The Optical Vision Site

Managing Progressive Lens Choices

Last week we did a post about Progressive Lens Comparisons and lens plots. We are continuing this theme as our optical blog readers have asked for more non-biased posts about lens technology and performance in layman’s terms.

I am not claiming to be an expert on the subject but I did work for a lens company for many years so  have  some knowledge and understanding about how confusing all the data can be. I have scoured many progressive lens articles and CE courses and have been reading as much as I can about this subject and will continue to make recommendations for good resources on the topic of lenses technology and education resources.

The late Michael DiSanto who was a master optician, an independent industry trainer, past president of the Opticians Association of Ohio sadly passed away last year of Cancer but his educational materials live on and provide a wonderful resource. One of his recommendations on managing progressive lens choices was to “start a toolbox/streamline design choices. It is not possible to pick one design and use if for everyone regardless of need but to work with the best products the industry has to offer within a manageable group of lenses. These lenses do not all have to be from one lens supplier unless you want them to be”

The specialization of today’s progressive lenses provides you with the opportunity to offer your patients many choices to meet their individual needs which can be overwhelming for them. The toolbox idea is goes like this – a good toolbox won’t have over 300 different types of screwdrivers, but it will have a selection of specialized choices to get the job done. But how do you use this analogy to  select the lenses in your toolbox?

Your tool box can’t hold all the options but it should have all the basics, if you need a “specific tool” not in the tool box, you order it! Here is a “Tool Box” Example from some the lenses and materials we know best:

Progressive Lens and Materials Tool Box

Michael’s recommendation on how to create a progressive lens tool box was basically this:

• Define up to three general-purpose lenses used. These are the standard progressives that form the basis of the progressives prescribed and are the foundation of the pricing charged
• Choosing a progressive is a functions of brand – yours not the manufacturer’s e.g. does the brand of lens support who you are as a brand – can you get the add-on treatments and materials that are needed in that design for the variety of patient in the practice
• Choose a manufacturer that supports and trains staff to help make the practice more successful
• Lab costs, pricing, service  that fit with your needs
• Create a  3x 3table with  Good, Better, Best columns with General Purpose, Short Corridor and Computer as the rows (see above)
• In the “good” column add two or three general purpose choice designs that you dispense.
• In the better column add in their improved or evolved designs, thin and light materials and treatments like Sunsensors, Transitions, Trivex, Polarized etc.
• In the best column go one step further than the better column e.g. super high-index like Hoya’s 1.70 material
• Choose a least two designs for each box but no more than four

Progressive and Free Form Lens Comparisons

A couple of months ago we asked about what our optical industry readers would like to see more of and one of the requests was to see a non biased progressive lens review and another was to see posts about lens technology and performance in layman’s terms.

Progressive Lens Maps don't have to be confusing!

As there are so many different progressive lens brands and designs available it is really impossible to review them all independently. Those lens plots can be extremely confusing and usually only specific to a certain power and add. However, there are independent resources to look for data and figure out progressive and free form lens comparisons as needed.

The Lens Guru is an independent source and lists all available progressive lenses and I particularly like the ability to compare different lens maps, it is really easy to use this site. The Lens Guru is not affiliated with any lens company and the database currently lists over 1900 PAL’s but is designed to be easy to use, so you can find the information you need quickly.

LensGuru Lens Map Comparisons

OptiBoard’s progressive lens discussion forum is a great resource and easy to find information by doing a search on your subject and following the thread. You do not have to be a member to look for information although you do need to register to post.

Totally Optical has really addressed the issue of technical lens information in layman’s via First Vision’s “Handbook of Free-Form 2010″  – the hard copy is mailing with the August issue of VCPN, but you can see the digital edition here NEED TO BETTER UNDERSTAND FREE-FORM LENS TECHNOLOGY? It covers all the basics and many of the free form lens providers.

Nearly all the lens vendors all have very good consumer literature available at no charge and written in layman’s terms. ICoat has several for coatings, Zeiss has downloadable consumer brochures , Shamir’s Vision 101 is very consumer friendly and good info. Not every optical customer wants a lot of technical information but it is good to have it available for the ones that do and your lens vendors are the best source.

CBS Tests UV Protection – Finds Cheap Sunglasses Have 100% UV

CBS went on the road to test 100 pair of sunglasses from $5 sunlasses to designer sunwear. They then took them to  Dr. Mark Werner to test the UV Factor- Dr. Werner finds that $5.00 Sunglass have 100% UV protection. Check out the video here CBS UV Video Posted on YouTube July 19, 2010. (Transcript)

Photo-cheapsunglassesevents.com

Here is the question that needs to be addressed with staff- How Are You Going To Answer That With Your Patients? The key  to responding is be proactive, educated and prepared. We have pulled together some articles we recommend for all staff to discuss and learn about the differences between cheap sunglasses and quality lenses.

• How Stuff Works- Cheap vs Expensive Sunglasses- The biggest problem with cheap sunglasses is in the way the lenses are made. Inexpensive sunglasses have lenses made of ordinary plastic with a thin tinted coating on them. While the tint color and a similar frame design may make them look like Oakley X-Metal Romeos or Ray-Ban Predators, the actual lenses are very different. You will learn exactly how different they are, and how important the differences are, in the following sections.
• The Straight Dope- Do old or cheap Sunglasses increase the risk of eye damage from ultraviolet rays?
• Environmental Graffiti- a nice editorial - UV rays cause exactly the same type of damage to your eyes as your skin, causing burns, blindness, and yes, an elevated cancer risk. Australia, home of the highest skin cancer rates in the world and whose massive population lives next to the ozone hole, has strict standards for sunglasses; as does the European Union. Why won’t America come along?
• Glaucoma Research Foundation A Guide To Sunglasses- Long-term exposure to UV rays can damage the eye’s surface as well as its internal structures, sometimes contributing to cataracts (clouding of the lens) and macular degeneration (breakdown of the macula). Ophthalmologists and optometrists now recommend wearing sunglasses and a brimmed hat whenever you’re in the sun long enough to get a suntan or a sunburn, especially if you live at a high elevation or near the equator.
• Live Science- BeWare Cheap Sunglasses - Unfortunately, the non-prescription sunglasses industry is weakly regulated, and even bold words in its advertising such as “UV absorbing” or “blocks most UV light” might mean nothing. ”There is no government regulating power for the classification of sunglasses,” said Donald D’Amico, chair of ophthalmology at New York-Presbyterian Hospital. As a result, some companies misrepresent how much protection their sunglasses offer.
• Hub Pages- Excellent Articles About UV and lenses and lens labeling. - It’s not about the price! You do not have to pay a premium price for 100% UV protection in a pair of sunglasses. All you need to do is be able to read the label…he tint of the lens has nothing to do with the UV protection of the glasses. A clear lens with no tint and 100% UV protection is better for your eyes than dark, heavily tinted sunglasses without UV protection…Polarized, or anti-glare lenses are NOT all you need to protect your eyes from UV rays. You still MUST have 100% UV protectionour children need sunglasses as much as adults. Children often spend even more time outside than most adults. So, why wouldn’t a child need proper UV protection?
• Best Health Mag- Are Cheap Sunglasses Safe? - Still, you don’t want to take any chances. When shopping, look for a label that states they provide UV 400 or at least 99 percent UVB and 95 percent UVA protection. Ideally, they will also have an “ANSI Z80.3” sticker, which shows the manufacturer paid a licensing fee to the American National Standards Institute (ANSI), guaranteeing the product has met set criteria. “If you see this tag and the sunglasses are made by a quality manufacturer, the lenses will block UV light,” says Chou, who, along with Dain, sits on a committee that’s drafting international standards. If sunglasses don’t have such stickers, or are being sold by a less-than-reliable vendor, don’t risk it.

Top 5 Reasons To Recommend AR Coatings

Anti-Reflective Coating Comparison

Based upon trade surveys it seems that the eyecare professional still has problems dispensing AR coatings. Personally speaking I would not live without it. A great article from Eye Care Professional Magazine has phenomenal response to your patients about the benefits of AR Coatings. I would take this article and discuss it in staff meetings. Here is the article:

ALTERNATIVELY, some of us learned it was The Five Ws and One H (how). We were taught, especially in journalism, that every effective story had to answer those five or six questions. To be considered complete, factual answers to all those questions had to be reported. Notably, none of those questions could be answered with a simple yes or no.

Too often, I believe, we forget that we are not journalists. We are opticians – eye care professionals whose main reason for existence is to protect the health, safety, and welfare of our clients with regard to eyeglasses and contact lenses. As such, I think we spend a bit too much time and energy explaining to our clients the who, when, where, why, and especially how. It seems to me that we need to emphasize “what” the products do. If interested or concerned, our patients will surely ask “how” the thing works or performs; then and only then should we provide the information.

For example, I think most first-time presbyopes need to be informed that a progressive lens is indeed preferable to a line bifocal because it provides focal points at an infinite number of distances, specifically at infinity, intermediate, and near. That is “what” it does. For the vast majority of patients, that’s enough information to make a decision. A small percentage of patients will want to know “how” that happens or “why” it’s so. In that case – tell them – but only if they ask.

I think this problem most often manifests itself in our quest to sell more AR (anti-reflective) lenses. We muddle the message – ironically making it less clear – by including too much ancillary, unnecessary, unwanted information. With that in mind, here are five “whats” that I think we should share with our clients in an effort to sell more AR. I will, of course, include the how and why of it…just in case they ask.

What #1: With an AR lens, you will experience less fatigue and eye strain.

• Seems to me that would be enough information for most clients, but if they ask you could inform them that without an AR treatment their lenses will not allow a good deal of light to go through the lens (8-16% depending on lens material). This information is most effectively shared with a visual aid that illustrates the phenomenon. Perhaps telling them that the AR treatment makes the lens more difficult to scratch also makes the point. Additionally, the fact that TV screens and computer monitors would be less obstructed also helps to make the point.

What #2: With AR, your vision is sharper…especially at night.

• If less fatigue and eye strain doesn’t sell them on the idea, the fact that vision is sharper, especially at night, ought to do the trick. On the outside chance they want an explanation, how about letting your patients know that the AR increases contrast, making color differentiation easier. The fact that halos around street lamps and headlights will be eliminated explains how driving at night would be safer, since more details would be discerned easier and sooner.
• There are also studies that show us that the reaction time of drivers wearing AR lenses is significantly faster than drivers who wear glasses without AR when driving at night. People 65 years of age or older generally need six times more light than an 18-year old to comfortably perform the same task. Especially here in Florida, where a significant portion of our population is retired, that information is important.

What #3: (With apologies to Billy Crystal): You’ll look marvelous!

• Surely, that would be enough for a lot of my patients, but if they wanted an explanation, I would be ready: Your friends and colleagues will be able to see your eyes more clearly if not distorted by the reflections of “standard” lenses. Again, this is best demonstrated with a visual aid. For example, at each of my dispensing tables I have a pair of glasses made up with one lens AR and the other not. While pointing out the difference, I explain that this makes communication more effective. For people with strong prescriptions, especially minus corrections, it should be demonstrated that the lenses will appear thinner and therefore be more cosmetically appealing.

What #4: AR is much better today than it was even a few years ago.

• While this “what” should suffice for most people, if they have had an unsatisfactory experience with AR in the past, a bit more of the how and why will probably be required. That’s when a simple explanation is best. What I do is simply explain that the new technology and advances in the adhesion process helps to ensure that the AR is more an actual “part of the lens” as opposed to simply a coating. Avoid using the word “coating” when talking about AR. This seems to ring true for most patients. The addition of hydrophobic and oleophobic (and I don’t know that I would use those “technical” words) means that fingerprints, smudges, and grease does not adhere to the lenses as much as they used to.

What #5: AR lenses are easier to clean and stay clean longer.

• The last time I said that to one of my patients, she replied with one word: “Sold!” If ever I learned a lesson in keeping it simple, that was it. Those who require an explanation could be told that the super hydrophobic and anti-particulate layers actually repel dust, dirt, and lint. The word “repel” is an effective word to use. It should also be shared that these new and improved outer layers mean that water and oil are easily wiped away. These new lenses need to be actually cleaned far less frequently than before.

The lesson? Less is more. Our clients will let us know if they need more information. In the absence of such requests, keep it simple.

Reprinted with permission from Eyecare Professional Magazine, written by Anthony Record, ABO.NCLE, RDO

AR Coatings can be found at the following places:

• iCoat Company
• Opticote
• Hoya Vision
• iCoat Company
• Soderberg
• Walman Optical
• Carl Zeiss Vision

Polarized Sunglasses – Don’t Be Cheap!

We just watched the Today Show’s Sunglasses report and we were not very impressed. The Today Show attempted to talk about polarized glasses and say that the lenses are basically all the same except for the price and cheap polarized sunglasses are as good as the expensive ones. There is quite a lot of consumer “misinformation” on this subject out there, Mike Bellomo of Opticote sent us this one from Wired.com for example. It is horrible!!

We look at this as an opportunity you, as the optical experts, to talk to optical consumers about the benefits of quality polarized sunglasses and the real value of not just an Rx pair but plano as well. Tell them “Don’t Be Cheap” and why so here’s an idea – have some cheap over the counter plano polarized sunglasses to show customers:

• uneven clarity (blurry)
• color density of the lenses
• color definition of viewed objects i.e. chromatic response, color discrimination and contrast
• scratches
• reflections

It is easy to demonstrate the differences if you compare to a high quality polarized lens such as Costa 580.

Costa580 in Cheeca

For the Rx the same demo can apply but even more so when it comes to thicker lenses and higher base curves. We have seen some really bad polarized lenses, where the film is exposed on the lens edges. Just recently I was advising a customer with a +6:00 Rx to ask for Hi Index. She had purchased her lenses at a chain that did not offer Hi-index polarized and they told her that these type of lenses did not exist!

The wrap around style can be very tricky when it comes to polarized RX so it is particularly important to use a quality lens such as Shamir’s Attitude.

Vision- Ease Coppertone Polarized Lenses received the OLA 2009 Award of Excellence – this is a good example of something you can use to assure optical customers they are receiving a high quality product.

Please visit our sister directory site www.opticalvisionresources.com for Sun and Sports Performance Eyewear listings .

Attention Optical Practices – Are Your Lenses Meeting New ANSI Standards?

This is very important information for eyecare professionals with in-house processing especially as the American National Standards Institute (ANSI) earlier this month approved a series of updates to the Z80.1 standard for prescription spectacle lenses. Overseen by the Z80 Accredited Standards Committee (ASC) for Ophthalmic Optics, which consists of 18 voting organizations and more than 100 experts, these changes are designed to increase the durability and quality of lenses.

The Z80.1 standard serves as a guideline for both eye care professionals with in-house processing and optical laboratories to follow prior to the delivery of finished eyewear to the patient. It applies to the processing of all prescription ophthalmic spectacle lenses in edged or assembled form. Relevant optical specifications and tolerances of this standard also apply to uncut lenses supplied by an optical laboratory to be used in filling a specific prescription.

The revised Z80.1 standard includes updates to:

* Measurement of transmission power: In 1995, Z80.1 adopted the ISO method to measure specified power which is based on the meridian of highest power. The 2010 Z80.1 revision reverts to the sphere and cylinder method without a change in tolerances.

* Use of compensated power: The use of compensated power for the as-worn position was expanded to include both distance power and add power. The power tolerances are applied to the compensated values and not to the prescribed prescription.

* Lens durability: Lens durability requirements were added from two new ISO standards – specifications and test methods for anti-reflective coatings from ISO 8980-4 and minimum requirements for spectacle lens surfaces claimed to be abrasion resistant from ISO 8989-5.

* Lens abrasion resistance: The new requirement for lens abrasion resistance applies only if the lens supplier claims it. The requirement is that the lens resists abrasion at least as well as uncoated hard plastic (CR-39) as determined by a rubbing test.

* AR coating: The new AR coating requirements assess durability by subjecting the lens to mechanical rubbing, high humidity and UV radiation. After the sequence, the lenses are inspected to determine if delamination of the AR coating has occurred. The maximum reflectance of an AR coated surface was also changed to 2.5 percent.

“The changes to the Z80.1 standard are significant to the optical community. For one, lens power measurement is now done using the method most familiar to labs and ECPs as the ISO international method is no longer used,” said The Vision Council’s Ken Wood, secretariat for ASC Z80. “The other additions covering lens abrasion resistance and AR durability are the first such requirements in the US market and establish a minimum level of performance that can protect both the patient and the ECP by barring poor performing products.”

The 2010 ANSI Z80.1 standard for prescription spectacle lenses can be purchased at www.webstore.ansi.org. This standard does not apply to products covered by American National Standard Requirements for Nonprescription Sunglasses and Fashion Eyewear, ANSI Z80.3-2008.

For more information on the changes to the Z80.1 standard, please contact Amber Robinson, The Vision Council manager of member and technical programs, at (703) 740-1094 or at arobinson@thevisioncouncil.org.

Breaking News! Carl Zeiss Vision Signs As Sponsor!

We are very excited about having Carl Zeiss added to our family of sponsors! Carl Zeiss was started back in 1846 and throughout the years has evolved into a premium optical and optical electronic company. The focus way back then was microscopes and from microscopes has led into performance optics, including binoculars, lenses, lens coatings, semi-conductors and of course Carl Zeiss Meditec AG. Just a little more trivia, but Carl Zeiss Vision was one of the first companies to introduce the 8 hour working day (1900) and can you believe this, a company health insurance program was put in place in 1875.

i.scription street

Today Carl Zeiss Vision is involved in not only Vision Care, Binoculars and Riflescopes, Camera and Cine Lenses, Video Glasses, Planetariums, Medical and Surgical Solutions, Microscopes, Nanotechnology, Industrial Meteorology, and more.

For the optical professional in the USA, they own 17 Surfacing Labs and over 100 partner labs and have recently been in the news for canceling Lens Distribution with Essilor and Hoya that “will allow Carl Zeiss Vision to focus on readying the Zeiss distributor network for emerging technologies, while maintaining Zeiss standards of quality and service.”

That said they are definitely growing and expanding. Along with their performance lenses: Zeiss, Sola Lenses and American Optical Lenses, AR and  Teflon coatings- they are in the process of testing i.Terminal, an ’integrated dispensary system that combines a new level of fitting and measurement precision with enhanced patient consultation.’ combined with i.scription- puts Carl Zeiss Vision on the cutting edge of technology and providing to the Eyecare Professional products and services they will need to compete in todays changing technologic marketplace.

What is also good, is the amount of information for both the ECP and the consumer to be found on their website. As the consumer is becoming their own advocate and researching their own products, it is very nice when the vendor provides the information to the consumer, information that is essential to the optical professional as well. You can actually conduct optical training courses just from the site.

Both Shirley and I are excited to be working with Carl Zeiss Vision, they are based in San Diego our hometown plus we know a few of their reps, so it is always good to have a connection!

Take a look at their site, particularly the education information, bookmark for future reference and if you have an opportunity speak to their reps about Carl Zeiss products and services.

Eyecare Profitability- Mirror Coatings

An excellent article on the Profitability of Mirror Coatings was in the May Issue of Totally Optical: I really recommend you read it here. Sorry couldn’t get the pictures larger but you can always click on the link.

Raise your hand if you sell eyewear. Keep your hand up if you sold a mirror coating within the past week. Where did all the hands go? Mirror coatings can be a useful addition to your lens tool-box. Recommending mirror coatings on plano and Rx eyewear boosts patients’ lens performance while promoting fashion. It can also increase your profit picture.

WHERE’S THE ACTION?

The fashion market continues to feature flash mirrors and flash gradients while the sports market shows new bold colors. Mirror coatings have improved tremendously over the last couple of years and, for many retailers, have become a profit center all by themselves. The profit margin a mirror coating sale provides will often make up for the discount you might offer on a second-pair sunwear sale, so it’s more important to your profitability than you might suspect.

Photo: www.totallyoptical.com

As you can see in Table 1, a $3,120 annual profit can easily be made by selling just one extra pair of mirror-coated lenses per week. Remember, a backside anti-reflective (AR) treatment is recommended with a mirror coating and that is reflected in the “cost” figure in the table.

Having so many mirror types to choose from makes it easy to recommend them. Solid mirrors provide the ultimate glare reduction on top of a dark absorptive lens, perfect for park rangers, dog walkers, or just your average Joe or Jane. Gradient mirrored lenses come in handy when there is a strong amount of light from above, such as biking and hiking. Double gradient mirrors offer protection from glare above and below the line of sight, such as snow shoeing. Boaters and other water enthusiasts should be offered mirror-coated polarized sun lenses to cut glare and reduce the intensity of the sun.

Table 2 illustrates how selling a mix of mirrors can affect your profitability. If $318 can be realized in one week, the profit that can be made selling five different types of mirror treatments equals $16,536 annually. Ten mirror coatings can add an additional $636 weekly, with 20 mirror coatings per week a whopping $1,272.

Now, raise your hand and repeat after me: “I pledge to recommend mirror coatings in my fashion eyewear and sunwear presentations.” If you do, you’ll significantly increase your profits.

Debra R. White is a former opticianry professor. She is currently an optical consultant, lecturer, and writer.

You can find mirror coatings at:

• Hoya Vision
• iCoat
• Opticote