BUYER’S FORUM

Through the Looking Glass

Spectacle lens guru Jim Mulligan reveals his key buying techniques + his unique view of the future

Jim Mulligan strikes a welcoming pose at the front desk

jim Mulligan has a wealth of time-earned optical intelligence.

The optician has witnessed a lot of advances in the optical industry since he entered the business in the late ’70s. After earning an ABO certification from Pennsylvania State University, one of his first jobs was at Boscov’s Optical (part of a regional department store chain), where he helped open several new stores.

In 1982, Mulligan left to start his own small business in South Central Pennsylvania, along with an optometrist. He bought his own lens grinding equipment and, at that time, the shop was one of the only retail opticals that could fabricate glasses on site.

In 1985, he moved with another optometrist to his current location and Bouquet Mulligan DeMaio Eye Professionals was born. As the business got busier, it expanded, and the partners opened a second location with a surfacing lab.

Today, both Pennsylvania locations (in Elizabethtown and Cleona) are thriving, and the company has an impressive staff of 40 employees. Here, Mulligan dishes on his buying techniques, the best available lens tech today, and his view about the future of lenses.

eb: What’s your buying process for lenses?

jm: I use about four different companies. I first check which company has the biggest availability. I like to have a variety of stock lenses available to me.

I have lenses that are anti-reflection coated and also polarized lenses in stock. I stock them in the common prescriptions for fast availability.

I usually do a big purchase in order to get the highest quality lenses at the best price. And I also use buying groups that are geared towards buying high-volume consumables, such as lens polish, pads, et cetera.

eb: What types of lens product do you buy?

jm: I buy semi-finished progressives, flat-top bifocals, high-index polarized, and some polycarbonate, as well as high-index finished coated lenses.

eb: What designs are you buying now?

jm: I like the ZEISS DriveSafe lens, Oakley’s PRIZM, and the Varilux S Series lenses. Patients have easy adaption to those lenses and have a high success rate.

I love the Oakley PRIZM technology that matches the lens tint to the exact activity, which enables wearers to perform better and see topography.

eb: Where do you see lens tech heading?

jm: Digital lens surfacing is the future. And the ZEISS DuraVision BlueProtect coatings that block out bad blue light will become a standard option.

Semi-finished blanks will become dinosaurs in the next five years, and the digital surfacing equipment will become more affordable for private practices. And the large lens suppliers will subsidize the cost of the initial investment and will profit on “click fees” for lens design use.

eb: What advice would you give to a newbie lens buyer?

jm: Create a great relationship with your lens sales representative. Go to Vision Expo and meet with the regional managers, and make sure they can adequately supply your business.

Find a lens company that has a broad range of products and materials that are right for your business—and don’t be afraid to ask for help with a new business. Use co-op programs and rebates that are available through most companies.

eb: What attracted you to the optical business?

jm: I found that my own experience with eyeglasses and contact lenses was not a satisfying one. I just felt that the whole process could be done better.

I did some self study about optics and lenses and found it fascinating. The fashion aspect and technical hands-on part of it really intrigued me. I could use my hands and add fashion. And I could help express someone’s personality through eyewear.

The newly renovated optical space in Cleona, PA

Jim Mulligan shows off his impressive sunwear inventory

eb: What do you do to relax in your off hours?

jm: I like to travel. I like to run and ride my bike. I also like going to sports events like football and hockey games. My kids run cross-country track, and I enjoy training with them.

—Jackie Micucci

Jackie Micucci has covered the eyewear industry for almost 20 years and has written for a variety of publications, including The New York Times and Seattle magazine.