Page 27 - 2015 Best Practices of Spectacle Lens Management

Best Practices light-heartedly suggests that each patient
be asked: “Would you like lenses with or Patients’ Reasons for Choosing Lenses with
continued
without glare?” No-Glare Treatments (% of No-Glare lens buyers)

As recommendations are made, reference should To end glare 58%
be made to the vision needs or problems that To prevent reflections 42%
To improve night vision
patients have reported, which are the rationale To reduce eye fatigue 36%
31%
for the recommendation. This will minimize To improve overall vision by
patient perceptions that lens recommendations letting more light through 27%
are motivated mainly by a desire to sell more
Source: Essilor Eyeglass AR Research, 2008
costly eyewear. Below are examples of effective
product recommendations.

Spectacle Lens Presentations Scripts

Progressive lenses Photochromic lenses
Early presbyopes: “I recommend progressive lenses that offer excellent “I recommend lenses that are clear inside but darken automatically
near and far vision, and also good intermediate vision, that avoid eye when you go outdoors to people like you who are frequently in and
strain and back and neck aches when you use a computer. Progressive out of doors during the day. With these lenses you never have to switch
lenses have no lines between the vision zones, so they never advertise glasses in different light conditions, so you will always enjoy comfortable
your age.” Bifocal/trifocal wearers: “I recommend progressive lenses to vision without any squinting. They also block harmful UV rays.”
my patients who wear bifocals. These lenses can now be customized to “Your son spends a lot of time outdoors and would benefit from lenses
your unique vision needs. They are great for people who use computers, that are clear inside but automatically darken outdoors. That way he
because unlike bifocal lenses that just correct for close-up and distance, doesn’t have to look after two pairs of glasses, and he gets protection
progressive lenses also provide correction for the intermediate viewing from harmful UV rays when in intense sunlight.”
distance as you look at the computer screen. With progressives, there’s
no jump in image as your eyes move to look from far to near.” Polarized lenses
“Because you spend so much time in sunlight, I recommend that in
No-Glare (anti-reflective) lenses addition to your pair of glasses for inside, you also have a pair of outside
“I recommend No-Glare lenses to all my patients. You won’t be glasses. The polarized lenses I recommend for outside will greatly reduce
bothered by glare while driving at night, and you’ll find them much the strong glare you experience in sunlight and will block all the harmful
more comfortable viewing a computer screen. Because these lenses are UV rays. You’ll see things better with less color distortion and experience
nearly invisible, people will see your eyes and not a lot of reflections off a lot less eye strain.”
your glasses.”
“Because you’re in the car so much during the day, I recommend that
High-index, “thin & light” lenses in addition to your pair of eyeglasses for inside, your have a pair for
“I recommend that your glasses be made with the most advanced driving. The polarized sunglasses I recommend will greatly reduce strong
plastic that is lighter in weight and transmits light more efficiently so glare from sunlight, which will actually make driving safer by improving
your glasses can have a thinner profile. This will make your glasses more your reaction time and depth perception. Ordinary tinted prescription
attractive and more comfortable.” sunglasses don’t do this as well.”

6. Install a lens demonstration center to showcase the latest spectacle lens introductions.
Product demonstrations are very effective when presenting No-Glare, high-index, photochromic and polarized lenses. Assemble presentation
aids supplied by major lens companies in an area in the dispensary to facilitate simple presentations.

7. Install a digital eyewear fitting station.
A digital measuring device such as the VisiOffice from Essilor is an effective way to demonstrate the technological superiority of the new digitally
surfaced free-form lenses. As of early 2014, some 42 percent of independent ECPs had a digital measuring device in use.

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