Shedding Light on AR and Photochromies

Arm yourself with knowledge to make these categories top performers

By Karlen McLean, ABOC, NCLC

According to a recent Eyecare Business survey, participating ECPs expect lens sales growth in photochromic and anti-reflective technologies this year. Forty-eight percent anticipate moderate growth in the photochromic category and 46 percent predict AR will bring significant growth. AR is the top-selling lens/lens treatment for 78 percent of practitioners, and photochromic is second at 48 percent. Here are tips for making photochromic lenses and AR your top performers.

PLASTIC PHOTOCHROMICS

UV exposure activates photochromic changeability, and now ambient light is a factor in some plastic photochromic products' activation. This technology is constantly evolving and getting more marketplace exposure. For example, in addition to Younger Optics' Drivewear lenses—activated in part by ambient light—Transitions Optical's recently introduced XTRActive lenses are slightly tinted indoors, moderately (50 percent) dark behind a windshield and extra dark (80 percent) outdoors.

The photochromic market placement now emphasizes key lifestyle segments: everyday and outdoors or performance.

■ Everyday photochromics are clear indoors and darken outdoors with UV exposure.

■ Outdoor photochromics can have a light indoor tint and get extra dark outdoors, and can be polarized. These performance photochromics increase visual comfort and performance for people on the go like delivery drivers or construction workers.

Presenting these photochromic options is simple: If patients spend more time indoors, the choice is original adaptive lenses. If they spend more time outdoors, the choice is performance adaptive lenses. And if they frequently vary between both environments, the choice is BOTH adaptive lens technologies.

Demonstrating photochromics is key to a successful sale. Image courtesy of Corning, Inc.

It's All in the Benefits

AR benefits include cleanability and scratch-resistance. Photo courtesy of Essilor

An Eyecare Businesssurvey says that patients come to a practice asking specifically for photochromic and AR lens technology. Say “yes” to their request! A thumbnail of photochromic, AR, and combined benefits will help you quickly and easily address the most important aspects of each lens attribute to patients. Here are the benefits. PHOTOCHROMIC ■ UV Protection: Lenses block harmful UVA and UVB rays ■ Scratch Resistance: Enhances lens' durability ■ Visual Comfort: Relief from distracting glare ■ Convenience: Lenses change with the environment ■ Everyday Performance: Clear indoors, dark outdoors ■ Outdoor Performance: Very dark outdoors, moderately dark behind a car windshield, and slightly tinted indoors (i.e., Transitions XTRActive) ■ Driving Performance: Specifically designed for the driving task, with photochromic polarization to ease visual stress and strain (i.e., Drivewear activated by Transitions) AR Visual Clarity: See better without reflections and glare, especially when driving at night AR + PHOTOCHROMIC Perfect Marriage: The best visual crispness and clarity

GLASS AND MEDICAL CHOICES

By and large, most photochromic lenses dispensed today are in plastic lens materials; however, glass photochromic lenses are still available.

Some ECPs report that certain demographics—particularly people working with chemicals, lasers, and X-ray equipment; farmers; and some other die-hards—go for glass lenses.

Glass lenses can weigh twice as much as plastic lenses, and they may break or shatter. Also, photochromic darkening can vary according to lens thickness and higher-power glass lenses with thick edges and thinner centers may exhibit a bulls-eye effect upon darkening. The appeal of glass is its scratch-resistance and clarity.

Specific photochromics are recommended to help alleviate specific complaints. For example, Corning's CPF Glare Control lenses come in several filtering levels designed to help patients with different medical conditions in various environments.

Patients with retinitis pigmentosa, diabetic retinopathy, glaucoma, macular degeneration, cataracts, and some post-surgical patients experiencing dark (outdoor only), medium, and beginning light sensitivity can benefit from this type of photochromic technology.

These lenses are available in glass material, chemically tempered to meet FDA requirements.

BEWARE: Glass lenses are not unbreakable or shatterproof, and do not meet some ANSI traffic signal requirements, so are not recommended for driving.

AR can be applied to CPF and most any glass lenses, providing extra glare control for average or medical photochromic lenses.

Lifestyle is a key consideration when selling photochromics. Image courtesy of Vision-Ease

ANTI REFLECTION

Today's high-performance anti-reflection lenses provide patient-pleasing attributes like easy cleaning and durable coatings. Today's AR adheres properly to the lens substrate and scratch resistant layer, and is now fine-tuned to material, index, and curvature. AR is a multi-layer process that typically involves stacking primer, scratch resistance, several layers of AR, and easy cleaning, water-resistant, and oil-resistant toppers and sealants.

Conversely, some AR processes harden the AR stack while also making it flexible. Hardening makes the AR more durable.

Photochromic lenses with AR reduce more kinds of glare than any other type of everyday lenses. Studies show that when AR is applied to lenses, indoor clarity is enhanced by increasing light transmittance from around 89 percent to 99 percent.

Apps: Not Just For Lenses Anymore

Photochromic and AR technologies have applications that expand beyond spectacle lenses. Some of the latest that are in development or in use:

Photochromics:
Motorcycle helmet visors, contact lenses, inks (textile and documents), nail polish, solar technology (solar panels), window screens.

Anti-Reflective:
LCD computer screens and non-spectacle lenses (cameras, telescopes, binoculars).

AR AND GLASS

Documentation shows that AR adheres and performs its best on glass lens material, but plastic lens materials are more popular.

One of today's anti-reflection performance enrichments is the development of premium AR options that are just as durable on plastic materials as glass. This means the AR products adhere to plastic better and will withstand frequent cleaning and maintain extra-tough scratch resistance.

Today's AR is just as durable on plastic lenses as on glass. Photo courtesy of Optima, Inc.

OVERCOMING OBJECTIONS

Price and past problems with the AR and photochromic products are patients' top objections, according to the recent EB survey.

PROBLEM: Excessive lightness outside or darkness inside.

ANSWER: The latest photochromic technology is virtually clear indoors and gets sunlens dark outdoors, plus features rapid darkening and fade back.

PROBLEM: Previous lenses cracked, crazed, or scratched.

ANSWER: Today's AR has evolved into better performance, plus it is far more durable.

Light responsive technology is a helpful selling phrase. Image courtesy of Corning, Inc.

PROBLEM: Price-wary patients.

ANSWER: Photochromics in your Rx cost $250. A year has 365 days. So you're paying around 68 cents a day.

PROBLEM: Durability concerns.

ANSWER: Photochromic technology is embedded in the lens surface and because of that it won't wear off. Also, AR today stays cleaner longer and resists dirt and smudges, so you won't have to rub them as often. Advanced scratch resistance makes the lenses more durable.

Conversation is important, but the best way to overcome objections is through hands-on patient demonstrations.

For photochromics, go outside with the patient, taking a mirror. While standing together in the sun, watch photochromic lenses change in comparison to non-photochromics.

For AR, demonstrate clarity and cleanability. Show smudge resistance and cleanability by using the patient's lenses and your own lenses. EB