News

{February 2014}
Hot List

1
INTO THE BLUE

A recent research study commissioned by HOYA Vision Care found that the average American now spends

37 hours

a week staring at electronic screens. Be sure to educate your patients about blue light overexposure and how specialized lenses can help protect their eyes.

2
COST ANALYSIS

TLC Laser Eye Centers reports that Americans spend nearly $30 billion a year on eye products and services, with the average pair of glasses costing $196, and the conservative average cost of contacts per year coming in at roughly $240.

4
TRIAL BASIS

A recent study released by Vistakon Division of Johnson & Johnson Vision Care, Inc., reveals that 91% of astigmatic patients are willing to trial a daily disposable contact lens for astigmatism with a doctor’s recommendation. The study also finds that doctors choose health as the primary reason for selecting a daily disposable contact lens for astigmatism, while patients’ main motivation is convenience.

5 Questions for…

Laura Angelini, president, North America, Johnson & Johnson Vision Care, Inc.

laura Angelini was recently named president, North America, for Johnson & Johnson Vision Care, Inc. She spoke with EB about her plans for the company and her thoughts on the contact lens category.

eb: What do you hope to bring to your position?

la: I hope to work closely with eyecare practitioners to fulfill our common responsibility and mutual goal of meeting the eye health and vision correction needs of the millions of patients who depend on us. [We] recognize that the decision to fit a contact lens begins with the doctor, and we will continue to demonstrate our commitment and show our support to practitioners who fit our products.

eb: In your opinion, how can contact lens manufacturers help practitioners grow their practices?

la: Manufacturers need to help stimulate consumer interest and growth in the contact lens category by continuing to provide practitioners with innovative, high-quality products that meet emerging patient needs. Programs and services should help practitioners attract and retain patients. At Johnson & Johnson Vision Care, we have established “Ease of Doing Business” as an organizational priority, considering the needs of our customers when implementing policies or processes in accordance with Health Care Compliance guidelines.

eb: What must eyecare professionals do now to ensure solid contact lens sales for the near future?

la: To increase contact lens penetration levels, eyecare practitioners should emphasize how easy modern contact lenses are to handle, how comfortable they are to wear, and proactively mention them during every eye examination. They can also increase sales by fitting contact lenses at an earlier age.

eb: The category has already tackled astigmatism, advanced materials, daily disposables, and extended wear. What is the next frontier?

la: The contact lens category is constantly evolving, and manufacturers continue to work toward meeting patient expectations in these and other areas. Wearers are highly motivated to stay in contact lenses, so next-generation contact lens materials must bring forward new standards of vision, comfort, health, and user experience.

eb: How can ECPs take advantage of patients’ interest in obtaining healthcare information online?

la: Patients and consumers look online and rely on their social networks for information and guidance about nearly everything—including health and vision care. For practitioners, the value of patient satisfaction and word-of-mouth advertising has increased tremendously, as each patient who leaves the office might post a widely visible review. Practitioners should look to take advantage of their patients’ online and mobile connectivity. There are now many ways to stay in touch, schedule appointments, receive reminders on when to change contact lenses (acuminder.com), and listen closely to patients’ needs, interests, and concerns.

New CEO, Financing for QSpex

In-office lens casting company QSpex Technologies has appointed Brett Craig president and chief executive officer. Craig had been serving as a board member and advisor for the company. Additionally, Evan Melrose has been appointed chairman.

The company also announced the closing of a $15 million Series E financing. The financing round was led by investors Spindletop Capital and Essex Woodlands Health Ventures. It will fund the launch of QSpex’s next-generation product.

Before his appointment as president, Craig was CEO and president of PixelOptics, maker of EmPower electronic variable focus eyewear. Previously, he was president and chief operating officer of Transitions Optical, Inc.

ESSILOR, VSP TO TEST MARKETING CONCEPT

Essilor and VSP Global have announced the test of a marketing concept with a small group of independent practices in Kansas City, MO, in which doctors retain ownership and remain independent while benefiting from marketing and business resources that both companies provide.

The program, according a statement released by Essilor, came about after more than a year of meetings held with independent ECPs throughout the country.

“We heard that they need the industry to help them compete in the ever-changing marketplace,” according to a spokesperson. “Research also tells us that consumers prefer the comprehensive eyecare they receive from independent ECPs but want an unparalleled shopping experience and choice for their eyewear.”

According to the statement, participating practices will align themselves under a new Personal Optics co-brand. The brand, which will feature a consumer marketing program designed to drive consumer awareness of the practices and increase dispensary traffic. Essilor and VSP Global have combined their resources to provide industry-leading business and dispensary management consultation and marketing through a robust branding and advertising campaign.

More information will be posted to optometry2020.com.

{WORD SEARCH}
Safety Eyewear

Patients appreciate having their safety eyewear needs met by their local eyecare professionals. Did you know that most ocular injuries occur at home? Offer safety eyewear to patients who enjoy hobbies, yard work, DIY house projects, and crafts, such as woodworking. Try to find all of the terms in this puzzle that relate to safety eyewear. The solution will be published in the next issue of Eyecare Business.

By Jenean Carlton, BA, ABOC, NCLC

WORD BANK

Bidding

Center thickness

Contracts

Corporate accounts

Educate

Etchings

Eye protection

Injuries

Markings

Negotiations

Occupational

Ocular protection

Offer

Polycarbonate

Pricing packages

Pricing strategies

Safety eyewear

Safety frames

Sandblasting

Side shields

Specialty laboratory

Tiered pricing

Z87

{SOLUTION}
The answers to the January 2014 Word Search

How’d you do?

Here’s a peek at the answers to the “Understanding Sunwear Protection” crossword puzzle from last month’s issue. For a full look at the clues and answers, visit us online at EyecareBusiness.com.

COBURN TO DISTRIBUTE DIAGNOSTIC PRODUCTS

Coburn Technologies has become the exclusive distributor of diagnostic products manufactured by Huvitz Co. Ltd to the U.S. ophthalmic market. The line includes auto ref-keratometers, digital refracters, auto lensmeters, and slit lamps, as well as other products not yet available pending FDA approval.

These new products will be manufactured and distributed through a new strategic partnership with Huvitz Co., Ltd, the largest manufacturer of digital refraction systems worldwide. Coburn has been working with Huvitz since 2011 to develop and distribute the Excelon and Exxpert series of edgers and other in-house finishing equipment.

This has grown to include exclusive development and distribution of its digital refraction and diagnostic equipment in the United States effective October 1, 2013.

A full list of products can be found at coburntechnologies.com.

FYI

News bits from the industry

{PEOPLE}

Holly Rush has been appointed president, Wholesale North America of Luxottica. In her new role, Rush will oversee Luxottica’s wholesale distribution network in both the U.S. and Canada.

Vision Source has promoted Bret Davis to senior vice president of business development. Davis was president of Briot USA prior to joining Vision Source more than five years ago.

Henri Blomqvist has been appointed to the newly established role of global commercial director of Safilo Group. A Finland native, Blomqvist spent the last 10 years at Procter & Gamble, most recently as international commercial leader of Braun.

Chris King has joined Transitions Optical, Inc., as education manager. In his new role, King will be responsible for leading strategy and development of education and training initiatives to support industry professionals with products and business knowledge to increase patients’ satisfaction and drive growth of the optical industry.

VSP Vision Care has named Al Schubert senior vice president and general manager of its new Health Plan and Public Exchanges Business Unit. In his new role, Schubert will be responsible for business development, operations, retention, and marketing of vision care to managed care organizations.

{AWARDS}

Kenmark has named Carla White as its 2013 Sales Rep of the Year. White’s win was announced at the company’s sales meeting held in Captiva Island, FL, in December.

Holly Rush, Luxottica

The Optical Women’s Association (OWA) has selected Sherrie Rogerson, REM Eyewear’s senior executive of corporate accounts, as its 2014 Pleiades award recipient. She will be honored at the OWA’s annual event at the Marchon Eyewear showroom, to be held on Friday, March 28.

Donald C. Fletcher, MD, medical director of Envision’s Vision Rehabilitation Clinic, has been awarded the American Academy of Ophthalmology’s Secretariat Award in recognition of his strides in helping others learn techniques to live with low vision and contributing to international low vision missions, education, and programs.

{BUSINESS UPDATES}

SynergEyes, Inc., has expanded distribution of its hybrid contact lenses through an agreement with ABB Optical Group. All SynergEyes lenses are now available through ABB’s Specialty Contact Lens Department. INFO: 800-772-3911, option 4

Prevent Blindness America has changed its name to Prevent Blindness. The organization is using the new name as a launching pad to refocus efforts around a number of key areas, including awareness of diabetic eye disease with the growing diabetes epidemic, women’s eye health, children’s vision, improving the quality of life for those living with low vision, and an increased role in public health research related to vision.

Rochester Optical and HOYA Lens of America have announced that Rochester Optical now has HOYA iD Lifestyle & IQ Free-Form production in its facility, offering its customers even more options for their patients.

Adlens has officially announced its new partnership with Israeli eyewear distributor Rassin E & F, Eyewear and Fashion. According to the agreement, Rassin is the sole representative and distributor of Adlens in Israel for The John Lennon Collection and the new Alvarez technology-based line, Adlens Adjustables.

Leaders from the Mexican optometric and optical industry came together to celebrate the launch of Optometry Giving Sight in Mexico. Global and local companies including Devlyn, CooperVision, Alcon, Johnson & Johnson, Essilor, Safilo, Valeant, Bausch + Lomb, Carl Zeiss Vision, Marchon, Lucy’s Optical, Groupo Europeo, Groupo Viva, Polimeros Opticos, and Opticas America welcomed Optometry Giving Sight’s arrival to Mexico and unanimously pledge their support to collaborate and improve access to sustainable eyecare in Mexico.

1 Bret Davis, Vision Source; 2 Chris King, Transitions Optical, Inc.; 3 Sherrie Rogerson, Optical Women’s Association’s 2014 Pleiades Award recipient; 4 (l to r) Kenmark’s Carla White, recipient of the 2013 Sales Rep of the Year, with CEO Mike Cundiff

Top and bottom: OGS hosts Mexican leaders from the optical industry at the exclusive VIP launch event of Optometry Giving Sight in Mexico City