BE A SUPER HERO TO YOUR CLIENTS

By Judith Lee
Those days when you feel overburdened are usually the same days when customers call with a complicated Rx or an unusual lens issue. Don’t you wish you could just call a caped superhero to swoop in and help? The truth of the matter is that lens design and technology has taken so many leaps forward that there are lens problem solvers all around this industry. From lenses that reduce distortion, to lenses for specific tasks, to premium coatings that improve vision for driving or sports, there are very few problems that can’t be solved with the right lens or lens treatment.

Now’s a great time to let your customers know about all the tools you have on hand to address their patients’ needs. Create a marketing piece entitled “The Problem Solver” to send to ECPs. Here’s how to do it:
• Make a list of common needs or complaints of eyewear users (if you don’t know them offhand, call a few ECPs and ask).
• Gather product information and photos about lenses and treatments that you offer which address these needs (request this from lens vendors or go online to lens brand web sites).
• If your lab offers its own proprietary brand of progressive lenses, AR coating or other products, this is a great place to promote them.
• With the help of a local printer, create a nice-looking printed piece that lists the problems and shows the solution next to it.
• Make sure your lab logo and contact information are included.
• Send this one or two-page “cheat sheet” to the dispenser, so he or she can just look down the list and identify the solution to request from your lab.
• Also post this list on your web site in an easy-to-find place, and promote it on Facebook and other social media.
• Update your “Problem Solver” every six months or so.

To get you started, we contacted several ECPs, and asked them to list their patients’ pet peeves. Here is a short list of problems, and examples of solutions you can offer:

Problem #1: Peripheral distortion in progressive lenses, or “swim” effect. Patients find this distortion minimizes their fields of clear vision, affects their safe mobility, and delays adaptation to a progressive lens.
Solutions: The visual performance of Varilux S lenses is actually guaranteed by market leader Essilor. Patients who have tried Varilux S lenses say they are easier to adapt to than other progressive lenses. Three new technologies offer these specific benefits:
• Reduces “swim effect” and increases stability in motion
• Improves spatial perception
• Simultaneously calculates the Rx from left and right eyes together to ensure both eyes are working together in one visual system
• Expands vision and creates edge-to-edge clarity
There are three lenses in the series, Varilux S Design, Varilux S Fit and Varilux S 4D
Another solution is the KODAK Unique DS Progressive Lens, which provides ultra-smooth power and minimizes the “swim-effect,” resulting in faster patient adaptation and improved patient satisfaction. Patients notice:
• A broad field of view in a clear distance area
• Ultra-smooth gradation of power across the surface of the lens to ease patient adaptation
• Gentle binocular balance for quick, clear object recognition
• Visual quality often compared to a single vision lens
These lenses come with a durable hard coat that is applied using a dip-coat method for optimal results, and the choice of several KODAK anti-reflective coatings are available.
 
Problem #2: Inadequate intermediate vision when wearing progressive lens for computer use. Some 10 million primary eye care examinations are provided annually because of computer vision-related complaints. The nature of progressive lens design dictates that the intermediate will be the smallest viewing zone in the lens, and many computer users find their progressives uncomfortable for sustained intermediate viewing. The best options are a dedicated computer lens or a progressive with enhanced intermediate area.
Solutions: The Shamir Office lens provides wide, clear, near and intermediate vision up to 13ft. Patients really don’t get optimal intermediate vision in bifocal, progressive or reading glasses because none of those lens types “focus” on intermediate vision, as this computer lens does.
ZEISS Individual 2 is a progressive lens available in three design options: balanced, enhanced near and enhanced intermediate. The enhanced intermediate option provides up to a 25 percent larger intermediate zone while still providing all-around performance.
KODAK MonitorView Lenses are specifically designed for work or hobbies requiring constant viewing of items close up and 15” to 30” away. Designed with a larger intermediate area perfectly placed for viewing a computer monitor, they also incorporate a wide reading area to provide comfortable viewing of source documents or the keyboard. KODAK MonitorView Lenses devote the majority of the lens to near and intermediate vision, eliminating the need to tilt your head.

Problem #3: Peripheral distortion in wrap frames. Primarily used in sunwear, wrap frames are popular and often recommended for the side UV protection they provide.
Solution: There is inherent distortion of the lens as it wraps, and this peripheral distortion is reduced by “wrap compensation” using the wrap and panto angles of the frame to calculate a slight adjustment to the prescription. Inducing a small amount of base in prism, the lab can correct the bending of light to improve the patient’s peripheral vision.

Problem #4: Extremely high minus or high plus Rx. Although this affects a small number of patients, they often are the ones who most appreciate a solution, and become the ECPs biggest fan.
Solution: Any Rx can look great with a high-index lens (1.70) such as Vision-Ease Thindex, which makes high minus/plus prescripitons look thinner, lighter and much more appealing. Thindex FSV comes standard with a super-hydro AR coating; all high-index lenses require AR, so even if a semi-finished lens is used it will get a high-quality AR coat. Thindex 1.70 in addition to being a great option for those with high plus or minus is a great high-end choice for all Rx’s, providing great optics and a thinner, lighter lens.

Problem #5: Night driving problems, including haloes around lights. Many people struggle with night vision due to specific aberrations in their eyes and/or reflected light.
Solutions: High-order wavefront aberrations are generally not detectable in a standard eye exam, because they only affect vision when the pupil is large. While spectacle lenses cannot correct these aberrations, it is possible to account for their influence on the optimal spectacle prescription, improving night vision significantly for many wearers.

Although not a lens, i.Scription by ZEISS is a system that utilizes wavefront aberrometry to provide an Rx that provides the best vision over the patient’s full range of pupil sizes. The result is sharper vision, better color vision, and/or improved night vision for the wearer.

Kodak Clean’N’CleAR and Kodak CleAR are anti-reflective lenses that greatly improve vision by allowing up to 99 percent of available light to reach the eyes. These lenses significantly reduce night-time reflections, and improve the ability to see objects in low light for safer, more comfortable night driving. Other benefits include:
• Eliminate irritating glare from artificial lighting and computers, providing less stress on your eyes and more comfortable viewing.
• Oily smudges and grime wipe away with ease.
• Protection from scratches so lenses will last longer and look better over the life of your prescription.
• Eliminate distracting reflections and glare visible to others so lenses will appear thinner and more transparent.

Problem #6: Lenses seem dirty or oily all the time, hard to clean. This has long been a complaint about AR coatings, now addressed by new formulations that are hydrophobic, oleophobic and anti-static.
Solutions: Crizal No-Glare lenses were the first premium product in this category, and are still the market leader. These lenses reduce glare and resist scratches, smudges, dust, water and oil. Other benefits include:
• Safer, more comfortable nighttime driving by reducing glare from headlights, tail lights and street lights.
• Lenses are virtually invisible to others.
• Fewer headaches and eye fatigue caused by reflections from computer screens and indoor lighting.
• Protection from damaging UV rays that comes from the sides and back of the lens.
Kodak Clean’N’CleAR contain a super-slick hydrophobic top coat with anti-static protection, sealing the lens and repelling water and dust.

Problem #7: Lenses fog up. In daily activities at home, work and play, fogged lenses can be a real bother for eyeglass wearers.
Solution: Optifog is a new breakthrough technology from Essilor with superior anti-fog properties. It has an advanced anti-fog top coat that, when combined with the Optifog Activator, provides long lasting fog free vision. The top coat and the Activator work together like Velcro. Each of their unique properties combine to create a revolutionary anti-fog solution.

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Labtalk May/June 2018