TrendSpotting
THE BIGGEST TRENDS + NEWS YOU CAN USE

Bigger IS BETTER This Spring

Trend expert Mary Alice Stephenson says "Go Big or Go Home" when it comes to eyewear that will crush it at the cash register this upcoming spring season. Do you have the season’s big, bold, and best hot-off-the-runway trend planned into your frame assortment?

Stephenson dishes on the big details here:

BIG—AND BIGGER: Eyewear that goes to the extreme—much like the over-the-top clothing sent down Spring 2016 runways—is the must-have look of the season. From crystals and crazy textures to funky patterns, eclectic details turn up the volume.

ODDBALL SHAPES: Surrealism prevails. Shields and glasses that cover the entire face deliver the meta factor.

BEJEWELED: In this age of facial jewelry, eyewear gets in on the action with sequins, beads, crystals, and mother of pearl.

ELTON JOHN CRED: Kitsch is alive and well in eyewear and apparel—and consumers are buying it. Look-at-me glasses, in grandiose silhouettes like extreme abstracts, are the name of the game.

Information courtesy of MIDO, mido.com.
Mary Alice Stephenson is a world-renowned fashion and beauty expert, style commentator, humanitarian, and the founder and force behind GLAM4GOOD, an organization that promotes positive social change through style. As a style commentator, Stephenson is regularly featured as an expert on The Dr. Oz Show, Rachael Ray, Good Morning America, The Today Show, and Oprah.

3 BIG Contact Lens Trends to Know

EB’s inaugural CL survey results will help you set your course

According to recent research by Eyecare Business, 43% of ECPs’ business is contact lens patient-related, with a full 29% of gross revenue derived from contact lens sales.

Are you devoting enough attention to your contact lens business—in the right areas? How do your numbers compare with those of your peers?

Get some answers from our November 2015 survey of ECPs, which shows that while business is up, many of you expect it to get even better in the coming months.

›› GOING UP

77% of respondents have seen an upward trend in overall sales of contact lenses over the past year, the majority (61%) saw between 1% and 9% in growth, and 62% expect the same growth in the coming 12 months.

›› ONLINE COMPETITION

A vast majority (92%) of ECPs surveyed say that online sales of contact lenses have affected their business at some level. Nearly half (48%) are charging less for lenses to combat online sales, while 24% are charging more, and many are price matching.

›› BIGGEST CUSTOMER

Millennials (patients aged 18-35) represented the largest category of contact lens wearers by age group.

WHERE YOU ARE

Percentage of contact lens business by category

WHERE YOU’RE GOING

Anticipated growth potential by category over the next year

{ REWARDING INNOVATION }

A look at 3 industry pros with award-winning sales strategies

The Innovation Awards, a celebration that honors ECPs who have achieved great success in patient education and promotion of Transitions lenses, is a highlight of the annual Transitions Academy conference, scheduled for Feb. 3-6 in Orlando, FL. It shines the spotlight on ECPs, labs, and other optical professionals who are finding innovative ways to grow their business with lens sales.

Here, we look at three of the finalists who are being honored as brand ambassadors for Transitions lenses—and learn about their strategies for growth.

ERIC WHITE, O.D.
Owner, Complete Family Vision Care, San Diego, CA

Dr. White views other practices as colleagues, and makes it a priority to teach others the secrets to his success. By sharing his techniques at lectures, he has helped many offices grow their practices by sharing pearls of wisdom and simple techniques for prescribing Transitions lenses “from the chair.”

His practice also displays various point-of-sale materials throughout the office, including a brand banner and window dressing outside. He has inspired many eyecare professionals through his lectures and mentoring—and many reach out to tell him that his advice has made a positive impact on their businesses.

Eric White, O.D.

GEORGE THOMAS
Territory Director, Visionworks, Chicago, IL

Thomas leads by example and encourages his team to always think about the patient’s “total solution” by staying focused on patient needs and offering the best solutions for them. Because Thomas believes Transitions lenses help patients adapt more efficiently and consistently to the fast-paced society we live in, he teaches his territory to lead with Transitions lenses when discussing eyewear options.

Thomas is seen as a coach and mentor—and even holds workshops with under-performing associates, incorporating one-on-one role-playing with anyone who would like to improve their skill set.

George Thomas

RACHEL HILL
Optician and Owner, Personal Optical, Ontario, Canada

Using the practice’s mobile service, Hill and the Personal Optical staff provide eye health education to people of all ages, including visiting senior homes and schools. When Hill began training for a 10k running race, she quickly saw her hobby as an opportunity to educate more people on Transitions lenses.

When she started running at dusk, she saw other runners carry two separate pairs of glasses to accommodate for sunset. Hill started recommending Transitions lenses to her fellow runners, and showed them that one pair of Transitions lenses would be a great addition to their sport.

Rachel Hill

On the Town

Optical gets out and about

A NIGHT AT THE CINEMA

Salvatore Ferragamo celebrated the culmination of its 100 Years 100 Days digital cycle last month with a live interactive event highlighting the luxury Italian House’s century-long ties to cinema—and honoring its founder’s pioneering spirit. Guests, including celebrities such as Julianne Moore, Michelle Monaghan, and Dree Hemingway, enjoyed a wealth of movie sets from throughout the years at the pop-up fantasy world of Gancio Studios in New York City. Ferragamo’s debut Signature eyewear from Marchon and timepiece collections were also on display. Launched in September, 100 Years 100 Days is a digital platform celebrating the 100-year parallel stories of both Salvatore Ferragamo and Hollywood. Visit icons.ferragamo.com.

Marchon CEO and president Claudio Gottardi and Oscar-winning actress Julianne Moore

Marchon’s Ferragamo sunwear adorned the beach scene film set

VISION ON TOUR

The Essilor Vision Foundation (EVF) Mobile Vision Clinic Road Tour stopped at the Chester Community Charter School, in Chester, PA, where volunteers provided exams and glasses to 100 students. The event—Mary Lou’s Kids—was made possible through funding received in memory of Mary Lou Maguire, a long-time Essilor employee and EVF supporter who passed away in 2014. To learn more: essilorvisionfoundation.org.

Volunteers pause for a quick photo between screenings

ENVISIONING A DIFFERENCE

Envision’s 2015 Annual Gala honored the achievements of several blind and visually impaired individuals and the efforts of others who have worked on behalf of such individuals. The annual “Evening With Envision” helped the organization raise $322,000 toward its mission of advocacy and independence for those who are blind or visually impaired. Among those honored was Kendall Krug, O.D., an optometrist in private practice who received the Envision Visionary Award. For information on the organization and its awards, see envisionus.com.

From left: Envision’s president and CEO Michael J. Monteferrante, Kendall Krug, O.D., and Sal Giunta, Presidential Medal of Honor recipient and contractor to Envision assisting with government and military affairs