focus on low vision

A Survey of Practices Offering Low Vision Services

by Grace Hewlett

Results of EB's recent survey reveal that profitability is beginning to outpace social responsibility as the driving force behind many ECPs' decisions to add low vision services to their practices. And that means more emphasis on devices to help their low vision patients. In fact, all survey participants report purchasing low vision devices in the last 18 months.

Here, we highlight the biggest changes in ECPs' attitudes toward low vision over the last 10 years.

REIMBURSEMENT REALITIES

In 2002, 28 percent of optometrists surveyed cited reimbursement as the main reason they had added low vision. In 2010, only 10 percent echoed that sentiment; today, that number has dwindled to five percent. Looking ahead, most say there is virtually no chance of reimbursement for traditionally dispensed devices in today's economic environment.

On the other hand, aging population was rarely cited as a reason for adding low vision in the 2002 survey. Though profit potential is more important than ever before, 16 percent of respondents—down by 1.5 percent from 2010—say an aging population and patient base remains the main reason they are offering low vision devices or services.

DISPENSING DEVICES

Magnifiers are still the top-selling low vision product, with 45 percent reporting that magnifiers are the only device they sell—down from 47.5 percent in 2010 and 50 percent in 2002. That's good news, as it means there are more speciality device sales and, gradually, more dispensing of multiple devices. What's more, three out of 10 respondents report that they now dispense a broader range of devices, including low vision spectacles and telescopes.

ECP EDUCATION

Asked where they learn about the low vision category and dispensing these devices, half of respondents list trade show seminars. And while 20 percent (double the number from just two years ago) report receiving most of their ongoing education from online resources, some veteran low vision professionals are concerned it's not enough, and call for more clinical mentoring.

Staff training was, in fact, at the top of respondents' lists of educational needs. In order of importance, ECPs told us they would like:

Just under a third of participants in this year's survey say changing demographics—i.e., an aging population—will drive the future of low vision. That's a big change from two years ago when more than half of them (52.5 percent) gave demographics the top nod. Asked to select just one factor that is most likely to grow their commitment to and expansion of low vision services over the next five years, here's what respondents said both two years ago and today:

• Staff education and training.
• Help with device dispensing protocols.
• Marketing assistance.
• Ongoing reimbursement and coding updates.

WINDS OF CHANGE

While 65 percent said they don't regret their decision to add low vision, some have mixed attitudes toward opportunities within and optimism for the category. When asked what they said would most grow this category over the next five years, the top three answers were consistent.

• REIMBURSEMENT: Third-party reimbursement for devices—something they agree isn't likely.
• DEMAND: Increased consumer demand for low vision rehabilitation services, which would be greatly helped by a significant (albeit costly) consumer-awareness initiative.
• SYSTEM: An improved system that simplifies the process, including decreased chair time as well as trained technicians.

Such challenges aside, the majority of ECPs surveyed said they see low vision as serving a multitude of positive purposes, including supporting the community, growing the patient base, and, increasingly, representing an additional profit center. EB