VCPN August 2018

vision care

product news

PREMIUM

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P54

3D-Printed

EYEWEAR P26

Flexible Lightness Layer by Layer

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A U G U ST 2018 • P RO D U C T I NF O RMA TIO N F O R O PTICA L PE O PL E • V ISIO NCA RE PR OD UCT S.COM

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Contents.

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ON THE COVER Constructed without screws or glue, Götti Dimension combines a frame front created using 3D-printed polyamide powder and temples made of Sandvik stainless steel from Sweden to offer lightness and flexibility to the wearer.

22 UPFRONT FROM THE PUBLISHER 7 VIEWS 8 THINK ABOUT YOUR EYES 10 Guest Editorial

by Bimal Patel, OD

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37

54

BUSINESS SOLUTIONS

5 PRESCRIPTIONS TO PREVENT ‘HARDENING OF THE ATTITUDES’ 20

VIRTUAL MIRRORS 14

by Dr. Jack Singer

HOW WOULD APPLE RUN YOUR PRACTICE? 16

PROFESSIONAL ADVISORS: FRIENDS OR FOES? 22

by Conor Heaney

BUILD YOUR LEADERSHIP SKILLS 18

by Maria Sampalis, OD

by Lisë Stewart

LET SUPERSTARS SHINE — A TALE OF TWO JENNIFERS 24

by Evan Kestenbaum, MBA

NEW 25

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Contents.

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AUGUST 2018 VOL 18, ISSUE 8

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

EDITOR Cara Aidone Huzinec CHuzinec@FVMG.com

p g. 26

CREATIVE DIRECTOR

ut our Chec k o ted 3D-Prin focus on ar.

Eywe

Kat McBride KMcBride@FVMG.com

PRODUCTION + WEB MANAGER Anthony Floreno AFloreno@FVMG.com

CONTRIBUTING WRITERS

EYEWEAR + FASHION

VISION CARE TECHNOLOGY

ADDITIVE MANUFACTURING: A NEW WAVE IN EYEWEAR 26

HIGH-CLASS LENSES 54

by John Sailer

THE 3D PRINTING PROCESS 37

Conor Heaney Evan Kestenbaum, MBA Maria Sampalis, OD Dr. Jack Singer Lisë Stewart EDITOR EMERITUS Ed De Gennaro, MEd, ABOM

by Cara Huzinec

EDeGennaro@FVMG.com

3D-PRINTED LENSES FAQS 56

BUSINESS STAFF

PRODUCT FOCUS: RAY-BAN RXED 60

PRESIDENT & PUBLISHER Terry Tanker TTanker@FVMG.com

ECPS TAKE ON 3D-PRINTED EYEWEAR 38

NEW 61

INSIGHT: THE NET RESULT 42

20 QUESTIONS 62

TRENDS 44

VISION EXCHANGE

VICE PRESIDENT, MARKETING

CLASSIFIED ADVERTISING FOR THE OPTICAL INDUSTRY 63

REGIONAL SALES MANAGER

Snap + Go

PRODUCT FOCUS 46 Getting Fit

EXECUTIVE VP

With John Fuoco of Devonshire Optical

PHOTO CLINIC 47

Shawn Mery SMery@FVMG.com

Debby Corriveau DCorriveau@FVMG.com

Eric Hagerman EHagerman@FVMG.com

NEW 48 VISIONCAREPRODUCTNEWS

VCPN_MAGAZINE

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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From the Publisher.

IT’S ABOUT THE

T

hanks for all the emails regarding last month’s column (“Motivating the Man in the Mirror”).

It appears I may have struck a chord. I specifically selected The Man in The Glass to open this series because I believe the first step in motivation is understanding the “real you.”

Clearly, the underlying message is: You can’t cheat or lie to yourself. Or, as an old college buddy who seemingly had a one liner for every situation used to say, “Tank, you can’t bullshit your own damn self!”

(Say this line with a thick southern accent. It will make you laugh every time).

Now that we’re being honest, we can freely admit which goals and objectives will get us engaged and keep us there.

If it’s money, be honest with yourself and just say so. And, since we’re being honest and we’re entrepreneurs, there’s only one instance when it’s not about the money and that’s when you already have it. For those of you who would like to differ, I quote H.L. Mencken, the late author and journalist, who said, “When someone says it’s not about the money, it’s about the money.”

If you take what I’ve said literally, you may say your

money

motivation is anything from a new sports car or luxurious vacation house on the lake, to a new club membership, a new watch, or just about any material thing you can think of. Or maybe it’s reinvesting in your business.

“When someone says it’s not about the money, it’s about the money.”

— H.L. Mencken Success in the form of profit allows us to do a great deal with the companies we own that often leads to even more success.

That list of actions is long, and chief among them is the ability to hire the right people and to invest in training and education that make the right people even better. Looking back, I don’t believe I’ve ever spoken with an owner, CEO or president who achieved measurable success without having them tell me the reason for their success was the team of people they assembled to help them accomplish the task.

So, yes, one way or another, it’s about the money. More importantly, it’s about how you

spend the money. Or, more accurately, how you invest it.

This month’s excerpt from Howard Ferguson’s book The Edge presents Thomas Jefferson’s perspective on being honest with yourself.

THOMAS JEFFERSON A PHILOSOPHY OF LIFE In matters of principle, stand like a rock; in matters of taste, swim with the current.

Give up money, give up fame, give up science, give up the earth itself and all it contains, rather than to do an immoral act. And never suppose that in any possible situation, or under any circumstances, it is best for you to do a dishonorable thing.

Whenever you are to do a thing, though it can never be known but to yourself, ask yourself how you would act were all the world looking at you, and act accordingly.

He who permits himself to tell a lie once finds it much easier to do it a second and third time, till at length it becomes habitual; he tells a lie without attending to it, and truths without the world believing him.

P. S. (You may want to read this quote to the man in the mirror the next time you see him.) n

TERRY TANKER PRESIDENT/PUBLISHER

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

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Views.

THREE DIMENSIONAL

I JOHN SAILER VP, EDITORIAL

t seems that as each new technology is introduced into the optical field, the speed of its development progresses faster than that which came before and its acceptance as a product available for consumption by end users arrives sooner than anything introduced prior.

The latest technology for which this formula appears to be in effect is the 3D printing of frames. (Lenses are another story, but they are also being manufactured using 3D printing; see page 56.) Just a few short years after additive manufacturing (another name for 3D printing) was first implemented as a means of fast tracking the prototyping of new frame styles, there are now a host of 3D-printed frames available on the market and being fitted on patients by eyecare professionals far and wide.

Frames made with additive manufacturing can be divided into two categories – ready-towear and customized. Readyto-wear are distributed from frame boards just as traditional frames are; they’re just manufactured using a technique that builds them up layer by layer.

The customized versions of 3D-printed frames are similarly manufactured, but they are personalized to the individual wearer’s unique facial measurements by taking 360-degree scans of their head.

“A lot of companies have been dabbling in it for five to 10 years,” optician Perry Brill of Brill Eye Center in Mission, KS, told us about 3D printing,

developments

“but the creative process and the materials are still in their infancy.” He sees it as a way to reduce the time from design to final product and a means for smaller companies to enter the business. “Traditional crafting required extensive tooling and big conglomerates, but this allows you to cut down on manufacturing time without as much legacy knowledge,” he said.

It’s a new way to produce frames, and some companies are betting on it becoming an

There are now a host of 3D-printed frames available on the market being fitted on patients by eyecare professionals far and wide. even more prominent way.

While still in its formative stages, the possibilities are seemingly as infinite as the shapes and sizes that can be created.

When discussing where 3Dprinted frames might be headed, Jack Erker III (who distributes 3D-printed Monoqool frames through his Studio Optyx world headquarters in St. Louis) said, “In the future any designer out there could have their own set of files that you might buy with a click fee,” in a way similar to the way lens designs are paid for these days. Eyecare professionals could then print out their own frames in their office.

Of course, this would require that the cost of 3D printers comes way down. But with the typical trajectory of technology, with costs dramatically reduced as the technology becomes more mainstream, this would not be out of the question and could come to fruition sooner than we might expect.

For example, a search for industrial-quality 3D printers capable of performing selective laser sintering on nylon polyamides (the technique and materials used to produce finished frames), showed price ranges from $100,000 to $250,000. Professional quality desktop 3D printers capable of producing prototype-level frames were available for less than 10% of the lower portion of that range.

It would not be inconceivable that given enough volume eyecare practices could soon make a profit printing frames in-house as the cost of machines capable of additive manufacturing comes down.

But that’s down the road. For now, as some frame manufacturers further refine the finishes of their ready-to-wear offerings and others work out the kinks of creating customized eyewear made-to-measure for individual patients based on their unique facial measurements, printing finished frames in the ECP’s office is just a gleam in the eye of some forward-thinking eyewear companies . . . or perhaps a goal in their five-year plan.

As Eileen D. Mielcarek, COE, of Media Eye Works Ltd. in Media, PA, told us, “3D printing is here to stay; it’s not going away.” n

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YOUR INDUSTRY YOUR CAMPAIGN

YOUR SUCCESS. Think About Your Eyes drove 3.4 million eye exams and $752MM additional industry revenue in 2017.

Your practice is your biggest investment.

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

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

Please support the organizations that make TAYE possible.

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Think About Your Eyes.

A TRADE SHOW Roadmap

By Bimal Patel, OD

I

ndustry trade show invitations show up in inboxes year-round—how, as an OD, can you justify time away from your practice? I see it as a responsibility to the profession to make the most of these events, as trade shows offer an abundance of opportunities for education, networking and community-building. With Vision Expo West next month, planning and organization are the best ways to tackle such a comprehensive event.

The first thing I do in planning for a trade show is set a goal—usually related to continuing education. I space out the courses over a few days so as to not overwhelm myself, and I leave time for meetings with optical and equipment vendors, which I schedule ahead of time.

Industry trade shows are a great way to keep up with the latest and greatest in technology products and education. I love checking out new ways I can impress my patients with technology. When my patients come into my office they are so impressed with technology that they haven’t experienced before, whether it’s refracting from my iPad or 10 | VC P N AU G U S T 2 018

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offering the latest in lid hygiene treatments.

I also learn more about industry initiatives, such as Think About Your Eyes, which is bringing patients into our offices.

Trade shows are the best time to network—attend happy hours and vendor appreciation parties. Many optometry schools offer alumni receptions. Walk the show floor—you’d be surprised who you run into.

I see it as a responsibility to the profession to make the most of these events.

In between all the work and networking, make some time for you and have some fun.

Trade shows such as Visio Expo are in fun cites with great shows, entertainment and restaurants. Make a reservation to do something memorable.

Trade shows are also a time to bond with your staff, and it allows them to be a part of something bigger than your office. You make them a part of a culture and an industry that can potentially have a huge impact on their professional lives. They have the

ability to learn and network with others to bring back ideas and processes that can help grow your business. Aside from professional development and learning new skills, it can also be a reward for their hard work. Taking them to a trade show can create a sense of community and demonstrate that you really value their work. I’m excited to surprise my staff with show tickets in Las Vegas this year at Vision Expo West. Investing in your staff will make your customer service remarkable. Remember, you want to treat your staff how they would treat your patients.

ODs should attend trade shows to get reinvigorated with the industry we are a part of.

Sometimes day-to-day operations and work can get redundant after a while. Trade shows are a great pick-me-up and get you re-excited about patient care and your business. n Bimal Patel, OD, is a member of the Texas Optometric Association’s New Grad Task Force, a member of The Vision Council’s Young Professionals Board, and one of 20,000 doctors listed on the Think About Your Eyes online locator. First Vision Media Group is a media partner of Think About Your Eyes.

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

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vision care

product news

Insider.

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

STAR STYLE SAFILO’S EXPANDED FOCUS Safilo recently opened a newly designed showroom in Tokyo, which comes on the heels of other international showroom locations, including Stockholm, Zurich, Hong Kong and Dubai, to name a few. The modern, Italian-designed space showcases the company’s brands to local customers and partners and “demonstrates the company’s commitment to the Japan market and its focus on developing its long-standing customer partnerships in the Asia Pacific region.”

800.631.1188 Safilo.com

Transitions Optical has a new ambassador for its “Light Under Control” brand campaign: CFDA fashion designer Christian Siriano, who hosted the launch of Transitions Signature lenses style colors and Transitions XTRActive style mirrors last month at “The Curated NYC,” the rooftop of his NYC boutique. “I love that Transitions lenses give wearers an opportunity to have it all,” Siriano said. “You get freedom of expression and comfortable vision day and night in a single, stylish lens.”

800.848.1506 Transitions.com

RED DOT NO. 9 For the ninth time, Silhouette received a Red Dot design award for its Titan Minimal Art eyewear, this year for the TMA The Icon. Accent Rings.

Characterized by sleek SPX rings as frames, models feature a unique frame that is neither rimless nor full-rimmed and comes in combinations such as brass and petrol with rosé gold or amethyst. Winners of the international design award were announced July 9 at the Red Dot Design Museum in Essen, Germany.

800.223.0180 Silhouette.com

To stay informed subscribe to the VCPN INSIDER e-newsletter here: VisionCareProducts.com/VCPN-INSIDER 12 | VC P N AU G U S T 2 018

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vision care

product news

Insider.

ALL EYES ON HONG KONG The HKTDC Hong Kong Optical Fair 2018 will include international pavilions representing the Chinese mainland, France, Italy, Japan, Korea, Taiwan, the Hong Kong Optical Manufacturers Association, Visionaries of Style and Contact Lens & Accessories, joining the fair’s more than 800 featured companies. The annual event will showcase frames, lenses, equipment and related accessories, attracting more than 16,000 attendees from more than 100 countries to the Hong Kong Convention and Exhibition Centre, Nov. 7-9, 2018. Register now for free and discover new exclusive offers for overseas buyers.

HKOpticalFair.HKTDC.com 212.838.8688 New.York.Office@HKTDC.org

A “PROGRESSIVE” PLAN VSP Vision Care now offers full coverage for standard progressive lenses in its most popular plans, available to all new commercial employer and individual market members. As of July 1, VSP also upgraded about 40% of its current commercial employer and individual members to have standard progressive lens coverage. Additional members will be upgraded upon renewal in coming months.

888.867.8867 VSPGlobal.com

TAKE TWO Essilor is again offering ECPs its Ultimate Lens Package, which now includes the new Transitions Signature lenses style colors and Transitions XTRActive style mirrors in addition to Varilux X Series progressives and Eyezen single vision lenses. With the Ultimate Lens Package, patients can receive a second pair of qualifying lenses of equal or lesser value at no cost with a frame purchase. The Ultimate Lens Package is available from July 16 through Dec. 31, 2018.

800.542.5668 EssilorUSA.com EssilorUltimateLens.com

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ble.

Notea

ewed lin ren Marco al with ing de r s n e c li a its Eyewe r Tod’s be m e c h De g u o r th 2023.

CUTTING TIES Since 2007, Tuscany Eyewear of Davie, FL, has had exclusive distribution rights for Porsche Design Eyewear in the U.S. and Canada. Tuscany Eyewear issued the following statement following its termination of the relationship: “Tuscany Eyewear has diligently and conscientiously supported the Porsche Design brand in these markets for more than ten years. Tuscany Eyewear has provided not only product distribution but service and repair facilities for its own customers as well as those of the Porsche Design stores. However, due to significant breaches of contract by Tuscany Eyewear’s former business cooperation partner and licensor, Rodenstock GmbH, Tuscany Eyewear has decided to terminate the cooperation with Rodenstock GmbH with immediate effect. Rodenstock USA LLC will therefore assume the responsibilities for distribution and service for all regions through their facility in Wyoming.”

Tuscany Eyewear president and CEO Wayne Goldman said, “I regret having to withdraw our support of the Porsche Design brand. I have enjoyed a good relationship with Rodenstock and Porsche Design over the past 10 years. However, we have had issues of intransigency that cannot be resolved.”

Tuscany Eyewear will continue to distribute it own brands in all regions as it has done for the last 22 years.

HIRES + PROMOTIONS OneSight appointed Katherine “K-T” Overbey president and executive director effective July 9, replacing Mony Iyer.

Essilor of America announced Rick Gadd will take over as president from Eric Leonard, effective Sept. 1. The company also appointed Millicent “Millie” Knight, OD, FAAO, FAARM, last month as senior vice president, Customer Development Group, in which she will be responsible for the company’s professional relations, communications and training efforts for sales and ECPs. Europa Eyewear named Nicolas “Nico” Roseillier creative director, effective July 23.

Kenmark Eyewear added roles within its sales department, appointing Tina Crawford as vice president of sales development, Steve Mount as Western sales director and Mark Lake as Eastern sales director.

LICENSES + AGREEMENTS Marchon Eyewear and G-III Apparel Group, Ltd. entered into a long-term exclusive global licensing agreement for DKNY and Donna Karan New York eyewear. Marchon previously held the eyewear licenses for the two brands from 1999 to 2004.

De Rigo Vision signed a new license agreement with British luxury brand Mulberry to develop, manufacture and co-distribute a line of ophthalmics and sunglasses, expected to launch spring/ summer 2019.

Altair Eyewear signed a global licensing agreement with lifestyle brand Draper James to design, manufacture and distribute its first ophthalmic collection, set to debut at Vision Expo East next year.

Vista Outdoor, Inc. entered into a definitive agreement to sell the legal entities operating its Bollé, Cébé and Serengeti brands.

800.293.9588 TuscanyEyewear.com

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Dispensing.

VIRTUAL mirrors ELECTRONIC DEVICES LET PATIENTS ‘TRY ON’ FRAMES SIMPLY BY STANDING IN FRONT OF A SCREEN, SWIPING AND SELECTING.

A threedimensional image of a pair of frames suddenly appears on a live streaming video of someone’s face.

SMART DISPLAY KIOSK

V

irtual try on technologies are prevalent on our personal devices, enabling us to see how we look in a variety of frames using our smartphones, tablets or computer screens. Now, that capability is available for the optical shop, where larger digital screens can act as both promotional billboards as well as electronic frame boards.

The simple process of virtually trying on eyeglasses in person is extremely user friendly. A three-dimensional image of a pair of frames suddenly appears on a live streaming video of someone’s face the moment that person steps in front of the screen. By automatically measuring the person’s facial

dimensions, including pupillary distance, the sizing and location of the frames are accurately represented on the screen in the same way they would be positioned in reality. They stay in place even as the user moves around, so the customer can see how the frame will look on their face from all angles.

SMART DISPLAY KIOSK Available in the U.S. through ABS, Inc. of Miami, the Smart Display Kiosk is an in-person virtual try-on device that evolved through the combination of technologies that were already available from parent company Acep of Paris. The company already offered the Smart Mirror, an in-store solution for opticians that

automatically measures patients for progressive lenses and that also demonstrates features such as polarization, anti-reflective coatings and other lens add-ons. Nearly three years ago, Acep acquired Total Immersion, a leader in the field of augmented reality. Combining these technologies enabled the company to develop Smart Display virtual try-on.

Prior to its use in a stand-alone kiosk, the Smart Display virtual try-on technology was first developed for smartphones and laptop screens with cameras. Working directly from within an ecommerce platform (no need to download an app) the Smart Display recognizes and tracks a human face and overlaps a 3D image of a frame onto it. The 3D image

ABS, Inc. OpticVideo.com 888.989.4227 Info@Smart-Mirror.com 14 | VC P N AU G U S T 2 018

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Dispensing.

OWIZ STREET

of the frame stays in place on the person’s face even as they move around.

Now, the Smart Display Kiosk brings this virtual try-on technology to the optical shop using much larger screens that customers can interact with in person. Already in use in Europe by a pop-up store opened by an ecommerce eyewear company, the Smart Display Kiosk will be introduced later this year at both Vision Expo West and Silmo.

As soon as a person steps in front of the screen, the device recognizes that it is a human face and can even determine the person’s gender. Using this information, the Smart Display automatically overlays a pair of frames appropriately sized and positioned onto the person’s face, selecting from among its electronic catalog of men’s and women’s frames. The user can then choose other frames to “try on” by swiping through them on the bottom of the screen.

Because people tend to enlist others for their opinions when selecting frames, the user can take pictures of how they look “wearing” these frames and share them with family or friends via email, social media or QR code.

The device’s ability to recognize gender can be used for promotional purposes as well as for frame selection. If it notices a woman or a man

walking by, it can select gender-appropriate ads, videos or other electronic billboard promos to display on the screen.

In addition to being able to determine a user’s gender, Smart Display will also soon be able to recognize a person’s age to within about five years, according to Acep’s business development manager, Julien Pierrard. This feature can also be used for promotional purposes. For example, progressive lenses can be promoted when an individual over 40 years old walks by, or youthful frame styles can be displayed when someone in their 20s is recognized.

OWIZ STREET To grab the attention of foot traffic walking past your store, Fitting Box offers OWIZ Street, an interactive storefront window that allows passersby to virtually try on frames in 3D from outside the optical shop. Fitting Box suggests that opticians use OWIZ Street to showcase selected brands in an original way by advertising 24/7 and providing an immersive experience for shoppers to remember.

The device invites passersby to “approach the window; try on our glasses,” and as they do a 3D image of a pair of frames pops onto the live video of their face. By visiting a website indicated on the screen and entering

a specific code, users can use their smartphone as a remote to control the screen and select different frames to appear on their face. They can then take pictures and share them via email or social media.

According to Fitting Box, passersby spend two minutes in front of the window during each try-on session, and on average 400 people stop at the storefront window each month, including 53% during closing time.

For inside the store, the OWIZ Mirror from Fitting Box is a virtual mirror that allows users to virtually try on an entire frame catalog at the touch of a finger. Realistic renderings of their chosen frames appear on their face via webcam live streaming or a photo upload. As with all of these interactive virtual try-on devices, customers can access styles and colors even if they’re not currently in stock, and they can share selfies for feedback from friends and relatives.

Now, with the Lens Simulator add-on from Fitting Box, they can try out recommended lens prescriptions and treatments at the same time, making their try-on as trueto-life as possible. n

OWIZ MIRROR

Fitting Box FittingBox.com 884.834.2860 ContactUs@FittingBox.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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Retailing.

HOW WOULD APPLE RUN your practice?

By Conor Heaney

S

troll into your nearest Apple store and you will see ordinary people excited about telephones and computers. It will be packed with people happily paying premium prices to get the latest Apple product, not because they need it, but because they want it. This is why Apple is the most profitable company in history and why it leads U.S. retail in sales per square foot.

Although you may have never thought of it, Apple’s success is particularly relevant to optical stores and optometric practices for two big reasons.

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IT’S ABOUT CONTROL The first big reason is if you are an OD in an independent practice you have more in common with Steve Jobs than you think.

Most ODs and practice owners don’t see themselves as retailers. Most distaste retail or downplay its importance to the success of their practice. Jobs wasn’t a retailer either.

He was running a technology company.

So why did he risk everything and open Apple retail stores across the globe? Investors expected him to fail. If you read his biography you’ll discover there was only one thing on his mind about this decision, control.

Control is why he bet the company on his

WHAT LESSONS CAN YOU LEARN ABOUT RETAILING FROM THE MOST PROFITABLE COMPANY IN HISTORY? belief that Apple needed to open its own retail stores. He wanted to control everything that happened within the four walls of any Apple store, to control Apple’s destiny and not leave it to chance.

Jobs exercised complete control of the customer experience, the marketing and the sales process, from how product was displayed, to pricing strategy and presentation of price, to the environment and feel of the store, to the staff’s level of passion and training, to the customer journey. He understood that is where the profit is. That’s the lesson not to miss: You need to design and control everything that happens inside the four walls of 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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Retailing.

You need to design and control everything that happens inside the four walls of your practice.

your practice. It was Apple’s route to success, and it is yours too.

My message to fellow ODs is that you are already in retail. The truth you might not want to hear is that the biggest area of unrealized potential in your practice is retail and eyewear sales. By designing new processes for your customer experience and the presentation of your practice, your products and your prices, you can create more revenue growth for your practice than anything else you can do.

By following Apple’s lead and redesigning the sales processes in my own practice, our average eyewear sale has climbed to over $1,000. Like Jobs, if you exercise complete control of the customer experience, the marketing and the sales process, you’ll discover that is where all the profit lies. This approach is the antidote to your growing competition and the headache of managed care.

TRANSFORM THE EXPERIENCE The second big reason for Apple’s success is transformation. Almost 20 years ago, when Apple opened its first retail store, nobody cared about phones, and only computer geeks got excited about computers.

Apple changed all that. This is the challenge ODs need to overcome if we want our patients to see eyewear as a desirable, emotional purchase and not purely a functional necessity.

Apple took a boring, functional product and completely transformed how the world feels about it. We can do that too. We can change how our clients feel about eyewear.

People buy what makes them feel good, and ultimately, they buy what they desire. Just like Apple, if we make eyewear desirable, people will happily spend more and purchase more frequently. We’ve been working on this for years in my practice, and the result is that our clients are just as excited about their eyewear as they are about the latest iPhone 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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or iPad. They wear multiple pairs of glasses, have a wardrobe of eyewear and eagerly await new frame arrivals.

Apple changed how people feel about computers by transforming the experience encompassing their product. That’s the strategy of transformation. Transform every customer’s experience. Change what it feels like to walk into your practice environment. Change how products are displayed and how prices are presented. Transform the service that your customers and patients receive.

A trip to the optometrist can be an ordinary experience, with ordinary prices, ordinary products, in an ordinary practice. Or it

can mean walking into a special place. When you turn your practice into a “special place” that is where the profit is. n Optometrist Conor Heaney’s practice, Jones And Co. Styling Opticians of Manchester, England, has the highest average eyewear sale in the U.K. at over $1,200 (£900). He is director of Optical Success Academy, working with independent practices to help them differentiate and successfully increase optical sales revenues. His free report “The 9 Keys That Unlock the Hidden Profits In Your Practice” is available at OpticalSuccessAcademy.com.

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7/26/18 12:41 PM

Leadership.

BUILD YOUR LEADERSHIP

skills

LEARN WHAT’S DIFFERENT BETWEEN BEING JUST A MANAGER AND BEING A TRUE LEADER SO YOU CAN DIRECT YOUR TEAM TOWARD SUCCESS.

By Maria Sampalis, OD

I

t does not matter where you stand on the ladder of your career. There will certainly be a time when you will land a leadership role and will want to immediately gear into action so the process goes smoothly. The team you are tasked with leading could either be stuck in a rut or have an unsolved problem. You might be required to spearhead a project that would provide significant value to the company, or perhaps you will be given the opportunity to apply for a management position earlier than expected.

Whatever the scenario, you will need to be cognizant of the fact that you need to be a leader rather than just a supervisor. These days, people do not respond well to the authority of

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the “manager” or any such authoritarian figure; they need a leader. It may not seem so at first, but there is a bigger difference between a leader and a manager than you might imagine.

While there is a fine line between the two, the subtlest traits and actions can differentiate a leader from a manager.

LEADER VS. MANAGER Leaders create a dream, while managers create objectives. Leaders tend to paint a picture of what they visualize as happening and should happen to their subordinates.

They inspire and engage their followers to turn that vision into a reality. They galvanize their people to become a part of something important and extraordinary. They make everyone a part of the team as they realize that a lot more can be accomplished united rather

than autonomously.

Managers, on the other hand, only lend their focus to assessing and attaining goals. They administer the situation to fulfill their objectives whether their employees are motivated or not.

Leaders gravitate toward change, while managers follow the rules. The leader is the “anarchist” or “revolutionary,” and the manager “goes by the book.”

Leaders are always looking for new creative ways of doing things. They face change open-mindedly and strive to make changes to the already used and worn out process of working. They like to believe that even if there is a way that has proven to work, there is always going to be a method of working that will yield better results in a shorter amount of time.

Managers tend to stick with what has previously proven to work in their own and in the 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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Leadership.

While there is a fine line between the two, the subtlest traits and actions can differentiate a leader from a manager.

company’s favor. It would not matter whether that approach has been used since the past decade. They do not bother with innovation; they just stick to what works because for them innovation takes up a lot of time and there are more important things at hand such as evaluating the achievement of goals.

Leaders desire to be unique, while managers imitate past work. Leaders are always themselves. They know what they are like, and even if they are peculiar in some sense they are not afraid to acknowledge it or even use it. Leaders often self reflect and are self aware of their traits and habits. They infuse their uniqueness into the making of the brand or their department. They are comfortable with themselves and are content with the idea of standing out. In short, they are genuine and transparent.

Managers are more likely to replicate earlier behaviors and expertise they learned from those before them. They would adopt their managerial or leadership style rather than formulating their own.

Leaders take risks, while managers avoid them. Leaders have an understanding of how important it is to take risks. They realize that with risks come innumerable opportunities and possibilities for success, and if a person is not willing to take risks they are highly likely to remain cemented to where they currently stand. They are willing to face failures and learn from them. They understand that 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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failures are a part of the project and they will, in fact, provide a learning lesson for them and the team. Even better, leaders remain remarkably positive, consider failure as a step up the ladder to success and work hard to make their team believe the same.

Managers avoid risks as much as they can.

They believe that taking risks is a waste of time, energy and resources because doing so exposes the team to potential failure. They avert problems rather than deal with them.

Leaders aim to build relationships, while managers build structures and procedures.

Leaders put their focus on the individuals with whom they work. These are the people they need to inspire in order for them to realize their vision. They identify the people who will be affected by them and whom they need to influence and make sure to spend most of their time with. They establish loyalty and trust through persistence in their deliverance of high-quality performance on a continuous basis.

Managers focus on the organizational structures necessary to relay and achieve goals. They make sure that the right systems are set in place and are analytical of the outcomes they produce and whether they are the outcomes desired by the company. For them, the people who work with them are just individuals who are given certain goals and objectives to achieve.

Leaders coach, while managers direct.

Leaders trust that the people who are

working under them have the answers or are capable of finding them. They view their people as being apt and able to work the roles they have been given. They cut back on the temptation to tell others what to do and how to do it. Managers assign tasks and direct how to attain them.

Leaders have admirers, while managers have employees. Leaders inspire their subordinates to such an extent that they end up becoming their staunch admirers.

They become their enthusiastic advocates who help build their brand and attain their goals. Their admirers assist them in increasing their visibility and credibility.

Managers have employees upon whom they thrust the rules and the goals of the company.

Other than that they analyze their performance after a certain period of time. The manager’s relationship with their employees is very formal and robotic in which the employees work very hard to please their unappeasable boss.

When authority is bestowed upon you, it is up to you how you play that role, whether you embrace the characteristics of a leader or whether you opt for being just a manager. 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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7/26/18 12:46 PM

Company Culture.

5 PRESCRIPTIONS TO PREVENT

‘Hardening of the Attitudes’

By Dr. Jack Singer

W

e live in a 24/7 stressful society, filled with uncertainty in the job market, the economy, competition, etc. A large percentage of employees admit to being unhappy with and psychologically disengaged from their jobs.

Recent research shows that among the least-happy and least-engaged employees, the annual per-person cost of lost productivity due to sick days is more than $28,000, versus only $840 among the happiest and most-engaged employees.

Furthermore, job stress alone is estimated to cost U.S. industry at least $300 billion a year in absenteeism, diminished productivity, employee turnover and direct medical, legal and insurance fees.

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A HEALTHIER AND MORE ENGAGED STAFF CAN ENHANCE EMPLOYEE MORALE AND JOB PERFORMANCE WHILE MINIMIZING STRESS.

Matt has been a manager for 16 years.

Although his employees seem satisfied with their compensation, surveys conducted with them consistently show that their job satisfaction and morale are low, and their stress levels are high. Matt has been well trained but seems at a loss regarding helping his employees to feel more engaged or happy with their jobs. Because he feels helpless to change the job situation for his employees, Matt, himself, is stressed at work and is unhappy in his supervisor role.

Can Matt regain his passion for his profession? Are there techniques he can use that will immediately enhance his employees’ satisfaction and morale? Absolutely! Here are five powerful prescriptions for enhancing employee morale and job performance and minimizing job stress.

Provide your employees with empowering goal-setting strategies.

People are 11 times more likely to reach a goal when they write it down, as opposed to simply thinking about the goal.

Have regular meetings with your work team, where in addition to encouraging them to discuss their areas of discontentment, join with them in writing down short and long-term goals that are specific and action-oriented.

For example, “For this month, we will have four meetings where we will design and implement our new plan for developing a psychologically healthy workplace. Your goal is to bring an idea with you to each meeting.” Next, ask your people to visualize themselves feeling wonderful once they have accomplished that goal.

Ask them to imagine that they have

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Company Culture.

If you want your employees to look forward to Monday mornings, provide an atmosphere that includes fun, teamwork and camaraderie. efforts — not just their productivity — you can increase employee satisfaction, morale and self esteem Provide a warm, accepting and fun workplace atmosphere, jest for the health of it! If you want your employees to look forward to Monday mornings, provide an atmosphere that includes fun, teamwork and camaraderie.

Acknowledging employee needs and allowing talent and creativity to flourish will keep employees motivated and happy.

Examples of providing an accepting workplace include: • Have a “Whine and Geeze” area where employees can go to melt away stress.

• Inject funny quotes and cartoons into company memos.

• Have positive parties funded by negative people. (Every time colleagues are overheard making a negative comment, have them put 50 cents into a kitty).

• Have monthly theme contests where goofy prizes are awarded.

• H ave a surprise treat day once a month, such as having the manager serving the employees bags of popcorn, or ice cream bars, etc.

If you begin to employ these five potent strategies into your workplace, you will quickly see results. n

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already accomplished the goal. Finally, perhaps most importantly, have them write down ways in which they can sabotage themselves so that they will not accomplish those goals. Encourage them to be honest with themselves about the kinds of self-talk or self-defeating behaviors that they have unfortunately engaged in before, which contribute to not accomplishing their goals.

Provide your employees with a sense of control over their jobs.

Psychological studies of jobs are filled with examples of how important it is to give employees a genuine “say” in how to conduct their jobs. Not only does the perception that management truly cares about their feelings have a powerful impact on their morale and degree of job engagement, but giving workers some control over how to approach their work tasks dramatically reduces job burnout, absenteeism and turnover.

Have frequent meetings with your employees directed at genuinely listening to their issues and allow them to suggest resolutions. Finally, encourage workers to determine their own specific strengths and put them to use on their jobs.

When this is done, employees are six times as likely to be engaged in their jobs and more than three times as likely to report excellent quality of life at their workplace. Some ways to allow employees more

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involvement in their work are: • self-managed work teams • employee committees or task forces • continuous-improvement teams • team-centered hiring processes, where employees select their peers • participative decision-making projects Provide growth and development programs for your employees such as brownbag learning programs. Most employees desire the opportunity to gain new skills and knowledge, so they don’t feel stagnant in their jobs.

Information provided by outside experts, which will help them on their jobs and in their lives, can serve these needs. Providing lunchtime seminars and workshops on such topics as stress mastery, anger mastery enhanced wellness, communications skills, as well as cross-training them with other job skills enhances organizational effectiveness and improves work quality.

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Provide a variety of planned and spontaneous recognition events for your employees. It’s a no-brainer for companies to provide world-class service for their customers and clients, but they often forget that their most important assets — their employees — need the same. Why not make your employees feel as valued as your customers? By acknowledging their

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Dr. Jack Singer is a licensed industrial/ organizational and sports psychologist, professional speaker and consultant to Fortune 1000 corporations from Miami to Malaysia.

The author of four stress mastery books, Dr. Jack presents customized growth and development, motivational and inspirational keynotes and workshops for organizations, conferences and associations. Dr. Jack can be reached at DrJack@FunSpeaker.com or 800-497-9880. Visit FunSpeaker.com for additional information.

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7/26/18 12:59 PM

Strategy.

PROFESSIONAL ADVISORS

friends or foes?

HERE’S HOW TO DETERMINE WHETHER FINDING CONSULTANTS TO ADVISE YOU ON BUSINESS MATTERS IS RIGHT FOR YOUR PRACTICE.

By Lisë Stewart

M

any small business owners voice frustration about finding and working with professional advisors. While they recognize the need for advice, they often don’t know where to find it or how to tell if a potential consultant is truly an advocate or a parasite. In fact, one of the most common questions I hear is, “What should I look for in an advisor, and how can I trust what they tell me?”

Unfortunately, trust is not always high, which can sometimes prevent the use of much needed professional help. There is also often a disconnect in the language spoken by advisors – whether it is the use of “legalese” or financial jargon that can be confusing at best. Good advisors, however, can provide very necessary and important services. For example, an experienced estate-planning attorney can provide family business owners with a range of important options for transferring their estate, including their business, to the next generation while minimizing their tax implications.

They can educate you about the use of trusts, family LLCs and other vehicles that may well meet your needs. But in order to do so, these advisors need to be knowledgeable about issues the family will face and the issues that will impact the business.

Often a professional advisor will be knowledgeable about one but not the other.

Here are seven considerations to keep in

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mind as you seek to work with a trusted estate or tax attorney, find a CPA who speaks your language or locate an insurance agent who truly gives you peace of mind.

for your company. List the experiences you have had in the past that did not meet your needs, and offer an alternative that you are looking for in a new relationship.

1. Interview more than one professional in any given field.

Remember, you are purchasing services, and you have a right to choose a provider who meets your needs.

3. Retain a legal advisor with business experience.

When seeking an attorney to assist with estate planning, look for someone who has had some business experience – preferably someone who owned their own business or was part of a family business at some point.

Failing that, look for an attorney who has a dual background in accounting and law (as many do) or who regularly partners with another attorney who can bring corporate and business experience to the discussion.

2. Write out a list of your needs and expectations before you meet with an advisor.

For example, if you want to work with a CPA, decide ahead of time what kinds of changes you want to see in the financial reporting

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

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Strategy.

What should I look for in an advisor, and how can I trust what they tell me?

Sometimes estate plans are written in a way that may destroy the business or cause longterm disharmony in the family. Begin by asking your professional colleagues about their legal advisors. Ask whether they took the time to explore the business impacts of the estate plan and the long-term wishes regarding family relationships.

When working with your attorney, be sure to develop a draft of the key points you would like your legal document(s) to address. Make sure you understand the language in any document your attorney produces; it is your document and you have a right to understand what it says.

4. Find an insurance agent who will consult with you not just collect a commission.

Some insurance agents are more interested in selling you a product than in learning about your business and personal needs.

Consider working with someone who will actually consult with you, for a fee, rather than collect their entire payment through commission. When an advisor is paid for their impartial advice, they are more likely to recommend plans and products that will work in your best interest. When they are paid on commission, some less professional folks may be tempted to serve their own interests first.

Be sure to ask insurance prospects about their experiences working with family businesses and how the types of products or services they recommend for families with businesses differ from other types of insurance products.

5. Look for an independent financial advisor.

Personal and professional financial advisors and financial planners can also be driven by the sale of products rather than being focused on what is best for you and your business. To ensure you are getting the advice you need, look for an independent financial advisor – one who can develop a plan for you for a fee, regardless of whether or not 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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you purchase other services from them. Seek out an advisor who takes an active interest in your business and how your business planning will impact your personal planning. Be wary of financial advisors who claim you must retire with exorbitant levels of personal wealth; they may suggest an investment plan that benefits them rather than you.

6. Tell your advisors how they’re doing – good or bad.

Let your advisors know when you are happy and satisfied with their services – and when you are not! Many small business owners feel intimidated by their professional advisors and continue to pay their fees while cursing their service. This does not need to happen. Work together with your advisors and let them know this is a transactional relationship, one based on mutual trust and clear communication.

7. Invite all your advisors to the same table.

It can be very frustrating and expensive to have your accountant, attorney, financial consultant and insurance specialists all giving you different advice and contradicting one

another. Yet, it is not uncommon for one advisor to give you very different information from another. Consider inviting all of your advisors to the discussion whenever you are developing important plans and documents for your business and family. Don’t hesitate to invite your CPA to meet with your estate planning or tax attorney and your financial advisor or your personal banker. Bringing all of the necessary specialists to the table at the same time to hammer out key agreements and help make faster, and more informed, decisions may save you time, money and frustration. If any of your professional contacts balk at the idea of sharing time with others, you probably haven’t found the right match. n Lisë Stewart is founder and director of Galliard Group, a training and consulting firm specializing in family-owned and closely held businesses. She is a nationally recognized author and speaker who draws on her 25+ years of experience to share practical advice for ensuring sustainability of family businesses. She can be reached via email at LStewart@GalliardGroup.com.

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7/26/18 1:02 PM

Superstars.

LET SUPERSTARS SHINE

A Tale of Two Jennifers

By Evan Kestenbaum, MBA

J

“

ennifer is the best optician we have. All the patients love her!” Jennifer must be a superstar. Everyone in the office thinks so and so do your patients. Or should we look deeper? She does have a high capture rate. Nearly 70% of her patients order glasses, but only 22% have AR, and very few maximize their vision plan benefits.

“Jennifer [number two] is the best optician we have. All the patients love her!”

Is Jennifer number two a superstar? From her numbers we see that nearly all of her patients order AR, most are in digital lenses, and one-third with a vision plan choose a second pair.

Even though your patients are “happy” with your optician, that doesn’t mean the job is being done as well as possible. It is also not uncommon for optical staff to defer to the patient, especially when someone says, “I only want what’s covered by my plan.” This doesn’t make your optician a bad person, but it does open the door to educate and train.

How do we know when there is opportunity? We need to consistently measure and to know what we are measuring against. Some places to look are industry averages from trend data published by sources such as EDGEPro. You can also ask your lab rep. Larger labs have national, regional and local data that will help you understand how you compare to a large cross section of the industry, and local 24 | VC P N AU G U S T 2 018

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IT TAKES DATA TO DETERMINE WHO YOUR OUTSTANDING STAFF MEMBERS ARE, AND IT TAKES NURTURING TO MOTIVATE THEM TO STAY THAT WAY.

labs can offer specifics about your particular market. If you work with a consultant they can tell you about their clients’ metrics.

Once you know how the industry is doing you can look at each individual staff member.

Remember to also look at the capture rate by doctor. Ensure each doctor is prescribing from the chair and following the established handoff procedure. Eyewear sales are a team effort; everything cannot be left up to the opticians.

FIND SUPERSTARS Your practice management software as well as tools that overlay your system provide robust metrics. The numbers will tell you who the real superstars are. Their average sale for both private pay and vision plan patients will be high, and their premium product, AR percentage and multiple pair sales will also be high.

Your superstars are part of your brand.

They understand the need to add value.

Superstars educate patients on the materials they dispense and the services that accompany eyewear from your practice. In addition, they are sincere in their desire to ensure that the best vision solutions are offered to every patient without judgment or feeling confined by the perceived boundaries of vision plans.

NURTURE SUPERSTARS If you have superstars, congratulations. The trick will be to keep them motivated and to desire continuous improvement. Different

people respond to different rewards, and they don’t all revolve around money. Sure, some people like to be rewarded financially, but others respond to recognition or praise.

Find what works best for your staff, and if you don’t know, ask them.

Keep in mind the job at its core is to do certain things well. A bonus is for when someone goes above and beyond stated goals.

Transparency about goals and rewards is critical. People get discouraged when there are moving targets or if rewards are too unrealistic.

Friendly competition among staff members can be good, but again, you need to know the nature of the staff. A rewards program can easily backfire if it is not right for the group.

Once you have found your superstars be sure to glean as much as you can from them.

Have them share tips and best practices at staff meetings. Ideally, you should show stats for the entire staff, then your superstars can explain how they achieved their numbers.

If “Jennifer” is your superstar and you don’t really know why, find out. If she’s not, you have a path to get her to become one. If she is, ensure her knowledge is shared with your team and that she stays motivated. 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. V I S I O N C A R E P RO D U C T N E WS . C O M

7/27/18 10:24 AM

New. DIGITAL MARKETING SERVICES FROM OPTI-PORT Opti-Port, an alliance of multi-office ECPs, recently partnered with Cleveland, OH-based National Strategic Group to offer its members expanded digital marketing services that include marketing strategy, search engine optimization, social media marketing, digital reputation management and online lead generation.

314.743.0781 OptiPort.com

TRANSITIONS NOW ON INSTAGRAM Follow Transitions Optical on Instagram @TransitionsPRO to keep up with the company’s offerings and view fun, colorful images that feature Transitions lenses, including the new style colors and mirrors that launched last month.

800.848.1506 Transitions.com

PEDIATRIC MARKETING EBOOK FROM EYECAREPRO Learn how to launch and market a successful pediatric practice by downloading EyeCarePro’s free ebook “Marketing Pediatric Services in Your Practice.” The guide gives tips on how to connect with other pediatric-oriented businesses and use staff to create a pediatric office culture, plus ways to use pediatric business to drive the entire practice. The ebook is available at HubSpot.

EyeCarePro.net/Pediatric-Marketing-ebook.

415.481.9008 EyeCarePro.net

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APP-TLY NAMED Morel recently introduced Morel Frame Hero, an app developed to service frames with the necessary parts to avoid having to order a replacement frame. Available to download from the App Store and Google Play, the app features service training, order status and tracking information. ECPs receive parts free of charge with free ground shipping.

800.526.8838 Morel-France.com

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7/26/18 1:09 PM

a new wave ADDITIVE MANUFACTURING:

IN EYEWEAR

By John Sailer t first used to fast track the production of prototypes of new frame styles, 3D printing has quickly graduated to producing finished eyewear, both ready-to-wear and customized. Within the few short years that the technology has been available, there are already a number of frame manufacturers offering finished product through optical shops throughout the country. Many of these frame manufacturers are profiled in this special VCPN section on 3D-Printed Eyewear.

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“It’s where the eyewear market meets the tech sector,” optician Perry Brill of Brill Eye Center in Mission, KS, told VCPN. An early adopter, he offers 3D-printed frames from Monoqool, Götti and Roger Bacon.

TWO CATEGORIES Overall, 3D-printed eyewear can be organized into two general groups — ready-to-wear and customized. Ready-to-wear 3D-printed frames exhibit the features and benefits that come along with this manufacturing process.

They are sustainably manufactured, lightweight yet durable, but they are sold off optical

3D-PRINTED EYEWEAR IS COMING ON STRONG, WITH A NUMBER OF FRAME MANUFACTURERS OFFERING BOTH OFF-THE-SHELF AND BESPOKE OPTIONS. dispensary boards just like traditional frames.

Customized 3D-printed frames take full advantage of the technology by being individually printed based on the unique measurements of the specific patient for whom they are being manufactured. After the patient’s measurements are determined by an optician using a tablet to take a 360-degree image of the patient’s head, they are then sent to the 3D printer to create a truly bespoke, one-of-a-kind frame that should fit with digitized precision.

BENEFITS OF 3D PRINTING Both ready-to-wear and customized 3D-printed 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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3D-Printed Eyewear.

frames share similar benefits, while the custom-fit versions offer some additional ones.

Because the printing process is additive, meaning that the frame is built up by subsequent layering of the material of which it is composed, there is little waste, making the overall process more sustainable than typical frame manufacturing. (See “The 3D Printing Process,” page 37.)

Because each frame is individually printed, on-demand production is another benefit when compared with traditional frame manufacturing, which enables both the manufacturer as well as the optical shop to greatly reduce its inventory. Also, the materials used in the 3D-printing process result in extremely lightweight frames.

“I think it’s a wonderful thing for our industry to offer unusual color and texture with lightweight durability,” said optician Daren Gray, ABO, who offers icBerlin and Blac+ 3D-printed frames at Sunglass Optic Studio in Summerlin, NV. A CUSTOMIZED FIT For frames that are 3D printed based on the patient’s unique facial measurements, additional benefits of this manufacturing process include personalized shapes customized for made-to-measure fitting.

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Brill feels that customization is one of the biggest draws of 3D-printed eyewear.

Comparing the product to craft beer and the Build-A-Bear Workshop, where customers create their own, one-of-a-kind teddy bear, he said, “People want commodities that suit their individual palettes, so show something that’s not off-the-shelf. The independent eyewear market is hot right now. While the big brands will always have their core users, people want to connect with brands that resonate with them through customization.”

This made-to-measure feature has led those opticians who have begun offering 3D-printed eyewear to cite its ability to please hard-to-fit patients as one reason for offering this type of product.

Ryan Horne of Spex by Ryan in Regina, Saskatchewan, Canada, carries 3D-printed eyewear from both Specsy and Blac+, and he agreed that the custom fit is an attraction. “The main reason I brought it in was mostly because there is still a lack of extra large eyewear options for people with very large heads,” he said.

“Sometimes I only have one or two frames that will fit those who need extra large eyewear.

I’m excited that we can now fill that niche.”

Optician Barry Santini, ABOM, of Long Island Opticians in Seaford, NY, prefers to play up the technology of 3D-printed eyewear rather than the custom fit aspect.

“Nobody walks in saying, ‘I really want a

pair of glasses that fits properly.’ They expect it to fit,” he said. “I am known as an early adopter of technology,” he added, explaining that is why he started carrying Eyenavision’s Roger Bacon Eyewear. He recommends having the entire staff wear the product to help promote it.

THE FUTURE OF 3D Where is 3D-printed eyewear headed? Those eyecare professionals already offering it to their patients are positive about its future.

“It’s still a small segment of inventory and sales, but as prices come down with more production, as with most products, it will definitely be more accessible,” said Gray.

“As an optician looking into the future, it helps set us apart. I’m not seeing a lot of this product in the chains or the large boxes at this point. It’s really a boutique product.”

Brill agreed that offering 3D-printed eyewear sets his practice apart. “We all try to differentiate ourselves and have unique selling propositions in our practices,” he said. “It’s the 3D facial scan and truly bespoke fit that patients will remember and come back because the optician did something different.”

Eileen D. Mielcarek, COE, of Media Eye Works Ltd. in Media, PA, told VCPN, “We’re always looking for new products to generate optical business and be at a high level of performance.” After “investigating for three years” she just installed Eyenavision’s Roger Bacon customized system. “I’m really excited,” she added; “3D printing is here to stay; it’s not going away.”

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7/26/18 3:36 PM

3D-Printed Eyewear.

EYENAVISION ROGER BACON sing precise measurements of each individual patient’s unique facial structure, Roger Bacon uses a 3D printer to produce a pair of custom-made frames. The process begins with a 3D biometric scan of the patient, starting with the bridge, then following the contours of the nose and finally around each temple.

From there, an optician assists the patient to choose from three collections of eyewear to find the perfect style. Once a patient has chosen a frame, frame designers adjust key features by integrating the unique 3D scan data into the eyewear, ensuring a perfect fit.

When the order is placed, the finished scan and design is sent to the 3D printer, which uses selective laser sintering additive manufacturing that allows for specific,

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subtle shapes and contours in a way that is not possible with acetate and metal customization. After the frame has been created, a hypoallergenic dye and coating create the desired color and the frame is ready to ship.

“We’re always looking for new products to generate business and be at a high level of performance,” said Eileen D. Mielcarek, COE, of Media Eye Works Ltd. in Media, PA. She set up the system in the practice she shares with her daughter Lacey M. Mielcarek, ABO, MS, a couple of months ago. The installation was “pretty easy,” she explained, just a matter of “setting up a TV where you can project the scans to show the patient and having the opticians be comfortable doing the biometric scan,” which takes about 30 seconds to complete, she said. “We then brought in our VIP

customers to help us check out the new technology to practice scanning on them.”

To promote the line, Media Eye Works has embarked on some guerrilla social media marketing by writing #WhoIsRogerBacon in chalk around town to generate interest among the locals.

Adding her take on the benefits of scanning a patient for Roger Bacon 3D-printed eyewear, Lacey Mielcarek said, “Rather than taking plastic or metal frames from the rack, now we have time to have deeper conversations, discuss lifestyle and talk about eye health along with their frames. 3D is here; it’s not going away.”

Eyenavision, Inc. 888.321.3939 Eyenavision.com Info@Eyenavision.com V I S I O N C A R E P RO D U C T N E WS . C O M

7/26/18 3:36 PM

3D-Printed Eyewear.

CLEAR3D new collection of customizable and ready-to-wear 3D-printed eyewear and sunglasses, Clear3D is made with proprietary software called Scan2Print, a platform used for scanning, selection, customization and virtual try-on.

Using a technology that offers endless opportunities to adjust shape and fit, Clear3D frames are each composed of a PA12 nylon-based material. The first ready-to-wear collection will be showcased at Vision Expo West. The brand will later introduce a number of sub-collections under the Clear3D umbrella.

Scan2Print is a cloud-based application offered by subscription that enables eyecare professionals the opportunity to create customized eyewear without software installation. Scan2Print is currently in beta testing

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and will be available to select practices beginning in the fall of 2018. The Scan2Print system was developed by TechPrint Industries (TPI), a global technology and supply chain management business specializing in additive manufacturing of eyewear and sunglasses. TPI was founded in 2016 by Peter and David Friedfeld, co-owners of ClearVision Optical; optometrist, inventor and designer, Marc Notenboom; owner of Applied Matter Systems, David Inderias; and Klaas Nienhuis, described as a “3D wizard” who joined the company in 2017.

“The 3D printed conversation is very compelling for the consumer and has a major cool factor,” Notenboom told VCPN. “The product is very robust, and maintenance is very low. It’s lightweight, strong and offers a number of different designs. The benefit is that is that you can order

bespoke eyewear and a single print. The digital production file will always stay available so that after a long time the exact same style can be printed again. No issues with ‘out of production’ or ‘out of stock.’ It is stronger than traditional products, and the environmental aspect is very important for us. It is the opposite of traditional subtractive production where you have a lot of waste when cutting the frame out of metal or acetate. When printing the eyewear out of nylon powder almost everything is used. Because you can print one style at a time and don’t need to order thousands of frames per style, we want the technology and our knowledge to become available for smaller designers and eyewear companies.”

Clear3D TechPrintIndustries.com/USA AU G U S T 2 018 VC P N | 29

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3D-Printed Eyewear.

SPECSY sing Specsy’s augmented reality and 3D-scanning technologies, opticians can create custom frames that are then manufactured through 3D printing. Introduced in the U.S. at Vision Expo East 2018, Specsy provides eyecare professionals with a retail-ready app that uses 3D facial scans to enable patients to design frames on a live image of their face. Working with the optician, custom glasses are tailored to the patient’s aesthetic preferences and technical requirements.

Based in Ontario, Canada, Specsy 3D prints plastic resin into a precisely fitted frame for each individual patient. Each frame takes approximately four hours to print and is comprised of 1,400 layers of UV light-cured

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plastic resin. The printing process is followed by 72 hours of tumbling, polishing and hand assembly. The company is working on offering custom metal frames later this year.

Specsy’s first retailer in Canada, Ryan Horne of Spex by Ryan in Regina, Saskatchewan, told VCPN that he started selling Specsy’s 3D-printed eyewear for two reasons. One, to fit hard-to-fit patients, and two, to create highly personalized designs. “The main reason I brought it in is because there is still a lack of extra large eyewear options for people with very large heads,” he said, telling the story of a gentleman who came in looking for eyeglasses for his wife, never expecting to find any for himself because he had always had trouble fitting his large head. Ryan

told him, “We can change that now.” The customer “loved the fact that he could sit at our computer and help design his own frames,” Horne said.

To illustrate the customization niche that he also expects Specsy to fill, Horne described a sports fanatic customer who ordered a highly specialized pair of frames. “We have a team here in the Canadian Football League [Saskatchewan Roughriders] people are passionate about. One woman could never find a cat eye to fit, so we designed her one in the team colors with a football on it, and she’s excited to have something nobody else will have. What’s really exciting is we can make any design in any color; the possibilities are endless!”

Specsy 855.463.6793 Specsy.com V I S I O N C A R E P RO D U C T N E WS . C O M

7/26/18 3:51 PM

3D-Printed Eyewear.

GÖTTI DIMENSION ombining a frame front created using 3D-printed polyamide powder and temples made of Sandvik stainless steel from Sweden, the Götti Dimension collection offers lightness and flexibility to the wearer. The company describes the frame line as “an expression of urban lifestyle” that combines “refined front sections” with “delicately fine eyelass temples.” The frames are constructed completely without screws or glue.

The tactile structure is created during the 3D printing process, giving the designer the freedom to develop structures that cannot be realized with other methods of production. Layer by layer, a fine nylon powder is melted using a precise laser, resulting in a flexible and light material with a semi-matte finish. The color palette for the sunglasses ranges from light sand and gray tones to the

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deep-dark nuances of blue and violet.

“Götti is thinking outside of the box by making customization simple,” said optician Perry Brill of Brill Eye Center in Mission, KS. “Each frame comes in three different eye sizes, and Götti developed a bridge that allows opticians to choose from three different bridge sizes.”

Further customization is achieved by allowing for a variety of temple lengths. “Using a simple tool that looks almost like a PD stick you can measure from the eyewire to the back of the ear to make the perfect temple length,” Brill told VCPN. “With four frame styles, eight colors, a custom bridge and a custom temple length, you have so many options.”

Götti Switzerland USA 914.274.8522 Gotti.ch/en Office.USA@Gotti.ch AU G U S T 2 018 VC P N | 31

7/26/18 3:37 PM

3D-Printed Eyewear.

NEUBAU EYEWEAR ince its launch two years ago in June 2016, neubau eyewear has combined a youthful spirit with longstanding expertise. Now, the offshoot of the Austrian Silhouette International group is setting new standards in the field of frame manufacturing with 3D printing.

The shapes produced for its 3D collection—Sarah, Manu, Erwin and Felix—are a new take on the successful “The Wire” range launched earlier this year.

They are distinguished by fine details and textures that appear as engravings and shapes that range from the classic to the extravagant, all of which would be hard to achieve using conventional manufacturing. Befitting the company’s SEE & DO GOOD credo, the 3D printing process is especially sustainable because it leaves

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behind almost no wasted material.

Printing all the parts of one pair of glasses takes a full twelve hours. Layer by layer, the laser beam melts and molds a highly refined super-light synthetic powder, and then the applications have to cool down for another twelve hours. As they emerge from the printer, the frames are all as white as their source material. A subsequent process allows for its color finishes, which are then combined with stainless steel such as glorious gold, eclectic silver, silky rose, black ink, mint and roasted berry.

The 3D-printed models from neubau eyewear have been available in select optical shops since May 2018.

neubau eyewear 800.223.0180 neubau-eyewear.com V I S I O N C A R E P RO D U C T N E WS . C O M

7/26/18 3:37 PM

3D-Printed Eyewear.

IC! BERLIN URBAN COLLECTION nfluenced by the architecture of Berlin, ic! berlin’s Urban Collection is “3D-printed eyewear inspired by summer in the city,” according to the company, which describes the line as follows: “At street level the city is busy and messy; look up, and you will see Berlin for what it really is: a beautiful mishmash of old and new. Look up, and you will see awe-inspiring architecture. Look up, and you will see patterns and textures. Look up, and see the beauty in the details.”

The company released its first 3D-printed frame in 2014. The frames are created using the selective laser sintering additive manufacturing technique using 3D plotting and printing technology. Plotic is a hypoallergenic plastic in the polyamide 12 group and has a molecular structure similar to natural silk,

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according to the company, which said. “It is extremely strong, lightweight and robust. 3D printing allows us to create bigger and bolder shapes while still maintaining the lightness that ic! berlin frames have become loved for.”

Clearvue Vision Center in Kent, WA, offers ic! berlin’s 3D-printed Urban Collection, and lab manager Brian Gouvea said, “The one thing that really stands out is they are able to create texture that is very precise and one of those things that you have to point out to patients. They use hypoallergenic plastic that is light, flexible and allows for precision.” He added that the ic! berlin brand in general is among ClearVue’s top sellers. “Last year it was our number one selling brand,” he told VCPN.

ic! berlin America 866.634.8990 ic-berlin.de AU G U S T 2 018 VC P N | 33

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3D-Printed Eyewear.

MYKITA MYLON ykita offers a range of 3D-printed eyewear lines, all made with the additive manufacturing technique known as selective laser sintering that uses a laser as the power source to sinter powdered material. Light and durable, MYLON is made from fine polyamide powder fused layer by layer into solid objects according to a digital data set, allowing for design freedom. Shapes range from “discreet to defiant,� and despite its high-tech origins, the pigmented, matte surface has an organic quality.

For the HYBRID line, stainless steel joins the lasersintered MYLON via click-in connections. The BLOC line gives off a confident masculine air with its flat top and voluminous build. Lenses are mounted in front of the frame, leaving a silhouette of the rims visible

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behind the shades. Sunglass model THUNDER features circular lenses with a pronounced keyhole bridge and accentuated side-pieces for a modern, geometric look.

Using the 3D technology to achieve the thinnest possible cross-section on the frame front, HAZE demonstrates the flexibility and stability of the MYLON material. The rounded, sanded appearance of the material is accentuated in a new taupe gray color. A loop temple end reimagined in flat stainless steel completes the reduced yet iconoclastic design of this HYBRID model. PEPPER joins the family of HYBRID shields, mimicking an aviator model via the addition of a MYLON clip in front of the shield lens.

MYKITA 973.669.0063 Mykita.com NorthAmerica@Mykita.com V I S I O N C A R E P RO D U C T N E WS . C O M

7/27/18 10:54 AM

3D-Printed Eyewear.

BELLINGER HOUSE BLAC+ series of Blac frames with a 3D-printed front, Blac+ eyewear combines a laser-printed PP22 polyamide front with carbon fiber temples and custom made titanium hinges for a lightweight result.

Since 2008, Blac has been using selective laser sintering (SLS) additive manufacturing to create durable functional prototypes. “We have finally found a material that meets our high requirements of strength, lightness, stiffness, excellent long-term behavior and various finishing possibilities.”

All Blac and Blac+ frames are 100% made in Denmark. After frames are designed in 3D, the Blac+ process continues with SLS, which uses a laser to melt the PP22 powdered material in three dimensions. As the laser contacts the powder bed, it raises the material to its sintering temperature, repeating the process one thin layer

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(0.1mm.) at a time. After the laser process is finished, the fronts are peeled from the leftover powder, which is reused to make sure that nothing is wasted. The frames are then tumbled and polished by hand. Color is then added.

Optician Daren Gray, ABO, of Sunglass Optic Studio in Summerlin, NV, has been selling Blac+ 3D-printed eyewear for several years now. “It’s very lightweight, and the texture is a little more unusual than some of the other materials,” he said about the final product that results from the SLS process using PP22 polyamide. He added that Blac+ frames also feature inset nosepads in different thicknesses that “you can adjust for optical center and seg heights.”

Bellinger House USA LLC 888.804.9627 Blac.dk US@BellingerHouse.com AU G U S T 2 018 VC P N | 35

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Manufacturing.

THE 3D PRINTING MYKITA

process

MANUFACTURERS USING ADDITIVE MANUFACTURING TECHNIQUES PRODUCE EYEWEAR FRAMES IN A COMPLETELY NEW WAY BY PRINTING THEM OUT LAYER BY LAYER.

hile some 3D-printed frames are standardized designs shipped finished and ready for display on opticians’ optical boards, and others are made to order by taking precise digital measurements of patients’ heads, the way they are printed is all relatively the same using the selective laser sintering process (SLS). A powdered nylon polyamide material is melted with a laser and distributed layer by layer until a solid, three-dimensional frame is created.

Because the printing process is additive, meaning that the frame is built up by subsequent layering of the material, there is little waste, making the overall process more sustainable than typical frame manufacturing.

Other benefits include on-demand production and reduced inventory, and for those systems

3DNA

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MYKITA

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GÖTTI

that include facial scanning, an additional benefit is made-to-measure customized fitting.

Bellinger House of Denmark, which 3D prints its Blac+ eyewear line, described its additive manufacturing process in detail: “The Blac+ process begins with designing and drawing our Blac eyewear in 3D. We then proceed to SLS (selective laser sintering), which uses a laser to melt the PP22 powdered material in three dimensions. As the laser contacts the powder bed, it raises the material to its sintering temperature, repeating the process one thin layer (0.1mm) at a time. After the laser process is finished, the fronts are peeled from the leftover powder, which is reused to make sure that nothing is wasted. The frames are tumbled and thoroughly polished by hand, and the coloring is added to the material.” n

In a category all its own, 3DNA is a system for creating customized eyewear that incorporates three-dimensional facial scanning technology to take a 360-degree image of a patient’s head. Then, rather than using 3D printing, the frame is assembled by hand using semi-finished blanks of raw material and hinges processed by the company’s equipment. The company states that “3DNA utilizes all the promise of 3D-printed eyewear,” which it describes as “local manufacturing, on-demand production, reduced inventory, customization, made-to-measure fitting and independence,” but “without any of the drawbacks,” which the company states as “color limitations, rough surface texture, bendable-plastic feeling, lack of comfortable fit to facial contours and quality gap between 3D-printed and traditionally made eyewear.”

3DNA Eyewear 3DNA-Eyewear.org Info@3DNA-Eyewear.com

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ECPs On.

ECPs Take On 3D-PRINTED EYEWEAR

VCPN SURVEYED GROUP OF EYECARE PROFESSIONALS TO FIND OUT THEIR OPINIONS ON 3D-PRINTED EYEWEAR; THIS IS WHAT THEY SAID:

MYKITA

WHAT ARE YOUR OVERALL THOUGHTS ON 3D-PRINTED EYEWEAR? “It could make a practice independent plus allow a better selection with smarter management. Most importantly it might free industry from designers.”

“Customization creates a unique experience for the patient. While the market is in its infancy for this product, it’s an exciting option that will grow the retail business and keep patients from exploring the low cost/low quality of the internet and chains.”

“I can’t imagine that this will work, but it will be great for the patient.”

“At this time, the product is a niche product.

With improvements in technology, I see it widespread. Initially, with the costs of production being higher, it will be online or possibly available from vendors with increased cash flow.”

“The future has arrived!”

“The frames I have seen are still limited in color. Material in some ways feels, for lack of a better word, cheap.”

“Consistency is key. If they can’t maintain accuracy, we won’t use them.”

“I think that it is a really cool technology, and I hope that it takes off in the industry.”

“In the world of customizing everyting, it will be a great addition to any progressive-thinking office.”

“No thoughts, new to me.”

“A great opportunity for completely customized eyewear in design and fit.”

“What about frame parts such as hinges, nosepads, etc.?”

“Nice to design individual shapes, also size.”

“Currently in its infancy with good technology but inexpensive looking designs that can’t justify the cost to the consumer.”

“If quality and durability can be maintained, the advantages of convenience and customization are evident.”

“I think it is an exciting possibility that we would create frames in house.”

“Quality is improving. Don’t underestimate the potential of 3D-printed eyewear, especially as it pertains to customization and personalization.

“It would be interesting to see how it works, the quality and durability of the product.”

“Cool technology.””

“Unusual.”

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“Reproduction. Unique custom designs. Cost of 3D printers that can print metal, carbon fiber or titanium.”

“Exciting technology that will utilize more customization for our patients!”

“I think it would only end up driving costs and profits down.”

“The idea is intriguing, but I would like to know more about the process and costs involved.”

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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ECPs On. What are the features and benefits of 3D-printed frames that would entice you to carry them in your office? (check all that apply) 71%

Have you encountered 3D-printed eyewear that you could carry in your practice?

As 3D-printed eyewear becomes more commonplace, do you see the role of the ECP becoming more or less involved in fitting patients with these frames?

66%

11%

50%

18%

33% 25%

89%

82%

OTHER

SUSTAINABLE MANUFACTURING

INVENTORY CONTROL

QUICK TURNAROUND

SHOWING ADVANCED TECHNOLOGY

CUSTOMIZATION

5%

NO 89% / YES 11%

MORE 82% / LESS 18%

“Interesting. Everyone likes new technology.”

“Verdict still out on quality and practicality.”

“Wave of the future.”

“Seems odd.”

“I think it is going to be a good thing.”

“It would let me make custom glasses for my patients and give a better fit to them.”

“Unless the cost of machine and materials has come down drastically, they would be a high-end addition only for a practice that can afford it.”

“Have only briefly read about it in the trade magazines.”

“Not impressed.”

“Do we really need another source? What is wrong with just making frames of quality and not in China.”

“Haven’t seen much of it as of yet. My practice would need to see it become a lot more popular before an investment would be made.”

“Really think it would be a great thing to have available. For the patient to be able to create their own eyewear would be fantastic.”

“As time goes on, it will be available to the masses and ultimately should allow the public to design their own looks. Worthwhile watching the technology.”

“Would like to see how it makes a frame.”

“They seem to be of good quality and price.”

“I would like to see how it works and what the frames would look like when done. I would also be interested in seeing how well they can be adjusted to fit each patient, especially when they have ears that are uneven and the temples need to be adjusted to fit straight when wearing.”

“Interesting, but the cost may outweigh any benefits.”

“Very cool idea depending on fashion and materials. I like the custom fit possibility of eyewear that feels like it belongs on your face, especially for oddly shaped facial features.”

“Don’t know yet.”

“Has a definite novelty appeal and could be utilized for harder-to-fit patients.”

“None at this point.”

“I worry a little about quality.”

“It is very progressive. Would totally customize eyewear for our patients.”

“I don’t know enough to have any thoughts on it.”

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“Don’t have any because I don’t really understand the technology and don’t think 3D-printed eyewear exists.”

“Great technology overall.”

“It’s new technology. How accurate is everything going to be?”

“Quiet optimism.”

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Insight.

THE

net RESULT

THERE WILL BE MORE PLASTIC IN THE OCEAN THAN FISH BY 2050, ACCORDING TO PREDICTIONS, SO RECYCLING DISCARDED PLASTIC FISHING NETS INTO SUNGLASSES IS ONE SOLUTION.

O

ne way to help rid the world’s oceans of plastic pollution is by turning it into sunglasses. Every year, the amount of discarded fishing nets and gear littering them grows by 640,000 tons. Following its heritage of being “born on the water,” Costa is doing its part with this year’s launch of the Untangled Collection, a limited edition of four sunglass styles with frames made of recycled fishing nets.

The “Untangled Collection” is made by joining forces with Bureo, a company working together with fishing communities to recycle discarded fishing nets into all kinds of quality products, and now transforming nylon pellets recycled from fishing nets into a collection of Costa’s premium sunglasses.

“Fishing nets are collected from the coast of Chile and recycled into ‘fishnet formula’

pellets. The pellets are then formed into Costa sunglass frames,” explained Costa’s product vice president, John Sanchez.

“The reaction has been overwhelmingly positive from associates and customers. We just sold one of the Untangled Collection to a gentleman who owns a marina nearby,” said Jamie Troster, owner and licensed optician of Eyes on First Avenue, located in the New Jersey shore community of Atlantic Highlands.

“We live in a fishing area, and people love the fact that Costa is giving back by working with organizations that protect the water.”

About the Untangled Collection, Troster predicted, “It’s going to be huge,” and not just for oceanfront communities but everywhere “as people are becoming more socially conscious about the water. It couldn’t have come at a better time as people everywhere

are switching from plastic bags to reusable totes,” she told VCPN. Of course, having an optical shop located near the water only adds to the sunwear’s appeal. “Living by the ocean, everybody has become more aware.

A lot of towns and restaurants have eliminated plastic straws or started using paper straws,” she said.

Eyes on First Avenue even gets the word out about the availability of Costa’s Untangled Collection by advertising on a ferry boat that runs through the area, in addition to the more traditional newspaper ads and Facebook and Instagram posts.

The new collection also includes several features to reduce possible waste from the packaging of the frames. All frame styles in the 2018 Limited Edition Untangled Collection will be offered exclusively with

Costa 800.447.3700 CostaDelMar.com Sales@CostaDelMar.com #UntangleOurOceans 42 | VC P N AU G U S T 2 018

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Insight.

‘MAKING THE OCEAN A BETTER PLACE’

“Discarded fishing nets are a huge problem in our oceans, with an estimated 640,000 tons of netting being tossed into the sea a year.”

— Holly Rush, CEO, Costa Costa’s premium polarized glass lenses, a case made from recycled water bottles and upcycled garments, and 100% recycled paper packaging. In an effort to make this collection as environmentally responsible as possible, the product will not include any plastic lens stickers. All styles are Rxable.

In addition, the Untangled Collection incorporates responsible materials designed with a complete end-of-life solution, making them eco-friendly even when they are no longer in service to the wearer. Customers will be able to ship their sunglasses via PLUSFoam (which provided recyclable rubber for the collection’s nosepads and temple tips) to be recycled at the end of the product’s life.

(Learn more at PLUSfoam.com/Recycle.)

“We have always looked to be as sustainable as possible in our operations at Costa, including our ongoing Kick Plastic initiative that encourages our communities to reduce their consumption of single-use plastic,” said Holly Rush, CEO, Costa. “We also know discarded fishing nets are a huge problem in our oceans, with an estimated 640,000 tons of netting being tossed into the sea a year. By partnering with Bureo, who is helping us turn discarded nets into premium frames combined with our superior lens technology, we have an innovative and unique opportunity to directly protect our watery world through our product itself.”

THE COLLECTION The Baffin is an extra-large fit frame with a classic square lens shape that includes textured detailing on the outer temples and interior rubber temple grips. Lens and rubber temple grip accent colors for the Baffin

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include gray, copper or green mirror lenses all with black rubber temple grips, and a blue mirror lens with sky blue rubber temple grips.

A large fit frame, the Pescador offers a squared wayfarer shape for a classic sunglass look, with textured detailing on the lower lens rim, outer temples and interior rubber temple grips. Additionally, this frame comes with an optional side shield stainless steel and canvas attachment that can be purchased with the frame or separately (both styles feature exclusive colorways). Lens and rubber temple grip accent colors for the Pescador without the side shield included are gray, copper or green mirror lenses all with black rubber temple grips, and a blue mirror lens with sky blue rubber temple grips.

The Pescador with side shields included is offered in a copper silver mirror lens with black rubber temple grips, and a blue mirror lens with sky blue rubber temple grips.

The medium fit Caldera features a cat eye wayfarer shape and, like the Pescador and Baffin, offers textured detailing on the outer temples and interior rubber temple grips.

Lens and rubber temple grip accent colors include copper or copper silver mirror lenses with black rubber temple grips, and gray or blue mirror lenses with sky blue rubber temple grips.

The smaller fit Victoria offers a feminine, rounded cat eye with textured detailing on the lower lens rim, exterior temples and interior rubber temple grips. Lens and rubber temple grip accent colors for this frame include copper or copper silver mirror lenses with black rubber temple grips, and gray or blue mirror lenses with sky blue rubber temple grips. n

Collaborating with fishing communities on the Spanish coast of Catalonia, Sea2See Eyewear placed hundreds of containers at 22 ports to collect plastic waste that is then converted into sunglasses. “Every three days, we collect one ton of plastic that is then classified, washed, cut and turned into pellets for injection,” said François van den Abeele, founder and CEO of Sea2See Eyewear of Barcelona. The company was the 2017 Spanish Winner of the Chivas Venture, which gives away $1million every year to the most promising social startups from around the world.

The company focuses on recycling lost, abandoned or dumped plastic fishing nets, which comprise 10% of the total plastic contamination in the ocean, according to van den Abeele. “Abandoned fishing nets represent one of the biggest sources of contamination.

These drifting nets entangle and kill millions of animals, creating islands of waste and taking up to 500 years to disintegrate.”

Sea2See has collaborated with the Estée Lauder La Mer brand and has U.S. distribution through stores in Massachusetts, New York, New Jersey and California.

In addition, “We’re also committed to providing entire communities of fisherman with free eyewear every year,” van den Abeele said. “Together we’re making the ocean a better place” Sea2See Sea2See.org Info@Sea2See.org

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Trends.

snap + GO 8

1

NO NEED FOR A PAIR OF RX SUNGLASSES WHEN THESE STYLISH CLIP OPTIONS OFFER UV PROTECTION IN ONE EASY, CONVENIENT PIECE OF EYEWEAR.

2

5

4 3

1. Imagewear Revolution Odessa 800.414.7656 ImageWear.com 2. I & Eye Optical Väri Eyewear VC1 516.570.2723 VariEyewear.com 3. Safilo Kids by Safilo SA003N 800.631.1188 Safilo.com Info@Safilo.com 4. Thema Optical iGreen Plus 0IGPL013 786.803.8881 iGreen.

ThemaOptical.com CService@Thema-Optical.com 5. Clariti Eyewear Airmag A6251 800.372.6372 ClaritiEyewear.com 44 | VC P N AU G U S T 2 018

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Trends.

“They basically get two pairs of glasses for the price of one.” - Brent Miller, optician, Eye Associates

SAME CONVENIENCE, DIFFERENT METHOD Eyenavision’s Chemistrie Complete features patented micro-magnets blended within the frame itself, providing a secure fit and a fresh new look.

Six styles — all unisex — are available in three colors each, including blue tortoise, amber moss, black and red tortoise. Italian-crafted acetate frames come with a gray, brown or G-15 Chemistrie clip.

Polarized sun clip lenses are also available as add-ons: solids (amber, bronze, yellow, rose, blue); mirrors (silver, gold, blue, caliente, morado, green, orange, sky blue); and gradients (dark gray, violet gray, crimson gray, medium brown, amber, violet rose, dark brown, rouge).

Eyenavision was prompted to develop this collection after receiving feedback that patients wanted an alternative to micro-magnets embedded within Rx lenses. After about a year in development, Chemistrie Complete was introduced in June.

“We are excited about our newest Chemistrie innovation, and I am confident that this product will provide a solution for

independent ECPs to offer their existing patients a premium method of optical sun protection,” said Joseph Zewe, CEO of Eyenavision. “With Chemistrie Complete, we now have the same trusted and proven Chemistrie Clip with a new look customers will love.”

Brent Miller, an optician and the optical supervisor at Eye Associates of Lancaster in Lancaster, PA, said he started carrying the original Chemistrie last fall upon the suggestion of another optician in the office. After meeting with the company at Vision Expo West last September, Miller said he was impressed with the collection and the line has been popular.

“We haven’t had a single person bring them back, and we’ve been really happy with that,” he added. “And now with Chemistrie Complete, we are able to offer the option without magnets in the lenses. We are in a conservative area, and our patients want more for the money. They basically get two pairs of glasses for the price of one.”

Eyenavision, Inc. 888.321.3939 Eyenavision.com Info@Eyenavision.com

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Product Focus.

GETTING

fit

NEED ALTERNATIVE-FIT FRAMES THAT OFFER CUSTOM ADJUSTABILITY? NIKE VISION’S TWO OPHTHALMIC LINES HAVE IT COVERED.

T

o appeal to a broader range of patients who have various fit requirements, Nike Vision from Marchon Eyewear has introduced new ophthalmic collections: AF (Alternative Fit) and CF (Custom Fit).

The line of eight models total (six AF and two CF) took about 18 months to develop, according to Marchon. AF models include a specially designed bridge that prevents sliding and provides a comfortable fit on wearers who have higher cheekbones and a lower, wider nosebridge. The CF collection features an interchangeable bridge system that also allows for both a standard fit or AF bridge that can easily be removed and replaced by an optician.

“The roll-out of the Nike Vision AF collection in the U.S. was a natural progression following the continued success of the line in Asia,” said Brent Costner, vice president of performance brands at Marchon Eyewear, Inc. “We are committed to continually considering the evolving needs of our global consumers and adapting with new, tailored offerings to fit their lifestyles and needs.”

AF collection frame shapes include full-rim rectangles along with two semi-rimless. Temples come in either lightweight, flexible nylon

or full core wire (models AF7913 and AF7919) for adjustability and comfort. Style AF7924 combines a TR-90 frame front with thin injected temples and high tension hinges. AF models are available in three colorways each, including black, matte anthracite and satin dark blue.

Model CF7084 is a bolder, full-rim style that incorporates a lightweight, injected TR-90 frame front and dual-injected nylon endpieces, plus cam hinges and rubber temple sleeves. A snap-on rubber and nylon ventilated nosepad reduces fogging. CF7083 is flexible and also lightweight. Each comes in four color options.

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Photo Clinic.

EAR LOCKS ‘stay

put’

SOME OF YOUR LITTLEST PATIENTS MAY PREFER CABLE TIPS INSTEAD OF A HEAD STRAP.

1

I

nstead of using a strap to ensure these children’s frames remain in place on the face, Dilli Dalli Soft Touch recently introduced rubber ear locks, also known as “stay puts.” The ear locks provide a comfortable fit around the ear and are available in a variety of colors to coordinate with the complete spectrum of Dilli Dalli frames. Follow the steps below from Marty Mast, ClearVision Optical’s senior staff optician, to learn how to attach the ear locks to both Soft Touch as well as to standard acetate temples.

Dilli Dalli frames come with a standard, adjustable head strap.

3

2

Attach the soft, rubber ear lock by removing the strap and placing the ear lock over the end of the temple tip. Gently apply a rocking motion to secure the ear lock over the widest part of the tip.

4

Repeat for the other temple.

Next, use a twisting motion to adjust the ear lock to the correct position for your patient.

5

Ear locks also fit onto standard, acetate skull temples.

ClearVision Optical Co. 800.645.3733 CVOptical.com V I S I O N C A R E P RO D U C T N E WS . C O M

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New. Launch

2007

ALTERNATIVE AND PLAN ‘B’ EYEWEAR INTERFACE

2007

Nine ophthalmic models in high-grade stainless include a sun clip that fits tightly without any hooks or magnets.

Brown or gray sun lenses are 100% polarized, and models come in color combinations such as brushed silver/black wood skin, shiny gun/gray carbon fiber skin and satin black/black wood skin.

888.399.7742 IWearInterface.com AlternativeEyes.com

2003

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2003

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New.

SD EYES

MOREL

IMAGEWEAR

MARCOLIN

MAUI JIM

CLUB LEVEL DESIGNS

KOALI THALIA

TIMBERLAND

STYLE: PINEAPPLE

STYLE: CLD9620

STYLE: 20029K

BETSEY JOHNSON GIRLS

STYLE: TB1600

Available in three colors — gray crystal, black and tortoise — this ophthalmic model for men exudes a vintage feel with a round shape and keyhole bridge.

End pieces incorporate metal detailing.

This cat eye frame comes in both a soft and bold color palette: powder pinks and browns or blue, burgundy, black and purple for a stronger look.

Nylon arches on the frame add a feminine, vintage vibe that harkens back to the 1960s.

This Rxable, unisex sun style includes SuperThin (ST) glass lens materials, non-slip silicone nosepads and spring hinges. Made of nylon, frames are round and come in four colors: teal green, tortoise, matte black, and slate gray/ brown stripe. Bi-gradient or blue mirror lenses feature Polarized Plus2 technology.

800.962.3200 SDEyewear.com

800.526.8838 Morel-France.com

STYLE: SWAG

This debut line of girls’ and tweens’ ophthalmics comprises six models, three in stainless steel.

Styles feature patterns on either the frame fronts or temples and come in two colorways each, such as shiny black, shiny blue, pink and two-tone purple.

800.414.7656 ImageWear.com

Featuring sporty details such as rubber temple tips or integrated hinges, three models (two ophthalmic and one sun) offer ontrend shapes: pilot, round and squared-pilot. Both ophthalmic model TB1600 and sun style TB9142 earned the Earthkeepers mark because each is composed of at least 35% bio-based plastic material.

800.345.8482 Marcolin.com

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New. Launch

I & EYE OPTICAL, VÄRI EYEWEAR THIN LINE COLLECTION Two models constructed from durable and flexible TR-90 material incorporate a screwless hinge design, eliminating the need for constant tightening and adjustments. Both styles feature a rounded, stainless steel metal bridge and modified keyhole and come in four tortoise and color combinations — purple demi with silver temples, brown demi with silver temples, blue demi with gun temples and brown translucent with silver temples — plus one translucent option.

516.570.2723 VariEyewear.com

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VR13 C36

VR14 C33

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New.

MONDOTTICA

CHARMANT LINE ART

EASTERN STATES EYEWEAR

L’AMY AMERICA

PEPE JEANS

ANN TAYLOR

KENMARK EYEWEAR

STYLE: PJ3320

STYLE: 2097RG

EXCES

STYLE: TYAT103

VERA WANG LUXE

Two acetate models take influence from Pop Art, incorporating varying finishes. Style PJ3319 features a solid matte front that transitions to a glossy temple with pops of color, while PJ3320 has a soft, translucent front and a solid matte geometricpatterned temple.

Three women’s ophthalmic models (2117 RG, 2103 RG and 2097 RG) embrace the rose gold trend. Temple designs are delicate and feminine, featuring twists or open space with a subtle shimmer. Each model offers a different frame: rimless, semi-rimless or full-rimmed.

STYLE: 3147

Two lightweight frames (AT103 and petite fit ATP709) feature metal cut-out detailing in a delicate teacup frame shape. Slender temples, softened brow lines and two-tone coloring offer a feminine look. Color choices include matte black/navy, matte dark teal/brown and matte burgundy/rose.

STYLE: KAMI

866.666.3662 MondotticaUSA.com

800.645.2121 Charmant.com

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A blend of colors in three colorways — navy/brown/ gray; magenta/cognac/ violet; black/crystal/red — creates a bold look on this acetate frame, in which the upper layer is fused onto the frame.

800.645.3710 ESEyewear

Three women’s models are each offered in three colors such as black marble, amethyst tortoise and raven. Full zyl frames feature Swarovski crystals on the temples for a luxurious look, and shapes come in rectangle and oval/square.

800.627.2898 KenmarkEyewear.com

800.243.6350 LAmyAmerica.com

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New. Special Collection Launch MARCHON

SALVATORE FERRAGAMO MEN’S CAPSULE COLLECTION Four ophthalmic and four sun styles reinterpret classic, vintage looks in both acetate and metal. Models sport design accents such as striped motifs, transparent effects and the brand’s classic “Double Gancini” emblem integrated into hinges. Ophthalmic model SF2170 features a rectangle-shaped frame with a gold-toned metal bridge and rims contrasted with acetate temples in either blue, havana or black. The classic “aviator”-shaped sun style SF181S features a double bridge and a front “Windsor” rim construction in tortoise and black that frames either blue, brown or green lenses.

800.645.1300 Marchon.com

SAFILO MAX MARA LAVAPRISMS STYLE: MM KB/UB

This limited edition run of only 1,000 pieces was created in collaboration with German artist Kerstin Brätsch and art collective UNITED BROTHERS. A 1990’s-inspired shape features a flat top and oversized rimless lens that incorporates contrasting colors in between the upper part of the lens and the lower part. Soft rubber temples include a natural stone coating that mimics volcanic rocks — the inspiration behind this sun style. The Max Mara signature prism detail is included on both sides in a course finish, and a thin red line is included on the inner profile of the right temple to represent volcanoes and nature.

800.631.1188 Safilo.com

LUXOTTICA RAY-BAN

FOR SCUDERIA FERRARI

Five models take inspiration from the Formula 1 racing circuit and legendary drivers from the 1970s. Retro -shaped frames in metal or Liteforce materials are curvy and bold, incorporating rubber temple inserts and grips for a sporty/racing look.

Frame colors are matte, such as dark gray, black and red. Lens options include gradients and mirrors, including purple silver and flash gold that display the Ferrari shield and Ray-Ban logo.

800.422.2020 Luxottica.com

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New.

CLASSIQUE EYEWEAR

ZYLOWARE EYEWEAR

LISA LOEB

RANDY JACKSON

STYLE: ANGEL

STYLE: RJ 1091

Designed for women with smaller- to average-sized faces, Angel features a cat eye shape and marbleized tortoise in rose petal, mineral blue indigo and motley olive. A “step cut” accent layer blends toward the bottom eyerim that is trimmed in glitter for added sparkle.

866.604.5700 Classique-Eyewear.com

CLARITI EYEWEAR

WESTGROUPE

SURF’S UP STYLE: BUBBLE

KONISHI

STYLE: K-624

This full rim, metal model incorporates a bold metal top bar over thin metal eyewire. Frames include spring hinges, snap-in nosepads for comfort and a foil-stamped Randy Jackson logo inside zyl temple tips.

Color choices include black gold and navy.

Mono and two-tone colorways of three women’s and two men’s ophthalmics include matte hues with subtle metallics to symbolize the sun reflecting off waves. Frames are made from 100% Japanese titanium and come in shapes from square and rectangle to oval.

STYLE: KA5726

800.765.3700 Zyloware.com

844.796.4623 OrgreenOptics.com

Three women’s ophthalmics come in round, modified square or squared-off round shapes. K-624 includes beveling along the browline, and K-623 combines a marbled acetate front with an embedded metal inlay, while three eyerims are soldered together onto a monoblock on K-621.

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ØRGREEN

Twisting temples on model KA5726 with splashes of color create a dramatic look. Available in black with a “jet stream” of colors, plus burgundy and mocha, each incorporates colors that are weaved along the temples.

800.372.6372 ClaritiEyewear.com

KLIIK DENMARK

855.455.0042 WestGroupe.com

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Premium Lenses Round-Up.

HIGHCLASS

lenses PROVIDING PATIENTS WITH LENSES IN DIFFERENT PRICE POINTS IS ALWAYS A GOOD OPTION, BUT WHEN ONLY HIGH-END WILL DO, THESE PREMIUM OFFERINGS ARE THE MANUFACTURERS’ CHOICE.

by Cara Huzinec

RODENSTOCK

COSTA

Impression FreeSign 3 progressive lenses (shown above) provide minimum distortions and maximum image stability with 100% natural vision without the swimming effect, according to the company.

Impression FreeSign 3 lenses are available in four variations: Active, Allround, Expert and Individual, which use Rodenstock’s DNEye Scanner to accurately measure high and low order aberrations.

Rodenstock lenses are available in the U.S. through Elevate Digital Optics.

Costa’s patented 580 polarized lenses block 100% of UV light, absorb HEV blue light and filter harsh yellow light at 580nm to eliminate color distortion and enhance reds, blues and greens for greater contrast and higher definition.

With a 99.9% polarized efficiency, 580 lenses reduce eye strain by eliminating reflective glare and are available in 580G Lightwave glass material and 580P polycarbonate materials (and Trivex for Rx).

BLUTECH

CARL ZEISS VISION

ULTRA polycarbonate indoor lenses contain a blend of proprietary materials, pigments and dyes that block 41% of blue light at 455nm.

ULTRA lenses provide six times more protection than from coatings and 17 times more than from clear monomers, according to the company.

ULTRA lenses are available in semi-finished single vision, progressive and finished plano designs in BluTech’s lightest lens color.

Now standard in all ZEISS lenses, UV Protect technology offers complete sunglasslevel UV protection in clear lens materials.

UV Protect blocks UV rays at a level of 400nm, exceeding the general standard of 380nm for ophthalmic lenses. When combined with the company’s DuraVision UV backsided coating, UV Protect provides TrueUV protection from direct UV radiation.

BluTech Lenses 800.258.5902 BluTechLenses.com Info@BluTechLenses.com Carl Zeiss Vision, Inc. 866-596-5467 ZEISS.com/Lenses Costa 800.447.3700 CostaDelMar.com Sales@CostaDelMar.com Essilor of America, Inc. 800.542.5668 EssilorUSA.com HOYA Vision Care, North America 800.423.2361 HoyaVision.com SalesSupport@HoyaVision.com Oakley, Inc. 800.733.6255 Oakley.com Rodenstock GmbH 307.763.4945 Rodenstock.com (Elevate Digital Optics 844.346.2552 54 | VC P N AU G U S T 2 018

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Premium Lenses Round-Up. ESSILOR

SIGNET ARMORLITE

Varilux X Series progressive lenses feature XTend technology that extends the area of sharp vision within arm’s reach, eliminating the need for head tilting or angling to find “just the right spot.” XTend Technology enables lens designers to control the number of points on the lens according to the prescription so wearers can focus on multiple distances within arm’s reach.

Kodak Unique DRO Progressive lenses with Dynamic Reading Optimization reduce oblique astigmatic errors in the reading area. Unique DRO lenses are also available in high-definition (HD) that includes measurements to adapt the lens to an individual’s viewing needs. Unique DRO lenses are a full backside progressive design that also incorporates Vision First Design, i-Sync and comes in six corridor lengths and more than 60 materials.

HOYA

VISION EASE

Two photochromics from Hoya — Sensity Dark and Sensity Shine — activate behind the windshield of a car and are available in free-form progressive and single vision lens designs featuring Stablight Technology, which ensures lens performance is consistent in varying climates and temperatures.

Sensity Shine’s mirrored lenses are offered in three colors: gray, brown and green.

The company’s Coppertone Polarized lenses in PPG’s Trivex material offer durability and chemical resistance when paired with Coppertone’s sun protection. Coppertone Trivex lenses block 100% of UVA and UVB rays, protect against solar blue light and eliminate more than 97% of glare. These single vision, semi-finished lenses are available in brown and gray and accommodate a variety of frame styles, including wraps and rimless.

OAKLEY

VSP OPTICS

Oakley’s Prizm lenses accommodate all activities and are available in two options: Prizm Everyday and Prizm Sport. Prizm Everyday lenses are suitable for daily activities, while Prizm Sport lenses are designed to enhance details for sport-specific environments and include Prizm Field, Prizm Golf, Prizm Snow Sun, Prizm Low Light and Prizm Deep Water. A selection of Prizm lenses are also available in Oakley Authentic Prescription Lenses.

Unity Via Progressive lenses are available in five lens designs — Elite, Plus, Wrap, Mobile and Via — all featuring automatic reading height optimization and a variable inset to deliver a near point that is accurately calculated for a larger reading area. Unity Via Elite incorporates Advanced Fit Technology that allows the wearer to more easily find intermediate and near areas at their preferred reading distance, enabling more natural posture and greater visual comfort.

SHAMIR

YOUNGER OPTICS

Autograph III progressive lenses adapt to a patient’s prescription for clear, comfortable vision.

Lenses incorporate IntelliCorridor technology for clearer vision in the transitional zone and As-Worn Quadro, which has four times more design stability to frame-tilt variations, according to Shamir. Autograph III lenses also feature an ergonomic design for natural posture and EyePoint Technology III, an analysis technology that simulates the real-world view for any prescription.

Camber progressive lenses have a continuously changing front surface curvature of a specially designed lens blank, which creates an expanded reading zone and greater peripheral vision.

Combined with a back surface digital design, Camber lenses can accommodate an expanded Rx range and are flatter for a better cosmetic appearance. Camber lenses are available in six digital designs from IOT.

MyEdoLab.com) Shamir Insight, Inc. 877.514.8330 ShamirLens.com Info@ShamirLens.com Signet Armorlite 800.759.0075 SignetArmorlite.com KodakLens.com MarketingLiterature@SignetArmorlite.com VISION EASE 800.328.3449 VISIONEASE.com Info@VisionEase.com VSP Optics VSPOpticsGroup.com UnityLenses.com OpticsInfo@VSP.com Younger Optics YoungerOptics.com CamberLens.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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FAQs

3D-PRINTED LENSES FAQS — AND ANSWERS!

Straight from the Source

VCPN’S CARA HUZINEC SPOKE WITH JANET CUNNINGHAM, LUXEXCEL’S DIRECTOR OF BUSINESS DEVELOPMENT, TO ANSWER THE QUESTIONS ECPS HAVE ABOUT 3D-PRINTED OPHTHALMIC LENSES.

Q

who is Luxexcel? A: We are a privately held company based in Eindhoven, The Netherlands, and Turnhout, Belgium, with a U.S. corporate office in Alpharetta, GA. We are the only company in the world currently printing ophthalmic lenses for eyewear. We introduced this 3D printing technology in 2017 and are taking small steps toward our goal of printing unique and special prescription lenses. We are not affiliated with any company in the ophthalmic space.

Q

What are the advantages of 3D printing eyeglass lenses?

We print lenses ready to coat and edge, skipping many steps legacy lenses must go through to get to this point, which could be viewed as wasteful because much of the blank is cut away and discarded. We can print the exact customized lens the patient and ECP needs without requiring a large stock of blanks that need to be processed. We don’t have an interest in printing core powers of lenses because there are already a lot of great companies making wonderful products quickly and inexpensively. We are more interested in printing special prescription lenses. They may include an alternative to a slab-off, in which the prism would be printed directly into the bifocal segment. We are also planning for lenses that do not exist today, such as those embedded with films or screens for use as smart eyewear or augmented reality, or lenses that quickly change tints via liquid crystal displays.

A

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Q

Can ECPs buy 3D-printed lenses now? How much do they cost?

Yes, ECPs can buy lenses now from our partner labs. We have two commercial printers placed in partner optical labs in the U.S. Our first printer was installed in IFB Solutions’ optical lab in WinstonSalem, NC, and the second at Quest Vision Specialty Lab in Largo, FL. Right now, our partner labs are printing single vision and blended bifocal prescriptions. We are slowly building our portfolio and are currently interested in accuracy more than speed.

ECPs can set up an account with one of our partner labs to order lenses. All pricing and prescription ranges available are between the customer and our partner lab. If you don’t have an account, both labs will help to set up one.

A

Q

Can any 3D printer make eyeglass lenses with the right “ink” material?

Luxexcel lenses require our proprietary process, material, instrument and lens design system. VisionPlatform refers to our whole 3D printing ecosystem; VisionEngine is the machine that prints the lenses; and VisionMaster is the design software. VisionClear is a proprietary ink that is used to create the lenses. Our printer weighs 5 tons because it needs to be very stable during the printing process. It is about 15 feet long so that robotics can be added in the future. The system requires a clean room and trained operators.

A

Q

How are the lenses made, and what are they made of?

Q

Can ECPs get a printer for their office?

The lab operator enters the parameters of the prescription lenses into our VisionMaster software, which sends the data to be translated into a pattern for the printer. Tiny picoliter-sized droplets of VisionClear material are deposited onto a substrate that passes under our print heads in VisionEngine. After each pass through the printer, the droplets are cured with UV light. Then the next layer is deposited, and the process is repeated until the lenses are completed to the requested prescription.

VisionClear material produces lenses with a 1.53 index and an Abbe value of 45.

A

For the most part, it is best to order lenses from an optical lab with a printer due to the space and volume requirements. The right partnership is very important to us, and we want our partners to enjoy the process of developing a brand new ophthalmic lens together. If ECPs believe they have the special lens volume, space and entrepreneurial spirit to join us, we would be happy to discuss.

A

Q A

Where can ECPs see lenses being made?

VCPN has a link to a short video of a printer at VisionCareProducts.com. n 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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©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. Transitions and XTRActive are registered trademarks, and the Transitions logo is a trademark of Transitions Optical, Inc. used under license

by Transitions Optical Limited. Light Under Control is a trademark of Transitions Optical Limited. ©2018 Transitions Optical Limited. Photochromic performance is influenced by temperature, UV exposure and lens material.

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NEW Transitions® XTRActive® style mirrors are available in six intelligent mirror colors to offer patients more opportunities to freestyle their frames.

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fashionforward LENS COLOR AND MIRROR OPTIONS REACH YOUNGER PATIENTS WITH NEW TRANSITIONS SIGNATURE LENSES STYLE COLORS AND TRANSITIONS XTRACTIVE STYLE MIRRORS. DETAILS Consumers are increasingly trending toward bold, personalized fashion choices with their eyewear, exhibiting a growing desire to create a unique look with their lenses and frames.

Transitions Signature lenses in four new style colors, and new Transitions XTRActive style mirrors in six mirror colors, let patients express their individual style while enjoying the benefits of the flagship photochromic brand.

BACK STORY The Transitions Signature lenses style colors and Transitions XTRActive style mirrors open the door to a new, fashion-conscious wearer.

These on-trend color and style choices will help consumers see Transitions Light Intelligent Lenses as a product that can enhance their level of selfexpression while protecting their eyes from UV and reducing exposure to Harmful Blue Light.1 New Transitions Signature lenses style colors Four new colors join the existing iconic colors of gray, brown and graphite green Transitions

Signature lenses and offer a choice for virtually every consumer: • 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 The new style colors offer the same worldclass features and benefits of Chromea7 technology: optimum level of darkness in any light, even in hotter climates, and indoor clarity.

New Transitions XTRActive style mirrors Mirrored glasses continue to be in style, and the new Transitions XTRActive style mirrors create an on-trend mirror finish with a hint of color: • 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 Outdoors, these lenses have a mirror finish and provide optimal visual comfort and hassle-free protection from UV and reduced exposure to Harmful Blue Light, thanks to the broad spectrum dye technology in Transitions XTRActive lenses.

Indoors, the mirror fades to a light reflection with a hint of color.

WOW FACTOR These new color and mirror choices are an opportunity for eyecare professionals to bring new energy and excitement when talking with patients about Transitions lenses, and to help them talk about Transitions lenses with more patients. And by recommending modern frames paired with these lens choices, eyecare professionals can help patients take their personal style to the next level. n

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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Product Focus.

RAY-BAN

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80 YEARS AGO THE AVIATOR WAS INTRODUCED, BUT IT WAS ONLY LAST YEAR THAT RAY-BAN STARTED OFFERING BRANDED PRESCRIPTION LENSES TO GO WITH ITS FRAMES.

More than 20% of customers are selling Ray-Ban prescription lenses today, and over 500,000 consumers across North America are now wearing the complete pair.

S

ince Luxottica introduced a prescription lens program for Ray-Ban last year, brand loyalists have been able to not only access the company’s signature frames, but they can now complete them with branded lenses as well. Both sun and optical single vision and progressive lenses are available from Luxottica’s lab and distribution center based in Atlanta. Offering digital surfacing, blue light filtration and UV protection, the Ray-Ban lenses also feature the brand’s iconic logo.

“This program was a major milestone for us and for the brand,” said Fabrizio Uguzzoni, president of Luxottica Wholesale NA. “The investment we’ve made in manufacturing, technology and supply chain allows us to create a complete pair, with the customer’s choice of frame and lens style, color and tint, digitally created and cut to fit

perfectly inside the frame with the authentic Ray-Ban logo. The feedback over the past year from ECPs has been very positive. More than 20% of our customers are selling Ray-Ban prescription lenses today, and over 500,000 consumers across North America are now wearing the complete pair.”

ECPs place orders through My.Luxottica.com, where they have 24/7 access to price lists, centration charts and other tools. The Rx Guide App is available to ECPs at RXGuide.Ray-Ban.com/Futurizing/(Index/).

The company cites a number of benefits to ECPs – upselling opportunities and the possibility of cross-selling optical and sun jobs, store efficiency resulting from lower inventories because only frame models are needed in the store, and an integrated supply chain with frames and lenses coming from a single place. n

Luxottica 800.422.2020 (U.S.) 800.267.3937 (Canada) Ray-Ban.com My.Luxottica.com 60 | VC P N AU G U S T 2 018

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In addition to Transitions Signature segmented multifocals, polycarbonate multifocal technology from Younger Optics is now available in Transitions XTRActive FT28 lenses in gray.

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20 Questions

WITH

JOHN FUOCO

Since 1984, optician John Fuoco has been fitting customers with stylish frames from his Devonshire Optical store in Greenwich Village, NY. VCPN’s John Sailer interviewed him at Devonshire Kids, the children’s optical shop he opened across the street four years ago, to get his perspective on what’s changed over the last few decades . . . and what’s stayed the same.

1. You’ve been at this a long time. How many years?

I’ve been in this business 39 years—school in ‘79, graduated and licensed in ‘81, and started the store in ‘84.

2. What’s changed since then?

Technology. I do a lot of my own bench work. When I first started, there weren’t automated edgers. I was in awe when I got the first patternless edger. I used to have to hand size everything, using math to get the final lens size. There’s no math anymore.

It’s robotic.

We used to do a lot of cataract glasses, high plus lenses. It took a lot of technical expertise to make a pair of glasses back then.

Before the availability of high plus lenses and aspheric lenses, it was a lot tougher because you’d have to dispense a pair of glasses with a high plus sixteen or seventeen with a three add. When implants came in, that changed everything. Now I have trouble finding high plus lenses. Kids are the challenge now.

knowledgeable about what they think they want, so they come in looking for specific frames. Then you get into a price war with things being available online. I don’t give in. If you want to get it online, get it online. Bring it in; I’ll make your lenses for you.

I work and live in this neighborhood. I want to walk the streets and look at you and say hello to you and not feel guilty I gave you a different price. I try to do the best quality optics as affordable as I can for my customers.

4. What are your most difficult challenges today?

Too many progressive lenses. You can’t keep track of them all, so I stick with what I’ve had success with, ones that aren’t discounted all over the place. We don’t push products. I have commissions on certain products for my salespeople, but they’re not pushy. That’s one thing people love about us. They come back because we’re not pushing product at them. We’re not making them buy that second pair.

3. Is that because of myopia?

No, because of hyperopia actually. I see more hyperopia now in children than I see myopia. Kids require more of your technical expertise, and parents require your patience.

Adults will tell you if something is loose, tight or if it doesn’t feel right. Children aren’t always able to verbalize how glasses feel, so it takes more technical expertise to adjust them comfortably.

With everything being on the computer, you can find any frame online, even some of the unique ones. They’re much more 62 | VC P N AU G U S T 2 018

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5. You’re in a great neighborhood. What are its unique qualities?

We’re very close to a couple colleges, although college kids don’t really spend that much on eyeglasses in their college town.

But it does make the neighborhood a little more stable, a little more vibrant.

This is Greenwich Village. It’s very residential, so we have people who return. I’m now seeing grandchildren.

I can carry the product I carry because people are a little bit more artsy. They tend

to like things that are unusual or different or unique that you won’t find anywhere else.

6. How do you determine which frames to carry?

My customers tell me what frames to carry. You try something and see if it sells. If it sells, you get more of it. If I have one piece that sells well, I’ll just keep reordering that one piece and keep the collection around it.

Eventually it runs its course until something fresh comes along.

7. Over the past few decades you’ve probably seen some frame styles come and go.

What types of frame styles have you seen stay popular year after year?

The styles that stay popular every year are the P3 tortoiseshells. I’ve been selling them since I’ve been an optician.

8. Do you finish the lenses yourself?

We do just about everything in house. We get uncut blanks and edge them. If they need drilling, I drill them downstairs in my shop.

9. You’ve been here in Greenwich Village in a competitive neighborhood for a long time. What would you say are your secrets to success?

Honesty. And you have to have the right rent structure. You have to make sure you can afford what you’re doing. If you’re an independent like me, you shouldn’t over do it and get something that’s too expensive.

You have to see where things are heading 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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20 Questions

WITH

JOHN FUOCO

and move in that direction. You have to put money back into your store, for inventory, for redoing the store, switch product around, make it vibrant.

the past and made new again with a nuance that will make it look attractive. These guys are doing a great job designing frames. More of the tele-medicine thing will hit.

10. It’s probably also the relationships you develop with these manufacturers, correct?

14. What do you see as the best opportunities for eyewear, for a retail establishment like yourself?

That’s right. You develop relationships, and they help you. They’ll put you on social media and generate interest in your product. You have to change with the times and make sure your presence is known online.

Years ago, we got one of the first reviews on City Search. Then my business advanced about 25%.

The best thing for an optician to do is just stay put. Stay small. Keep a fresh look in your shop. Don’t be afraid to experiment.

That’s been my philosophy since I started.

Be friendly with your customers.

11. What about now? What kind of social media are you using right now?

15. How’s this year been?

This year has been excellent. Over the last few years we’ve seen the highest numbers we’ve had.

Right now we’re on Google, and we’ve advertised the store on Yelp.

16. You mentioned having a fresh look. How often do you change your store’s décor, and where do you get your inspiration from?

12. In addition to edgers and social media, what other technologies have you recently added? For example, I noticed you have a sign that says five-minute exams.

I like something that looks like it’s been there a long time, wood and marble. I’m not much for chrome and glass. I like to shop for furniture for my house, which gives me ideas for the store too.

That’s SmartVision, tele-prescriptions. It’s an aberrometer attached to an iPhone that transmits to an OD to determine the lens powers. It’s going to an eye doctor, who is actually signing the prescriptions.

It was working a little bit better in the beginning. It’s my fault. I should be a better marketer. I plan to start marketing more. It’s a nice technology. There’s a need for it. It could fit well into the three Os community for someone who can’t get to the doctor quickly enough. Plus we also have our own optometrist here one day a week. And we don’t take insurance, which is unique to my practice. It’s all private pay. The affluence of the neighborhood has something to do with it I’m sure.

13. So overall what do you predict for eyewear over the next five years or so?

You’re going to see more of the same. Styles will always change, something pulled from 64 | VC P N AU G U S T 2 018

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17. How frequently do you change it?

Not that frequently actually, maybe once every ten years.

18. And how often do you change the window designs?

Windows are every season, so that’s my fresh look.

19. If you could go back and change something what would you do differently?

There’s nothing I would have done differently. This is who I am. Maybe I should have started taking insurance and made more money, or maybe when I started in 1984 I should have opened multiple practices here. This field just boomed in those years. You could put a store just about anywhere and you would have staying power.

That’s if I wanted to make a lot of

money. But I’m more focused on my work.

I like working with glasses. I like working with people. I love the artistic value of it.

I love the mechanics of it and the physics of it. It’s not in my personality to have ten stores. I’m an optician, not a great businessman.

20. Other than what you’ve already mentioned, what techniques do you find are most effective for bringing business into your shop?

Just having good people and good word of mouth. It’s been a technique for years.

We’re in a neighborhood that’s somewhat transient and somewhat stationary, so we get new people and new people then tell other people. The kids’ store is helping out a little bit. Location is a big part of our success. Union Square has a big train station, a big hub, so you get passersby from Brooklyn, from Queens, who get a pair of prescription glasses. They walk down the street and see something in the window.

The window is my biggest salesperson.

I’ve seen people at 12 o’clock at night looking in my windows.

One day, in between edging glasses, I look out the window and see this guy pull up in a car and make a beeline into the shop. He opens the door, comes straight up to me, points behind him without even looking in the window and says, “I want to buy those glasses in front over there, the ones with no rim.” When I took his address and saw he was from Pennsylvania, I asked, “How’d you find out about us?”

He said he was eating dinner at a restaurant down the street the other night and saw them when he was walking past. “I’ve been looking for those glasses for a long, long time,” he said, “and nobody carries them.” N 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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WORLD S I

G LEN E AL

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!

To learn more or to donate today visit givingsight.org or call 303-526-0430

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