Lose the Jargon

By Susan Tarrant, Eyecare Business, May, 2014

IN A RECENT SURVEY BY EYECARE BUSINESS, MORE THAN TWO-THIRDS OF ECPS SAID THEY EXPECT THEIR SALES OF FREE-FORM LENSES TO INCREASE over the next year or so. And nearly half of them expect that increase to be between 11 to 25 percent. Those are great numbers, and are indicative of practitioners’ desire to serve their patients with the best that technology has to offer.

But in order to get in the free-form lens game, you’ve got to get patients on board. How?

TALK BENEFITS. Talk to patients about how free-form lenses can help them see with more clarity than conventional lenses.

JargonDON’T OVERDO. Don’t get into the technical design of the multi-angled, diamond-tipped stylus that can cut hundreds of curves and surface the lens to within a hundredth of a diopter of accuracy and the software that can plot out backside or dual-side designs that compensate an Rx for base curve and position-of-wear. (If you got lost on that sentence, imagine how a patient would feel!).


“Backside surfacing technology, digital design, and free-form processing all mean nothing to the patient. That patient only understands how it will benefit him,” says Jen Cofield, ABOC, training and development coordinator for Signet Armorlite, Inc.

So that’s what you focus on. Need actual language to help you translate the technical into benefits? Here are some suggestions:

USE ANALOGIES. Start with, “Just like televisions and cell phones have advanced, so, too, has the technology behind the lens design” or a similar analogy.

STRESS MEANING. Don’t explain what the technology is, but rather what it means for the patient in front of you. For example:

“From left to right across the lens, you’ll see sharply. You’ll have much less of that squiggly distortion. You won’t have to point your nose to where you’re looking as much. You’ll have more comfortable vision throughout the day. And, it will be completely customized for your prescription and your frame.”

For full article click here.

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Practice with On-Site Lens Production Cuts out Middle-Man

Baron Vision CenterBaron Vision Center located in Decatur, Indiana, offers the largest selection of eyewear in the area and added the Q-2100 Lens System with nanoCLEAR AR to their practice in 2008. The decision to purchase the equipment was based on increased practice profitability while at the same time offering the best possible prices to their patients. As advertised on their website, “Because of our on-site lab we save you money by making your glasses here, in our office, cutting out the middle-man.”

Aubrey HamiltonNew Baron Vision Center employee Aubry Hamilton recently visited our offices in Louisville, KY for training. Aubry spent two days with Training Manager, Bob Lossman, reviewing lens production and ongoing system maintenance. Aubry was pleased with the ease of operation and was excited to take her new found production knowledge back to the practice.  At the end  training Aubry was presented with a certificate of completion for her operating competence.

Whether you need glasses, contact lenses or the treatment of a medical eye disorder you can depend on Baron Vision Center to provide you with the eye care you need at a price you can afford. They are providers for most insurance plans (vision and medical) and offer 0% financing up to 2 years with credit approval.

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Understanding the Service Help Screen on your Q-2100: Codes 04, 05, 06

Each line in the menu is designed to display problems for specific machine functions. When the machine cannot accomplish a function it will indicate SERVICE on that particular line.

04 Filament Heat Power

Cause: At lease one of the lamp filaments is not receiving continuous power. The filaments help the bulbs to light up.

Response: (1) Follow the instructions given by the machine. (2) For any further information or if parts need to be ordered call Optical Dynamics Technical Support for further information 800-587-2743.

05 Lamp On Time

Cause: The effective life of a set of lamps has been exceeded.

Response: (1) Follow the instructions given by the machine. (2) For any further information or if parts need to be ordered call Optical Dynamics Technical Support 800-587-2743.

06 Post Cure Heaters

Cause: At lease one of the Post Cure heaters is not receiving power.

Response: (1) Follow the instructions given by the machine. (2) For any further information or if parts need to be ordered call Optical Dynamics 800-587-2743.

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Caring for Elderly Patients

As posted on the AAO website, elderly patients seen in the office have special age-related health problems and emotional needs, which should be considered.

Caring Elderly PatientsElderly patients are often anxious and fearful of losing their independence and financial security. They may be facing limitations of mobility that may cause them not to relate well or be difficult to examine. An elderly person may also be particularly worried about declining health and may notice or complain about subtle changes in vision. Examiners should not overlook or downplay these observations. Make note of the symptoms so that the doctor can follow up.

In elderly patients as well as in others, worry may manifest itself in the form of crossness, unreasonable blaming of others or anxiety. The assistant needs to treat elderly patients with special consideration, keeping in mind the following:

  • Healing may be slower.
  • Understanding may be slower.
  • Apprehension about their condition may be greater than with younger patients. Some elderly patient fear impending blindness, even with relatively minor eye problems. Loss of eyesight is another obstacle to independence.
  • Visual acuity is only one aspect of functional vision that may be affected by eye diseases. Color perception and contract sensitivity are often affected as well.
  • Many elderly people live alone, so a small change in objective acuity may cause a big change in functional ability; for example, changing from 20/30 to 20/40 may seem trivial, but it may make the difference between being able to read the newspaper or the label on a medication container easily and with confident.
  • Having to give up shopping alone, driving or other independent activities because of declining abilities and eyesight can be a very difficult adjustment and one that requires sensitivity and compassion on the part of health care providers.

The special needs of elderly patients can be multifaceted. Some elderly patients may have one or more chronic illness or limitations on their ability to maneuver easily through their daily activities. The current visual loss may be just the latest event to occur among other medical concerns.

Some elderly patients also have loss of hearing, which can compound their sense of isolation. Speak slowly and distinctly to patients who have difficulty in hearing, but do not assume that an elderly patient will have difficulty hearing based on his or her age alone. If you determine that the patient is having trouble hearing you, face your patient squarely and allow the patient to see your lips so he or she can obtain extra clues to what you are saying. It is rarely necessary to raise your voice excessively and never necessary to shout.

Many elderly people who are “partially sighted” do not get around as well as a younger and possibly more severely visually impaired individual who may be in better general health, have a broader support system and be more optimistic. However, no one can predict a patient’s reaction based on age. A sudden loss of vision for one patient may be far more devastating than a slowly progressive one for another.

Some older persons mistakenly believe they should “preserve” their eyes by not “using them up.” Tell them it is not possible to use up their eyesight, even if a visual abnormality exists. Encourage them not to sit in the dark, not to give up hobbies and to continue reading or doing other near work. By participating in living as fully as possible, they will have a better quality of life.

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Optical Dynamics Launches Technology in the Philippines

Booth wMikeOptical Dynamics was pleased to introduce the Q-2100 Digital Lens System to the Philippine market in Manila this May. Through our participation as a speaker and exhibitor at the the Integrated Philippine Association of Optometrists (IPAO), we reached over 500 active and student optometrists in country.

AwardWith more than 1000 inhabited islands, same day delivery with our in-office system is ideal. The cost saving associated with in-office lens production is also very appealing as the major lens manufacturers continue to raise prices worldwide. With the Philippine economy growing at 7.2% (2nd only to China in South East Asia), the are ready to embrace new technology to meet the demands of their growing consumer base.

We want to thank the IPAO for inviting and hosting us during the event. They are truly a special group of people and made all participants feel welcome. We look forward to working with their member optometrists.  Click here for a video link of the event.

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Recare Visit Converts Long Time Surfacing Advocate to Casting

Advanced EyecareRafael Ortiz, Trainer, recently met with Advanced Eyecare in Picayune, MS for a recare visit. A Q-2100 customer since 2000 and a nanoCLEAR AR user since 2006, The Advanced Eyecare team has been a long time supporter and advocate of in-office lens production. Fifteen years later, they are still utilizing the technology on a daily basis and continue to add new products to their system configuration as they are released. Staying current with the newest products is a key to their ongoing success. The practice most recently added a 2nd filling unit expanding their photochromic product offering to include sunSMART II brown and ultraSUN sunglass photochromic. The practice is committed to total eye health and is a full service office offering emergency and walk-in care as well as just-in-time delivery of eyeglasses.

Justin Saucier, Lab Technician, had spent most of his career working with traditional surfacing and lens casting was new to him. After training with Rafael, Justin went from processing an average of 5 per day to 16 pair per day. He was thrilled with his new found skills and the ease of operation provided by the technology when compared to the old way of processing lenses. So thrilled in fact he sent us an email to tell us so!

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Optical Dynamics to Exhibit at Vision Trends National Meeting

Vision Trends LogoDr. Michael Toups and Dr. Douglas Inns are the founding members of Vision Trends. Their goal as founders was to take the experience they have had with older business models and franchises and incorporate all the all the good they have to offer while eliminating all the negatives in the old way of doing franchise agreements. With Vision Trends members in over 20 states, their group is quickly expanding providing the latest tools and services necessary for Optometrists to grow their practice and their profitability.

This year’s annual meeting will be held in Boston, at the Intercontinental Boston Waterfront July 10th – 12th, 2014. With over 200 expected attendees and hours of exhibit time, Optical Dynamics is looking forward to seeing existing customers and meeting with new locations interested in adding digital lens production to their practices for improved patient satisfaction and practice profitability.

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Celebrate Our Independence!

4th of July“Fourscore and seven years ago, our fathers brought fourth on this continent a new nation, conceived in liberty and dedicated to the proposition that all men are created equal.” Abraham Lincoln”Those who won our independence believed liberty to be the secret of happiness and courage to be the secret of liberty.” Louis. D Brandeis

“Where liberty dwells, there is my country.” Benjamin Franklin

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Vision Dynamics Lab Launches Free-Form Glass Line

Louisville, Kentucky, June 17, 2014 — Vision Dynamics Laboratory announces the availability of crystalCLEAR™ free-form glass as the newest addition to our family of glass lens products. Designed to compliment our traditional glass lens line, crystalCLEAR free-form glass combines the optical superiority of glass with the benefits of free-from surfacing.

free-form glassGlass has always had exceptional optical performance compared to traditional plastic or polycarbonate lenses.  Free-form processed lenses provide enhanced optical accuracies for Rx lenses.  When you combine the digital free-form process with the superior optics of glass ophthalmic lenses, there is a case to be made that glass free-form progressives are the most premium products available.

“The benefits of glass are undeniable and include superior optical clarity, high ABBE value and impressive scratch resistance. When glass is combined with the benefits of free-form you have a thinner, lighter premium glass lens with optimal prescription accuracy,” shared Eric Lindquist, National Account Manager.

Rediscover the benefits of glass with the crystalCLEAR lens line. crystalCLEAR glass is  available in the PRO DST with the widest far visual field, the PRO SFT for the first time progressive wearer and the SHORT, designed for smaller frames.

For more information or to place an order, please visit www.visdynlab.com or call our Customer Care line at 888-900-5503.

Vision Dynamics Laboratory, a division of Vision Dynamics LLC, specializes in glass lens surfacing, premium photochromics and specialized polycarbonate. Vision Dynamics is an authorized distributor for all major glass lens manufacturers and our lens line is further enhanced with the availability of custom photochromics, pre-tinted polycarbonate, infrared and other specialized lens products.

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