Page 21 - 2015 Best Practices of Spectacle Lens Management

Best Practices 9. Reach a decision about the spectacle lens before 11. Track and analyze the spectacle lens sales mix. At
frame selection begins. Although the appearance of a pair of the end of each quarter, the mix of spectacle Rxes dispensed by the
continued
eyeglasses is very important to patients and engages their emotions, practice should be analyzed and reviewed with the staff, including the
the functional attributes and benefits of the lenses have greater impact following lens categories:
on quality of vision, comfort and safety. When a decision about lenses is
made first, there is no possibility that the frame style will preclude a patient The average sale for spectacle lenses should be calculated quarterly and
from selecting lenses that will optimize vision, comfort and eye health. tracked over time.

10. Conduct quarterly staff meetings to review new Spectacle Lens Sales Tracking
spectacle lens products and refresh staff knowledge
of recommended lenses. With the continuous introduction of Single Vision Progressive Bifocal/Trifocal
new lens technology, it is necessary to regularly review the standard No-Glare
Non-AR
bundled packages presented to patients. It’s also helpful to review the
presentation scripts that are used to explain the benefits of different Polycarbonate
High-Index
lenses and the processes for matching patients and lenses. During
the meetings staff should share their experiences and techniques for Photochromic
presenting eyewear. Polarized

Patient This section presents methods to identify the ideal Spectacle Lens Purchaser Demographics

Profiling combination of lens features to provide the best (% of spectacle lens units by buyer characteristics)
solutions for individual patients, customized for
and Lens their vision environments, corrective requirements Age Total Single Bifocal/ Progressive
Trifocal
Vision
Lenses
and other needs. In a typical optometric practice,
Recommen- 57 percent of all spectacle lens pairs are 55 and older 35% 9% 63% 62%
purchased by patients 45 years of age or older,
dations most of whom are presbyopic. About half of 45-54 22% 14% 25% 30%
44 or younger
77%
43%
12%
8%
spectacle lenses sold are single vision, 77 percent Total 100% 100% 100% 100%
of them bought by people under 45 years of age.
Nearly all presbyopic lenses are purchased by Annual Household Income
patients 45 or older. Purchase data show that: $60,000 and over 57% 58% 47% 64%
Under $60,000 43% 42% 53% 36%
• Progressive lenses are more likely to be purchased Total 100% 100% 100% 100%
by affluent early presbyopes, compared to bifocal Source: VisionWatch, year ending December 2012
and trifocal lenses, which are purchased more by
older, retired presbyopes of more modest means.
Spectacle Lens Penetration Index
(Index 100 = Average Usage)
• No-Glare lenses are somewhat more likely to
be purchased by men, but there is no consistent No-Glare Photochromic

skew to the age of buyers. Male 105 117
Female 96 79
• Photochromic lenses are more likely to be Age
purchased by men older than 45 years of age. 18-34 103 45
35-44 89 68
Current lens usage of different demographic groups 45-54 104 103
provides little guidance on what lenses ECPs should 55 and older 101 121
recommend to individual patients. This is because
occupational and lifestyle variables should weigh Source: Jobson/VCA VisionWatch, 2009
heavily in recommendations, and some lens types
are not appropriate for all patients with particular Need Assessment During Eye Exams
corrective needs. Jobson consumer surveys show (% of independent ECP patients who were asked about...)
that many independent ECPs do not adequately
profile their patients to make the most appropriate Current vision problems 90%
eyewear recommendations. Only about half of Avocational vision needs 53%
adults receiving eye exams from independent ECPs Occupational vision needs 47%
report being asked about their occupational or Source: Jobson Optical Research, 2012 Adult Consumer Eye Exam Experience
avocation vision needs.

Best Practices of Spectacle Lens Management 2015 21