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Accept every patient as a contact lens wearer, industry leaders say
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LAS VEGAS – “We haven’t scratched the surface of the contact lens market,” moderator Scot Morris, OD, said during the Global Contact Lens Symposium here at Vision Expo West.
Morris asked a panel of industry representatives what the profession can do to expand this market.
“We have to be willing to present contact lenses to our patients in traditional ways, which is full-time wear, but also in nontraditional ways,” panelist Jerry Warner, North American president of CooperVision, said. “If we assume that the patient is eligible to wear contact lenses, why wouldn’t we introduce that concept every time they’re in the chair? Introduce solutions around activities: wearing at the gym, for special occasions. Suggest they wear them part-time so they can build the understanding of what contact lens wear could be.”
Peter Menziuso, North American president for Johnson & Johnson Vision Care Inc., said, “When someone comes into your practice, talk about their lifestyle and the benefits that contacts can play.”
Robert Warner, global franchise head of vision care for Alcon, suggested asking patients if there are times when they would like to see great without their glasses.
“How comfortable are you asking for additional revenue out of their pocket?” Jerry Warner said. “We underestimate the willingness of consumers/patients to want the best for themselves. The options are broad: premium to affordable. Just like frame options exist, they exist in the contact lens spectrum. Have the willingness to accept every patient in your chair as a contact lens wearer.”
“As an industry, we need to get our heads out of our patients’ pocketbooks,” Morris said. “It’s not our [job] to decide what they can afford.”
Morris said the attrition rate is quoted as 11% to 14%.
“If your new fits are less than 10% of all of your contact lens evaluations, your practice is losing contact lens patients,” he said. “You are the problem. Why are they leaving? Everybody can wear contacts. The #1 reason people have refractive surgery is because their contact lenses aren’t comfortable. It’s the doctor’s fault for not treating their dry eye.” – by Nancy Hemphill, ELS, FAAO
Reference:
Morris S, et al. State of the contact lens industry. Presented at: Vision Expo West; Sept. 14-17, 2016; Las Vegas.
Disclosures: Menziuso is employed by Johnson & Johnson Vision Care. Morris is a consultant, lecturer or conducts research for or has a financial interest in Alcon, Allergan, Bausch + Lomb and ComSquared Technologies. Jerry Warner is employed by CooperVision. Robert Warner is employed by Alcon.