VCPN Knowledge Bank

KNOWLEDGE BANK A Comprehensive Collection of Relevant Courses for 2016 ABO and State CE Credit

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TABLE OF CONTENTS

INTRODUCTION

Welcome to the Knowledge Bank. This package of five cutting-edge CE hours has been made

03 R E-BRANDING YOUR PRACTICE WITH NON-LICENSED EYEWEAR

possible through a partnership between First Vision Media Group, Inc. and Quantum Optical. The Knowledge Bank offers eyecare professionals a broad spectrum of continuing education, just in

11 T HE HARMFUL EFFECTS OF DIGITAL EYESTRAIN

time for renewals.

By combining the broad reach of VCPN and

CHIEVING PATIENT SATISFACTION 19 A WITH NEW MATERIALS AND LENS DESIGNS

the highly acclaimed Quantum Optical e-learning platform, we are able to host a premier educational offering at just the right time of the year.

27 P OSITIONING FRAME MATERIALS IN YOUR PRACTICE

Michael Della Pesca President of Quantum Optical

IGITAL DISPENSING TO 35 D THE GENERATIONS

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RE-BRANDING YOUR PRACTICE WITH NON-LICENSED EYEWEAR COURSE DESCRIPTION: There are many familiar designer names to be found on frame boards at all levels of the eyewear industry. It is a common perception that a recognizable brand name can make your patients more willing consumers of a product that already holds value and association. This article aims to highlight the great benefits of supporting smaller, independent designers of eyewear in a way that sets your practice apart in this competitive business.

APPROVALS: SWQO604 – 1 hour, General Knowledge —expires 12/31/2017 First Vision Media Group has partnered with Quantum Optical to provide a Knowledge Bank of free online CE. Use the coupon code KB-FVMGMRB to take this course online Free at quantumoptical.com/vcpn and follow the directions on the site. You can also print / mail / fax by following the directions on the test page at the end of the printed CE. Supported by an unrestricted education grant from Morel

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By Jesse Walters, ABOM “Do you carry Kate Spade?” As an optical professional I am sure you have fielded this question many times, and depending on what type of retail environment you are in, the answer can lead you on a few different paths. The reality may be “No, because that is a proprietary brand licensed to a major box store or chain.” Or “Yes, but you can get it much cheaper online because we have to support the overhead of a brick-and-mortar office that accepts insurance benefits with qualified opticians who get paid a living wage.” Wouldn’t you much prefer to be having this conversation instead: “We do not, but can I show you some frames that are on the cutting edge of fashion, handmade with quality materials and are exclusive to our practice?”

In American culture, designer name brands are a dominating force. Whether you sport a “swoosh” on every item of clothing you wear or clutch a handbag with the repetitious beige “C” on it, you are supporting a brand for its cultural identity or social status. These familiar brands hold consumer loyalty and are clearly associated with specific demographics and cultural significance. Also, their logos are licensed and branded on the temples and demonstration lenses of eyeglass frames sold worldwide. These name brands are collected and packaged by large-scale distributors who contract with everyone including online retailers, big box stores, small eyeglass chains and independent optometry practices.

Understanding where you stand in that business hierarchy will greatly determine how you can compete while carrying those same familiar name brands. You may think your sale is all but wrapped up thanks to the positive association of familiar brand

X, but are your patients really going to resist the urge of a Google search for the lowest bidder?

Instead of entering a competition you are not likely to win as an independently owned business, you can offer a more

ly try to call me out during a sale by saying, “I’m onto you! I saw that news report, and all these frames on your wall are owned by one big monopoly.” Fortunately, I have the great privilege of looking that patient in the eye and saying, “Not at this practice.”

innovative, fashionable and finely crafted product, one that is not offered by a thousand other retailers. These are lines produced by designers and manufacturers who are exclusively dedicated to the optical frame industry. You can proudly display these unique lines and introduce your customers to an unrivaled eyewear buying experience that cannot be duplicated or mass produced.

The public perception of big brand names has been changing, and there is an increasing reluctance and mistrust directed toward the corporate model. There is a lot of negative press regarding “big pharma,” “too big to fail” and “the top 1%.”

Simultaneously, there is an ever-growing movement of shopping local, supporting small business and a social awareness of the votes you cast with your wallet on every purchase.

It may seem futile and perhaps even risky to try to avoid participation in the biggest piece of the pie of this billion dollar industry, but the true illusion is that there is a choice for us and our patients. There are thousands of pioneering and creative small businesses that are committed to designing and making quality eyeglasses.

Why would you so willingly sell your competitor’s product when you can work with companies that have no other interest but to see your practice succeed? The creative eyewear segment covers a wide variety of evolving styles and value that is not beholden to brand licensing or corporate control.

HOW IS BRAND CULTURE CHANGING? By now most of us in the eyewear industry, and much of our patient base, are familiar with Leslie Stahl’s 2012 exposé on 60 Minutes regarding the illusion of choice in mainstream eyeglass retailers. Much of the familiar brands we see are owned by a very small number of companies (she argued mainly one in particular) who control much of the market. This is not limited to control of frame lines but includes ownership of chain stores throughout the country as well as major vision insurance plans. I have had patients on more than one occasion actual-

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WHAT IS THE TRUE DIFFERENCE? If you recognize a frame label from your shoes or your handbag, then it is not a designer dedicated to eyewear. They may specialize in handbags or shoes that display the original intent and quality of the designer and their specialty, but the individual or company name stamped on that eyeglasses frame usually has very little to do with that product itself other than the purchase of the logo. The branding found on prescription eyewear is a very diverse range of company logos well beyond handbags and shoes to magazines, children’s characters, cosmetics companies and more. Much of the cost of these frame lines lies in the royalties paid for the privilege of that label, not the quality of the product itself.

This permission to use popular brand names is also always subject to continuously switching hands to the highest bidder. We see this often when big designer names change distributorship suddenly only to have eyecare professionals left with discontinued product on their boards.

We also increasingly see successful boutique eyewear lines make such a name for themselves that they are aggressively pursued and purchased by the major players in optical wholesalers. These once high quality, imaginative frame lines now have their brand stamped on mass produced, outsourced, cheapened models that are stocked in every mall optical. Our independent optical dispensaries then inadvertently end up selling our competition’s product that we had embraced for years as an independent brand.

Independent eyewear companies employ their own name and unique identity as opposed to borrowing from others.

They have a vested interest in the quality and integrity of their product. They are not

regulated or limited by licensing agreements, and the full value of their product exists in the frame itself, not branding and royalties. They are autonomous and not under commercial control, which enables them to adapt to changing trends more quickly, often creating the new vogue eyewear. The advantages of a product that is manufactured with fine construction and deliberate longevity are appreciated by the optician fitting it, the patient wearing it and the optical practice standing behind the transaction.

HOW DO YOU MARKET AND SELL UNFAMILIAR BRANDS? Independent designers are not beholden to a particular brand identity and have the freedom to create and evolve without corporate restrictions. However, each frame line has its own personality and story that is meant to communicate a form or function throughout the collection. There is no familiar logo that is going to catch the attention of your target demographic, so you must display and advertise accordingly. Your approach needs to combine a suitable display (if it’s an artistically designed frame, display it like art), an educated and enthusiastic staff to promote the brand and maybe even a party every now

and then to get the word out. It’s starting to sound a lot more interesting than a shoe logo on a lens isn’t it?

Private frame vendors have a lot of stake in the success of your small business and can provide unique resources to help promote their product at your office. They will freely provide you with point-of-purchase advertising for your frame boards as well as display items that communicate the essence of the line. Often they have advertising dollars that can be contributed to your practice, and you will find they are more willing to indulge your creativity in marketing than other name brand frames.

They also have much more respect for your place in the market with many lines remaining loyal to your practice’s exclusivity by limiting sales in your immediate area and surrounding region.

Many small designer lines have frame representatives who act as your personal assistants toward product growth. Most will spend time with your staff to introduce a frame line thoroughly. It is important to not only see and feel the entire collection but to also know the history behind the designer and the quality of materials and construction. Representatives also provide a tutorial on how to present and highlight each unique piece. Don’t forget to ask 5

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about any special considerations needed when mounting different prescription lenses. Many imaginative frame lines also require creativity during lens fabrication, edging and mounting. The frame rep is also available to visit your local laboratory for training in order to protect the integrity and longevity of the product.

Frame reps are often more than willing to host “trunk shows” in your office, so take advantage, they are a great way to present an unknown line to the public.

The dispensary can temporarily be devoted to one or a handful of collections in their entirety, and VIP invitations can be sent to the specific demographic targeted.

An eyewear event is a remarkable way to spread word-of-mouth advertising, and a little wine and hors d’oeuvres never hurts either.

Brand recognition is not just limited to the commercial sector. Many non-licensed eyewear companies started small and are now a household name. You need

to display, present and talk about unrecognized names as if they are the next big thing. Introduce these lines to your patients with a knowledge and enthusiasm that is far more compelling than the name of some clothing designer. Carry lines that you are proud to support, and you will no longer feel like a salesperson; you will be a true stylist. That experience will outweigh presenting a frame line merely because the patient gets an extra $20 off because it happens to be owned by their vision insurance provider.

The big brands with national recognition also have the advantage of mainstream direct-to-patient marketing. We see this throughout the optical industry, including progressive lens brands and specific coatings that are requested by name.

I work in a successful practice that sells no lens brands marketed directly to patients.

When they are requested by name, it is important to remain honest and educate your patient about the benefits and qual-

ity of the technology and products you do utilize. When you are knowledgeable and have confidence in the product you sell, your patient is not likely to get up and shop around for a specific name. It hasn’t happened to me yet anyway. You can also use this strategy when a specific frame manufacturer is sought. Recommend frames that are similar in style, durability or value. Explain why you choose to offer these frames instead of the name brand and why it is a better choice for your patient.

Make sure you are supplying the right product to your community with the non-licensed frame lines you introduce.

Be careful to shop for your patients not for the optician doing your frame buying.

Some assume independent frame lines are synonymous with funky, high-end luxury eyewear. That is certainly a segment of it, but you can also appeal to the needs of the athletic, minimalist, price-conscious, nostalgic, tiny tot or eco-friendly consumer, all without big brand names.

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WHAT DO NON-LICENSED FRAME DESIGNERS HAVE TO OFFER? Arguably, the most notable contribution of independent frame design companies is in style and pioneering fashion. The creative eyewear segment is constantly challenging how we look at and look in eyeglasses.

This simple medical device can transform into a wearable work of art with boldness and color. Small designers are able to think outside of the box from how we traditionally envision the construction of a device that holds a corrective lens in front of our eyes. When a product can focus on a niche market and does not necessitate the need for mass consumption and production, it can experiment and enhance.

A frame need not be bold and colorful to be innovative either. Mass-produced frames need to always concern themselves with the bottom line. They must utilize inexpensive and abundant materials. In independent lines, you will find the use of higher quality and more durable materials used for their adjustability, comfort and longevity. That’s a good investment for both you and your patient, but you won’t get to see each other as often for constant repairs, adjustments and warranty exchanges.

These smaller players in the market don’t have to be outrageously expensive either.

Without the costs of middlemen, royalties and overhead, prices can be kept low and value high. Also, never assume that just because the patient’s last pair came from a box store that they are unwilling to invest in a good product they can trust.

There are also trends in the independent market that don’t stop at frame styling but also focus on social responsibility. Some lines make a charitable donation with every purchase. Others utilize non-petro-

leum-based plastics, which is a very unique and rare selling point. Also, the country of origin is extremely important to many consumers. Offering designer lines that are handmade Scandinavian, French or Japanese gives your practice a global influence of design and manufacturing principles. Having a frame line that is made in the U.S. will without a doubt set you apart from the chain store retailers as well as appeal to a broad American demographic.

WHY SHOULD YOUR PRACTICE SUPPORT AUTONOMOUS DESIGNERS? Think about where you fit in the optical marketplace and who your major competition is. Have you ever seen those lists of smaller brand name food companies that are all owned by the same huge parent company? In our industry, the same huge companies are buying up chain stores, frame lines, labs and insurance companies in order to control costs and the market.

If you are an independent, doctor-or optician-owned practice, why would you stock your shelves with your competitor’s product? You can’t compete unless you set yourself apart through quality, service and brands that are uniquely yours and rely less on bargain hits on a Google search.

If you are like me, you are frustrated with the buy-out, contract labs and online prescription orders that are making it harder to sell your product at a price that will keep you in business. Perhaps you just need to change what you are offering.

Just as individuals want to vote with their wallet, as a business you can do the same.

If we desire to steer the optical industry in a different direction we need to make our votes count. If a designer brand wants to sell cheaper in bulk to a large chain than to your practice, then they aren’t

supporting your business. You may want to reconsider supporting theirs.

You will feel more confident and fulfilled selling a product you are passionate about, and that feeling will transfer to your patient. When a frame is made with care by the company that puts its own name on it, there is a more meaningful exchange from wholesale to optical to patient. When you think about marketing a big brand identity and how that speaks to a patient, imagine a short conversation educating someone about what that small company represents and then reconsider which brands have a more compelling identity.

HOW DO YOU CREATE A BETTER PATIENT EXPERIENCE? We know we can’t compete with the big retailers on many levels, but never underestimate the power of the eyewear-buying experience. You can’t simultaneously focus on cost, quality and service. You can however blow your patient away with quality and service at a cost that is well worth the experience. Categorizing people with branded frames is extremely easy and dangerous if you have nothing but big brands on your boards. Do you steer your active patients directly to a frame line with an athletic brand and your suburban housewife toward the brand that also sells floral bedding? People are wary of being profiled and pigeonholed and can see right through your disingenuousness.

With independent and unfamiliar frame lines, you have an opportunity to make your patient feel unique and that they are being given one-on-one service as an individual and not a demographic. Instead of making the blatantly obvious connection of directing a sporty-looking person to a sports brand, you instead can have a conversation about durability and com7

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fort. You can highlight a patented hinge that gives a frame flexibility or a lightweight material that provides strength for an active lifestyle. When the sale becomes less about branding and more about meeting your patient’s unique visual needs, the buying experience becomes more personal.

When what you are offering is unfamiliar to your patient it is imperative that your staff is well versed in the unique selling points of each line you carry. Saying your product is exclusive is not enough; know what your patient is looking for. It may be a certain style, a practical requirement of comfort or durability, or a complete dependence upon what you recommend.

Next, confidently make your recommendation. With non-licensed frame vendors there is more to talk about because everything you know about the designer is new information to your client. The more enthusiastic you are about what you are selling and why it’s great, the more incredible the buying experience is.

A positive buying experience with a unique, comfortable, low-maintenance, fashionable frame with a story is something people tell their friends about. They are not only purchasing a quality product but also a complete service package with a well-informed and experienced salesperson. This is why we dine in certain restaurants. The ambiance and service are well worth it. When your server is able to elaborate on everything on the menu and tells you the food is responsibly sourced and made with quality ingredients, it’s a better experience that you highly recommend, unlike your last visit to the mall food court.

The main reason patients ask for specific brands by name is because it is the only way they know how to start the conversation. You need to take their request and

determine what they are really asking for and what appeals to them about that name brand in the first place. You then can steer the conversation with your trusted professional knowledge to how you can better meet those needs with the non-branded merchandise that you offer.

WHAT’S GOOD FOR YOUR PRACTICE? There is a common expression: “The customer is always right.” Whether your career has been in retail, medical, laboratory or a wholesale environment, I am sure you will agree this is a frustratingly false statement. A more appropriate idiom exists that “what is good for the patient is good for the practice.” This more accurately portrays that we are not to provide our patients with what they demand but rather what is going to serve them best in the long run. This is what will grow your practice with a loyal patient base that trusts your professional judgment regarding what will best suit their visual needs.

Licensed, brand name eyewear may be what your customer is asking for, but is it what they really want? As we know, they are not always right. We must educate our patients and offer new options that appeal to them in a way that name brands can’t.

Entice customers with inventive design, novel materials and responsible business practices. Taking the time to do so ensures your patient will walk away with a more durable and fashionable piece of eyewear.

It is in turn good for your practice because you are sustaining a segment of the optical industry that supports your business and provides you with merchandise that is going to continue to strive for excellence.

It doesn’t have to be all or nothing when it comes to independent frame lines and your board space. There are many ways to appropriately balance familiar brand names with non-licensed designer eyewear. Highlighting your offerings with displays unique to different collections will differentiate and promote each frame line more effectively. Having your board space organized in broad and often meaningless categories such as “men’s and women’s” or “plastic and metal” is essentially a death sentence for the unfamiliar brand, not to mention a very lackluster buying experience. When you don’t showcase your inventory by designer, you are not giving true credit to the unique objective and marketing intent of brands small and large.

Now it is time for your practice to explore how to be a responsible consumer for your patient by finding independent frame lines that speak to the unique demographic you serve. Your patient may be directly marketed to through larger media outlets, but you can use smaller, more focused industry resources to discover what the eyewear arena has to offer you. Go to trade shows, read optical trade magazines or search online for the types of eyewear that would flourish in your practice. Invite frame reps to pitch to your staff what they have to offer, and get everyone excited about the product they sell. It’s good for your patient and your business.

Jesse Walters, ABOM, is an independent educator with 15 years in the optical industry as a dispensing optician in boutique and medical settings, and as a lab manager in large corporate laboratories and in-office finishing labs.

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CE SELF-ASSESSMENT TEST Please fill out the answer sheet at the end of this test. Respondents with a passing score will receive one (1) hour of CE credit. Those seeking ABO credit need a passing score of 80 and must answer all 20 questions. This test is valid through December 31, 2017.

1. W hat is a good way to respond to patients asking for brand name eyewear? a. Tell them you can’t compete with the big box stores so you don’t carry it b. M ake sure you carry all the big brand names so you can give your patients what they want c. I nform them that they can purchase that frame cheaper online d. Introduce them to independent eyewear brands 2. F amiliar designer names on frames have __________? a. a cultural identity and social status b. your small business’s best interest in mind c. t he original quality and integrity of the product it’s named for d. exclusivity in your practice 3. H ow do you know a frame brand is exclusive to eyewear design? a. They are mass produced in the optical industry b. You can find that same brand on your shoes or handbag c. The brand name is found nowhere else but on that eyewear collection d. You see it in an optical trade magazine 4. W hat did the 60 Minutes exposé of the optical industry focus on? a. Support of small optometry offices b. How licensed branding is good for the consumer c. Cutting-edge boutique eyewear d. M ost brand name frames are all owned by the same company 5. A ccording to the author, how is public perception of corporate branding changing? a. They are able to keep costs low and value high b. There is a growing distrust in big business c. We have an unwavering brand loyalty d. Their standards in quality are unmatched 6. W hy are well known designer names on so many eyeglass frames? a. That is the best way to convey the quality of a product b. M any brands want to change their focus and design eyeglass frames instead c. The licensing is purchased by large frame distributers d. The name on the frame is the most important factor for your patients

7. W hat is usually not a concern for the eyecare professional when carrying name brand merchandise? a. People are unfamiliar with the logo b. Distributorship can change hands c. It’s hard to compete with online retailers d. You may be selling your competitor’s product 8. What is not a benefit of non-licensed eyewear? a. They possess a unique identity b. The full value lies in the product, not royalties c. They have the ability to create innovative styles d. They are beholden to a brand identity 9. H ow can private frame vendors help promote the success of your business? a. Direct-to-patient marketing in major media outlets b. Maintaining exclusivity in your area c. Making their brand available anywhere d. K eeping material costs cheap so you can pass the savings on 10. What is a good way to learn about the independent frame lines you want to offer? a. Major media outlets b. From a frame representative c. Ask your lab for edging advice d. Order a catalog 11. What is not a suggested way to utilize your frame representative? a. Hosting trunk shows b. L earning about the company history and product mission c. H elping with unique lens fabrication and mounting considerations d. Help with progressive lens selection

14. Who is your target market for independent eyewear? a. Only people who want funky bold stylish eyewear b. Anyone in your community c. The optician doing the frame buying d. The people who can afford luxury products 15. What is not considered to be in the category of “socially responsible eyewear”? a. Companies that make charitable donations b. F rame lines that utilize environmentally friendly materials c. Using high-end quality materials d. Not outsourcing manufacturing to low-wage countries 16. What is the primary focus of small designers in creative eyewear? a. Pioneering style and fashion b. Making a medical device for correcting vision c. C reating brand awareness and advertising for their product d. Assuring their frames can be easily mass produced 17. What does it mean to “vote with your wallet”? a. To vote in legislators who support your business b. To consciously support companies who share your principles c. To influence elections with donations d. Buying products that you would want to wear yourself 18. According to the author, what is an effective way to improve a patient’s frame buying experience? a. Ask questions about their lifestyle and what they want in a frame b. Steer them toward brands that fit their personal style c. Ask them what brands they like d. Only show them products within their budget

12. Trunk shows are great ways to ______________? a. Introduce an unknown brand to the public b. H ave a price-slashing sale to get rid of stale merchandise c. Get your patients drunk on wine so they buy more d. Please every demographic at once

19. W hy is it sometimes a better idea to not give your patient what they want? a. Because you can’t compete with box stores b. You don’t want them to perpetuate brand name culture c. The customer is never right d. You can suggest a more premium product that they were previously unaware existed

13. What is a good selling strategy for unrecognized brands? a. Tell the patient they get $20 more from their vision insurance b. Make sure this brand is the next big thing c. Be enthusiastic and knowledgeable d. Make sure they are priced lower than name brands

20. What is an effective way to display your frame boards to differentiate branded and non-licensed frame lines? a. Separate frames by material b. Create categories of men’s, women’s and children c. Organize by collections d. P ut your independent eyewear in cases to highlight their value

Answer Sheet 1. a b c d

11. a b c d

Fill out and mail this portion to: First Vision Media Group Inc., 25 East Spring Valley Avenue, Suite 290, Maywood, NJ 07607, or fax to: 201-587-9464. Be sure to fill out form completely.

This CE article is also available online with immediate grading at TotallyOptical.com/education.

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I would like to receive optical updates via email:

Practice/Business Name Profession: Optician

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PROVIDE YOUR PATIENTS WITH A COMPLETE SOLUTION FOR DIGITAL EYE STRAIN AND THE EFFECTS OF BLUE LIGHT. AVAILABLE IN PRESCRIPTION AND OVER THE COUNTER SOLUTIONS. STARING AT DIGITAL DEVICES SUCH AS COMPUTERS, TABLETS, AND MOBILE PHONES IS THE PRIMARY CAUSE OF DIGITAL EYE STRAIN AND OTHER EYE-RELATED ISSUES. GUNNAR PREMIUM COMPUTER EYEWEAR DEFENDS EYES FROM THE EFFECTS OF DIGITAL EYE STRAIN AND BLUE LIGHT WHICH INCLUDES; TIRED EYES, DRY EYES, HEADACHES, ALTERED CIRCADIAN RHYTHMS, LONG-TERM EYE DAMAGE, AND INSOMNIA. 100% OF GUNNAR WEARERS REPORTED IMPROVED EASE OF VIEWING. 96% OF GUNNAR WEARERS REPORTED REDUCTION IN EYE STRAIN. 90% OF GUNNAR WEARERS WOULD RECOMMEND THE USE OF GUNNAR EYEWEAR. 80% OF GUNNAR WEARERS REPORTED THEIR EYES WERE LESS TIRED WHEN WEARING GUNNAR. 79% OF GUNNAR WEARERS SAID THAT WEARING GUNNAR EYEWEAR INCREASED THEIR PRODUCTIVITY. *RESULTS BASED ON AN INDEPENDENT PATIENT WORK PRODUCTIVITY STUDY.

FOR MORE INFORMATION, PLEASE CONTACT US AT SALES@GUNNARS.COM OR CALL (888) 486-6270.

GUNNARS.COM

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THE HARMFUL EFFECTS OF DIGITAL EYESTRAIN COURSE DESCRIPTION: With the wide array and increasing amount of computer, tablet, and mobile backlit devices now available and in use today, it is advisable to consider the increase and potential harm they could be ultimately causing to the user. After completing this course, ECPs will be better equipped to understand the core issues, and convey the information to their staff members and patients. Readers will also acquire details on beneficial frames and lenses that specialize in blue light prevention, particularly with backlit screens.

APPROVALS: STWQO648-2 – 1 hour, Technical, Level II —expires 12/31/2017 First Vision Media Group has partnered with Quantum Optical to provide a Knowledge Bank of free online CE. Use the coupon code KB-FVMGGNR to take this course online Free at quantumoptical.com/vcpn and follow the directions on the site. You can also print / mail / fax by following the directions on the test page at the end of the printed CE. Supported by an unrestricted education grant from Gunnar Optiks

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By Frank Gimbel, ABOC-AC Screens are just about everywhere we look today. Whether they are in the form of flat-screen TVs, PCs, laptops, cell phones, media players, smart watches or some other technology, all of these devices can emit harmful blue light that can create digital eyestrain. With all this technology surrounding us, questions are stirred about the harm they can cause to the eye and overall health in general.

The dawn of the personal computer age has opened the door to what is known as CVS (Computer Vision Syndrome). This condition plagues all ages, spans all occupations and can harm anyone who uses a computer or display device for prolonged periods of time. Let’s face it, our eyes were not designed to focus upon a specific finite distance for countless hours without experiencing fatigue, eyestrain, dry eyes and blurred vision. Other disturbing factors can be noted with neck and back pain, double vision, vertigo and polyopia (the struggle of refocusing the eyes). Additional aggravators can include poor lighting, improper ventilation and screen glare. With extended computer use and with other display devices, we are forcing our eyes to stay fixed on a specific distance for a prolonged period of time.

Theoretically, this is highly unnatural for our eyes, and CVS affects about 90% of the people who invest three hours or more per day on a computer, according to the National Institute of Occupational Safety and Health.

We are now living in a wired world, dependent on digital devices and susceptible

to CVS more than ever. This widespread condition affects 70% of Americans and is growing daily. While CVS is most prevalent due to the action of eye movements and focusing, a New York Times study of pre-university students acknowledged that a large amount of users do not have proper ergonomic computer set-ups in their work environment. Position of the user, seating, lighting, distances, screen size, foot placement, and wrist and hand movements all play a critical role in how one should set up a workstation in order to maximize comfort, efficiency and ward

off Computer Vision Syndrome.

When it comes to the conversation about digital devices, the discussion inevitably turns to blue light. There are two different types of blue light to consider. The first type is the healthy kind that helps to regulate our circadian sleep rhythm. It boosts alertness, heightens reaction times, elevates moods and increases the feeling of well-being. This is the healthy type and is what we all need to help lead a balanced and healthy life.

Blue light is a natural trigger and our bodies respond to its presence by suppressing melatonin production in the brain. In fact, all light tends to suppress melatonin production, but blue light “does so more powerfully,” according to a May 2012 Harvard Health Publications report.

Melatonin is a hormone, produced by the pineal gland that influences our circadian rhythms—our bodies’ natural 24-hour cycle controlling the physical, mental, and behavioral changes that we experience on a daily basis. These circadian rhythms tell us when to be awake and alert, and when to rest. We’re just beginning to understand the powerful effects that inappropriate or untimely lighting may have on our well-being, but already the facts are starting to pile up, and high-energy (blue) light is the subject of much of this focus.

Sleep disruption is a significant issue for millions of Americans, both adults and children. More than 40 million Americans suffer chronic sleep disorders, and 20 million more report occasional problems sleeping, according to the Anxiety and Depression Association of America. Poor sleep habits promote irritability and can significantly affect all areas of our physical health including reduced work performance, mood disorders, high blood pressure, risk of stroke, and diabetes. Studies show that exposure to blue light a couple of hours before bedtime can delay deep REM sleep significantly. The prevalence of blue light in our sleeping environments has many physicians worried.

The second type is harmful and has been suggested as a leading cause of macular degeneration and other hazardous

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ocular disorders. In terms of the visible light spectrum (ROY-G-BIV), blue light occurs between 380 nm to 500 nm. A nanometer (nm) is measured as one billionth of a meter (0.000 000 001 m) and is used to commonly measure a wavelength of light. What we are talking about when we discuss blue light is particularly High Energy Visible (HEV) light, the violet/ blue band of the color spectrum, which exists everywhere around us, whether we are indoors or outside. Blue light is actually everywhere. When outside, light from the sun travels through the atmosphere.

Inside, blue light can be found in fluorescent lights, LED bulbs and through the emission of electronic devices such as cell phones, tablets and laptop computers.

Prior to 2010, the conversation about blue light was most often connected to outdoor exposure and discussions about UV protection. This was the case until April 2010 when the release of the first iPad spawned what was to become “The Tablet Revolution.” Before long, these new-age devices were mass produced by many competitors in the market, and more tablets flooded shelves in stores and were openly embraced. Tablets soon became the go-to media platform, replacing many magazines, newspapers and paperback books. While these new high-tech devices reduced paper waste, they quickly outsold traditional computers and created new types of visual problems to combat. When using standard computers on desks and tables the screen is positioned at a safe mid-distance range. Tablets on the other hand are held at 12-24 in. from the eyes, and their portable nature increases average hourly usage. Interconnectivity with smartphones and apps became prevalent, and now over 35% of Americans own at least one tablet.

The downside to using tablets, smartphones and other devices is the backlit display. Displays typically work through LED (light emitting diode) technology and vary between white LED and RGB backlit designs. The white versions are most often used in mobile LCD (liquid crystal display), desktop and notebook screens. White LEDs are normally made from a blue LED with a wide spectrum of yellow phosphor to create the emission of white light. The second type of backlit display most often found is made from an RGB LED design, where red, green and blue LEDs are controlled to produce different color temperatures of white light.

Concern from blue light exposure relates to its placement on the color spectrum.

Compared to longer wavelength colors within the spectrum, blue light or HEV wavelengths are shorter, and compared to longer length colors, glimmer easiest on backlit displays. This flicker effect causes glare and can lower visual contrast, inherently decreasing clarity and sharpness on backlit devices.

The naked eye alone does not have

enough protection to filter out the harmful types of blue light. Extended exposure to it can lead to retina damage and loss of vision, and it can contribute to age related macular degeneration. With 93% of teens owning or having access to a computer, it has become imperative to begin educating your patient base on the risks of blue light, the different types and why it’s important to protect their eyes now while using these devices.

Typical viewing distances for digital devices vary. Desktop computer screens typically are set for approximately 22 inch focal length from the eye. This standard focal distance of about 22 in. was common with most computer use and generally speaking worked well for many PC users. Then, as technology changed, this standard became about 18 in. with the adaption of more laptops. Now, with even more tablet use, we find this zone has moved even closer since these devices are positioned 12- to 24-in. away. Smaller gadgets such as smart phones are even closer when used for text messaging, for example, placing even more strain on our 13

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eyes, causing headaches and visual fatigue.

As the day winds down, device users tend to move their backlit devices closer for visual comfort. The reason behind this is that the focusing system of their eyes begins to “lock up,” and they then move objects closer to keep the muscles of the eyes in focus. By doing so, the end result is that they only induce more stress on the eye, creating strain and discomfort. All of this exposure to technology creates an immediate need for products that help defend our eyes from digital devices and enhance proper vision.

According to The Vision Council DigitEYEzED Report, approximately 70% of American adults experience some form of digital eyestrain due to lengthy use of electronic devices. The most common report for computer usage per day varied from six to nine hours, and the number of adults now spending more than 10 hours per day rose another 4%. When it comes to computer or tablet use, the eye is simply not designed to focus on pixels and hard targets. The most likely time adults experience digital eyestrain is between

6:00pm and 9:00pm, and 63% of adults did not know that their electronics emitted high energy visible or blue light. This was one of many staggering headlines to discover, and the figures are only expected to grow with more digital dependency and use.

Ways to prevent digital eyestrain can be tied to proper ergonomics. When it comes to using a computer, it is ideal to have overhead lighting but not brighter than the monitor. This should be the brightest light in the room, and the top of the monitor should be at eye level or just below. Proper viewing distance is key and should vary between 20 and 40 in., one arm length from the screen. Keyboards should be placed in an area where the wrist is comfortable, and the upper arms should hang vertically with the torso.

Supportive chairs that allow the users to firmly position their feet flat on the floor are needed. Lastly are eyeglasses that block high energy visible blue light.

Extended computer viewing has many drawbacks to note. One is reduced blink rate. Studies have shown that a computer

user’s blink rate over an extended period of time can reduce to as much as one half to two thirds of the normal rate at which one would blink if not working on the computer. This translates to drier and tired eyes.

To help combat this and enhance vision, Gunnar Optiks has recently introduced a wide array of specialized blue light prevention gear to help protect your eyes from this entire screen- based technology. The lenses trick the eyes to think they are focusing far away, allowing the eyes to relax and feel like they are focusing at distance. Available in plano and prescription options, their lenses are designed to reduce eyestrain, headaches, blurred vision, and even dry eye syndrome. One key point to note is that all plano Gunnar lenses have a slight focusing power in their over-the-counter options. The power is a +0.20D add that aids with close visual needs, providing extra clarity and promotes less strain.

Gunnar’s computer eyewear products use proprietary wrapped lens and frame shapes to help prevent dry eye syndrome and keep the eyes lubricated and refreshed. Their frame designs limit air currents from drying the eye, keep in healthy humidity and allow for more visual comfort. Gunnar views the number one alleviated symptom of computer vision syndrome is dry eye syndrome. This leads to a greater reduction of corneal abrasions, corneal scaring, and encourages protective tear film layers to remain replenished while working away at the screen.

Let’s not forget about another booming segment to consider, gamers. According to Polygon.com, more than 155 million Americans routinely play video games.

Over 42% play for at least three hours per week, and at least four out of five Amer-

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ican homes contain some type of gaming console used to play video games. These numbers are staggering, and prove to highlight the popularity of what Americans like to do for hobbies and leisure time. Thinking in terms of lenses, all gamers can benefit from some type of blue light protective and screen-enhancing eyewear. For a more in-depth rationale on the topic, gaming is much more than just a hobby, it’s a culture.

Even considering statistics from 2014, U.S. gaming consumers spent $22.41 billion on games alone. The average player is 35 years old, and the generic stereotype ends there.

Gaming reaches all ages: 56% are male (and yes, the remaining 44% are female), 26% of players are under 18 years of age, and 27% of video gamers are over the age of 50.

Over time, much like the TV and cable industries, games have become digital. They are purchased frequently online, rather in a physical store, and are played on more computer devices than ever before. Committed players acknowledge they spend at least six and a half hours per week playing online games with others via the internet and another five hours per week playing with other players in person. Of these frequent players, 15% spend even more time playing with their partner or spouse at home. As eyecare professionals, we have a lot to consider about our patients who enjoy spending this much time intently watching screens.

In addition, this digital shift appears only to be going up, and console games and systems are quickly being left behind for more PC and tablet based gaming options. In 2010 the digital share of the video game market only took a 29% share of the total gaming market.

Four years later, digital sales almost doubled, accounting for 52%, while physically purchased games were finally trumped and only made up 48% of the video game market.

Regardless whether you or any of your staff are gamers, this is a huge opportunity to learn about the culture, brush up on the lingo and begin carrying the products to enhance a gamer’s vision. Training on this subject is important for all staff members, from doctors to techs to opticians, and even front desk personnel. Keeping abreast of new technology and outreach is important too. If and when you decide to commit to these products, it’s wise to reach out and use social media to connect these gamers with your practice. Many of them may not know you are there and that they may need an eye exam or prescription glasses. Simple efforts like these can net additional patients, eyewear sales and

patient networking opportunities. Also, while in the office, when you begin asking your patients how they like to spend their time (think lifestyle questionnaire), don’t

forget to ask and talk about video game fans. This is an enormous chance for you to connect with a patient who isn’t afraid to spend big bucks on games. This segment may be the next new wave to help financially boost the annual bottom line of your practice.

The muscles of the eye function like the shutter and zoom of a camera. They bend and flex to allow for the items viewed to be seen as clearly as possible. Think of the muscles as if they were rubber bands.

Throughout long periods of uninterrupted near distance flexion of these eye muscles, the eye can lose elasticity and experience blurred vision, difficulty focusing, double vision and eyestrain. Gunnar has devoted itself to working on this extensively. Its lens design pre-focuses the light coming off a screen, to encourage the muscles of the eye to relax. In addition, the lenses enhance colors and allow details to appear sharper while looking at the screen. When setting out to find a lens material that was as tough as polycarbonate, yet provide the optical clarity of glass, Gunnar could not find one to meet its needs, and created its own proprietary material. The end result is a plano mid-index of 1.51, with a low density, high ABBE value, and high light transmission lens that provides minimal haze and delivers ultra-sharp optics. The lens appears to be crystal clear, and Gunnar prides itself on its high degree of color control. Its goal is to create lenses that are enhanced to work with engineered tints and band pass filters properly, all without any edge defects. Gunnar claims its lens materials offer an optically pure viewing experience with ultra-light, ergonomic 15

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properties for all screen users.

These lens ingredients make Gunnar an ideal candidate for lengthy computer users, tablet aficionados, smartphone fanatics, and gaming enthusiasts. The lens purposely blocks out 65% of artificial HEV blue light. This percentage mimics the equivalent amount of natural blue light needed to help aid in overall health for the body and brain. This nanometer band focuses the coverage across the 400 to 450 nm spectrum values, which is also the most damaging to the eye. While Gunnar primarily focuses its lens specialty on computer use, its wide range of tint enhancements allows for tailor made usage environments matched to recommended lens tints. Traditionally, the tint is the amber hue lens designed precisely for the type of light emitted from a computer screen. This tint allows the wearer to see in optimized optics and feel the sensation of viewing the image in an eye- preferred natural light environment.

The amber lens tint filters more fluorescent light and reduces high-intensity blue light, also filtering out 65% of HEV blue light at the 450nm light spectrum.

While this lens tint can be worn by all, Gunnar also produces its crystalline lens tint, which is recommended for graphic artists, photographers, video editors, and those who need to see in true color. This tint provides all the same benefits as the amber lenses, except it will not filter, contrast, or shift the color spectrum while worn, and it will filter out 15% of blue light at the 450nm light spectrum. The third option from Gunnar is the non-polarized outdoor tint. It has been designed to provide a relaxed and dramatic visual experience for those who enjoy using their digital devices outdoors.

Screens emit glare and reflections, and

any high quality optical device must have a cutting edge anti reflective coating to reduce glare and allow for more light to transmit through the lens to reach the eye. Gunnar lens coatings all uphold high levels of scratch resistance while maintaining hydrophobic and oleophobic properties to reduce grease, moisture, and haze from their lenses.

Prescription options are also available.

Each single vision lens, regardless of power, comes with all of the coatings and tints options specified above. In prescription form, Gunnar’s material of choice for prescription jobs is polycarbonate, however upon special request, a 1.67 high index can also be obtained. All prescription lenses can be ordered in both a crystalline or amber tinted lens option and come with a blue flash anti reflective coating on both sides of the lens.

Ultimately, a combination of factors will determine the selection of blue light

solutions you suggest to your patients.

These include each patient’s lifestyle, computer or digital device habits, overall health, age, and work environment, to name a few. We must also consider the risk factors for computer vision syndrome, and of course AMD. When making recommendations, select the solution that will offer the maximum needed filtration or deflection of HEV, and address the specific requirements of the patient’s digital use habits.

When speaking with parents, practitioners should clearly discuss the potential damaging effects of blue light on children and teens. Many people are completely unaware that the digital devices they purchase for their kids could have real, long-term health detriments.

Frank Gimbel, ABOC-AC, is an advanced certified optician and owner of Gimbel Opticians in Plymouth Meeting, PA.

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CE SELF-ASSESSMENT TEST Please fill out the answer sheet at the end of this test. Respondents with a passing score will receive one (1) hour of CE credit. Those seeking ABO credit need a passing score of 80 and must answer all 20 questions. This test is valid through December 31, 2017.

1. What is the length value of a nanometer (nm)? a. One thousandth of a meter b. One millionth of a meter c. One billionth of a meter d. One trillionth of a meter 2. The struggle of refocusing the eyes is known as? a. Myopia b. Polyopia c. Strabismus d. Presbyopia 3. What is CVS? a. Controlled Vision Syndrome b. Computer Vision System c. Computer Vision Syndrome d. Convenience Variety Store 4. Gunnar Lenses possess slight focusing what power? a. +0.20 D b. +0.25 D c. +0.35 D d. +0.50 D 5. T he healthy type of blue light helps to do all of these except? a. Regulate sleep rhythms b. Boost moods c. Cause AMD d. Heighten reaction times 6. W hat is the standard focal length viewing distance for desktop computer screens? a. 22 in. b. 26 in. c. 15 in. d. 36 in.

7. HEV stands for? a. High Energy Varying b. High Energy Visible c. Hard Energy Violet d. Height Environment Violet

8. C VS affects about 90% of the people who invest at least this much time per day on a computer? a. six hours or more b. five hours or more c. four hours or more d. three hours or more 9. W hich one of these devices emits the lowest amount of blue light? a. Sun b. Tablet Screens c. Computer Screens d. Disposable Flashlights 10. T he Gunnar lens purposely blocks out what percentage of artificial HEV Blue light? a. 50% b. 65% c. 75% d. 100% 11. A dults most likely experience digital eyestrain between? a. 6:00pm to 9:00pm b. 2:00pm to 6:00pm c. 9:00am to 5:00pm d. 1:00pm to 3:00pm 12. T hinking in terms of the visible light spectrum (ROYG-BIV), blue light occurs between? a. 380 to 500 nm b. 400 to 600 nm c. 350 to 550 nm d. 600 to 800 nm 13. W hat is the percentage of U.S. teens today who own or have access to a computer? a. 50% b. 93% c. 72% d. 80% 14. Gunnar produces all of the following except? a. Plano OTC eyewear b. Prescription eyewear c. Crystalline clear eyewear d. Polarized eyewear

Answer Sheet

15. Talking about screens, LCD stands for what? a. Light Compound Design b. Liquid Crystal Display c. Light Crystal Display d. Liquid Compound Display 16. W hat is the standard focal length viewing distance for tablet screens? a. 6 to 12 in. b. 12 to 24 in. c. 18 to 30 in. d. 26 to 36 in.

17. How many Americans today own at least one tablet? a. 20% b. 25% c. 35% d. 95% 18. W hat is the approximate percentage of American adults who experience some form of digital eyestrain due to lengthy use of electronic devices? a. 50% b. 60% c. 70% d. 80% 19. C ompared to normal blink rates when not working on a computer an overextended period of time working on a computer, blink rates can be reduce to as much as? a. One fourth the normal rate b. One half the normal rate c. Two thirds the normal rate d. Three fourths the normal rate 20. T o increase humidity and prevent dry eyes from occurring, what technology does Gunnar provide to help keep the eyes refreshed? a. Proprietary wrapped lens and frame shapes b. Vacuum chamber eye cups c. Cabled temples d. Silicone pads

1. a b c d

11. a b c d

Fill out and mail this portion to: First Vision Media Group Inc., 25 East Spring Valley Avenue, Suite 290, Maywood, NJ 07607, or fax to: 201-587-9464. Be sure to fill out form completely.

This CE article is also available online with immediate grading at TotallyOptical.com/education.

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Untitled-1 1

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ACHIEVING PATIENT SATISFACTION WITH NEW MATERIALS AND LENS DESIGNS COURSE DESCRIPTION: The abundance of options in today’s ophthalmic lens substrates can be daunting. In addition to all of our current options, new materials are being developed and emerging on the market as technologies improve. This course will help you sort through all of the potential lens substances, allowing you to provide the very best professional recommendations to your patients based on a wide variety of comparative factors. The proper lens material selection directly affects the optical quality, strength, durability, thickness, longevity, and lens option availability of your final product.

APPROVALS: STWQO645-2 – 1 hour, Technical, Level II —expires 12/31/2017 First Vision Media Group has partnered with Quantum Optical to provide a Knowledge Bank of free online CE. Use the coupon code KB-FVMGPPG to take this course online Free at quantumoptical.com/vcpn and follow the directions on the site. You can also print / mail / fax by following the directions on the test page at the end of the printed CE. Supported by an unrestricted education grant from PPG Industries, Inc.

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By Jesse Walters, ABOM

OPTICAL PERFORMANCE

Since the very first spectacles were created in the 13th century, ophthalmic lenses have been correcting vision by bending and re-focusing light through strategically crafted mineral glass. The substance itself is the very namesake of this important medical device. From 1268 to the mid-20th century, glass was the singular substrate used for correcting vision with glasses.

Then, a revolution in eyewear occurred: plastics. This miraculous clear, moldable substance was designed in order to improve upon the cumbersome limitations of glass. Hard resin plastic known by the brand name CR-39 was introduced to the market in the mid-1950s and has changed very little since. However, it wasn’t until the 1970s when this new lens material really took hold. A 1972 FDA regulation set new standards for impact resistance and enhanced robustness of corrective lenses.

By the 1980s many more plastic lenses were introduced boasting stronger and thinner results of their predecessors.

Today, less than 6% of glasses sold are made with actual glass lenses and we have new and innovative materials emerging all of the time. The most common materials to choose from are CR-39 standard plastic, polycarbonate, mid to high index lenses and newer lens substances such as Trivex and Tribrid. Which one you choose for each of your patients will have an impact on optical performance, strength, thickness, weight, longevity, and availability of coatings and lens technology. There is no one right answer for every pair of glasses. We must explore how to compare and contrast these choices in order to serve each patient’s unique visual needs.

The optical quality of a lens is measured in many ways and will ultimately determine how your patient visually experiences the world around them. One key factor to measure the image quality through a lens is what is called its Abbe Value. Abbe refers specifically to chromatic aberration which measures the dispersion of white light through a substance. Essentially, it is the separation of white light into the component colors of the spectrum. Each color of the rainbow has a different wavelength unique to it and while passing through a substance such as a lens, these light waves are refracted or bent at slightly different rates. This angle of refraction is more for shorter wavelength colors such as blue, and less refraction occurs with longer wavelengths of light on the red end of the spectrum. Each monomer spreads white light’s color components at a different rate. The average of the total dispersion is measured as the Abbe value.

What this means to the viewer who is interpreting an image through a lens is that they may experience halos of color around objects and light sources due to the separation of light into its constituent parts. The lower the Abbe number is, the higher the dispersion of white light through the lens. The higher numbers will result in a more crisp and true image of reflected light.

We can see that CR-39 (hard resin) is very closely matched to glass in the minimizing of light dispersion and that polycarbonate rates the poorest. However, this is only the first piece of the puzzle to consider in the big picture of choosing the best lens in every situation.

Another thing that must be consid-

Material

Abbe Number

Glass

59

CR-39 (hard resin)

58

Trivex

46

Tribrid

41

Polycarbonate

30

1.60 plastic

42

1.66 plastic

32

1.74 plastic

33

ered is that just because a lens may be of a certain material does not necessarily mean it meets the same standards in optical quality of other lenses of that very same category. Lenses manufactured by different facilities in different parts of the world may be qualified with different grades. For example, a 1.67 index lens made from less expensive raw materials or processed in a more cost-effective mass-production process may have lower measured tensile strength or less compatibility bonding with a hard coat as compared to a higher grade of monomer in that same index of refraction.

This is especially true with polycarbonate material that can be made overseas and sourced by many online retailers at prices we cannot compete with because they are not held to the same stringent optical quality standards.

STRENGTH & DURABILITY The FDA standards on impact resistance must be met by all lenses produced in the United States. Dress wear requirements for impact resistance is measured

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by a 5/8 inch steel ball dropped from a height of 50 inches onto the front lens surface without damage. However, these standards are greatly exceeded by lens materials in order to meet the demands of processing, edging, mounting, and longevity that we have come to expect from our eyewear.

The tensile strength of a lens refers to its resistance to damage when subjected to tension such as with drilled and grooved mountings. Most of this has to do with the properties and behavior of the substrate itself, but it is also affected by the way the lens was manufactured.

A plastic lens blank can be produced using two different techniques: casting or injection molding. A cast lens is made by filling a mold with the liquid monomer and curing it. This long and slow curing process allows for cross-linking of the molecules that result in superior strength and allows for cleaner drilling and grooving into the lens blank.

Injection molding requires the monomer to be forced into the mold under great pressure. It is a quicker and more cost-effective process on a large scale, but the results cause visible pinching and stress throughout the material as well as weaker bonding of the molecules.

Impact resistance and tensile strength are mutually exclusive properties. The result of poor impact resistance may be frequent chipping, cracking, or even shattering of the material. Weakened tensile strength may not be evident until long-term mounting pressure causes star fractures, crazing, or loosening and stretching of drill holes.

When looking at impact resistance, glass and hard resin both fare very poorly. Both chip and break very easily when mounted in a frame or stressed during

adjustment. Very high index plastics such as 1.71 and 1.74 are also very brittle. Materials that were designed specifically with impact resistance in mind are polycarbonate and Trivex, which both exceed FDA requirements by more than 60 times.

On the other hand, glass has a very strong tensile strength due to its composition and inflexibility, but its lack of impact resistance rules it out as a first choice for many finishing processes and lifestyle needs. Polycarbonate is just the opposite in that it will not chip or shatter upon impact, but its softness and molecular structure make it vulnerable to internal pressure cracking, loosening drill mounts, and denting. Trivex boasts the best of both worlds in that it has matched impact resistance to polycarbonate but is also a very hard substance with sustained durability over time.

WEIGHT & THICKNESS The weight of a particular substance is measured in density, also known as that material’s specific gravity. This is measured by the weight in grams of one cubic centimeter of material. The weight of 1cm³ of water equals one gram. Lens material density ranges from just over one to over two-and-a-half times that.

The more dense the material, the heavier it is. However, we must be comparing the same mass of each. The specific gravity is not related to the ultimate thickness and size of a lens in any given prescription.

The measure of a material’s index of refraction determines the thickness required in order to bend light to the prescribed diopter. This is measured by a ratio of the speed of light through air as compared to the speed of light through a

transparent material. A ray of light will bend to a higher degree the more it is slowed down through a substance. The higher the refractive index, the more it slows down the light travelling through it. This is why higher index lens materials are able to correct for large dioptric powers using less thickness.

While the index of refraction determines the minimum lens thickness in order to correct for a prescription, the ultimate total thickness depends upon the starting thickness of the lens center or calculated edge thickness. Due to tensile strength or lens processing techniques, certain materials are able to be ground with thinner centers or edges while still allowing for durability in coating and finishing. Although a material may have a higher index of refraction, if it is brittle it may have to have thickness added in order to process it with certain coatings or edge types.

The thickness of a lens is also very dependent on frame choice and fit. The more decentered the pupil alignment is from the widest and deepest parts of a frame, the thicker the lens. A minus lens will be thickest on the edge farthest from the pupil center, and a plus lens will be thickest at the optical center in front of the pupil. This is due to the calculation of the ground blank size in order to meet a minimum edge thickness for beveling the edge of the lens farthest from the optical center. A finished lens thickness can be estimated if you calculate the smallest lens diameter or blank size and know your prescription and index of refraction of the lens material. This calculation is the “Approximate SAG (sagittal depth) Formula” and will show you the relationship between lens size, prescription, and material choice.

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Thickness = (d/2)2D

+ minimum center or 2000(n-1) edge thickness in nm d= lens diameter in mm (minimum blank size) D= lens power in diopters n= Index of refraction In order to save some of the trouble of repeated calculations of estimated lens thickness, it should be noted that reductions in thickness are rarely a concern until you reach prescription strengths outside of +/-3.00 diopters. On average more than 85% of prescriptions fall below that power range. For higher power prescriptions, however, strategically choosing frames with less pupil decentration and utilizing high-index lenses will make a significant difference for your patient with regards to comfort and aesthetics.

There is a striking disadvantage to using glass in these categories as it is both heavy and thick. Lenses from materials such as Trivex are very lightweight but may exhibit less than ideal thickness in stronger prescriptions. Hybrid materials such as Tribrid mix the properties of multiple substrates, in this case the low density and high tensile strength of Trivex combined with the thinness of a 1.60 index lens. For the fringe prescriptions that exhibit very high powers of +/-6.00 diopters and beyond, the highest index lenses are an obvious choice. The chart on this page compares the measureable differences in density and refractive index of lens materials.

PROTECTION FROM THE NON-VISIBLE LIGHT SPECTRUM The visible light spectrum ranges from wavelengths of 380 to 780 nanometers (nm). Below the wavelengths of visible vi-

Lens Material

Density

Index of Refraction

Crown Glass

2.59

1.52

CR-39 (hard resin)

1.32

1.498

Trivex

1.1

1.532

Polycarbonate

1.2

1.586

Tribrid

1.23

1.60

1.60 Mid Index

1.3

1.60

1.66 High Index

1.35

1.66

1.74 High Index

1.46

1.74

olet lie invisible harmful ultra-violet rays at wavelengths from 290 to 400nm. Long term exposure to too much UV radiation has been linked to cataract formation, macular degeneration, corneal damage, and cancer. The protection a lens provides from these harmful rays is measured as its UV cut-off. This is the wavelength at which the lens stops transmission of UV radiation. Crown glass measures at 300nm, CR-39 at 350nm, and all mid to high indexes have a UV cut-off of 380 or better.

The inherent UV protection provided by polycarbonate, Trivex, and all high index materials is incredibly important for longterm eye health.

Added options such as polarization and photochromics will also provide UV protection in substances that don’t inherently deliver it. A CR-39 lens can be coated for UV protection, but if another hardcoating or anti-reflective coating needs to be applied, it may jeopardize the durability of the bond, leading to coating failures down the road. It is exceedingly important to not make a tinted lens with inadequate protection from UV because the pupil will not naturally constrict behind a darkened lens. This will allow even

more harmful UV rays to enter the eye and cause potential damage.

A more recent concern in the invisible light spectrum is our over-exposure to what is a called blue light. Blue light is found naturally in sunlight but also is emitted artificially in digital devices, HD televisions, and energy efficient light bulbs. This invisible light has an effect on our body’s chemistry by stimulating the release of serotonin to keep us alert and blocking the release of melatonin which helps us fall asleep. Too much blue light exposure disrupts our sleep/wake cycle known as our circadian rhythm. It has been further linked to anxiety, weight gain, attention disorders, and even macular degeneration. Blue light is found in the short wave spectrum ranging from 380 to 500nm.

Many lenses and coatings are emerging on the market with claims of protecting you from the harmful blue light spectrum. Certain technologies are built into the lens material itself while others come in the form of an added coating.

Each protects against varying ranges of the spectrum and can be compared similarly to UV protection.

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LIMITATIONS IN AVAILABILITY Your choice in lens material is only the tip of the iceberg when filling a spectacles prescription. You need to combine that choice with lens design and technology as well as coatings and features. These numerous potential combinations may not always be available due to the limitations of manufactured lens stock or limited release of new product options.

Often it is multifocal lens designs that are subject to these limitations due to their specialized nature. As such a large percentage of the presbyopic patient base is being fitted with new progressive addition lens designs, the emerging lens material options are often not immediately or even ever available in flat top bifocals or trifocals.

Progressive lens designs fall into two main manufacturing categories: The first is the conventional molded technology. Much like the flat tops, conventional molded progressives must be pre-made and stocked in every add power, base curve, lens option and enhancement (photochromic or polarized), as well as every option of lens material the market desires. Due to the sheer volume of these manufacturing requirements, the options for conventional progressives are severely limited with more designs becoming discontinued all of the time. Often, the cheapest lens materials to manufacture are those that remain in conventional semi-finished multifocal lens stock for a given design.

The second type is digital freeform technology. These designs often start with a single vision lens blank, and the progressive design is crafted on the back side with a precision free-form generator that creates the lens using specifications provided that are unique to your patient. Aside from the optical accuracy and exclusive design,

you also have the benefit of choosing any lens material available as a single vision puck. Stocking a single vision lens of a specified material that has the potential to be transformed into any progressive design in any add power makes it possible to offer a much wider variety of lens options without filling an airplane hangar with semi-finished lens stock. This means you can actually get a Trivex material with polarizing and/or photochromic properties in a progressive design that offers wider viewing zones and an adjustable corridor length, perhaps even optimized for a high wrap frame. Suppliers of high definition lenses also often impose strict quality standards on the sourced single-vision blank to guarantee the integrity of their products. There is one major limitation to free-form generated lens designs however.

They are incompatible with glass.

FRAME CHOICE AND FINISHING The frame you choose for your patient may considerably influence the best lens material option to be edged and fit into it.

Spectacle frames come in a wide variety of shapes, sizes, and designs, which may specify many different techniques and requirements for lens mounting. New and innovative lens mounting systems often appear to have been designed without the challenges of prescription lens variations in mind. Frame designers are not typically lab technicians; nonetheless, we are expected by our patients to find a way to marry an infinite variety of frame and prescription combinations in an aesthetically pleasing way that provides long-term durability and comfort.

With drill-mounted and grooved rimless frame styles, lens durability and tensile strength are of the utmost importance.

Not only does the material go through

much more stress in the finishing process, but the lens is also subject to more external and internal compression over time. These frame designs also have the added burden of exposing the entire lens edge thickness without the material hiding behind the thickness of a frame eye-wire. This means higher prescriptions must have material strength and refractive index considered.

This is not always an easy task, but the existence of materials like Tribrid helps to fill this niche.

Some frames appear to have a standard full-frame eye-wire opening but are soldered to the back of a solid front façade.

This is sometimes called a false-front mounting and has less flexibility in the eye-wire opening, which requires a properly sized lens to be forcefully snapped into it. Although it is usually presumed acceptable to use a more brittle material in a fully protected V-bevel, these particular designs require a material that can withstand the force when mounted without chipping, to prevent constant breakage at your lab.

There are also different types of specialty bevels applied to lens edges used in wrap sunwear. A step or sport bevel requires a deep cut along the backside of the lens edge to maximize the reduction of thickness. Excess lens thickness may affect clearance for molded nosepads or thicker temples, so this specialized beveling maintains the integrity of the intended curvature of the frame front. Labs usually dictate that frames requiring such beveling are limited to the options of Trivex or polycarbonate only.

As already addressed, the ultimate thickness of a lens is greatly determined by the size of the frame and total decentration of the patient’s pupil alignment from the center. The edge beveling type will also affect the minimum thickness at which a lens 23

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may be surfaced. A rimless drilled or grooved frame has minimum edge thickness requirements in order to accommodate the force of drill holes or the surface area required for grooving. Grooves also may require extra-large channels if mounted in full metal eye-wires instead of thin nylon cords. These full-metal grooved frames are often made of flexible alloys that cause extensive internal pressure to the mounted lens, requiring a superior tensile strength. In comparison, a full frame with a v-shaped bevel has the potential to be surfaced with a “knife edge,” making the lens as thin as possible for the index of refraction used.

EVALUATING YOUR PATIENT’S NEEDS A prescription should always be thoroughly reviewed before frame and lens selection begins. An optician must be able to interpret these numbers and predict how a lens will distribute thickness and allow for a wide field of view at all focal lengths when mounted in a frame that fits the features and preferences of every individual. This is no easy task.

The total strength of the prescription or any significant prescribed prism will immediately inform you if a higher index, thinner lens may be required. If thickness is a primary concern, the frame edge type and lens size should also be taken into account.

As we know, most prescriptions fall in a dioptric range that does not warrant thickness as our main concern. We must then explore the needs of the performance of the lens regarding lifestyle and use. An occupational computer lens material will most likely warrant the need for blue light protection from digital devices and a low Abbe value combined with a sophisticated digital lens design that provides the widest field of view for a patient’s multiple-monitor workstation.

An avid outdoors-enthusiast will want to talk about lightweight lenses with impact resistance, superior UV protection, and wrap-around coverage combined with coatings well bonded and warrantied for an active lifestyle. High base curve lenses always benefit from freeform design whether single vision or multifocal because the prescription

is compensated for maximum edge-toedge clarity and your choices for polarized color and high-quality impact resistant materials will not be limited.

When making your final recommendations for your patient’s lens style it is important to have their best interests in mind while not being driven by price.

This works in two ways. You should never pre-judge your patient. Always advise that they take advantage of the very best optical technology available instead of assuming they can’t afford it or are unwilling to invest in their vision. This is common when filling prescriptions for children. A scratch-coated polycarbonate lens may be cost-effective, but don’t avoid a conversation about the benefits of superior optical quality and tensile strength of Trivex or the benefits from adding glare protection when prescribing.

The flip-side to that is over-selling products to your patient that their prescription and lifestyle do not warrant. This is not only borderline unethical, but it can be a detriment to your patient and your practice. A more expensive higher index lens does not hold the same benefits for every patient. An optician should be recommending in accordance with what is best for the prescription and lifestyle instead of how much a client can afford to spend. The profit margin on less expensive mid-index lenses can be more lucrative while also benefiting from the reduction of remakes and breakage due to the overall durability of specialty materials.

Jesse Walters, ABOM, is an independent educator with 15 years in the optical industry as a dispensing optician in boutique and medical settings, and as a lab manager in large corporate laboratories and in-office finishing labs.

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CE SELF-ASSESSMENT TEST Please fill out the answer sheet at the end of this test. Respondents with a passing score will receive one (1) hour of CE credit. Those seeking ABO credit need a passing score of 80 and must answer all 20 questions. This test is valid through December 31, 2017.

1. W hen were plastic lens materials introduced for ophthalmic eyewear? a. The 1960s b. 1972- when the FDA regulated them c. The mid-1950s d. The 13th century 2. H ow much of the current market still uses glass lenses? a. About half b. Less than 6% c. Lower than 1% d. Over 50% 3. What does Abbe value measure? a. Monomer purity b. Spherical aberration c. White light dispersion d. White light glare 4. What does a low Abbe value imply? a. A more crisp and pure image b. Poor durability c. A thinner, lighter lens d. Higher potential for colored halos around objects 5. What must a conventional use lens withstand by law? a. A 5/8 inch steel ball being dropped on it from a fixed height b. The ability to be drilled or grooved c. High energy blue light and UV transmission d. Temperatures ranging from -20 to 120 degrees Fahrenheit 6. W hat makes a cast lens different from one that was injection molded? a. A cast lens often has visible pinching and stress marking b. I njection molding forces stronger cross-linking of the molecules c. The longer curing process of a cast lens gives it superior strength d. Casting is quicker and more cost-effective 7. What is a quality related to poor tensile strength? a. A lens chipping while being mounted b. Excess cross-linking of molecules c. Shattering during a drop-ball test d. Star fractures or loosening drill holes

8. What does specific gravity measure? a. The density of a substrate b. The material weight as compared to a cubic centimeter of glass c. H ow thin a lens can be manufactured given the prescription d. The total weight due to the thickness and size of a lens

15. What effects does over-exposure to high-energy blue light have? a. Sleepiness and lethargy b. Cancer c. Disruption of your circadian rhythms d. M olecular changes in your lens material reducing tensile strength

9. W hat material property does the index of refraction determine? a. The Abbe value b. The ability to slow down and bend light through a substance c. The total lens density and weight d. The minimum edge thickness for rimless mounting

16. What is your best design choice for maximum lens material options? a. Digital free-form technology b. Flat top multifocals because they have been around longer c. Conventional progressive designs d. Pre-molded lens stock

10. What information do you need to accurately estimate final lens thickness? a. Density, lens size, and decentration b. Blank size, lens power, and index of refraction c. Decentration, lens material, and edge thickness d. Prescription, density, and pupillary distance 11. When is it important to choose the thinnest possible lens material? a. When your dioptric power warrants thickness as your primary concern b. Always choose the thinnest lens for powers above +/-3.00 c. O n all rimless mounted frames because they expose the entire lens thickness d. 85% of the time you fill a prescription 12. W hat lens material has the least amount of measured density? a. Trivex b. Crown Glass c. 1.74 High Index d. Tribrid 13. What is UV cut-off a measure of? a. The effect UV has on cataract formation b. The amount of protection added to a lens via photochromic or polarization c. The wavelength of UV light at which a material stops its transmission d. The wavelengths in nanometers in which harmful UV exists

17. What makes digital processing advantageous for lens option availability in progressives? a. The precision of the free-form generator allows for more lens materials to be processed b. I t often requires only a single-vision blank for all types and powers c. It mimics the optical purity of glass for all materials d. P re-molded progressive designs are made in all options and materials 18. In what circumstance will a higher index lens result in a thicker final product? a. When the frame edge type requires a greater thickness b. Never, a higher index lens will always be thinner c. For all wrap sunglasses d. On false-front lens mountings 19. When a very large prescription requires a thinner lens, what is the next factor to consider? a. Whether they can afford it b. Does the higher index lens have UV protection c. Impact resistance and tensile strength d. Frame edge type and lens size 20. How should you base your prescribed lens recommendations? a. On what, can the patient afford b. On a full review of prescription and lifestyle needs c. Making sure they get the thinnest and lightest lens d. Offering Trivex lenses to all of your patients

14. What is the most dangerous for your eye health in relation to UV exposure? a. P olycarbonate lenses, as they have no inherent UV protection b. CR-39 lenses with no additional UV coating c. Not wearing sunglasses outside d. Tinted sunglasses with no UV protection

Answer Sheet 1. a b c d

11. a b c d

Fill out and mail this portion to: First Vision Media Group Inc., 25 East Spring Valley Avenue, Suite 290, Maywood, NJ 07607, or fax to: 201-587-9464. Be sure to fill out form completely.

This CE article is also available online with immediate grading at TotallyOptical.com/education.

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POSITIONING FRAME MATERIALS IN YOUR PRACTICE COURSE DESCRIPTION: Eyewear materials, and combinations of them, possess their own unique characteristics, attributes and advantages. With the vast array of frame materials available today it is imperative that eyecare professionals understand their properties. It’s equally important to position, market, present, recommend and handle them properly, especially when the material is premium.

APPROVALS: STWQO647-2 – 1 hour, Technical, Level II —expires 12/31/2017 First Vision Media Group has partnered with Quantum Optical to provide a Knowledge Bank of free online CE. Use the coupon code KB-FVMGMRF to take this course online Free at quantumoptical.com/vcpn and follow the directions on the site. You can also print / mail / fax by following the directions on the test page at the end of the printed CE. Supported by an unrestricted education grant from Morel

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By Jackie O’Keefe, LDO How you position, merchandise, price and promote frame materials in your practice is key because when a material is positioned as value, the patient can easily identify with that classification or label.

Value equals fair pricing, affordability and good quality, and these perceived benefits are real to the patient.

POSITIONING FRAME MATERIALS: PREMIUM It would behoove you to position top quality frame materials just the same as you would for other top quality ophthalmic products such as premium anti-reflective treatments and lenses. How do you position premium materials in your practice? Are they displayed with all of the others on the frame boards and shelves, or are they displayed separately, perhaps under lock and key?

There are reasons why certain materials are more or less costly than others. It has taken years for frame designers and manufacturers to perfect the process of creating eyewear with newer materials. The research and development alone is a valid reason for the cost. Perhaps the material is semi-precious or carries an extended warranty. We need never apologize for the price of premium frame materials.

POSITIONING FRAME MATERIALS: MERCHANDISING Creating eye-catching displays is a terrific way to exhibit and present frame materials. Begin by focusing on some of the features of the material and simply use your imagination. For materials that are safer, more durable and perspiration resistant, try a sports theme. How about a beach

scene for materials that are UV and corrosion resistant? Or light-as-air displays for frame materials that are super lightweight on the wearer.

Branding plays a role in merchandising frame materials too. Using brands within your theme display puts a name on the material and the product. Displaying optical brands along with other venue brands is key.

Highlight the luxurious look of highend products through the use of lighting.

Jewelry retailers have used lighting for years. Nothing brings out the brilliance of a newly cut diamond like just the right amount of lighting. Frames with adornments of various materials will especially shine and stand out. Again, this will help reflect the look and appeal of premium products.

POSITIONING FRAME MATERIALS: GENDER MIX Simply stated, knowing how many women and how many men (and of course children of both genders) you sell eyewear to is a great place to start. If you are able to cross reference this statistic within your place of business with other practices by reviewing records or using practice management software, all the better. If not, look to the US Census Bureau (http://www.census.gov) as a great resource to research and to learn more about consumer demographics in your immediate area. You can also rely on your local frame representative who can tell you what the company is selling in your community.

Once you have gathered the statistics you need, you can then evaluate the gender, ages and socioeconomic status of your customers and carry product that best represents them.

DEFINING OPHTHALMIC FRAMES We can define frames as “an apparatus that surrounds the prescribed lenses and holds them into place.” While that sounds rather dry, imagine something more creative like a picture frame. Frames can be crafted in various materials that are dazzling to the eye, strong and resistant, lightweight and desirable for a number of reasons.

Frames are available in full metal or plastics that surround the lenses, semi-rimless (also known as cord mounts) and full rimless (also known as three-piece mounts). All of these frames share a common variable…they are all available in a plentiful assortment of marvelous materials:

FRAME MATERIAL ROUND-UP The three types of materials used today for ophthalmic frames are plastics, metals and precious materials. What makes each category of frame materials so unique is what each material possesses and offers to the individual who chooses to wear it.

Here are the plastics.

PLASTICS: ZYL Made from a sheet of cellulose fibers and plasticizers, cellulose acetate (also known as Zyl) is a popular material with a long history in the eyewear field. It is easy to adjust and is available in endless colors.

The downside is that it may cause skin allergies, excessive heat can melt it and Zyl can lose its elasticity as it ages. The heated Zyl material is poured into a sheet and cooled. The frame front and temples are cut out like a cookie cutter.

Cellulose acetate is durable, comfortable and can be laid out in a variety of colors and patterns. It holds its adjustment, is

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long lasting and can be processed by machine or by hand. Recommend this popular frame material to almost everyone.

CELLULOSE PROPIANATE This lightweight plastic can be made thinner than cellulose acetate. It is made by an injection molding process and is extremely light in weight. Cellulose propionate has limitless color options but unfortunately may fade over time. High heat can shrink this material, so it’s best to use cold insertion of the lenses. Recommend this popular frame material to those who require lightweight eyewear.

OPTYL Optyl is produced from epoxy resin. It is hypoallergenic, very light, chemical resistant, scratch resistant and possesses memory (returns to its original frame shape with heat). There are endless color options too. While it takes a little skill to properly adjust, Optyl holds its shape well and is durable. Recommend this popular frame material to almost everyone who enjoys lots of color and lightweight eyewear.

NYLON Nylon is produced by injection molding and is a durable, lightweight material that is virtually unbreakable and extremely impact resistant. The colors are opaque due to the nature of nylon. In other words, the colors are dark like black, burgundy, deep blues, green and gray. Recommend this popular frame material to active people such as kids and athletes.

POLYAMIDE Polyamide is a blend of nylons and plasticizers, it is durable, impact resistant, chemical resistant and hypoallergenic. The beautiful colors range from translucent to

opaque. This tough material is challenging to adjust (bend) and requires little to no heat. It is best to use cold insertion of the lenses. Recommend this plastic material to those who enjoy lightweight eyewear and have skin allergies.

CARBON FIBER GRAPHITE (CFG) Adding carbon fibers to nylon for extra strength makes carbon fiber graphite. It is made by injection molding and is strong and lightweight. It is also commonly used in state-of-the-art golf clubs, skis and tennis racquets. Carbon fiber graphite allows for thinner designs. Due to the dark carbon fibers, colors are darker and generally muted. Most carbon fiber graphite frames use an eyewire screw like a typical metal frame. Recommend this material to almost everyone.

MEGOL Megol may be a less recognizable material, yet it is great for water activities because it is made of a rubberized hydrophilic material that absorbs moisture. Recommend this material to those who spend a great deal of time outdoors and enjoy a light comfortable fit.

KEVLAR Developed by DuPont, this strong material is made of synthetic fibers and is five times stronger than steel. This amazing woven material is commonly used in bul-

POLYCARBONATE Although polycarbonate is used primarily in lens fabrication, it is now being used in safety eyewear. It is extremely light and strong, making it ideal for sports frames or other “at risk” activities. The original color of polycarbonate is clear, and color can be added by use of dyes. Polycarbonate hardens with heat, making it difficult to adjust, and the use of certain solvents like acetone and gun cleaner must be avoided. Recommend this durable and impact-resistant material to all who require safety eyewear.

GRILAMID Grilamid is a molded nylon-based material that is extremely strong, durable, corrosion resistant, flexible and lightweight. It can be manufactured in many colors too.

Recommend this material to those who spend a great deal of time outdoors and enjoy a lighter more comfortable fit

letproof vest linings, lightweight racing canoes and windsurfing sails. Kevlar is durable and light, and it doesn’t stretch or shrink much. Colors are limited, however, due to the natural amber color of Kevlar.

Eyeglasses, eyeglass cases and eyewear retainers are among the optical products made of Kevlar. Recommend this virtually unbreakable material to those who require additional impact resistance in their sunwear.

HANDLING PLASTICS A gentle hand is required when adjusting plastic frames. Here are a few tips for handling the following plastics: • Cellulose Acetate – Easy to work with, use moderate heat • Cellulose Propionate – Easy to work with, use moderate heat • Optyl – Use high heat and hold in place until cooled to keep the desired shape 29

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• Nylon – Easy to work with, use high heat or hot water (preferred) to adjust • Polyamide – Use little or no heat • Carbon Fiber Graphite – Heat small areas at a time • Polycarbonate – Allows for no adjustments • Grilamid – Use medium to high heat • Megol – Easy to work with, use medium to high heat • Kevlar – Allows for very little adjustability

62% copper, 20% zinc and 18% nickel.

Many metal frames use it or have it as their base metal. It is durable and flexible with many color possibilities, although its high copper content is susceptible to corrosion and may create an allergic reaction on the skin. Recommend this strong material to those who desire affordable eyewear and do not have skin allergies.

METALS: GOLD

Monel (nickel Monel) is made from approximately 68% nickel, 30% copper and 2% iron. It is a strong metal alloy that adjusts well and is used in a wide variety of designs in many colors. It is less corrosive than nickel silver yet may still cause allergic reactions. It is has been a very popular frame material for many years. Recommend this strong material to those who desire affordable eyewear and do not have skin allergies.

Once the backbone of eyeglass frames (now highly sought after in antique stores and flea markets), gold is durable, corrosion resistant, retains its luster, is relatively hypoallergenic and is easily adjustable.

The content of most gold frames is limited to plating over a base metal and is measured in microns. Gold content is indicated by a stamped mark on the product: • GEP (gold electroplate) or RGP (rolled gold plate) denotes plating.

• GF (gold filled) indicates a layer of gold wrapped around a core of base metal.

• Solid gold frames are extremely rare and expensive.

Recommend this high-end and highly sought after metal to those who would like to afford it.

ALUMINUM Aluminum is a soft, light and strong material that works well for frames. It’s often found engraved, sometimes as trim, and in pleasing colors. It can be finished to a high shine or a brushed matte. Once a favorite metal, aluminum is now available on a limited basis. Recommend this material to those who appreciate a unique look.

NICKEL SILVER Nickel silver is an alloy of approximately

MONEL

STAINLESS STEEL Stainless steel is a light, durable, corrosion-resistant, hypoallergenic metal alloy of approximately 67% iron, 20% chrome and a mixture of other metals. Surgical grade stainless steel is used for eyewear and is stronger than its cousin, stainless steel. This lightweight material is flexible, strong, durable, corrosion resistant and great for threepiece full rimless designs. Stainless steel can be buffed to a matte or polished finish. Recommend this strong material to those who do not have skin allergies.

COBALT This strong metal alloy is lightweight and noncorrosive. It is extremely strong, and when other alloys are introduced, the wellknown cobalt blue color is achieved. There are endless color possibilities, and the finish is shimmering. Recommend this

high-end material to those who appreciate a unique look.

BRONZE Bronze is made from 92% copper, 6% tin, and 2% miscellaneous metals. It is light and corrosion resistant and great for carving out thinner temples. Recommend this strong alloy metal to almost everyone.

PLATINUM GROUP METALS (PGM) Platinum, ruthenium, palladium, osmium, iridium and rhodium make up a category of metals known as platinum group metals. They have similar characteristics such as a high resistance to tarnish and wear, being temperature and chemical resistant and are commonly used for making a variety of jewelry pieces. PGM are considered premium metals and are used in high-end frames. Recommend this material to those who appreciate a unique look.

COPPER BERYLLIUM NASA developed beryllium, so it’s not surprising that it is light, strong and noncorrosive. It is used as an alloy with copper in ophthalmic frames made of copper beryllium. Recommend this strong material to almost everyone.

MAGNESIUM Magnesium, a new metal frame material, has been noted as being six times lighter than titanium. Due to its softness, it is less likely to break. Recommend this material to those who enjoy lightweight eyewear that is more durable.

HANDLING METALS It is smart to use two pliers when adjusting metal frames, bracing pliers to hold the frame part and task-specific pliers to

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make the adjustment. Here are a few tips for handling the following metals: • Gold - Use care, this soft metal can mar easily, cover frame parts with microfiber cloth • Aluminum – Adjust carefully, can mar or kink, hand adjust or cover pliers with microfiber cloth • Nickel Silver – Easy to adjust, use pliers • Monel - Easy to adjust, use pliers • Stainless Steel - Very difficult to adjust, use pliers with strong pressure • Cobalt - Can be difficult to adjust, try one or two pliers when adjusting • Bronze - Easy to adjust with pliers • Platinum Group Metals - Be sure to ask supplier how to adjust this semi-precious metal • Copper Beryllium - Use pliers to adjust • Magnesium – Be sure to ask supplier for tips on adjusting this metal

FOCUS ON TITANIUM Titanium is fast becoming the frame material of choice for everyone. Here’s what you should know about this miraculous metal.

A METAL MATERIAL FOR EVERYONE Titanium is one of the most exciting new frame materials to hit the optical business in years. As patients increasingly ask for lightweight, durable frames, almost every major frame manufacturer has responded by adding a line in titanium. Numerous manufacturers have ventured into titanium because of its many high-tech attributes. It’s hypoallergenic, noncorrosive, extra light and durable. While titanium is a premium material, it is fast becoming the choice for many patients.

HISTORY OF TITANIUM Titanium has long been the material of choice of high-tech industries for essential rocket, airplane, submarine, high-speed

train, ship and race car parts, as well as medical/surgical instruments. About 15 years ago, the eyewear industry noticed the increased usage of titanium in these markets due to its acknowledged superiority to other metals and began utilizing the material for frames.

In Japan today, 50% of all metal frames dispensed are made of titanium. Industry

sources estimate that 20-25% of U.S. eyeglass wearers have titanium frames. As patients demand lighter weight, more durable frames, and their concerns over nickel allergies grow, titanium will continue to expand its position on the frame board.

TITANIUM: COST-AFFECTING FACTORS What makes this silvery-gray metallic element that resembles iron the object of our desire, and why does it cost more than conventional frame materials? Ti is difficult to mine and purify into a suitable state. A separate production line with special tooling are required. Pressing tools used to work titanium require sharpening and resetting 25 times more often than those used for conventional frame materials. Titanium presses are made of hard materials. They tend to wear out and need to be replaced 30% more often than conventional presses. A special welding technique called “Spot Soldering” is necessary. This process requires soldering temperatures over 1600°F inside an oxygen-free, vacuum chamber. A special galvanizing process is needed before the gold plating and

coloring processes. Spoilage and rejects over the entire manufacturing process can run as high as 20%.

Titanium is worth each and every dollar it takes to create eyewear and sunwear frames.

PURE TITANIUM The single fastest growing segment in the titanium market is the 100% pure, nickel-free variety. This remains the favorite among professional dispensers and their customers. Not all titanium frames are 100% pure.

Pure titanium consists of 99.5% titanium, with 0.5% oxygen and nitrogen, no nickel plating or coloration, and it can be anodized or ionized to add natural color through the metal. Pure titanium is light, fairly rigid and virtually unbreakable. Because of these features, it can be difficult to adjust and is often used in certain parts of the frame (such as the bridge and temples).

Recommend this combination of materials to everyone. Especially those who have skin allergies.

BETA TITANIUM When very small amounts of vanadium and aluminum are combined with titanium, an alloy called beta titanium is formed. Commonly used on such parts as the bridge, temples and endpieces, beta titanium is extremely flexible and remains nickel free. Aluminum is the only element that is lighter than titanium, and vanadium is used in the steel industry to “harden” raw steel.

Combining these elements with titanium creates an extremely lightweight, flexible, durable, corrosion-resistant and nickel-free material that can be color plated in a rainbow of colors. Beta titanium eyewear can be made thinner and is an excellent 31

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HANDLING TITANIUM

choice for rimless and for anyone wanting light, comfortable eyewear. Recommend this type of titanium to everyone.

MEMORY TITANIUM Memory Titanium is basically an alloy of 40-50% titanium in combination with nickel. Because memory titanium contains nickel, it is not hypoallergenic and will not have the same corrosion resistance as 100% pure titanium. It is, however, extremely flexible, can be carved out thinner and offers excellent durability, though its flexibility will diminish some over time.

Memory titanium is also lightweight and can be colored or plated. Memory titanium is an ideal choice for those who are rough with their eyewear. Recommend this strong and flexible material to kids and those who are active and less “gentle” with their eyewear.

COMBINATION TITANIUM Another common type of titanium frame on the market today is a combination titanium frame. Not unlike the old metal and plastic combination frames, combination titanium frames have titanium in all the major parts of the frame (i.e., eyewire, temples), while the trim pieces, which are difficult or impossible to make from titanium, are made from nickel/silver or Monel. Combination titanium is lightweight and can be color plated. Recommend this combination of materials to everyone.

Here are a few tips for handling the four types of titanium.

• Pure 100% Titanium – Can be challenging to adjust, use pliers with care • Beta Titanium – Easy to adjust, use pliers • Memory Titanium – Can loosen the adjustment, hold adjustment in place, use heat on small areas, use pliers with care • Combination Titanium - Easy to adjust, use pliers

PRECIOUS MATERIALS Natural materials like exotic woods are rich in look and smooth to the touch. Precious woods like Cocobolo, Bloodwood, Padauk, Goncalo Alves, Snakewood and Purpleheart primarily come from Brazil.

Such exotic woods may be seasoned for a minimum of two years and oven-dried before being handcrafted into eyewear. Eyewear crafted from wood is usually combined with metal for adjustability. Treat these frames like fine-crafted furniture.

Buffalo horn is a natural product that is warm to the touch and hypoallergenic.

It originates from the horns of buffalos in Africa, which are not removed from the animals until after their natural death.

There are no two frames alike. Buffalo horn frames are generally handcrafted, and each piece is hand tested for impeccable workmanship and quality.

Frames continue to be made with very unique “add-on” materials such as snakeskin, lizard skin and leather. Generally these exotic materials are layered over a core of metal.

Recommend these precious materials to those who appreciate high-end and unique eyewear.

PRECIOUS ADORNMENTS Precious adornments like crystals, stones,

gems and a variety of jewels are added to eyewear to complete a high-end and luxurious look. These fabulous adornments can be inset in the frame, applied to the exterior of the frame and/or applied to plano or Rx lenses.

Recommend these precious materials to those who appreciate high-end style and like to accessorize.

HANDLING PRECIOUS MATERIALS Precious materials like wood, buffalo horn or snakeskin need to be treated with the utmost of care. Adornments like gems, stones, crystals and raised patterns also need to be protected.

• Wrap the jaws of the selected tool with a microfiber cloth or frame sleeve.

• Cover all frame parts that will come in contact with hand tools or hard surfaces.

• Wear lint-free white gloves when handling snakeskin, lizard skin and leather.

• Use little pressure.

• Use as little heat as possible.

FEATURES & BENEFITS Each time you recommend a frame material to the patient, there must be specific features and benefits. They pay for specific features, and they enjoy the specific benefits. In other words, the tangible feature may be pure titanium. This feature is touchable, real and physical. The benefit is perception by the buyer. The benefit is light weight, hypoallergenic and extremely durable. Recommending frame materials is easy, just remember to listen to your patients so you can offer specific features and benefits that match their needs and wants.

Jackie O’Keefe, LDO, is a writer, speaker, course preparer and consultant in the Tidewater area of Virginia.

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CE SELF-ASSESSMENT TEST Please fill out the answer sheet at the end of this test. Respondents with a passing score will receive one (1) hour of CE credit. Those seeking ABO credit need a passing score of 80 and must answer all 20 questions. This test is valid through December 31, 2017.

1. Which of the following materials is also know as Zyl? a. Grilamid b. Cellulose Acetate c. Nylon d. Cellulose Propionate

8. Frames that are stamped with RGP are made of a. Rigid Gold Plate b. Rough Gold Plate c. Real Gold Plate d. Rolled Gold Plate

2. H igh heat can shrink ______so it’s best to use cold insertion of the lenses. a. Grilamid b. Cellulose Acetate c. Nylon d. Cellulose Propionate

9. Stainless steel is made primarily of: a. Chrome b. Iron c. Nickel Silver d. Aluminum

3. W hich colorful plastic material possesses memory when heated? a. Optyl b. Zyl c. Nylon d. Kevlar 4. _ _____ is a lightweight plastic that is made by injection molding. a. Nylon b. Cellulose Acetate c. Kevlar d. Cobalt 5. Polyamide is a blend of which two plastic materials? a. Optyl and Plasticizers b. Optyl and Zyl c. Nylons and Plasticizers d. Nylons and Zyl 6. What does CFG stands for? a. Calibrated Fiber Graphite b. Carbon Fiber Graphite c. Compost Fiber Graphite d. Composite Fiber Graphite 7. W hich of the following materials are virtually unbreakable? a. Stainless Steel b. Nickel c. Gold d. Kevlar

10. W hen other metal alloys are mixed with cobalt, which color is achieved? a. Blue b. Red c. Yellow d. Green 11. PGM stands for the following: a. Premium Group Metals b. Popular Group Metals c. Proprietary Group Metals d. Platinum Group Metals

16. W hich of the following titanium materials are 100% hypoallergenic? a. Memory Titanium b. Beta Titanium c. Pure Titanium d. Combination Titanium 17. Beta titanium is formed by adding: a. Aluminum and Nickel b. Aluminum and Vanadium c. Vanadium and Nickel d. Aluminum and Monel 18. Which titanium material is the most flexible? a. Memory Titanium b. Beta Titanium c. Pure Titanium d. Combination Titanium

12. Copper offers all of the benefits except: a. Hypoallergenic b. Strength c. Lightweight d. Ability to be carved thin 13. W hen handling most metal frames it is recommended to use the following pliers: a. Needle Nose & Pad Arm b. Needle Nose & Tin Snip c. Bracing & Holding d. Bracing & Task Specific 14. _ ________________is one of the most exciting frame materials to hit the optical business in years. a. Zyl b. Copper Beryllium c. Acetate d. Titanium

Answer Sheet

15. When processing titanium, all of the following are true except: a. It is difficult to mine b. It has a higher percentage of waste c. The tooling presses last longer d. A special welding technique is necessary

19. P recious woods like Cocobolo, Bloodwood, Padauk, Goncalo Alves, Snakewood and Purpleheart primarily come from where? a. Burma b. Bangladesh c. Belize d. Brazil 20. W hen handling snakeskin, lizard skin and leather it is recommended to wear ______. a. Hand Sanitizer b. Hand Moisturizer c. Lint Free White Gloves d. Lint Free Black Gloves

1. a b c d

11. a b c d

Fill out and mail this portion to: First Vision Media Group Inc., 25 East Spring Valley Avenue, Suite 290, Maywood, NJ 07607, or fax to: 201-587-9464. Be sure to fill out form completely.

This CE article is also available online with immediate grading at TotallyOptical.com/education.

2. a b c d

12. a b c d

Name

3. a b c d

13. a b c d

4. a b c d

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5. a b c d

15. a b c d

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City

8. a b c d

18. a b c d

Phone Fax

9. a b c d

19. a b c d

Email

10. a b c d

20. a b c d

I would like to receive optical updates via email:

Practice/Business Name Profession: Optician

Other

Address State

Zip

Yes

No

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OUTPERFORM

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Trying new experiences and learning about new ideas are the pieces that continue developing you as a person. Maybe it was an epic hike through the Sierra Nevadas, or attending a TED talk that motivates you to outperform; no matter what it is, your experiences and knowledge allow you to inspire change in others.

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11/17/16 11/8/16 10:32 AM

DIGITAL DISPENSING TO THE GENERATIONS COURSE DESCRIPTION: Millennials are the ‘electronic’ generation in that they have always had computers and smart devices as part of their daily lifestyles. The use of digital devices has amplified their need for lenses to relax accommodation, resulting in various symptoms of eye fatigue. Additionally, members of the senior population have specific visual needs as their eyes age. Digital designs are more precise, and the addition of anti-reflective coating provides the clearest result for the aging eye. This course will focus on the patterns and behaviors of the different generations and their specific visual needs. The course will finish with discussing digital optical solutions for each generation, including tips for dispensing to the various groups.

APPROVALS: STWQO646-2 – 1 hour, Technical, Level II —expires 12/31/2017 First Vision Media Group has partnered with Quantum Optical to provide a Knowledge Bank of free online CE. Use the coupon code KB-FVMGSHA to take this course online Free at quantumoptical.com/vcpn and follow the directions on the site. You can also print / mail / fax by following the directions on the test page at the end of the printed CE. Supported by an unrestricted education grant from Shamir USA

CE comp.indd 37

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By Pam Benson-Gibson and Laurie Pierce For the first time in history, we have six generations living at the same time. Certainly there have been some families with five generations and even rarely, six, but today’s overall population is comprised of six functioning generations. Each of these generations has a different life perspective. Their challenges and the world events they experience shape their outlook and approach to life, which is instrumental in shaping their purchasing habits and expectations.

Our eldest generation is the G.I. Generation. They were born between 1900 and 1924. This generation was dubbed

by Tom Brokaw as “The Greatest Generation.” They were incredibly hard workers, sacrificed a good deal and accomplished a lot. This generation survived the Great Depression. They defeated “evil” in World War II and went on to tackle and win the Cold War. The radio, airplane, household appliances and automobiles came from the G.I. Generation. This was the generation that sent a man into space followed by the incredible walk on the moon. They were highly organized and believed in public harmony. The “can-do” motto was given to

their progressive desire to improve.

Then the Silent Generation was born.

They arrived between 1925 and 1945.

They were born during the Great Depression and were too young to fight in World War II. The Silent Generation were leaders in the Civil Rights movement.

The system interests them more than individual initiatives. This is a generation of presidential advisors but not presidents.

They are also nicknamed the generation in-between. They were preceded by the G.I. Generation, with its strong sense of go out and do, and they were followed by the Baby Boomers with a non-conformist approach to life. This is a relatively small generation, which means the competition for jobs was not as common as during both the G.I. Generation and Baby Boomers.

Then came the Baby Boomers, those born between 1945 and 1964. This generation is appropriately named as there were more babies born in 1946 than ever before, 3.4 million! That boom continued for almost two decades. By the end of 1964, Baby Boomers made up almost 40% of the population. They are considered to be idealists. They have seen everything from a “Mayberry” culture to a free-love spirit, drifting from a bran-eating philosophy to a yuppie style of life.

Wow! The memories of World War II are not prevalent with this generation. They started the “consciousness revolution.”

Television had a definitive impact on this generation. They were very interested in values and carried through with the Civil Rights and Women’s Liberation Movements. Vietnam sparked an uprising of war protests which also led to the tragedy at Kent State.

They lived during the affluent ‘80s. This generation has seen a worsening impact in every category of social structures–drunk driving, suicide, children out-of-wedlock and crime rates. This was a primary factor in this generation’s move from drugs to religion. They will purchase non-fat, non-caffeine and other “non” identified products. They now comprise the “middle-age” portion of society.

The subsequent years from 1965 to 1979 belong to Generation X, brought up on television, Atari 2600 and personal computers. This generation was raised in the 1970s and 1980s, years that were seen as this country’s most selfish phase.

By 1990, they outnumbered the Boomers by 10 million. Their younger years experienced many disquieting events such as the moon landing, urban rioting and a sudden leap in divorce rates. In their more formative teenage years, the Watergate trials ended and cars waited in line for gas. The evening news was filled with angry Iranians mobs cursing Americans.

They are the true “children of the ‘60s.”

This generation saw the highest high school senior drug and alcohol abuse. Parents were self-immersed and households were collapsing. They were the “latchkey” kids and for the most part raised themselves. As students, they showed more aptitude in negotiating skills, consumer awareness, adult interactions and an abil-

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ity to remain independent of parents and/ or authority. This is due to the high divorce rate and the fact that both parents usually worked. They are streetwise, and they know how to win. They are volunteer driven and the most philanthropic of the generations.

“Gen X is the first generation for whom the global reach of technology began to allow a significant number of individuals to share experiences across national boundaries in many (but by no means all) parts of the world.

– Tammy Erickson, Harvard Business Review Millennials refer to the generation born between 1980 and the early 2000s.

They are also referred to as Generation Y (due to the fact that they follow X). They also earned the nicknames of “Peter Pan” and “Boomerang” Generation. There is a propensity of some in this generation to move back in with their parents, possibly due to economic constraints and a growing tendency to delay some of the typical adult rites of passage such as marriage and starting a career. They make up about 28% of the population in the U.S. or around 80 million Americans. This generation is likely to return to more traditional family values and more disciplined child-rearing techniques. Millennials were born to parents who really wanted them and planned for them. This generation has a desire to enjoy a work-to-live rather than live-to-work mindset.

Generation Z are those born in the late 1990s to the present. The exact starting point for this generation (as for most) can be a bit flexible. This group is the benefactor of being a generation that has always had the internet. Zs are connected to a seamless cloud-based world. This is their primary communication source

for social, data and entertainment. This is their first line of connectivity to the world. They want immediate access and response. Social media is playing a huge role in their view of causes and/ or injustices. They are bombarded with graphic and unfiltered imagery. Zs have a constant flow of news, wars, economic information, climate change and entertainment. Reality shows comprise a great deal of their entertainment. Zs prefer apps and websites for information, however, they still like the personal service of buying in stores.

After reviewing the events, social structure and economy of these generations, we can then evaluate the impact on their philosophy regarding life, money, family and consumerism, what influences the makeup of the people born during these generations.

How does this information translate into selling visual solutions to these generations? Each generation has a definite need for the best vision, and with new

results were good. Then digital surfacing became an option for a more exact prescription, producing at a level of 1/100 of a diopter accuracy. The digital machines were not only more precise, but lenses could be produced faster with fewer steps.

This production method was also the gateway for free-form becoming a major player in the optical market, offering designs created to meet specific needs more accurately. Prescription lenses could be personalized for the patient with their specific powers and frame choice considered during the manufacturing process.

It truly is a new world for the eyewear industry.

This production methodology has enabled lens design companies to provide more sophisticated, more accurate, more wearable designs than ever. There are still many variations in the digital surfacing lens world. There are designs that start with a single-vision semi-finished lens, putting the entire design on the backside.

These designs can be non-compensated,

Figure 1 shows a lens after the power has been applied by conventional surfacing technology. The concentric rings will be made clear following fining and polishing steps.

Figure 2 shows a lens after the power has been applied with digital surfacing technology. The lens is almost to a usable state and just needs to be lightly polished in the next step to produce a clear lens.

technologies, it can be provided.

Digital surfacing has provided a more exact method of generating powers and designs for visual purposes. Prior to digital surfacing, prescriptions were produced within 1/6 of a diopter of accuracy. The

compensated, or customized compensation to personalize the prescriptions.

Others utilize a dual approach by putting all or part of the design on the front and finish the backside with either just the digital surfacing or additional calcula37

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tions to manage the design’s unwanted distortions on the backside. There are also dual designs that add customized features to account for personal measurements. Digital surfacing has enabled many types of sophisticated technologies to be added to single vision and progressive lens designs. This surfacing and design technology also created new areas of design. Performance eyewear that matches extreme activities to lens design as well as occupational/small environment lens designs have made a definite impact in the market as well. Everyday designs have been altered to acclimate to how our eyes are used today with the extreme presence of handheld digital devices and computers.

How do these technologies address the visual needs of each generation? The two youngest generations are the future for eyecare professionals. They are both extremely savvy when it comes to the internet and researching products. Their loyalties have not been acquired, so this market is up for grabs.

There is a life cycle for lens dispensing.

From children through retirement, we can provide better quality digital designs for enhanced vision. The generations prior to Millennials and Zs are more familiar with professional eyecare services from a brick-and-mortar setting. The newer generations are comfortable with digital investigating and purchasing. It can be a one-click event in some cases. In order to keep their focus and detail the value of brick-and-mortar offices for premium eyecare, we must prepare our offices and our offerings to reflect the benefit of this setting to them.

Because of these generations’ fluency with digital interaction, having a touchscreen device with information on eye

health, frames, products and more is a definite plus. Many lens and frame manufacturers have information available for digital display. That same philosophy would apply to your website, which should feature the capability of making online appointments, purchasing gift certificates, researching frames, ordering contact refills, and most importantly, refreshing information about your office and dispensary on a regular basis to keep the appearance looking updated. The more interactive you can make it the better. Text reminders and notifications will serve these two generations well.

The biggest difference in the dispensary will be in frames and lenses. It is important to keep in mind your demographics when reviewing your collection of frames.

It will need to include a mix that is attractive to meet your overall patient makeup.

Frames are also a visual market for your patients/customers. The more interactive waiting area(s) and more appealing frame displays, the more relatable the office is to patients/customers. Visual appeal assists in engaging and inspiring the new generations. While the newer generations may research online, they will be more likely to buy from where they have a connection. The initial positive response will be digital, and the second will be from the actual physical location, which goes toward making that experience memorable.

Any time there is an opportunity to “touch” or connect with a potential patient/consumer, it is important to make it an experience. For all people there will be a positive connection if we make an effort to understand who is at the other end of our intended communication. We have addressed the additional changes we can make to appeal to our future market, so the next step is to meet those

specific visual needs.

It is important to note that there is a connection between digital devices and digital surfacing. After flip-phones, smartphones improved on the camera.

It was a key feature that made the phone more indispensable. Having a small camera in the phone created a unique appeal. As new technology developed, the cameras proved to produce clearer and crisper images. Comparing flip-phones to smartphones leaves no doubt as to the improvement.

Digital surfacing provides a clearer crisper visual result as well. There are those who will say there is no noticeable difference in low powers, but the human element in our industry leaves nothing at 100% certainty. There may not be a wow factor, but the difference is noticeable to them. As an eyecare professional, we should educate the patient/consumer on the quality and value of eyewear to provide the best visual result. Providing people with the best quality eyecare will secure market share. Providing excellent service will also ensure a higher level of loyalty.

Our youth spend many hours on their digital devices at home, and our schools are utilizing more iPads and computers for learning than in the past. We are asking young students to focus at near distance, which can cause eye fatigue and strain. It is very common for young children to have mild hyperopia (farsightedness). With the introduction of digital devices in the schools, children are being asked to focus at near for longer periods of time. This can lead to eye fatigue for youngsters, which can go untreated without regular eye exams. A lens designed to relieve eye fatigue is an important offering in a dispensary. These digital designs

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have a low power boost to alleviate the accommodation effort for the child.

As we learned, the Millennials and Zs are strongly connected to their digital devices. It is rare to see them walking without a smartphone or other digital device in their hands. The angle of viewing re-

ure drops to 60% for Gen X and 42% for Baby Boomers. While 77% of Millennials watch TV daily, the two previous generations watch more: 86% of Gen X and 91% of Baby Boomers. Laptops compare similarly: 58% of Millennials use a laptop/PC daily compared with 67% for Gen X and

quires the eyes to converge. Long periods of viewing results in eye fatigue and strain.It can also impact posture. Focusing for long periods of time induces eye fatigue, and with that comes a change in posture, usually in a downward position.

There is a solution to alleviate this inevitable occurrence. The first type of lens to consider is a fatigue-relief lens. The best designs are digital and available from major lens manufactures. These designs are digitally surfaced and provide precise visual solutions to alleviate symptoms resulting from eye fatigue, which is prevalent in the three newer generations that are wearing single-vision lenses, children through pre-presbyopic young adults. The digital device world we live in creates an unnatural number of hours at near focus.

A study by Millward Brown (http://www. millwardbrown.com/Digital/GettingAudiencesRight/) provides new insight into Millennials, who are the “mobile-first� generation and are more smartphone-centric than older generations.

A substantial majority of Millennials (77%) use a smartphone daily. That fig-

71% for Baby Boomers. The study also shows that task length impacts screen preference: 81% of consumers across generations prefer to complete five-minute tasks via smartphone. That number drops to 43% for tasks that take 10-20 minutes, indicating that even mobile Millennials prefer laptops/PCs for many high-involvement tasks.

A person working or studying in an environment that requires hours of close focus will usually experience eye fatigue, eyestrain, dry eyes and even some neck discomfort. Adding fatigue-relief lenses are a preventative measure for these people. Some of the individuals in these environments are college and graduate students, opticians, computer techs, digital game players and many others. There are also many digital single-vision designs available. These backside designs reference the fitting height as the starting point. All single-vision designs should include a fitting height or OC height. If the fitting height/OC height is not provided it is calculated at the geometric frame center (half the B measurement).

Digital single vision is available in both

compensated and non-compensated designs. Compensated designs take into account the prescribed Rx and the wear position of the lens to calculate an Rx that meets the real world needs of the wearer.

Generation X, Baby Boomers, The Silent Generation and The G.I. Generation can all benefit from the many variations of digital designs that are now available.

With digital surfacing at peak availability through the U.S. lab market, vendors are making great strides to accommodate designs that meet lifestyle needs. By having a design that can be created in real time, the door is open for creating lenses that adapt to specific visual situations. The designs require sophisticated algorithms and calculations to create precise results.

The more complex and advanced designs incorporate position-of-wear measurements to complete the computations.

The result is a compensation to reflect the prescription achieved in the exam room. The refraction is done in a pristine linear environment. The variables are all known: lighting, letter size, focal distance, phoropter’s distance from the eye, and, of course, the lenses in the phoropter have anti-reflective coating. This ensures the patient the best environment for optimal exam results.

When eyeglasses are dispensed, the wearer is in a real-world environment.

This means the distance to the lens fluctuates as the eye rotates up and down or back and forth. A compensated prescription will account for those changing variables and adjust the power accordingly.

Customized designs are created in real time and incorporate position-of-wear measurements (pantoscopic tilt, vertex and panoramic or face-form angle) along with PD and fitting height. Even more sophisticated designs will integrate the spe39

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cific details of frame shapes that can also influence the design stability. The design calculations start at the fitting-height reference, whether it is single vision or progressive. There are also non-compensated offerings that will benefit these wearers with better optics and designs.

Technologies have improved to allow for real-time designs and the ability to control the power distribution in the progressive corridor. These advancements are opening new visual design opportunities. Lenses are created so they match how the lenses are being used. One new technology incorporates a revolutionary restructuring in the transitional zone to allow for those digital device users, creates an effective digital zone for the 15- to 27-inch handheld zone. This technology cannot be done on a molded or front-side progressive lens. The molded product has a predetermined corridor on the front, which cannot be altered. Moving designs from a molded front predetermined design to a full backside design opens the door for customizing lenses that meet a multitude of visual requirements. An-

other benefit of a lens that begins with a single-vision semi-finished lens is the basecurve being more optimal for the prescription and better matched to the frame curve. This design method also reduces cut-out issues.

Generation X may still wear single vision and soon be moving into that emerging presbyopic stage. This generation is familiar with the newer digital devices and make up a good portion of the workforce. This means they will benefit from the newer digital designs that are “kinder” for the first time wearers. They will also find value with a handheld zone for their everyday lenses.

Baby Boomers, The Silent Generation and The G.I. Generation are aging, not just numerically, but their eyes are aging as well. Functional vision decreases and impacts things such as night driving and reading (more light is needed to read small print), and one lens design is not optimal to meet this aging process. As we get older, the pupil becomes smaller and more fixed, allowing less light to enter the eye. A more precisely surfaced lens coupled with AR is a must to reduce the impact to the aging eye. Providing more advanced solutions in lens designs and enhancements is critical to eyecare.

According to Pew Research Center, Baby Boomers made up 29% of the workforce in 2015. Millennials surpassed them for the first time in 2015 to become the largest share of the American workforce,

also according to Pew Research Center.

This milestone took place in the first quarter of 2015, registering at 53.5 million and continuing to rise quickly. In 2014, the Millennials surpassed the Baby Boomers, which is declining as their numbers enter retirement.

Those generations working in today’s market will need to address specific work needs in eyewear. The everyday lens designs that incorporate a digital zone provide short-term relief from focusing at the 15- to 27-inch range, but in the work environment, a more specialized design will give additional visual value. These digital designs cater to small environments, such as room distance or computer distance (a more personal space area). They will provide easier visual comfort throughout the day because the power structure relates to their work environment.

Learning about the generations and becoming an interactive expert in prescribing eyewear is paramount to the success in maintaining and growing market share for eyecare professionals. Beyond that, it is their responsibility to offer the best visual solution for each patient/consumer who comes through the door. We are healthcare providers, privileged to be able to improve people’s daily lives. The digital lens world provides each generation with the opportunity to make it happen.

Laurie Pierce is a licensed optician and instructor in the Opticianry Program at Hillsborough Community College in Tampa, FL. Pam Benson-Gibson is director of education with Shamir Insight and has been in the optical industry since 1970 from private practice to manufacturing to wholesale laboratory.

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CE SELF-ASSESSMENT TEST Please fill out the answer sheet at the end of this test. Respondents with a passing score will receive one (1) hour of CE credit. Those seeking ABO credit need a passing score of 80 and must answer all 20 questions. This test is valid through December 31, 2017.

1. T here are currently _____ generations living at the same time. a. 5 b. 7 c. 4 d. 6 2. W hich generation has had the benefit of always having the internet? a. Gen X b. Millennials c. Gen Z d. Baby Boomers 3. The “can-do” motto is attributed to which generation? a. Baby Boomers b. Millennials c. The G.I. Generation d. The Silent Generation 4. G en X were dubbed the ‘latchkey’ kids due to the high divorce rate and both parents working. As a result, they developed better: a. Sense of self b. Negotiating skills c. Money skills d. Health consciousness 5. D igital surfacing produces designs to what degree of accuracy? a. 1/100 of a diopter b. 1/6 of a diopter c. 1/4 of a diopter d. 1/1000 of a diopter 6. H andheld devices have created the need for what type of lens? a. Digital b. Hand zone designs c. Fatigue relief designs d. Compensated single vision designs 7. T he aging eye results in a decrease in functional vision in what area(s)? a. Night driving b. The ability to read bold print c. The periphery d. Central vision

8. Adding touch screens and including more interactive capabilities to a website benefits a practice by a. R eaching the younger generations and building a future market b. Making the office environment more fun for workers c. Creating less need to interact with patients/customers d. Reducing dispensing time 9. I t is critical for the new generations to make sure your website is: a. Informational only b. Brief information on services c. Generic information only d. Compatible with mobile apps 10. B aby Boomers made up _______% of the work force in 2015. a. 17 b. 20 c. 29 d. 33 11. T he everyday lens design that incorporate a digital zone provides short-term relief from focusing at the ___ to ___ inch range. a. 12-28 b. 14-26 c. 15-27 d. 18-31 12. L enses designed for fatigue relief are designed to have ____? a. Low power boost located low in the lens b. High power boost located high in the lens c. High power boost located low in the lens d. Low power boost located high in the lens 13.

What generation is the “mobile first” generation? a. Generation X b. Baby Boomers c. Millennials d. Generation Z

14. Which of the generations watch TV 91% of the time? a. Generation Z b. Generation X c. Millennials d. Baby Boomers

Answer Sheet

15. E ye fatigue is prevalent in which of the three new generations that are wearing single vision lenses. a. Millennials, Generation X, Generation Z b. Baby Boomers, Millennials, Generation X c. Millennials, Baby Boomers, Generation Z d. Baby Boomers, Generation X, Generation Z 16. A person working or studying in an environment that requires hours of close focus will usually experience which three eye-related symptoms. a. Eye fatigue, eyestrain and neck ache b. Neck ache, eyestrain and dry eyes c. Eye fatigue, neck ache and dry eyes d. Eye fatigue, eyestrain and dry eyes 17. W hich is not a benefit of using a single-vision semi-finished lens? a. The base curve being more optimal for the prescription itself b. Has a predetermined corridor on the front c. Reduces cut-out issues d. The base curve can be selected to more closely match the frame curve 18. W hich generation may still wear single vision but is moving into the presbyopic stage? a. Generation Z b. Generation X c. Millennials d. Baby Boomers 19. Functional vision ______________ with age. a. Decreases b. Increases c. Stays the same d. Surges 20. I n 2015 which generation makes up 29% of the workforce. a. Generation Z b. Generation X c. Millennials d. Baby Boomers

1. a b c d

11. a b c d

Fill out and mail this portion to: First Vision Media Group Inc., 25 East Spring Valley Avenue, Suite 290, Maywood, NJ 07607, or fax to: 201-587-9464. Be sure to fill out form completely.

This CE article is also available online with immediate grading at TotallyOptical.com/education.

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