Page 12 - NSM Pre-Work

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Managed Care

Key Managed Care Message:
Accounts benefit by utilizing Varilux® progressive lenses for their Managed Care patients. The technological superiority of
the products, and ability to simplify the available offerings, provides the ECP an opportunity to maximize their patients’
Managed Care benefits while increasing their practice profitability.

As you close your sales call, it’s important to remind the ECP of these key Managed Care opportunities:

• There are Varilux products in the majority of Managed Care PAL categories, so work with ECPs to build a portfolio
with Varilux designs in the categories they utilize most often to ensure they are streamlining their breadth of PAL
offerings, delivering a unique technology selling message, and maximizing their patient capture and revenue
opportunities.

• Leverage Managed Care as an opportunity to move patients into newer Varilux designs with low or no
corresponding increase in patient out-of-pocket costs; this conversion will naturally carry over into their private pay
business and cause an even greater revenue impact.

• Emphasize Varilux technological superiority compared to other products in the same categories to emphasize the
incredible value Managed Care patients receive on these products.

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