VCPN November 2018

vision care

product news FRAME + LENS MATERIALS:

INCLUDING ABO CE P28

ICYMI:

VISION EXPO WEST, SILMO, DATE + WORLD SIGHT DAY

Accent on the

Materials SPX POLYAMIDE FROM SILHOUETTE

N O V EMB ER 2 018 • P RO D U C T INF O RMA TIO N F O R O PTICA L PE O PL E • V ISIO NCA RE PR OD UCT S.COM

NUPOLAR® MIRRORS NOW AVAILABLE David Rips, CEO

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THREE POPULAR COLORS • ASK YOUR LABORATORY!

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Contents.

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ON THE COVER Known for its rimless styles, Silhouette uses its proprietary polymer material, SPX, to create the illusion of a frame around the outside lens edges of its Titan Minimal Art The Icon Accent Rings collection, as well as on the temple tips.

12 UPFRONT FROM THE PUBLISHER 6 VIEWS 8 THINK ABOUT YOUR EYES 10 Guest Editorial

by Mario Contaldi, OD

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17 BUSINESS SOLUTIONS EVENT FOCUS: HIGHLIGHTS FROM VISION EXPO WEST 14 INDUSTRY UNITES TO SUPPORT WORLD SIGHT DAY 16

38 CREATING A MEMORABLE EYECARE EXPERIENCE 20

by Maria Sampalis, OD

PERSONAL TRAINING FOR EVERY PATIENT 22

by Evan Kestenbaum

LISTEN AND BUILD RELATIONSHIPS 17

NEW 24

by Steven M. Sunder

Continued on page 4

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Contents.

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NOVEMBER 2018 VOL 18, ISSUE 11

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

EDITOR

p g. 28

Cara Aidone Huzinec CHuzinec@FVMG.com

Chec k out o ur special sect ion on FRAME MATERIALS

CREATIVE DIRECTOR Kat McBride KMcBride@FVMG.com

PRODUCTION + WEB MANAGER Anthony Floreno AFloreno@FVMG.com

Continued from page 1

EYEWEAR + FASHION 360 : CHARACTER DEVELOPMENT 26

TRENDS: CRYSTAL CLEAR 42 NEW 44

O

MATERIAL WORLD 28 FRAME MATERIALS AT-A-GLANCE 34 EVENT FOCUS: GOING TO CALIFORNIA 35 EVENT FOCUS: SILMO PARIS 36

VISION CARE TECHNOLOGY

CONTRIBUTING WRITERS Mario Contaldi, OD Evan Kestenbaum Maria Sampalis, OD Steven M. Sunder EDITOR EMERITUS Ed De Gennaro, MEd, ABOM EDeGennaro@FVMG.com

MORE THAN MEETS THE EYE 52

BUSINESS STAFF

by Cara Huzinec

PRESIDENT & PUBLISHER

ABO CE: CHOOSING THE RIGHT LENS MATERIALS FOR YOUR PATIENTS 56

Terry Tanker TTanker@FVMG.com

EXECUTIVE VP

NEW 61

Shawn Mery SMery@FVMG.com

INSIGHT: GOGGLES TO WEATHER THE SLOPES 38

20 QUESTIONS 62

VICE PRESIDENT, MARKETING

With Kenneth Stann of SVS Vision

PRODUCT FOCUS: THE ANTI-CLIP 40

VISION EXCHANGE

Debby Corriveau DCorriveau@FVMG.com

PHOTO CLINIC: EXCLUSIVE FRAME TECHNOLOGIES 41

VISIONCAREPRODUCTNEWS

CLASSIFIED ADVERTISING FOR THE OPTICAL INDUSTRY 63

VCPN_MAGAZINE

REGIONAL SALES MANAGER Eric Hagerman EHagerman@FVMG.com

VISIONCAREPRODUCTNEWS

SHOWCASE/VCPN

For subscription information email Sub@VisionCareProducts.com VCPN (ISSN-1549-6716) is published monthly by JFT Properties LLC, 31674 Center Ridge Rd., Suite 104, North Ridgeville, OH 44039. phone (440) 731-8600. Periodical Postage paid at Cleveland, OH and additional mailing offices. Postmaster: Send address changes to VCPN, 31674 Center Ridge Rd., Suite 104, North Ridgeville, OH 44039.

SUBSCRIPTIONS: 31674 Center Ridge Rd., Suite 104, North Ridgeville, OH 44039 or online at visioncareproducts.com. Distributed to qualified optical dispensing locations, chain store headquarters, and optical laboratories. Other U.S. subscriptions are available for $85 for one year; $160 for two years. Contact publisher for overseas rates. Copyright © 2018 by JFT Properties LLC. No part of this publication may be reproduced without written permission of the publisher.

The publisher’s acceptance and publication of any advertising or editorial materials does not constitute endorsement of any product, service, or company by JFT Properties LLC. Throughout this publication, trademark names are used.

Instead of placing a trademark or registration symbol at every occurrence, we are using the names editorially only, with no intention of infringement of the trademark.

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De Rigo Rem www.derigo.us Style: V521

Nick Jonas New York, NY 2018 | www.derigo.us | 800.423.3023

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From the Publisher.

press ON O TERRY TANKER PRESIDENT/PUBLISHER

ver the last four months we’ve been discussing what it takes to own and lead a company and the necessary traits that leaders possess that set them apart from others.

July—Motivating the Man in the Mirror; August­—It’s About the Money; September—A Touch of Class; October— Mental Toughness.

I thought the series was important because even in good times it’s incredibly tough to lead and manage a business; we don’t have safety nets, and no one is going to bail us out if and when we misstep. Being on top of your game takes persistence and practice.

Which brings me to a final piece of management advice— Press On.

Even in good times it’s incredibly tough to lead and manage a business.

While conducting my research I found some startling statistics that reinforce all of the key discussion points we’ve been having. Depending on the source, business failure rates across all industries are high.

The chart below shows some of the more conservative statistics I found. What was shocking

was the failure rate after five years in operation.

YEAR % FAILED

1

25 %

2

36 %

3

44 %

4

50 %

5

55 %

6

60 %

7

63 %

8

66 %

9

69 %

10

71 %

There are major causes firms go out of business: Incompetence—46%. Specifics of the category included no formal business plan, no knowledge of pricing, no knowledge of financing, failure to pay adequate taxes and no experience in record keeping.

Lack of Managerial Experience—30%, including inadequate borrowing practices, poor credit granting practices and expanding too rapidly, going into business for the wrong reasons, owner gets worn-out and/or underestimates the time requirements, family pressure on time and money commitments, pride, lack of clear focus, lack of financial responsibility and awareness.

After reviewing the major causes firms go out of business it’s clear often the basics are overlooked. We will continue to write about these important topics and more. And, this is probably the appropriate time to remind all of you—we’re archiving all of these important articles on our website. We’re building you a database of management advice addressing business problems and opportunities with very specific steps that will help you through the minefield we encounter every day.

I’ve enjoyed writing this series and hope you’ve enjoyed reading these articles. Thanks for all the compliments, comments and suggestions.

PRESS ON Nothing in the world can take the place of persistence.

Talent will not; nothing is more common than unsuccessful men with talent.

Genius will not; unrewarded genius is almost a proverb.

Education alone will not; the world is full of educated derelicts.

Persistence and determination alone are omnipotent.

Ray A. Kroc’s credo - Founder, McDonald’s Restaurants n

Email me at TTanker@FVMG.com 6 | VC P N N OV E M B E R 2 018

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BRING SOMEONE’S GOOD DEEDS INTO FOCUS. Reward an eyecare professional you know with a chance to win a service trip to Southeast Asia.

Join us in recognizing those #DifferenceMakers who embody the spirit of Essilor’s mission of improving lives by improving sight. You can give a deserving eyecare professional the chance to do even more good in the world. Nominate them for the chance to join us on a service trip to Southeast Asia in 2019.

Make your nomination EssilorUSA.com/DifferenceMakers

Nominations must be submitted no later than November 30, 2018. For official rules, visit EssilorUSA.com/DifferenceMakers. ©2018 Essilor of America, Inc. All Rights Reserved. Unless otherwise indicated, all trademarks are the property of Essilor International and/or its subsidiaries in the United States and in other countries. This product may be protected by one or more patents listed at www.essilorusa.com/patents.

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Views.

Multiple MATERIALS

T JOHN SAILER VP, EDITORIAL

he choices are yours when it comes time to select what materials compose your patients’ eyewear, both the lens material as well as the frame materials. Lenses come in a wide variety of available materials specifically geared toward their use and prescription, as do frames, each of which can often consist of multiple materials—one for the frame front, a second for the temples and even another material for the endpieces and nosepads.

This issue of VCPN covers both, lens materials in an ABO continuing education course starting on page 56, and a special section on frame materials starting on page 28. The frame section further breaks down the available materials into two sections—generic and proprietary or special materials.

If a company trademarks its frame material as proprietary, it has most likely spent a great deal on its research and development and the ways to use it to offer the best value to the consumer and the ECPs who dispense it. In addition, some companies devote a large amount of advertising to promoting their unique frame materials to consumers, who may come into your dispensary

asking for these products by name. Some proprietary materials have unique features and benefits too, so if you want those for your patient, you’ll need to use that specific material. In other cases, some of these materials are available from a number of companies but are simply branded differently by each manufacturer.

Memory metals are a good example. Alloys that are stamped out for thinner and sleek designs, memory metals return to their original shape when bent. At first available from select frame manufacturers, memory metals have become ubiquitous yet are still offered by some companies under proprietary branded names.

While many other frame materials have been around for years (Optyl from Safilo has been available for decades) others are just recently on the market and point to trends in the industry. One such trend that’s coming on strong among frame manufacturers is the use of eco-friendly materials.

In this issue’s special section on frame materials, we can count at least four special materials that could be considered eco-friendly. Two mentioned in this issue of VCPN are from a plant-based material

One such trend that’s coming on strong among frame manufacturers is the use of eco-friendly materials. made from the castor plant (Z-Resin from Zeal Optics and Timberland’s Earthkeepers from Marcolin), one is an environmentally friendly bio-acetate with accelerated biodegradable properties made of cotton fiber and tree pulp (Natura from Inspecs) and one is even made from recycled discarded plastic fishing nets (Costa’s Untangled Collection). Of course, zyl acetate, a plastic derived from cotton fiber and wood pulp rather than petroleum, has been around for years.

Check out the charts on page 34 to see the features, benefits and dispensing tips for a long list of generic frame materials as well as a chart of premium frame materials at-a-glance. Then review the section on special frame materials available from specific manufacturers. There are surely some features, benefits and/or dispensing tips on these pages for even the most seasoned eyecare professionals. n

Email me at JSailer@FVMG.com 8 | VC P N N OV E M B E R 2 018

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Think About Your Eyes.

THE

busiest TIME OF THE YEAR

By Mario Contaldi, OD

“C

hristmas in July” may be a cliché, but it seems like the last half of the year flies by, and before I know it, we’re facing another holiday season and end-of-year wrap-up. I confess that this time of year always sneaks up on me, wishing I had more time to prepare something timely and engaging for both my office and my patients, but there are still ways to recognize the busiest season of all.

While we encourage patients to make a comprehensive eye exam a part of their annual health checklist, we often get to the final quarter of the year and realize patients are overdue. My office made October “Medicare Month.” We sent out flyers to all our Medicare patients that offered a discount on eyewear and reminded them that their deductibles more than likely had been met for the year. Therefore we suggested that they take advantage of this unique time of year to update their eyewear needs.

This same message could easily be adapted to do the same with flexible spending

accounts (FSAs). These funds “expire” at the end of the calendar year, and oftentimes patients don’t know how to use the remaining funds. Offering a discount on new frames or a “buy-one-get-one” deal offers perceived value and an impetus to get patients to visit the office.

This is a great time of year to ensure that your practice’s information is correct on the Think About Your Eyes online locator. New patients looking to make an appointment can search for a doctor near them. More than two million people have visited the website this year alone! So you want to ensure that they find the most updated information about you and your practice.

We also incorporate the holidays into our patient communications. More popular than ever, gift cards were ranked as the number one “wish list” item, so we offer gift certificates for use on products or services. These are especially helpful for the person in your life who never spends time or money on themselves but desperately needs an updated prescription or replacement frames.

End of year is also a good time to

This is a great time of year to ensure that your practice’s information is correct on the Think About Your Eyes online locator. recognize your employees. My office tries to host an office luncheon every few months, but during the holiday season we add a white elephant gift exchange. I’m also mindful of holiday travel needs and try to accommodate time with family as much as possible.

The checklist at this time of year never grows shorter, but it’s our job to ensure we’re set up for success in 2019 for both our employees and our patients. n Mario Contaldi, OD, is a member of the Texas Optometric Association and among the 20,000 doctors listed on the Think About Your Eyes online locator. Think About Your Eyes is a nationwide public awareness initiative promoting the importance of an annual eye exam and overall vision health. First Vision Media Group supports Think About Your Eyes as a media partner.

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LENSES

DESIGNED FOR YOUR DIGITAL LIFE

An everyday solution for modern single vision patients.

Eyezen™+ lenses: • Help defend against digital eye strain* • Reduce exposure to Harmful Blue Light** • Provide sharper vision than traditional single vision lenses

W H A T

80%

P A T I E N T S

S AY :

of prescription single vision eyeglass wearers preferred lenses with Eyezen+ vs. their traditional single vision lenses when using digital devices***

With the Ultimate Offer, your patients can DOUBLE THEIR LENSES FOR FREE when they purchase the Essilor Ultimate Lens Package™ and a second pair of frames!† †Enrollment required. Valid through December 31, 2018. Second pair must be of equal or lesser value and must be a permissible lens combination. Frames not included. Same patient, same day purchases only. Terms and Conditions apply.

*For Eyezen+ designs 1,2, and 3 containing accommodative relief. **Harmful Blue Light is the blue-violet wavelengths between 415-455nm on the light spectrum believed most toxic to retinal cells. Eyezen+ lenses block at least 20% of Harmful Blue Light. ***(2016) Study conducted by independent third party and sponsored by Essilor of America, Inc. (n=40). Based on results from Eyezen+ designs 1, 2, and 3. Wearers preference based on working/playing with smartphones, tablets, and computers. ©2018 Essilor of America, Inc. All rights reserved. Unless indicated otherwise, all registered trademarks and trademarks are the property of Essilor International and/or its subsidiaries in the United States and in other countries. These products may be protected by one or more patents listed at www.essilorusa.com/patents.

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vision care

product news

Insider.

LAUNCHES, PROMOTIONS, MERCHANDISING, EVENTS AND OTHER THINGS TO KEEP YOU IN THE KNOW A (GUIDE) DOG’S PURPOSE Eschenbach Optik of America has partnered with the Fidelco Guide Dog Foundation, a nonprofit organization that provides German Shepherd guide dogs to men and women who are blind or visually impaired. Eschenbach will provide a charitable commitment to sponsor the breeding, raising and training of a guide dog. Customers and end-users will be able to follow the puppy’s journey until placement with the client.

800.487.5389 Eschenbach.com

BUY 1, GIVE 1 WITH L’AMY L’Amy America is once again launching a charity program this holiday season to provide eyewear for those less fortunate. A pair of glasses will be donated to a person in need for every pair of L’Amy-branded frames (Ann Taylor, Canali, Champion, Glamour, Nicole Miller, TLG, L’Amy Paris and C by L’Amy). Since the program’s inception many years ago, L’Amy has donated thousands of frames to deserving charities that service needy patients throughout the world.

Opticians can sign up through their L’Amy sales rep.

ESSILOR MAKES A DIFFERENCE

le.

NoteaLbuxottica

ilor The Ess as closed. The o ti n h ue combina nies will contin a p m a ividu l two co te as ind rent ra e p o to e pa ries of th subsidia ow known as y, n compan uxottica. il s Es orL

203.761.0611 LAmyAmerica.com

Essilor of America is recognizing eyecare professionals who embody the company’s mission of improving lives by improving sight with its #DifferenceMakers campaign.

Launched on Oct. 11, the campaign is visible in industry publications, on social media and at a dedicated microsite. At the microsite, visitors can bring an ECP’s good deeds into focus by nominating them to join Essilor on a mission trip to Southeast Asia in 2019.

214.496.4912 EssilorUSA.com/DifferenceMakers

To stay informed subscribe to the VCPN INSIDER e-newsletter here: d3data.net/vision 12 | VC P N N OV E M B E R 2 018

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vision care

product news

Insider.

SANTINELLI PARTNERS WITH CENTROSTYLE Santinelli International is collaborating with CentroStyle, a leading optical supply company based in Varese, Italy, on the creation of a new division of Santinelli called Sios (Santinelli International Optical Supplies).

Sios will launch its first collection of products with a catalog containing items necessary to fully stock an office or lab—everything from tools and equipment to frame parts and finishing supplies.

LICENSES + AGREEMENTS

800.644.3343 Santinelli.com

Marcolin Group and Timberland renewed their licensing agreement for the design, production and worldwide distribution of Timberland ophthalmic frames through 2023.

IOT GETS A DIGITAL MAKEOVER

Marchon Eyewear has entered into a long-term exclusive agreement with luxury British eyewear brand Cutler and Gross for the distribution of sun and optical eyewear in the U.S. Safilo Group and Banana Republic have renewed a licensing agreement for the brand’s ophthalmic frames and sunglass collections for a third time, effective through Jan. 31, 2025.

L’UniqueOptique has signed an exclusive distribution agreement in the U.S. and Canada with France-based XIT Eyewear. The XIT Collection was just launched at Vision Expo West.

IOT America has redesigned its logo and relaunched its website and social media profiles to help the company share optical knowledge as well as information about its products, services and partnering. The change in brand identity is part of an overall strategy to better communicate its culture, values and approach to the market. The website and social media pages will be a resource for the entire industry and will contain in-depth optical and lens knowledge, research data and peerreviewed, published articles.

A&A Optical has inked a licensing agreement for the design, development and worldwide distribution of RACHEL Rachel Roy eyewear.

The deal includes women’s ophthalmic eyewear and sunglasses and will debut at Vision Expo East in March 2019.

HIRES + PROMOTIONS

877.414.7809 IOTAmerica.com

Mario Viel has been named global commercial director of Blackfin. He will lead the international sales team of distributors and direct agents.

BUTLER DID IT

Kenmark Eyewear has promoted Steve Mount to national sales director, reporting to CEO Mike Cundiff. In this role he will oversee the domestic sales force.

Optical industry pioneer Dean Butler has been awarded the Procter & Gamble McElroy Award for 2019. The award panel described Butler as a visionary leader and noted the pioneering changes he brought to the U.S. retail eyewear market.

Most notably, Butler was the founder of LensCrafters in 1983, followed by Vision Express in Europe in 1998. Currently, he is a director at Eyoto, a manufacturer of ophthalmic measurement solutions.

Eyoto.com/news

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OPTISOURCE ACQUIRES NYE CASE DIVISION OptiSource International has acquired the eyeglass case division of Amityville, NYbased New York Eye. OptiSource currently offers a line of high quality eyeglass cases that can be personalized with practice information. The acquisition of New York Eye eyeglass cases adds over 60 new value-priced cases to OptiSource’s offering. As it has for decades, New York Eye will continue to provide its core frame business line directly to ECPs. 800.678.4768 1-800-OPTISOURCE.com

Dawn Fischer has joined Mondottica USA as a key account manager for the U.S. She will be responsible for managing national and regional chains and all e-commerce initiatives in the U.S. Safilo Group has appointed David Anabitarte as its new commercial leader of Latin America.

He most recently served as vice president, Latin America and the Caribbean at Marchon Eyewear.

VSP Global named Earnie Franklin as chief technology officer and Alec Mahmood as chief financial officer. They will both report to Michael Guyette, VSP’s president and CEO.

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Event Focus.

Highlights

FROM

VISION EXPO WEST

E

yewear designers, opticians, optometrists and a host of other eyecare professionals converged on Vision Expo West in Las Vegas for four days of events, announcements, product introductions and more. Here are some highlights: WINNERS After viewing products displayed at the Product Gallery, attendees selected the following 2018 Vision Choice Award winners—Miraflex, first place; Lunette, second place; and Mó eyewear, third place.

All participating attendees were entered into a $500 American Express gift card drawing held each exhibition day, and the winning attendees were Sharon Spungen, Optica; Myhanh Trieu, True Eyewear; and Jennifer Kannberg Nybo, Group Health Cooperative.

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A RECORD-BREAKING 13,000 ECPS FROM THROUGHOUT THE WORLD ATTENDED VISION EXPO’S 30TH ANNIVERSARY EVENT IN LAS VEGAS.

Best Exhibitor Booth Awards went to Costa for Most Creative Booth Design and to Europa Eyewear/STATE Optical Co. for Best Brand Activation.

NEW AT VEW A dedicated program for opticians and contact lens technicians, OptiCon @ Vision Expo made its debut and included access to educational programs as well as OptiCon Hub, a dedicated show floor booth designed to further networking and business opportunities by including key representatives from the American Board of Opticianry, National Contact Lens Examiners, National Academy of Opticianry, Opticians Association of America and the National Federation of Opticianry Schools.

New exhibit hall neighborhoods known as BLOCK and NEXT featured new

exhibitors and standing room only fashion shows and panel discussions. An extension of the Galleria, BLOCK featured celebrity-influenced and independently designed urban eyewear. NEXT offered a fresh environment for emerging designers.

The GlamourEYES Pop Up Studio featured social media influencer and blogger Arian Fartash, OD, of @GlamOptometrist and GlamOptometrist.com along with a Sephora beauty advisor offering free, five-minute makeovers and beauty tips.

Not so new but surely even more influential were the 70 founding exhibitors celebrated for being with Vision Expo over its last three decades.

The next Vision Expo to take place will be Vision Expo East in New York City, March 21-24, 2019. Vision Expo West returns to Las Vegas, Sept. 18-21, 2019. n

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Event Focus.

TOP: Celebrity fashion designer Christian Siriano talked style as Transitions brand ambassador; Eyewear designers Coco + Breezy DJed. MIDDLE: While in Las Vegas, Essilor used a gaming table to attract attendees; Altair Eyewear celebrated Anne Klein’s 50th anniversary; Formula 1 racing was the theme and the experience at the Ray-Ban section of Luxottica’s booth.

BOTTOM: Enchroma’s Marc Mattison-Shupnick announced the addition of four new lenses for color blind people; Thema introduced customized frames cut using a 5-axis CNC machine; VCPN’s Ed De Gennaro was named Educator of the Year by the National Academy of Opticianry; Costa won the Most Creative Booth Design award.

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Event Focus.

Industry Unites SUPPORT WORLD SIGHT DAY

TO

PHOTO COURTESY OF ONESIGHT

H

eld annually the second Thursday in October, World Sight Day’s impact is evident: 47 projects in 24 countries will receive eyecare as well as funding of optometry schools in some of the most poverty-stricken countries.

Coalition members include Alcon, Bausch + Lomb, Carl Zeiss Vision, CooperVision, Essilor of America, Vision Source, VSP Global and WestGroupe.

Among the initiatives undertaken by World Sight Day participants were: Global vision care nonprofit OneSight sponsored events across 10 countries (Australia, China, Gambia, Italy, New Zealand, South Africa, the U.S., Singapore, Rwanda and Zambia) and provided vision care and glasses to thousands in need. Luxottica employees volunteered at events in their local communities, and retail brands across the U.S., including LensCrafters, PearleVision and Sears Optical, opened their doors for one day to help those in need.

PearleVision also teamed up with tennis great Billie Jean King to launch the #RaiseYourGlasses campaign, inviting people to share a photo of themselves on social media wearing their favorite prescription glasses. For every 10 photos shared through the end of the year, Pearle Vision will fund a new pair of Rx glasses for a child in need.

WestGroupe partnered with the CNIB Foundation for the #WithoutMySight campaign to raise awareness of what life would be like without sight by challenging everyone to complete a daily task or routine blindfolded. Participants recorded a 30-second video, donated to Optometry Giving Sight (OGS), nominated three people and uploaded their video to social media, tagging @WestGroupe and using the hashtag #WithoutMySight.

Think About Your Eyes reached out to consumers through media interviews and targeted Facebook posts and participated in a radio media tour with Justin Bazan, OD, of Park Slope Eye of Brooklyn, NY, to promote the importance of an annual eye exam.

De Rigo REM launched its #SEEINGCLEAR social media campaign to bring attention to the prevention of blindness and vision impairment as well as to engage company employees, customers and business partners to get involved in taking the World Sight Day Challenge. In addition to raising money for every person tagged in its social media comments, De Rigo REM worked on a number of initiatives, including most recently the donation of readers for a recent OGS visit to Tanzania.

Essilor of America’s #DifferenceMakers campaign invited visitors to its microsite EssilorUSA. com/DifferenceMakers to nominate ECPs who

embody the company’s mission of improving lives by improving sight to join Essilor on a mission trip to Southeast Asia in 2019.

ABB OPTICAL GROUP donated a percentage of its DIGITAL EYE LAB Network sales through the month of October to OGS. Since 2011, ABB OPTICAL has donated nearly $250,000 to OGS through its annual World Sight Day Challenge fundraising initiatives, employee donations and other fundraising initiatives year-round.

VSP Global matched donations through employee fundraising activities globally in the month of October and promoted awareness through @VSPVisionCare and @VSPProviders social media pages.

Addressing his “Children’s Vision” mandate, Scott Mundle, OD, of Winnipeg, Manitoba, Canada, president of the World Council of Optometry (WCO), proclaimed his support of Our Children’s Vision Campaign.

This is just a sampling of the many ECPs, eyewear companies and nonprofit organizations that celebrated World Sight Day by giving back on Oct. 11, 2018, as well as every day throughout the year. Zyloware’s blog https://bit.ly/2EbQZ4b breaks down everything you need to know about World Sight Day. @GivingSightOrg #SightChallenge #HelpAChildToSee n

Optometry Giving Sight 888.647.4483 GivingSight.org 16 | VC P N N OV E M B E R 2 018

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Consultative Selling.

listen BUILD AND

RELATIONSHIPS

DOES CONSULTATIVE SELLING IMPROVE OPTICAL RX SALES, PATIENT RETENTION AND POSITIVE PRACTICE REVIEWS?

By Steven M. Sunder

B

est-in-class eyecare practices across the country use a consultative sales process in their optical dispensaries, but what does that really look like?

A sales process is consultative when the stages and actions align with patients’ buying experiences and are defined in terms of the relationships eyecare professionals have with them.

This sales process is not a silver bullet, nor is it set in stone. Instead, it’s composed of dynamic bobs and weaves based on conditions. It should also be flexible, allowing opticians to adapt their best judgment as they “interview” patients following the optometrists’ handoff from the exam room, ultimately resulting in a happy patient when closing Rx sales. A good sales process helps the optical staff consistently sell by giving them a framework to follow.

The consultative selling process is only successful when sales leadership is present with experienced sales/technical opticians who execute with dedication and competence. That’s why consultative sales is a process consisting of two components—the process component and the human component.

Consultative selling diagnoses patients’ needs, focusing on creating value and trust before offering a solution. The first objective 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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is building a relationship. The second is providing the right product recommendations for your patients based on their visual needs and lifestyles.

Gallup reports less than half of customers believe sellers adequately address their problems. This stems from mismatched solutions (the seller) and needs (the customer). Optometrists and opticians need a framework for making the best use of their interactions with patients. The answer is a consultative approach.

Consultative selling is primarily focused on the experience that your patients feel and see during their exams and interactions with you and your staff. It’s about how you provide the value of your eyecare and personalized services. Therefore, consultative selling is a perfect fit for the optometry/opticianry model. It equips you, the eyecare professional, with the opportunity to uncover patient needs faster and position solutions to meet or exceed them.

WHEN AND HOW Consultative selling is an ideal technique for optometry and opticianry as the products/ packages are customized for each patient based on their needs, and offering customized products to patients based on their visual needs and lifestyles add value.

Implementing consultative selling in the

practice is a three-step process: 1. Diagnose/identify patients visual needs/ requirements. (They may not know they have these needs.) Figure out your patients’ most common pain points. This might be the most important part of the process because without this information, you can’t effectively present your solution.

2. Create your questions. A lifestyle questionnaire may be beneficial to you.

3. Present practice and product value to the patient. Some examples: How do your lens packages solve the patient’s lifestyle or hobby needs? Is the buying process simple yet detailed enough to answer the patient’s needs? Do your packages provide a price break/value to the patient?

DEMONSTRATE EXPERTISE The consultative selling process is a combination of the human element and the process itself.

The ability to demonstrate expertise is a crucial element of consultative selling. There are three ways to quickly gain credibility with the patient: 1. Introduce yourself to the patient during the handoff from the optometrist, and explain your experience and why this may be useful to the patient.

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Consultative Selling.

“BANT” PLUS SALES-READY LENSES BUDGET DETERMINE NEXT STEPS

DATA CAPTURE & PROCESSING

Detailed information on the prospect and selling opportunity drives more productive sales results.

TIMEFRAME when handing the patient over to the optician, at which time the optician should acknowledge and mirror the doctor’s recommendations 3. Ask further questions and actively listen to reinforce that you are interested in fully understanding the patient’s needs or problems. This is where the Lifestyle Questionnaire (p19) can be used, or better yet when questions can be presented in general conversation with the patient.

At this point the patient could be considered qualified to move into the next sales step. One of the most established methods of doing this is BANT. To qualify a patient using this method you need to be able to answer “Yes” to the following questions: • Does the patient have the Budget for the product/packages that you are selling?

• Does the patient have the Authority to make a purchase?

• Do the product/packages meet or exceed their visual/lifestyle Needs?

• What is the Timeline? Are they going to make a purchase now or in the future?

LISTEN CAREFULLY The better you are at asking questions or using the Lifestyle Questionnaire, the less you’ll need to say and the more listening you’ll be able to do. This is important for three reasons: 18 | VC P N N OV E M B E R 2 018

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1. You’re building rapport with your patient and making them feel valued.

2. You’re gathering a detailed understanding of their visual, lifestyle and emotional needs.

3. You’re putting yourself into a good position to sell back to the needs.

Listening is something we all try to do well, but active listening is a real skill that must be learned. To become an active listener, you need to be able to interpret what is being said and read between the lines to understand also what is not being said and why. Strive to become an expert at active listening, and you will see how this transforms people’s perception of you when you first meet.

Give personalized recommendations: You’re the expert with personal examples of how you solved similar visual or lifestyle needs.

Lens packages are a great solution as they solve a need at a discounted price, creating value for the patient.

Resolve objections: Objection handling means responding to the buyer in a way that changes their mind or alleviates their concerns.

Don’t be fearful of objections. Welcome and proactively identify them by asking the following questions: “Do you have any concerns around x?” “Are there any obstacles that would stop you from buying?” “How confident do

AUTHORITY

NEED

BANT led qualification explained (Source: Online Marketing Institute) you feel you’ll experience success from [product]? Why?” “You seem a little worried about x. What are your thoughts?”

Find a win-win solution: Ultimately, it’s the patient who makes the decision, but it is based on the expert consultation solutions you’ve provided.

THE BOTTOM LINE Using the consultative selling approach is a great way to combat the fact that in the 21st century many patients use the internet to complete the first 70% of their buying journey. This is because consultative selling allows opticians to demonstrate their eyewear solutions expertise and offer personalized advice and service…things a Google search just can’t do. n Steven Sunder is the president of Sunder Vision Solutions, providing eyecare business consulting since 1998. He has held senior executive positions in eyecare practice management with budgets higher than $10 million, and he is former director and vice president of sales as well as former president of an optometric merger and acquisition company in a tri-state region. Contact him at Steve@SunderVisionSolutions.com or visit SunderVisionSolutions.com.

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Consultative Selling.

LIFESTYLE QUESTIONNAIRE In helping us to ensure that the eyewear you receive will enable

Name __________________________________________________

you to successfully perform all of your daily activities, whether it be

Date Completed __________________________________________

for work or play, we request that you fill out this brief questionnaire.

This information will allow us to better assist you in making the

Age ___________ Sex:

eyewear choices most beneficial to your lifestyle.

1. Do you currently wear eyeglasses?

Occupation _____________________________________________

o Male o Female

o Home repairs

o Street lights

o Yes o No

o Snow sports

o Other _______________________

If Yes, for what purpose?

o Bookkeeping

_______________________________

o Hunting/shooting

5. If you wear contact lenses, do you

o Spectator sports

have? (check all that apply)

o Bowling

o Current pair of prescription eyeglasses

do you encounter on a regular basis?

o Jogging/running

o Current pair of prescription sunglasses

(check all that apply)

o Tennis

2. Which of the following visual demands

6. Do you have metal and/or latex

o Artificial lighting

o Competitive sports

o Natural lighting

o Landscaping/gardening

o Potential eye hazards

o Watching TV

o Board work

o Computer

o Night driving

o Musical instrument

o Reading

o Welding/woodwork

o Close-up work

o Drawing/painting

o Paperwork

o Racquetball

o Computer work

o Exercise

o Other _______________________

day in the sun?

o Other _______________________

o Yes o No

3. Which of the following hobbies or activities do you participate in?

4. Do your eyes seem bothered by glare

allergies?

o Yes o No 7. Are your lenses scratched or damaged from regular use?

o Yes o No 8. Do you spend more than one hour per

9. Are your current eyeglasses

from any of the following situations?

uncomfortable or do they cause

(check all that apply)

o Auto Repair

indentations on your nose?

o Car headlights

o Fishing

o Yes o No

o Haze

o Reading

o Sunshine

o Biking

o Computer monitor

in your new eyewear?

o Golf

o Night driving

_____________________________

o Sewing/arts/crafts

o Traffic lights

_____________________________

o Boating/Water sports

o Fluorescent lights

_____________________________

(check all that apply)

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10. What improvements do you want

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Consultative Selling.

Memorable

CREATING A EYECARE EXPERIENCE

By Maria Sampalis, OD

W

hen you think of memorable experiences you think of positive times filled with joy and laughter. It could be a game-winning shot, a vacation, a childhood memory of your parents or even just enjoying a loved one’s company. You tend to remember the times that you felt something.

Creating a memorable patient experience is no different. The way a patient “feels” about the experience will reflect directly to your bottom line. People will generally either really love something or not, and there is no room for in between or being average in today’s competitive market. Achieving this includes everyone involved throughout the patient’s journey. Yes, think of the patient’s entire experience with you and your practice as a journey. It is not a single appointment or transaction but a journey that can evolve over 20 to 30 years as the patient continues to see

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you and refer others to your office.

Here are some ways to make a memorable patient experience: ACTIVE LISTENING Active listening involves paying attention to patients from the moment they call for an appointment. Train your staff to take notes during this initial touch point. When patients call the office because of negative experiences elsewhere, have the staff ask probing questions to understand what type of experience they are looking for.

This will give you a “blueprint” of their expectations when the patient is in your exam chair. You will be able to address the pain points that guided them to your office.

Provide a personal approach by facing the patient while talking, and be sure to maintain eye contact.

Many times patients will tell you what they want; it is your job as an eyecare professional to recommend the best options and

ACTIVE LISTENING AND DOCTORDRIVEN DISPENSING WILL CONNECT YOU WITH YOUR PATIENTS. help guide them to the best personalized solution. Active listening establishes the patient/doctor relationship and aligns an active approach to the patient’s healthcare. When patients feel like they are a part of the decision-making process it will create a memorable experience that will make your office stand out from the rest.

DOCTOR-DRIVEN DISPENSING Whether you own your office or are an employee, doctor-driven dispensing is a way to not only create a memorable experience in the optical but also a way to create patient loyalty by educating patients about products.

The clinical findings from the examination should be aligned with the eyewear lens options that you recommend and the specific artificial tears that you prescribe to that patient, for example.

This goes back to active listening. You are the authoritative voice and experienced professional of that office, so “customize” your 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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Consultative Selling. presentation and educate patients about why you are recommending a product and how it is different from what is available from online retailers.

Maintain eye contact when discussing personalized eyecare. Doctor-driven dispensing is an art that is frequently ignored by many ODs. Asking different questions will create a “wow” experience for the patient: “They never asked me those questions before. Maybe I wasn’t getting the right exam or eyewear that I should have in the past.”

STORYTELLING Storytelling can be influential because it touches emotions, which creates memorable moments. It makes the patient interaction a human experience. Storytelling can be formulated from active listening to understanding what the patient likes to talk about and transitioning it to an assessment/plan strategy for that patient encounter. Storytelling by itself can be a powerful way to be memorable. Be yourself. Being authentic will connect with people. Letting them know that your family member has the same issues with progressive lenses and what specific product you prescribed creates more value for your office than competing on price.

MARKETING A MEMORABLE EXPERIENCE Competing with online retailers can be as simple as expanding on what we do, alleviating the problem of impaired vision.

The key phrase is “The whole story begins with you” when the patient is involved in something for a bigger purpose. Whether it is a local charity event or mission trip, your office can participate. Use your email database and social media platforms to educate your patients about your involvement in the community and how they can be involved by donating old glasses or how you can do a promotion for free eye exams for those in need through your office.

FOLLOW UP The patient experience is not over at the end of the exam. Making a follow-up call to a patient can make a lasting impression, whether it is a follow-up on corneal abrasion or a V I S I O N C A R E P RO D U C T N E WS . C O M

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When patients feel like they are a part of the decision-making process it will create a memorable experience that will make your office stand out from the rest.

call to see how their contacts are performing. This discussion has more impact than you think in making your business successful and developing the critical doctor/patient relationship.

Following up after one week, one month or six months will create a memorable experience. Simply set reminders in your EMR system to have your staff follow up on progressive adaptation or simple satisfaction with services or products. Let your patients know that you remember specific personal information, which you can document in their chart. Job information and children’s names can be a starting point

for their next exam. Your EMR system can be a great way to reactivate patients by sending birthday texts/emails with special promotions.

UNIQUE STYLE Your unique style makes you memorable.

Humor is a great way to achieve this. Don’t be afraid to use it as a different approach to patient care because humor will make you likeable and approachable to new patients.

You want patients to feel comfortable, and being funny is one way to do it. Also, everyone likes getting compliments so use them to make people feel comfortable enough to ask questions and to further enhance the doctor/ patient experience.

Your personality, humor, empathy and attention to detail are your signature to the world. They speak volumes; use them to create a memorable experience that no one can mimic because “you” are unique . . . and your patients will see that as well. n Maria Sampalis, OD, of Sampalis Eyecare in Cranston, RI, is founder of Corporate Optometry on Facebook, CorporateOptometryCareers.com and the Corporate OD blog. She offers strategic planning services through Corporate Optometry Consulting.

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Consultative Selling.

PERSONAL TRAINING FOR

Every Patient CONSULTATIVE SELLING IS NEEDS-FOCUSED, MUCH LIKE PERSONAL TRAINING, WHICH SHOULD TRANSLATE DIRECTLY INTO WHAT WE DO AS EYECARE PROFESSIONALS.

By Evan Kestenbaum

I

recently joined a gym. I overheard a patient at our practice talking about a new personal training gym, and before I knew it, I had signed up for a week-long trial period. The gym isn’t fancy, but the one-onone personal training I receive has yielded results. My trainer is there to tell me to slow down in my reps, pushes me harder than I would push on my own and has helped me change my personal eating habits. As a result, I signed up for full membership.

Until my patient came in, I didn’t even know personal training gyms were an option. Fast forward to walking through the door, and now they have a life-long member.

Personal training is in and of itself needs-focused, which should translate directly into what we do as eyecare professionals through consultative selling.

SELLING BY CONSULTING Consultative selling isn’t complicated. It can start as simply as asking, “What do you do for a living?” The key is dialogue,

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which should begin the moment a patient sets foot through the front door of your practice. If an optician or salesperson talks at a patient rather than to a patient and seeks to sell expensive add-ons regardless of what the patient needs, their priorities may be slightly misguided and they may come off as “pushy.”

Though the patient walks out with all the bells and whistles, they may feel as though they’ve been taken for a ride. This would be the equivalent of prescribing a bodybuilding regimen to someone who was just looking to lose a little weight. If the approach is adjusted to instead focus on what the patient needs, the patient will still walk out the door, maybe without all the bells and whistles, but they will be likely to return feeling confident that someone took the time to inquire and educate rather than simply sell.

At Optix Family Eyecare, the dialogue is crafted through careful observation and role playing. We use metrics to identify areas of improvement for everyone and tailor our role-playing scenarios based on the individual. Do you know who is continuously hitting it out of the park with their lens

sales? Do you know who needs a little help with their pitch for AR coating or blue light lenses? If you do, what are you doing with that information? What steps are you taking to train your staff to ask the right questions and educate accordingly?

CARING DIALOGUE IS KEY There’s a difference between telling patients they should get lenses that protect their eyes from blue light and explaining to them what blue light is, where they encounter it on a daily basis and what the effects of long-term exposure are. Without overwhelming the patient, a simple way to begin this dialogue would be to ask what their daily routine consists of, how many hours a day they spend on the computer or cellphone and what their work environment is like. Just like my personal trainer, who asked me about my daily diet and exercise routines so that he could help me adjust both of those aspects to achieve a personal goal, finding out about your patients will build a relationship based on trust.

If the patient feels cared about, they’re likely to listen to what you have to say and value 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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Consultative Selling.

If the patient feels cared about, they’re likely to listen to what you have to say and value your opinions and recommendations.

FOLLOW THESE FIVE EASY STEPS FOR CONSULTATIVE SELLING 1. START A CONVERSATION Ask questions. It can be as simple as asking “What do you do for a living?” If this is on a patientintake form, you might consider simply asking about their work environment and daily routine.

your opinions and recommendations. When (not if) the patient returns the following year, they’ll be likely to tell you how their lenses worked out for them, which opens the door for further dialogue about new technology, innovations and further education.

ANYWHERE/EVERYWHERE Consultative selling isn’t something that needs to stop just because your office hours have ended. It isn’t limited to the four walls of your practice. Last time I flew to Florida, the young woman sitting on the plane next to me was reading on her iPad. Before the safety briefing had ended, I not only knew what she was reading, but I also had her looking up an article about blue light after showing her my own glasses and telling her how they help me in my day-to-day life.

Similarly, a few weeks ago I set up shop in a diner to get some work done when I noticed the waitress putting drops in her eyes.

After a cursory conversation about dry eye she began to understand that there may be a way to treat this chronic inconvenience. As 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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the conversation continued and she learned that we have a Dry Eye Clinic at Optix Family Eyecar she was in to see a specialist the very next week.

When the opportunity to educate someone presents itself, the goal is not necessarily to sell something. After all, what do I have to sell from an airplane seat or over a diner cup of coffee? The goal is to get them thinking “where can I get that?” or “I didn’t know that was treatable” or “I wonder if my doctor has that.” If they choose to make an appointment for themselves, their spouse, their children or their grandchildren, even better. Now they’re in your practice, and you have clinics, specialists and products readily available, but they’d never have come in if it weren’t for consultative selling. n Evan Kestenbaum, MBA, is chief operating officer of GPN Technologies, providers of EDGEPro eyecare industry analysis software and co-owner and business manager of Optix Family Eyecare in Plainview, NY.

2. ACTUALLY LISTEN Sometimes our job can be so routine that we tune out and just go through the motions. Listen to what your patient is saying. This will help to build a trusting relationship.

3. USE THEIR ANSWERS TO HELP THEM GET WHAT THEY REALLY NEED If your patient tells you they spend five to seven hours on a computer every single day, explain what is available to reduce the strain on their eyes.

4. EDUCATE Explain the effect their current environment may be having on their eyes.

5. CONTINUE THE CONVERSATION Let the patient know you’re there if they have any questions. They should feel free to call or come in any time. Remind them that technology is always changing and for every problem there is usually a solution. Don’t forget, you’re the eyecare expert. If other patients hear what you are saying, it might lead to new conversations and more satisfied customers who will walk out with what they really need.

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New.

VISIONWEB’S UPRISE EHR NOW INTEGRATES WITH GLIMPSE REV360 LAUNCHES REVALLIANCE Rev360, developer of RevolutionEHR, launched RevAlliance, a technology alliance group that offers customers an accurate and fast method of ordering products through RevolutionEHR. RevAlliance directly connects users with product suppliers using Rev360’s Smartflow for Sight proprietary orderprocessing technology infrastructure.

Cloud-based practice management and EHR system Uprise now integrates with Glimpse, a healthcare analytics provider, to provide performance dashboards for ECPs. Glimpse measures and tracks performance, identifies opportunities for growth, forecasts trends and compares results against peers. Glimpse software securely integrates with Uprise EHR to offer live benchmarking, employee productivity tracking and more.

866.630.2036 GlimpseLive.com StartYourUprise.com

877.738.3471 Rev-360.com/RevAlliance

REDUCE MISSED APPOINTMENTS WITH SOLUTIONREACH’S FREE EBOOK Solutionreach’s free eBook “11 Things Successful Practices Can Teach You About Missed Appointments” spills the secrets successful practices use to identify and prevent triggers that lead to no-shows, avoid and fill last-minute cancellations, communicate effectively with patients, collect more reliable appointment confirmations and increase patient accountability. The eBook is available to download at Solutionreach.com/eBook/ ReducingNoShows-FirstVision.

866.605.6867 SolutionReach.com

EYECROXX DISPLAY FROM WINDSOR EYES Windsor Eyes now has a counter display available to help ECPs explain the features and benefits of its Eyecroxx multi-clip eyewear. Each Eyecroxx frame comes with three magnetic clips: one polarized sun lens, one anti-glare driving lens and one blue light-blocking clear lens that attach to the frame with hidden magnets. The display holds three frames and each of the three clips.

856.662.6006 WindsorEyes.com

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Know who’s in your corner The leadership supporters of Think About Your Eyes have your back.

Do you have theirs?

Think About Your Eyes grew the eyecare industry by more than $750 million in one year thanks to our leadership supporters. But thanking them isn’t enough. Support the brands and companies that are supporting your industry and show them just how far their investment can go!

Visit thinkaboutyoureyes.com/supporters to learn more about the companies investing in you.

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CHARACTER

development

CLASSIC FILM ARCHETYPES LEAP OFF THE SILVER SCREEN AND COME TO LIFE ON YOUR FRAME BOARDS WITH IC! BERLIN’S THE CINEMATIK COLLECTION.

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360º.

Each frame has character and personality, bringing a bold use of color and expression.

FEMME FATAL SUPER HERO

SUPER VILLIAN

SIDEKICK

DRAMA QUEEN

odeled after the stock characters found in film classics, ic! berlin’s The Cinematik Collection features frame styles named for the superhero, the lone wolf, the ingénue, the guardian angel, the sidekick, the everyman, the femme fatale, the rebel, the

antihero, the dreamer, the drama queen and the supervillain.

Head designer Harry Skinner said, ‘’The Cinematik Collection is influenced by movies and their archetypes. Each frame has character and personality, bringing a bold use of color and expression. The collection offers a wide range of styles suiting all the ic! berlin

lovers in their own unique way. Each design follows a different script, but all share the same theme of strong identity. The wearer can embrace this.’’

Of all the characters who walk through your optical, each one is bound to see themselves in at least one of these archetypes (and frames) . . . if not many of them. n

ic! berlin America 866.634.8990 ic-berlin.de America@ic-berlin.de 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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Frame Materials.

SAFILO OPTYL

Material

WORLD

TO ACHIEVE OPTIMAL EYEWEAR PERFORMANCE, YOUR FRAME MATERIAL CHOICE CAN BE JUST AS IMPORTANT AS THE LENS MATERIAL YOU SELECT.

By John Sailer

W

ith so many generic and proprietary frame materials available, it can be difficult to keep up with what’s out there and the features and benefits of each. A little background can go a long way in understanding and working with frame materials, so consider the following wide selection of both generic frame materials as well as special frame materials offered by specific frame companies, some of which are proprietary and some of which are available from a number of companies but branded differently by each manufacturer.

As you can see from this special section on frame materials, eyewear frames are made primarily of metals and/or plastics, but there are a wide variety of materials within each category.

METALS Titanium and beta titanium are handled similarly. Strong, light and corrosion resistant, titanium is recommended for patients who may have allergic reactions to other metals. Because it

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is more difficult to bend than other metals, it is always best to edge the lenses to fit the frame precisely. Memory metals combine titanium and nickel into a metal that returns to its original shape. While they cannot be adjusted, these frames feature adjustable endpieces, eyewires, temple tips and nosepad arms. A little easier to work with, beryllium offers the corrosion resistance of titanium. Stainless steel is also durable but tends to be a bit heavier.

PLASTICS Most plastic frames are cellulose acetate, often called zyl.

Lightweight, adjustable and inexpensive, zyl comes in many grades, and better quality zyl frames are made with durable, flexible Mazzucchelli acetate, which holds its color longer.

Proprianate is a nylon-based plastic that is lightweight, hypoallergenic and often used in sports frames. Nylon is lightweight and flexible but difficult to adjust or insert lenses into, so it is often used as a blended material in frames.

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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Frame Materials.

NEW MATERIALS IN COLE HAAN GRAND.ØS COLLECTION FROM ALTAIR

T

he Grand.ØS Collection from Cole Haan features new materials and technologies that enhance fit, flexibility and comfort in sun and optical collections for men and women. Special temple materials result in comfort and durability. Hollowed out and slimmed down new temple treatments feature ultrathin stainless steel and featherweight rubber materials. Full Ti-Flex temples support agility, comfort and natural movement, while premium materials are designed to withstand everyday wear. Soft silicone and rubber materials provide padding at pressure points behind the ear.

Altair Eyewear 800.505.5557 AltairEyewear.com

OPTYL FROM SAFILO FITS THE FACE AND RETURNS TO ITS ORIGINAL SHAPE

A

n epoxy resin that has been available for decades, Safilo’s proprietary Optyl is strong, lightweight, flexible and comfortable with shape memory. Optyl can be heated to fit the anatomy of a face, and the new form is maintained when it cools. When heated to the “memory” temperature again, it returns to its original shape. It features hypoallergenic properties and is resistant to perspiration and cosmetics, making it appropriate for even the most sensitive skin.

Safilo USA 800.631.1188 Safilo.com Info@Safilo.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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Frame Materials.

TIMBERLAND FROM MARCOLIN EARNS THE EARTHKEEPERS MARK WITH BIO-BASED FRAMES

I

nstead of using petroleum-based materials, Timberland products earning the Earthkeepers mark are constructed of bio-based injected frames. The bio-based material comes from the seed of a castor plant, a durable, fastgrowing perennial that can withstand droughts and harsh conditions. The castor plant’s seed pods are harvested, and castor oil is extracted to produce a natural substance known as bio-based plastic. Durable and lightweight, these frames can endure harsh conditions to maintain their comfortable shape Marcolin 800.345.8482 Marcolin.com InfoUSA@Marcolin.com

HYPOALLERGENIC SPX FROM SILHOUETTE OFFERS UNLIMITED SHAPE AND DESIGN POSSIBILITIES

S

PX, a high-tech polymer only produced by Silhouette, is known for its flexibility and stability.

Considered hypoallergenic, it doesn’t react with body chemicals or cosmetics. It is also UV resistant.

Manufactured by Silhouette Optical and used in an injection-molding process, SPX offers many surface finish and color options that are not only extremely durable but also comfortable. Most recently, Silhouette’s new Essence Collection combines SPX with titanium to create light yet resilient frames.

Silhouette International 800.223.0180 Silhouette.com

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Frame Materials.

LOOK OCCHIALI’S ALUMIX AND NIL MATERIALS ARE LIGHT, STRONG AND HYPOALLERGENIC

L

ightweight, strong, hypoallergenic and recyclable, Alumix is an aluminum and magnesium alloy transformed into textured surfaces with tactile sensations. The industrially worked metal was developed at Look the Concept Factory Research Centre. Also developed here, Nil is similarly lightweight, strong and hypoallergenic. The flexible polymer features a memory shape and resistance to environmental conditions and chemical agents. Unique colorations are achieved with translucent surfaces, satin textures and opalescent colors.

Look Occhiali 855.302.1792 509.251.5192 LookOcchiali.it Doug.Hinton@LookOcchiali.it

FLEXON FROM MARCHON ALWAYS RETURNS TO ITS ORIGINAL SHAPE

F

lexon frames are designed to be flexed, bent or twisted and return to their original shape, making them extremely durable. While new additions to the collection are created to emphasize durability and function, all Flexon Eyewear frames are lightweight, designed for comfort and suitable for progressive lenses.

Some designs combine Flexon with stainless steel and feature adjustable nosepads and rubberized temple tips for a customized comfortable fit.

Marchon Eyewear 800.645.1300 Marchon.com CS@Marchon.com

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Frame Materials.

SDN-6 HYPOALLERGENIC MEMORY PLASTIC IN CLEARVISION’S ASPIRE

T

hin and light, Aspire Eyewear has evolved since its introduction in 2015 by ClearVision. The latest iteration, Aspire 4.0 is crafted in innovative SDN-6 hypoallergenic memory plastic that offers a ‘barelythere’ feel and fit. The proprietary SDN-6 material offers shape memory and heat resistance, and it will not fade from UV exposure. Using a proprietary manufacturing process allows for a comfortable built-up saddle bridge that removes the need for adjustable metal pad arms with nosepads, creating frames that fit like typical acetate frames.TR-90 and stainless steel temple materials enhance the frames’ look and ultra lightweight feel. An Aspire frame is almost 50% lighter and almost 50% thinner than a typical acetate frame and uses screwless hinge technology for a streamlined, easy-to-use endpiece attachment system.

ClearVision Optical Co. 800.645.3733 CVOptical.com CService@CVOptical.com

COSTA’S UNTANGLED COLLECTION RECYCLES DISCARDED PLASTIC FISHING NETS

I

n keeping with Costa’s commitment to protecting the world’s oceans and waterways, the Untangled Collection is made by recycling discarded plastic fishing nets. By joining forces with Bureo, which works with fishing communities to turn discarded fishing nets into all kinds of products, the company transforms nylon pellets recycled from fishing nets into Costa sunglasses. Not only is Costa’s Untangled Collection made of recycled materials, but it is also recyclable. Customers will be able to return their sunglasses via PLUSFoam (which provided recyclable rubber for the nosepads and temple tips of the collection) to be recycled at the end of the product’s life.

Costa 800.447.3700 B2B.CostaDelMar.com B2BSales@CostaDelMar.com

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Frame Materials.

MAUI JIM HALEIWA’S MAUIFLEX REMEMBERS FIT AND RETAINS ITS SHAPE

T

his frame’s comfort is the result of Mau Jim’s MauiFlex material, a flexible material that remembers fit and retains its shape longer than traditional metals. Lightweight yet durable, the Haleiwa design features a double bridge and a traditional hinge combined with adjustable, non-slip silicone nosepads. MyMaui customization is available by combining style with available frame and lens colors.

Maui Jim, Inc. 888.666.5905 MauiJim.com

TURA’S GX810 COLOR SHIFT JUNIORS GWEN STEFANI FRAMES CHANGE COLOR IN UV LIGHT

PLANT-BASED Z-RESIN FROM ZEAL OPTICS REDUCES THE MANUFACTURING CARBON FOOTPRINT

G

x Juniors Color Shift frames by Gwen Stefani are available from Tura, and the GX810 features an acetate coated with a UV colorchanging finish that provides a color-changing effect seconds after the frame is out in the sun. Color changes include lavender to purple, green to teal and coral to burgundy.

Z

eal Optics frames (and Ellume polarized lenses) are made from Z-Resin, a plant-based material derived from the castor plant, a fastgrowing perennial that is easy to plant, withstands drought and thrives on marginal lands. Using this material rather than petroleum-based products reduces the amount of carbon dioxide produced during manufacturing while also contributing to a lighter finished weight.

Zeal Optics 888.454.9325

ZealOptics.com Info@ZealOptics.com

Tura, Inc. 800.242.8872 Tura.com Orders@Tura.com

INSPECS NATURA ENVIRONMENTALLY FRIENDLY BIO-ACETATE DECOMPOSES QUICKLY

M

ade from cotton fiber and tree pulp, Natura is a new, environmentally friendly bio-acetate material with accelerated biodegradable properties. Its ability to return to its organic state more quickly reduces waste, both on land and in the water. Natura eyewear meets the ISO 14855 standard (biodegradability of plastics).

Inspecs USA 844.771.7710 InspecsUSA.com Sales@InspecsUSA.com

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NICKEL-FREE MEMORY METAL IN EASYTWIST TRILASTON FROM ASPEX

E

asyTwist frames from Aspex Eyewear are made with an aluminumcopper-beryllium alloy with flexibility and memory properties. Totally nickel free, Trilaston is hypoallergenic, and its improved mono-crystalline structure allows for greater freedom in design and construction while giving it resistance to shock, corrosion and temperature variations. Temple tips adjust for comfort and fit. Its flexibility, comfort and durability are enhanced when combined with Turboflex 360 hinges.

Aspex Eyewear 800.277.3979 AspexEyewear.com

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Frame Materials.

PREMIUM MATERIALS AT-A-GLANCE MATERIAL

DESCRIPTION

carbon fiber

A semi-metal that can be created into eyewear. The colors are rich and deep.

exotic wood

The natural grain of some wood is often unique in depth and design. Rich colors are what nature intended.

handmade acetate

Offers the ability to make carved-out designs and patterns. Colors are endless.

memory metal

Mixed metals that are stamped out for thinner and sleek designs. Colors are plentiful and can be matte or shiny.

memory plastic

Mixed plastics that offer an infinite amount of faux-textured patterns. The shiny and glossy colors are magnificently translucent.

natural hide

Textures stand out, allowing for raised patterns. Colors are pure, dark and organic.

natural horn

Animal horn offers one-of-a-kind patterns. Horn materials are warm in color.

pure titanium

100% titanium can be crafted into many designs and patterns. Shiny and matte colors can be applied by an anodized process that allows for permanent rich colors.

FEATURES AND BENEFITS OF PLASTIC FRAME MATERIALS MATERIAL

FEATURES

BENEFITS

DISPENSING TIPS

carbon graphite

nylon with carbon fibers

durable, strong, thinner designs

heat small areas at a time

cellulose propionate

injection-molded plastic

comfortable, thin, good colors

use little or no heat

Grilamid

injection-molded plastic

comfortable, durable, strong, light, flexible

use little or no heat

Kevlar

synthetic fiber

durable, strong, lightweight

not much adjustability

nylon

synthetic, thermoplastic polymer

impact resistant, comfortable, durable, light

use hot water to adjust

Optyl

epoxy resin

comfortable, hypoallergenic, strong, light

high heat, hold until cool

polyamide

nylon and plastic

comfortable, hypoallergenic thermoplastic

use little or no heat

polycarbonate

thermoplastic

virtually unbreakable

little or no adjustments possible

zyl

cellulose and plastic

affordable, easy to work with

moderate heat

FEATURES AND BENEFITS OF METAL FRAME MATERIALS MATERIAL

FEATURES

BENEFITS

DISPENSING TIPS

aluminum

most abundant in the earth’s crust

light, durable, nice finishes

adjust carefully, can mar or kink

beryllium

NASA-developed metal

durable, comfortable, strong, light

use pliers to adjust

beta titanium

titanium with vanadium and aluminum

more adjustable

designed to be easily adjusted with pliers

bronze

metal alloy (mostly bronze)

corrosion resistant, light

easy to adjust with pliers

cobalt

metal alloy

strong, light

strong metal, difficult to adjust; try one or two pliers when adjusting

gold

precious metal

durable, corrosion resistant

use pliers for adjustments; use care, soft metal can mar

magnesium

metal alloy (mostly magnesium)

light, durable

ask supplier for tips to adjust this metal

memory metals

titanium alloy

strong, light, returns to shape when bent

use pliers; carefully use heat on small areas

monel

metal alloy (mostly nickel)

affordable, strong, thin

easy to adjust, use pliers

nickel silver

metal alloy (mostly copper)

affordable, good colors

easy to adjust, use pliers

palladium

premium metal, usually an alloy additive in high-end frames

light, strong, corrosion resistant

ask supplier how to adjust this semiprecious metal

stainless steel

mostly iron

strong, thin

very difficult to adjust, use pliers

titanium

100% titanium

strong, light, hypoallergenic

difficult to adjust, use pliers with care

wood

natural material

luxurious

use pliers on metal parts

zinc

alloy metal, anti-corrosive, lightweight, malleable

strong, comfortable

use pliers to adjust

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Event Focus.

GOING TO California AFTER SIX EDITIONS IN ITALY, THE DATE EYEWEAR EXHIBITION DEDICATED TO EXPERIMENTATION, INNOVATION AND LUXURY IS HEADED TO SANTA MONICA IN MAY OF 2019.

VAVA

BLACKFIN BF841 EASTPORT

D

uring its sixth edition held at the end of September in Florence, DaTE announced that the go-to event for cutting-edge eyewear is coming to the U.S. next year. The Italian avante-garde eyewear event, held Sept. 2224, featured a select group of international companies showcasing their unique collections. About 3,000 industry professionals reviewed more than 200 select brands.

Countries represented included the U.S., Japan, Austria, Denmark, the U.K., Spain, France and Italy.

New exhibit areas “Timeless,” for timeless shapes, and “Spring,” for innovative 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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BLACKFIN BF842 LAGUNA BEACH

ULTRA LIMITED ASSISI

ULTRA LIMITED LA SPEZIA SOLE

businesses making their debut at DaTE, joined existing exhibit areas “Luxury,” for exclusive brands, “Millennials,” dedicated to younger brands following street-style trends, “Icons,” for well-known avant-garde designers, and “Balcony,” for companies in line with the DaTE philosophy of passion and creativity flowing from the artistic culture of Florence.

Trends seen at DaTE included retro shapes inspired by the 1950s, 24-karat gold jewelry/eyewear, Hollywood-inspired styles and artisan-crafted products designed to play up the expressive qualities of the eyes.

According to show sponsors, DaTE’s

“drawing power is based on a few, essential elements: an elite group of select companies, a target audience of high-profile industry professionals, a minimalist but striking staging platform designed to promote business and spotlight the collections and the people who created them.”

Next year, DaTE USA (DaTEyewear. com) will be held in Santa Monica, CA, in May. This surprise announcement was made to the exhibitors in Florence and was inspired by a partnership with Fiera Milano and ITA (Italian Trade Agency) that plans to export DaTE’s winning format overseas, targeting an affluent market and open to new ideas. n N OV E M B E R 2 018 VC P N | 35

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Event Focus.

silmo PARIS

T

he numbers add up to another successful Silmo after the International Optical Fair held annually in Paris wrapped up its 52nd edition at the end of September. Over the course of four days, more than 37,000 professional visitors (56% international) viewed 965 exhibitors, 230 of which were companies exhibiting for the first time— “The event is a truly multifaceted instrument designed for all the facets of the sector,” said Eric Lenoir, Silmo director. “We are living up to our slogan, ‘so much more than just a fair.’”

Amélie Morel, chairwoman of Silmo Paris, added, “It is marvelous to see all the creativity and energy in the aisles of the trade fair.”

NEW THIS YEAR SILMO NEXT predicted future trends with THE SELECTION of Trendy Products. The style and design forecast for 2019 also appears in the publication at the fair website, SilmoParis.com.

Further predictions of what’s next in eyewear came from the

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THE GLOBAL EYEWEAR COMMUNITY CONVERGED ON PARIS FOR THE 52ND EDITION OF THE INTERNATIONAL OPTICAL FAIR. FUTUROLOGY forum, which presented products, services and technologies of tomorrow, highlighting four categories—sports, health and well-being, entertainment and 3D printing.

The International Opticians Association (IOA) joined with SILMO Paris for the first time this year and honored Canadian optician Robert Grimard with an award presented by Fiona Anderson, IOA president, and Elaine Grisdale, IOA director of development.

Also, The INTERACT via SILMO M@TCH app enabled attendees to schedule meetings and network to discover new products and build business opportunities. SILMO ACADEMY provided training programs for attendees to keep pace with the latest scientific developments in the field of vision.

In addition to SILMO Paris, show organizers have also launched an international network of fairs—SILMO Istanbul, SILMO Bangkok and SILMO Sydney.

The next SILMO Paris will be held Sept. 27-30, 2019.

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Event Focus.

THE SILMO D’OR The much anticipated winners of this year’s coveted SILMO d’OR winged statuettes, were: MYKITA

• Marni (Marchon) for “ME 2623” in the Fashion Optical Frames category • Salvatore Ferragamo (Marchon) for “SF184S Fiore” in the Fashion Sunglasses Frames category

MOREL NOMAD 44014N

• Mora Busoli for “Venti” in the Designer Optical Frames category

KOMONO CANYON

IC!BERLIN SILK FOEHN

• Impressio for “609 Vortex” in the Designer Sunglasses Frames category • Thierry Lasry for “Shorty” in the First Class Prize category • Nathalie Blanc for “Suzanne” in the Panel’s Special Award category • L’Amy for “McLaren Ultimate vision” in the Technological Innovation category • Urban for “Eyelet Active” in the Children’s category • BBGR Optique for “Bluv Xpert” in the Vision category

MARNI EYEWEAR ME2603 KAOS KK435

• ex-aequo Zeiss Group for “UV Protect” in the Vision category • Essilor for “Vision R-800” in the Material/ Equipment category

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Insight.

GOGGLES TO

weather

THE SLOPES TINTS THAT DARKEN OR LIGHTEN AT THE PRESS OF A BUTTON, QUICK-CHANGE LENSES AND CYLINDRICAL SHAPES THAT EXPAND THE FIELD OF VIEW ARE JUST SOME EYEWEAR TECHNOLOGIES AVAILABLE TO SNOW ENTHUSIASTS.

OAKLEY / PRIZM REACT • with the touch of a button, Prizm React lenses let wearers adjust lens tints to adapt to conditions • three Prizm lenses (dark, medium or light) control the amount of light that reaches wearers’ eyes

to a different lens • built-in, waterproof USB port and micro USB charging cable offer quick and easy charging • Fall Line XL goggle’s rimless design offers a larger field of view

• frame vibrates to indicate transition Oakley, Inc. 800.733.6255 Oakley.com CustomerCare@Oakley.com

SPY / ACE EC •b attery-powered ONE Lens electrochromic technology lets wearers rapidly change lens to one of three distinct tints with the press of a button • removable, lightweight, rechargeable, lithium-ion battery pack sends an electronic pulse through an invisible filament sandwiched between the dual lens to instantly change its tint • charges via standard micro-USB cable and can be charged from laptops, portable battery packs and car chargers

• existing Ace goggle features include SPY’s proprietary Scoop and RISE ventilation systems • Quick Draw lens-change system incorporates sliding levers to release and reload the lens • anti-fog, anti-scratch, 100% UV protection • triple-layer Isotron face foam features moisture-wicking Dri-Force fleece for all-day comfort

SPY 800.779.3937 SpyOptic.com Info@SpyOptic.com

BOLLÉ / NEVADA • cylindrical frameless goggle available in numerous trendy shapes

protection and is lightweight with chemical and high-impact resistance

• Phantom light-adaptive lens technology developed in partnership with Essilor Sun Solution

• available Flow Tech venting, antifog, anti-scratch, double layer face foam, siliconed strap

• LTS (Low Temperature Sensitive) technology ensures optimum photochromic performance even in low temperatures

• Phantom+ option offers a winteradapted semi-polarized (50%) film to enhance contrast and reduce distracting glare

• NXT lens material offers 100% UV Bollé 800.222.6553 Bolle.com

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EWWest.CS@VistaOutdoor.com

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Insight.

VONZIPPER / CAPSULE • anti-fog, cylindrical, dual lens offers wide peripheral field of vision in a semi-rimless frame design • equipped with 4Play quick-change lens system

molded frame takes the forces of gravity and drag into consideration • triple density face foam offers moisture-wicking comfort •100% UV protection

• thermo-polyurethane injectionVonZipper 888.511.1189 VonZipper.com Marketing@VonZipper.com

ZEAL OPTICS / HATCHET • evolution of Zeal Optics’ patentpending Rail Lock System and first-ever cylindrical goggle •o ptically tapered cylindrical lens technology expands the field of vision

• available in Optimum, Optimum Polarized and Optimum Polarized Automatic Plus lens collections, and every pair packs a bonus Optimum Sky Blue Mirror lens for night riding

• sleek new frame enables wearers to guide, slide and lock lens in place vertically Zeal Optics 888.454.9325 ZealOptics.com Info@ZealOptics.com

SMITH / I/O MAG • proprietary MAG lens-change system, completely rimless design features eight magnetic contact points with 16 strong and weatherproof N52 magnets that self-guide the lens into the anchored position.

• two locking mechanicalengagement points resist forces and rotation during movement to ensure the lens remains securely in position • simple push of one lever at either side of the outriggers releases the lens for quick and easy swapping to adapt to changing light conditions

• exclusively incorporates Smith’s proprietary ChromaPop snow lenses, now available in 11 lens tints • e ach pair ships with a ChromaPop Sun or mirrored lens for bright light conditions and a ChromaPop Storm Rose Flash lens for low light or night riding • dual-lens design features a patented Porex filter to prevent optical distortion during elevation changes, and inner lens includes 5X anti-fog technology for optimal vision • AirEvac reduces fogging

Smith 888.206.2995 SmithOptics.com Info@SmithOptics.com

MARCHON / DRAGON ALLIANCE • Dragon PXV with Panotech lens shape and frameless goggle design offers an unrestricted 220° field of view • Lumalens Color Optimized lenses increase clarity, color recognition and depth perception while reducing eye fatigue • anti-fog and hardcoated lenses protect against scratching

• polarized replacement lenses also available • Dragon’s new Lumalens photochromic lenses offer two base tints, amber and yellow, and additional clear and light rose Lumalens photochromic base tints are available as replacement lenses

DragonAlliance by Marchon Eyewear 888.DRAGON.8 DragonAlliance.com Info@DragonAlliance.com

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Product Focus.

THE

anti

-CLIP

CONVERT AN OPHTHALMIC FRAME INTO A SUNGLASS WITH AN INVISIBLE TECHNOLOGY THAT USES NEITHER CLIPS NOR MAGNETS.

I

n just seconds, using a proprietary technique that mysteriously adheres a precisely sized front to an eyeglass frame, Interface transforms ophthalmics into sunglasses. There are no clips or magnets, just an undisclosed technology that automatically connects the two pieces.

The new eyewear collection from Alternative & Plan “B” Eyewear features nine styles constructed of high-grade stainless steel. The new collection’s ophthalmic frames emphasize clean lines and modern design and convert to sunglasses with a tight fit, no reflections and no ghosting.

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Photo Clinic.

EXCLUSIVE frame technologies WITH PATENTS ON AN ANCHORING SYSTEM AND TWO PROPRIETARY MATERIALS, LOOK OCCHIALI OFFERS FRAMES THAT ARE ALL ITS OWN; THIS PICTORIAL GUIDE SHOWS WHAT “THE CONCEPT FACTORY” HAS TO OFFER.

2

ALUMIX: Aluminum and magnesium are combined in this alloy to create a flexible frame material that is light, non-magnetic, non-toxic, resistant to corrosion and capable of being repeatedly recycled.

3

1

COMBI: A synthesis of lightness and hardness, Look’s exclusive anchoring system uses no screws, glues or any other chemical agents to produce light and elegant frames.

NIL: This light and hypoallergenic technopolymer is resistant to impact, environmental conditions and chemical agents.

Look Occhiali 855.302.1792 509.251.5192 LookOcchiali.it Doug.Hinton@LookOcchiali.it 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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Trends.

Crystal

OFTEN BOLD IN SHAPE YET SIMULTANEOUSLY SUBTLE DUE TO THEIR LACK OF COLOR, THESE FRAMES ARE CLEARLY TRENDY.

1

3

2

4

1. Marcolin Tom Ford FT0659 800.345.8482 Marcolin.com InfoUSA@Marcolin.com 2. WestGroupe FYSH F-3611 855.455.0042 WestGroupe.com Info@WestGroupe.com 3. Marcolin Timberland TB1610 800.345.8482 Marcolin.com InfoUSA@Marcolin.com 4. Maui Jim, Inc. Velzyland B802 888.666.5905 MauiJim.com 5. Zyloware Eyewear Leon Max 6031 800.765.3700 Zyloware.com Info@Zyloware.com 6. Modern Optical Modern Art A398 800.323.2409 ModernOptical.com CustSVC@ModernOptical.com 7. Vuarnet 02 Crystal 914.495.3701 Vuarnet.com 42 | VC P N N OV E M B E R 2 018

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Trends.

8

9

7

10

6

5

8. De Rigo REM Converse Q319 800.423.3023 DeRigo.US CustomerService@DeRigo.US 9. Starck Eyes SH 3050 800.422.2020 Luxottica.com/en/Eyewear-Brands/Starck-Eyes CustomerService@US.Luxottica.com 10. Blake Kuwahara Johnson (snow) 816.220.7533 BlakeKuwahara.com Info@BlakeKuwahara.com

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New. Launch

ROBERT GRAHAM EYEWEAR IMAGEWEAR Eight ophthalmic and six sun models for men are available in multiple color combinations. Styles feature unique details such as threaded buttons on each temple tip and Graham’s mantra of “Knowledge. Wisdom. Truth.” etched on every frame. Frames are made utilizing a lamination process that infuses Robert Graham’s fabrics onto each frame with a crystal finish.

800.414.7656 ImageWear.com

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New.

MAUI JIM SPECIALTY METALS COLLECTION STYLE: MJ02610

This unisex, round-shaped ophthalmic model in acetate features a keyhole, fixed bridge and titanium, springhinged temples. Color choices include charcoal gradient horn with antique pewter, copper horn with copper brown satin and chestnut horn with gunmetal.

800.848.3644 MauiJim.com

NEUBAU EYEWEAR

MAHO

MAD IN ITALY

MARCOLIN

STYLE: ULUWATU JAVA

STYLE: PASTIN

MONCLER LUNETTES

Six models in metal and three in nylon take inspiration from Italian cities: Milan, Riccione, Venice, Cortina, Palermo and Capri. Pastin is a feminine shape with acetate temple tips, while Zafferano is a nylon frame with temples screwed on the front for durability.

STYLE: ML0053

This women’s butterfly style incorporates cut-outs on the sides. Made from lightweight stainless steel, Nina comes with adjustable nosepads and temples and is available in three finishes: silky rose, silver and a gold/ brown tortoise combination.

This ophthalmic “wayfarer” style is made from sustainable, hypoallergenic, handmade zyl acetate, a plastic derived from cotton fiber and wood pulp rather than petroleum. The tortoiseshell in matte finish comes with the ultramarine polarized graphite mirrored lenses and stainless steel hinges.

800.223.0180 Neubau-Eyewear.com

844.MAHOSUN MahoShades.com

THE WIRE SUN COLLECTION STYLE: NINA

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877.889.0399 MadInItaly.com VillaEyewear.com

This men’s sun model features thin, cylindrical temples and the Moncler logo on the hinges. The single lens is outlined in a series of cut-outs on the top of the frame front. Model ML0053 is available in shiny black with silver mirror lenses and shiny havana with green lenses.

800.345.8482 Marcolin.com

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New. Special Collections

SAFILO FENDI Fendi’s Fall/Winter women’s collection comprises four distinct subcollections. Both the F IS FENDI and RIBBONS & CRSYTALS lines comprise two sun models; TROPICAL SHINE includes one sun and one ophthalmic, and EYELINE consists of one ophthalmic style. F IS FENDI features bold shapes with the “FF” logo incorporated throughout the frames, TROPICAL SHINE models evoke the Caribbean with metal detailing and a warm color palette, while RIBBONS & CRYSTALS are inspired by the design house’s use of geometric details.

The EYELINE ophthalmic style FF 0329 has a contemporary vibe with angular sides and a top brow bar in metal.

FF0334

FF0342/S

FF0327/S

800.631.1188 Safilo.com

L206SPC

MARCHON LACOSTE, THE PARIS COLLECTION L2831PC

L880SPC

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This collection of sun and ophthalmic styles features three product lines: the Paris Polo, the Ultrathin Metal and the Ultrathin Combo. Paris Polo models feature brushed acetate frames with a metal brow bar and Zeiss Sunlens polarized lenses. The Ultrathin Metal styles are constructed of lightweight metal and fashioned with thin temples. A special ophthalmic style includes light yellow and light azure cosmetic anti-reflective lenses. The Ultrathin Combo styles mix plastic frames with ultrathin metal temples and are available in either tortoiseshell or black.

800.645.1300 Marchon.com

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New.

A&A OPTICAL

MOREL

CRUZ EYEWEAR

ÖGA

STYLE: FLEET ST

STYLE: 10067O

Two men’s models, Fleet St and I-530, are available in acetate, metal and combinations, plus semirimless and three-piece mounts. Fleet St combines an acetate front with angular metal temples accented by rubber, and I-530 is made of beta titanium for lightweight comfort and durability.

Four men’s ophthalmics include a cylindrical hinge that allows the use of thin, round temples. Two sportswear styles have stainless steel fronts and feature pops of color on the hinges, while two urbanwear models feature titanium frames and come in dark colors with matte finishes.

800.492.4465 AAOptical.com

800.526.8838 Morel-France.com

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MODERN OPTICAL GENEVIÉVE BOUTIQUE COLLECTION

MONDOTTICA HACKETT LONDON STYLE: HEK1205

This women’s model has a stainless steel front and handmade zyl temples with metal accents in the top corners of the frame.

Uplifiting comes in matte black/gold, matte lilac/ gold and matte navy/ silver combinations.

Two metal, squareshaped models for men offer geometric styling.

Both models feature a cross-hatch design on the double bar and tortoise acetate temple tips. Styles are available in an array of neutral colors, from dark gunmetal gray and black to brown and light gold.

800.323.2409 ModernOptical.com

866.666.3662 MondotticaUSA.com

STYLE: UPLIFTING

EASTERN STATES EYEWEAR JAGUAR STYLE: SPIRIT 33599

This semi-rimless men’s sun model takes inspiration from its namesake car’s circular design pattern.

Enhanced with a color fade on the temple, color combinations include navy-red, gray-gold and black-ivory.

800.645.3710 ESEyewear.com

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New.

SD EYES STYLE: CASHMERE

This women’s style features a modified round frame in zyl with an Art Deco-inspired design and inset crystals along the temple’s exterior.

A translucent white silhouette outlines the interior of the frame, which is available in either mocha brown or ebony black.

800.962.3200 SDEyewear.com

ZYLOWARE EYEWEAR

L’AMY AMERICA

AREA 98

GLAMOUR

COCO SONG

ALTERNATIVE EYEWEAR

STYLE: GL1007

STYLE: SUSPICIOUS LIFE

GRACE

This full-rim zyl, squareshaped model for women is a re-imagined version of a vintage style and is available in two colors: rose with a transparent front and demi rose temple, and brown with a beige front and temples.

Both feature a wrapping metal endpiece.

GL1007 is a full-rimmed teacup shape with a multicolored brow line, GL1016 is an oversized round style with metal stud details, GL1019 is a vintage cat eye with a two-tone brow line and GL1012 is a geometric design with patternedbeveled temples.

This tapered cat eye is lightened by white highlights around the top and side edges. The two-tone black and white frame has marbled interior temples, while the purple/red combo has a gradient blend on the exterior temple. Suspicious Life incorporates two stones inlaid in the temple.

800.765.3700 Zyloware.com

203.761.0611 LAmyAmerica.com

305.763.8981 CocoSong.it

SOPHIA LOREN STYLE: SL1561

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STYLE: G8055

Four women’s models incorporate unique details from subtle patterns pressed into the temples to rhinestones and hearts.

The modified cat eye styles come in wintry tones including deep purple, smoky lavender, rose gold and classic brown.

888.399.7742 AlternativeEyes.com

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New.

CLARITI EYEWEAR

ØRGREEN

PYRAMEX

OGI EYEWEAR

WESTGROUPE

QUANTUM COLLECTION 2.0

VENTURE GEAR TACTICAL

BON VIVANT

FYSH

STYLE: 2.02

STYLE: JOLEE

STYLE: F-3614

STYLE: HOWITZER

Two styles—one round-shaped frame for women and an elongated, rectangular rimless for men—both feature long, streamlined temples. The women’s style, KF8383, is available in black, champagne and demi amber.

This men’s model offers a straight top brow line made of titanium and polyamide.

A small titanium sphere in the front of the frame functions as a discrete hinge. Colors include petroleum blue with gun, night forest (dark gray) with gun and shadow gray with silver.

The Howitzer model is the latest addition to Pyarmex’s Venture Gear Tactical line of ballisticrated eyewear. Made of durable ballistic nylon with co-injected temples, Howitzer comes with high-velocity impact polycarbonate lenses.

This women’s cat eye combines rose crystal with shades of gray and black.

Made of premium acetate, Jolee includes an accented wrap around the hinges and injection safety screws.

Color options include French rose, turquoise aura, blue paradise and scarlet sunrise.

This stainless steel women’s style features an oval-shaped frame and a color-blocked front and temple in two contrasting tones. A metal end cap, in a third accent color, intersects the temple for added contrast. F-3614 comes in red rose blue, brown blue rose, black gray violet and teal silver black.

800.372.6372 ClaritiEyewear.com

844.796.4623 OrgreenOptics.com

800.736.8673 PyramexSafety.com

888.560.1060 OgiEyewear.com

855.455.0042 WestGroupe.com

KONISHI FLEXTITANIUM STYLE: KF8383

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Tinted Lenses.

More

COURTESY OF BARBERINI

THAN MEETS THE EYE

WITHOUT A DOUBT, TINTED LENSES CAN ADD A FASHIONABLE LOOK TO ANY EYEWEAR. HOWEVER, TINTS MAY ALSO PROVIDE GREATER CLARITY, CONTRAST AND EVEN THERAPEUTIC RELIEF FOR WEARERS.

By Cara Huzinec

W

hen optician Sally Fokas of Testa Opticians in Upper Montclair, NJ, had a patient come in who wanted sunglasses for driving, outdoor activities and golf, she recommended a green tinted lens.

WHY? Fokas said green lenses provide greater contrast to be able to clearly see the white golf ball against a blue sky.

“Colors can either enhance vision or hinder vision,” she explained. “We do recommend tints and for most people we recommend polarized sunglasses, but sometimes the patient doesn’t want polarized or may want a fashion tint, so we make a prescription gradient tinted sunglass lens.”

Fokas always discusses tints with patients who come in looking for sunglasses and asks them what activities they will wear them for. Top colors at Testa Opticians are gray, brown, G-15, yellow, rose and blue.

They usually have six colors on hand with two extra pans to switch colors. Fokas uses tints from Brain Power, Inc. and a fourtray tint machine from Hilco Vision. Fokas said they order uncoated or tintable lenses 52 | VC P N N OV E M B E R 2 018

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— either stock or surfaced — so she can “tint almost anything, at any time.”

TINTS Brain Power, Inc. supplies numerous tints that, according to the company, relieve a myriad of symptoms. In addition to BPI’s blue light filtering tints Blue Filter Vision 450, available in saturated yellow, and Blue Filter Vision 480, available in brown, BPI Total Day is a tan-colored tint that provides blue/violet attenuation with little color distortion for patients with macular degeneration.

BPI FL-41 is a rust red/pink tint that reduces migraines, eye strain and blepharospasms, according to the company.

Phantom Research Laboratories, Inc. also has various tints. Its OptiSafe dye colors, including Corning CPF Blue Blocker, can be mixed to create an “unlimited number of colors and shades,” according to the company. Phantom’s lens dye packets create consistent colors with a molecular composition that enables rapid penetration of the lens matrix, bonding to the lens and resistance to fading. OptiSafe lens dyes are safe for use on CR-39 (uncoated and coated), high-index and polycarbonate lenses.

EQUIPMENT The Automatic Lens Tinting Machine Model 95 from Phantom Research Laboratories was developed for both solid and gradient tinting. This free-standing machine is easy to set up and use, according to the company, and features a versatile arm that rotates 360° and accommodates up to four pairs of lenses at one time. The Automatic Lens Tinting Machine continuously agitates the dye solution and automatically removes lenses from the dye after tinting. The company’s Color Matching Unit simulates daylight conditions to accurately color match lenses and verify shade consistency, and it also allows for easy inspection of lenses for spotting and blotching.

BPI’s Solar Color 6 tinting machine holds six, 1-quart tanks, and each quart tank can be replaced with two mini tanks if extra color capacity is required. Made of 100% stainless steel, the Solar Color 6 has a chassis lined with insulation for heat retention.

Hilco Vision’s tinting machine doesn’t contain a heating element in the pan, which eliminates any possibility of leaks and greatly increases the life of the element, according to the company. It also allows the use of water as an alternative to expensive heat transfer fluid. The tinting system comes 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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Tinted Lenses. with nine, 1-quart pans that are 100% grade 304 stainless steel.

INFRARED-BLOCKING LENSES Nirtech lenses from Monarch Eyewear significantly reduce the amount of infrared radiation from entering eyes with an extra 35% to 40% overall protection from UV, harmful blue light and infrared radiation, according to the company. Lenses are available as polarized or as non-polarized.

Nirtech lenses provide sharper contrast, reduce eye strain and headaches, as well as prevent dry eyes. Nirtech lenses are available in polycarbonate, mineral glass, nylon, CR-39 and high clarity polyurethane materials. Non-prescriptions lenses are currently available, with Rx lenses launching in the beginning of 2019.

Nirtech lenses come in a variety of colors and mirrors that are suitable for various activities, including polarized chartreuse (ideal for heightened contrast and depth perception for lowlight, foggy conditions); polarized amber green mirror (for shallow-water fishing in full sun); polarized gray silver mirror (suitable for everyday activities on both water and land, which supports long hours of use without eye fatigue); and polarized copper and copper gold mirror (soft colors that provide ultimate contrast in most lighting conditions, ideal for cycling, multi-sport activities and extreme conditions).

Platinum Glass lenses from Barberini Eyewear provide maximum protection from infrared heat, reflected light and UV rays up to 400nm (UV400), according to the company. A study the company conducted in conjunction with the Fondazione Banca Degli Occhi in Italy found the lenses help to prevent premature aging of tissues and alleviate symptoms of dry eye.

POLARIZED LENSES As for polarized lenses, Fokas said there’s a much greater variety today than ever before.

“KBco has gradient polarized lenses that give a fashion tint but polarized for added filtering,” she said. “We also use the Essilor colors; they have advanced colors other than the standard gray, brown or green, such as grape, plum, emerald and sienna brown. Maui Jim’s polarized colors offer excellent visual enhancement, and we also

As for polarized lenses, there’s a much greater variety today than ever before.

recommend Costa because of the company’s mix of polarized lenses and mirrored tints for added filtering and protection. We also like Revo’s polarized lenses.”

Maui Jim’s Polarized Plus2 lens technology eliminates 99.9% of glare, which can wash out colors, obscure details and cause eye fatigue, according to the company.

PolarizedPlus2 is available in four colors (maui rose, neutral gray, maui HT and HCL bronze), plus MauiGradient fashion lens mirrors and Bi-Gradient Mirrors, which reduce the brightest light from above and below to allow eyes to relax.

Costa’s 580 polarized lenses filter harsh yellow light at 580nm, which causes color distortion, and enhances reds, blues and greens for sharper contrast and higher definition.

Available in a variety of environment-specific tints, 580 lenses also absorb harmful shortwave high-energy visible blue light to offer protection from cataracts, macular degeneration and other eye conditions. For boating and fishing, blue mirrors have a 10% light transmission, making them ideal for vision in open reflective water. Gray silver mirror lenses are optimal for everyday wear as well as overcast days while reducing glare and fatigue, while mirrors in the sunrise silver tint are good for extended-wear in lowlight conditions and activities during sunrise and sunset.

NuPolar Mirrors polarized lenses are now available from Younger Optics and come in three mirrors: silver, blue and gold.

These Rxable lenses come in both single vision and digital progressive designs.

NuPolar Mirrors are currently available in SFSV hard resin and will be available in SFSV polycarbonate by the end of this year.

Oakley’s OO Red Iridium Polarized lenses reduce glare from pavement, easing eye strain and fatigue. Glare-free vision for cyclists and runners allows them to spot cracks and holes on roads due to improved depth perception and visual contrast. This moderate-contrast, rose-base lens has a mirror finish suitable for medium to bright light. Red Iridium eliminates 85% of ambient light and blocks 100% of UVA, UVB and UVC light.

The company’s Prizm technology enhances details and maximizes vision in virtually any environment for any activity. Prizm Everyday lenses, available in six colors ranging from ruby to jade, “bring dull and flat colors to life,” according to Oakley. For sports enthusiasts, Prizm Sport lenses cater to different environments and include such sport-specific lenses as Prizm Golf, Prizm Snow Sun, Prizm Deep Water, Prizm Field and even Prizm Cricket. Some Everyday and Sport lenses are also available in Oakley Authentic Prescription Lenses. n

Brain Power, Inc. 800.225.5274 CallBPI.com BPI@CallBPI.com Barberini Eyewear BarberiniEyewear.it Info@BarberiniEyewear.it Costa 800.447.3700 CostaDelMar.com B2BSales@CostaDelMar.com Hilco Vision 800.955.6544 HilcoVision.com CustomerService@Hilco.com KBCO KBCO.net Maui Jim 888.666.5905 MauiJim.com Monarch Eyewear/Nirtech 909.923.0899 Monarch-Eyewear.com Oakley 800.733.6255 Oakley.com CustomerCare@Oakley.com Phantom Research Laboratories, Inc. 800.225.5559 PhantomResearch.com Sales@PhantomResearch.com Revo/ ClearVision Optical Co. 800.645.3733 CVOptical.com CService@CVOptical.com Younger Optics 800.366.5367 YoungerOptics.com CustomerService@YoungerOptics.com V I S I O N C A R E P RO D U C T N E WS . C O M

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NEW

Download free resources at

TransitionsPRO.com/Freestyle

Transitions is a registered trademark, and the Transitions logo and Transitions Light Intelligent Lenses are trademarks of Transitions Optical, Inc. used under license by Transitions Optical Limited. Light Under Control is a trademark of Transitions Optical Limited. Š2018 Transitions Optical Limited. Photochromic performance is influenced by temperature, UV exposure and lens material.

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10/26/18 10/11/18 12:42 5:27 PM

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NEW TRANSITIONS SIGNATURE LENSES STYLE COLORS

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Consumers are increasingly trending toward bold, personalized fashion choices, and the new Transitions Signature lenses style colors reflect this trend. The new style colors are an extension of the Transitions Signature lenses portfolio (which includes the existing Transitions Signature lenses’ iconic colors of gray, brown and graphite green) and offer the same world-class features and benefits of Chromea7 technology: optimal comfort, protection and indoor clarity.

Together, the seven total Transitions Signature lenses colors allow wearers to create their own unique look. The new colors include: • Sapphire – a bright, exciting hue that brings a cool factor • Amethyst – a sophisticated shade with a contemporary twist • Amber – for a vintage look that is both timeless and of-the-moment • Emerald – trendy and versatile, matching a variety of styles

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• Gold – a smooth and warm shade complementing all skin tones • Silver Shadow – a classic silver-gray color • Red – a rich scarlet mirror for a sporty experience • Pink – an infusion of crimson hues • Blue – a chill color for a stylish and trendy look • Green – a radiant color with an earthy feeling For information on the new Transitions style products, visit TransitionsPro.com/Freestyle.

Transitions, Transitions Signature and XTRActive are registered trademarks, and the Transitions logo, Chromea7 and Transitions Light Intelligent Lenses are trademarks of Transitions Optical, Inc. used under license by Transitions Optical Limited. © 2018 Transitions Optical Ltd. Photochromic performance is influenced by temperature, UV exposure and lens material.

Harmful Blue Light is the blue-violet wavelengths between 415-455nm on the light spectrum believed most toxic to retinal cells.

1

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ABO GENERAL KNOWLEDGE

THE

PHOTOS COURTESY OF PPG

Choosing

right LENS MATERIALS FOR YOUR PATIENTS

APPROVAL: ABO APPROVED FOR 1 HOUR, TECHNICAL, LEVEL II ONLINE COURSE: STWFV105-2 EXPIRATION DATE: AUGUST 4, 2019 APPROVAL: This course has been approved for one hour of Technical, Level II 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: Choosing a lens material for a patient is arguably one of the most important recommendations an eyecare professional makes during the eyewear selection process.

Today’s eyecare professional can choose from plastic lens materials in over a dozen indices, ranging from 1.50 to 1.74, and in five indices from 1.52 to 1.90 in glass.

Which one is the right one for your patient and how do you decide? This course will explore aspects of lenses you should consider and recommend how to make the right decision in order to provide the right lens material for any patient.

By Eric Bran, OD, Randall Smith, MEd, ABOM, Ed De Gennaro, MEd, ABOM

I

f you were an optician in the 1960s, you remember that choosing lens material was a pretty simple task.

You almost always recommended a lens made out of Crown glass. Occasionally, you would use a high-density flint glass that had a high index of refraction.

Today, there are a wide variety of plastic lens materials on the market—along with a few glass choices—all with specific features, benefits and applications.

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GETTING STARTED In order to decide which lens material to use for a patient, I recommend that you establish criteria for selecting it.

These criteria should be both objective (based on reviewing measurements and data and observing physical conditions) and subjective (based on answers that patients give to questions, i.e., their opinion of what they need or want).

BY THE NUMBERS Before you ask the patient any questions, you can gather some objective preliminary information on your own by looking at the patient’s Rx. What power is used in each eye? In many cases, it will fall between plus and minus 3.00D. In a study conducted by Younger Optics[i], it was discovered that 85% of all prescriptions fall into this category. According to the study, 92% of all prescriptions fall between +/- 4.00D, while 95% fall between +/- 5.00D. At +6.00D to -6.00D, you’ll cover 97% of prescriptions. The Rx’s that fall above +/- 6.00D constitute only 3% of all Rx’s dispensed.

What is this objective Rx data telling you? While it may be surprising to learn that the vast majority of prescriptions fall between +/-3.00D, it is an important statistic because it means that most patients do not require high-index lenses. With all the emphasis being placed on high-index lens materials these days, some eyecare professionals have defaulted to one or two of them for all patients. Sure, any lens will be thinner if made using a higher index material than a lower index one, but a lens has many more features than just index of refraction. Think of a lens as a package of features. In other words, when you recommend a lens, it’s a package deal: The patient receives all the features it has, not just one or two. The trick to recommending the most appropriate material for the patient is to determine the patient’s needs and match them to the best set of lens features you can find.

As you start to analyze the data presented above, you’ll realize that you can begin forming an idea of which lens 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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material might be suitable for the patient based on their Rx. This is surely not the final decision; it is simply the first piece of the puzzle.

To help you formulate a way of making the decision on the most appropriate lens material for a patient, consider creating a table of all the lens materials that you use and place them vertically into one column from the lowest to the highest index. Next to each, put the range of Rx’s you feel might be most suitable for it. If you do this, you will probably distribute the Rx’s across the material offerings, not place them all into the row of one lens material. That’s the logical thing to do, but are you actually doing this in practice? Probably not.

Practicing opticianry means using your judgment. Making a lens material choice is one of the most important decisions you will make for any eyewear patient.

Its selection should be done with careful consideration to many factors. If one lens material is really the best choice for all patients, then lens selection can be done by a machine since your personal analysis and interpretation are not needed.

Contact lens practitioners do this kind of objective investigation during their workup of a patient. This kind of objective analysis is an important part of deciding which lens material is suitable for a given patient.

SUBJECTIVELY SPEAKING Once you have reviewed the prescription and considered its power in regard to material choice, the rest of your information will come from subjective questioning. The importance of this kind of analysis can not be understated. Careful questioning is the key to discovering a patient’s lifestyle. Once you understand the demands they feel are important for their vision and their eyewear, you can make and match the features and benefits of the proper lens material for them.

The trick to making this work best is to construct your questions carefully so that they unearth the appropriate information. The questioning needs to not only discover the patient’s eye use information, including their wants and needs, but also it needs to determine the degree to which each issue they raise bears on

ABO GENERAL KNOWLEDGE

The question is, which one is the right one for any given patient, and how do you decide which one to use?

In order to decide which lens material to use for a patient, I recommend that you establish criteria for selecting it. the choice of lens material. For example, if a patient indicates that they would very much like to have fashionable lenses with a flash mirror coating, ultra-thin lenses, and a high degree of impact resistance, which one of these is the most important in the lens material choice? Which is the second most important? Which is the third? Sure, you could offer this patient 1.74 plastic lens material—the highest index of refraction plastic material on the market—but is this the right thing to do? Perhaps, but only if they (and you) feel that “thinnest” is the most important aspect of their lenses while the other factors are addressed in some way. Perhaps the impact resistance should take priority since it will help protect the wearer’s eyes better than a less impact-resistant material. Decisions like this are all a part of lens material selection.

QUESTIONS TO ASK Since questioning is the vehicle used to getting the information you need to make lens material choices, careful questioning is essential. Unfortunately, patients do not like to fill out forms and answer questions about their health for some reason. Nevertheless, it is important for you to ask probing questions if you are going to select the best lens material for them.

Open-ended questions are the best type to ask because they give the patient a chance to give an in-depth answer instead of a one- or two-word response. Even so, avoid questions like, “What is the most important thing to you when selecting lenses?” It’s just too open-ended, and most patients have no idea how to answer it or which lens characteristics are important.

A better way to handle this question would be something like this, “How would you rank the following lens characteristics in order of importance to your new eyeglass lenses?” Now ask them to rank the following options from one to N OV E M B E R 2 018 VC P N | 57

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ABO GENERAL KNOWLEDGE six, with “1” being their primary concern: • thin lenses • lightweight • durability (scratch resistance) • impact resistance • glare protection • ultra-violet protection After two years of use in my college eyeglass clinic, the items above are listed in the order most patients rank them. We also ask patients to rank the items at the same time that we are entering their demographic information into the computer.

This is an interesting way of obtaining this information because it lets the patient tell you what they think is the most essential aspects of their eyewear and why.

Often, ECPs get the information they need but do not always understand which lens parameters are the most important.

LOW INDEX: <1.53

Material

This questioning technique solves that situation. The answers the patient provides will also guide you to the lens material that will address their concerns.

needs less curvature and thickness to produce the same power. For plus lenses, this translates into thinner centers; for minus, it means thinner edges. An increased index of refraction can have a dramatic difference on the final thickness, weight and profile of a lens. The reduced thickness translates into a lighter and more comfortable product, too.

Most ECPs recognize four material index categories: low, mid, high and ultra-high. There is no official standard that subdivides these materials, but the optical industry generally follows this breakdown: low index: <1.53 mid index: 1.53 to 1.58 high index: 1.59 to 1.66 ultra-high or super-high index: >1.66 Here is a look at some of the lens materials available and their index values:

CLASSIFYING INDEX OF REFRACTION Since index of refraction is a major factor in thin lens profiles, it’s worth exploring this aspect of material choice.

Index of refraction is a unit of measure that indicates how readily a lens material can refract light rays. The higher the index of refraction, the more the material will bend light rays. Therefore, a higher-index lens will require less curvature and thickness than a lower-index material when the lenses have the same power and diameter.

As the index of refraction increases, a lens of a given prescription and diameter

MID INDEX: 1.53 TO 1.58

Refractive Material Index

HIGH INDEX: 1.59 TO 1.66

Refractive Material Index

ULTRA-HIGH OR SUPER HIGH INDEX: >1.66

Refractive Material Index

CR-39 1.50 Trivex 1.53 Polycarbonate 1.59 (ADC*)

Supefin

Refractive Index

1.67 Super AVAR

1.67

1.52

Spectralite

1.53

Thin&Lite 1.6

1.60

SuperLite 1.67

1.67

1.52

High-X 1.55

1.55

Finalite1.6

1.60

MR-7 1.67

1.67

EasyLite

1.55

EYAS

1.60

Eyry

1.70

1.56 EvoClear

1.56

Tribrid

1.60

Thin&Lite 1.74

1.74

EvoClear 1.6

1.60

High Index 1.74

1.74

Hyperindex 1.66

1.66

Lantal 1.9 (glass)

1.90

Ultra 1.60

1.60

Crown Glass

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ABO GENERAL KNOWLEDGE

With all of the higher-index lens materials available, ECPs as a whole have been moving toward using higher-index lenses.

These lenses offer flatter base curves, resulting in the lenses shedding some thickness. Their thinner, flatter curves look more attractive, too. Thinner lenses are lighter in weight, and lighter lenses are more comfortable to wear. Since 92% of prescriptions fall between +/-4.00D, you can use mid-index materials nicely with this group. Higher-index materials are more suitable for higher prescriptions.

Other aspects of choosing lenses include lens weight (specific gravity), Abbe value (chromatic aberration), durability (scratch resistance) and impact resistance (safety).

SPECIFIC GRAVITY The term used to describe a lens material’s physical density is “specific gravity” (most opticians know it as “lens weight”). When choosing a lens material, you need to balance its thinness with its resulting weight, and the higher the specific gravity of a lens material, the heavier the lens will be. Weights of high-index materials vary considerably, with glass products being the heaviest.

You might try to reduce a lens’s weight by using a higher-index material, but often as the index goes up, so does the material’s specific gravity. An aspheric lens design is a good way to make lenses thinner, which also makes them lighter. What you need to determine is what the final weight of the lens will be by using various index materials.

This is the only way to be sure you are providing the lightest lens product.

Unfortunately, this is not something you can easily calculate at the dispensing table with a chart, a pencil and paper. A good computer program is the best way to get this information.

Here are the lightest commonly used ophthalmic prescription lens materials.

MATERIAL

SPECIFIC GRAVITY

Trivex

1.11g/cm3

HIGH-X1.55

1.20g/cm3

Spectralite

1.21g/cm3

Polycarbonate

1.21g/cm3

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Other aspects of choosing lenses include lens weight (specific gravity), Abbe value (chromatic aberration), durability (scratch resistance) and impact resistance (safety).

The following lens materials control Abbe value very well:

ABBE VALUE When white light (e.g. sunlight) is refracted, it breaks up into a rainbow of colored wavelengths. This is referred to as “dispersion.” This optical property of light results in a chromatic aberration. Dispersion reduces the quality of the lens’s focus and can reduce vision.

Patients usually identify it as seeing colored ghost images around objects viewed through the lens.

A lens’s Abbe value indicates the amount of dispersion a lens material has.

Like index of refraction, Abbe value is a unit of measure that indicates dispersive ability. The lower the Abbe value, the more the material disperses light (and the more troublesome the material can be for the wearer). Abbe values have been a constant concern with high-index lens materials, as higher-index materials have lower values than their lower-index counterparts.

Abbe value cannot be controlled with lens design like some other lens aberrations because it is inherent in the material. The way you control it is to choose a lens material that has a value high enough not to be troublesome for the wearer.

MATERIAL

ABBE VALUE

Crown

59

CR-39

58

Superfin

48

Spectralite

47

TRIVEX

43 - 45

DURABILITY When choosing a lens material for a patient, durability is an important consideration for many buyers. When CR-39 plastic first became popular for ophthalmic lens use in the early 1970s, lens durability became a topic of discussion.

Since glass withstood scratching fairly well, lens buyers wanted to know about the scratch-resistant properties of the new plastic lenses. Unfortunately, it was not that good. The answer to this dilemma was an anti-scratch coating. This added layer greatly increased the scratch resistance of plastic lenses and has become a standard addition to most of them.

The way for you to manage lens durability is to choose lenses that have the kind of anti-scratch and tinting properties you want. This means that you’ll have to do your homework to discover which lenses offer the kinds of properties you find appealing. Just ask the lens manufacturer or your lab for this information.

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ABO GENERAL KNOWLEDGE

greatly brought scratch resistance to impressive levels. These coatings are either organic or inorganic in composition. Inorganic materials produce a hard, quartz-like surface that is very resistant to scratches but are non-tintable. The coating is applied in a vacuum chamber, much like a mirror or AR treatment. Organic hardcoatings are usually applied by spraying, dipping or spinning, then they are cured in an oven. The softer the treatment, the easier the lens will tint…but the more prone it is to scratching. The anti-scratch material “recipe” is what determines its scratch resistance and tintability.

IMPACT RESISTANCE Most eyecare professionals these days are concerned about the impact resistance of lens materials. Since the introduction of polycarbonate lens material a couple of decades ago, the issue of impact resistance has steadily increased. Unfortunately, one reason for this is because of huge lawsuits and judgments against eyecare providers.

The lawsuits often stem from the Duty to Warn concept found in tort law that is often applied to product manufacturers of products. Another reason for the rising interest in lens impact resistance is the professional responsibility ECPs feel about providing their patients the safest lens material they can.

Impact resistance is an inherent characteristic of a lens material, so the way for you to manage this aspect of lenses is to choose the one that provides the impact properties you want. Materials such as polycarbonate and Trivex have increased impact resistance because they are soft and flex when impacted. The following lens materials are particularly impact resistant.

• polycarbonate • Trivex • NXT • SR 91 If you are selecting lenses for safety applications, be sure the lens material you have chosen has met ANSI Z-87 impact standards. The tests in this standard help assure that the lens products you dispense meet the special needs of the safety environment.

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standard impact-resistant lenses and industrial safety impact resistance. Produced by PPG, Tribrid offers an additional choice.

According to company data, CR-39 (and similar materials) exceed the FDA impact testing requirement by 18 times, 1.60 and 1.67 index materials exceed it by 30 times, Tribrid exceeds it by 170 times, and Trivex and polycarbonate exceed it by close to 400 times. If CR-39 (and similar materials) are the standard for everyday (non safety) dresswear eyeglasses (and with polycarbonate and Trivex meeting industrial safety standards), then Tribrid presents another alternative that isn’t quite at the industrial safety level, yet vastly exceeds the everyday dresswear standard.

AVAILABILITY AS A FACTOR IN LENS MATERIAL CHOICE Many of today’s new lens designs are only available in specific materials. This is clearly a limiting factor and one that you need to consider as you prepare to recommend a lens material to a patient.

Nothing is more frustrating for the patient and embarrassing for the ECP than spending a good deal of time on choosing a lens only to find that it is not available in the material (or design or lens option) the two of you thought was best.

The only outcome of this is the patient receiving what they will consider second best.

Of course, the way to avoid this problem is to be up-to-date on product availability and have this information readily available. Never recommend something you are not sure you can provide.

Always check first before you mention

the possibility to the patient. Any other approach invites patient dissatisfaction and doubt.

COST AS A FACTOR While ECPs would rather not have to deal with this issue, cost can be a factor that influences which lens material a patient selects with you. Today’s higher-index materials and those with advanced features (such as superior impact resistance) are premium materials and command a higher price. While they may well be the best choice for the patient, the additional cost over a lower-priced lens material may deter the patient from buying it.

In this case, the best defense is a good offense. Be prepared to discuss the features and benefits of the lens material, and make sure the patient understands what they will be missing if they do not accept your lens material recommendation.

Often, this solves the problem. If not, and the patient insists that they want a less-expensive option, you will be forced to recommend something less ideal.

With strong product knowledge and by asking your patients the right questions, you will be able to recommend the right lens material for a patient’s every eyewear needs. Making the right lens material recommendations is a very rewarding part of ophthalmic practice—so keep up with new lens designs and materials. It’s challenging, but it’s fun. n [i] Data obtained in a study conducted in 2008 by Younger Optics, based on an analysis of 134,856 Rx lenses ordered through retail and laboratory settings.

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.

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. SHAMIR AUTOGRAPH INTELLIGENCE LENSES

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Launched at Vision Expo West, Autograph Intelligence lenses were designed based on extensive research utilizing Artificial Intelligence and Big Data that revealed a link between patients’ visual needs and their “Visual Age.” Autograph Intelligence lenses provide the optical solution for patients without the need for questionnaires.

Lenses incorporate three technologies developed by the company: Eye-Point Technology AI, which uses Head Eye Integrative Movement software to see exactly where a wearer looks; Continuous Design Technology, which integrates patients’ habits and visual needs so wearers can move from one add to the next without adaptation concerns; and Visual AI Engine, which applies elements of AI to mimic human intelligence. Lenses are available in both fixed and variable designs, including 11mm, 13mm, 15mm and 18mm fitting heights in the full range of materials offered by Shamir.

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Statement of Ownership, Management, and Circulation Publication title: Vision Care Product News Publication number: 1549-6716 Filing date: 10/2/18 Issue frequency: Monthly Number of issues published annually: 11 Annual subscription price: $85.00 Complete mailing address of known office of publication: First Vision Media Group, Inc. 31674 Center Ridge Road, North Ridgeville, OH 44039 Contact person: Barb Kerr, 440-731-8600 Complete mailing address of headquarters or general business office of publisher: Same as above Full name and complete mailing address of publisher, editor, and managing editor: Publisher: Terrence Tanker, address same as above; Editor: John Sailer, address same as above; Managing Editor: N/A Names and addresses of the individual owners: Terrence Tanker, address same as above.

Known bondholders, mortgagees, and other security holders owning or holding 1 percent or more of total amount of bonds, mortgages, or other securities: None Issue Date for Circulation Data Below: September 2018

Extent and Nature of Circulation

Average No. Copies Each Issue During Preceding 12 Months 26,082

No. Copies of Single Issue Published Nearest to Filing Date 27,292

17,903 — — — 17,903

17,701 — — — 17,701

7,911 — — 135 8,046 25,949 133 26,082 68%

9,9096 — — 420 9,516 27,217 75 27,292 65%

8,583 26,486 34,523 76%

11,000 28,701 38,217 75%

a. Total number of copies (net press run) b. Legitimate paid and/or requested distribution (by mail and outside the mail) (1) Outside-county paid/requested mail subscriptions stated on Form 3541 (2) In-county paid/requested mail subscriptions stated on Form 3541 (3) Sales through dealers and cariers, street vendors, counter sales, and other non-USPS distribution (4) Requested copies distributed by other mail classes mailed through the USPS c. Total paid and/or requested circulation [Sum of 15b (1-4)] d. Non-requested distribution (by mail and outside the mail) (1) Outside-county nonrequested copies as stated on Form 3541 (2) In-county nonrequested copies as stated on Form 3541 (3) Nonrequested copies distributed through the USPS by other classes of mail (4) Nonrequested copies distributed outside the mail (trade shows, etc.) e. Total nonrequested distribution [Sum of 15d (1-4)] f. Total distribution (Sum of 15c and 15e) g. Copies not distributed h. Total (Sum of 15f and 15g) i. Percent paid and/or requested circulation (15c divided by 15f x 100)

Electronic Copy Circulation a. Requested and paid electronic copies b. Total requested and paid print/electronic copies (Sum of 15c and 16a) c. Total requested copy distribution + requested/paid electronic copies (Sum of 15f and 16a) d. Percent paid and/or requested circulation (both print and electronic copies) (16b divided by 16c x 100)

I certify that 50% of all my distributed copies (electronic and print) are legitimate requests or paid copies. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the November 2018 issue of this publication. I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties). Barb Kerr, VP Operations, 10/2/18

1 E WS . C O M V I SStatement I O N C AofROwnership.indd E P RO D U C T N

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20 Questions

WITH

KENNETH STANN

Kenneth Stann is president and chief financial officer of SVS Vision, a 40-year-old, Michigan-based regional optical retailer. The company opened its first location and laboratory in Sterling Heights, MI, in 1974.

Now headquartered in Mt. Clemens, MI, SVS operates 77 locations and its own fully automated, state-of-the-art lab.

1. You became involved in the optical industry in an unusual way. Would you describe what happened? My professional background is

Shops to SVS Vision. The acronym stands for Service, Value and Selection.

in public accounting. Specifically, post practicing as a CPA, I was in acquisitions and divestures for a subsidiary of National Beverage Corp. I had just completed the acquisitions of EverFresh Beverage and La Croix Beverage.

It was like starting a new company as we were replacing and hiring a lot of people. One of the human resource firms I was working with called me and said that they were working with an optical chain that was interested in my skill set. It turned out to be the equity group that had just purchased AVC/NuVision from the original founder. They were really struggling, and they needed a young aggressive accountant.

They thought with my bankruptcy experience I’d be a good fit. I drove up to Flint, MI, and interviewed. We both agreed it was a good fit, and they brought me on.

4. You and your wife (Lisa) work together.

How do you split job responsibilities? Lisa

is our chief operating officer, so production, manufacturing, procurement and retail report to Lisa. I still maintain the CFO title, and the administrative side of the company reports to me. We split marketing. Lisa handles most of the day-to-day responsibilities there with our team, and I try to be active with branding and the strategic direction of the company.

5. How do your business backgrounds differ? As previously discussed, I’m a bean

ended up realizing that their business model to convert to a franchising operation was a mistake. They ended up divesting, and within a year of me getting there they sold to Cole National out of Warrensville, OH. I ended up switching teams and then assisted the Cole management team with the acquisition and ultimate consolidation. I stayed on with Cole on the Sears Optical side of the business for approximately one year past the AVC/NuVision acquisition.

counter at heart. Lisa is a trained optician and began her retail career here at SVS. She went through multiple positions within the company all the way through to executive management. She looks at things in a very detailed, operational manner, while I have a much broader scope and vision of the company.

6. Why do you think it works? I think it works great because we complement one another. We have the same passion to take SVS Vision forward. What makes us a great team is I can see something on a macro level while Lisa can list out all the challenges or problems we’ll face on a micro level.

Between the two of us, we can solve those issues and keep moving forward. I truly believe that we make a great team.

3. How did SVS get its name? The story I

7. Is there a downside to working together?

was told was that there was a legal issue between Sterling Vision Shops and the Sterling Vision on the East Coast. As a result, our name was changed from Sterling Vision

Being husband and wife, we truly work seven days a week. That can and has been an issue. I have a little easier time turning it off – Lisa never seems to do that. She has so much passion for

2. What happened next? The equity group

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our business, and she’s pushing all the time. But she loves what she does and it shows.

8. What is SVS Vision’s company profile?

Currently we have 77 retail locations. We’re in eight different states, and by the end of the year we’ll have 80 locations in nine different states. The new state will be Kansas. We have roughly 650 employees and we have complete vertical integration. We own a fully licensed, regulated insurance company.

We operate and own our own manufacturing facility, and as we’ve discussed we own and operate our optical retail locations.

9. Would you explain the advantages of vertically integrating SVS Vision? As a re-

sult of owning our own lab we have absolute control over quality and margins. I’d put our costs up against any manufacturing facility regardless of size, and that’s because of Fred Chandonnet, who runs our lab. He’s incredibly knowledgeable and runs our operation very efficiently. We’re able to service all of our retail locations with impressive turnaround times. The frames on the board are the frames we stock in the lab. So that process is seamless. And, our retail locations can speak directly to the lab, which helps them understand the various technical capabilities of the products we sell, and in turn they can communicate this to the patient.

10. What’s the process of opening new locations? We have a strategic growth plan,

and we’ve identified where we think the best 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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February National Lens Ad.pdf

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1/19/18

9:53 AM

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N OV E M B E R 2 018 VC P N | 63

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20 Questions

WITH

KENNETH STANN

geographic opportunities are for our company. All of our growth comes from our organic cashflow. We are more conservative than some of our competitors, but we believe in a controlled growth model and it’s worked for us.

11. How do you determine what products to carry at the retail stores? Debbie Fink, VP

of merchandising and procurement, and her team along with Lisa and Fred on the manufacturing side work very closely with the overall plan for our retail operations. Debbie has the innate ability to know what frames to stock and what brands and licenses are going to be hot. They determine what lines we carry, what inventory to stock, how the stores should look, and how we merchandise the stores. They keep me in the loop, but honestly, it’s not my area of expertise and that’s fine with me – they are the experts. We have some brilliant opticians at the retail level, both as managers and in dispensing, and they understand what their local market is demanding.

12. Would you describe you’re marketing partnerships with major Detroit sports teams? We’re the official optical provider

for the Detroit Lions, and we are sponsoring partners with the Tigers, Red Wings and Pistons. With the Lions, we have naming rights within Ford Field and we have 100 yards of SVS Vision concourse with signage.

We can also use the Lions logo and say we’re the team’s official provider in any form of advertising with prior approval.

13. How did you decide to get involved with professional sports marketing? I grew up just

north of Detroit. My entire family are huge Detroit pro sports fans. I went to Wayne State in Detroit, and therefore I’m not a “Michigan Guy” or a “Michigan State Guy.” I’m a “Detroit Sports Guy.” So getting involved with these teams is like a dream come true.

14. What percentage of your total marketing budget is dedicated to the sports teams?

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About one-sixth of the total marketing budget, which is probably not as much as you thought. When we first started sports advertising (in 2004), the Tigers weren’t playing too well and our sales rep comes in and puts on a big presentation. Everyone watching baseball now is familiar with the static back pads behind home plate. Every time the pitcher throws, the audience sees your ad behind the catcher. Our rep says ‘I’ve got a deal for you. I’ll sell those to you for $4,000 per series.’ I said, ‘No I’ll give you $800.’

We agreed on $1,400. Now those same back pads sell for $17,000 per game!

15. How has your relationship with the sports teams changed over time? That’s a great ques-

tion, and the answer is we’ve grown together.

Back then they weren’t very good, and we weren’t very big. Our relationship with the teams is very important. Early on it played a significant role in how we developed the brand.

16. Would you explain how your insurance company works as part of the overall strategy for the company? It’s called Single

Vision Solution, and when the company was started it was positioned with many of the union automotive companies as a provider of eyecare insurance. Here in our home state of Michigan, the ‘Big 3’ automotive companies along with the union workforce really drove optical insurance. It was a great funnel for our optical retail business back then.

However, as we’ve grown the brand, we haven’t had to rely on the insurance side of our business to generate patient traffic.

17. You’re turning 50 this year, what’s the end goal for you? I still have a lot of fuel in the tank. I’d like to see SVS continue on its path of becoming a true regional powerhouse. We’re different because of our vertical integration, which gives us significant advantages over competitors. We believe our lab is the finest in the industry, and it differentiates us from competitors not only with a great product but also with very fast

turnaround times combined under the umbrella of providing great service. Ultimately, I want to make people’s lives better as they enjoy the activities that they perform with passion. And I believe with the technology we have that we can do that.

18. What are the most difficult challenges facing optical retail operations today?

There is a tremendous amount of upheaval with consolidations in the industry. And when there’s upheaval, everyone is going to fight for market share. Most people get nervous, and the retailers, wholesalers and carriers will scramble for a share of their respective markets. What we all need is patient traffic.

19. What do you see as the greatest opportunities? You’d just have to flip that around

and say it’s also the largest opportunity.

During this time of upheaval, optical retailers that understand market dynamics will do very well. If you don’t become better, faster and stronger you’ll simply fall behind or be swallowed up. For those of us who can compete, it’s going to be a fun, fast-paced profitable 36 to 60 months ahead of us.

20. What major investments are you planning in the next three years? We just com-

pleted a very expensive investment in our manufacturing facility, which puts us in great shape for the foreseeable future. Even with all of the investments in 2018 we are still planning on purchasing a new strip and dip system and a new coater sometime in 2019. You’ll always have the odd piece of equipment that you’ll need. But now the investment in the lab has been made, significant investments will shift back to optical retail – investing in new stores, going through our lease cycle and renovating older stores. n V I S I O N C A R E P RO D U C T N E WS . C O M

10/26/18 12:58 PM

WORLD S I

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T DAY CH H G

A child should never be limited by poor vision Help a child to see.

Take the Challenge DONATE today Every $100 can provide eye care for up to 20 children!

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