LOOKING FORWARD

A guide to getting patients to trade in their old frames for a fresh look at the future

By Amy Spiezio

Photography by Peter Baker

Top: Cole Haan style 919 from ClearVision Optical; below: Lightec style 6403L from Morel Cottet

Getting patients to say goodbye to their favorite old reliable eyewear can be tough. But the effort is surely worthwhile on a number of levels. Your practice's bottom line and your patient's good appearance may be two of the primary drivers for new eyewear, but consider the following when it comes time to talk with your patients about making frame changes.

SAYING GOODBYE AND HELLO

Encouraging patients to buy new frames rather than reusing their old pair can take several forms. From the start of the dispensing process, get patients interested in the idea. "I work in a small boutique place and when I sit down with them I always ask: ‘Are you interested in something new?’" says Deb Lochi-McGrath, a spokesperson for the Vision Council.

One of the most effective ways to help seniors in fresh frames is to let them know that the move out of the old frames is financially smart. "Telling them ‘You have gotten your money's worth out of them’ works," notes Jon Brethorst, director of the Eye Center Optical Dispensary at Southern College of Optometry.

Lochi-McGrath says: "Eyewear becomes a statement; it makes you feel better, and in the long run it is a good investment,"

In addition, emphasize that they can hang onto their old eyewear. "Tell the patient that is always a good idea to have a back-up pair of glasses in case their primary eyewear is destroyed. An emergency pair, new or old, is always a practical idea," Brethorst adds.

A Classic Tale

How old is the oldest frame you work with? Jon Brethorst, director of the Eye Center Optical Dispensary at the Southern College of Optometry in Memphis, notes that his oldest is: "A pair of HUGE bold round yellow gold filled Bausch and Lomb thick rimmed metal sunglasses that the lady purchased from us in 1975. They are in a time warp and have weathered with no age-related structural deterioration or corrosion problems. We do require a release of liability on the frame to be signed by the patient. She has signed it so many times, she asks to sign it before we even look at the frame to determine viability."

Top: ICU readers style 70814401 (left) and 70540503; Left: Marc Jacobs style MJ 140 from Safilo, Aspex EasyClip style P6089, and Christian Dior style CD 3135 from Safilo.

Above: Updated aviator and double-bar from Prodesign Denmark, styles 4638 (red) and 7608

Left to right: Lulu Guinness style L659 from Tura, Oga style MJ342 from Morel Cottet, and Kliik style 280 from Wescan

EXPANDED COMFORT OPTIONS

When people are accustomed to the familiar feel of a particular pair of frames, they may think that no other frames will fit their face just right in quite the same way.

However, thanks to the latest developments in technology, a new frame option may be the best choice for comfort. Let your patients know about these developments.

■ Nosepads. Flexible materials, gripping surfaces, and shapes to meet the needs of a variety of nasal shapes mean that new frames provide a better fit and convenient wear.

■ Temple tips. Like nosepads, temple tips have gone through technical revisions to ensure increased comfort and less slip and slide on the face.

■ Materials. Lightweight styles are not restricted to rimless anymore as plastic and titanium blends allow chunky looks that aren't heavy. EB