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Objection # 3: “Essilor doesn’t offer a rebate or dispenser incentive for Varilux® progressive lenses.”

Questions to ask:
• On a scale of 1:10, how important are product Rebates to your practice?
• Which product rebates are you using?
• What is your biggest challenge in your optical?
• What are you trying to achieve by using rebates?
• How is your current product and rebate helping you to overcome your optical challenges?
• How are you leveraging the rebate to increase profitability and patient growth in your practice?

Sales Response:

Brand Specific: “We agree that rebates can be great and provide immediate return in $$ to your
practice. However, they can be short lived and don't arm your staff with the tools they need to help
facilitate a conversation with a patient on why they should buy. There are a couple questions you
should consider; how does the rebate help your practice grow, address challenges such as
managed care revenue, capture rate, and the ever increasing competitive threats? With Varilux,
you get a patient recognized brand that drives patients to your practice. Our team can provide
support by arming your staff with the tools to help facilitate a conversation with the patient that is
different and builds value for them so you sell more and grow from the top.”

Lab Specific: “We agree that rebates can be great and provide immediate return in $$ to your
practice, but they are often a short-lived solution to increase profitability. Varilux is a recognized
consumer brand due to our current National Consumer Advertising campaign. This advertising will
drive patients into your practice asking for Varilux® which will allow you to sell the more premium
products for long-term practice growth”.

Note: Be prepared and knowledgeable regarding the various tools and offerings Essilor has that you can leverage in
place of general “rebates”.

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