINALS: BRINDISI

ORIGINALS: MITTE

Etnia Barcelona has embraced “reARTing” with its ability to reinterpret and dig into the history of art for inspiration. for Etnia Barcelona to deepen its rebellious brand identity while using inspiration from iconic cinema and art. The photographs are a tribute to movie directors such as Hitchcock and the Coen Brothers and reflect poignant scenes from movies such as Pulp Fiction and A Clockwork Orange; additional inspiration comes from artists like Araki and Basquiat.

There are four highlighted collections: Originals (described as the “purest,”) Advance (for techies), Vintage (old-school lovers) and Capsules (most daring). There are a whopping 60 new models in the Vintage and Originals collection, with 30 in Rxable styles and 30 in sunwear. The oversized

acetate frames offer a retro yet modern look while the softly angular metal frames exude a ’70s vibe. The sunglass collection offers new lens tints in light colors, acid tone orange and yellow, and warm green and blue.

Etnia Barcelona has embraced “reARTing” with its ability to reinterpret and dig into the history of art for inspiration. Its exclusive acetates contain miniature pictorial pieces that combine with monochrome shades that both contrast and blend well together. n Kim Pickett, COMT, is a certified ophthalmic medical technologist and ophthalmic writer in Minneapolis, MN.

ETNIA BARCELONA 888.553.8642 EtniaBarcelona.com USA.Office@EtniaBarcelona.com V I S I O N C A R E P RO D U C T N E WS . C O M

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New. Launch

NEUBAU EYEWEAR THE WIRE COLLECTION Constructed of ultra lightweight stainless steel, four ophthalmic models (one for women and three unisex) include both adjustable nosepads and temples for a comfortable fit. Each model comes in several finishes such as silky rose, electric silver, graphite matte and glorious gold/white. Frames come in cat eye and round shapes with two models (Erwin and Manu) featuring a double bridge.

800.223.0180 Neubau-Eyewear.com

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New.

WESTGROUPE

COSTA

OKO BY OKO

EVATIK

BEACH COLLECTION

NEW YORK COLLECTION

STYLE: PIPER

STYLE: NY22

STYLE: E-9157

This lightweight Japanese titanium frame is hypoallergenic and corrosionresistant. A “monobloc” front eliminates the need for eyerim soldering, and square-shaped nosepads provide even distribution of weight for a comfortable fit. Design details include beveling on outside edges and color-blocked, patterned temples.

855.455.0042 WestGroupe.com

This petite, unisex model is a 6-base frame of corrosionfree titanium that includes Hydrolite nosepads and temple sleeves for flexibility.

Available in shiny black, velvet silver, satin rose gold and shiny gold, Piper features polarized lenses with 580 lens technology to filter harsh yellow light and blue light.

800.447.3700 CostaDelMar.com

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Three styles come in panto, wayfarer-inspired and rectangle shapes in acetate/metal combinations. Each style —one women’s and two unisex— is available in four fun colors including red/ pink crystal and classic havana.

888.716.2020 Red888Eyewear.com

MODERN OPTICAL

CLEARVISION OPTICAL

MODERN ART COLLECTION

BCBGMAXAZRIA

STYLE: A391

Spring hinges and silicone nosepads ensure a comfortable fit on three women’s models. The A398 combines a zyl front with stainless steel temples, and A390 features a basket weave pattern in stainless steel. The A391 features a perforated brow offered in three colorways.

800.323.2409 ModernOptical.com

STYLE: LIZZIE

Adhering to the brand’s design philosophy of wearable style, two ophthalmics for women have a feminine edge.

Lizzie incorporates cut-out details on the acetate frame front, and the Pandora metal cat eye features a distinct curved double bridge.

800.645.3733 CVOptical.com

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New. Launch

THÉLIOS CÊline, STYLE: CL40039U Produced through a joint venture between Marcolin Group and LVMH, this fashion show sunglass style inspired by 1970s ophthalmic frames has been reinvented with wide and sharp lenses. Transparent effects combine and contrast with metallic gold and silver finishes, and clear lenses provide both UVB and UVA protection. +33 1 56 89 07 91 Celine.com

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New.

MOREL EYEWEAR

DE RIGO REM

INSPECS USA

L’AMY AMERICA

Savile Row

Nicole Miller Your Fit

Lightec, Alpha 39

Chopard, Classic Accessories

GÖTTI SWITZERLAND

STYLE: Drury

STYLE: Elizabeth

Crystal Lightness

STYLE: 30019

STYLE: VCHB96M

A screwless hinge system and stainless steel frame make these models for men and women light and comfortable. Neutral tones for men and metallic tones for women come in both matte and glossy finishes.

“Ergofeel” pads adapt to the wearer’s nose to stay in place.

Crafted of titanium and 23-karat gold plate, this elegant men’s ophthalmic incorporates a “wheat grain” matte motif inlay on the top rim, and temples reflect the “grain d’orge” pattern of Chopard’s rollerball accessories.

Acetate temple tips include the design house’s logo plaque.

Ten sun models in some of the brand’s bestselling frames include Coppertone polarized lenses with mirrored and ant-reflective coating.

Handmade acetate frames feature 18-karat rolled gold to create a luxe look.

Translucent temples, raised geometric designs, rope detailing and pops of colors take inspiration from the designer’s runway and accessory collections to make four ophthalmic models for women edgy and fun. All include flex hinges for extra comfort and come in larger sizes.

800.526.8838 Morel-France.com

800.243.6350 LAmyAmerica.com

Constructed without any screws or glue, two models combine acetate frames with stainless steel for total lightness. The Sahin style for women comes in light brown, while the Segal for men is available in yellow.

914.274.8522 Gotti.ch/en

800.423.3023 DeRigo.US

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727.771.7710 InspecsUSA.com

STYLE: Sahin

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Custom Lenses.

Facets on these lenses were created with Santinelli’s ME-1200 edger.

LENSES Just for You A COMBINATION OF HIGH-TECH EQUIPMENT AND LOW-TECH HAND TOOLS ALLOWS SOME OPTICIANS TO CREATE EXTRAORDINARY LENS DESIGNS.

Luxe Laboratory engraved flowers and added stones to the lenses of this Silhouette frame.

by Cara Aidone Huzinec

E

ngravings, tintings, bevels and facets: key features that can take run-of-themill lenses into ones that “wow.” For many customers, eyewear is meant to be noticed, and for some opticians being able to offer customized lens options—in some cases even designing and producing them themselves—is what they’re known for.

“We have done the Superman shape, a stop sign, triangles—there’s not a lot we can’t do at a patient’s request,” said Wendy Salle, an optician at Salle Opticians in Atlanta, who said she began customizing lenses years ago because “they were more fashionable than what the companies were putting in them. When someone comes in and looks at rimless, one of the first things we tell them is depending on the hardware, we can custom design size and shape of the lenses.”

Unique faceting on this Cartier frame was created by Wendy Salle.

Shon Skiles added Swarovski crystals using a drill with a 3mm bit on this Isaac Mizrahi model.

At Salle Opticians, the custom lens design process begins with a sketch, then a demonstration lens to show the patient for approval. Santinelli International’s ME1200 edger is her go-to machine, which she says is quiet and fairly fast too compared to other edgers.

“We do all our own custom tints inhouse,” Salle added. “The only thing we send out is mirror coatings.”

“Overall for edging and drilling it’s a fabulous machine,” she said. For engravings and etching, she uses a C02 laser engraver,

Customizing lenses “allows my patients to put their personality on display,’ Shon Skiles, Stahl Optical and for custom tinting, Salle uses the 6V and 9V Phantom Heating Systems from Phantom Research Laboratories, which allows her to offer customers 15 lens tints.

Shon Skiles, owner and lab manager of Stahl Optical in Spokane, WA, wants his customers to be more excited about their glasses. “Once I felt like I was really good at making quality specs, I started adding rhinestones and edge colors, and it expanded from there,” he said.

While a lot of his work is done with various hand tools such as a Dremel grinder and hand drill, Skiles uses tinting machines from Brain Power, Inc. and relies on Essilor Instruments’ Mr. Blue 2.0 edging system equipped with Essibox, a network control system that creates various shapes and drilling patterns, and M’Eye Sign for lens engravings.

“It has different features and capabilities all in one system, and the Essibox allows me to use all of my creative cunning to produce

BRAIN POWER, INC. 800.225.5274 CallBPI.com BPI@CallBPI.com COBURN TECHNOLOGIES, INC. 800.262.8761 CoburnTechnologies.com CustomerCareCenter@CoburnTechnologies.com ESSILOR INSTRUMENTS USA 855.393.4647 EssilorInstrumentsUSA.com Info@EssilorInstrumentsUSA.com MEI S.L 847.357.0323 MEISystem.com Info@MEISystem.com 34 | VC P N J A N UA RY 2 018

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Custom Lenses.

a one-of-a-kind, artistic pair of specs,” he said. “It allows the patient to put their personality on display.”

Skiles said his custom work has grown through word-of-mouth, and he also keeps samples in the store to show customers and have them try on. He’s done a heart-shaped lens on a pair of Silhouette International frames and can even do lens cut-outs on fullframed eyewear.

“After working with various tools over the years, I’ve been able to perfect the right tools for the right job.”

WHEN MACHINES ARE NOT ENOUGH However some opticians – such as Tom Kirkland of Tom Kirkland Opticians in Richmond, VA, relies on an independent lab for custom work.

“When you have a Cartier frame, you need to know what you’re doing—it’s not your basic frame,” said Kirkland, who sends custom jobs to Luxe Laboratory in Garden Grove, CA. “Luxe is the only place I know that can do high-quality, specialty work, and my customers want something that’s cool and luxury at the same time.”

Luxe can do custom work on any lens material and is an authorized lab for such eyewear companies as Kirk & Kirk, Cartier and Tag Heuer.

“Quality and luxury are coming back,” said Richard Wilhelm, owner of Luxe, which he founded in 2013. While Wilhelm did say he has all the standard lab equipment, he is quick to stress that when it comes to creating truly personalized eyewear, jobs done the old-fashioned way are the best way to go.

EDGERS FOR CUSTOMIZED LENSES

Coburn Technologies has two edgers that can create unique lenses: the HPE-8000X and the HPE-810. The HPE-8000X includes 11 lens edge finishes and enables step bevel cutting for both high-wrap frames and specialtyshaped cuttings. The high performance wheel enhances speed and polish quality, and six edging positions provide more choices when matching lens and frame eyewire geometry.

The HPE-810 features an optional “Design Your Imagination” with Cut & Scan and Easy Click Editing for Chemistrie clips. The HPE810’s high power drill and easy hole editing management “create a great combined effect for rimless glasses,” according to Coburn.

Mr. Blue 2.0 with M’Eye Sign by Essilor Instruments provides quality finishing of high base curves, fast and accurate drilling and automatic centering and blocking. Its Fit-4Frame 2.0 technology provides a wide range of bevels for every groove profile. M’Eye Sign’s engraving process can be completely integrated into edging.

MEI’s EzFit No Block Developer is based on the company’s TBA (Throw the Block Away) technology, giving high-volume retail stores and small labs the ability to edge lenses without blocks. Its NoBlock module automatically provides error-free lens centering for single vision, bifocals and

progressives and is equipped with a dualloading arm for automatic machine loading and unloading. EzFit No Block Developer also features an integrated “Shape Finder” tool to create jobs directly in the machine.

Optek International’s Shape lens finishing center can produce various edge types such as rimless, groove, square bevel and step bevel, plus blind hole, countersunk and jewel hole/slot types. Its freeEDGE software technology produces design features such as free-form edges and engravings plus a digitize trace system for importing artwork.

Santinelli International’s ME-1200 edger includes step-beveling technology plus highcurve beveling, exclusive partial beveling, faceting, 3D grooving and drilling and more.

“A full-color interactive screen allows the operator to masterfully design scalloped or blended/feathered facets to achieve the desired look,” said Franco Aluigi, product manager at Santinelli.

CLOCKWISE FROM TOP: The HPE8000X and HPE-810 edgers from Coburn Technologies. ME-1200 edger from Santinelli International. Essilor Instruments’ Mr. Blue 2.0 with M’Eye Sign. The EzFit No Block Developer from MEI Systems. Optek International’s Shape Finishing Center.

“The equipment part is the secret sauce,” he said. “Everything custom is done by hand, and we do what equipment can’t. Equipment takes the talent out, and custom eyewear still needs a hand to finish the job.” n

OPTEK INTERNATIONAL 727.522.2301 OptekInternational.com Sales@OptekInternational.com PHANTOM RESEARCH LABORATORIES 800.225.5559 PhantomResearch.com Sales@PhantomResearch.com SANTINELLI INTERNATIONAL, INC. 800.644.3343, Santinelli.com Sales@Santinelli.com V I S I O N C A R E P RO D U C T N E WS . C O M

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Product Focus.

TRIBRID LENSES BRING ECPS new opportunities WHILE IT DOESN’T HAPPEN OFTEN, A NEW LENS MATERIAL HAS BEEN LAUNCHED; X-CEL OPTICAL’S NEW TRIBRID LENS IS MADE WITH A MONOMER FROM PPG.

By Richard W. McCoy, LDO, ABOC, NCLEC

E

yecare professionals are always looking for state-of-the-art frames, lenses and accessories to differentiate their practices from their competitors. As many lens materials are becoming a “commodity” item to the eyeglass-wearing public, a new material is primed for recognition, Tribrid.

PPG, the inventor of CR-39 and Trivex, has now introduced Tribrid lens material for patients with high prescriptions. The material itself is a high technology blend of traditional high index technology and the proven chemistry of Trivex. The result, crisp optics and vision for patients with prescriptions up to +/-7.00D in power.

Tribrid lenses also feature 100% UVA/ UVB protection benefit in a lens without sacrificing visual clarity (with an Abbe value of 41) usually associated with a 1.60 index material. Patient comfort and safety are two other important features. With a specific gravity of 1.21 g/cm3, Tribrid is the top lens choice for a lightweight high-index lens and five times more impact resistant than conventional high-index lenses.

Tribrid lenses share many attributes with Trivex. The break point or modulus is much higher than conventional high-index lenses, providing superior “wearability” for patients who enjoy three-piece drill mount or compression mount frame styles.

PPG has now introduced Tribrid lens material for patients with high prescriptions.

FABRICATION BENEFITS This lens material processes as easily as conventional high-index lenses. No special edging wheels, processing or additional tooling are required. In eyewear assembly, Tribrid material is easy to edge, groove for semi-rimless, drill and mount for three-piece frame styles with much less risk of chipping or cracking the lens during final assembly and spectacle alignment. Tribrid outperforms conventional 1.60 and 1.67 index in rimless frame designs in Colts Laboratories lateral bridge frame testing.

spin and dip coatings. In addition, the material is fully compatible in processing with today’s advanced digital surfacing technology.

The chemistry of Tribrid lens material provides superior resistance to cracking and crazing from lab chemicals and solutions.

Furthermore, Tribrid is resistant to many household chemicals such as isopropyl alcohol. The surface of the material has an excellent hardcoat adhesion factor and readily accepts a wide variety of anti-reflective, backside

For the ECP, Tribrid offers broad appeal to patients with an active lifestyle, presbyopic corrections and for those who love the delicate rimless eyewear styles. Monetarily, Tribrid offers uniqueness to the ECP’s lens offerings by maintaining a healthy profit margin and staving off price erosion.

Last year, in August, X-Cel Optical Co., a wholly owned subsidiary of Essilor of America, Inc. and a division of Essilor of America’s Independent Distribution Division, announced the launch of Tribrid lenses. n

Richard W. McCoy, LDO, ABOC, NCLEC, is program director, opticianry at Reynolds Community College in Richmond, VA.

ESSILOR OF AMERICA, INC. 800.542.5668 EssilorUSA.com PPG INDUSTRIES, INC. 724.325.5186 PPGTribrid.com OpticalTech@PPG.com | X-CEL OPTICAL CO. 800.747.9235 X-CelOptical.com 36 | VC P N J A N UA RY 2 018

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Photo Clinic.

A NEW ‘PERSPECTIVE’ on Rimless IT TAKES ONLY FOUR STEPS TO ATTACH LENSES TO THE CHASSIS OF GÖTTI PERSPECTIVE RIMLESS FRAMES. GRIND, CONNECT, PRESS AND ATTACH; THAT’S IT.

1

Grind the lenses according to the specified drill hole positions and insert the connector.

2

Using a sticker as a spacer and to prevent scratches, shorten the connector to the appropriate lens thickness using the side cutter.

3

Place the connector and the nose bridge to align them at the position of the hand press.

4

Attach the individual parts using the hand press. Press the metal up to the cut edge of the connector and combine it with the lens.

GÖTTI SWITZERLAND USA 914.274.8522 Gotti.ch/en Office.USA@Gotti.ch

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New.

HILCO VISION’S

LOGIC QUICK FIX PRO Keep all repair parts organized and within reach with Hilco Vision’s new Logic Quick Fix Pro. This small kit includes Hilco Vision’s Thread Seeker locking nosepad screws (in both 1.0mm and 1.1mm diameters), a six-piece screwdriver piece, one vial each of 11mm, 13mm and 15mm push-on/screw-on nosepads plus one vial each of 1.2mm, 1.3mm, 1.4mm, 1.5mm, 1.6mm and 1.8mm diameter Logic screws.

800.955.6544 HilcoVision.com

VSP OPTICS

TECHSHIELD AR COATINGS VSP Optics’ line of TechShield Anti-Reflective coatings simplifies AR for patients to understand and ECPs to dispense without confusing terminology.

Four coatings—TechShield, TechShield Plus, TechShield Elite and TechShield Blue—are available for all lens designs (unless specified by manufacturer) and materials to provide glare reduction and scratch resistance, cleanability and oil and water resistance. TechShield Blue reduces harmful blue light by 85% in the 400-430nm range.

TechShieldAR.com

THREE RIVERS OPTICAL DISTINCT MARCHON FLEXON VR TOOL ECPs can virtually experience Flexon Eyewear by downloading the Flexon Virtual Reality application from the App Store on an iPhone or Android. Once the VR app is downloaded, users insert the phone into the custom Flexon viewer or similar VR viewer to enter a “space station” to learn about Flexon’s history and the brand’s various products and features. Users are also able to interact with a hologram of an oversized Flexon frame that can be bent and twisted at the bridge with only a head movement.

800.645.1300 Flexon.com Facebook.com/OriginalFlexon

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FREE-FORM LENSES

Maximize margins and stay competitive with “big box” retailers with Distinct free-form single vision and progressive lenses from Three Rivers Optical. Distinct progressive is a full backside free-form lens that comes in both regular (18) and short (14) and can be combined with Changers 6 for a cost-savings photochromic.

800.756.2020 ThreeRiversOptical.com

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20 Questions

WITH

KEN BLANCHARD

THE AUTHOR OF “THE ONE MINUTE MANAGER” DISCUSSES SERVANT LEADERSHIP AND CHANGING YOUR MANAGEMENT PHILOSOPHY. 1. Your first book, “Management of Organizational Behavior,” introduced situational leadership and has been a best seller for 40 years. Did you ever think it would have that much staying power?

Not a chance! Paul Hersey and I both were unknown. We were always looking for ways to make the complicated simple.

2. You wrote “The One Minute Manager” with Spencer Johnson. Was keeping it simple the plan?

Yes. Spencer was a children’s book writer and I was a storyteller, so we agreed we would write a parable. For more than three decades, the simple tools of One Minute Goals and One Minute Praisings continue to produce great results and human satisfaction.

3. When did you know you were on to something?

We self-published “The One Minute Manager” in 1980 and sold more than 700 copies.

4. You don’t show signs of slowing down?

If you stop learning, you might as well lie down because you’re already brain dead.

5. Why does it seem politicians and CEOs who fail lack leadership skills?

The world is in desperate need of a new leadership role model. I don’t think self-serving leaders lack skills; it’s just they think leadership is all about them.

6. Has money become too large for some to put company first?

Self-centered leadership happens at all income levels. On the other hand, you can have great leaders at all income levels, too.

You don’t necessarily need a powerful position to be a good leader.

7. Do small business owners have the same leadership challenges?

Absolutely. It’s just the magnitude that’s different. You have to provide vision and direction to inspire and motivate people.

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8. What is servant leadership?

There are two parts to servant leadership: vision/direction and implementation. It’s the leader’s responsibility to make sure the vision is set. That’s the leadership aspect of servant leadership. Implementation is the servant aspect of servant leadership.

9. What type of personalities have you found to be effective as servant leaders?

I know servant leaders with all types. The common denominator of all these people is they have a servant heart.

10. What should every leader consider?

The world is desperately in need of a new leadership role model. I don’t think a person can become a truly great leader until they understand they’re here to serve not be served.

11. What other types of models are most effective?

All the great leadership models imply servant leadership. You can’t become a situational leader unless the people you’re leading have clear, observable, measureable goals.

12. What mistakes do leaders make?

They’re so busy dealing with today’s problems that they’re not paying attention to tomorrow.

It’s a mistake to task people with present time leadership positions to plan the future.

13. Why is it so difficult for organizations to look toward the future?

Because they’re either overwhelmed with the present or have a vested interest in it.

14. What does it take to change your philosophy?

A willingness to be honest about what’s working and what’s not. Then you have to be humble enough to admit your mistakes and smart enough to learn from them and learn from other people.

15. Why is it important to be a role model for your employees?

People tend to do as you do, not as you say.

Leaders can’t just give lip service to things such as their commitment to the vision and values — they have to live them.

16. Any recent books?

“The New One Minute Manager” is very exciting as we think the One Minute concepts will reach a whole new audience of leaders.

17. What have you learned about working with family?

If you want to run a successful family business, you have to provide some structure around it.

18. Change requires strategy, process and communications. Is one more important?

They’re all important. Not having a strategy for your change is like navigating without a map.

Don’t be surprised if you don’t arrive where you intended to go! Likewise, if you don’t take the time to develop a process during which you allow people to surface and communicate their concerns about the change, chances are good the change won’t happen.

19. Why implement change management?

An opportunity for change management occurs when there’s a difference between what you want to see happening and what’s happening. If your organization is not on track to achieve its vision; if you’re not seeing the outcomes you desire; if you’re having problems with budgeting, productivity, or morale, then it’s time to consider a journey toward change.

20. Your firm offers dozens of services. Do you have a favorite?

My favorite leadership style is Situational Leadership II. For more than 45 years it’s been considered the most effective way to lead and motivate people. It has passed the test of time.

So has “The One Minute Manager.” n

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