Optical Dynamics recently expanded our product line with the addition of two new monomers available for use with the Q-2100. amplifyEYE color burst sun lens, a color enhancing sun lens, is like HDR for your eyes! blueVIEW defense are sunglasses for your indoor world and help block and absorb a varying level of violet and blue light.
We are pleased to share locations around the world have added these new products to their practices growing sales and profits.
United States, Antigua, South Africa, Philippines, Jamaica, Puerto Rico, Guam, & Saipan
Join our expanding list of users and grow your business with amplifEYE color burst sun lens and blueVIEW defense!
Call 800-797-2743 to Request More Information
Eyecare Business Volume 27 Number 4 by Susan Tarrant
We all know the importance of doctor-driven lens recommendations. We know the importance of optical staff following up on that message once the patient leaves the exam room. But what you may not know is the importance of the language you use when discussing lens options, particularly options like photochromics.
A Transitions Optical, Inc., study finds that using positive, neutral, or, of course, negative language has an impact on the patient’s overall experience.
75% of the patients who hear “positive” language from their ECPs regarding lens options report a positive eyecare experience and are more satisfied with the overall visit.
58% who hear negative language (including product disclaimers) report a negative overall experience.
How a product is recommended is just as important as actually making the recommendation. The study finds that, even when it comes to discussing product benefits, a patient may perceive disclaimers as “negative,” even if the ECP believes he is making a helpful, neutral observation.
■ Can be worn indoors and outdoors
■ UV protection
■ Adapt to a variety of lighting conditions
■ Are convenient
■ Match level of tint to light
■ High quality
Some examples of “negative” language used:
■ Don’t work while driving in a car
■ Won’t work as well as sunglasses
■ Too expensive
■ Not dark enough outdoors
■ Don’t get dark/clear fast enough
■ Not completely clear indoors
Furthermore, many of the “negative” comments are simply not true anymore. Take a moment to talk to your lens or lab representative to learn how the technology has advanced and what you can offer your patients.
Usage: The more you make…the more you’ll make! It simple if you change the way you think about your business. With the Q-2100 Digital Lens System you have the capability of producing up to 90%+ of all the Rxs written in a typical practice. If you process only 15% of your lens needs on the system you will not see a huge impact. If you’re producing over 70% of your lens needs, you will be thrilled with your bottom line.
Pricing: clearLIGHT plus and sunSMART II should be near the top of your pricing structure. People often use acquisition cost to determine retail price, don’t make this mistake when pricing your new products. The digital lenses you produce in-house break this traditional model because you get to take the mark-up of the lens manufacture, the distributor and the wholesale lab. You need to make sure you capture all of this value in your pricing structure. This is not over charging, it is assigning a value to your acquisition of the new technology, the manufacturing of the lenses, the faster service, and the improved product quality.
Integration: Now that you can make it, its time to sell it! Ensure your entire practice is knowledgeable about the new products you have purchased. Everyone must understand why you chose to integrate digital lens technology into your practice and how to sell clearLIGHT advantage and sunSMART II. Your staff is key to maximizing your potential. This is not a niche product…this is a new way of doing business. Educate, reward, monitor, and reinforce your team’s commitment to this new lens technology and you will be successful.