Wrangling Lenses
A guide from the OLA on selling lenses first
By Alex Yoho, ABOM

Eyecare practitioners know better than to start filling a prescription with the frame--but sometimes getting patients to think that way can be akin to leading a bucking bronco into the chute. The average patient comes to you thinking, "I have a prescription, now I get to pick new frames!" So what can you do to start patients thinking about lenses first?

• What do you do outdoors?
• What do you like to do on your computer?
• What do you do at work?

This is also an appropriate time to document discussions of lens safety for your "Duty to Warn." If you are not documenting these things, ask your OLA lab for a "Duty to Warn kit" and get started immediately. Once you have collected this information, you're ready to create a full picture for patients of the multitude of lens options available to them.

The OLA Lens Center can be placed in waiting areas and inspire patients to inquire about different lens options

BY THE NUMBERS

Once the lifestyle issues are addressed, create a lens profile for patients by making a quick analysis of their prescriptions. Let them know that advanced knowledge of the sort of lens they are candidates for can cut out the disappointment of selecting a frame that won't work with their prescriptions. Following are a few steps to developing an accurate picture of lens requirements.

Analyze sphere power. Look first at the sphere power of the prescription. Most of the analysis can be done here. Generally, you should check for sphere powers of up to about plus or minus 2 or 3 diopters. Beyond this amount, you have to get creative. Set power ranges for your office and follow them for each type of lens. You can use a computer to make handy reference tables by power range and appropriate lens option. Your OLA lab can help you with recommended power ranges for each lens.

Don't forget, though, that many patients want the absolutely thinnest lens--whether their lens power warrants it or not. Also, you can't ignore strong cylinders or prism. These parameters can generally be added to the sphere power and considered as a whole.

Chart lens thickness. Show the patient how thick their lenses will actually be--your lab can supply side-by-side comparison charts for different index lenses that allow you to demo thickness by simply dotting the pupil center of the sample lens, and placing the dot on the lens diagram chart at the specific power. This is probably the quickest way to get the patient actively thinking about thinner options. If the lens diagram looks inordinately thick on one side, remember that this is due to the amount of decentration needed. This can be controlled by choosing a frame with a "frame PD" (eye size + DBL) closer to the patient's PD. As you reflect on the overall power in the lens, consider the size of frame you should be looking for before you begin to present frames. This can be tricky, however, since changing frame styles often dictate eye sizes.

	Financing choices are growing; the latest program is the OLA's partnership with Streamline Communications

Lens considerations. As you determine an appropriate size to work with, consider other options such as high index. Generally, labs consider an index of 1.6 the brink of the high index world. So-called mid-index lenses have their place in the market, too. Higher index lenses have naturally occurring reflections and color fringes on the periphery of larger lenses, while mid-index lenses can strike a nice balance between thin and good optics.

Speaking of good optics, don't forget to present aspheric lenses for lens powers over +/- 2.00. Aspheric lenses have special curves that counter the natural distortions the laws of physics cause in lenses.

THAT'S LIFE

Now that the technical issues are settled and your patient has a strong idea of the requirements of his prescription, you can ramp things up and get the patient excited about the possibilities of meeting all of his eyewear needs--cosmetic and practical--through specialty lenses. Using information gleaned from your initial chat with the patient, start with the eyewear that he will use for the things he's most passionate about.

If he loves the night life, talk about dress eyewear. Flash mirror or tints can add some mystique. If he needs to read a menu, but he doesn't want the aging line of bifocals, progressive lenses are in order. Perhaps his passion is computer gaming in his spare time. A CVS lens will ease the strain experienced in long hours of screen time.

Eye safety is critical for home, industry, and sports activities. Each of these venues has different needs frame-wise, but there are few choices for lenses. Trivex is the newest offering in this arena and is showing great popularity and promise. Polycarbonate is the venerable king with all of the lens configurations available. Frames must be tied into the choices for eye safety since retaining the lens is critical to good protection. For sports, look for frames that meet ASTM standards for the particular sport needs. For industry and the best protection at home, the frames must carry the Z-87 mark on all frame parts to qualify for ANSI approval.

Anti-reflective treatments are essential in a number of lifestyle situations. You should always acquaint your patients with not only the cosmetic benefits, but also let them know they'll actually see better than with a non-treated lens.

All right, I know you've been wondering when we could try on frames. Now go for it! Just remember your OLA lab can help there, too. Although labs aren't as active in the frame end as they used to be, they still offer many options for anything from safety needs to luxury or even private label eyewear. Call your OLA lab today and inquire about the many ways they can partner with your business to help you help your patients.