Page 15 - Essilor Experts January 2017 Update PC

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The Essilor Experts Workshops are being organized on an ongoing basis for the 2017 calendar year. The
goal is to have these events in locations that are relatively convenient for the attending customers and
their staff members

WHAT CAN I EXPECT MY STAFF TO LEARN AT THE WORKSHOP?
Workshops are focused on empowering staff with valuable tools to overcome common patient
objections, capture and keep more patients in the dispensary and build value for your practice by
increasing customer satisfaction.

Below is a general overview of the current content.
1. New Perspective
a. Your Role in Patients' Vision Care
b. Your Role in Essilor Experts, Overview of Experts
c. Hazards Impacting Vision
2. Talking Human and Reasons to Believe
a. Talking to patients about their visual solutions and how they will meet their visual needs
3. Premium and Value Product and Pricing Structure

4. Group Discussion and Activities on Handling Common Challenges in Optical

HOW ARE THE WORKSHOP LOCATIONS SELECTED?
Workshops are determined through the following three steps:

Step 1: Market Analysis
Working with the Market Analytics team we evaluate the current list of Essilor Expert contracted
customers. The evaluation is results in a segmentation focused on three components:

• Markets that have a minimum of 10 practices
• Are within 1 hour driving distance of the center of the local market

Step 2: Local Coordination
Proposed locations and dates are then communicated locally to:

• Essilor Sales teams (VS SAMS, Brand and Lab Consultants)
• Local Vision Source Administrators

Step 3: Selecting Date and Venue
The final step is to validate the date and location by:

• Coordination with local resources (VS Administrators/Essilor Sales teams)
• Negotiation with local venues/hotels

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