FIRST PERSON

5 Questions for…

Jens Boy, NA president for Zeiss Vision Care

last month, Carl Zeiss Inc. appointed Jens Boy as its new president and head of the North American organization of the Zeiss Vision Care business group. Boy spoke with EB about the company and the role of premium lens products in the optical industry.

eb: You have a strong background in business development, but in other industries. What do you hope to bring to the optical industry?

jb: I have spent the last 22 years in the medical, surgical, and dental device industries. I have a passion for helping doctors improve their patients’ lives, and I bring that passion to vision care. I have also had the opportunity to see how different types of medical professionals achieve success, and that experience will inform my work at Zeiss.

eb: Zeiss announced a newly intensified focus on the North American market. What will that entail?

jb: North America is the largest optical market in the world, and Zeiss is committed to growing our business here. The actions we are taking range from upgrading our North American lab network to improving our customer service and sales presence. In addition, we are launching several innovative products and tools for our customers. An example is our online training platform, Zeiss Academy Vision Care, which will help our practice partners in improving their sales skills.

eb: Zeiss has recently launched lenses for office/computer work, for digital device use, and a new coating portfolio. What can we expect next from Zeiss?

jb: Products like ZEISS Digital Lens and ZEISS Progressive Precision with Digital Inside technology are examples of the way new lens technology can address the increased visual demands of modern life. This requires not just providing the clearest, sharpest vision, but helping the wearer navigate visually stressing situations with greater comfort.

We see a lot more opportunities for these lifestyle lenses. At Vision Expo West we are launching ZEISS DriveSafe lenses, which combine lens and coating technology to enhance clarity and improve visual ergonomics in situations like driving in low-light conditions. Like the Digital Lens and the Precision line, they are not specialty lenses—they are designed to be worn all day.

eb: How can ECPs best promote premium lenses?

jb: Patients are willing to pay more for a better product if they understand the impact of “better” for their vision. Creating the right patient experience and education are key in communicating product differences.

ECPs are on the front lines of patient education. We are committed to bringing tools and technology to our ECP partners to help them in communicating to patients. We are also increasing consumer awareness of digital vision issues, and their solutions, through social media and consumer publications. This allows us to “connect the dots” for consumers from the problems they are having, to the right eyewear, to a local ECP that offers Zeiss products.

eb: What impact is contemporary lens technology having on the industry as a whole?

jb: Customization technology allows us to create lenses specifically for the requirements of individual patients, and the result is a better visual experience. It also completely changes the patient experience. When patients have their eyes scanned by an i.Profiler, or their measurements taken with a sophisticated device like i.Terminal mobile, they recognize that the care they are receiving is sophisticated and highly personalized. As a result, patients realize and appreciate the value of the personalized care ECPs are providing.