First Person

Five questions for CooperVision's

CooperVision's Andrew Sedgwick was recently promoted to president, The Americas. EB met with him to discuss his plans for the U.S. and Latin American markets and how ECPs can capitalize on contact lenses.

EB How will your role expand the company's presence in the U.S. and Latin America?

AS We're investing in building our presence in the U.S. and pursuing the expansion of our Latin American business; a recent example is the acquisition of Viendo Por Su Salud [a contact lens distributor] in Mexico. I look forward to working with ECPs across the regions.

EB Do you foresee downsizing in certain contact lens designs or wearing styles?

AS It's more a question of having the right breadth of offerings rather than one of modalities. Monthly and two-week modalities are essential to many ECPs and will be with us for the foreseeable future. I expect a continuing increase in the adoption of daily disposables and a sensibly managed rationalization of older product lines.

EB How can independent ECPs compete with big box online contact lens sales and marketing?

AS The way consumers purchase product has been massively changed by Internet retail. In some Northern European markets we see the Internet accounting for more than 30 percent of the retail contact lens market. I would not be surprised to see further increases in other markets, though probably not to that level. Independent ECPs can successfully differentiate their business through strong patient relationships and enhanced personal service.

EB How do global contact lens markets differ?

AS Whilst markets can appear very different, the core needs of ECPs are consistent: They want to provide patients with products that perform well and get great service and support from a supplier they trust in the context of a good business proposition that makes money. In general, I think that ECPs in the U.S. are more proactive in recommending contact lenses than in many parts of the world.

EB What must ECPs do now to ensure solid contact lens sales for the near future?

AS Offer contact lens benefits to a wider range of patients over a greater part of their lives. The trick is retaining patients long term, and new technologies give more opportunities to build strong relationships that last. Offer contacts to all patients, prescribe great products, and leverage the respect patients have for you to build that relationship for the long term. EB