FIRST PERSON

5 Questions for…

Sergio Duplan, Region President, North America at Alcon

Sergio Duplan

Sergio Duplan is on the rise. Recently named president for the U.S. and Canada at Alcon, he was previously Alcon’s president for Latin America and Canada. And, before moving to Alcon, Duplan joined Novartis in 2004 as a vice president of sales in Mexico, and became its president in 2008.

EB asked Duplan about Alcon’s plans, as well as challenges and opportunities in the marketplace.

EB: You oversee three units—pharmaceutical, surgical, and vision care. How does vision care fit that mix?

SD: Between our three units, we provide the most comprehensive portfolio of eyecare products, and vision care is a critical part of our approach to addressing the full spectrum of eyecare needs.

We aim to engage personally with as many optometrists as possible through our U.S. vision care sales force and to equip those optometrists with innovative, high-quality products.

EB: What is the current focus for contact lens products?

SD: Patients are looking for more comfort from their contact lenses, and we know that eyecare professionals want their patients in lenses that are healthy for the eye. Until a few years ago—when we launched Alcon’s DAILIES TOTAL1 contact lenses—addressing both comfort and breathability was a challenge.

EB: What opportunities exist in the contact lens arena?

SD: Many patients who would be great candidates for a multifocal contact lens are not wearing them, either because they don’t know about them or because their ECP hasn’t recommended them.

We want to address both of those avenues by educating patients about options—especially for those who may not be interested in wearing reading glasses or would like to have contact lenses as an option for part-time wear. The onset of presbyopia can be an emotional experience, and we want to provide the right support for ECPs to address these patient needs.

EB: What’s the biggest challenge for U.S. eyecare professionals today?

SD: Patient adherence to the prescribed schedule. Many patients don’t visit their ECP as often as they should. They are often wearing lenses beyond their recommended wear time, which can impact eye health but also has implications for practice revenues.

EB: What are the major growth areas for practices in the next two years?

SD: Data suggests as many as one-third of patients who purchase AIR OPTIX COLORS contact lenses have never worn contact lenses before, indicating that cosmetic contact lenses may be a real driver for getting patients into the office.

—Stephanie K. De Long