There was a time when anti-reflective coatings had a bad rep.

Patients, who were initially excited about getting the benefits of reduced reflection, were soon frustrated by coatings that scratched or peeled, as well as the inability to properly clean their lenses.

Not anymore. Today’s AR coatings have come a long way from the issues that used to plague the lens treatment, and many even deliver new benefits like blue light protection.

“Previously there were problems with the clean-ability and durability of AR-coated lenses,” explains James Vann, O.D., owner of VisionArts Eyecare Center in Fulton, MO. “These days, the better AR lenses are hydrophobic and oleophobic, which has greatly improved the cleaning issue. In addition, the better AR treatments are now molecularly bonded to the lens rather than being sprayed or dipped on. The old coatings typically lasted a year or less before they began to deteriorate. Modern AR lenses have a much longer life, and many of the brands are even backed by a lifetime warranty.”

As a result, both eyecare providers and patients are reaping the benefits of AR. The proof is in the numbers.

AR sales remained at a steady pace throughout 2016, according to the VisionWatch Eyewear U.S. Study conducted by The Vision Council. An average of 30% of all lens pairs sold over the past year had AR coating.

Show, and Tell.

Showing is oftentimes better than telling when explaining benefits. “We use AR-coated demo lenses in Cutler and Gross optical frames,” says Marie Wilkinson, design director and lens expert for Cutler and Gross, the U.K.-based luxury brand. “These are an excellent way of demonstrating the finished look of the glasses for the client.”

Coating, With Benefits

Sure, AR is going to improve how patients see, but looks matter and are an easy way to begin the conversation about the coating’s benefits. “Some patients choose AR lenses for aesthetic purposes alone,” says Dr. Vann. “We make sure we touch on all of the benefits of nonglare lenses with each patient.”

The message is getting out. In fact, many patients choose to pay extra for AR because they know it will prevent reflection from behind their lenses—a full 37% are willing to pay more for AR, according to the VisionWatch survey.

However, beyond looks, several other AR benefits resonate with patients.

“I think the improved durability is the most impressive attribute for our patients,” notes Marie Wilkinson, design director and lens expert for Cutler and Gross, the U.K.-based luxury brand, which has optical shops in New York, Los Angeles, Toronto, and across England.

“The blue light protection and reduced eye fatigue while using electronics would probably be the biggest one that resonates with my patients,” says Dr. Vann. “But there are many patients who purchase it for better vision while driving at night.”

Framing the benefits in a way that speaks to patients can be a real asset. “Comparisons with the coatings on the lenses of their favorite camera brand are a good way of explaining the technical advantages of coated lenses,” says Wilkinson. “Also, the minimal appearance of the lenses that does not detract from the aesthetic of the frame they have chosen.”

Two Success Stories

Seeing is truly believing when it comes to AR coating. Once patients understand how they can benefit from this lens add-on, everyone becomes a winner when their vision is improved.

Success Story #1: “In a community where we have quite a few farmers and other blue-collar workers who rejected the old AR, we honestly have more success stories with modern AR than we can count,” says Dr. Vann. “One that springs to mind, though, is one particular patient who has struggled with migraine headaches most of her adult life. By keeping the same prescription and adding Crizal Prevencia, her migraine problem has been completely resolved.”

Success Story #2: “Another great success story was a patient who had completely quit driving after dark because he was so sensitive to the glare from on-coming headlights,” he adds. “By putting him in Crizal Sapphire, we solved the issue and he is able to drive at night again.”

Adds Wilkinson, “I think the success of dispensing AR is convincing the patient that the coating is an essential part to the lens and integral to visual comfort and overall satisfaction.”

It also helps to walk the walk. Dr. Vann’s staff members all have AR coating on the lenses of their own eyewear. “Our primary AR displays are the glasses that each of our staff members wear,” he says. “That said, we do also use a butterfly box from time to time. For the skeptics, this is a fun and effective demonstration of the clarity AR lenses provide.”

James Vann, O.D., owner of VisionArts Eyecare Center in Fulton, MO