Gina Wesley, O.D., MS
MEDINA, MN

BACKGROUND: Dr. Wesley graduated from Ohio State in 2006 with concurrent degrees in clinical optometry and a master's in vision science. She started her own practice, Complete Eye Care of Medina, in 2008.

Half of her patients currently wear contact lenses. “Seventy percent are in a daily disposable modality,” she explains. “All the parameter availability in dailies is incredibly awesome.”

SELLING TECH: As for the technology behind products, “I really believe in daily disposables for the health and success of my patients, as well as enhancement of the daily lens wearing experience. For those who are averse to wearing them, I appreciate the advancements the monthly ULTRA lens [from Bausch + Lomb] gives. This new technology, the first in a monthly lens for many years, has been a welcome addition to my portfolio.”

Talking about committing to a technology, Dr. Wesley cites her decision to build business with dailies. “I made the conscious decision to really focus on fitting dailies in 2012. At that time, my practice was only 8% daily wearers.”

COMPLIANCE CONUNDRUM: The reason for adopting the technology was simple: compliance. “Studies that had come out regarding patient compliance,” recalls Dr. Wesley, “and my own observations of what my patients wear habits were like—in spite of education by me—was the real push to change.”

It’s all about communicating why you believe in a particular technology. “In my case, educating staff on daily disposables and WHY I fit them makes believers,” says Dr. Wesley. “If staff members believe, they have conviction; and when you have conviction, patients sense that sincerity.”

Chris Lievens, O.D., MS
MEMPHIS, TN

BACKGROUND: Dr. Lievens has followed a decidedly different direction from that of most O.D.s. Now chief of staff at The Eye Center and a professor at Southern College of Optometry, he graduated from Tulane University with degrees in mathematics and economics. “I had always wanted to become an optometrist. However, I was in ROTC [Air Force] and requested a delay of active duty so I could attend optometry school.”

He did just that, graduating in 1995 from Illinois College of Optometry and then serving in the Air Force, eventually adding Chief of Aerospace Optometry at the Pentagon to his accomplishments.

In 2000, he opted to enter optometric education and joined SCO as a full-time faculty member. At The Eye Center, reports Dr. Lievens, “approximately 20% of our patient base wears contact lenses. The biggest growth segment in the last two years has been in complex lens fits. Rigid lenses and combination lenses in scleral design have really opened the door to patients who previously had been unable to be successfully fit or stay in lenses.”

SELLING TECH: Those lenses represent great strides in technology. However, the most exciting advance, Dr. Lievens says, “is the focus on daily disposables. Though the U.S. has lagged behind other regions in their utilization, that has begun to change.”

What does he tell SCO students about contact lenses? “We encourage interns to recommend the newest and best technology at every examination. I would like to rid ourselves of the mantra, ‘If it isn’t broke, don’t fix it’ and take the opposite approach—it is always ‘partially broke,’” he notes. “Even if patients don’t opt to change, I would like it offered.”

WHAT’S NEXT? Dr. Lievens points to lens designs for presbyopic patients.

“Given that the baby boomer is now over 50, it is prime time to focus on this generation in the contact lens world,” he says. “They outspend all other generations, and many used to wear contacts. All it takes is a conversation to say, ‘There have been significant advances, and I believe you are once again a good candidate. Let’s give it a try.’”

Roxanne Achong-Coan, O.D.
OCOEE, FL

BACKGROUND: Dr. Achong-Coan graduated from the New England College of Optometry in 1998 and did a residency in cornea and contact lenses at Pacific University College of Optometry. “There are currently three doctors in our practice, Coan Eye Care, in Ocoee,” she says. “Our practice, which continues to grow every year, specializes in ocular disease and contact lenses.

“Approximately 30% of my practice is contact lenses or contact lens-related,” she adds. “Though about 60% of my contact lens patients wear daily replacement lenses, this is changing because of technology.”

SELLING TECH: “There are more daily disposable options available in silicone hydrogel materials with UV blocking and more breathable materials,” explains Dr. Achong-Coan, “and the lenses are also now available for the astigmatic and presbyopic patient, giving practitioners an opportunity to fit a wider population.”

The most exciting advance in the contact lens arena, she adds, “is the technology available for dailies.”

ADOPTING WHAT’S NEW: Why are new technologies so important to a practice? “Patients will never experience continual improvements in comfort and vision unless new lens technology is offered to them,” says Dr. Achong-Coan. “Feedback from patients, plus careful examination of the lens and ocular surface, are critical in assessing which new technologies are best. Even with all the clinical studies from manufacturers, the true results are those seen in your practice.”

The biggest challenge, she adds, “continues to be contact lens dropouts due to discomfort. We need to educate patients that with new technology, lenses are just as comfortable at the end of the day as in the morning. In our practice, we conclude our conversation by stressing the convenience and affordability of daily contact lenses.”