News

{MARCH 2014}
Hot List

1
GOAL ORIENTED

Skyline Exhibits market research found that the top three goals for exhibitors at trade shows are

• Brand awareness

• Lead generation

• Relationship building

2
LOOKING TO BUY

According to EXHIBITOR MAGAZINE,
50%
of trade show attendees plan to buy one or more exhibited products within 12 months of the show.

3
FRESH FINDS

67% of all attendees represent a new prospect and potential customer for exhibiting companies.

Source: Exhibit Surveys, Inc.

4
TITLE WAVE

The Center for Exhibition Industry Research (CEIR) reports that nearly half (46%) of trade show attendees are in executive or upper management.

Essilor Takes New Orleans

New Orleans, better known as The Big Chill than The Big Easy this January, was home to Essilor of America’s National Sales Meeting, held January 6 to 10. Frigid temps didn’t dampen spirits, however, as 700 attendees—including representatives of Essilor brand and leadership teams, independent distributors, Essilor labs, and other invited guests—came together for a mix of group meetings and award events, as well as updates on products and new initiatives. Celebrations included a New Orleans-style parade, complete with brass band, and special honors included a presentation of the Independent Distribution Division’s labs of the year award in a variety of categories, with IDD Lab of the Year honors going to ICareLabs, St. Petersburg, FL. Next year’s meeting will head north to Banff in Alberta, Canada.

Attendees take to the streets in true New Orleans style

Stephen Shawler, president of The Essilor Vision Foundation, discusses 2013 results

Essilor of America president and CEO John Carrier addresses attendees against the backdrop of the meeting’s theme: IGNITE The Power Inside

Execs enjoying the opening reception include (l to r) Dave Cole, Larry Clarke, Kevin Rupp, David Milan, and Bob Colucci

LEADERSHIP CHANGES AT MARCOLIN USA-VIVA

Following a successful merger, Marcolin USA-Viva has announced management and organization changes. The decision was made with a purpose to accelerate growth and strengthen premium customer experiences across the new global portfolio.

Effective immediately, Sal Rianna, currently Viva’s chief financial officer, will become Marcolin USA-Viva Optical Channel president, responsible for both the Optical Channel and temporarily for the finance organization. In his new role, Rianna will be supported by two Optical Channel veterans: Kelly O’Grady, now vice president for Trend Western USA, and Bob Dunn, now vice president for Trend Eastern USA.

Ben Wolf, vice president of fashion, will continue his efforts in creating strong business with International Global Brands of the house. Jennifer Orentas is moving into the role of senior vice president of global merchandising and will be supported by Nora Cabrera, regional vice president. Candy Urbanski has been promoted to vice president of marketing.

Tom Seltzer will continue to lead all retail efforts as retail vice president across all brand categories; Barry Jones will return to retail as Western area manager; and Marc Mischik will join Seltzer’s team as senior account executive.

Eric Allred will become Latin America senior director; Dan Blessing will continue to head up the key account business, together with Tom Albertini and Dawn Fischer.

As part of the ongoing reorganization, Timothy Parker, vice president of merchandising domestic brands, and Jan Cory, senior vice president of U.S. domestic sales and Canada, will leave to pursue new opportunities.

Experiencing New Technology

1. The staff of Clarus Optical accepts the Eyecare Practice of the Year award; 2. Attendees venture outside to experience the new Transitions Signature VII technology; 3. Optical Prescription Lab is named Lab of the Year at the award ceremony; 4. Attendees are treated to a special meet-and-greet with their favorite Disney characters; 5. Transitions Optical’s Sherianne James speaks about consumer-oriented marketing initiatives that will launch throughout 2014; 6. A highlight of Academy, attendees hear from the ECP award nominees themselves about what they do to increase premium lens sales, including Transitions lenses

More than 1,200 industry professionals from North and South America gathered at Disney’s Contemporary Resort in Orlando, FL, for the 18th annual Transitions Academy. During the three-day event, held January 26 to 28, industry professionals took part in strategic business planning and education on the latest products and programs from Transitions Optical.

Keeping with the event’s theme of “Experience It!,” attendees got to witness firsthand the technology of the company’s newest lens, Transitions Signature VII with Chromea 7 technology, which debuted in January.

Through group activities and industry research, participants in the Canada, Eyecare Professional, Lab/Lens Manufacturer, and Retail tracks explored industry opportunities, challenges, and best practices including the barriers that prevent eyecare professionals from recommending products and how to overcome them. Sherianne James, director, North America marketing, gave attendees a sneak peak at new marketing campaigns, including a partnership with Disney-led events, and new methods of exposing consumers to the new technology, such as trial decals that they can use to experience Transitions on their existing lenses.

During the Transitions Academy Awards recognition ceremony, Transitions Optical honored Optical Prescription Lab (pictured left) as the 23rd annual Lab of the Year; Barnet Dulaney Perkins Eye Center and Visionworks as the fourth annual U.S. Regional and National Retailers of the Year; and Clarus Optical (pictured top left) of Lacey, WA, as the third annual U.S. Eyecare Practice of the Year.

In addition, Vincent Colonna, director, benefits, Broward Health, was named the second-annual Human Resources Visionary of the Year; and Sara Niemeyer, account executive, USI Insurance Services, LLC, was honored as the fourth annual Broker of the Year. Awards were also given to the lab, retailer, eyecare practice of the year in Canada and Brazil.

LICENSE LINEUP

Marcolin Group and Ermenegildo Zegna Group have entered into a licensing agreement, under which Marcolin has the exclusive rights to the worldwide production and distribution of sunglasses and eyeglasses for the Ermenegildo Zegna and Agnona brands. The duration of each agreement is 10 years, and the initial collections are slated for release in January 2015.

Opti Munich

Maintaining Pole Position

growing strong and building its identity as the first optical trade show of the year, opti Munich marked a successful show with more exhibitors and attendees than previous years.

“The positive reception from within the trade is unabated: The four trade show halls are again booked out,” says Dieter Dohr, chairman of the management board of GHM Gesellschaft für Handwerksmessen mbH, during the opening press conference of opti 2014.

“The visitors can look forward to more than 500 exhibitors from 34 countries. International participation has again risen this year; taking part for the first time are, for example, exhibitors from Australia, Norway, Slovenia, and Hungary,” he adds.

In addition to being a stop for early planners, opti has put its flag in the ground as a nurturing place for new optical companies to introduce themselves to the industry on a worldwide stage. Many new start-up companies signed up to exhibit at this year’s show for the first time. As a result, the number of opti boxes—special stand space for newcomers—rose by 50 percent from last year, increasing from eight to 12.

This year’s show played host to a special theme with the addition of the sunglasses section. Attendees had the opportunity to see the newest sunglass styles entering the market in time for placing spring and summer product orders.

As the first show of the year, opti a first point of contact, note show representatives. The early show date makes it an ideal venue for the presentation of novelties that can help optical professionals build business.

The next opti takes place once again at the end of the second week of January—from January 9 through 11, 2015.

1. Christoph Metzelder by Emmerich; 2. Claudia Schiffer visits Rodenstock; 3. A custom frame design kit offered by Claire Goldsmith; 4. A clever display inspires double-takes on the show floor; 5. Guests take a shot at the Oakley booth; 6. opti Walk of Frame 7. Thomas Truckenbrod of Central Association Opticians and Optometrists (ZVA), Josef May of the German industry association SPECTARIS, and Dieter Dohr of the Management Board of GHM Gesellschaft für Handwerksmessen mbH open the trade show press conference; 8. Hugo-Boss model Werner Schreyer with his capsule collection by Gloryfy

AOA Expands Membership Parameters

A recently approved motion at the American Optometric Association (AOA) has opened the door for eyecare professionals who work for AOA-member O.D.s to become AOA associate members. The move affects approximately 75,000 optometric staff members across the country.

This new prospect ensures access to all Paraoptometric Resource Center member benefits and services at no membership cost to the paraoptometric and no added membership cost to the AOA-member optometrist. It also opens opportunities for expanded education and training for new optometric staff members.

INFO: 800-365-2219, ext. 4108, aoa.org

Executive Summit Looks Ahead

The Vision Council held its annual Executive Summit in Sunny Isles, FL, in late January. The three-day meeting, “Strategize, Innovate, Network,” invited 300 industry leaders to “join the conversation,” and featured division meetings, a mix of presentations and panel discussions, and a healthcare reform “Megasession.”

Speakers included former U.S. Trade Representative Ambassador Ron Kirk who discussed trade, jobs, and competitiveness; Ideo’s Fred Dust who also conducted a sold-out Innovation Workshop; economist Brian Beaulieu; and Think About Your Eyes’ Dave Plogmann. Panel discussion topics ranged from the Affordable Care Act to the future of advertising and PR. Panelists included Eyecare Business parent company PentaVision LLC’s president Tom Wilson.

Officers leading the group for 2014 include Shamir Insight’s Raanan Naftalovich as chairman and Walman’s Marty Bassett as vice chair. The next Executive Summit is slated for Jan. 21 to 23, 2015, in Palm Beach Gardens, FL.

Kudos go to REM’s Mike Hundert (l), program chair of the meeting, and Rene Shepherd (r), The Vision Council’s senior director of meetings and education, for putting together a top-notch lineup

The Vision Council liaison Mike Daley (l) visits with Walman’s Marty Bassett (r)

Reptile Sun’s Sam Kotob (l) chats with EB’s Mark Durrick (r)

The Vision Council’s CEO Ed Greene addresses questions from attendees

Ambassador Ron Kirk shares his insights about international trade

Puzzle
Game On
VARIABLE FOCUS EYEWEAR

{WORD SEARCH}

Rather than opting for bifocals, progressives, or reading glasses, some patients prefer the technology and ease of use offered by adjustable eyewear. Try to find all of the terms in this puzzle relating to variable focus eyewear.

By Jenean Carlton, ABOC, NCLC

WORD BANK

Accommodate

Adjustable

Alternative

Automatic

Composite lenses

Convenience

Electronic

Eyewear

Fixed power

Fluid injection

Focus

Innovation

Instantaneous

Intermediate

Liquid crystal

Magnifying

Manual

Microchip

Near power

Polycarbonate

Power

Presbyopia

Prescription

Spherical correction

Variable focus

{SOLUTION}

The answers to the February 2014 Word Search

FYI

News bits from the industry

{PEOPLE}

Millicent Knight, O.D., has been appointed head of professional affairs of Johnson & Johnson Vision Care, North America. In her new role, Dr. Knight will lead the development and deployment of the company’s professional strategy across the U.S. and Canada and direct its professional and education platform through The Vision Care Institute, LLC, and other educational programs.

Millicent Knight, O.D., Johnson & Johnson Vision Care

MODO Eyewear has promoted Rebecca Giefer to chief operating officer. Previously, Giefer was vice president of operations.

Dick Russo, Safilo USA’s executive vice president in charge of commercial activities for North America, has announced his retirement after 42 years of service.

In related news, Glenn Rusk has been appointed the new commercial senior vice president of Safilo North America. Rusk, who previously led Safilo’s Canadian business, will also be a member of the company’s global leadership team.

SynergEyes, Inc., has named Jeffrey Sonsino, O.D., FAAO, its new director of clinical studies. Dr. Sonsino will lead SynergEyes’ clinical studies by engaging patients within practices and by networking with other colleagues around the country.

{AWARDS}

Optometry Giving Sight has announced the winners of the World Sight Day Student Challenge, which helped to raise more than $56,000 to fund Schools of Optometry in underserved communities in Latin America, Africa, and Asia. The winners include Nova Southeastern University College of Optometry, University of Montreal College of Optometry, and University of Waterloo College of Optometry.

Prevent Blindness is accepting applications for the 2014 Joanne Angle Investigator Award, a research grant of up to $30,000 for projects that seek to put an end to vision loss and blindness. Grants are for a one-year period and will commence on July 1, 2014. The submission deadline is March 31.

INFO: preventblindness.org/investigator-awards

{BUSINESS UPDATES}

Envision has selected Rebecca Kammer, O.D., Diplomate Low Vision, FAAO, to present the keynote address at its 9th Annual Conference, to be held at the Hyatt Regency Minneapolis, September 17 through 20, 2014. Envision is now accepting submissions of prospective clinical education and research presentations relating to low vision research and rehabilitation. Submissions should be made online by March 21.

INFO: envisionconference.org

1. Rebecca Giefer, MODO Eyewear; 2. Dick Russo, Safilo; 3. Glenn Rusk, Safilo; 4. Jeffrey Sonsino, O.D., FAAO, SynergEyes; 5. University of Montreal College of Optometry celebrates its winning donation to the OGS World Sight Day Student Challenge

{CHAIN LINK}

LENSCRAFTERS DEBUTS NEW GLOBAL CAMPAIGN

Last month, LensCrafters launched a global creative campaign to encourage consumers to stop and marvel at the vital role eyes play in their emotional life, personal identity, and overall health. The “Take a Stand for Quality Vision Care” campaign will communicate the eyecare chain’s passion for celebrating the eye and acting as a partner in total vision care—the synergy of trusted eyecare and exceptional eyewear.

The campaign, which will run in print as well as on television and digital platforms, features striking imagery and bold, provocative language that elicits an emotional response to the essence of eyes and the preciousness of sight, note company representatives. “Take a Stand for Quality Vision Care” focuses on five key stories: Why a Tenth of a Millimeter is Massive; We Listen to Eyes; Be Clear; Invest Here; and All Glasses Are Not Created Equal.

LensCrafters representatives hope the campaign will prompt viewers to reconsider the eyewear retail category and whom they trust to care for their eyes. The aim is inspiring the public to seek a qualified partner who understands the importance of eye heath, not only to vision, but to the entire life experience.

For more information about LensCrafters, visit lenscrafters.com.

LensCrafters has released a series of print, digital, and TV ads to promote eye health and the importance of seeking quality visioncare from reputable and knowledgable eyecare professionals