eye care professional magazine - october 2015 issue
DESCRIPTION
Eye Care Professional Magazine - October 2015 Issue (Autumn's Affordable Eyewear and Sun wear), Updating Your Dispensary Decor. Advanced Lens Coatings and much more.TRANSCRIPT
// DRIVESAFEMADE BY ZEISS
To learn more visit www.zeiss.com/DriveSafe
Better vision in low light conditions. Glare reduction that targets today’s
high-intensity headlights.
Clearer viewing of the dashboard,
mirrors, and road.
1 2 3
©2015 Carl Zeiss Vision Inc. DriveSafe products are designed and manufactured using Carl Zeiss Vision technology. US patent 6,089,713. Other patents pending. Rev. 10/15
NEW!ZEISSDriveSafe
More than two thirds of your patients may suffer from stress while driving, including challenges
with vision. Help alleviate their stress with a new all-day lens solution – ZEISS DriveSafe.
October 2015 • Volume 9, Issue 86 • www.ECPmag.com
AUTUMN’S AFFORDABLE FRAMES / page 14 • UPDATING YOUR DISPENSARY DÉCOR / page 20
cover1015.indd 1 10/6/15 6:52 PM
ONEHUNDRED
Y E A R S
C E L E B R A T I N G
After 100 years in the optical industry,
we remain dedicated to enriching the lives
of our customers, our employees and
the communities that we serve through
better vision. With our common
commitment to service, innovation and
a focus on the success of our customers,
we will continue to help the eye care
industry grow and your business prosper.
Thank you for your partnership.
Here’s to the next 100!
Ads.indd 1 8/27/15 6:26 PM
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Vol. 9 — Issue 86
CONTENTSOCT 2015
20Dispensary Layout and DécorIt doesn’t cost an arm and a leg to refresh a lack luster
dispensary to make it more appealing and proftable.Beth Carlock, OD
26 AR and HEV OptionsLens coating offerings are plenty, but how do ECP’s know
which to choose? We highlight some of the newest choices. Judy Canty, LDO
30 When Physics Meets FashionUnderstanding the difference between lens options can aid
opticians in making smarter choices for their patients.Sam Winnegrad, MBA, LDO
32Moving On Up!How to make yourself stand out above the rest and get
noticed for that overlooked promotion in the workplace.Anthony Record, ABO/NCLE, RDO
36Eyeglasses For Those in NeedInterview with New Eyes, a non-proft organization that
provides corrective eyewear to people all around the world. Lynnette Blanton, Publisher/Editor
40Diagnosis and Management of GlaucomaYour patients need to be educated on the many different
aspects and types of Glaucoma that exist today. Jason Smith, OD, MS
46 Independent Book Stores are Dead? Not at all, they popping up and getting creative with unique
social media marketing ideas to differentiate themselves.James Magay, RDO
Zeiss
800-358-8258
www.Zeiss.com/lenses
On The Cover
20 36
Autumn’s Afordable and Stylish EyewearConveying on-trend designs for modern day men and women,
wanting style and fashion in their eyewear selection. by ECP Staff
OCT_TOC.indd 1 10/7/15 10:01 AM
Vision Expo West
The place to be for everyone in the eyecare industry
Vision Expo West is in the past and what a great show it was! The vast
offerings of education, products, trends and solutions at International Vision
Expo West helps to keep us all informed and updated on the best practices for
the industry. For the ECP’s it keeps you all updated to provide the best care
and treatment of your patients.
Just to recap on some of the show highlights— On the frames side, the
trends I saw were magnificent pops of color, exaggerated and unusual shapes,
retro detailing and the inclusion of many natural materials such as wood,
leather, horn, etc. This fall season looks brilliant and is definitely focused on
bringing out the fashionista for both men and women alike.
The weather was simply perfect in Las Vegas and the show floor had a
steady stream of traffic. Many exhibitors that I spoke with stated that the
attendees were serious and not just there for browsing.
It was great to engage with everyone at the events—from the OD’s on
Facebook party, the Adidas Performance Rx kickoff launch, the OWA Annual
Networking and Raffle Event to the Marchon Party at the Paris Hotel pool
just to name a few.
Congratulations to Bill Heffner, FEA Industries pictured above 3rd
from right in the top left photo for receiving the award for
website of the year at Vision Monday’s Labapalooza.
Lynnette Blanton
Editor & Publisher
Vision Expo West
The place to be for everyone in the eyecare industry
EDITORIAL OFFICES
4600 Grandview Avenue, Bensalem, PA 19020
Phone: 215-702-0625 • Fax: 215-702-0629
EDITOR/PUBLISHER
Lynnette Blanton
SR. PRODUCTION/GRAPHICS DESIGN
Bruce Drob
CONTRIBUTORS
Mary Armstrong, Judy Canty, Pamela Capaldi,
Beth Carlock, Renee Jacobs, Jim Magay, Corrie Pelc,
Anthony Record, John Seegers, Jason Smith, Sam Winnegrad
EYECARE PROFESSIONAL MAGAZINE
published monthly by ECP, LLC.
Volume 9 Number 86
EYECARE PROFESSIONAL MAGAZINE
ECP, LLC makes no warranty of any kind, either expressed,
or implied, with regard to the material contained herein.
No reproduction of printed materials is permitted without the consent
of the publisher of EyeCare Professional Magazine, ECP, LLC.
ECP, LLC is not responsible for any errors and omissions, typographical,
clerical and otherwise. The possibility of errors does exist with respect
to anything printed herein.
It shall not be construed that ECP, LLC. endorses, promotes, subsidizes,
advocates or is an agent or representative for any of the products,
services or individuals in this publication.
For Back Issues and Reprints – Contact Lynnette Blanton,
Publisher/Editor at 215-702-0625 or by email at [email protected].
For subscription changes, email: [email protected].
Opinions expressed in editorial submissions contributed to EyeCare
Professional Magazine, ECP, LLC are those of the individual writers
exclusively and do not necessarily reflect the opinions of EyeCare
Professional Magazine, ECP, LLC its staff, its advertisers, or its readership.
EyeCare Professional Magazine, ECP, LLC assume no responsibility toward
independently contributed editorial submissions or any typographical errors,
mistakes, misprints, or missing information within advertising copy.
Advertising Information Call: 844-384-2181
Scan this barcode with your smartphone to go to our website.
FROM THE EDITOR
SINCE 1994
The Publication with a Voice... The Conversation Starts Here.
Visit www.ecpmag.com to view digital versions of each of our editions.
Cou
rtes
y /
Visi
on M
onda
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Photographika Las Vegas©
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OCT2015_editor.indd 2 10/6/15 6:59 PM
Learn more at X-CelOptical.com
©2015 X-Cel Optical Company, all rights reserved. Trivex is a registered trademark of PPG Industries. Transitions and the swirl are registered trademarks and Transitions Signature is a trademark of Transitions Optical, Inc.
©2015 Transitions Optical, Inc. Photochromic performance is infuenced by temperature, UV exposure and lens material.
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With insurance today, your patients’ choices in
eyeglass frames and lens treatments are often restricted
for the first pair. Ofering afordable second and third
pairs of glasses has become a challenge due to price.
Many patients have varied life styles that the first pair
does not always satisfy. Being able to ofer sunwear
or special application lenses such as computer
and other lifestyle eyewear is essential to
maintaining a healthy bottom line. The
use of frame and lens packages allows
for the multiple pair sale resulting
in increased patient satisfaction
(retention) and a better bottom line.
This is where you can use these
types of frame and lens packages to
your advantage. The package allows
you to present a second and third pair
as being discounted or ‘special price’, thus
making it more attractive to the patient. Many
patients need to be educated about what is available to
enhance their lifestyle. Packages that include free-form
lenses are the best. These packages allow you to ofer
virtually any type of lens tailored to the patient’s unique
activity. One lab’s frame and lens program includes over
12 diferent free-form designs that meets virtually all
your patient lifestyles, while maintaining an afordable
price for both you and your patient. The more modern
frame and lens programs also include all the treatments
(Anti-reflective coating, Photochromics, UV & Blue Light
protection, etc.) and multiple lens designs - not just clear
single vision lenses in a frame.
These types of packages can also make service
and turn-around much easier, enabling you to
deliver complete jobs to your patients faster
than normal. The way these programs
work is that your lab provides the
frame, and deals with edging and
mounting. Once you order it, the
only other thing you have to do is
dispense it. That makes it an even
better investment for you, the ECP,
as you don’t have to invest a lot of
your time or efort in shipping frames
or edging the lenses yourself.
It can be beneficial to ask your lab(s) if
they have this kind of a program that you can use for
your more budget-conscious customers. If you can ofer
them a good selection at reasonable prices, then you
create an additional sense of value in your customer’s
mind. It becomes more attractive for
them to come back to your practice, as
opposed to going to whoever happens
to accept their insurance.
AFFORDABLE EYEWEAR:FRAME AND LENS PACKAGES
Your monthly overview of
optical lens and coating technology
Many patients
need to be educated
about what is
available to enhance
their lifestyle.
www.feaind.com
800.327.2002
Written by Bill Hefner IV.
FEA Industries, Inc.
About Bill Hefner IV
Bill Hefner IV – or “Otherbill” currently heads up Lens Technology at FEA. His education includes a bachelors degree
in Information Technology and another bachelors degree in Business Administration, both from Drexel University .
Bill also holds a master’s degree in Software Engineering from The University of the West of England. Named as one
of the top 35 up-and-coming professionals in the optical field by Optical Lab Products Magazine, Bill is dedicated to
ensuring that FEA Industries is always focused on technology.
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happiness is…cash-back rewards!
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Valid only on orders placed with FEA Industries. Available only to current accounts in good standing. Cash back reward is per pair of lenses of the
specified type. Cash back program requires separate sign up, and any rewards are calculated from the date of program sign up.
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THE NEXT STEP IN
THE DIGITAL LENS
REVOLUTION
How returning to fundamental optical theory yielded the latest advancement in vision care
Base Curve BasicsWhen the power of a lens is paired with its
ideal base curve, the wearer enjoys clearer
vision, with minimal oblique astigmatism.
In a single vision lens, there is one power,
so it‘s easy to choose the ideal base curve
for the prescription.
However, in a progressive lens, the dis
tance zone power calls for a lower (fatter)
base curve, while the near zone power
calls for a higher (steeper) base curve. In
traditional molded frontside progressive
lenses, the varying base curve is built
into the design.
Nowadays, modern digital lens technology
allows labs to create progressive lenses
out of singlevision lens blanks. But this
means the various powers must share a
single base curve, one that may not be
ideal for all zones.
The new Camber lens ofers an elegant
solution that represents the next step
in digital prog ressive lens technology.
Front Surface InnovationCamber lens technology, developed
by Younger Optics in partnership with
Indizen Optical Technologies (IOT),
introduces a new front surface innovation
known as the VBC (variable base curve),
which provides the signifcant advantage
of an optically ideal base curve for all
viewing zones.
Each Camber lens blank comes from a
section of the “Elephant’s Trunk” curve,
creating a unique, patented VBC front
surface that continually increases in
diopter from top to bottom.
This improved front surface profle gives
each viewing zone a base curve that is
wellsuited to its function.
This totally new VBC front surface,
unique to Camber lenses, provides
benefts to wearers in all zones. Wearers
enjoy noticeably increased acuity in the
periphery of the distance zone, as well as
a reading area that is more comfortable
and easier to fnd with the eye.
Elephant‘s Trunk Curve
The Camber lens blank has a unique,
continuously increasing base curve,
ideal for the increasing power profle
of digital progressive lenses.
Learn more at camberlens.com
Ads.indd 2 10/2/15 2:06 PM
Camber is a trademark of Younger Mfg. Co.
Merging Complex CurvesCamber lenses offer stateoftheart,
digital designs which are calculated to
operate in mutual accord with the unique
Camber lens blank.
The VBC front surface is combined with
a sophisticated backside digital design ;
both surfaces work together to become
the patented Camber fnished lens.
The Rx Design Computation is further
enhanced, when desired, by a complete set
of individualization parameters that take
into consideration the unique attributes
of the frame and the preferences of the
wearer. The result is a fnished lens that
is comprehensively customized for each
individual patient.
Where to OrderLenses with Camber technology are now
available from select labs (listed right). For
an uptodate list of Camberauthorized
labs, visit camberlens.com/labs.
Benefts to Patients
• Dramatic reduction of oblique
astigmatism in all visual zones
• Full individualization and customization
available according to prescription,
lifestyle and frame choice
• Increased magnifcation in reading zone
• Increased area of the reading zone
• Reading zone easier to fnd*
• Improved distance vision
• Improved cosmetic appearance on
some Rx‘s due to fatter lens curvature
• Easier adaptation for most wearers*
• Wearer trial shows most wearers prefer
lenses with Camber technology*
*Compared to same lens design without Camber
technology. Wearer study available upon request.
Camber Lens Blank
From the top of the lens blank to the bottom, the base curve increases up to
three diopters. This VBC (variable base curve) ofers distinct advantages over
digital progressive lenses made from a single vision lens blank.
5.5 D
6.0 D
6.5 D
7.5 D
8.5 D
+30mm
+15mm
+0mm
-15mm
-30mm
What makes Camber lenses diferent from other digital lenses?
Central Carolina Optical
(800) 324-4233
CFC Labs — CANADA
(902) 481-4767
Cherry Optical, Inc.
(800) 469-4211
Digital Eye Lab
A Division of ABB Optical Group
(866) 866-8673
Expert Optics, Inc.
IL: (800) 892-0097 IN: (800) 287-9778
Eye Save Optical Labs
(800) 480-4971
FEA Industries, Inc.
(800) 327-2002
HB Optical
(305) 964-2020
IcareLabs
(877) 422-7352
iCoat Company
(800) 832-2628
Laramy-K Optical
(800) 525-1274
LensWorks
(763) 557-0500
Luzerne Optical
(800) 233-9637
Midwest Labs
IA: (800) 247-2525 IL: (800) 346-5700
Midwest Lens
(800) 444-7294
National Optical Co, Inc.
(800) 489-5367
Nexus Vision Group, LLC.
(866) 492-6499
Nexus Vision Illinois
(800) 252-1621
Nova Optical Labs — CANADA
(403) 346-0999
Optical Supply
(877) 316-5775
OptimEyes Optical Lab
(855) 506-3937
Pech Optical Corp.
(800) 831-2352
Precise Optical
(800) 390-5204
Rite-Style Optical
(800) 477-9291
Riverside Opticalab — CANADA
(800) 461-9474
Robertson Optical Laboratories, Inc.
(800) 929-2765
Sheridan Optical
(800) 704-1375
Sunstar Optical Laboratories
(800) 429-2416
Toledo Optical
(800) 472-0107
Walman Optical
(877) 863-2759
Western Carolina Optical
(800) 772-6131
Wholesale Optical Supply
(800) 585-2352
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ECP NEWS
HOYA VISION CARE OFFERS BLUE LIGHT PROGRAM FOR INDEPENDENT PRACTICES
KENMARK EYEWEAR
Fall New Releases
COBURN TECHNOLOGIES
Releases New Velocity Coater
Hoya is launching a comprehensive
program that provides independent
eyecare practices with training, tools
and technology to educate patients
about the potential hazard of blue light.
The turnkey program, “Building a Blue
Light Practice,” is part of Hoya’s new
“ECP Ally” campaign that is designed to
provide “actionable marketing strate-
gies” to independent ECPs, according
to Hoya.
The new initiative allows a practice to
tailor its approach to blue light manage-
ment based on its individual practice
dynamics. ECPs that participate in the
program will obtain information about
a patient’s blue light exposure from the
patient’s intake form.
Office staff educate patients about
blue light using demonstration tools
such as Hoya’s HVC Viewer App and
Blue Light Device and its BluTech
Lenses display and blue light laser pen.
A retinal scan that reads the RPE layer
of the macula is then taken for each
patient using iOptics EasyScan, which
is made available through a partnership
between Hoya and iOptics.
“Commoditization is the greatest
threat to the independent practice. As
the ally of the independent practice, we
believe patient education is the most
effective way to battle this threat and
the subject of blue light is a tremendous
opportunity to connect with patients
through education,” said Gregg Fowler,
vice president of sales and marketing.
“These days, many companies take
their initiatives directly to the con-
sumer, which may sell more product.
But this is not about selling product. It
is about educating patients.”
Contact your local Hoya territory
sales manager or visit ecpally.com for
additional information.
ZEISS sponsors “SIGHT – The Story of Vision”
SIGHT – The Story of Vision” is an international
documentary about the importance of good vision,
about the progress in eye care and vision solutions
over the past 800 years, the impact of the global vision
crisis on life and work; and importantly, about the
efforts taken by individuals and organizations to fight
this crisis.
This documentary was previewed at a ZEISS sponsored
event at Vision Expo West in Las Vegas and received
enthusiastic reviews from the 300 Vision Industry and
media representatives who attended theevent.
The SIGHT project is an international initiative, involving award winning directors
and filmmakers, an advisory board of medical, business and science advisors, and
collaboratively sponsored by several major corporations and organizations from the
vision care industry. Initiator and filmmaker Kris Koenig and Public Broadcasting
Systems acknowledge that this industry-wide initiative has brought companies together
with a common objective to educate and raise awareness of the significant challenges in
providing good quality eye care and vision solutions to the millions of people affected
by poor vision.
SIGHT will be aired first in the United States in Fall, 2015, but will be shown
by other broadcasters in Europe, Latin America and Asia and will eventually
be seen by millions of viewers around the world.
AMIRA
IRENE
ZAC POSEN is a world-renowned fashion
designer with a vision for modern American
glamour that marries couture technique with
striking innovation.
The latest styles in the Women’s Collection
include Amira, Joan Juliet, Irene and Nena.
Amira, a chic full rim zyl with a dramatic
Zac Posen logo on the new comfort fit temple.
Available in three bold colors, Blue, Emerald
and Wine 52-18-140
Irene is a progressive-friendly shape and features
the new Zac Posen temple tips for better fit and
comfort. Avaialble in 3 rich colors including
Black, Berry and Chocolate.
Coburn’s new Velocity
Coater is a fully auto-
mated industrial hard
coating system providing
the highest throughput of
any system on the market
while also delivering
excellent yields. The au-
tomation system includes
a multi-stage pre-
cleaning system as well
as lens handling from
the job tray, through a
multi-stage lens pre-
cleaning system, followed
by a secondary cleaning system, coating, and cure,
finally returning the lens to the job tray. All of this
is accomplished without operator involvement.
Information is available from Coburn at:
1-800-COBURN-1 for pricing and additional details.
t
mIRENE
Irene is a prog sive-friendly shape
OCT2015_news.indd 2 10/5/15 4:56 PM
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ECP NEWS
ManagementPLUS Cloud Eliminates the Need for
Office-Based Servers; Revenue Cycle Management
Improves Accounts Receivable Workflow
ManagementPlus, a market leader
in electronic health records
(EHR), electronic medical
records (EMR) and practice manage-
ment software for ophthalmology
and optometry practices, announces
the introductions of two new product
offerings: ManagementPLUS Cloud and
Revenue Cycle Management.
ManagementPLUS Cloud allows
practices to back up and store vital
health records and applications to
remote and secure servers, while
Revenue Cycle Management ensures
claims get timely attention to detect and
avoid delays in payments and write-offs.
“ManagementPLUS Cloud and
Revenue Cycle Management are logical
extensions of our core platform,”
says Bryan Thorell, Chief Information
Officer, ManagementPlus. “With
ManagementPLUS Cloud, physicians
can be assured that patient data is
safely and securely managed. When
data is centralized, downtime associated
with upgrades, conversions, and new
software set-up are minimized, and
the need for comprehensive IT server
support is virtually eliminated, saving
potentially thousands of dollars a year.”
ManagementPLUS Cloud automatically
and systematically backs up records
from a practice’s EHR or EMR system
and stores it in secure data centers,
thus eliminating the need for an on-site
server and costs associated with having
fully supported IT services. It is fully
compatible with multiple operating
systems and devices such as the iPad®,
AndroidTM, and Microsoft SurfaceTM
tablets.
With this service, users are able to
centralize EHR, EMR and other critical
practice applications at secure data
centers to make the applications easier
to manage. Additionally, because
data is offloaded to a secure
external source, patients’ data
is protected against computer
failure, theft, or damage to
in-house servers and computer
networks.
ManagementPlus’ Revenue
Cycle Management is specifically
designed to codify and simplify
the revenue stream of an
ophthalmology or optometry
practice. The service includes
the following functionalities:
Electronic Patient Eligibility Check –
Patients’ insurance eligibility is verified
prior to the appointment, reducing costly
errors from occurring at a later stage.
Claims Submission – ManagementPlus
will work with the practice to set up
electronics claims and Explanation
of Benefits (EOBs) submissions, thus
minimizing the number of rejections and
invalid claims while saving time.
Denial Analysis and Handling – An
analytics team will review denials trends
and suggest how they can be corrected
to avoid any bad debt write offs.
Accounts Receivable Follow-Up and
Collections – Claim submissions are
followed for up to 90 days and past due
balances are collected.
Detailed Reporting – Revenue
Cycle Management offers various
customizable reports to manage and
monitor claims from submission until
they are posted.
Quality Checks – Quality auditors
perform checks to highlight trends, etc.
Managementplus Adds New Service Oferings To
Expand The Utility Of Electronic Health Records
Jim Edwards (left) and Garrision Wynn (right)with Mike Menard (center) of CooperVision.
Opti-Port President/CEO Jim Edwards (left) with keynote speaker change management expert Garrison Wynn (right).
OPTI-PORT Members Prep
for Industry Change at VEW
During Opti-Port’s SPARK Conference at Vision Expo
West, members discussed “change management” topics
ranging from leadership and behavior modification to
implementing a new EHR system and insurance coding
procedures.
“These are turbulent
times. Faced with a
shifting regulatory
environment, increased
industry consolidation,
and the growth of
online competition,
multi-office regional
eye care practices have
to adapt and evolve
to succeed,” said Jim
Edwards, Opti-Port
President and CEO.
“The agenda of this year’s SPARK Conference focused
on helping our members navigate these changes by
providing both leadership training and new tools
for success.”
Best-selling author
and management
consultant, Garrison
Wynn, presented a
high energy keynote
address. Identifying
the perceived threat
that change presents to
an experienced team
as— “No one wants to
be a senior beginner”—
Wynn helped the Opti-
Port audience understand
ways to overcome the
paralyzing fear of change
that often prevents an organization from reaching
optimal performance.
In peer-to-peer sessions designed to encourage best
practice sharing, members led discussions on instituting
a new company-wide hiring protocol, preparing for a
meaningful use audit, training opticians for enhanced
patient engagement, and implementing new EHR and
ICD-10 coding procedures.
Founded in 2001, Opti-Port is a national alliance of
leading eye care providers that leverages the combined
strength of its members to provide them with revenue
growth strategies, as well as cost-saving and market-
expanding opportunities.
OCT2015_news.indd 6 10/5/15 4:51 PM
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Barcode Searching – Online lens data base including
barcode symbols
Confrmation Check – Online order verifcation and
order summary
Shipment Notifcation with Electronic Packing List –
Online lens shipment detail / One Step receiving
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800-678-4266 • Fax 920-965-3203 www.opticom-inc.com
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Conant USA
Essilor (Silor, Varilux & Gentex)
Eye Solutions
Eyenavision
Eyewear by ROI
Eyewear Designs
Fantom Optics
Hilco (Supplies)
Hoya Lens
I-Coat
Kaenon Polarized
KBco
Lab-Tech
L.B.I. Lenses
Lensco
Nassau Lens
Nouveau Eyewear
Optima/PFO Global
Polycore
Polylens (Chandel Optical)
Private Label Optical
Rochester Optical
Seiko Optical
Shamir Insight
Shore Lens
Signet-Armorlite
SOMO Optical
Speciality Lens/iRX Xperio
Titmus (Frames)
Vision Dynamics
Vision-Ease
VSP Optics Group
X-Cel Optical
Younger Optics
Zyloware (Frames)
OPTICAL A&QA. Ordering Lenses Using Opticom.
Q. What is a Piece of Cake?
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Affordable Eyewear
OCT2015_frames.indd 2 10/6/15 11:26 AM
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1 VUARNET
The iconic 002 has had an electrifying makeover! This
unisex model, with its fexible nylon frame, now comes in
a range of bold colors. Featured with their “fash” mineral
lenses, high-set arms and gentle cat’s eye shape, these
glasses just say contemporary and a lust for life. A frame
that is right on trend for the upcoming season.
www.vuarnet.com
2 MARCOLIN
The substantial design of KC7173 from the Kenneth Cole
Eyewear collection delivers a bold retro feel to this sun-
glass style. The iconic screw and metal wrap-around detail
accents the front of this handmade acetate frame. A neutral
palette ranging from black fade to tortoise, translucent grey
or translucent stone, as well as shiny black, help defne this
modern silhouette. www.marcolin.com
3 PRODESIGN
This all male project has a distinct graphic profle, ex-
pressed by a tone in tone style with a recessed stripe in a
strong accent color. The shapes are very commercial and
suitable for any man, who is looking for an elegant frame
with a sporty touch and a little twist. Colors are kept classy
with an exclusive rubber coating surface and matching
acetate end tips. www.prodesigndenmark.com
4 REM
If you’re looking to turn heads, the JA307 is the perfect
frame. Boasting a breath-taking cat-eye silhouette, the
JA307 is crafted from a rich, two-layer acetate lamination
throughout and features the iconic Jonathan Adler logo
plaque on its temples in addition to a laser-engraved epoxy
fll of signature ‘JA’ initials on round temple tips, making any
woman drop dead gorgeous. www.remeyewear.com
5 XX2i OPTICS
Award winning XX2i Optics France2 sunglasses ofer
unparalleled performance while going easy on your wallet.
With multiple colors and lens confgurations, including Po-
larized and Sport Polarized Reader available with discrete
backside magnifcation zones. The France2 provides a
range of superb optical solutions. www.xx2i.com
6 OGI EYEWEAR
Ogi 7149 utilizes an uncommon layering technique in which
each frame becomes a unique, wearable, piece of art.
A wide spectrum of convivial color options—infusions of
green, purple, brown, and blue cabana—should inspire
color lovers to rejoice. The simple shape and soft corners
of the 7149 complement a cheerfully translucent acetate
frame and temple. www.ogieyewear.com
7 MODO
Modo’s Block Titanium is a timeless category based on a
minimalist design and lightweight, fexible construction and
is going bigger in shapes representing a current fashion
trend. The FW2015 Collection adds one squared and deep
men’s style together with three wonderful ladies’ styles
ranging from the classic cat eye to deeper and larger
square cat eyes. Colors include: light teal, steel pink, ruby,
mauve, grey plum. www.modo.com
OCT2015_frames.indd 3 10/6/15 12:44 PM
CLARITI EYEWEAR Bold and adventurous! This Konishi Flex Titanium
is efortlessly designed with the fnest high quality
materials you come to expect from Konishi! The
curve of the Temples has an impeccable arch with
a highlight of color! Featured in these brilliant new
colors of Matte Black, Matte Gunmetal and Matte
Blue! www.claritieyewear.com
L’AMY
Nicole Miller’s newest metal ophthalmic frame, the
NM Dufy, embodies feminine, easy to wear styling
with a rich, Celtic inspired metal detail on the
temple. The Nicole Miller Dufy adds a touch of
glamour with subtle stones interspersed in the metal
temple. www.lamyamerica.com
MARCHON Conveying the same brand DNA as the rest
of the Nine West Eyewear Collection, the new
petite-ft styles are designed for the fashion
savvy consumer who is looking for a smaller
sized frame. The collection features on-trend
designs for modern day women with petite faces,
wanting style in their eyewear fashion. NW5088 is
a vintage-inspired plastic silhouette that showcases
the repeat 9 jacquard logo pattern on the temples.
www.marchon.com
EYEBOBS
Make a stylish spectacle! Featured in a crisp
clear color which is hot for fall – these polarized
sunglasses shield eyes from harmful UV rays while
looking fashionable. High-quality polarized lenses
ofer 100% UV protection, superior color rendition
and glare reduction. www.eyebobs.com
ZEAL OPTICS CARSON features our top-of-the-line
E-llume lens that brings the world
around you to stunning life through
unrivaled clarity. Whether you’re
exploring the ghost towns of Colorado,
or just heading out for happy hour on
the patio, CARSON has you covered
with these features: Profex, Hydro-
phobic and oleophobic coatings repel
water and oils, anti-refective coating
prevents glare. www.zealoptics.com
Italian made, Polarized, e-llume lens,
Digital RX +3.00 to -5.50.
OCT2015_frames 2.indd 2 10/6/15 11:27 AM
We wantyour business.
We listened when you asked for more consistent product quality,
improved turntime, and better customer service at all levels. Here’s what
our new management team has implemented to serve you better:
©2015 Essilor of America, Inc. All Rights Reserved. Unless indicated otherwise, all trademarks are the property of Essilor International and/or its subsidiaries in the United States and in other countries. Varilux S Series and design are trademarks of Essilor International. PTR T679 PDF/SA 07/15
Call 21st Century Optics today at 800.221.4170 and let us prove to you the difference!
• Invested in new equipment, better designed to meet the demands of our customers
• Expanded our facility to include more digital capacity, AR capacity, and an in-house stock lens division
• Streamlined the layout of the lab for improved effciency and turn time
• Dedicated Varilux S Design™ digital line with specialized technicians
• Raised the bar on our customer care team to better serve you
• Multiple daily deliveries throughout the NY & NJ metro market, allowing you to better serve your patients
PLAINTALK
Ads1.indd 1 10/2/15 12:57 PM
EYEWEAR BY ROI
Thin to Win. The Richard Taylor
Scottsdale HAL, is an ultra-light, fat
metal semi-rimless style ideal for
your presbyopic patients/customers.
Available in charcoal and midnight
blue, the HAL features tasteful two-
toned temples with a clean fat metal
front look. www.eyewearbyroi.com
TIFOSI
Introducing the 2016 Tifosi Wasp, an interchange-
able lens model for extra-small to medium
face sizes. Taking a cue from its predecessor
the Wisp, the Wasp features sleek styling and
maximum visibility. Interchangeable lens options
make it perfect for multiple sport activities, the
vented lenses reduce fogging, and the adjust-
able hydrophilic nose and arm pieces ensure a
no-slip custom ft. www.tifosioptics.com
ADIDAS
Wildcharge and whipstart will undoubtedly grab the
attention with outstanding color combinations blended
with key performance attributes adding comfort and
durability. The new performance essentials category
provide a perfect ft and trendy styling to accent the
athletic lifestyle and the person always on the go. Both
frames feature a 6 base lens optical acuity and also
allows for greater prescription solutions than common
wrap sunglasses. www.adidas.com/eyewear
MODERN OPTICAL
Loaded with upscale design details, Sparta fuses
seasonal hues onto a classic retro silhouette. This
handmade zyl frame, boasting unisex appeal,
features a keyhole bridge, metal trim, and spring
hinge. Size: 51-16-140. Colors: burgundy/tortoise
matte, black/navy matte, grey/black matte. www.
modernoptical.com
KENMARK EYEWEAR
Style by Timex is known for vibrant colors and
interesting temple décor. Junket is a metal/zyl
combination with a touch of décor sweeping the
frame front. Available in Brown, Robin and Rasp-
berry, sizes 49-17-130 and 51-17-135. Style by Timex
embodies the fashion-forward and stylish side of
Timex. www.kenmarkoptical.com
Style by Timex embodies the fashion-
forward and stylish side of Timex.
OCT2015_frames 2.indd 4 10/6/15 11:27 AM
Modern Optical’s
Modern Art CollectionModern Art makes elegance and
sophistication accessible to all women.
With ultra-feminine detailing and tasteful
embellishments, this well-curated collection
also has many practicat features such as
spring hinges, deeper silhouettes, and
Summit Silicone nose pads. Every woman
deserves her own piece of Modern Art.
Morel Releases Alpha 34
from Lightec
Alpha 34 expands the Lightec offering
with four new models which emulate the
previously released Alpha 22 concept. Stain-
less steel temples feature two superimposed
blades assembled at the endtip and endpiece
with a hook. Temples are either blue, black,
red, gun, or green with an overlaying blade in
a metal tone, the entire temple is a complete
with a matte finish. Alpha 34 is also equipped
with Lightec’s screwless Alpha hinge.
Alpha 34 is available with two rimmed
models, one which is designed with a
double bridge, and two semi-rimless models,
each model is available in three colors.
All models are progressive friendly.
Nike Vision And Kevin Durant Team Up Again To Release
NEW COLLECTION OF OPTICAL EYEWEAR FOR FALL 2015
FOR FALL 2015, Nike Vision and
professional basketball player
(and 2013-2014 Most Valuable
Player) Kevin Durant announce
the newest edition of their
collaborative eyewear. Last year
marked the frst partnership be-
tween Durant and Nike Vision; the
inaugural collection featured one adult
style and one young athlete style. Te Fall
2015 collection will feature an expanded
ofering, comprised of three adult styles
and three children’s styles. Te eyewear’s
color ways will sync up to Durant’s latest
sneaker, the KD8, which features Nike’s
Flyweave technology and released in
Summer 2015.
“We’re thrilled to partner with Kevin
again, to not only produce another
collection, but to elevate it to another
level,”said Steve Tripi, Marketing Director
at Marchon, Nike Vision’s licensing
company. “We’re certainly breathing
new life into this partnership by ofering
something special for KD fans.”
NK 5KD, MSRP $138.00 (Young Athletes):
Modifed for young athletes, the NK
5KD is the youth version of the adult’s
37KD. Te style comes in two color
ways and features a customized acetate
frame design, spring hinges for comfort
and durability, KD’s logo on the outside
temple tip and his signature on the inner
right temple tip.
Modern Optical’s
JENNIFER LOPEZ DAZZLES IN BIANCA by SAMA EYEWEAR
The dazzling diva kicked of the fnal season
of American Idol auditions wearing a killer
look topped of with a bun swept-up “do” to
show of her ferce frames . . .
NK 5KD
Actress Kira Kosarin wearing the
Converse All Star B006 frames.
Popmania
level ”said S
NK 5KD
OCT2015_frame_news.indd 1 10/5/15 4:35 PM
20 EYECARE PROFESSIONAL
DISPENSARY TIPS
Unlike strictly retail environments, dispensaries have to serve
two purposes: sales and patient care. Both of these purposes
have to be taken into account when remodeling or refreshing a
dispensary. Since eyewear sales makes up approximately 65% of
a practice’s revenue, maximizing sales is important. However,
providing outstanding patient care and education keeps patients happy.
Happy patients return for future exams and refer others for eye health care.
This helps boost the revenue from healthcare.
Furthermore, everyone who works in the practice needs to be able to
provide excellent customer service in an effcient, effective manner. It can
be diffcult to do this if technicians and dispensers have to wait for tools to
adjust eyewear or a computer station to enter orders.
Looking at Your Dispensary with a Retailer’s Eye
The next time you enter your offce, walk in through the front door and
look at the entire building through a potential patient’s eyes. Is it easy to see
the receptionist and other staff from the door? Are the windows sparkling?
Do the carpets have spots? Are the furnishings up-to-date, comfortable and
clean? Are there any potential hazards that could harm children or elderly
patients?
Patients expect and need a healthy, clean and safe environment for their
eye care. Your offce and dispensary should be spotless. There should be no
tripping hazards from electric cords or steps. Furniture should
be clean and attractive. Include furnishings that support and
accommodate heavier patients comfortably. There should be
no food trash, Kleenex or other debris left on any desks or
tables. Magazines, toys, books and patient literature should
also be clean and organized. Discard any magazines or other
literature that is torn, dirty, or dog-eared.
Some things that should be done both outside and inside the
dispensary on a daily basis:
䀘 Clean and sweep the entry door.
䀘 Remove any trash from the building exterior.
䀘 Make sure all lighting is working.
䀘 Clean the restrooms.
䀘 Clean all windows and mirrors.
䀘 Clean foors and shelves.
䀘 Dust dispensary displays.
䀘 Fill all holes in the frame boards.
Beth Carlock, OD
Dispensary Layout & Décor HAS IT BEEN SEVERAL YEARS SINCE YOU LAST DECORATED
OR UPDATED YOUR DISPENSARY?
Have you noticed a decrease in sales in the last year?
Are your employees or coworkers running into each other trying to help patients?
If the answer to any of these questions is “yes”, it is time to look at your dispensary layout and décor.
Fashion Optical Display - Elements Built in Look
Frames Displays - Modular Optical Displays
OCT2015_Beth.indd 2 10/6/15 9:21 AM
What’s Your
Style?
LET US SHOW YOU THE POSSIBILITIES.
CALL TODAY
8 0 0 . 8 2 4 . 4 1 0 6 / FA S H I O N O P T I C A L . C O M
At Fashion Optical displays, we offer a wide range of products that make it possible to capture any
design style you are looking for. With help from our experienced designers we will work with you to turn
your space into the dispensary you have been envisioning. And if you don’t know where to start, we can
help! Let us guide you to discover what would best ft your needs.
DIS
PLAY CATA
LO
G
RE
Q
UEST OUR
NEW
2015
F R E E D I S P E N S A R Y D E S I G N / M A N U FA C T U R I N G / I N S TA L L AT I O N
Impressions Wall Displays
Prestige Wall DisplaysOvation Displays
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䀘 Neatly restock shelves and kiosks
of retail items like contact lens
solutions eyeglass cleaners.
䀘 Check branded point-of-purchase
materials like shelf talkers and
dangle cards daily for dirt or
damage.
䀘 Identify and immediately fx any
safety hazards.
䀘 Ensure dispensing and sales
stations are orderly and have clean
materials.
Keep frame boards flled throughout the
day and make sure adjusting and measur-
ing tools stay at the dispensary stations.
Not only does this ensure a patient can
see all available frames while shopping,
it also helps you keep track of any miss-
ing frames to catch potential theft more
quickly. A dispensary that is uncluttered
keeps patients at ease and is visually more
appealing. It also helps all staff be more
effcient because each person can fnd
needed tools quickly without searching all
over the dispensary.
Monthly Tasks
Look at your window displays. Have they
been changed in the last month? Are any
of the displays faded? If so, replace them
so that they look fresh. Update your decor
monthly to keep these important displays
novel and inviting. Below are some other
tasks that should be done monthly:
䀘 Perform any needed deep clean-
ing tasks.
䀘 Review the prices on eyeglasses
and other products and update as
needed.
䀘 Check frame boards for outdated
or discontinued frames and ar-
range for returns.
䀘 Review expiration dates on all
contact lens trials, medications
and solutions and remove expired
products.
䀘 Remove damaged or outdated
decor like posters and point-of-
purchase signage.
䀘 Change out promotional materi-
als and seasonal merchandise.
As new frames arrive, place them into
groups by frame lines rather than price
or color. This allows brand-conscious
patients to fnd the designs they like more
quickly, which can enhance your sales.
Take advantage of any merchandising
aids that frame vendors offer to make
the frame lines stand out. Set up special
displays for high-end frames to highlight
them more effectively.
Keeping up with these monthly tasks will
prevent them from becoming overwhelm-
ing. It will also ensure that signage and
displays are as current as possible to
maximize sales.
When It Is Time to Update
Perhaps you have noticed furniture and
fooring are showing wear, or it has been
longer than fve years since you have
opened or changed your dispensary. Make
some changes to keep your dispensary
looking modern and fresh. If you have
avocado green shag carpeting from the
1970s along with harvest gold walls, it’s
defnitely time to overhaul that decor.
You do not have to do a major renova-
tion to freshen up the interior and make
patients feel more welcome in your offce.
Think about appealing to all fve senses.
Replace or reupholster furniture, and add
textures to the fabrics. Replace older light
fxtures with new ones that can use broad-
spectrum lighting to enhance your frame
boards while saving energy costs.
Replace frame boards with newer ones
that allow better visibility and customiza-
tion. Install a single-cup coffee maker and
offer different favor coffees to add depth
to scents and taste. A small water feature
or appropriate music can provide sooth-
ing sounds.
Update wall coverings with something
new. To get ideas on the most current
styles, look at decorating magazines or
contact a local interior designer. Get
inspiration from your building style or
patient profle. If you work in a historic
building, for instance, you might choose a
classic décor.
If your clients are technology savvy, you
might look at sleek, modern ideas that
incorporate LED or touch-screen displays
throughout the offce. When selecting
paint colors, experts suggest about 80% of
the optical should be decorated in neutral
colors with 20% of the remaining space
done in a bolder, complementary color as
an accent.
The window displays and the area that is
to the right of the entrance are prime real
estate in your dispensary. Place your spe-
cialty displays for your high-end frames
in these spots. You might want to hire a
professional window dresser to come in
periodically to handle the décor in these
important locations. The increased sales
revenue can easily make up for the costs.
Handling Major Changes
If you are expanding the offce, moving
to a newer, larger dispensary, or need to
do a major renovation to increase patient
services, it is time to consult some interior
designers. While there are many retail
design experts, choosing a designer who
has experience specifcally in eye care
offces and optical dispensaries can make
a big difference between an offce fow
that works and one that is awkward and
ineffcient.
Optical interior designers know how to
use lighting and frame display cabinets or
boards to best enhance eyeglasses. They
know how to work around your space
limitations to develop a foor plan that
offers the best fow and ergonomics while
keeping in mind all ADA and HIPAA
privacy requirements. The latest colors,
styles, textures, displays and fooring will
be discussed.
Some of these designers, such as Fashion
Optical Displays, include free dispensary
design services based on your building’s
layout. When working with professionals,
don’t hesitate to talk about timetables,
prices, and expectations. It is always best
to have all the information up front to
avoid cost overruns and delays.
If you want to increase optical sales, look
at your offce’s layout and décor. Make
sure it is clean, modern, and comfort-
able for your patients. Break down work
into daily and monthly tasks to keep the
dispensary up-to-date and attractive.
If you are ready for a major building
change, consult an optical interior
designer to make sure all the unique needs
of your practice are met. The money spent
will attract and keep more patients in
your offce and enhance your revenue. ■
OCT2015_Beth.indd 4 10/6/15 9:24 AM
THE VISIONARIES
COMMUNITY
Join the new closed social community of eyecare professionals, industry
leaders and visionaries that fosters valuable, relevant connections to
educate + share + inspire.
As a Visionary, this is where you need to be.
#forVISIONARIES#forVISIONARIES
CHECK IT OUT AT: VisionariesCommunity.com
Brought to you by International Vision Expo
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complex curves
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No… we are not kiddingFEA Industries, Inc. has teamed up with Norwood
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Here’s how simple this works:Simply order a qualifying amount of Eagle™ Lenses
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Instrument Stand 1800-ST ea. 3
Instrument Stand 2000-ST ea. 3
Tonometer 7-NCT ea. 5
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Slit Lamp Biomicroscope- Compact SL-Z3 ea. 4
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Slit Lamp Biomicroscope- Vertical SL-H3 ea. 5
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Acuity Chart 19" LCD NVAC-1900 ea. 2
Pupilometer - Digital PLM-528 ea. 1
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DISPENSING OPTICIAN
AR and HEV OptionsLens coatings or treatments if you prefer, are everywhere. Every
manufacturer, every lab, every retailer has the latest and greatest
coating ever produced. So how does the savvy ECP choose?
A BRIEF HISTORY
John William Strutt, 3rd Lord Rayleigh
(1842-1919) was a British physicist and
mathematician and Nobel Prize win-
ner, who developed the mathematical
explanation for the light scattering that
gives the sky its blue color, the Rayleigh
Scattering. Lord Rayleigh also observed
that a thin flm, such as tarnish on a glass
surface can reduce refectivity. The ray
of light is refected twice, frst from air to
the flm surface and again from the flm
surface to the glass surface.
Alexander Smakula (1900-1983),
a Ukrainian-born physicist at Carl
Zeiss, received the frst patent for an
anti-refective coating process in 1935.
The coating identifed as T Transparenz
remained a military secret until early
in World War II. The Zeiss “T” is a core
process, rather than a specifc formula,
constantly redefned as new lens materials
and applications are developed.
Katharine Burr Blodgett (1898-1979),
an American-born chemist and physicist,
was awarded the frst US patent for thin
flms and surface preparation while at
General Electric. Dr. Blodgett was able to
precisely control the thickness of her flms
by building them one molecular layer at
a time, resulting in a layer equal to ¼ the
average wavelength of visible light. She
also refned the composition of the flm to
adjust its index of refraction to enhance
the refection-canceling, eliminating
almost all of the refection.
H.R. Moulton, Assistant Research
Director, American Optical Company,
developed an improved coating flm and
application process in 1943. It was also
restricted to military use for the duration
of WW II.
And so the development of anti-
refective coatings has grown from a layer
of tarnish on glass to the multi-layer
coatings now readily and easily available
from innumerable sources.
ANTI-REFLECTIVE COATINGS
Why utilize anti-refective coatings?
䀘 To reduce unwanted refections
from a lens surface.
䀘 To increase the amount of light
transmitted through the lens
into the eye.
There are 5 types of unwanted refections
that can be reduced by the application of
an anti-refective coating.
1. Light refected from the back
surface of a lens
2. Light refected from the front
surface of a lens, common in
low light conditions and a bright
light source such as headlights.
3. Ghost images created by a bright
light source refected at varying
angles.
4. Power rings. Refections created
by medium and high powered
lens edges.
5. Refections created by high- and
mid-index resin materials such
as polycarbonate, 1.60, 1.67, 1.70,
1.74, and 1.60, 1.70, 1.80 and 1.90
glass lenses.
Anti-refective coatings like Crizal®,
Carat Advantage®, DuraVision®, EX3 and
others are differentiated by the number
of layers, substrate and hard coatings,
hydrophobic properties, oleophobic prop-
erties and refex colors. Anti-refective
coatings are not completely clear and
will exhibit a refex color based on the
combinations of metals in the AR stack.
The current confgurations for anti-
refective coatings include base or hard
coats that are matched to substrates (the
bare lens materials) to create the hard
surface necessary for proper adhesion and
are often included in the count or number
of layers in a broadband or multiple layer
coating. The count may also include
a hydrophobic layer as well. A more
in-depth discussion on the content of
anti-refective coatings and the methods
used to apply them can be found in
Ophthalmic Lenses & Dispensing, Second
Edition by Mo Jalie.
The durability of any anti-refective
coating is determined by the preparation
and application of the stack by the lab or
coating facility AND the care taken in
cleaning and storage by the wearer.
HEV REFLECTIVE / ABSORPTIVE
TREATMENTS
HEV lens coatings such as Crizal®
Prevencia™, Zeiss DuraVision® BlueProtect,
Hoya Recharge™, Unity® TechShield are
anti-refective coatings combined with
either blue absorbing or blue refecting
properties. They absorb/refect between
17% and 20% of potentially harmful
HEV light. These coatings generally have
a slight tint and a more noticeable blue
refex color. These lenses do not begin
Judy Canty, LDO
OCT2015_Judy.indd 2 10/6/15 9:46 AM
Introducing The Latest Technology in UV and HEV Blue Light Protection
TheraBlue is unlike other blue light protection
products in today’s marketplace in several ways.
R TheraBlue is a clearer lens unlike other products.
R The UV Ray and HEV Blue Light Protection comes
from the lens material itself.
R TheraBlue is not a coating like some other products on the market and does not have a purple
or blue reflective color that some may object to.
R TheraBlue does not have a yellow, orange, or peach color pigment like some other products on
the market that some may object to.
R TheraBlue is available in three different materials: 1.67, 1.60 and an impact resistant 1.56 that
has passed the ANSI-Z87.1 High Velocity Impact Test.
R TheraBlue is compatible with a wide variety of Anti-Reflective Coatings and can be ordered
with or without AR.
R TheraBlue is available in Single Vision, Progressive lenses, Digital Round 22, Digital Round 25,
and Digital Round 28 bifocals and computer lenses in all three materials.
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with a tinted lens base. The slight color
and refex are a result of the AR stack.
Why should we be concerned about
HEV exposure? Realistically, we are
surrounded by blue light, both indoors
and outdoors. We need some blue light to
regulate circadian rhythms and to discern
colors. However, our increased use of
digital devices, including fat screen moni-
tors and televisions and hand held devices
including tablets and smart phones has
changed our visual environment.
We are using these digital devices for
longer periods of time per day and at
closer viewing distances than ever. We
are exposing ourselves to blue light when
our innate circadian rhythms believe it
should be dark and thus interrupting
sleep patterns. We are using them at
younger ages, which will increase the
amount of exposure during our lifetimes.
While there are few defnitive studies
on this potential hazard, the available
fndings indicate serious concern about
the oxidative effect HEV light has on
photoreceptor cells and its relationship to
age-related macular degeneration (AMD)
and sleep deprivation.
It’s worth noting that patients who
are already developing cataracts have
no real need for HEV light refecting
treatments since the developing cataract
is already fltering that portion of the
visible spectrum. However, post-cataract
patients, even those with HEV fltering
lens implants will need the additional
protection of these treatments.
There are two products currently avail-
able that are not coatings, but rather lens
materials with inherent HEV absorptive
properties. BluTech lenses from Eye Solu-
tions are available in a wide range of lens
styles, both single vision and a wide vari-
ety of progressive addition lens designs.
BluTech offers lenses in both indoor and
outdoor color options. TheraBlue™ from
Luzerne Optical Labs in Wilkes-Barre,
PA is a new category of HEV protection
with very little perceived color, available
in both single vision and multifocals,
including digital PALs, computer lenses
and a digital round seg.
TO “AR” OR NOT TO “AR”
That’s a tough question. The vast major-
ity of ECPs will advise patients to choose
an anti-refective coating for their eyeglass
lenses. The considerations for selecting
which product to use is a judgment call
for both ECP and patient.
Is the coating:
䀘 Durable?
䀘 Easy to maintain?
䀘 Refex color complimentary?
䀘 Guaranteed with a warranty?
䀘 Right for the wearer’s
environment?
䀘 Affordable?
Our duties as responsible Eye Care
Professionals include being well educated
in the fner points of the products we
offer. Simply steering patients to the
product that has the best marketing or
the cheapest price is not good customer
service. Understanding and responding
to our patient’s needs and wants is a core
skill to be maintained through healthy
curiosity and constant education. ■
“How Does the Savvy
ECP Choose?”
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THROUGH THE LENSTHROUGH THE LENS Sam Winnegrad, MBA, LDO
Sometimes some of the more intangible variances between lens materials can make all the difference in the world. Being able to understand and utilize a working knowledge of refractive index, specifc gravity
and abbe value can help the optician make better choices for their patients. These and other distinguishing lens traits are the foundation upon which we create our spectacle masterpieces. Sometimes it is important to understand the “why?” in order to best serve our patients in the dispensary.
Index of refraction, or refractive index, can be defned as the
ratio of the speed of light in a vacuum to the speed of light in
a medium (lens). The vacuum represents a variable controlled
environment in which light has no obstructions, obstacles or
meandering to compete with. Under perfect, un-deviated cir-
cumstances light travels at an alarming one hundred eighty-six
thousand miles per second! In ratio form we see that the speed
of light in a vacuum divided by the speed of light in a vacuum
(186,000 mps / 186,000 mps = 1 or n=1).
Thus, the number 1 is the basis for all other indices of refrac-
tion. When light passes through a medium other than air it
is necessarily slowed down and refracted, or bent. The higher
the refractive index of a material the easier it can bend light.
For example the refractive index of columbia resin-39 is 1.498.
Effectively this is stating that light travels 1.498 times faster in air
than it does through the CR-39
lens. Likewise, a polycarbonate
lens with a refractive index of
1.586 slows light down 1.586
times more traveling through
the lens than through the air.
This is why higher index lenses
of the same dioptric strength as
their lower index counterparts
are manufactured thinner and
more cosmetically appealing;
the lens is able to slow the light
down and refract, or bend, it
faster. Basically, it takes less lens
material thickness to get the
same desired Rx because the
higher indices medium is able to
produce a harsher refraction.
Knowing the refractive indices
of the various ophthalmic
materials is of paramount
importance in the dispensary so
the eyecare professional is able
to determine what the fnest
lens will be for the patient. With
plastic lenses achieving refrac-
tive indices of up to 1.74 the
industry is able to create thinner
lenses than were once ever
imagined. The higher the index
of refraction, the thinner the
lenses will be for your patient;
and with lens thickness being
mentioned as the number one
lens concern of eyewear custom-
ers it is extremely important
that the optician understands
this concept. Then shouldn’t
everyone receive high index
lenses? Not necessarily. There
are other variables and lens
characteristics to consider while
selecting the proper material for
you patient.
Specifc gravity is the ratio of
the density of any substance to
the density of water (water is
the standard variable, much like
air in a vacuum is the standard
variable for index of refraction).
Density is a measure of how
compact or heavy an object is in
a given volume. The higher the
specifc gravity is of a given lens
material generally the heavier
the fnished spectacles will be.
Some common specifc gravities
are CR-39 at 1.32, polycarbon-
ate at 1.20, Trivex at 1.10 and
crown glass at 2.54. We all know
that glass lenses are gener-
ally heavier than their plastic
rivals, and that polycarbonate
is lighter than CR-39. This is
clearly refected in the specifc
gravity values. It is interesting to
consider; however, that though
When Physics Meets FashionChallenged with wading through a multiplicity of available lens options, the eyecare professional must be able to distinguish some of the more innocuous characteristics of lenses.
OCT2015_Sam.indd 2 10/6/15 10:12 AM
Trivex is the less dense (lightest) material
per volume (1.10 sg) versus polycarbonate
(1.20 sg), a pair of glasses with the same
prescription on the two materials will
be thicker in the Trivex due to its lower
index of refraction (n = 1.53). Having the
ability to sort out these lens inequalities
and do what is best for your patient is
incredibly valuable as a practitioner.
Abbe value, notoriously and affection-
ately known in the optical feld as “I
can’t stand these polycarbonate lenses!”
is also of principal consideration. The
abbe number, which is also known as the
(V) number is a measure of a material’s
dispersion in relation to the refractive
index. Higher abbe values indicate lower
dispersion and less chromatic aberration.
Lenses that have inherently lower abbe
numbers have less refractive index con-
sistency throughout the material which
translates to a poor visual experience for
the patient characterized by color fringes
and inadequate visual acuity.
Glass lenses which are optically superior
to most plastics have abbe values in
the upper ffties, while polycarbonate
has an abbe value of only thirty. This
is why many of the high end “over the
counter” sunglasses are equipped with
glass lenses. The optics are generally
noticeably sharper. This is not to say that
polycarbonate is optically unacceptable,
as many patients are imperceptive of the
chromatic aberrations.
In fact, it is very rare that one will actu-
ally cite a material as the reason for poor
visual acuity. This is where the eyecare
professional must pull from their knowl-
edge base and guide the patient towards
the best lens option. Even with polycar-
bonate’s lack-luster abbe number it still
equates for the brunt of ophthalmic lens
sales, but maybe that has more to do
with its higher index of refraction, lower
specifc gravity and impact resistance.
One caveat – do not use the words index
of refraction, specifc gravity or abbe
value while selling patients spectacles.
Not only will your patients not under-
stand you, but you also run the risk of
coming off as arrogant or condescending.
Use language that is easily digestable.
“Ma’am, have you considered the impli-
cations of a lower specifc gravity lens?”
or, “Your current lenses have an egregious
abbe value resulting in increased refrac-
tive inconsistencies and color dispersion”
just don’t resonate with patients quite as
well as “Would you like lightweight lenses
with superior optics?”
It is OK to secretly be an ophthalmic-
science-physics-geek-superhero, just don’t
reveal this to your patients! ■
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We aspire to be successful by
utilizing our staffs’ dedication to
excellence and meeting our
customers’ expectations.
We strive to be the premier
provider to ECPs, delivering high
quality products with the best
service, in a professional and
friendly manner.
“Knowing the refractive indices
of the various ophthalmic
materials is of paramount
importance in the dispensary.”
OCT2015_Sam.indd 3 10/6/15 10:12 AM
FOCUS ON EDUCATION Anthony Record, ABO/NCLE, RDO
While there are no guarantees, remember what
our thirty-fourth president, Dwight David
Eisenhower, once said, “Having a plan will not
ensure your success, but without a plan you’re
sure to fail.” With that in mind, here is a systematic plan that
will get you noticed, considered, and eventually promoted.
1. Communicate Your Aspirations. I have heard the complaint
many times. Someone hoping for a promotion fails to get the
job. Then and only then he sets up a meeting with the boss to
ask why. After a few minutes of awkward conversation, the truth
is revealed: “Quite frankly, I had no idea you were interested in
the position.” Too often at work, we try to accomplish things by
telepathy – mind reading. We figure if we just work hard and do
a good job, the boss will notice and therefore reward us with the
position and salary we seek and deserve. Maybe; but more often,
maybe not. Step one in your Promotion Plan is to seek out the
ultimate decision maker – that man or woman who can actu-
ally make it happen – and clearly communicate your goal. This
doesn’t need to be a confrontational meeting, just a matter-of-
fact statement. Catch the decision maker on a good day, and ask
if you can have a word. The conversation might go something
like this: “I really love working at this practice. In fact, it is my
goal to one day be your practice manager.” Making that known is
the first step to having all your efforts to that end noticed.
2. Acquire New Knowledge.
One of the biggest mistakes
people make when it comes
to seeking advancement is to
assume that their intelligence
or work ethic alone will get
them promoted. Sometimes it
actually does, but even then, the
newly promoted manager finds
herself in a position for which
she is ill equipped.
In fact, that is one of the
real paradoxes in corporate
America. We tend to be pro-
moted because of our technical
abilities, which in the end has
little to do with our success at
the next level. Avoid that pitfall
by attending classes, participat-
ing in seminars, and reading
books. Turn your car into a
classroom by listening to audio
presentations to and from work.
Be sure to occasionally mention
what you are learning to the
decision maker, perhaps asking
her opinion on something you
have learned. This demonstrates
your seriousness of purpose
with regard to acquiring new
knowledge and subtly reminds
the decision maker of your
ultimate goal.
3. Create and Memorize Your
60-Second “Elevator” Speech.
I realize most of you do not have
elevators at your practice – it
is only a metaphor. Inevitably,
one day you and your decision
maker will find yourselves alone
in the break room. When he
says to you, “How’s everything
going?” Be ready! Most people
would reply with a tentative,
“fine…” but not you. Be ready
with an enthusiastic, “Things
are going great! I don’t know
if you’ve noticed, but our team
has not only met, but exceeded
our sales goals for the last four
quarters. And I’m really enjoy-
ing the leadership course I’ve
been taking at the community
college. I feel it is truly prepar-
ing me for the next level.” Use
your imagination. Practice it
from time to time. Just be ready
because you never know when
that kind of opportunity will
present itself.
4. Be a Problem Solver.
Business owners have enough
problems already. They don’t
need you to bring them more.
Most times when an employee
knocks at their door, managers
brace themselves inside because
MOVING ON UP!In today’s hyper-competitive world, being overlooked for a promotion can be a discouraging and sometimes even an embarrassing event.
Promotion
Planning
OCT2015_Record.indd 2 10/6/15 12:31 PM
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nine times out of ten, the person knock-
ing is bringing him a problem. Rarely do
the knockers offer solutions. Develop the
reputation for being solution-focused,
not problem-focused. Rather than saying,
“We accidentally double booked the
entire afternoon…what should we do?”
Try framing it like this: “I want to re-
schedule a few of this afternoon’s patients
to next week to make the afternoon run
smoother. Would that be okay?”
At those meetings where you know that
challenges or problems are likely to be
discussed, be sure to arrive at the meeting
with at least two or three substantive
solutions to each problem. Your approach
will be noticed and appreciated.
5. Dress and Act the Part. This one can
be a little tricky, at least the dress part.
You certainly do not want to go over the
top, but dressing at a slightly higher level
than your peers will pay off. Make sure
your clothes are always clean and pressed.
If you wear white lab coats make sure
they too are always crisp and clean. Even
on casual Fridays, be sure to pay close
attention to what you wear. Professional-
ism should always be your goal. While
taking measured risks and showing
initiative is part of being professional,
asking appropriate questions is too. If you
are not sure about something, ask. If you
make a mistake, admit it, make amends,
and move forward. Doing those kinds of
things tends to make you look different –
in a good way.
Try to develop a professional reputation
for yourself apart from your job. Vol-
unteer to give a presentation at the local
Kiwanis meeting, write an article for the
local paper, attend industry conferences,
etc. Finally, when it comes to acting the
part, do not be a clock-watcher. When
the practice owner says, “Hey…isn’t it
past your quitting time?” Imagine her
surprise when you reply, “Yeah it is…I
clocked out…I just wanted to make sure
the reception area is organized before
I go home. We’re going to be swamped
tomorrow morning and I just wanted
everything to be ready.”
6. Be Positive. The world (and probably
your practice) is filled with whiners and
complainers. The last thing it needs is
another one - especially when it comes
to office gossip. Develop the habit of
never engaging in negative comments
about anyone in the office. Here are a
few tips to help. When someone begins
to speak negatively about one of your
co-workers, when it becomes your turn
to speak, turn it around with a positive
comment about the person in question.
For example, when your co-worker
says, “I have to work twice as hard when
Charlene is working up front…she’s so
lazy,” you might turn it around and say,
“I’m surprised to hear that. Charlene was
always the go-to person when I worked
up front. She was always a big help.”
You see, the last thing your co-worker
wants to hear is something positive
about Charlene. Taking that approach
will quickly re-train your team members
that you do not engage in office gossip.
Another effective approach is to try to
involve the other person. So when faced
with the negative comments you might
day, “Wow…you sound really upset with
Charlene. She goes on break in a few
minutes. Why not bring her in and talk
about it before it gets out of hand?” Of
course the gossiper will try to avoid the
confrontation, which is when you can say,
“Well…I’m a bit uncomfortable talking
about Charlene if she’s not here…
I would never talk to her about you if
your weren’t here…and I’d like to think
you guys wouldn’t talk about me behind
my back.”
You might have to share that lesson
a few times before the message sinks
in. The message being that you do not
participate in office gossip. You maintain
a positive and professional outlook.
Follow these guidelines while you
perform your present job duties to the
best of your ability, and you’ll be on the
road to continued growth, development,
and success. ■
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“STEP ONE in your Promotion Plan is to seek out the ultimate decision
maker – that man or woman who can actually
make it happen— and clearly communicate
your goal.”
OCT2015_Record.indd 4 10/6/15 12:32 PM
ECP NEWS
Silhouette and adidas Eyewear Launch ADIDAS PERFORMANCE Rx in Partnership with Digital Eye Lab
New Program Delivers Simplicity Through Effortless Ordering
and Package Pricing
MARCOLIN and MONCLER: Sign a Worldwide Exclusive
Eyewear License Agreement
Moncler, a leading luxury brand, synonymous
with duvet par excellence, joins Marcolin, a
leading company for eyewear distinguished
for its ability to successfully combine Italian
craftsmanship with the DNA of each brand, to
create a unique eyewear collection: high-quality
excellence, innovation and experimentation will
distinguish each sunglass and optical style.
The license will be effective from January 2016
until December 2020, with the possibility of a
renewal for an additional five years. The launch
of the first eyewear collection is expected by
March 2016.
Giovanni Zoppas, CEO Marcolin Group,
commented: “Moncler is a worldwide brand,
unique and very appealing. The partnership
with Moncler will give Marcolin the opportunity
to target those consumers who are passionate
about Moncler's innovative product offerings.”
Remo Ruffini, Moncler Chairman and CEO:
declared: “I’m very pleased about the agreement
signed with Marcolin, one of the worldwide
leading companies in the eyewear industry. The
partnership with Marcolin will allow us to develop
globally the
eyewear business
consistent with
our values of
uniqueness,
quality and
selectiveness that
distinguish our
brand; a further
important step to
continue to create
value to Moncler”.
Renowned eyewear company Silhouette International,
manufacturer of adidas eyewear, has partnered with
award-winning Digital Eye Lab (DEL) to launch a
unique program for eye care professionals (ECPs).
Entitled ADIDAS PERFORMANCE Rx, the program
will enable ECPs carrying adidas sports performance
product to place orders more efficiently than ever
before, with valuable package pricing covering both
eyewear and lenses as well as free shipping.
“By offering easy ordering and customer margin-
enhancing package pricing, adidas performance Rx
will lead the way in delivering profitable simplicity
here in the United States,” said Jan Cory, U.S. President
of Silhouette Optical, Ltd. “We look forward to
collaborating closely with DEL to continue growing
adidas eyewear, a beloved brand worn by top athletes
and sports enthusiasts alike.”
This groundbreaking collaboration
between Silhouette and DEL reflects the
commitment to quality and innovation
for which both industry leaders are
known, and makes the adidas sales team
at Silhouette a new selling partner for
the DEL Eyewear Specialists and ABB
OPTICAL GROUP Account Managers.
“We are thrilled to launch this exciting
new program with Digital Eye Lab, who
just like Silhouette are dedicated to
producing eyewear that is personalized
to the wearer’s needs and lifestyle,” said
Daniel Rogger, Chief Executive Officer of
Silhouette International.
“This partnership with Silhouette and
their exciting adidas performance Rx
line is the foundation for a revolutionary
process of ordering a complete pair of
eyewear through Digital Eye Lab’s new
EZCONNECT online portal,” added
Angel Alvarez, Chief Executive Officer
of ABB OPTICAL GROUP, DEL’s parent
company. “This unique program brings
simplicity, accuracy, faster turnaround
times and improved efficiencies to eye
care professionals.”
Visit www.digitaleyelab.com/adidasrx
and click on EZCONNECT, DEL’s portal
for highly streamlined ordering.
“The frames will combine, in perfect balance,
aesthetic functionality and techno research,
evoking the iconic elements of Moncler’s
timeless style.”
Ph
oto
gra
ph
ika
La
s V
eg
as
© 2
015
OCT2015_news.indd 1 10/7/15 10:47 AM
36 EYECARE PROFESSIONAL
New Eyes is a 501c3 non-proft organization, founded in 1932 by New Jersey
resident Julia Lawrence Terry that helps people around the world that
require corrective eyewear. They provide Rx glasses to children and adults
to help them to reach their goals by improving their vision.
Julia Lawrence Terry was a volunteer for the Red Cross in Lower Manhattan
when she began collecting eyeglasses for Red Cross applicants who could
not see to read the forms. Terry realized that a better solution was to provide
them with their own prescription glasses. She however took it one step
further and obtained her smelter’s license and began collecting eyeglasses so
that the gold frames could be melted down and the proceeds could be used
to buy new eyewear.
Since its inception into the non-proft sector, New Eyes has helped over 8
million people around the globe making their futures brighter through clear
vision. They have purchased over 400,000 eyeglasses for the disadvantaged
in the U.S. alone since their start. In 2014 they provided new eyewear for
6,656 people in the U.S. and 400,000 used glasses overseas.
Obviously to provide this service, they have to screen everyone through
applications to assure they meet the necessary guidelines. And they also rely
heavily on funding from different resources.
On their website you can read the testimonials that
people write stating how getting this eyewear has
changed their life! It must be a great feeling to know
that you are part of that when you donate or are
involved with New Eyes.
Recently, I had the chance to interview Jean Gajano,
Executive Director:
EYECARE PROFESSIONAL: Jean – Tell me a little
about your involvement with New Eyes?
JEAN GAJANO: I joined New Eyes in 2009 as the
Volunteer Manager responsible for working directly
with the hundreds of people who volunteer at New
Eyes every year. While my background was in
fnance, I had also led several volunteer groups in
my community and enjoyed working toward needs-
based solutions with like-minded people. And as
someone with compromised vision (with diopters of
-9 and -10) I was naturally drawn to New Eyes’ mis-
sion to assist the neediest with the simple yet critical
tool of eyeglasses. In 2014, the Board of Trustees
offered me the position of Executive Director.
ECP: What type of organizations do you send the
eyeglasses to?
JG: New Eyes partners with hundreds of organiza-
tions, including large ones like Feed the Children
and Physicians for Peace, as well as smaller civic
Eyeglasses
FOR THOSE IN NEED
Lynnette Blanton, EditorGIVING BACK
New Eyes, making a difference in Cambodia.
OCT2015_GivingBack.indd 2 10/6/15 10:33 AM
Quotes from our Overseas Used Eyeglass Program
FROM NICARAGUA:
“Thanks again for the hundred pairs
of glasses, which I brought on my Alumni
Service Corps trip to Troilo, Nicaragua.
This is a small community without
electricity and running water, located
over one hour on dirt roads outside of
Leon. It was an incredible experience to
help each community resident try on a pair of
glasses and see clearly for the very frst time.
They cried and we all cried, too. Their faces
captured it all expressing such joy.”
—Lise Chapman
FROM HONDURAS
“Over two weeks, the Eye Team was
able to assist over 550 people….There
were some who needed surgery, many who
needed something soothing for sore eyes,
a few who needed only sunglasses, and the
overwhelming majority who needed glasses
to help in their daily activities as well as
reading. From a 6 year old boy who received
glasses to correct his myopia, to the teacher
who could not see clearly to read to his class,
to the truck driver who could now see where
he was going, to the elderly woman who was
ecstatic to be able to read her bible again…
Thank you to New Eyes.”
—Michael Rieger
FROM GHANA
“You donated several hundred glasses
which we took to Abetif, Ghana this July.
We saw 1,700 patients over 2 weeks. We
performed 77 cataract surgeries and we
distributed nearly all of the glasses you
donated (about 150 pounds of weight).
Thank you very much again for your generous
donation.”
—Judith Simon, MD
and religious groups, college students and
optical professionals conducting medical
clinics.
ECP: Currently, how many countries are
you helping with eyeglasses?
JG: In our last fscal year, over 250,000
New Eyes used glasses reached 21 countries
in South America, Africa, Southeast Asia
and the Pacifc Islands.
ECP: Do you provide them with RX sun
wear as well?
JG: Yes. New Eyes has great demand for
sunglasses for prescription and non-
prescription sunglasses for adults and chil-
dren from our mission partners, especially
those working in countries
on or near the equator.
ECP: What is the New Prescription Eye-
glass Program and how can we tell people
what to do that need your help? Where do
they go?
JG: New Eyes provides new prescription
eyeglasses for children and adults in need
in the United States through our voucher
program. They can apply to New Eyes
through their social worker, primary care
physician or house of worship by down-
loading our application from our website
at www.new-eyes.org and returning the
completed form to us with a copy of their
eyeglass prescription. Once approved, we
send them a voucher for a basic pair of
eyeglasses that they can take to any local
optical dispenser as long as the dispenser
accepts New Eyes’ reimbursement rates.
There is no out-of-pocket expense to our
voucher recipients.
ECP: What can ECP’s in the industry
do to help you?
JG: ECP’s can help New Eyes in many
ways. They can conduct used glasses
collections; partner with New Eyes in
commercial ventures; donate overstocked
items; accept New Eyes vouchers from our
clients; sponsor our EyeRock fund-raising
event in New York City during Vision
Expo East in April 2016; and make a tax-
deductible fnancial donation at www.new-
eyes.org (100% of individual donations go
towards the purchase of new eyeglasses).
A big thank you to New Eyes and Jean
Gajano for sharing this information with
EyeCare Professional Magazine. We are
dedicated to helping everyone know about
the organizations in the industry for
“giving back”.
SMARTBUYGLASSES DONATES $2 MILLION USD
IN EYEWEAR TO THE DEVELOPING WORLD
The SmartBuyGlasses Optical Group recently
surpassed the $2 million mark with a donation
of 10,000 pairs of glasses to Ghana.
The SmartBuyGlasses Optical Group recently
reached $2 million worth of eyewear donated
to various countries across the developing
world through its Buy One, Give One social
movement. Having partnered with Unite for
Sight since 2009, the $2 million milestone is a
big achievement for the company and accounts
for over 78,000 pairs of glasses sent to the
developing world. On September 16, 10,000
pairs of glasses were shipped to Ghana, tipping
the total amount donated to over $2 million.
“We’ve been working with Unite for Sight since
2009 but our philanthropic attitude is a core
aspect of our business history,” states Jackie Tsui,
Chief Social Officer at the SmartBuyGlasses
Optical Group. “We have helped over 78,000
people all over the world and our latest shipment
of glasses to Ghana was our largest to date. We
hope that over the next 6 months we can hit our
next milestone of $3 million USD.”
SmartBuyGlasses was founded on the principle
of giving back and this social philanthropy is one
of the core foundations of the business. The next
target set will be $3 million and it is expected to
be reached within the next 6 months.
New Eyes visits refugee camp in Kenya.
OCT2015_GivingBack.indd 3 10/6/15 12:39 PM
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OD PERSPECTIVE
By Jason Smith, OD, MS
There are several types of glaucoma
including open angle, narrow
angle, pseudoexfoliation, steroid-
induced, pigmentary, congenital,
glaucomas associated with hereditary
or familial diseases, infammatory,
phacogenic, traumatic, neovascular,
drug-induced, glaucoma secondary
to an intraocular hemorrhage, and
glaucoma associated with intraocular
tumors, retinal detachments, chemical
burns, and iris atrophy.
Other forms of glaucoma include
glaucomatocyclitic crisis or Posner-
Schlossman Syndrome, Fuchs
heterochromic iridocyclitis, uveitic
glaucoma, and herpetic keratouveitis.
Every glaucoma has one thing in
common; it can cause visual feld
losses, vision losses, and potential
blindness. Every patient who has any
form of glaucoma needs to be under
the care of an eye doctor. In many
states, the management and care of
glaucoma can be directed by an op-
tometrist. When the glaucoma requires
surgical intervention or higher levels of
medical care, a glaucoma specialist/
ophthalmologist may be required.
Many optometrists are so busy with
their practices taking care of primary
care needs that they work cooperatively
with an ophthalmologist. But, there are
also many well qualifed and well-
trained optometrists who can manage
and treat glaucoma patients unless
surgery is indicated or when other
vision complications occur.
Patients with glaucoma should be
educated as to what the action, plan,
consequences, and future will be once
it has been diagnosed. It is considered a
disease. Some patients may be in denial
that there is anything wrong when they
can see well and there may be no pain.
The topic of having a laser procedure
may create tension, anxiety, or fear.
If surgical interventions are required,
patients must be advised and counseled
as to the medical consequences as
well as the fnancial costs, risks, and
benefts of any surgery.
Surgical options for glaucoma
include iridotomy, trabeculectomy,
drainage implants including valved or
non-valved, and istent implants. In a
recent article in the Journal of Cataract
and Refractive Surgery, July, 2015, Drs.
Dada, Rathi, and Angmo indicated
that there are positive outcomes for
clear lens extraction (cataract surgery)
in eyes with primary angle closure
glaucoma. “Clear lens extraction led to
a signifcant reduction in IOP, a widen-
ing of the anterior chamber angle, and
a reduced need for ocular hypotensive
medications in eyes with primary angle
closure and persistently raised IOP
after a laser peripheral iridotomy.”
There are many eye drop medications
that can treat glaucoma. The decisions
as to what drops and how many drops
GLAUCOMA DISCUSSED
Visual Field Losses, Vision Losses, and Potential Blindness
OCT2015_JasonS.indd 2 10/6/15 12:21 PM
are needed would be something that a
glaucoma specialist would determine.
The costs of medications must be
discussed because patients sometimes
cannot afford these high costs which seem
to be escalating. When a patient is elderly
or in a nursing home, there may be a
need for someone else to put drops in the
eyes on a regular basis. And compliance
using eye drops on a regular daily basis
is something that needs to be reinforced
with every patient.
According to a British Journal of Oph-
thalmology article at www.ncbi.nlm.nih.
gov/pmc/articles/PMC1856963/ “glaucoma
is the second leading cause of blindness
worldwide disproportionately affecting
women and Asians. There were 60.5
million people with open angle glaucoma
(OAG) and angle closure glaucoma (ACG)
in 2010, and that number will increase
to 79.6 million people by 2020. 74% of
these people will have OAG, women will
comprise 55% of OAG, 70% of ACG, and
59% of all glaucomas in 2010. Asians
will represent 47% of those people with
glaucoma and 87% of those with ACG.
Bilateral blindness will be present in 4.5
million people with OAG and 3.9 million
people with ACG in 2010, rising to 5.9 and
5.3 million respectively. Glaucoma is 15
times more likely to cause blindness in
African Americans than in Caucasians.
The prevalence of glaucoma rises rapidly
among Hispanics over the age of 65.”
Acute narrow angle glaucoma can occur
suddenly when the iris is pushed or pulled
forward. As the lens in the eye changes
with age, it can contribute to a narrowing
of the angle, also. If the aqueous fuid
is blocked in the drainage angle of the
eye, the intraocular pressure will rise
and damage the optic nerve. Acute angle
closure glaucoma can present with pain in
one eye, redness, blurry vision, headaches,
halos, dilated pupils, vision loss, nausea,
and vomiting.
Gonioscopy must be part of every
clinical exam in order to determine the
status of the angle. There may be periph-
eral anterior synechiae, corneal edema,
and the intraocular pressure may be very
high. This problem must be managed very
quickly and is an ocular emergency. If the
higher pressures are not reduced quickly,
permanent vision loss will occur.
Every ECP must have a minimum
database that provides the optimum of
care and service for every patient. Extra
concern for glaucoma patients exists when
there is a family history of glaucoma, the
presence of diabetes, high blood pressure,
heart disease, visual feld losses, decreased
vision, high intraocular pressure, un-
usual or unexplainable visual problems,
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OCT2015_JasonS.indd 3 10/6/15 11:13 AM
corticosteroid use, physical injuries or
trauma to the eye. A more aggressive
approach for a suspicious patient must be
undertaken which may include a referral
to an ophthalmologist.
A patient history will provide the
symptoms that a patient is experiencing
as well as allow the ECP to know if there
is any family history of eye problems or
other medical problems. Corrected and
uncorrected visual acuity measurements
at distance and near will further allow
the ECP to determine if there is reduced
vision as well as to determine if there
is myopia, hyperopia, astigmatism, or
presbyopia present.
A refraction may indicate for example,
that a highly farsighted patient may have
narrow angles or a highly myopic patient
may have open angles. The angles must
be viewed under a biomicroscope and
gonioscopy can allow the ECP to view the
actual anatomy of the angle. Intraocular
pressures must be determined for each
eye by using a non-contact tonometer,
a Tonopen, or a Goldmann tonometer.
If there is any suspicion of eye pressures
that are outside of normal, several
measurements should be taken at different
times of the day due to cyclic fuctuations
through the day.
The evaluation of intraocular pressure
(IOP) is usually based on measurements
done during offce hours. As IOP is
considered a major risk factor for
glaucoma, an undetected IOP spike could
be the missing link that has not been
taken into account. People with thin
corneas can be at an increased risk of
developing glaucoma so it is important to
use a pachymeter in order to determine if
this is an added risk factor.
Every eye exam should include visual
feld testing which would include a
screening or a threshold test depending
upon concerns or risk factors. Any
glaucoma patient should be informed
that visual feld testing will be done on a
regular basis. These visual feld tests are
important in order to know if a problem
exists, to monitor any changes once any
treatment is started, and to be able to
change the treatment strategy if signifcant
visual changes do occur.
Also, every patient should be dilated
in order to determine the health of the
retina, the retinal vascular system, the
optic nerve, and the macula. Fundus
photography and taking pictures of the
optic nerve are very important. These
photos can allow the ECP to monitor
changes in the cup to disc ratio of the
optic nerve. If a cup to disc ratio is high
such as 0.5 or 0.6, this can be another risk
factor for glaucoma including the fact
that the vertical size of the cup must be
compared to the horizontal size.
There has been improved diagnosis and
management for glaucoma including
the use of an OCT (Optical Coherence
Tomography). An OCT is another tool
that measures the thickness of the retinal
nerve fber layer. The average values of the
nerve fber layer thickness can be calcu-
lated and compared to what should be
normal. OCT’s can be an expensive piece
of equipment with prices ranging from
$9000-$45,000.
In a July, 2015 Review of Optometry
article on “Treating Glaucoma in the Real
World”, Dr. Murray Fingeret, a leading
authority on this subject, and Aliza Becker
offer these suggestions when treating a
glaucoma patients’ medication adherence;
“build trust with your patients, educate,
educate, educate, provide written instruc-
tions, offer reminder strategies for taking
medications, and make sure patients
understand their insurance coverage.”
These are good suggestions under any
circumstances. ■
OCT2015_JasonS.indd 4 10/6/15 11:13 AM
There are more than 600 million people around the world who need your help!
Visit givingsight.org or call 888-OGS-GIVE to learn more.
3 Make a personal, practice or company donation / pledge and
3 Raise funds from patients, employees, friends and family.
by raising funds to give sight and hope to people in need.
Challenge Take the
Challenge this October
World Sight Day is an
initiative of VISION 2020
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ADVERTISER PAGE # PHONE # WEB SITE
21st Century Optics 17 800-221-4170 www.21stcentury optics.com
Eyevertise 28 800-943-1411 www.eyevertise.com
Fashion Optical Display 21 800-824-4106 www.fashionoptical.com
FEA Industries 7, 24, 25, 33, 38, 39, 47 800-327-2002 www.feaind.com
Grimes Optical 44 800-749-8427 www.grimesoptical.com
Luzerne Optical 27 800-233-9637 www.luzerneoptical.com
My Vision Express 44 877-882-7456 www.myvisionexpress.com
National Lens 42, 45 866-923-5600 www.national-lens.com
Nellerk Contact Lens Cases 44 607-748-2166 —
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Optical Seminars 34 — www.opticalseminars.com
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Opticom 13 800-678-4266 www.opticom-inc.com
Optogenics 31 800-678-4225 www.optogenics.com
Optometry Giving Sight 43 888-641-4483 www.givingsight.org
Three Rivers Optical 11, 29 800-756-2020 www.3rivers.com
US Optical 41 800-445-2773 www.usoptical.com
Vision Expo 23 800-811-7151 www.visionexpo.com
Walman IFC 612-811-7151 www.walman.com
X-Cel Optical 5 800-747-9235 www.x-celoptical.com
Younger Optics 8, 9 800-366-5367 www.youngeroptics.com
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ECP_SubBanner.indd 1 10/6/15 6:48 PM
TOPICAL OPTICAL
You might think so with Amazon, Barnes
& Noble, and all the stif competition
today – sounds a lot like independent
ECP’s Huh?
In reality more bookstores have
opened than closed in the last couple
of years in the U.S. They have always
been and will always be anchors in
many communities.
In fact May 2 was Independent Book-
store Day, celebrating this vital indus-
try. That day on Twitter and Instagram,
shoppers showed of their literary hauls
so enthusiastically that for a few hours
the hashtag #Bookstoreday was trending
nationwide, up there with the royal baby,
the Kentucky Derby, and an event which
shares the event’s community-spirited
DNA, Free Comic Book Day.
As reported by The Daily Beast, “To get
new customers coming in, spending mon-
ey, and coming back, independent book-
stores have to ofer something that their
customers can’t fnd online. That might
be an intangible sense of community, or
something more concrete, like the special
products that the IBD organizers created
this year—“physical, real, bona fde book
swag,” as Rebecca Fitting of Brooklyn’s
Greenlight Bookstore called it.
The range of signed books and artwork,
available only on this day and only in
stores, included a chapbook of new
essays by Bad Feminist author Roxane
Gay; a limited-edition print by the graphic
artist Chris Ware; and a stencil of a Marga-
ret Atwood quote designed to resonate
with the bookstore crowd: “A word after a
word after a word is power.”
It resonates with me that we have a lot
in common with bookstores, more than
would be thought. Now that the shock of
the big box retailers, the cheesy on-line
merchants, and competition from dispens-
ing Doctors has subsided a bit, we are
taking a hard look at the traditional ways
we view our role as eyeglass vendors.
A look on Facebook at trendy optical
groups makes one realize there are a lot
of really sharp folks out there taking the
measure of the big, the faceless, (and
sometimes boring) mass merchandisers.
We see great local, independent opti-
cal shops that prosper by mining unique
niches they have carved for themselves,
not just trunk shows but a combination
of smart social media savvy, outreach to
under served communities as a social
good, building community, by refusing
to carry the “me too” products the mall
giants push, combining with artists and art
groups, supporting vendors who support
the local stores, and so on.
“Getting customers to reject the homoge-
neity of chain stores and the facelessness
of Amazon has been essential to the suc-
cess of unique independent stores. But the
stores that proft best from an event like
Bookstore Day seem to be those, like Mc-
Nally Jackson, that have already embraced
the new social reality of bookselling.
They are the stores that maintain a chatty
and approachable social media presence,
ofer a carefully curated selection of stock,
run children’s story time in the mornings
and readings and parties in the evenings,
and focus on making their stores pleasur-
able places to visit. They are the stores
that are the face of this unexpected retail
resurgence.”
“Pleasurable to visit”, ponder that state-
ment for a moment – that is the low bar
we must hurdle to begin making ourselves
more relevant in this hyper connected age,
and it has to be sincere.
“When I have a little money, I buy books;
and if I have any left, I buy food and
clothes.” —Desiderius Erasmus, circa 1466
Today he might add, “And glasses to help
me read them!” ■
“
Getting customers
to reject the
homogeneity of
chain stores and
the facelessness of
Amazon has been
essential to the
success of unique
independent stores.
”
Independent
Book Stores are Dead?James Magay, RDO
“A word after a word
after a word is power.”
OCT2015_Magay.indd 2 10/6/15 10:24 AM
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★ Online Chat with Customer
Service
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Jobs in Process
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Invoices, & Rewards
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LAS VEGAS, N.V. - This year at its annual celebration of wholesale optical labs,
FEA Industries was named “Optical Laboratory Website of the Year”.
This year, FEA’s website was completely redesigned. One of the main features that separated FEA from the competition
was the online chat, which makes it easy to contact customer service. “It’s so much more convenient to use online chat than having
to call the lab,” said one Eyecare Professional.
FEA also received the most nominations from
Eyecare Professionals, which served to underscore the
value that this website has to its customer base. “We
are very pleased to receive this award,” said Bill Hefner,
President of FEA Industries. It’s the only site that puts FEA’s
Customer Service in the ECP’s ofce.
Labtalk is a magazine focusing directly on laboratory managers and
owners. This competition is in its sixteenth year, and is presented
annually at Vision Expo west.
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