PRODUCT CATEGORY:

SPECTACLE LENSES

CATEGORY EXPERT:
Michael C. Vitale, ABOM, senior technical director & Lens Division liaison, The Vision Council

2018 PREDICTION

With the continued growth of free-form design and processing capabilities, the ability to design and produce custom lenses allows dispensers to create unique lens products for each individual.

FILTERING

We will continue to see growth in the blue light area as well as in filtering technology that meets specific needs—such as filters to assist people with specific color blindness needs.

MILLENNIAL IMPACT

They aren’t necessarily changing the lens landscape yet, but they are driving the online market for eyewear sales as well as the market for “enhanced” single-vision lens designs. They’re also the most interested audience for the latest free-form design technology.

BIG BUSINESS TIP

Effective retailing strategy is required for selling eyewear. In order to retain customers, ECPs will need to provide a service level that cannot be matched by online retailers.

KEY NUMBER

27% of lens retail sales were rung up by optical chains in the 12 months ending June 30—versus 53.9% by independents, per The Vision Council's June 2017 Consumer Barometer.

PRODUCT CATEGORY:

OPTICAL FRAMES

CATEGORY EXPERT:
Patti Thomas, director of Retail Operations (retired), Northeastern Eye Institute, Scranton, PA

2018 PREDICTION

More interest among all ages in luxury and high-end frames with crystals, glitter, and jewels. Less segmentation by age—selling the same cat-eye to a 75-year-old woman and a 25-year-old millennial. Same for men…whether it’s blue, the new black…or the double bar.

MATERIALS

We are seeing lots of marbled zyls…marbled tortoise, ombres, too. We’re buying more rose gold. It’s softer and very flattering on any face. Also, zyl with metal behind it. All in a mix of bolder looks and lighter-weight ones, too.

SHAPES

Larger round. Aviators. Double bars. Vintage looks/iconic throwbacks. Cat-eye. Also, the flat sunglass look.

COLORS

Nude and blush…they make a great statement. Also, crystal fronts with colored zyl temples. Color in tortoise is a nice twist on tradition. Fun and vibrant colors will continue to be very popular with millennials. For women, lots of color. For men, blue.

KEY NUMBER

53% of frame revenue is rung up by independents, says The Vision Council's June Consumer Barometer. That number continues to rise.

BIG BUSINESS TIP

“Suggest two final frames instead of just one. We’d sometimes have two opticians work with a patient. That additional feedback and professional opinion increases confidence in making a double purchase.”

PRODUCT CATEGORY:

CONTACT LENSES

CATEGORY EXPERT:
Edward S. Bennett, O.D., M.S.Ed, F.A.A.O, F.S.L.S, chair, AOA Contact Lens and Cornea Section, and professor at University of Missouri, St. Louis College of Optometry

2018 PREDICTION

Scleral lenses have continued to experience the greatest growth. ECPs increasingly use them as the lens of choice for irregular cornea and moderate dry eye. They will continue gaining traction with healthy (i.e., presbyopic and astigmatic) eye patients as well.

CATEGORY DRIVERS

Technology will drive the future with the opportunity for virtual fitting and troubleshooting of specialty lenses. Myopia control will explode within the coming five years due to advancements in soft lens design to complement the expected FDA approval of overnight orthokeratology.

DEMOGRAPHICS

Gen X will have an impact on the presbyopic contact lens population. They’re perfect for multifocal lenses as they are active, resourceful, open to new things, and—in many cases—already contact lens wearers.

KEY NUMBER

Contact lens sales saw a 3.1% increase in sales for the year ending June 30. That represents the biggest percentage increase in annual sales of any category.

BIG BUSINESS TIP

“Have a discussion with your non-contact-lens patients annually about all their vision options, including contacts. You never know how their lives may have changed. Plus, presenting all the options will instill confidence.” —Shalu Pai, chair-elect, AOA Contact Lens and Cornea Section

LAB + LENS PROCESSING

Thanks to Steve Sutherlin and Paul Wade, both division liaisons at The Vision Council, for sharing their insights.

PREDICTION.
Watch for high-quality, lower-cost coating equipment for lower-volume locations.

REAL TIME.
Systems that allow lab managers to monitor processes on a real-time basis allow labs to identify issues and conduct maintenance without spoiling lenses. The result? Better performance, faster turnaround, and happier patients.

USER-FRIENDLY.
Increasingly sophisticated, equipment is also becoming more operator-friendly. Digital optics has enhanced the ability to produce more sophisticated designs without requiring more space.

INSPECTION.
There is also significant effort on new inspection technology to ensure direct-surfaced designs are produced to consistent standards.

COOPERATION.
Third-party reimbursements will continue to be squeezed, so ECPs and labs will need to work hand in hand to find greater efficiencies.