PHOTOCHROMICS

PHOTOCHROMICS 101

A must-keep guide for neophytes + refresher course for experienced ECPs

BY JENEAN CARLTON, ABOC, NCLC, LDO

Transitions XTRActive lenses; photo courtesy of Transitions Optical

Fixed-tint sunglasses will always have a place in the sunwear market, but photochromic lenses also play a central role in providing patients with quality sun protection.

Patients benefit from photochromics because the lenses offer protection by automatically darkening when exposed to UV rays outdoors—and then quickly become clear once indoors.

Customers appreciate lenses that can automatically adjust in tint. In fact, in a recent VisionWatch study conducted by The Vision Council, 30% of respondents chose photochromic lenses because they automatically change from clear to dark.

As a result, sales of photochromic lenses increased 8.5% from 2014 to 2015. This bump in sales provided an additional $205 million in income for U.S. practices in photochromic lenses alone.

Is your business on board with photochromics? Give your staff (and yourself) a leg up on sales with some solid background knowledge on this growing lens category.

How Photochromics Work

Photochromic lenses change because UV rays cause a shift in the molecular structure of the dyes present in the lens. A chemical reaction occurs when the lenses are exposed to UV wavelengths from 300nm to 360nm, and to some degree when in the presence of short visible-light wavelengths around 420nm on the light spectrum.

The change in the molecular structure of the dyes is referred to as “photochromism,” a light-induced change in color that involves a reversible chemical reaction. When UV energy is no longer present, the reaction reverses, and lenses go back to their inactive state and color.

Benefits + Choice

Today, photochromic lenses have become a popular lens choice that can reduce the need for a separate, clear eyewear for indoors and a prescription sunglass for outdoor activities.

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Atlanta Eyewear in Decatur, GA, dispenses a high percentage of photochromic lenses. Joanne Chambers, ABO, LDO, has managed the optical department for this business for the past 32 years.

“Our practice uses an à la carte pricing structure for all premium lens treatments,” says Chambers. “We charge an additional $100 for photochromics and $125 for Transitions XTRActive. We are successful with photochromics because we recommend these lenses to our patients and let them know that we also wear the lenses ourselves.”

Amy Endo, ABOM, CPOT, practice administrator for the office of Edwin Y. Endo, O.D. & Associates in Aiea, HI, agrees it’s important to recommend products by name to customers. “Our doctor always recommends lens products he feels will provide our patients with superior vision while also protecting their eyes from harmful UV radiation,” she says. “We truly care about protecting our patients’ vision. For this reason, we typically recommend photochromic lenses to all of our customers. Approximately 45% of our eyewear sales are photochromics.”

The doctors and staff at Greenhaven Optometry in Sacramento, CA, make it their mission to understand how each patient uses his or her eyes and then makes lens recommendations accordingly. “About 70% to 80% of lenses dispensed in our practice are [photochromic] lenses,” says Alyssa Simmons, lead optician for Greenhaven Optometry. “We achieve this high percentage because we know the product very well and we ask our patients many questions about how they use their eyes. We ask about their hobbies, if they play golf, or if they spend a good deal of time driving. Our doctors discuss premium lens options with each patient during the exam. This way, our patients stay informed about cutting-edge lens technology.”

PhotoFusion lenses; photo courtesy of ZEISS Vision Care

Many patients—and practitioners—believe in the benefits of photochromics, which also shield the eyes from 100% of the sun’s harmful UVA and UVB rays.

Photochromics are available in nearly all lens materials and designs, including progressives, bifocals, and high-index lenses.

Performance Factors

Times have changed—and so have photochromic lens designs.

While excessive temperatures can reverse photochromism and cause lenses to lighten, this was more a problem in the past than it is now. Previously, photochromic lenses had a difficult time achieving a sunglass category 3 depth of color in 100-degree-plus temperatures.

Photochromic lens manufacturers have made great strides in developing dyes that are less temperature sensitive, and new releases perform much better in warmer climates than did earlier designs. For this reason, it’s a good practice to inform previous photochromic wearers that temperature sensitivity is not the problem it used to be.

sunsync lenses; photo courtesy of VSP Optics Group

The same goes for drivers who may be concerned that photochromic lenses won’t darken behind a windshield. Technology advances have made this a problem of the past. For example, Transitions Optical reports that its Transitions XTRActive lenses darken effectively behind the windshield of a car.

Jenean Carlton has worked in the optical industry for nearly 30 years as an optician, popular speaker, and freelance writer.