Page 19 - 2015 Best Practices of Spectacle Lens Management

Best Practices To Upgrade Lens Mix
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1. Script an explanation to patients with vision type need not be discussed at this point. Prefacing lens recommendations
insurance that plan allowances cover only the with the words “I prescribe…” also helps to link the recommendation to
most basic pair of eyeglasses. Confusion about eyewear exam findings and needs assessments.
Best insurance allowances occurs at two levels. First, many patients do
Practices not know the specifics of their coverage, which change from year to 4. Assumptively recommend lens materials, as
year. Second, they may assume that the allowance should cover the outlined below:
total cost of a high-quality, technologically-current pair of glasses. • Avoid presenting a menu of lens material options to patients.
Well-managed practices make a habit of asking patients about Patients look to you as an expert in lenses and will accept your
their insurance plans as appointments are booked, then confirm recommendation without question.
the allowances before patients arrive at the office. As each patient • Use polycarbonate as the standard lens material. There is no good
arrives, he or she is informed of the current allowances. As this is rationale for use of CR39 materials in any prescription. The added
done, the receptionist might say: cost to patients of polycarbonate is insignificant (usually $20 to
$25 at retail) and is readily justified by its impact resistance (up
“Your coverage pays for an exam and a very basic pair of eyeglasses, to ten times that of other traditional plastics), its lighter weight
but it can be used to greatly reduce the cost of eyeglasses offering and thinness (25 percent less) and its 100 percent UV absorption.
much better performance, which most of our patients prefer to wear.” UV protection should be a standard feature of all spectacle lenses
prescribed.
“Your insurance will pay much of the cost of a pair of glasses • Prescribe high-index materials to patients with these characteristics:
with lenses and frames providing the best performance—the kind ° Desire rimless lenses: use 1.60 refractive index lenses.
you’re most likely to be happy with.” ° Add a patient’s spherical correction power to his or her cylinder
power requirement. When the sum is greater than 4.00D,
“Your insurance will greatly reduce the cost of your primary pair of then a high-index lens is indicated, because it is likely to be
eyeglasses and make it much easier to afford a pair of computer noticeably lighter and more comfortable for these patients. This
glasses (or polarized sunwear, etc.) that will make your daily work is particularly a benefit when the astigmatism component is in
a lot more comfortable.” the horizontal meridian. Use lenses with 1.67 refractive index
for patients with a sum in the 4.00D to 7.50D range, and 1.74
These explanations create the expectation that there will be an lenses for patients with a sum of 8.00D or higher.
outlay, before recommendations and decisions are made. ° For highly complex prescriptions that are likely to be thicker and
heavier lenses, use 1.74 lenses.
2. Have the doctor and staff wear high-performance • Explain the comfort and appearance benefits as you prescribe
spectacle lenses. Patients are more likely to appreciate the a high-index lens. Assume the patient’s acceptance of your
value of high-performance lenses when they observe them being recommendation.
worn by experts who dispense eyeglasses to dozens of people every • Explain that No-Glare treatment is a standard feature of high-index
week. When the doctor and staff wear No-Glare lenses, an effective lenses because these lenses reflect more light.
demonstration aid of the No-Glare and no-reflection benefits is readily
at hand. Staff will be more comfortable discussing high-performance 5. Recommend progressive lenses to all presbyopes.
lenses if they personally experience the benefits. Technologically advanced progressive lens designs have virtually
eliminated the accommodation problems sometimes encountered
3. Doctor makes a personalized recommendation with traditional PAL designs. This has removed any remaining
about the lenses that will offer the best performance functional reason to dispense bifocal and trifocal lenses. Current
to each patient at conclusion of the eye exam. bifocal wearers may have tried PALs in the past and been
Recommending a specific lens type is much more powerful than merely disappointed. Every bifocal wearer should be educated about the
listing a menu of options and letting the patient decide. After a brief recent design advances and encouraged to upgrade their vision and
recap of exam findings and what has been learned about a patient’s the appearance of their eyewear.
daily vision requirements and vision problems, the doctor should
make a specific lens recommendation to each patient. This should be
prefaced with the words “I recommend…” which signals to patients
that the doctor is personally invested in the advice being offered. A
brief synopsis of the benefits of the recommended lens type should be
given, relating the benefits to what was learned about patients’ daily
vision environments, vision problems and corrective needs. (See Patient
Profiling and Lens Recommendations.) Pricing of the recommended lens

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