Specializing in sport, industry and military eyewear, we are pleased to welcome one of Taiwan’s largest lens manufacturers to the Optical Dynamics family. With more than 30 years’ experience in the optical industry, our new client is an OEM and ODM company with two factories and over 400 employees. The Q-2100 digital lens technology has been added to their Tainan location where their professional production line includes designing, assembly, inspection and packaging. Ensuring they remain focused on innovation and customer service, the Optical Dynamics technology has been added to expand their Rx work. Optical Dynamics was pleased to host their team for training at our facilities in Louisville, KY earlier this year.
By Chad Flemming, O.D. – Optometric Management July, 2015
Prior to lens production, always make sure the molds are loaded properly, the syringes are positioned correctly and the filters and tips are affixed accurately. Below are images to help walk you through the process.
Capitalizing on increased photochromic sales can improve both patient satisfaction and your bottom line. According to Vision Care Product News, “the goal of every eyecare professional should be to offer the best products to all patients and photochromic lenses are high on the list of great products to offer”. Whether sold as an everyday lens or as a second pair, you can use the following tips to build your sunSMART II photochromic business.
Tip #1: Is everyone in your practice wearing photochromics? If not, they should be. A personal recommendation from someone wearing the product can go a long way in the sales process. Tell them how much you love your photochromic lenses and how they comfortably adjust to the light both indoors or out and see just how far your testimonial can go.
Tip #2: Are you recommending lenses during the eye exam? If the doctor shares a product recommendation with the patient in the exam room, they will be more likely to act on the suggestion. When the doctor is wearing the product recommended, you are almost assured a sale.
Tip #3: Are you presenting the photochromic option to everyone? Adult, mature adult, teen or child all can benefit from a photochromic lens. Make sure to always ask, “Would you like lenses that are clear indoors and darken when you are in the sun?” Or ask, “Are you concerned about eye health?” Both questions lead directly into the photochromic lens discussion increasing your chance of a sale.
“The Optical Dynamics progressive lens, produced with the Q-2100 Digital Lens System, provides consistent and strong optics for 99% of all patients coming in,” says Ken Usatch, who runs the optical shop at Westchester Medical in White Plains, NY. He is referring to the Optical Dynamics tabletop lens production system that he strongly recommended to the practice about 6 years ago.
“It took me about 18 months to talk this medical clinic into taking on the Optical Dynamics system, but I had seen what it can do almost 10 years ago in another practice in NY. I highly recommended it, and I can safely say that most opticians have no idea how great this is,” Usatch added.Luftgebläse
Optical Dynamics has spent the better part of a decade assisting practices with reducing their lab bill by offering a turnkey, in-office system that saves his practice 40%, according to Usatch.
“The industry has moved to expensive free-form lenses. I have seen the casting capabilities, and even in the beginning, Optical Dynamics offered lens-making that produced digital quality lenses that had strong wearability, and did what they were supposed to do,” Usatch remembered.
He indicated that he uses a height of 17 ½ “ as a guide for the progressive lens client. He also indicated an upswing in the new product categories of sunSMART and of ultraSUN – which is good for all people. “They don’t have to go into a polarized lenses, and, it can be used as a sports lens as well,” he pointed out.
For the average optical shop, there is a perception that several thousand dollars is a lot of money to invest into a small, tabletop system which is ergonomic, clean, quiet, and self-diagnostic. “I say it is the best thing that money can buy to make money and provide patient value in this business,” Usatch added.
- Review your product literature…are you talking about the clearLIGHT & sunSMART products?
- Review your on hold message…are you telling your patients about the new digital lenses you produce direct to their prescription while they wait?
- Review your employee compensation program…does your internal program encourage your staff to sell the products you produce?
- Review your staff training program…do all team members know how to present the new product offering to your patients?
- Review your target production…have you implemented a target product rate for your in-house lab?
Target product mix on 100 pair of lenses
|clearLIGHT PLUS aspheric single vision||=||30 pair|
|clearLIGHT PLUS FT-28||=||5 pair|
|clearLIGHT PLUS PAL||=||25 pair|
|sunSMART aspheric single vision||=||20 pair|
|sunSMART FT-28||=||5 pair|
|sunSMART PAL||=||15 pair|
|nanoCLEAR AR||=||60 pair|
Target: 40% sunSMART photochromic
Target: 80% of multifocal lenses are PAL
Target: 60% with nanoCLEAR AR
Implement the above recommendations and you will see your system usage and practice profitability increase.
Click on link for video footage on how to replace the suction rings in your nanoCLEAR AR unit.
“Optical Dynamics longstanding commitment to photochromic lens development continues with the release of sunSMART II BROWN,” shared John Dippold, President. “The evolution of photo dyes is apparent in the advanced visual performance of our complete photochromic line,” added Dippold.
sunSMART II BROWN offers consumers a fashionable alternative to traditional grey photochromics. Clear indoors with dark activation outdoors, it is an appealing photochromic choice. sunSMART photochromics have lasting performance with photo properties built into the lens material.
“sunSMART II BROWN was developed to give our customers a more comfortable photochromic experience said,” Michael Yager, VP Sales. “Our newest photochromic has a more saturated dark caramel color, improved darkness when activated and better high temperature stability,” concluded Yager.
Crystal Vision Optical in Saskatchewan Canada, owned by James Hollstein, licensed optician, added the Q-2100 Digital Lens System and nanoCLEAR AR in 2006. When asked what he liked best about the technology, he responded “freedom”. “I now have freedom from the big labs for 90% of my lens sales,” he shared. “Most orders are complete same day and my in house lab costs are low enough to compete in any market and still make a profit,” he added.
The onsite lens production also adds a level of service, not readily available at other optical locations in the area. When asked to share a success story, Hollstein detailed, “A man and his wife wanted two pairs of glasses each. They were all progressives. They each wanted sunglasses. They were amazed that all their glasses were ready the next day and they impressed with service we can provide with our Optical Dynamics system.”