Vision Care Product News

APR 2016

Product information for optical people.

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i.Demo by ZEISS WHERE TO FIND IT: ABS, Inc. 888.989.4227 • smart-mirror.com // Carl Zeiss Vision, Inc. 800-358-8258 • zeiss.com/vision-care // Essilor of America, Inc. 800-542-5668 • essilorusa.com // Optikam Tech, Inc. 888-356-3311 • optikam.com APRIL 2016 // 99 VISIONCAREPRODUCTS.COM VCPN sales since the patient is able to actu- ally visualize product features and increase the perceived value and con- fdence in that product. LENS MATERIALS The optician is now able to easily dis- play thickness and weight differences in the different lens materials. Some systems use simulated drawings based on the patient's approximate Rx and frame eye size, along with the estimat- ed weight difference of the lenses. The Visioffce and m'eyeFit Touch, both by Essilor of America, Inc., show a simu- lated scale of the heavier lens weighing downward in comparison to the thin- ner, lighter lens. You can then change the approximate Rx power, and the weight scale and thickness images will change in front of the patient's eyes. The OptikamPad uses simulated drawings based on the patient's ap- proximate Rx and the frame measure- ments to display the differences in both thickness and weight for vary- ing indexes. The OptikamPad will simulate the patient's lens used from a given measurement to show the es- timated thicknesses from a side view. Of course this feature in all the sys- tems (see chart on page 100) is ben- efcial for promoting mid- and high- index lenses. Along with the visual ref- erence, it will also further educate the patient by giving more information on impact resistance and Abbe value. PHOTOCHROMIC, POLARIZATION AND TINTS Another simulation is showing the patient what to expect when looking through photochromic lenses in dif- ferent light levels. It will show how the lens looks clear, dark and in between. The patient can also see what the difference looks like through polar- ized lenses, compared to non-polar- ized. This simulation is very useful to the patient in perceiving value to the cost of polar- ization. As we know, there is a difference between looking through a gray lens com- pared to a brown lens or through a photochromic or polarized lens. Now, with iPad-based systems such as i.Demo by ZEISS and Smart Mirror from ABS, Inc., you can simulate this for the patient to assist in the decision process. NON-GLARE LENSES With Visioffce and m'eyeFit, the op- tician has the advantage of utilizing a tool to educate the difference between different non-glare. This provides the patients with a better understanding on durability, cleanability, fltering and functionality. One of our industry challenges es- pecially in the U.S. is overcoming the patient perception of non-glare being a coating. Most of these systems will have info on how non-glare lenses are made and most premium non-glare is embedded into the lens. LENS DESIGN Another positive feature of these sys- tems is how they can show differences in lens design. i.Demo shows differ- ences in customizable designs com- bined with other lens options. Smart Mirror provides an explanation of progressive lens designs by show- ing swimming effect, comfortable posture, width of visual feld, small frames, contrast, glare and sharp- ness. OptikamPad's Augmented Re- ality allows the ECP to make use of the iPad's camera to build a patient's lens. The patient can clearly see the impact to their vision by opting for a premium lens. FREESTANDING OR TABLET? Most of these systems are available in both freestanding or tablet form. Tab- let form can be very convenient, and in some cases the tablet can be used for other needs within the practice. The downside of the tablet versions is they have the potential for disappearing. The freestanding systems can look very impressive to patients when they are displayed in sight of the waiting areas. This can be used as a marketing tool, sparking interest in the patient to fnd out more about the system. Free- standing units take up space in the dis- pensary, which can be tough for small- er opticals with space limitations. Incorporating and utilizing these tools in our sales and education tech- niques is becoming increasingly more important. As Generation X is emerg- ing into presbyopia and Millenials are experiencing computer fatigue syn- drome, they will appreciate and expect these types of presentations to con- nect the product and features to their perceived value. Premium product sales will surely increase when providing better visu- alization and understanding of what to expect, and your patients will have more confdence in you. That's a win for everyone involved. Mark Johnson, ABOC, NCLC, LDO, is the director of optical services at Virginia Eye Institute in Richmond, VA. m'eyeFit from Essilor

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