ZEISS Top 10: Wider Fields of View

17 March 2015

By: Erin Briskie, ABOC

Survey says.....

Half of the battle of getting patients to upgrade to a premium lens, is educating them about what exactly they are paying for.  So , we are going to count the top ten ways to describe wider fields of view to patients.

1. The Pen Method

This is a personal favorite. 

2. The Keyhole

The advantage is that the optics sit closer to the eye, by brining the optics closer to your eye, the progressive allows you to see much more 

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3. Tube TV vs. HD TV

New technology allows the TV to have a wider field of view with more resolution. 

4. Side view mirror

I learned this one from a Sam's club in Annapolis, MD.  

5. IMAX vs regular movie screens

6. A window

7. The Comparison Card

If visuals are your thing, don't forget to show an illustration of how their vision can be wider.

8. Pupil vs. Iris

9. Horse Blinders

For all those patients that can visualize what it is like to wear horse blinders....

10. Say, "I RECOMMEND".  

Recommending a wider field of view because of safty and comfort, will go a long way with a patient.  Remember that YOU are the expert, and know what is best for the patient. 


They’re Baaaaack… Introducing new Lens Designs to Patients

19 February 2015

By: Kerry Orth, ABOC

Wouldn’t it be amazing to have all customers put on their new glasses, tell you how awesome their new vision is, walk out the door and never return with a problem?!? Yeah, sorry to burst the fantasy bubble here, but that just isn’t possible. There are many different reasons customers are unhappy with their new glasses, actually too many to list. So, how exactly are we supposed to handle the challenge of a customer who is having a difficult time adjusting to a new prescription, or lens design with grace? I have tried different ways to tackle these dilemmas in the past, and there isn’t one specific way to deal with it; however, I have found some issues come up time and time again – let’s look at some of the common issues customers have and different ways to address them.

Common issue #1 – Clarity

I think we can all agree that this is a good reason to come back, and often times a simple adjustment might do the job, but sometimes we have to dig a little deeper for the solution. Here are some questions you can ask your customers to help find a possible solution:

For Single vision and Progressive wearers: 

Common issue #2 – Not adapting to new prescription/lens design

Common issue #3 - Change in lens design

  • If possible – check to see what the last pal worn.
    • Find out differences between the lens designs, and explain what the differences are to the patient. Be honest, and listen to their response
    • If you are not comfortable with the differences in lens design.  
  • Don’t let fear of a return stop you from using a new design.
    • This is doing a disservice to the patients. At the very least, make sure to offer each patient the latest and greatest in lens technology. If anything, they will appreciate that you take their vision seriously.
  • All patients have different prescriptions and needs. Talk them through the differences in the lens designs and prescriptions from the previous pair.
  • Always reassure customers that you are there for them no matter what. They need to know they have the support of a professional in case they are in need of anything.

At the end of the day, if all arrows are pointing to "this isn't working", please reach out to your rep.  WE CAN HELP!


Multiple Pair Dispensing

06 February 2015

By Allie di Buono

Only purchasing one pair of glasses equals compromise. 

How do millennial’s impact the optical in retail stores? For starters, there is “an 80 million to 90 million group of Americans born between 1982 and 2000, [they] are already bigger than Boomers in size and influence”.  It is these same group of individuals who are most likely to post a selfie with the lastest tortise frame style they picked up in the Walmart Vision Center.  

The influence of the millennial generation is changing the demographic of consumer buying, specifically in eyewear.  A current trend at the center of a millennial’s identity is the idea of using glasses to influence their personal identity. The tendencies of the millennial’s consumer purchasing, is rubbing off on the purchasing habits of the baby boomers. The boomers want to be hip just like the young crowd.  One pair is definitely not enough for this group of early adopters.  The millennials are jumping on the two pair band wagon, here's how to get the rest of your patients to jump on board too.

How to become an expert in the Vision Center by presenting second pairs to all patients?

  1. Practice, practice, practice – its important to feel comfortable presenting two pairs to patients. 
  2. Make sure to PROBE and discuss how you can sell second pairs from asking lifestyle questions.  There are some sample probing questions listed below
  3. Discuss how to educate on the many different types of second pairs

Most patients are simply never told their options, make sure to educate the customer.  Here are some examples of second pair options:

Ask the right questions

As an optician, start off by asking the patient how old their current prescription is and if they need an eye exam.  How long have they had their frame?   This is an excellent segue into discussing the 20% off promotion for second pairs.  One pair of glasses cannot meet every need.  (Remember, everyone likes to know how much they saved! )

There are many different ways to bring up the idea of two pairs.  Here are some sample questions to ask your patients

Computer lens (Continuum):

  • Do you use the computer? For how long each day?
  • How do your eyes feel after a long day at work?    
  • Do you ever need a pair of glasses that require only intermediate or near vision?  Like shaving.  I mean, what man doesn't need a pair of shaving glasses?

Contact lens patients - These patients sometimes forget how important it is to have a back up pair of glasses.  You can suggest how a trendy pair of frames can switch up their look.

  • Do you have a primary visional aid in case of eye infection or irritation?  That right.. PRIMARY VISUAL AID.  The contacts should be their backup.
  • I noticed on your prescription that it’s changed since your last visit, and you now have some plus power. Can you tell that your eyes have been straining when you’re trying to read?  To correct that, let’s pick out some glasses that you can wear. The new Zeiss HD lenses provide edge to edge clarity, it will you give you a similar experience to what you experience when you wear your contacts.

Sport goggles - Educate the patient on the importance of PROTECTING their vision with polycarbonate lenses that are extra impact resistant.

  • If you are a road or mountain biker, do you ever have issues with dust, wind or bugs?  At any speed, the eyes need to be protected.
  • How do your eyes feel on intense sunny days while playing sports?  
  • Did you know that basketball, baseball or cricket are all listed as High-risk to eye injury according to the American Academy of Ophthalmology?  Next time you're playing cricket, think about your eyes.

Polarized

  • Do you notice the glare coming off the road while driving?
  • Have you ever worn polarized lenses before?

Fashion wearers - Who says you have to get just one of them? 

  • We have a 20% promotion for second pairs. You don’t have to only buy something that matches everything you wear. Get a bold, fun color that you love! You will save money if you get both.

Progressive wearers - somtimes even progressive wearers can benefit from a second pair of single vision lenses.

  • Have you noticed that when you lean back in your recliner that suddenly the TV doesn’t look so good? Let’s look at a pair that’s single vision, just for distance, that you can keep by your recliner for watching TV.
  • Do you ever need just near vision while doing tasks above your head (paiting, auto repair,  etc)?  If so, a single vision lens, just for near vision will give unrestricted views with the ability to see near with out having to tilt your head back. 

What ever the situation.  Patients are compromising part of their visual needs when they only purchase one pair.