VCPN March 2018

vision care

product news

Sunny Exposition

Lens

SUNWEAR STYLE PICTORIAL

EDGING TINTING

+

P30

P54 P58

SUN, SPORT AND SAFETY CE P48

Ted Baker Opulens OOZES SOPHISTICATION

M A RC H 2018 • P RO D U C T I NF O RMA TIO N F O R O PTICA L PE O PL E • V ISIO NCA RE PROD UCTS.COM

BRAND NEW FROM YOUNGER OPTICS! SEE A DEMO AT VISION EXPO EAST BOOTH LP4413 David Rips, CEO

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{Come see us at Vision Expo East (March 16-18th, 2018) Booth #2754 to learn more.}

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Crafted Elegance Comfortable wherever you are.

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THE MAUI JIM EYEGLASS COLLECTION

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VCPN KLiiK denmark K602-K603 - MAR 2018.pdf 1 2018-01-24 4:00:15 PM

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Taking its direction from the clean, modern aesthetic of Scandinavian design, KLiiK denmark eyewear is subtle yet always on trend. Designed specifically for men and women requiring smaller eye sizes, KLiiK denmark is more than just a petite collection.

With rich colorations, laser cut detailing and a mixing of patterns and materials, KLiiK demark offers a wide variety of styling for the narrow PD consumer with a strong sense of style.

VISION EXPO EAST | BOOTH 2637

1.855.455.0042 |

www.westgroupe.com

K . 602 | K . 603

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B O N D E D

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R I M L E S S

To

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

VEE Booth #G1035

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CU605401

EXPLORE CHAMPION SPECIALTY FIT COLLECTIONS CALL US AT 800.2 43.6350 | LAMYAMERIC A.COM

Visit Us at Booth 2441 at VEE BRAND NAMES YOU CAN BE CONFIDENT ABOUT CALL US AT 800.243.6350 | LAMYAMERICA.COM

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Contents.

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ON THE COVER The Ted Baker Opulens ophthalmic collection from Tura makes its debut at Vision Expo East this month, for the woman who wears the brand from ‘Ted to toe,” said Ray Kelvin, CEO of Ted Baker

27 UPFRONT FROM THE PUBLISHER 13 VIEWS 15 THINK ABOUT YOUR EYES 16 Guest Editorial by Lynn F. Hellerstein, OD

VCPN INSIDER 18 EXPO INSIDER 20

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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42 BUSINESS SOLUTIONS LEADERSHIP 24 Six Behaviors to Strengthen Your Leadership Ability

by Sandi Coryell

COMPANY CULTURE 25

58 PROFITABILITY 26 11 Tips to Stay Profitable

by Alissa Wald, OD, and Scott Daniels

VENDOR 27 PARTNERS A Vendor Partner Plan Can Help You Grow

by Dave Eichelberger

It’s Better to be a Malcontent than a Has Been

by Michael Feuer

Continued on page 10

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INVISIBLE STRENGTH

Longest frame life ever in a rimless.

Toll Free: 844.771.7710

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sales@inspecsusa.com

www.inspecsusa.com

VEE Booth #G1035

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Visit us at booth #G1035 during Vision Expo East to see the newest Savile Row releases

35

B O N D E D

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E Y E W E A R

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Contents.

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MARCH 2018 VOL 18, ISSUE 3

EDITORIAL STAFF VICE PRESIDENT, EDITORIAL John Sailer JSailer@FVMG.com

ASSISTANT EDITOR Cara Aidone Huzinec CHuzinec@FVMG.com

pg.3u0t the

Check o r the fo forecast wear sun coming season

CREATIVE DIRECTOR Kat McBride KMcBride@FVMG.com

PRODUCTION + WEB MANAGER Anthony Floreno AFloreno@FVMG.com

CONTRIBUTING WRITERS Sandi Coryell, Scott Daniels,

EYEWEAR + FASHION

VISION CARE TECHNOLOGY

360 28

EDGERS 54

Opulens Spells Opulence

The Winning Edge

SUNNY EXPOSITION 30

LENS TINTING 58

TRENDS 38 Purple Crush

NEW 40 SUN, SPORT + SAFETY 40 EYEWEAR ABO CE Take this CE course, supported by an unrestricted educational grant from CareCredit, and receive your results automatically online.

VisionCareProducts.com/Education

Dave Eichelberger, Michael Feuer, Lynn F. Hellerstein, OD, Alissa Wald, OD EDITOR EMERITUS Ed De Gennaro, MEd, ABOM EDeGennaro@FVMG.com

Not Your Traditional Lens Tinting

BUSINESS STAFF

PHOTO CLINIC 60

PRESIDENT & PUBLISHER

All Thumbs Can Be a Good Thing

Terry Tanker

NEW 62

VISION EXCHANGE CLASSIFIED ADVERTISING FOR THE OPTICAL INDUSTRY 63

TTanker@FVMG.com

EXECUTIVE VP Shawn Mery SMery@FVMG.com

VICE PRESIDENT, MARKETING

20 QUESTIONS 64

Debby Corriveau

with Michael Suliteanu

DCorriveau@FVMG.com

For subscription information email SUB@VisionCareProducts.com VCPN (ISSN-1549-6716) is published monthly by JFT Properties LLC, 24651 Center Ridge Road, Suite 425, Westlake, OH 44145. phone (440) 471-7810. Periodical Postage paid at Cleveland, OH and additional mailing offices. Postmaster: Send address changes to VCPN, 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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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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i-dealoptics-VCPN ad Mar 2018.qxp_300 dpi cmyk 9 x 10.875 inches 2/6/18 1:08 PM Page 1

fitting is believing.

View new Rafaella Eyewear Vision Expo East I-Deal Optics Booth 2075 (800) 758-6249 www.i-dealoptics.com

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From the Publisher.

Do What YOU SAY

I

t can’t be emphasized enough how important it is to do what you say you’re going to do — not just in your business, but also in everyday life.

It’s actually one of the easiest ways to build your reputation with anyone who comes in contact with you, and I don’t have to tell you how important this is to your employees and customers.

Under-promise/over-deliver, it’s a mantra everyone in the service industry should know, and yet many times simply delivering on a promise is a struggle for some, largely because they over-promise.

It’s no secret everyone is busy — overextended is probably much more accurate, and as a result sometimes there simply isn’t enough time to get to everything. It’s not an excuse; it’s just how many of us operate.

The trick is to find your limits (remember Clint Eastwood’s one liner in Dirty Harry – “A man’s got to know his limitations.”) Knowing realistically what you can and can’t do is easier said than done in this world where you’re trying to be everything to everybody.

Knowing your limitations is one of the most difficult, yet impressive, qualities you can have as a leader.

Do people view you as reliable

or unreliable based on what you’ve promised? I’ve found that over-promising often is the result of not being realistic about my available time.

Consequently, several things can happen: I’m stretched too thin and don’t perform at an optimum level. I simply don’t get to everything or I get to it too late.

From the perspective of the eyecare professional, over-promising might mean over-booking, resulting in incomplete appointments and disappointed patients.

For the deadline-oriented publishing business, missing deadlines usually means someone

Most of us are guilty of doing these things without even thinking of it. Make a conscious effort this week to see how many of the less important things you can stop promising to deliver.

Remember, effective leaders are seen as individuals with reputations built on effectiveness and dependability.

Say “yes” when you mean “yes” and “no” when you mean “no.” Honesty is always the best policy. It may not always be popular, but it will gain you respect. I think most people would rather be slightly irritated when you say “no” than be disappointed you don’t follow

TERRY TANKER PRESIDENT/PUBLISHER

I think most people would rather be slightly irritated when you say “no” than be disappointed you don’t follow through. has been let down, or we’ve lost revenue – or both. Bad scenarios all the way around.

Being honest with yourself and understanding how much you can realistically handle is a great place to start. Then you can make commitments accordingly.

The overload(s) can start with something as simple as I’ll call you, or I’ll email. We all have good intentions but then there is the reality of doing the work and performing at a high level.

through. Effective leadership demands the courage to speak the truth and follow through on everything you promise.

Think about your family, customers, employees, vendors and everyone who looks to you for answers. What do they really want? What’s important to them? Honesty. If you think about it, keeping people happy is easier than you think…as long as you do what you say you’re going to do. n

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

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Views.

SUNNY outlook

F

ashion, function and fun.

Ultimately a device designed to protect our eyes (and surrounding skin) from the damaging effects of ultraviolet light (and now blue light as well), sunglasses have evolved into so much more (see “Sunny Exposition” p30). Then why do the channels managed by eyecare professionals have such a paltry market share, especially for plano sunglasses?

Optical chains represent 1.3% of unit sales of plano sunglasses compared to 24.3% from mass merchants and 12.7% from sunglass specialty stores, according to the latest statistics available from The Vision Council’s VisionWatch report.

Other unit sales of plano sunglasses come from drug stores (9.0%) and department and specialty stores (4.4%).

For the independent optical retail market, the numbers for plano sunglasses are even lower, representing only 0.8% of the independent optical retail market, according to the same VisionWatch report.

Clearly there is room for improvement among both the chains and the independents when it comes to selling sunwear. But how? The answer has been discussed for years at industry events such as this month’s Vision Expo East and throughout optical media outlets such as VCPN. It’s not difficult, and in fact, this issue is full of sunwear sales tips.

The continuing education course on “Sun, Sport + Safety Eyewear” (p48) provides multiple steps for fitting more patients with sunwear and achieving that coveted second pair or multiple pair sale. (Plus you can go online to get instant CE credit.)

These tried-and-true techniques include suggesting that patients bring not only their clear glasses to their next appointment when making the reminder call but also to bring their sunglasses, neutralizing them as well as their clear glasses during the pre-exam, asking if they wear sunglasses during their outdoor activities

discuss with every patient why sunwear is important during as many touch points as possible Drive the point home by writing a prescription specifically for sunglasses based on all of these discussions with the patient, and then offer a discount on a second pair of sunglasses when an ophthalmic pair is purchased. This will go a long way to steer the patient toward making the final decision to buy a protective pair of sunwear.

For those patients who have concluded that sunwear is the right choice, what color tints to choose then becomes a highly personal preference and one re-

JOHN SAILER VP, EDITORIAL

Clearly there is room for improvement among both the chains and the independents when it comes to selling sunwear. and inquiring about any family history of macular degeneration or other eye-related health problems.

Everyone is aware of the need to protect their skin from potential damage from the sun’s ultraviolet rays. This opens the door for eyecare professionals to also explain the UV protection that sunglasses provide. Now, with the media abuzz with information about the dangers of blue light, ECPs have the additional opportunity to discuss how sunglasses can provide protection from the sun’s high energy visible light as well. Simply be sure to

lated to which types of outdoor activities they enjoy. Presenting the patient with a selection of tint samples will help them decide, and if you do your own tinting in-house (see “Not Your Traditional Lens Tinting” p58), you can keep the huge margins yourself.

Follow these steps, and many others suggested at industry presentations and on websites such as VisionCareProducts.com, and you’ll be selling more sunwear, and more importantly, protecting more patients from the potential harm and eye-related health problems that can result from overexposure to the sun. n

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

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Think About Your Eyes.

(Safely) PLAY BALL!

By Lynn F. Hellerstein, OD

E

ach year, an estimated 600,000 eye injuries related to sports occur, with 40,000 people going to the ER. Approximately one-third of these occur in children, yet the number of children who use protective eyewear (safety glasses or goggles) is relatively low. As advocates for our patient’s vision health, it’s our duty as optometrists to ensure our patients are educated on the importance of sports vision safety.

The highest risk sports our patients participate in are racquetball, tennis, handball, ice hockey, archery, baseball/softball, fencing, boxing, badminton, field hockey, karate and

It’s our duty to ensure our patients are educated on the importance of sports vision safety. any other sport with a projectile. Discussing a patient’s active hobbies outside of work is important to identify vision risks and recommend protection. Beyond these sports, patients also face risk in sports that are less commonly thought of as having potential vision injuries such as cycling (wind, dirt), basketball (elbow in eye), golf (sun, wind), rock climbing, trapshooting, skiing (sun), water sports (sun, wind), and fishing.

In terms of vision protection, the American Optometric Association recommends professionally fitted, prescription or non-prescription polycarbonate lenses. All sports protective eyewear should meet the impact standards of the American Standards for Testing and Materials (ASTM). Options include polarized and tinted lenses, ultraviolet lens coatings for outdoor sports, form-fitting contoured designs, lens shapes to protect peripheral vision, goggles and lenses that can fit under helmets and other headgear, and 16 | VC P N M A RC H 2 018

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rubber nosegrips for comfort and security.

Parents should take special care to ensure their children’s vision protection aid fits correctly now, rather than sizing up so a child can “grow into it.” Loose or large vision protection can do more harm than good.

Keeping a competitive edge and ensuring safety while playing sports starts with vision. Sharp, clear vision allows participants to see the field of play, other players, and objects clearly, perform to the best of their ability, and avoid injury. An annual eye exam should be a part of sports participants’ fitness regime – both to ensure vision acuity but also to discuss sports vision safety with their eye doctors. In 2018, Think About Your Eyes will continue to remind patients to schedule an annual eye exam with their eye doctors. I’m proud to support the campaign that is supporting the profession of optometry as well as overall vision health and safety to all. n

Lynn F. Hellerstein, OD, FCOVD, FAAO, past-president COVD is the author of 50 Tips to Improve Your Sports Performance and one of 19,000 doctors who support Think About Your Eyes, the vision industry’s national public awareness campaign about annual eye exams and overall vision health. First Vision Media Group is a media partner of Think About Your Eyes.

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Zac Posen ‘Beshka’

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Shop the collection at kenmarkeyewear.com

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vision care

product news

Insider.

LAUNCHES, PROMOTIONS, MERCHANDISING, EVENTS AND OTHER THINGS TO KEEP YOU IN THE KNOW UNIQUELY ØRGREEN Ørgreen has incorporated Yuniku’s facial scanning technology in its Copenhagen flagship store, the first in Scandinavia to have this technology that scans and measures facial features. Frames are then 3D printed according to the scanned measurements. Both companies partnered with design duo GamFratesi (Stine Gam and Enrico Fratesi), who created the window and visual display. Ørgreen also designed a special “Ørgreen + Yuniku” collection of 12 models in six colors for men and women that can adapt to Yuniku’s platform.

844.796.4623 OrgreenOptics.com

STEADY FOCUS

KEEPING UP WITH NICK JONAS

The Vision Impact Institute outlined three initiatives it will focus on this year: researching the wideranging impact myopia has on our global society; placing more emphasis on vision and its role in children’s education; and advancing the mission of healthy vision to create greater safety throughout the world.

Following successful campaigns with artists such as ZZ Top, Dave Matthews and KISS, the newest face of the John Varvatos Spring/Summer 2018 apparel campaign is recording artist Nick Jonas, seen here wearing John Varvatos style V521 from DeRigo REM.

VisionImpactInsitute.org

800.423.3023 DeRigo.US

INDUSTRY LOSES A LEGEND

ble.

Notea

as hyer w Bob S r having fo known the first d te a e r c ded y-bran it r celeb ar eyewe

Robert (Bob) Shyer, former chairman of Zyloware Eyewear, passed away Dec. 19.

Known for having created the first celebritybranded eyewear line (Sophia Loren), Bob Shyer joined his father, Joseph, at the company after graduating college in 1954. In the 1960s, Bob developed the first commercially viable nylon frame called “Invincible.” Bob served twice as president of the Optical Manufacturers Association, as treasurer for the Better Vision Institute and as a trustee of the Optical Workers Union pension plan. He was a founder of The Vision Council, of which he served as president from 1989 to 1992.

800.765.3700 Zyloware.com

A NEW LOOK AT 40 De Rigo Vision asked students at the Istituto Europeo di Design (IED) to recreate the company’s logo to mark its 40th anniversary this year. The competition, held among second year graphic design students at IED’s Venice campus, were tasked with creating a modern design that still reflects the company’s history. The winning entry by students Alice Ferrazzo and Sara Mattiuzzi recreates the action performed when putting on a pair of eyeglasses.

800.423.3023 DeRigo.com

To stay informed subscribe to the VCPN INSIDER e-newsletter here: VisionCareProducts.com/VCPN-INSIDER 18 | VC P N M A RC H 2 018

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vision care

product news

Insider.

UNE GRAND SOIRÉE Marcolin Group and Atelier Swarovski hosted an exclusive dinner to officially launch the Atelier Swarovksi eyewear collection (see p. 44) Jan. 22 at the Hotel de Crillon. Held during Paris Haute Couture Week, the evening included such notable guests as Olivia Palermo, Poppy Delevingne, Johannes Huebl, Gucci Gang and others, plus Marcolin’s Massimo Renon and Giovanni Zoppas.

800.345.8482 Marcolin.com

TURNING THE BIG 9-5

THERE’S NO PLACE LIKE HOME...

So Götti Switzerland staged its latest campaign in designer Sven Götti’s home, where most eyewear ideas are originated. Shot by fashion photographer Zosia Prominska, images are as spontaneous as nature, staged with eyewear and furnishings and supplemented with slogans to reflect the mood of the day.

Two companies are celebrating big anniversaries this year: Zyloware Eyewear will celebrate turning 95 with quarterly initiatives “to recognize the company’s accomplishments and milestone achievements.” The company will combine an anniversary celebration on National Eyewear Day, June 3, as well as a champagne toast at Vision Expo East. Lyric Optical (parent of Super Optical International), is also 95. Since its founding in 1923 in Cincinnati as a wholesale prescription lens manufacturer, the company introduced FastGrind in 1991.

800.765.3700 Zyloware.com 800.543.7376 SuperOptical.com

914.274.852 Gotti.ch

THE VISION COUNCIL ADDS RETAIL DIVISION The Vision Council announced at its Executive Summit in January the formation of the Optical Retail Division, which will focus on business needs of optical retailers and the relationship between wholesale and retail. Mike Hundert, CEO of DeRigo REM and chairman of The Vision Council’s Board of Directors, said the new division will “enable The Vision Council and its members to stay at the forefront of how consumers experience and purchase optical products and further our ability to empower better lives through better vision.”

ON TOP OF THEIR GAME Gunnar Optiks, maker of specialty computer eyewear, partnered with Coke eSports to produce a limited edition Coke eSports-branded ENIGMA gaming eyewear and microfiber bag. ENIGMA offers lightweight comfort and extensive peripheral viewing coverage and comes with a patented i-AMP lens technology to eliminate digital eye strain and block harmful effects of blue light.

888.486.6270 Gunnar.com

HIRES + PROMOTIONS Angelo Trocchia from Unilever will succeed Luisa Delgado as CEO of Safilo Group.

Michael J. Guyette from Blue Cross and Blue Shield of Minnesota was named president and CEO of VSP Global.

Michael DeBono was named COO of WestGroupe.

LICENSES + AGREEMENTS Italia Independent and Billionaire Boys Club signed a licensing deal for the co-branding of clothing and eyewear collections to be released in June; Marcolin renewed licensing agreements with both Guess (through 2025)and Iconix Brand Group for Rampage branded eyewear (through Dec. 31, 2020). Safilo announced in January that it now has an exclusive distribution partnership for Paraguay with CEPAL, an eyewear company there.

703.548.4560 TheVisionCouncil.org

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Insider.

MAKE THE MOST OF YOUR VISION EXPO EAST EXPERIENCE WITH THESE SPECIAL OFFERS Schedule an appointment at ClearVision Optical #1621 before the show starts and place a qualifying order to receive a custom CVO bracelet.

800.645.3733 CVOptical.com

expo Strike your best pose at

Kenmark Eyewear #2141 Where you can have your video taken in your favorite Kenmark frames at its Smile Booth.

800.627.2898 KenmarkEyewear.com

Purchase the Photochromic Lens Activator from Practical Systems, Inc. (PSI) #LP4153

At Eyenavision #2335 purchase a Chemistrie Profit Tower for $200 ($50 off its regular price), plus receive a free display with the purchase of 20 ChemTech ready-made computer readers for $299.

Buy the Roger Bacon Custom Made 3D printed eyewear visualization unit (offered at $3,400; regularly $3,900) and receive a free 20 ChemTech display.

888.321.3939 Eyenavision.com

$25 off its regular price, plus look for special show discounts on other finishing equipment, edging supplies and chemicals.

At Alternative & Plan ‘B’ Eyewear #G165 buy 12 frames from any collection and receive a $50 Visa gift card. Vue collection requires 24-piece purchase to qualify.

888.399.7742 AlternativeEyes.com

800.237.8154 LookToPSI.com

Pre-book an appointment and make a purchase at Tura #1509 To receive a Ted Baker leather journal. Also check out its special limited edition collection commemorating the company’s 80th anniversary.

800.242.8872 Tura.com

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Make an appointment at Charmant #2727 And receive a durable Eddie Bauer duffle bag that folds into a neat carrying case. Place an order for an additional 10% discount.

800.645.2121 Charmant.com

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LIMITED EDITION Tura Icons Collection featuring 10 exclusive vintage reproduction frames from the 1940’s to the 1980’s.

ONLY available at Vision Expo East!

tura.com

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Insider.

VEE discounts from Hilco Vision #1521

expo

include 45% off the Rx Sport & C2 Unleashed Display (show price: $199.99; regularly $363.93) and 10% off the Bionic Thumb (VEE special: $26.99). Plus, purchase the Milo & Me 24-piece starter kit for $475.00 (regularly $814.56) and receive 24 Milo & Me backpacks free.

800.955.6544 HilcoVision.com

Armed with a fishing rod and Oakley Prizm Deep Water sunglasses, anglers who can fish out all four letters “P-R-I-Z-M’ will receive an Oakley water bottle.

A plethora of prizes await at DeRigo REM #1452 With buy-in levels from 15 to 48 frames.

Incentives include extended billing terms and gift cards, plus gifts-with-purchases such as CH Carolina Herrera fragrance and a quilted John Varvatos backpack. Stop by to view the collections to receive a special gift while supplies last.

800.733.6255 Oakley.com

Zyloware Eyewear #1453

To request a free-fit coupon to try the all new NuPolar Infinite Gray polarized sun lenses in polycarbonate.

ECPs who visit Friday and Saturday can enter the iPad giveaway drawing.

is raffling prizes each day: a basketball autographed by Shaquille O’Neal on Friday; an authentic, signed Randy Jackson guitar on Saturday; and an Amazon Echo Look on Sunday.

Zyloware will also host a 95th anniversary champagne toast Friday at 4 pm.

800.366.5367 YoungerOptics.com

800.765.3700 Zyloware.com

800.423.3023 DeRigo.US

Stop by Younger Optics #LP4413 A pretest package from Stereo Optical #LP4441 including the 7-in-1 measurement WAM700 wavefront aberrometer, ALM500 autolensmeter and OPTEC PLUS all-in-one digital vision screener will be offered for the first time at VEE.

Test your fishing ability at Oakley #2153

800.344.9500 StereoOptical.com

Coburn Technologies #LP4353; #LP4453 is offering special pricing on its HPE-410 Excelon Lens Edging System and the HRK1 Auto Refractor/Keratometer.

800.262.8761 CoburnTechnologies.com

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Leadership.

SIX BEHAVIORS TO STRENGTHEN Your Leadership Ability AVOID DISRUPTIONS IN THE WORKPLACE BY BALANCING KINDNESS AND FIRMNESS IN LEADERSHIP.

By Sandi Coryell

T

here was a stretch of time lasting about six months when I would pick up the phone at work and be flummoxed by the most interesting scenarios happening on the other end of the line.

Sandi, your son is sitting in a trash can in the schoolyard and he won’t come out. What do you want us to do?” Um, I’m 30 miles away. What did they think they should do?

“Sandi, your son has planted himself on the top of the jungle gym and we can’t get him down.” Fabulous — I was distracted and distressed at work but totally impotent at resolving this issue long distance.

“Sandi, class started 45 minutes ago and we can’t get your son to come in from the yard. We have your daughter and her whole class outside trying to coax him in.”

You probably wonder what’s wrong with that school and the principal — that you would have corralled that kid long before the third phone call. The interesting thing is, I’ve encountered many leaders who let the adult version of “barrel sitting” go on far too long without corralling their wayward employees.

Jennifer FitzPatrick, MSW, LCSW-C, is an author, speaker and educator. Founder of Jenerations Health Education Inc., she has

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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.

JenerationsHealth.com Both the school and the principal were both actually very good. They did, however, err in two ways in this situation that also stymie some leaders: 1) They put an inexperienced teacher in a position that was above her abilities, and 2) they were too nice.

The same thing happens to businesses when well-intentioned leaders lose control of even one rogue employee for too long.

My son, a mere five years old at the time, was the perfect example of someone who perceived a weak spot and “went for the jugular.”

He initially took advantage of a teacher who hadn’t yet learned how to control the class when it got bumpy, then he accelerated the behavior when he realized he would face no more punishment than being mildly coaxed to “come into the classroom, please.”

In the meantime, he not only disrupted his immediate class, he disrupted his sister’s class as well.

Like my son, employees notice the weak spots in leadership too, and some will take advantage of them, while others will be disrupted by the ripple effect. Either way, you will lose engagement, productivity and profitability if you don’t stop the behavior.

How often have you heard leaders say they “should have terminated an employee sooner” but didn’t because they felt bad? How often have you heard employees grumble about whether their leaders were “blind about what was going on . . . could they not see that soand-so employee relies on everyone else to help him get his work done right?”

How often have you heard a leader say

they wish an employee “would just quit” to avoid making a difficult decision and being the bad guy? How often have you heard that a team’s morale plummeted because an employee was goofing off and no one was doing anything about it?

How often have you heard someone say, “Well, if they don’t have to do it, I’m not going to either?”

While it’s the actions of an employee that many point to as the issue, the root of the problem is with righting the leadership behavior. It doesn’t mean there may not be issues with specific employees, but the eye of the storm in these situations is the leader.

HERE ARE SIX WAYS YOU CAN STRENGTHEN YOUR LEADERSHIP 1 Don’t be a pushover; instead, be confident and strong. If you aren’t there yet, intentionally develop those qualities.

2 Don’t mistake making tough decisions with being mean.

3 Be consistent in terms of the expectations and standards you set throughout the organization, and quickly and firmly address intentional transgressions.

4 Understand that bad behavior and difficult decisions don’t just go away on their own. You have to make them go away.

5 Realize that kindness and firmness can co-exist, and practice finding the balance.

6 Intentionally develop leadership talent at all levels of the organization.

Do you have any “barrel sitters” on your team right now? It’s time to coax them out once and for all. n Sandi Coryell is a leadership consultant, keynote speaker and strategist whose passion is working with executives to transform them from bosses into leaders. TheCoryellGroup.com.

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Company Culture.

IT’S BETTER TO BE A

MALCONTENT THAN A

has-been

TAKE TIME TO CELEBRATE SUCCESS, BUT KEEP ON WINNING BY PUSHING TEAMS TO THE NEXT GOAL.

By Michael Feuer

E

very company’s mission statement should contain what the Federal Drug Administration calls a “blackbox warning.” This is similar to what appears on each pack of cigarettes and on numerous medications approved by the FDA. For companies, a comparable admonishment should be: “Complacency is a silent value destroyer that can cause your business to fall behind competitors.” Remember you are in a race that has no finish line.

Most companies promote the promise of complete satisfaction to their customers, which is a good thing. However, fostering a state of satisfaction and contentment within your company’s culture is not. Am I promoting that all business leaders become malcontents? Yes, pretty much. To do otherwise can stifle innovation. You can bet that right this minute, others are thinking about how they can do what you do better, faster and cheaper.

Forget for a moment that it’s politically correct to assert that competition is good.

Frankly, as a CEO, I never once recall jumping out of bed in the morning and screaming, “Yippee, maybe today I’ll get a new competitor!” Yes, competition makes us all better but not without considerable pain — both financial and emotional. That’s why the best of the best leaders suffer from various degrees of “F of F,” or fear of failure.

F of F is one of the strongest drivers known to spur improvement. Every time you think you have it knocked, some competitor

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that was lurking in the shadows seems to appear almost out of nowhere with a different twist or turn of your contraption or business that makes your heart skip a beat. And that skip ain’t caused by love or happiness.

For survival, you must confront the potential of a new interloper head on. It is altogether fitting that your team pauses to celebrate a success. If you don’t, your troops will rightfully perceive you as an ungrateful curmudgeon or an unrelenting taskmaster — although there probably is some underlying truth in these assumptions.

For survival, you must confront the potential of a new interloper head on.

A quick round of praise and toasting after a win are always appreciated by those involved.

However, as soon as the party glasses are cleared from the table, it’s time to start planning your next iteration. This is just a simple matter of survival of the fittest. I’m frequently asked, “What are you going to do now that the big job is done?” My response is always, “If I’m doing my job efficiently, I’ll never be done.” Just look around and you will find examples of too many great ideas that were translated into a finished “must-have” product, only to, in short order, wilt and die on the vine. Does anyone remember Polaroid Instant Cameras, Sony Betamax Recorders or Microsoft’s WebTV? All were initially heralded as the next best thing only to fall from grace when the next generation

was introduced — by a shrewd and heartless competitor.

How do you keep your organization energized knowing that once they’re done reaching a goal they’ll have to do it all over again, and then again and again? One effective method is to have more than one team ready in the wings to begin working on the same project. When Team A is done, the next new and improved version becomes the job of Team B. While Team B picks up the gauntlet, the original team starts on something completely different. Team A is satisfied by its accomplishments and can savor the moment while team members gain enthusiasm for their next undertaking. Team B, meanwhile, is motivated to top its predecessor with improvements that the first group may not have even envisioned. Competition within your own organization sure beats the competition that comes from outside.

As the leader, your job is to be not only the chief cook and bottle washer but also the head pot stirrer, always prodding the search for the unexplored or the unimagined. Some cynics may call you a malcontent but so be it, because if you’re not, you are almost guaranteed to be called much worse — a has-been. n Michael Feuer is co-founder of the mega office products retail chain OfficeMax, which he started in 1988 with one store and $20,000 of his own money, along with a then-partner and group of private investors. He appears courtesy of a partnership with Smart Business, SBNOnline.com, which originally published this column.

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Profitability.

11

TIPS TO STAY

profitable

MAKE YOUR EYEWEAR SALES DELIVER MORE REVENUE TO YOUR BOTTOM LINE WITH THESE TRICKS OF THE EYECARE PROFESSIONAL TRADE.

By Alissa Wald, OD, and Scott Daniels

REDUCE YOUR INVENTORY. Costs of goods should be around 30% of your gross and should turn over about three to four times per year. As a rule of thumb, your inventory on hand should equal in dollars about 10% of your annual gross. Get rid of any older stock even if you offer them at sale prices. Excess frames, contacts and supplies eat up needed cash.

INCREASE YOUR PROFESSIONAL FEES Every 12 months or more, increase markups on the most popular frames and reduce markups on the least popular frames.

Do this as needed. If 25% of patients are not complaining about the prices then you are not high enough. Remember, you can always reduce prices later if necessary.

IMPROVE CUSTOMER SERVICE But don’t eliminate the small things that patients are used to receiving.

Keep it “business as usual” in that regard.

CONTACT YOUR LANDLORD Negotiate a rent reduction or adjustment.

LIMIT EQUIPMENT PURCHASES Necessary items or items that will increase revenues enough to cover the monthly payment and provide an additional profit are all you need.

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KEEP THE STAFF EXCITED. Openly communicate about the atmosphere and show support in a positive way. Focus on breakthrough ideas that could increase revenue. Try new things. Always try to stay upbeat and positive. Negative attitudes are more contagious then positive ones.

TAKE A CLASS IN MEDICAL BILLING Make sure you are billing medical services to the highest appropriate level. Most doctors either do not bill the correct codes or don’t bill at all.

OFFER OR ENCOURAGE FLEX-TIME Flexible schedules or extended time-off for employees help reduce labor costs.

OFFER PATIENTS ZERO PERCENT FINANCING Use healthcare credit cards such as CareCredit or Citi-health. It could encourage them to buy the higher priced services or frames.

BUY A SMALL OFFICE NEARBY Even those doing $100,000 or $200,000. Regardless of the condition of the equipment, you are buying the cash flow. Imagine if you could quickly and immediately grow revenue by $10,000 to

$20,000 per month. It helps even more if you can get the doctor to stay for the transition. Most of the patients will stay unless the distance is too far. It’s also easy to get 100% financing. Alternately, offer an “earn out” that allows the seller to eliminate management duties and make the same or more, while working less. Chances are you are billing more aggressively and the seller will have an opportunity to earn more. Plus the added revenue will strengthen your buying power for frames and contact lenses and help reduce your cost of goods.

DO MORE MARKETING! Set a goal to do one marketing campaign per month. Campaigns might include contacting referral sources, adding an insurance panel, joining a networking group, writing an article, trunk show, etc. Focus on low cost “guerilla marketing” methods. n Alissa Wald, OD, is president of Practice Concepts, a company that provides practice brokerage services and appraisals for sellers and buyers in the eyecare profession.

Scott Daniels is a licensed broker with Practice Concepts and provides practice sales services for eyecare professionals.

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Vendor Partners.

A VENDOR PARTNER PLAN CAN

Help You Grow

PRECISELY PLAN YOUR PURCHASES TO STREAMLINE WORKFLOW AND BOOST YOUR BOTTOM LINE.

By Dave Eichelberger

I

recently visited with a client who left all of the buying to the optical manager and never even looked at what was happening in the dispensary. After the optical manager decided to leave, it became necessary for the owner of the business to look into things. Was he surprised! Vendor agreements included automatic shipments, more under stock and “closet stock” than the practice could sell in two years, and similar products from different vendors. It was a mess. You too may be surprised if you dig into what is happening with your vendors and the buying patterns in your office.

Many untrained buyers feel that they need to give most of the reps who walk through the door a “little business.” Nothing is further from the truth. The fact is most of us are doing business with too many vendors. You do not need 20 frame suppliers, relationships with three labs, and multiple sources for cases and accessories. Many of us could cut our number of suppliers in half and still be dealing with too many.

IF YOU FAIL TO PLAN . . .

Do you have a vendor partner plan? All too often, when this is left to chance, an optical business ends up with excess inventory, reduced profits, higher costs of goods, a hodgepodge marketing message, and an under trained staff. In some of the worst cases, a poor vendor partner plan can be a recipe for going out of business.

Try this to improve your business, your profits and your future. Evaluate your business, market, demographics and business plan. Based on your determinations, develop your marketing plan and decide which vendors you would like to “partner” with.

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Many of us could cut our number of suppliers in half and still be dealing with too many.

You may even want to interview all of your vendors, articulate what you are trying to accomplish, show them your business/ marketing plan, and then have them make a presentation on how they can “partner” with you. Once you have chosen your partner vendors, lay out your plans for the year with them.

One or two good manufacturers can provide all of the lenses you need and, quite frankly, the same goes for a couple of good

frame manufacturers. Many have all segments of the market covered. Pick a couple of partners and work with them. The results to your bottom line will astound you – lower inventory, higher sales and more premium product sales. n Dave Eichelberger is vice president, sales, of Eyenavision, Inc. He comes from an optical family and has been directly involved in the industry for over 30 years.

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Opulens spells

PULENCE

THIS OPHTHALMIC COLLECTION FOR MEN AND WOMEN IMBUES TED BAKER’S SIGNATURE PLAYFUL YET SOPHISTICATED STYLE.

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360.

TB806

B763

TB807

B761

TB805

B763

“With Opulens, we wanted to push Ted’s opticals into a new space” — Ray Kelvin, CEO ll set for its Vision Expo East debut, the Ted Baker Opulens ophthalmic collection from Tura oozes swanky sophistication.

Eight ophthalmic models (four for women and four for men) incorporate fine detailing and vintage flair for which this clothing designer is renowned.

“With Opulens, we wanted to push Ted’s opticals into a new space, not only as a luxury product with the signature Ted twist, but also as one that inspires and uplifts the wearer,” said Ray Kelvin, CEO of Ted Baker.

In decadent colors of navy, black and gold, or soft tones of blush and rose gold, women’s models (all made in Italy) are both romantic

and feminine at the core. Two styles, B761 and B763, feature a striking full brow of Swarovski crystals. B761 incorporates round metal temples and spring hinges for a sleek look. More modern styles B760 and B762 feature more complex construction details.

A thin, acetate front brow on B762 is laminated to metal running throughout the frame front, while B760 is made of custom laminated acetate paired with a metal brow meant to hide the lamination seam. Each women’s frame showcases a three-dimensional carved bow on the temple tip: Look carefully to see the delicate gold “T” in the center of every bow.

“These are designed for the woman who wears the brand from ‘Ted to toe’,” Kelvin added.

On the men’s side, three styles made in Japan and one in Italy include 18-karat gold plating, five-barrel pin hinges, hidden logos and integrated spring hinges in keeping with the brand’s creativity. Models TB805 and TB807 are decidedly retro in masculine round or deep rectangle shapes. Model TB806 epitomizes “hipster” cool with a unique square metal tip and gold plated five-barrel hinges.

Style B357’s all-metal frame has an aluminum brow that creates a bolder look without compromising its lightweight feel.

“Tura has created this collection to celebrate everything special about the Ted Baker brand,” said Jennifer Coppel, Tura’s vice president of brand management. “Through this luxury eyewear collection, the brand can fully express its sophisticated yet quirky personality.” n

TURA, INC. 800.242.8872 Tura.com Orders@Tura.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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Sunny EXPOSITION THE FORECAST IS BRIGHT FOR THE COMING SUNWEAR SEASON

F

DE RIGO REM

ashion, function and fun are three words that describe the styles eyewear designers The SPL636 is an oversized on-trend metal sunglass inspired by Police’s brand are flaunting in their sunglasses this year. heritage that has been reinerpreted with a modern appeal. Characterized by From oversized, exaggerated shapes such as a daring flat design with colored lenses and an eye-catching perforated side cat eye and round, to materials such as acetates and shield, this style was designed for the urban adventurer who is looking for metals along with combinations of both, fashion sunwear a daring sunglass with a strong personaility and bold look. With the is going bold in 2018. Enhanced by vibrant palettes, side SPL636, the optician can offer the consumer an inventive frame with shields, inlays, metallic finishes and more, each style makes key features including protection from the shield as well as antiits own statement. Add protective lens technologies such as poreflective coating to help reduce eye strain. larization and anti-reflective coatings, and you have a complete — Enrico Furlan, Creative Director, Police Eyewear package that makes wearing these fashionably functional frames fun.

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Spring Fashion.

The Alek is a glamorous and oversized square with a sculptural beveled metal temple. When the frame is worn, the carved-away notch in the endpiece creates a perfectly fit cradle for the temple to rest. Colors for Alek are taken from Zac’s vibrant spring 2018 palette, which feature an array of garden hues in jewel tones. — Laura Howard, Designer

KENMARK ALEK

ALEK

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LOAN L

The exaggerated cat eye of the Loan L. gives a glamorous silhouette without compromising the lightness and functionality that ic! berlin frames are best known for. Our customers have flocked to this frame because the ultra feminine shape of the Loan L. is something new for ic! berlin, and it’s paired with German engineering they know will stand the test of time – and an on-the-go lifestyle.

IC! BERLIN

— Kenneth Ma, Co-Owner/Business Development Director, Chinatown Optical Group

OAKLEY Harmony Fade is a very special collection to Oakley, as it celebrates the hard work, commitment and passion of all Team Oakley athletes. The full collection, including goggles and eyewear, is united by colors inspired by Oakley Prizm, including orange to represent the fire that burns inside each and every competitor and yellow for the sun that lights the path of athletes brave enough to pursue their dreams.

— Will Conk, Oakley Global Product Director

HARMONY FADE MIKAELA SHIFFRIN

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Spring Fashion.

MARCOLIN SWAROVSKI

The Swarovski collection presented at MIDO 2018 perfectly reflects the stylistic codes of the house brand – preciousness of crystals, sparkling effects and feminine elegance – with some personalized details. The customized ‘Rhombus stones,’ developed exclusively for Swarovski eyewear, is one of the main features of both the acetate and metal frames, and it is becoming one of the most recognizable signs throughout the Swarovski collections.

Another key aspect is the usage of ‘crystal fabric’ that grants the frames the iconic ‘sparkling’ effect that Swarovski’s customers look for. Last but not least, the design of this collection reflects the combined use of ‘pearls’ and ‘stones,’ creating a dreamy, delicate and sophisticated outlook.

— Marcolin’s Swarovski Design Team, Italy

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SK0173

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Spring Fashion.

‘A’ list celebrity stylist Kate Young loves to mix vintage glamour with modern details. This aviator has round shaped lenses, giving it a vintage vibe. The Italian acetate Windsor rim adds a luxurious detail, making this frame modern and chic for today’s fashionsavvy woman.

— Julie Allen, Senior Brand Manager, Tura And Kate Young

K543

TURA

F2024

As mixed material frames are trending high this season, we have focused on using both metal and acetate in the majority of the collection. The combination of metals with animal print acetates and glitter acetates in deep earth tones is finished with muted gold and rose gold hues. Pearlized and multi-colored acetates give a new perspective to combination frames. Metal accents such as double metal bridges, inlays and brow line details are key. This season shapes range from round to square and modern cat eyes.

— Beverly Suliteanu, Vice President, Product Development, WestGroupe

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A Clear Difference.

LATCH® KEY. AVAILABLE IN YOUR PRESCRIPTION.

OA K L E Y.C O M ©2018 OAKLEY, INC.

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Spring Fashion.

THRILL

The BCBGMAXAZRIA muse is a woman who is equally at home in Paris or Los Angeles. The latest optical and sun collection – which was totally revamped for 2018 – was designed specifically with this woman in mind and features an assortment that is all at once modern and romantic, sleek and refined. Sun model THRILL is the ultimate representation of the range, balancing the duality of California cool with effortless, French femininity. By combining essential acetate colors and high shine, metallic finishes while removing the traditional bridge, this frame is totally of-the-moment.

CLEARVISION

— Jennifer O’Connor, Brand Manager, BCBG

MAUI JIM Charlie Lyon is an exceptional artist who captures the essence of Hawaii to showcase the natural beauty of the islands and ocean. At Maui Jim we believe that the outside world is a work of art, and our proprietary PolarizedPlus2 lens technology helps people see the full spectrum of nature’s palette. Our new Curated Collection marries art and technology to help you perceive the world with more beauty and embrace the aloha spirit every day.

— Diego De Castro, Director Of Brand Strategy, Maui Jim 790-98

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Spring Fashion.

SAR 209

DEL 204

Costa first debuted acetates early in our history, but we haven’t had a collection in this material since the 1980s. These new pieces have been extremely rewarding to curate and design. We live and breathe everything about the water – both on and off – and have been inspired by beach destinations, so the Acetates collection has given us an opportunity to bring that to life.

From the strong craftsmanship, to the unique colorways and logo treatment, we have created a beautiful collection that will appeal to Costa fans everywhere.

— John Sanchez, Vice President, Product Development, Costa

COSTA

Via Spiga style 423-S in black is an eye-catching sunglass, pun-intended!

The sheet metal with a double bridge look will get attention, and the shiny gunmetal accents will match any outfit.

— Christopher Shyer, Co-CEO and President, Zyloware Eyewear.

ZYLOWARE

VS423-S

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VS356-S

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Trends.

PURPLE

crush

“ULTRAVIOLET” IS THE 2018 PANTONE COLOR OF THE YEAR, AND THERE’S NO SHORTAGE OF FRAMES TO STAY ON-TREND

1

2

3

4

5

1. WestGroupe KLiiK denmark K-607-496 855.455.0042 WestGroupe.com Info@WestGroupe.com 2. Zyloware Eyewear Leon Max 4019 800.765.3700 Zyloware.com Info@Zyloware.com 3. Inspecs Radley Anna 161 844.771.7710 InspecsUSA.com Sales@InspecsUSA.com 4. Maui Jim, Inc. Nahiku 888.666.5905 MauiJim.com 5. Luxottica Michael Kors OMK1026 800.422.2020 Luxottica.com 38 | VC P N M A RC H 2 018

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Trends.

6

7

8

9

10

6. Safilo Max Mara Iris/S 800.631.1188 Safilo.com Info@Safilo.com 7. Kenmark Eyewear Kensie Spiral 800.627.2898 KenmarkEyewear.com 8. Marcolin Guess Eye Candy GU3028 800.345.8482 Marcolin.com InfoUSA@Marcolin.com 9. L’Amy America Nicole Miller Elizabeth 800.243.6350 LAmyAmerica.com Support@LAmyAmerica.com 10. Marchon Eyewear Nine West NW5131 800.645.1300 Marchon.com CS@Marchon.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

L’AMY AMERICA CANALI CO21401

Entirely handmade in Italy in small batches, the Canali men’s collection of 18 ophthalmic and 15 sunglass models combine fine craftsmanship with precise detailing for a classic yet cool, contemporary look. Both acetate (19) and metal (14) styles include premium materials such as ZEISS Originals lenses (re-editions of tints popular in the 1920s, ‘30s and ‘50s) on sunglasses and Viscottica/OBE hinges on every ophthalmic style.

Hand-contoured and smoothed temple tips ensure an exceptional fit, and a Canali “C” plaque is set inside each temple tip. Colors range from light tortoise and black to navy horn and semi-matte silver.

800.243.6350 LAmyAmerica.com

CO31401

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New.

MARCHON

MODO

IC! BERLIN

KIRK & KIRK

WESTGROUPE

NIKE VISION GOLF COLLECTION

ECO BIOBASED COLLECTION

RUBBER COLLECTION

SPECTRUM COLLECTION

KLIIK DENMARK

STYLE: PIVOT SIX

STYLE: PO GRYT A

Five sun styles incorporate Nike Course Tint technology designed to block sunlight, balance light and intensify colors to assist in reading course greens and amplify the white of the golf ball. Lightweight frames include high-tension hinges, cushioning and ventilated rubber nosebridges to prevent fogging.

Frames come with a magnetic sun clip-on, are made of 63% plant-based material from the oil of castor plants and are available in colorways such as horn/light blue gradient, gray tortoise and red tortoise gradient. For every ECO frame purchased, one tree is planted.

Three stainless steel ophthalmic frames have been coated with a polyurethane-based thermoplastic elastomer to create an elastic rubber that is scratch and heat resistant and suitable for those with latex allergies.

Named after company employees, styles come in three colors each.

800.223.7610 MODO.com

866.634.8990 ic-berlin.de

800.645.1300 Marchon.com NikeVision.com

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STYLE: TOMMY G.

STYLE: MILES

Designed in England and made entirely in France, six ophthalmic models (three women’s, two men’s and one unisex) are made of acrylic and come in eight laminated color combinations that create a fun look.

267.773.6670 KirkandKirk.com

STYLE: K-603

The bold square frame of men’s model K-603 integrates thin acetate made with a side-by-side lamination technique on the frame front and temples.

Blends of wood grain patterns and a metal end cap offer sophisticated appeal. Walnut black, oak black and ebony black round out the color choices.

855.455.0042 WestGroupe.com

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New.

SAFILO

RAG & BONE New for spring/summer 2018 is this edgy clothing label’s first eyewear collection with Safilo, with a campaign starring actress Kate Bosworth and her husband Michael Polish. A total of 31 styles (eight sunglasses for women, nine suns for men and seven ophthalmics each for men and women) were designed in Safilo’s NYC Design Studio to reflect “the unique design philosophy of this directional brand.” They take inspiration from four “design codes”: Americana, Military, British and Sport.

Frames incorporate a TORX six-point screw-head hinge system that protects hinges and acetate while allowing for easy adjustments. Retailers will receive a special screwdriver toolkit to make adjustments.

Rag & Bone’s dagger theme is integrated throughout and serves as the design inspiration for the distinct product lines: Iconic, Street and Runway.

800.631.1188 Safilo.com

RNB1005/S

RNB3004

RNB1007S

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New.

BRILLENEYES

DERIGO REM

ØRGREEN

IMAGEWEAR

VUARNET

ELLA LAGUNA BEACH

CONVERSE EYEWEAR

STEPPER EYEWEAR

STYLE: 701111

STYLE: Q314

GREEK ALPHABET COLLECTION

SUN CLIP-ON COLLECTION

Nine styles for winter 2018 come in surgical-grade stainless steel and TR90 inlays for added comfort and design. Frames also feature a screwless hinge system and are offered in both natural, muted tones and vibrant hues.

949.215.9661 BrillenEyes.com

Redesigned with a brand new temple tip that’s been flattened and thinned to better hug the head, five ophthalmic models (three men’s; two women’s) include spring hinges and feature design elements such as color blocking, bold prints and textural treatments.

800.423.3023 DeRigo.US

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STYLE: GAMMA

Five ophthalmic frames for both men and women are named after Greek letters and include mono- and two-tone colors along with “electro-contrast” hues such as Mat Vanilla and Mat Bronze or two-tone tortoise.

Frames are constructed of 100% Japanese titanium for lightweight durability.

844.796.4623 OrgreenOptics.com

STYLE: ST 30004

Lightweight, flexible frames for men and women are durable, hypoallergenic and corrosion-resistant.

Titanium, beta titanium or stainless steel frames come in two colors each, such as black, gray, burgundy and silver tortoise.

800.414.7656 ImageWear.com

STYLE: CARAVAN VL1804

Eight ophthalmic unisex models are now available with a removable sunglass clip featuring gray or brown mineral glass lenses.

Titanium clips offer lightness and flexibility, while frames are constructed of either handmade acetate or a combination of acetate and stainless steel.

914.495.3701 Vuarnet.com

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New. Launch SK0163-P SK0164-P

SK0163-P

MARCOLIN

ATELIER SWAROVSKI Five sunglasses comprise this debut eyewear collection, all crafted in Italy featuring an innovative use of crystals, including a bespoke crystal inset on the temple tip. Frames from cat eye to “mask” come in versatile and feminine colorways such as neutral beige to brilliant blue. Two styles incorporate “Pointiage” crystal decoration: the mask-shaped models SK0160-P and SK0164-P, which also features hand-embellished acetate brows. The dual-colored frame of SK0161-P mixes custom acetate with shiny palladium metal details and bold crystal temples.

SK0162-P

800.345.8482 Marcolin.com

TTRACK

PLAN “B” EYEWEAR

AVENUE

DOSUNO

Created by the same designers of the Nano Vista children’s line, this collection of nine models for men and women features a “2 frames in 1” system. Each frame comes with a full strap to prevent slippage while exercising or doing other activities.

Frames are constructed of Sililflex material for lightweight flexibility and durability and feature a patented “52” hinge system that allows temples to bend and rotate 360˚ without breakage. Each style is available in six colorways.

888.399.7724 AlternativeEyes.com

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New.

SD EYES

MONDOTTICA USA

EASTERN STATES EYEWEAR

MOREL

CLUB LEVEL DESIGNS

ÖGA

CLARITI EYEWEAR

STYLE: CLD9238

CHRISTIAN LACROIX

COCO AND BREEZY

STYLE: KEMI 100360

KONISHI

STYLE: CL1077

STYLE: AMPARO

“Avant-garde luxury” defines two ophthalmic models in keeping with the aesthetic of this French design house.

CL3053 features exposed baroque-engraved wire on the brows and temples and combines with acetate.

Oversized CL1077 is milled and laminated

by Mazzuchelli for a “dual-silhouette glasslike appearance.”

This “progressive shape” ophthalmic includes an open endpiece with a geometric cut for a unique interpretation of a classic design. The metal frame is mixed with acetate temple tips for a fun, unexpected look.

Two men’s styles in this collection come in two colorways each.

CLD9238 features a modified round metal frame, while CLD 9241 is an acetate square that incorporates a slate fade front with either black or tri-colored temples.

800.962.3200, SDEyewear.com

800.645.3710 ESEyewear.com CocoandBreezy.com

A chemical engraving technique creates a pixel effect (the word Kemi refers to “chemical”) on both temples and stainless steel frame fronts. Four styles in sizes medium to XL incorporate a flexible hinge plate system and come in hues ranging from brown and copper to silver and blue.

STYLE: KF8485

Made of lightweight FlexTitanium, this frame for men features a pop of color on the ends of temples.

KF8485 comes in two color combinations: black with lime or gunmetal with electric blue.

800.372.6372 ClaritiEyewear.com

800.526.8838 Morel-France.com

866.666.3662 MondotticaUSA.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 CLEARVISION OPTICAL CVO EYEWEAR

Coinciding with the 50th anniversary of ClearVision’s housebranded eyewear, the company has launched CVO Eyewear. An expansion and consolidation of several in-house brands (Junction City, DuraHinge, PuriTi and Red Raven), CVO Eyewear includes three subcollections: CVO Classic, best-selling styles for men and women; CVO Next, eyewear targeted to Millennials seeking “designer-inspired” looks; and CVO Tech, frames incorporating premium materials and special hinges. “In updating our brand strategy, we feel we can better connect with both our valued customers and the diverse needs of today’s consumers,” said ClearVision president David Friedfeld.

CVN-PIER PARK

CVN-TREMONT PARK

800.645.3733 CVOptical.com

CVNKISSENAPARK

CVC-HAZEL

CVT-DH21

I-DEAL OPTICS RAFAELLA

Sophisticated and easy to wear, Rafaella Eyewear is a new collection for women from I-deal Optics. The initial collection features eight acetate and stainless steel styles, each available in three vibrant colors.

Rafaella is an established, global woman’s fashion brand that’s currently available at major retailers, including Macy’s, Lord & Taylor, Amazon, Beall’s and Belk. “The Rafaella brand aligns perfectly with our strategy and desire to partner with a brand that combines fashion and comfort with a strong value proposition,” said I-deal Optics president Michael Feldman. “It widens our women’s offerings and fills out our portfolio of collections. We have created a collection that will mean a lot to our customers both in profitability and sell-through.”

The first eyewear licensee for Rafaella, I-deal Optics is a wholesale supplier of eywear and sunwear with a network of more than 10,000 eyecare professionals. i-dealoptics 800.758.6249 i-dealoptics.com

R1005BRN53

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R1001WNEJY

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GUESS.COM

VISION EXPO EAST BOOTH # 2735

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SUN, SPORT + SAFETY

eyewear

COURSE: STWFV658-1 1 HOUR, TECHNICAL, LEVEL I EXPIRATION DATE: MARCH 1, 2019 APPROVAL: This course has been approved for one hour of Technical, Level I continuing education credit by the American Board of Opticianry. NOTE: this course is only available with online testing. Please see instructions at the end.

COURSE DESCRIPTION: In addition to improving patients’ vision, eyecare professionals prescribe eyewear to protect ocular health as well. UV-protective sunwear, lenses that filter blue light and safety eyewear can protect patients’ eyes from the sun, damaging portions of the spectrum emitted by digital device screens and risky activities such as participating in sports, working in certain industrial environments and even some home-based activities. This course 48 | VC P N M A RC H 2 018

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will provide the background necessary to learn what these sources of potential harm are and how to protect against them using various types of specialty eyewear.

Eyecare professionals everywhere agree that offering the best product solutions possible to our patients is part of our professional responsibility and a moral obligation. Statistics and studies can show us that the eyeglasses we recommend can not only improve patients’ vision and lifestyle, but they can also protect their ocular health on both a long- and short-term basis.

Unfortunately there are times in our practices when we face obstacles in recommending, or even discussing, the importance and value of sun, sport and safety eyewear. A better understanding of products, information to educate the patient and ways to market these products can help every team member in your office gain confidence in their commitment to present appropriate solutions.

By Joy L. Gibb, ABOC START WITH THE SPECTRUM An understanding of the electromagnetic light spectrum is helpful when educating yourself and your patients about the need for sunglasses. The spectrum is made of varying wavelengths of light and color that are measured in nanometers and consist of the colors red, orange, yellow, green, blue, indigo and violet. The longest wavelengths are red and measure 620nm to 750nm, and the shortest wavelengths are those in the blue end of the spectrum and run 495nm to 380nm. Both the ultra-violet (UV) rays at one end of the spectrum and the blue light portions at the other end of the spectrum have their own unique set of dangers and problems that can be addressed to improve visual acuity and overall eye health.

There are three different types of UV 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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radiation, UVA, UVB and UVC, which range in length from 400nm to 100nm.

UVC rays are the shortest and have the most energy, potentially causing the most harm, but they are blocked by the ozone layer of the atmosphere. UVB and UVA rays harm skin cells and can do irreversible damage from both short- and longterm exposure. We’ve heard that wrinkles and the premature aging of the skin can be caused by UV exposure, but what are some of the specific effects that UV exposure can have on the eyes?

Cumulative UV exposure can cause the normally clear lens of the eye to become clouded, causing difficulty with vision, making it a bit like looking through a fogged-up window. Other conditions associated with cumulative UV exposure can include various forms of skin cancer on and around the eyelids and on the thinner tissue around the eyes, as well as growths on the eye itself in the form of pingueculae and pterygiums. Both are growths of pink, fleshy tissue on the conjunctiva with pingueculae staying in one area, while pterygiums tend to spread and grow toward the pupil area, which could eventually interfere with vision.

There are also conditions that can occur from strong amounts of UV exposure in a short period of time. Strong doses can cause a sunburn to the front of the eye, or photokeratitis. This condition can range from being mildly irritating to being very painful. When it’s severe enough it can even cause temporary vision loss. Some patients may find themselves in activities where they are not only exposed to typical UV radiation from the sun, but the radiation can also be intensified when it reflects off of water (up to 100% UV reflection) or snow (up to 85% UV reflection). These are the conditions in which you will find more severe cases of photokeratitis.

In addition to UV radiation, those who spend time in the sun should also be aware of high-energy visible radiation, also known as HEV and blue light. High energy visible blue light is comprised of the wavelengths in the 400nm range, including the blue, indigo and violet portions of the spectrum.

Research has found that these wavelengths in particular can do irreversible damage to the retina, increasing the chances of macular degeneration, which can rob patients of their central vision and leaving them with

COURTESY OF MAUI JIM

only peripheral vision.

Some patients may have the misconception that the darker a sunglass lens the more UV protection they are receiving. This is not only untrue, but wearing a dark lens without UV protection could actually do more harm. Behind a dark tinted lens the pupil will naturally dilate, allowing more light and UV radiation through the pupil to do damage.

UV protection is a lens treatment feature that is independent of the color. While UV protection is not related to the color of the lenses, most HEV radiation can be blocked by certain lens colors, including bronze, copper or reddish-brown.

The Vision Council’s Spare Your Sight: Using Shades for Protection and Style 2016 UV Protection Report showcases the passive relationship that Americans have with their UV protective eyewear. In a recent VisionWatch survey, more than one-third of adults have experienced symptoms due to prolonged UV exposure, such as eye irritation (16%), trouble seeing (14%) and red or swollen eyes (7%). The study also showed that consumer’s priorities in selecting shades appear to be skewed. Americans place comfort (65%) and affordability (54%) before UV protection (44%). One final statistic to consider from the study is that 75% of Americans are concerned about UV eye exposure, but only 31% wear sunglasses every time they go outside.

EXPLAIN SUNWEAR’S IMPORTANCE So how can eyecare professionals use this information to better help their patients understand the importance of sunwear and how to choose the best frame and lens designs? Perhaps the first step we can take is making sure we discuss why sunwear is important with every patient during as many touch points as we can when they are in our office. It can be as simple as asking the patient to bring their glasses and sunglasses to their appointment when you make a reminder call. Ask to neutralize all their glasses, including sunglasses,

during the pre-exam, and ask if they wear sunglasses during their outdoor activities.

During the exam, doctors have an opportunity to explain the benefits of UV and HEV protection and the potential vision and health risks that could potentially occur as a result of not wearing sunglasses, not only on bright sunny days but also on overcast days when UV radiation is still present.

Some doctors choose to write a separate prescription specifically for sunglasses as a way to reinforce the importance of the purchase, and some practices choose to offer a discount when sunglasses are purchased in addition to a primary ophthalmic pair of glasses during a specified time period.

When it comes time to select sunwear, eyecare professionals should ask questions that will help them recommend appropriate product solutions. These questions can include asking what types of activities they participate in when outdoors and if they or any family members have a history of eye-related health problems such as macular degeneration. The product needs of a gardener will be different than the product needs of a hunter or than that of a spectator who watches her grandchildren play soccer on Saturday mornings. The answers to these types of questions will help eyecare professionals select proper frame materials and designs, lens materials and designs, and lens color.

VISIBLE LIGHT TRANSMISSION When working with sun lenses you may see and hear the term visible light transmission (VLT). VLT is measured as a percentage and is affected by the color and thickness of a lens, the material they are made of and any other coatings they may have. Many manufacturers of non-prescriptive sunwear share the VLT of their lenses in their product information. A general rule of thumb is 0-19% VLT is ideal for bright, sunny conditions, and 20-40% VLT indicates that the lens is good for all-purpose use. If you are recommending a lens for use in overcast and low-light conditions M A RC H 2 018 VC P N | 49

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you may wish to choose something with a 40+% VLT and a lens with 80-90+% VLT, which typically indicates a virtually clear lens for very dim and night conditions.

Some patients experience a great deal of glare during their daily activities. Light waves are emitted and travel in a wide variety of directions. When those light waves are reflected off surfaces, such as water, backs of cars, or highly angled and polished dashboards, they become more concentrated and create what is often referred to as blinding glare. Polarized lenses contain a filter that aligns dichroic crystals (think of a metal chain) in such a way that it will not allow light traveling in a certain direction to penetrate through the lens and create glare.

LENS TREATMENTS Polarized lenses are an excellent choice for patients who spend time on the water or snow and also for those who drive. It is always wise to discuss with the patient the possibility that they may see a checkerboard pattern on their back windshields or on windshields that have a tint while wearing polarized lenses. Caution should also be exercised when working with those who drive motorcycles or use helmets with polycarbonate face shields because the material’s chromatic aberrations can be accentuated and cause blind spots or exaggerated checkerboard patterns.

You will also want to remind patients that some of their LCD readouts and digital devices may be not only difficult to read but disappear altogether when horizontal light is eliminated by the polarized filter.

Not only will polarized lenses reduce glare, but they will also improve contrast and enhance color, making it a desirable and comfortable lens to wear.

Another lens treatment option in sunwear is a photochromic lens. Photochromic lenses automatically adjust to changing light intensities and conditions with the lenses getting darker in full sunlight and lighter in conditions when not as much light is present. These types of lenses are excellent for patients who may spend time outside in the earlier morning hours as the sun rises and intensifies as the day progresses. Another practical use would be for those who hike or mountain bike and may find themselves moving from areas that have heavy foliage or rock overhangs into other areas where nothing obscures 50 | VC P N M A RC H 2 018

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COURTESY OF OAKLEY

the sun. This dark to darker lens is an excellent choice for the busy and active patient who wants the ability to change the VLT without having to change glasses.

Another lens treatment that can enhance not only the performance of the lens but also vision is a backside anti-reflective (AR) treatment. When a lens is darkened it can act like a mirror catching the reflection of the wearer’s eye or moving objects behind the wearer such as cars or people. Sometimes these backside reflections can be more than just an annoyance but a safety hazard. If the patient becomes too aware of the reflections going on in the back of the lens, they could miss activities going on in front of them.

A backside AR treatment should always be offered when making prescription sunwear to enhance the function and features of the prescription and lens.

Mirrors or flash mirrors can also be an option for patients who struggle with glare and light sensitivity that can be more pronounced due to medical conditions or medications. These treatments reduce glare by reflecting much of the light that hits the lens surface. Mirrored treatments can make objects appear darker than they are, so lighter tints are often used to compensate for this.

CHOOSING A LENS COLOR Because lens color is a very personal choice and preference, it is always recommended to have tint samples in your office for the patient to look through and even walk outside with the tint sample for a test drive. A few things to consider when making lens color recommendations are what activities and conditions the wearer will be using them in. Dark tints and hues are ideal for everyday use and most outdoor activities, and they are intended primarily to reduce eye strain in moderate to bright conditions. The dark colors typically include brown, gray and green. Gray and green lenses are less likely to distort colors, while brown lenses may

cause minor color distortion such as intensifying green tones and making changing autumn leaves look more vibrant.

Lighter tints and hues are better choices for sun lenses being used in moderate to low level light conditions. Colors such as amber, rose and vermillion are often preferred colors for those who participate in snow sports such as skiing or snowmobiling because they can enhance the contrast in tricky, flat-light conditions.

Yellow lenses are an excellent choice for hunters or shooters looking to have their surroundings appear brighter and who want sharpened contrast and improved visibility of objects.

There are many sports and activities that can be enhanced based on the lens color of the wearer. Again, wearer’s will vary in their color preferences based on their personal opinions, but all eyecare professionals should be able to acquire from their labs or sun lens manufacturers some specific sport and lifestyle color recommendations to use as a starting point to aid in the tint color conversation with their patients.

LENS AND FRAME MATERIALS Lens materials are a very important component in sunwear selection. Impact resistance should always be a priority when recommending and creating sun lenses.

Materials such as polycarbonate, Trivex and NXT meet standards of impact resistance that will protect the patient’s vision in case of an unfortunate accident. Even if patients say they will only be using their sunwear for driving, the potential damage that could occur should an accident happen and an airbag deploys toward the face should be considered. The aforementioned lens materials also include UV protection as part of their features, which should be presented as an important benefit during the sunwear sale.

Frame design and materials should also be considered in the sunwear selection process. For patients who may be exposed to elements such as wind or debris, consider 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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EYE INJURIES ARE COMMON According to the Tri-Service Vision Conservation and Readiness Program, there are more than 600,000 eye injuries related to sports each year, with approximately onethird of these injuries occurring in children.

Only 15% of children reported wearing eye protection “always” or “most of the time” when participating in sports, hobbies or other activities that could cause eye injuries, yet the majority of eye injuries that occur in school-aged children are sports related.

According to the U.S. Consumer Products Safety Commission, an emergency room in the U.S. treats a sports-related eye injury every 13 minutes, and it’s also 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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recommending a frame with a slight wrap that sits closer to the face. There are also sunglass frames that feature soft foam padding that hug snuggly yet comfortably around the orbital area to block any wind or debris from entering the wearer’s eye.

Frames without nosepads will sit more closely to the brow line, allowing less light and UV radiation from entering the top of the frame, while a frame with nosepads will tend to sit further out, allowing more light and UV radiation to penetrate the eye and surrounding tissue.

There are several frame materials available, and some of the most common include metal, nylon and acetate.

Metal frames can come in stainless steel and titanium to name a few. Titanium is the lightest of the metals, is hypoallergenic and holds up well to perspiration.

Stainless steel is also lightweight with hypoallergenic qualities. Keep in mind that a metal frame can be less obtrusive to the wearer’s field of vision due to its thinner profile, however, it can also bend more easily and may not be a suitable choice for high-impact activities.

Nylon is another common sunglass frame material and features characteristics of being very lightweight as well as more impact resistant than other materials.

Unless a nylon frame has an internal, adjustable wire core, they can be very difficult to adjust and typically require very high heat to make the material pliable.

Acetate is one of the most commonly used frame materials in the industry. While there are numerous color possibilities in acetate, they are less flexible and are not intended for high activity lifestyles.

COURTESY OF VANNI

estimated that sports-related eye injuries in the U.S. account for more than 100,000 physician visits per year at a cost of more than $175 million. Eye injuries can range from corneal abrasions and bruising of the lids to internal eye injuries such as internal bleeding or retinal detachments. Of the 1.6 million to 2.4 million Americans who sustain eye injuries each year, an estimated 40,000 will be legally blinded in the injured eye.

It is interesting to note that many state and sports organizations will have requirements for shin guards or mouth guards in place but not for sports protective eyewear. Parents will make sure to equip their children with elbow and knee pads or spend large sums of money outfitting their kids with the most popular shoes and arm sleeves to mimic their favorite all-stars but give little to no thought about protecting their children’s vision.

PREVENTING EYE INJURIES So how can eyecare professionals help patients who participate in sports have a better understanding of the importance of sports protective eyewear? The first step might just be getting them to think about their lifestyles and to raise awareness for the need of protecting their vision during activities. Do you have literature or signage in the waiting room that promotes sports eyewear safety?

During the pre-exam, ask questions about what sports and activities the patient participates in, and then follow up the answers with a very simple question such as “Do you wear eye protection?” or “How are you protecting your eyes while you play?”

As part of the examination, doctors

should ask patients about their physical activity and explain what injuries could possibly occur from a lack of wearing sports eyewear. Explain that any activity that uses a ball or racket, involves rough contact with other players or requires moving at high speed should be using some form of eye protection. The inventory in the dispensary should also feature sport eyewear so patients know they have the option of buying them from you.

They may not see it as a necessary purchase during their first visit, so plant the seed that they can purchase it in a few months or when their sports season comes around. Write up the order, take all measurements and then tell the patient you will contact them in a pre-determined amount of time to verify placing the order. You may also want to implement some type of multiple pair discount or offer payment options to make the total amount more manageable.

There is also a need to educate the patient about the difference between everyday fashion eyewear and sport-specific protective eyewear. Help them understand that the lens in regular eyeglasses could easily pop out and cut or puncture the eye, that fashion eyewear frames are not designed to withstand the rigors or sports activities, and that a broken piece of eyewear could also injure the eye and ocular area of the face.

All sports protective eyewear should meet the impact standards of the American Standards for Testing Materials (ASTM) that test the strength of the frame and the strength and clarity of the lenses. There are M A RC H 2 018 VC P N | 51

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very specific tests used for specific sports to ensure that the frame and lenses will withstand the rigors of specific sports-related activities and keep wearers safe and their vision uncompromised. One such test is the High Velocity Impact Resistance Test in which the eyewear must withstand projectiles sized from 40mm to 65.1mm fired at a rate of 90 mph.

Making sure the frame fits well is another aspect that should be considered when dispensing sports safety eyewear. Many frames come with a soft foam padding on the inside of the frame to help not only comfort but to also keep stray fingers or debris from entering the orbital area. This padding also helps absorb the impact of stray racquets or balls.

Many sports eyewear will also have a strap to help secure the eyewear and make sure it doesn’t move or come off during activities.

You will also want to ask your patient if they are planning to wear a helmet during their activities and have them bring the helmet into the dispensary and try on the eyewear with their equipment. For example, if your patient is a catcher on the baseball team you may want to encourage them to not only try the sports eyewear on with their mask but also mimic their reactions to taking their mask off while trying to spot a pop fly ball at home plate to ensure the eyewear is securely fitted and won’t go flying off with the mask.

Many of today’s sports eyewear frames are made from a high-impact nylon material that not only provides durability but also lightweight comfort. Nylon also comes in several color options so wearers can match their eyewear to their uniform or the colors of their favorite team.

Lenses should be made from polycarbonate materials because it provides the highest level of impact protection. You can also add a treatment to the lenses, such as photochromics, to enhance performance. A soccer goalie who is defending the goal while facing a setting sun will find added benefit in the ability to see well without the distractions of a blinding sun and added glare.

Just as education is the key for sports eyewear, education is also the key to

helping patients understand the importance of protecting their vision around the house or on the job. According to Prevent Blindness America, each year more than 700,000 Americans injure their eyes at work and another 125,000 injure their eyes at home. Most protective eyewear for use in the home falls under American National Standards Institute (ANSI) Z87.1 safety standards.

Eye protection needed at work is determined by the Occupational Safety and Health Administration (OSHA). When patients ask for safety glasses for their job, make sure to verify if they are in need of dress or industrial safety eyewear. If unsure, have the patient verify with the company’s human resources department or the person who is responsible for overseeing OSHA compliance.

HOME-BASED PROTECTION To help your patients determine if their activities within the home merit eye protection, ask them to consider if it will involve the use of hazardous chemicals or other substances that could damage the eye upon contact; flying debris or other small particles that could affect both the participant and bystanders; and projectiles or objects that could fly into the eyes unexpectedly.

Some of the most common activities in and around the house pose a risk to eye safety, including cleaning with common

household cleaners that include bleach and other hazardous chemicals, cooking foods that can splatter hot oil and grease, mowing the lawn, using a power trimmer or edger, clipping hedges and bushes, using power or hand tools, tasks that produce fragments, dust particles or other eye irritants, changing automotive fluids, and securing equipment or loads with bungee cords.

It has been estimated that wearing protective eyewear when participating in these types of activities in and around the home can reduce a person’s risk for eye injury by 90%. That is why the American Academy of Ophthalmology recommends that consumers keep at least one pair of protective eyewear on hand in the home and that they are worn during projects and activities that may present risk of injury.

Eyecare professionals always want what is best for their patients, including protecting their vision. Many irreversible eye conditions can be avoided by simply wearing the appropriate sun, sport and safety eyewear. It’s understandable that it takes time to educate and discuss with patients their risks and how to avoid them, but spending an extra few seconds asking simple and direct questions can mean avoiding some vision loss consequences. When the professional is motivated to do what is in the best interest of the patient everyone benefits. How many patients will you talk with about sun, sport and safety eyewear this week? n

This course is ONLY available for online testing.

TO TAKE THE TEST ONLINE: Go to VisionCareProducts.com/Education 1. Log in under the black log-in bar. (NOTE: If you have not registered on our new sites since September 2017 use the “register” link to register for online education, and record your user name and password for future access.)

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

3. Review the course materials.

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

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

This content is subject to change without notice and offered for informational use only. You are urged to consult with your individual business, financial, legal, tax and/or other advisers [and/or medical providers] with respect to any information presented. CareCredit, Synchrony Financial and any of its affiliates (collectively, “Synchrony”) make no representations or warranties regarding this content and accept no liability for any loss or harm arising from the use of the information provided. All statements and opinions in SUN, SPORT AND SAFETY EYEWEAR are the sole opinions of the author, Joy L. Gibb, ABOC. Your receipt of this material and/or participation in this presentation constitutes your acceptance of these terms and conditions.

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THIS COURSE IS SUPPORTED BY AN UNRESTRICTED EDUCATIONAL GRANT FROM CARECREDIT.

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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YOUR INDUSTRY YOUR CAMPAIGN

YOUR SUCCESS. Think About Your Eyes (TAYE) promotes the importance of getting an annual eye exam at an eye doctor.

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In 2017, an estimated 1.4 million incremental eye exams were driven by TAYE advertising, •

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2018 advertising will reach 95% of Americans aged 25-49

Can prospective patients find you? Purchase or upgrade to a Premium listing on the doctor locator.

Your practice is your biggest investment.

Take full advantage of the campaign that’s invested in your success.

Go to thinkaboutyoureyes.com/enroll to join or upgrade to Premium.

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Edgers.

THE WINNING Edge AUTOMATED OPERATIONS, MULTIPLE FUNCTIONS AND SMALL TABLETOP FOOTPRINTS ARE SOME OF TODAY’S EDGING FEATURES THAT GET EYECARE PROFESSIONALS ACROSS THE FINISH LINE.

W

hat’s new and available for ECPs who want to start or upgrade their in-office edging operations? Here are the latest technologies offered in compact edging systems designed for today’s lenses and frames.

COBURN With eight or more edging options and six types of edging positions, Coburn Technologies offers multiple job handling and concurrent processing, allowing the user to manage jobs that have been paused, completed, and saved or jobs currently being processed. The operator is also able to prepare the next edging task while the edger is in process. For polishing, Coburn edgers’ high performance wheel design enhances speed and simplifies maintenance while producing a higher quality polish, the company reports. All edgers are equipped with a hydrophobic mode function and adaptive swivel chuck to clamp the lens more evenly while eliminating lens slippage due to lens coatings. Coburn’s user-friendly machines make training short and easy, eliminating the need to hire another staff member.

Coburn’s HPE-810’s high power motor and drill, which simplifies holeediting management, makes it appropriate for rimless lenses. The HPE410 Lens Edger’s small footprint is designed for practices with space limitations. Equipped with an optional integrated tracer, the 410 allows the user to decrease processing times while providing faster service.

Coburn’s advanced HPE-8000X features step beveling to assure that the lens will fit precisely into high-wrap sunglasses with special shape cuttings, such as ventilation holes.

MEI The EzFit No Block edger from MEI allows optical retailers with their own in-office small labs to edge ophthalmic lenses without the use of blocks.

The NoBlock module enables the EzFit to automatically center blockfree lenses. It includes a lensmeter, blockless centering system for single vision, bifocal and progressive lenses, and automatic machine loading/ unloading with a dual loading arm. This module allows the next lens to be loaded while the machine is edging the previous lens and, in combination with EzFit, enables the machine operator to correctly position the lens without any specific optical skills while automatically compensating for any errors. The operator simply positions the lens under a centering system that centers and removes the lens to then bring it into the cutting chamber. In addition, the EzFit edger’s integrated Shape Finder makes it possible to create jobs right in the machine. “Industrial companies have stopped using centering blocks for some time now, and we thought it was important to offer this benefit to smaller companies as well,” said Stefano Sonzogni, CEO and technical director.

OPTEK The Dia E1000 multifunctional patternless lens edger features vertical wheel technology, a 3D lens sensor and an HD color touch panel to process any lens material, style and power. For ECPs who have ever forgotten to polish, chamfer, or groove a lens, the E1000’s unique re-edge function eliminates this problem, even if the lens was deblocked and the data cleared. Simply put a block anywhere on the lens and press the “check” button. The 3D lens sensor measures all aspects of the lens, and you’re ready to apply the missing features. The E1000’s lens self-trace feature allows you to automatically copy a sample lens, other eye or pattern without using an external tracer.

With an optional high-curve wheel, the E1000 can process high minus lenses and lenses for Rxable wrap-style frames. While some edgers take much longer to process polycarbonate and Trivex groove jobs, the E1000 saves time by concurrently grooving and finishing the edge. Other key features include a compact design, built-in 60job memory (trace and process data), automatic and manual calibration and diagnostics, serial interface capability with VCA-compliant host Rx software and a three-year parts warranty. Optek International is the exclusive distributor for Dia Optical products in the U.S.

AIT INDUSTRIES, INC. (WECO) 800.729.1959 AITIndustries.com Info@AITIndustries.com BRIOT USA 800.292.7468 BriotUSA.com Contact@BriotUSA.com COBURN TECHNOLOGIES, INC. 800.262.8761 CoburnTechnologies.com CustomerCareCenter@CoburnTechnologies. com ESSILOR INSTRUMENTS USA 855.393.4647 EssilorInstrumentsUSA.com Info@EssilorInstrumentsUSA.com 54 | VC P N M A RC H 2 018

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For work play and a

special day Patients want multiple pairs of eyewear to enhance the way they live. Help make them easier to purchase from your practice with promotional financing options* available through the CareCredit credit card.

Visit booth #1927 at Vision Expo East.

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.

VCPN0318OA

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Edgers.

SANTINELLI The Me-1200 multifunctional edger, Santinelli’s flagship, provides a wide range of lens finishing needs in a compact footprint. Automatic (or manual) 3D drilling enables the operator to create various hole shapes such as slots, notches, counter-bored holes and holes for jewels at angles from 0° to 30°. The hole data can be input with a stylus pen on the touch screen, indicating the actual hole size and position. Hole shape selection is made by choosing one of the illustrated icons.

The Me-1200 features a patented highly customizable high curve function that offers multiple asymmetrical bevel designs for lens-to-frame fit. For difficult-to-fit sunwear, such as “cyclist” suspension lens sunglasses, step bevel and partial step edging allow for easy mounting of Rx lenses. Multiple grinding conditions can be applied to a lens, such as partial grooving, allowing for changing groove width and depth, depending on location. Partial bevel is also available.

Me-1200 RMU (radius measuring unit) measures the lens diameter size before grinding. The dual LMU (lens measuring unit) measures the lens thickness. This data is used by the EES (electronic estimate system), which provides information on lens measurement, estimation of lens processing time, and automatically controls the selection of lens processing method. Processing time is reduced by 30%, according to the company. The EES mode facilitates grinding of super hydrophobic coated lenses without axis shift.

NATIONAL OPTRONICS The QM-X3 from National Optronics brings the engineering and cutting-edge technology typically found in industrial edgers to a tabletop version. With its ability to process complex shapes, such as partially shelved lenses, as well as its optional variable angle drilling, the QM-X3 bridges the gap between large 5-axis edgers and compact 3-axis tabletops. This edger includes direct drive motors, advanced electronics for faster processing speeds and a high speed, high torque spindle drive capable of over 30,000 RPM, resulting in speeds 20% to 30% faster than other tabletop edgers, according to the company. High speed linear axis drives and its mechanical design eliminate unnecessary movements. The QM-X3‘s tool features a unique dual diamond blade design, increasing tool life while substantially lowering the cost per edge. Continuing National Optronics‘ tradition of green, dry edging, the QM-X3 makes waste disposal easy and environmentally safe. Its remote diagnostics function connects the QM-X3 to the internet for the most current software updates and gives National Optronics technicians access to quickly resolve any issues for streamlined support.

WECO The WECO E.1/2 entry-level, all-in-one edging system offers integrated drilling in a space-saving design and a lower price category. With the addition of the E.1/2, the entirety of WECO’s edging systems now have integrated drilling. Its patented Gravitech optical tracing system allows the user to scan a demo lens with drill coordinates fast and accurately.

BRIOT The Emotion 2 all-in-one edging system from Briot includes edging, blocking, drilling, grooving and tracing. With its Gravitech patented optical tracing technology, users can accurately scan a demo lens with precise 1:1 shape reproduction in approximately four seconds.

A mechanical tracer is also included for instances when the demo lens is missing and the frame must be traced. Gravitech will also automatically scan all drill hole coordinates, requiring minimal adjustment. A vast database of shapes and jobs allows for the storage and retrieval of 10,000 shapes.

ESSILOR INSTRUMENTS Mr. Blue 2.0 from Essilor Instruments offers custom shaping and milling while preventing errors due to slippage when working with blocked, anti-reflective coated lenses. Its design reduces sound and odor during high-index lens edging. Frame traces can be reshaped for aesthetics, and Mr. Blue 2.0 also integrates with the M’Eye Sign process for customizing shapes and engraving lenses. More than 200 designs and letters are available through M’Eye Sign to allow for personalized lenses.

The Pro-E 600, also from Essilor Instruments, is a compact, highvolume, tabletop edger that requires no vacuum or compressed air. Suited for jobs requiring specialty edging and mountings, the Pro-E 600 allows in-office labs to produce high volumes of work when needed and the ability to do specialized high wrap and difficult Rx’s.

MEI S.R.L. 847.357.0323 MEISystem.com Info@MEISystem.com NATIONAL OPTRONICS 800.866.5640 NationalOptronics.com NOPSales@NationalOptronics.com OPTEK INTERNATIONAL 727.522.2301 OptekInternational.com Sales@OptekInternational.com SANTINELLI INTERNATIONAL, INC. 800.644.3343 Santinelli.com Sales@Santinelli.com 56 | VC P N M A RC H 2 018

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Modernize

Dia E1000

Multifunctional Patternless Lens Edger 

Highly configurable to suit anyone from master optician to novice



Advanced re-edge and finish options—even process lenses cut on another edger!



Maintains 60 jobs of edging data unlike others that hold only one



State of the art vertical wheel technology

 

Shape adjustment feature



5x7 inch high definition color touch panel control



Software upgradeable

Affordably

Multi-width grooving and safety beveling

High-end features.

Entry-level price.

Vision Expo NY Booth LP4327 Dia products are exclusively distributed in the US by Optek International. Optek and Optek International are trademarks of Intuitos, LLC. All information is subject to change without notice.

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1.727.522.2301

www.optekinternational.com sales@optekinternational.com

™ INTERNATIONAL

2/22/18 11:49 AM

Lens Tinting.

NOT YOUR TRADITIONAL

Lens Tinting

WHEN IT COMES TO SELLING EYEWEAR, CREATIVITY AND PRODUCT DIFFERENTIATION CAN SET YOU APART FROM YOUR COMPETITION.

By Frank Gimbel, BA, ABOC-AC, FNAO, HFOAA

I

f you are ready for a change or need to jump-start your office flair, consider the merits of lens tinting. Lens tints are fun, relatively inexpensive to produce, can be therapeutic, and have drastically evolved from the lackluster traditional gray, brown and G-15 solids of the past. Since their fashion boom in the 1940s, tints are now available in a wide variety of colors and chemicals. The margins on them are huge, and their application techniques have also evolved, allowing you to quickly become a lens tinting expert.

WHAT’S NEEDED In order to tint you do not need a ton of equipment, space or know-how. If you have ever dyed an Easter egg, you can tint a lens.

Tint units can be purchased as small as single-pot units and as large as nine-pot systems. While the application methods can vary, the profits tints can generate will definitely help your bottom line. For more information on where to buy a modern tint unit, tools and supplies, check out the offerings from Phantom Research Laboratories, BPI, Hilco Vision, Practical Systems, Inc. (PSI)

and OptiSource International. In addition to the equipment there, you can also find a wide assortment of consumables, such as tints, lens holders, transfer fluid, pots and other tinting supplies.

GRADIENTS Mechanical gradient arms allow lenses to be tinted evenly without the need to hold a pair of lenses by hand for many minutes while standing over a tint unit. The end result with a gradient arm will always deliver higher quality with consistent and evenly colored

recommended tool to use is a label printer with the colors and darkness percentages.

Rather than guessing or estimating a lens color with your patient, have them pick the exact color they are expecting. Then, take that specific sample to the lab to color match the new lenses. If you are looking to “true” color match any lens, consider Phantom’s OptiSafe Color Matching Unit model 120X. This tool allows for the tinter to see the color comparisons side by side in clear and dependable daylight simulated conditions.

While the application methods can vary, the profits tints can generate will definitely help your bottom line. lenses. For those who are interested in tinting multiple pairs at the same time, take a peek at BPI’s Turbo Gradient 4/Turbo Tinter 4. This combination unit uses an innovative spin motion (not just the regular up-anddown movement) to allow you to tint up to four pairs of lenses simultaneously.

To sell faster and communicate clearly, plan to have a wide assortment of tint sample lenses (with the percentage of tint documented) ready to go on the sales floor. A

BRAIN POWER, INC. (BPI) 800.225.5274 CallBPI.com BPI@CallBPI.com HILCO VISION 800.955.6544 HilcoVision.com Requests@ Hilco.com OPTISOURCE INTERNATIONAL 800.678.4768 1-800-OptiSource.com Info@1-800-OptiSource.com PHANTOM RESEARCH 58 | VC P N M A RC H 2 018

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Lens Tinting.

TINTING FRAMES? Yes, you read that right, frame tints. Some savvy ECPs are thinking outside the box and tinting their plastic frames to create distinctive colors, designing made-toorder creations to suit patient demand. Plastic frames can easily absorb lens tints just like lenses, and the limits of what plastic frame colors you can create are up to your imagination. Frames can be tinted with solids, horizontal and vertical gradients, and even with bi-gradient colors.

BLUE LIGHT BLOCKING As more information on potentially harmful blue light surfaces, there is a large demand and opportunity for lens options that reduce or block blue light. Products such as OptiSafe Blue Blocker from Phantom Research and the wide array of blue barrier tints from BPI can help to provide the answers to your blue light filtering needs. As a useful tool, BPI also offers a blue light filter vision tester to help demonstrate and test how blue light filters work. The handheld tester is small, portable and something that could easily fit at the dispensing table, or in any exam room.

DRILLS AND GROOVES Tinting outside the box also includes tinting the edges of lenses. If you are big on drill mounts, look at Hilco’s Lenz Penz edge-tinting collection. This set will allow you to add a dash of color to any drill mount by tinting the edge of a lens, whether polished or matte. You can use an AG-5

PHANTOM RESEARCH OPTISAFE COLOR MATCHING UNIT

style auto groover to apply the Lenz Penz color simply by clamping the lens in the groover and turning on only the rotation (not the groover motor). This will allow for an even speed rotation for a balanced edge tint rather than an unsteady starting and ending point of the pen. The same technique can be used on grooved lenses. With these, you can use the same Lenz Penz, or you can even take a paint marker to create a custom painted look before mounting the lens in the rimless cord. Other distinctive tint ideas include tinting the nylon wire of your rimless frames.

Or you can even combine the two methods together with your drill-mounted frames — groove the lenses, tint or paint the groove, and assemble in the drill-mount chassis for that one-of-a-kind showstopper look.

THERAPEUTICS Whether you need a yellow nighttime driving tint or a lens to block a specific nanometer range of the light spectrum for the treatment of a visual problem, BPI offers proven therapeutic tints. These include a

MULTIPLE PAIRS While tints may not be for everyone, there is a segment of the market that has a passion for them. Plus, keep in mind that customers who enjoy fashion tints are more likely to want to purchase multiple pairs with different colors and tint darkness. Get the word out that you tint. Your competition may not, and finding a patient who likes to create their own exclusive collection may be your next new multiple pair sale.

wide assortment of specially designed filters to reduce migraines, to correct for color blindness and more. The medical uses alone are quite vast, and you can research all of the essentials found on the BPI site. When you have the tints in-house, be sure to reach out to all of your local ophthalmologists and other MD specialists to let them know you have the potential answer of a lens tint to help their next patient. Also, reach out to local specialty groups such as shooting clubs and other groups that could benefit from your new lens tint color offerings. n Frank Gimbel, BA, ABOC-AC, FNAO, HFOAA, is an advanced certified optician and owner of Gimbel Opticians, in Plymouth Meeting, PA.

LABORATORIES, INC. 800.225.5559 PhantomResearch.com Sales@PhantomResearch.com PRACTICAL SYSTEMS, INC. (PSI) 800.237.8154 LookToPSI.com Info@LookToPSI.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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Photo Clinic.

ALL THUMBS CAN BE A

2

good thing

THE BIONIC THUMB FROM HILCO VISION OVERCOMES MANY COMMON FRAMEADJUSTMENT CHALLENGES.

Bend temples over your finger.

3

W

ith an ergonomic design that alleviates hand stress, the Bionic Thumb from Hilco Vision dramatically reduces the effort needed to make a variety of frame adjustments. It also improves control for temple, pantoscopic, mastoid and bridge adjustments, and it protects the user from screwdriver slips when it is used as a mobile portable bench block and from hot frame components when it is used in conjunction with a frame warmer.

Here are some of the many uses for Hilco Vision’s Bionic Thumb:

1

Bend temples over your thumb.

Avoid being accidentally stabbed by a screwdriver.

4

Hold lens bushings together when starting rimless compression mounts.

HILCO VISION 800.955.6544 HilcoVision.com CustomerService@Hilco.com 60 | VC P N M A RC H 2 018

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ADVERTORIAL

GET TO KNOW

BoB

W

hy is it we have eyeglass cases on our desk, and they do just one thing – store glasses? Can we make them more functional?

That question led to the creation of BoB, a cleverly designed case for eyeglasses. BoB was engineered in England by a top design firm. It fits most eyewear while being nearly indestructible.

intriguing design was a conversation piece that quickly won the admiration of passersby.

“We strive to be the main source of innovative accessories for the optical industry. After seeing BoB in action, we knew right away that our customers would be as excited to welcome BoB to their office,” stated Squicciarini.

BoB is available in three popular colors and includes a compact counter display. OptiSource is the exclusive distributor of BoB in the U.S.

​Sturdy yet lightweight, BoB is the ultimate multipurpose eyeglass case, capable of protecting eyeglasses while serving as a stand for smartphones or tablets and also storing “pocketshrapnel” such as wallets, keys, coins and pens.

“Before bringing this innovative product to the U.S., a group of us at OptiSource got to know BoB ourselves,” said Daryl Squicciarini, president of OptiSource. “We were fascinated by the different places where BoB proved not only to be really useful but also to make a presence.” The

OPTISOURCE INTERNATIONAL | 800.678.4768 | 1-800-OptiSource.com | Info@1-800-OptiSource.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.

BLUTECH LENSES NOW AVAILABLE ON MOST CLEARVISION FRAMES ECPs can now add BluTech lenses to almost any frame from ClearVision Optical. CVO’s “Make it BluTech” program offers four lens options for 12 CVO eyewear brands – Ultra: polycarbonate lenses, available in plano, readers and accommodation (with a slight correction to relieve strain); Classic: high index 1.56 material lenses best for moderate to heavy computer or digital device use, in plano and readers; Max: polycarbonate lenses that provide the most BluTech protection without a prescription; and Polarized: polycarbonate sun lenses available only in plano. Pricing includes cutting, edging and insertion.

EYECON LENSES FROM PRECISION OPTICAL GROUP Progressive lens designs incorporate Digital Ray-Path technology that improves the lens performance for any gaze direction. Eyecon lens series includes six options: Eyecon E for an experienced wearer; Eyecon F for a first-time wearer; Eyecon N for enhanced near vision; Eyecon D for enhanced distance; Eyecon Mobile for mobile users; and Eyecon S, an extra short lens for small frames.

800.497.9239 POGLabs.com

800.645.3733 CVOptical.com

NEW DESIGN LAUNCHES AT STEREOOPTICAL.COM YOUNGER OPTICS ADDS NUPOLAR INFINITE GRAY LENSES This polycarbonate, single vision polarized sun lens turns from very light gray to very dark gray when wearers need it the most.

Darkness is controlled with a new UV-responsive photochromic technology that provides the widest range of light absorption of any polarized photochromic, according to the company. NuPolar Infinite Gray lenses are recommended for patients who want a polarized, Rx sun lens that functions from shade to bright light.

800.366.5367 YoungerOptics.com

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Vision screening tools and equipment from Stereo Optical are featured on the newly designed website at StereoOptical.com. A business unit of Essilor Instruments, Stereo Optical products include OPTEC PLUS digital vision screener and Functional Vision Analyzer for use in ophthalmology, optometry, clinical trials, pediatrics, schools, manufacturing, public health, drivers licensing and the military. The website also suggests Stereo Optical products for the clinical uses in children’s vision, color deficiency, sports vision and adults 40 plus vision. “This new Stereo Optical website will be a comprehensive resource to help us raise awareness to the necessity of vision screening for visual impairment detection,” said Samy Lauriette, senior vice president, Essilor Instruments America.

800.344.9500 StereoOptical.com

V I S I O N C A R E P RO D U C T N E WS . C O M

2/22/18 12:25 PM

February National Lens Ad.pdf

1

1/19/18

9:53 AM

UNPARALLELED SERVICE | DISCOUNTED RATES | FREE FIRST CLASS SHIPPING*

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Call for our current price list or visit our website to register

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2/22/18 1:11 PM

20 Questions

WITH

MICHAEL SULITEANU

WestGroupe president Michael Suliteanu discussed with VCPN’s John Sailer what it’s like running a family business and how to compete for space on frame boards throughout the U.S. and the world.

1. What was it like growing up in the family eyewear business? I learned how to be an entrepreneur and the importance of standing out and doing your own thing in order to be successful. I also learned a very healthy work ethic. As a kid, on weekends or during spring and summer breaks, I would work with my dad in our lab or in the warehouse. I did everything from grinding lenses to packing boxes. My father was very diligent about making sure I learned the business from the ground up. When I joined the company in 1990, I started as a sales rep carrying the bags.

2. How do you balance working with family?

Working with my father and sister, the most important thing is respect for each other. My sister and I respect where our father brought the business, and he respects where we want to take it. As long as we respect each other’s strengths, contributions, and opinions, there is no reason for us not to get along. The most important thing my father wanted was for us to lead the business with honesty and integrity and to realize that family is the most important thing.

3. How has the company evolved? The company has evolved from a Canadian company that imported branded products to sell in our market to a global company with distribution of its own brands and products in over 45 countries.

4. What is your father’s current involvement?

He is semi-retired but our confidante. We run ideas by him for his invaluable feedback as he has extensive knowledge of the business and the industry.

5. Any plans for the next generation? It is going to be up to them. Between me and my sister Beverly, we have four children who we would love to be a part of our business. As of right now, one daughter is interested, but plans are always evolving. Time will tell if she sticks to that path or finds a different one.

6. What is your favorite aspect of your eyewear business? Building a culture that makes people want to come and work with WestGroupe.

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7. What are the biggest challenges in the eyewear business today? Maintaining our differentiation from other companies, especially when so many are consolidating. You have to be unique and give people a reason why they should deal with you.

8. What are the greatest opportunities in the eyewear business today? Because of consolidation, those gaps left in the marketplace are the greatest growth opportunities.

9. What growth strategies are you implementing? We want to do it the right way, have products we are proud of and customers who believe in what WestGroupe stands for and are proud to sell WestGroupe frames.

10. You’re in 45 countries. What’s it like appealing to different cultures? Before I started doing this, I thought every culture and country were different. I have learned that although there may be some differences, they all face the same challenges. It’s about finding a nice frame that fits and complements the face. Business practices may be different, for example, in Europe they may see their reps maybe three times a year, while in North America some want to see their rep six times a year. But at the end of the day, their needs are exactly the same – a nice frame that fits a face.

11. From your perspective as a Montreal native, what unique views do you bring to the eyewear business? We have a more European flavour because of the French and English languages merging here in Québec. This influence translates into what makes us different and the way our frames look and feel.

12. To what do you attribute your success with non-licensed brand eyewear? Our styling is different than those of most licensed brands. Also, our commitment to what we create and staying true to the key elements of our brands’ DNA has definitely played a part in our success.

13. How do you find and keep good sales reps?

We have worked hard to maintain our family culture. We have a lot of respect for our sales reps as we know how hard their job is. I think they appreciate that they are all known by their name, not their sales number. The fact that we are continuing to grow within the U.S. market has allowed us to attract and keep top quality salespeople.

14. If three to four companies represent 60% of the board space plus, what is your strategy to compete with the other 100 plus companies looking to take that last 30% to 40%?

We focus on highlighting what we are strong at.

We create product that is different from what they already have on the board, product that will sell through and make them money. We respect and treat our customers with honesty and integrity, and they appreciate that.

15. What keeps you up at night? Fighting to keep our family culture in a corporate business structure, motivating people to build together and be part of the growth of the business.

16. How important are trade shows? They are important for meeting our customers and for our customers to meet the people who are behind the business. Trade shows are also the best place to meet potential customers.

17. What is your biggest challenge in the next five years? Staying relevant in an ever changing marketplace.

18. What advice would you give our readers who own their own businesses? Surround yourself with great people, conduct yourself with integrity and honesty, and most importantly, love what you do.

19. How has online eyewear sales affected your business? Any type of competition, whether online, mass merchants or retailers, pushes you to be better.

If you stand still, everyone will pass you by.

20. What do you like to do in your free time?

Spend time with my whole family. n V I S I O N C A R E P RO D U C T N E WS . C O M

2/22/18 12:24 PM

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