VEW presenter urges fellow ODs to grow their contact lens practices

LAS VEGAS – Of the 94 million patients with myopia in the U.S., only 38 million wear contact lenses, according to Scot Morris, OD.

Morris’ presentation opened up the Global Contact Lens Forum, held here in conjunction with Vision Expo West.

Of 25 million patients with hyperopia, only 6 million wear contacts, and of the 122.5 million with presbyopia, less than 20 million wear contacts, he said. In addition, about 25% of the U.S. population, or 78 million people, are uncorrected.

“Do you want to grow your practice? You have all the patients you will ever need in your office right now,” Morris said.

“Two hundred million people wear glasses, and 38 million wear contacts,” he said. “These people are already coming into someone’s office to get their glasses, but they’re not contact lens patients.”

The population is growing while contact lens growth is relatively flat, Morris said, and addressing this issue starts and ends with education.

Morris listed what he referred to as “the big three” objections: They do not work for my eyes. My eyes are too dry. My insurance does not cover it.

He addressed these concerns.

“Is there any condition we can’t fit with contact lenses?” Morris said.

Regarding dry eye, “We went to school to be doctors and treat dry eye,” he said. “Ask patients if their vision fluctuates and if it gets better when they blink. If they say ‘yes,’ they have dry eye.”

Morris said the biggest excuse is insurance.

“Somewhere along the way our industry said a patient’s managed care program determines how we treat patients,” he said. “Everyone is a candidate for as much as they want, not just what their benefits allow. We must provide choices.”

Morris urged clinicians to ask every one of your patients with refractive error if they have considered contact lenses. He suggested posting a sign next to the visual acuity chart that says: Have you ever thought about contact lenses?

“If you’re not comfortable asking patients about it, everyone will look at the sign next to the chart,” Morris said. “Just be prepared for the questions.”

Disclosure: Morris has no relevant financial disclosures.