buyer's forum
Do More, More Make
Karlen McLean, ABOC, NCLC
Recent studies have yielded new information on presbyopic contact lens wearers and the potential that presbyopes bring to a practice. Based on these studies, contact lens companies are planning new multifocal products and offering ECPs innovative ways to approach this market.
Why is this important to your business? Because catering to purchasing presbyopes may save your bacon in today's economic crunch.
Issue: Patients receiving the benefits of two modalities—contact lenses and progressive addition lenses—perceive the two as complimentary. PALs provide a superior vision experience in the overall distance and near, a lower rate of visual artifacts, and stability for stationary/solitary activities that involve reading and precise work. Multifocal contact lenses are seen as lifestyle enabling, better suited for seeing actively, providing a more natural experience, and giving patients control over their appearance.
Takeaway: Utilize a systematic approach to fitting a package that includes multifocal contact lenses and PALs for presbyopic patients.
Issue: Monovision is generally viewed by ECP study respondents as the best for fitting simplicity and patient economics. Some emerging presbyopes who don't currently wear contact lenses may be more adaptable to their changing vision by trying multifocals. Once presbyopes become aware that multifocal contact lenses are available, they're typically interested in learning more.
Takeaway: Start communications before presbyopia hits. Address multifocal contact lenses and prescribe them when appropriate to presbyopes already wearing contact lenses and those who aren't. Clarify up front that multiple visits for successful multifocal contact lens fitting is normal and review fitting fees and lens costs at the first visit.
With significant advances in both contact lens and PAL designs and materials, and more to come soon, correcting presbyopia can be a fastgrowing, profitable vision care segment.
| PRESBYOPIC POINTS |
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| An independent study conducted with funding support from Vistakon found that: 78% of presbyopic respondents cited the use of a system of PALs and multifocal contact lenses to be the optimal option in meeting their visual requirements. A study sponsored by Bausch & Lomb found that with more patients requiring correction for presbyopia, in-depth communication about presbyopia is very important. According to the study, ECPs viewed multifocal contact lenses as providing superior clinical outcomes and profitability. CooperVision has launched a monthly e-mail series: Focus on Presbyopia: Optimizing Opportunities with Multifocal Contact Lenses, dedicated solely to fitting multifocal contact lenses. The first newsletter pointed out that although nearly one-third of the U.S. population is between the ages of 49 and 59, a survey found that the vast majority of these prime potential patients were unaware of the definition of presbyopia. |
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