Vision Now December 2024

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“It’s a Profit Rocket!”

Promotional Feature

TECH-TIME

Lenticularisation

What is lenticularisation?

Lenticularisation is a method for reducing thickness using freeform technology when high wrap frames are dispensed. Taking into consideration parameters such as the optical diameter, lenticularisation creates a bespoke lens, specifically designed to reduce thickness and optimise clarity of vision. While greater results are found in minus powers, plus powered prescriptions can also expect a noticeable reduction in thickness when using high wrap frames.

Diameters of

Flexible

Diameters of lenticularisation

Flexible processes are in place to define the diameter of the optical zone. It can be done automatically based on different job parameters, set up as a specific diameter size (35 mm, 40 mm, 45 mm, 50 mm, etc.), or manually specified during the job entry on a job-to-job basis. In addition to the circular shape, the optical area can be elliptical or even adjusted to the shape of the frame.

The potential of accommodation

The relationship between eye accommodation, the accommodative object space, and compensated power has long been understood. Until now, lens calculation technology has not been sophisticated enough to create freeform digital lenses that take full advantage of this knowledge.

Accommodation is the wearer’s natural ability to focus on different distances, without moving their eyes or head, by stimulating or relaxing the lens within the eye. Digital Ray-Path®2 incorporates this factor into each individual lens calculation. Digital Ray-Path®2 also considers the accommodative object space, the volume defined by the points within the clear visual range, for each direction of gaze.

Lens optimisation technologies

Camber™ lens technology

Camber Technology combines complex curves on both surfaces of the lens to provide excellent vision correction. The unique, continuously changing front surface of the specially designed lens blank was specifically created to expanded reading zones with improved peripheral vision.

Digital Ray-Path®2 lens calculation technology

In addition to mathematically compensating for oblique aberrations, Digital Ray-Path®2 adds the intelligent use of the wearer’s accomodation: the small power adjustments the eyes naturally make to view objects at different distances. Lenses customised with this technology have drastically reduced oblique aberrations across the entire field of vision. They are more comfortable, have impeccable visual quality, and more precise focus.

Steady lens design methodology

This methodology is applied to progressive lenses. It considers the average power of the sphere of distribution to increase the wearer’s satisfaction. It offers improved peripheral vision and image stability.

How it works...

Digital Ray-Path®2

The eye-lens system

First, it creates a simulation of the complete system that includes the eye and considers all available information on the wearer, frame, and lens blank.

Accommodative object space

Next, it incorporates the wearer’s natural ability to accommodate including the accommodative object space, the visual range associated with each direction of gaze.

Minimisation of oblique abberations

Finally, it analyses and minimises oblique aberrations at various distances and for each direction of gaze over the entire accommodative object space.

The result: extremely clear vision and precise focus.

Why compensated lenses?

and

to all users. This is one of the biggest advantages of freeform lenses. The highest visual acuity and widest visual fields are achieved for all prescriptions and can be manufactured with all base curves and types of material.

IOT Digital Ray-Path compensated lenses are calculated and optimised to all users. This is one of the biggest advantages of freeform lenses. The highest visual acuity and widest visual fields are

www.iotlenses.com

for all prescriptions and can be manufactured with all base curves and types of material.

Why is it so important for my patients to have Compensated Lenses?

Oblique aberration is a focusing error experienced by users while looking at an area that is away from the optical centre. This aberration reduces user visual acuity (VA), thus negatively affecting the lens’s visual fields. It is important to compensate and correct the effect caused by oblique astigmatism in single vision and progressive lenses, especially in medium high powers or wrap frames, in order to offer patients high visual definition and wider visual fields.

Prescribed Power

Prescribed Power is determined by an optometrist’s prescription. Conventional lenses are calculated to yield this power when measured with a lensometer (perpendicular to the back surface). However, when using a lensometer with compensated lenses, measured power is different from prescribed power.

Compensated Power

IOT Digital Ray-Path eliminates oblique aberrations, modifying power at each point on the lens. Users therefore get the power they need in addition to better vision in each gaze direction. Nonetheless, the lens will read a different power when measured using a lensometer, a difference called Compensated Power.

Editor: Nicky Collinson BA (Hons) nicola.collinson@nationaleyecare.co.uk

Features Contributor: Joan Grady jgparischats@wanadoo.fr

Business Editor: Philip Mullins FBDO p.mullins@nationaleyecare.co.uk

Art Editor: Stacey Potter BA (Hons) www.spottcreative.co.uk

Editor’s comment

It’s beginning to look at lot like...we may finally have a government ready, willing and able to grasp the enormous potential of primary eyecare; in reducing pressures on the hospital eye service, preventing avoidable sight loss, and optimising service delivery based on population needs and evidence-based care pathways.

With optical bodies making representations in a seemingly more united fashion that ever before, regarding both optometric fees negotiation and ensuring primary eyecare is at the heart of Labour’s 10 Year Plan for the NHS (see news page 9), could an end to the historic disparity between fees and general ophthalmic service delivery at last be in sight?

As relations with incumbent policy makers and creators continue to be cultivated, it’s imperative that grassroot independent practices remain alive to all the opportunities and developments coming downstream – whether that be in remote imaging, eye disease research, oculomics, artificial intelligence, novel eyewear and eyecare solutions or contact lens technology.

There was no better place to gain a glimpse of the bigger optical picture than at NEG’s 2024 Building for Success Conference – back after a five-year hiatus in time to celebrate 45 years of supporting independents. Turn to page 17 for a round-up of proceedings, on which feedback from members has since been resoundingly affirming.

Also this month, learn about an intense pulsed light treatment system for dry eye disease available from BIB Ophthalmic Instruments, read an update on Practice Building’s ARIA business-building concept, and discover how EssilorLuxottica is injecting style as well as substance into the photochromic lens category.

Vision Now will be back next February so, until then, we wish all our members and preferred suppliers a very Merry Christmas and a happy, healthy and successful New Year ahead.

The Editor welcomes letters, articles and other contributions for publication in the magazine and reserves the right to amend them. Any such contribution, whether it bears the author’s name, initials or pseudonym, is accepted on the understanding that its author is responsible for the opinions expressed in

Vision Now magazine is published by Peekay Publishing Ltd for The PK National Eyecare Group Ltd, the UK’s largest purchasing group for independent opticians.

Silhouette

Panorama Relax is a new occupational lens from Silhouette designed to combat digital overload and visual fatigue. Utilising the company’s bespoke lens calculations at its state-of-the-art laboratory in Linz, Austria, the lenses feature 0.5D, 0.75D or 1.00D built into the lower part of the lens for close-up work. To calculate the lens specifications, Silhouette uses all frame parameters including shape data, the wearer’s data and the base curve. During lens design calculation, distortions are moved to the outside of the final lens shape to create clear vision at the periphery.

BIB Ophthalmic Instruments

BIB Ophthalmic Instruments, in partnership with Optopol Technologies, has delivered a brand new Optopol Revo FC optical coherence tomographer (OCT) to David and Brian Gleave after they won a prize draw held at 100% Optical earlier this year. The father and son dispensing optician (DO) and optometrist, from Hepworth & Hall Opticians in Manchester, said they were delighted to win the Optopol Revo

Eyespace

Eyespace has launched a demo lens recycling programme available to all practices and prescription labs across the UK. Emily Andrews, Eyespace product director and chief sustainability officer, said: “This is one of the most significant areas of waste for our industry, and we’ve been repeatedly asked whether demo lenses can be recycled. Until recently this has been a ‘pipe-dream’, however, we’re incredibly proud to be able to offer opticians and Rx labs a new and completely free solution to counter the single-plastic waste that has, until now, been unavoidable.”

Eyespace’s demo lens recycling scheme encourages the collection of used acrylic demo lenses, regardless of the brand. When a bag, box or container is filled, users can send it to Eyespace’s head office or request a collection via an Eyespace area sales manager. The company has partnered with a specialist recycling company that can melt and compress the demo lenses into sheets that can be repurposed for secondary uses. Due to the alternative recycling process required for prescription lenses, Eyespace can only accept acrylic demo lenses as part of their scheme.

Demo lens recycling scheme launched

FC OCT – which BIB believes to be the largest giveaway yet in UK optics.

"It was shock at first but once it sunk in, it was replaced by euphoria," said DO, David. “It was especially pleasing in tough economic times – as this has now enabled us to invest in a second Revo OCT for both of our practices – Hepworth & Hall and Atherton & Pemberton. This will enable us to provide a thorough eye examination for all our patients and better serve our local community,” added David.

Introducing Silhouette Panorama Relax
Revo FC OCT winner, David and Brian Gleave

Tennis champion Venus Williams has lent her star quality to the autumn/winter Lacoste women’s sunwear campaign, shot in the south of France. The frames within the new collection feature high-quality, fashion-forward and feminine shapes, offering a fresh interpretation of the House’s unmistakable heritage. The styles are further enhanced by evocative details such as the iconic Croc symbol and embossed monogram pattern.

Williams is pictured wearing L6047S: a feminine shape marked by a bold cat-eye Acetate Renew front with Eastman Tritan Renew lenses, and wide bio-injected temples. Lacoste’s iconic Croc symbol appears in a customised golden metal detail on the sides, decorated with the embossed monogram texture. Pictured here in Sand, the style is also available –from Marchon – in Black, Havana, and Burgundy.

Association of Optometrists

Those planning to visit 100% Optical 2025 (1-3 March) can now view the CPD programme offering a range of education opportunities delivered by the Association of Optometrists (AOP) – the event’s official UK partner. Education sessions have been designed to advance knowledge in core areas of clinical practice, with talks from leading experts and hundreds of exhibitors showcasing the latest optical trends and developments.

Dr Ian Beasley, AOP head of education, said: “As we approach the first year of a new CPD cycle, delegates attending 100% Optical will have an early opportunity to get ahead of fulfilling their requirements with our extensive education programme, designed specifically to cover the broad spectrum of clinical practice. Practitioners from all modes of practice will have over 100 CPD sessions to choose from, to engage with content and develop in their chosen area.” AOP priority bookings will open in January for members who have registered for the event, with general bookings opening later that month. Visit www.100percentoptical.com

Charmant

From January 2025, Charmant will exclusively take on the design, development and distribution of Head optical frames and sunglasses. The first new products will be launched in autumn 2025. A household name, the international sport technology trailblazer has been wowing the world with innovative skiing and tennis equipment since the late 1940s. Today, Head remains a leader in the engineering of superior winter, racquet and swimming equipment, and a partner of athletic superstars from the worlds of high-performance alpine sports and tennis.

Koji Horikawa, president and CEO of Charmant, said: “We are excited about our new partnership with Head – a remarkable global entity that shares our core values: passion for innovation, craftmanship and high-quality. The collection of Head, as a prestigious and iconic sports brand, complements our portfolio and is a winning enhancement of our eyewear product range.” Michael Huber, vice president licensing at Head, added: “We are thrilled to partner with Charmant, a company that stands for exceptional craftsmanship and innovation in the eyewear industry. We are confident that this new range of Head eyewear will meet the high expectations of athletes and fashion-conscious consumers alike.”

Charmant president and CEO, Koji Horikawa
Venus Williams
View the 100% Optical education programme
Venus Williams

the

Optometric Fees Negotiating Committee

During a recent meeting with the minister of state for social care, Stephen Kinnock MP, and officials from the Department of Health and Social Care and NHS England (NHSE), representatives from the Optometric Fees Negotiating Committee (OFNC) explained the valuable contribution that primary eyecare makes to the nation and how it should be a key part of the NHS 10 Year Plan. The OFNC team set out how primary eyecare could “help in meeting the challenges that NHS hospital services are facing, preventing blindness and helping people age well and live independently for longer” – and made clear that “the increasing divergence between fees and delivery costs” could not continue.

The OFNC said it would be looking to NHSE to make a sustained effort towards restoration of fee value in upcoming fee discussions. It stated: “As a first step in delivering the government’s aim of moving more care ‘from hospital to community’, the commissioning of CUES should be rolled out throughout the country to relieve pressure on GPs and reduce workload in secondary care.” The role of IT connectivity as an enabler to aid diagnosis was noted as a priority, so that it would be easier to share data between professionals, efficiently manage referrals and obtain feedback.

Paul Carroll, OFNC chair, said: “We were able to share with the minister our estimates of the capacity that primary eyecare can offer to reform the eyecare pathway and keep patients out of hospital, which is a key part of the government’s aims to transform the NHS. We highlighted the willingness of our sector to do more, but emphasised that this must be underpinned, as Darzi recommends, by the rebalance of investment and decision-making away from secondary care and towards primary care, as the essential ‘prevention and gatekeeper’ service in eyecare.”

Stephen Kinnock commented: “Primary eyecare has an important role to play as we move the focus of care from hospitals to the community through our 10 Year Health Plan. It was good to meet with the OFNC to discuss the challenges and opportunities facing the sector, and I look forward to working with them going forward as we build a health service fit for the future.” The OFNC pledged to continue engaging with the minister and officials in advance of the multi-year funding review, scheduled for spring 2025.

Optical Suppliers Association

The rapid advancement of a broad spectrum of remote monitoring, interoperable devices and technology, which utilise machine learning in optometry and ophthalmology, has brought a new initiative for the Optical Suppliers Association (OSA) in the form of a commercial enterprise. Opticare Innovations is a wholly owned subsidiary of the OSA, and has evolved from the rapid growth of the Association’s E-Health Focus Group. The aim is to bring together a diverse spectrum of technology innovators, foster collaboration, and bring these technologies to mainstream healthcare.

Karl Jeebaun, newly appointed CEO of Opticare Innovations, and previously chair of the E-Health Focus Group, said: “We set up the E-Health Focus Group just over two years ago, but since then the opportunities to move forward with new technologies are proving to be enormous. DICOM, remote monitoring, stakeholder management, plus the concept of a Vision Passport, are just some of the paths for smaller tech companies to work together to create bigger solutions. We estimate that around 70 per cent of people pushed into hospital ophthalmology appointments do not need to be there, and with diabetic retinopathy screening at the top of the list. These developments are going to be commercial enterprises and as a board, the OSA felt it was right that they should have their own dedicated space. The OSA’s function to represent all optical businesses in the supply chain remains unchanged.”

Karl Jeebaun (right) with OSA chair, Roy Stoner
From left: Peter Hampson (AOP), Paul Carroll, Steven Kinnock and Max Halford (ABDO)

KeraSoft AV is a brand new monthly disposable soft contact lens dedicated to patients with keratoconus, irregular corneas & cross-linked conditions.

ABDO, College of Optometrists, FODO

The Association of British Dispensing Opticians, College of Optometrists and the Federation of Optometrists and Dispensing Opticians issued a joint statement last month saying they “strongly back the government’s three big shifts for the NHS in England” – which are: hospital to community; analogue to digital; and sickness to prevention.

They stated: “These go to the heart of what primary eyecare is about, and need to be implemented in the first phase of the NHS 10 Year Plan if pressures on hospital eye services are to be reduced and NHS capacity and funding is to be better aligned to meet growing patient need within this parliament.” The joint statement can be read in its entirety on each of the optical bodies’ websites.

Preparing for London show comeback

CooperVision

The team from CooperVision are planning their return to 100% Optical in London next March. This will be the company’s third time exhibiting at the show, which recently changed ownership from Media 10 to CloserStill. It plans to showcase how it can support a lifetime of contact lens wear – from children with myopia through to adults managing presbyopia. As the new CPD cycle begins in January, CooperVision will also be offering on-stand CPD education sessions on ‘hot topics’ –allowing delegates to gain valuable points.

Marchon

The autumn/winter 2024 Paul Smith eyewear collection remains true to the designer’s philosophy of ‘classic with a twist,’ showcasing distinctive reinterpretations on timeless silhouettes. The collection features optical and sunglass frames that embody the brand’s unmistakable personality through classic shapes and pops of bold colour. Paul Smith’s ‘handwriting’ logo and iconic stripe accents are key details of a made-in-Italy collection.

Pictured is model PS24625 Lisson – an oversized square optical frame for women, offering a contemporary twist on a timeless style. The laser-engraved striping pattern on the temples and the personalised hinges featuring Paul Smith’s ‘handwriting’ logo add a touch of sophistication. Lisson is available in three transparent tones: Khaki Brown, Avio and Dark Red.

T-Charge: fusing style and sophistication

Go Eyewear

The T-Charge collection for men from Go Eyewear offers a stunning range of sunglasses and ophthalmic styles meticulously crafted to fuse functionality with fashion. With a commitment to quality, T-Charge Eyewear utilises high-grade materials and cutting-edge technology to ensure durability, comfort and flawless finishes on every pair, said the company. Each piece is intended to confer a sense of exclusivity, enhancing the unique style and elegance of the wearer.

Paul Smith Lisson in Khaki Brown

Silhouette

The newest styles in the Silhouette Sun Lite collection are available in rich and earthy California colours, with subtle titanium accents for “smooth West Coast vibes”. Butterfly-shaped Hermosa is joined by timeless, unisex Pinnacles – an 80s-inspired aviator. Rounded, square Sequoia sits side by side with Coronado, a vintage-look panto with sleek lines and a keyhole bridge – a style made worldfamous by Hollywood creatives during the heyday of Hotel del Coronado in San Diego.

General Optical Council

Practitioners are being encouraged to get up to speed with the new General Optical Council (GOC) standards of practice that come into effect on 1 January 2025. Following an extensive period of research and consultation, revisions to GOC Standards of Practice for Optometrists and Dispensing Opticians, Standards of Practice for Optical Students, and Standards of Practice for Optical Businesses have been agreed. Most of the existing standards have not changed, however, changes that have been put in place “aim to improve the clarity

All Sun Lite sunglasses feature Silhouette Light Management protection against harmful UVA/B radiation. Patented Silhouette lenses absorb more yellow tones on the light

and alignment of our standards to ensure that they reflect emerging changes in the sector” – stated the regulator.

The focus of these changes include: delivering better care for patients in vulnerable circumstances; requiring registrants to identify themselves and their role and advise patients who will provide their care; maintaining appropriate professional boundaries, including prohibiting conduct of a sexual nature with patients; promoting better workplace cultures by explicitly referencing inclusive behaviour between colleagues and

Supporting business regulation expansion AN INDEPENDENT VIEW

As reported in last month’s issue, the General Optical Council (GOC) has launched a consultation on extending business regulation to all optical businesses that provide specified restricted functions.

These are: sight testing; contact lens fitting; supply of contact lenses (prescription and zero power cosmetic contact lenses); and spectacle sales to the under-16s and those who are registered sight impaired or severely sight impaired.

Currently, the GOC has 2,850 business registrants compared with a total of 5,040 retail opticians, which means that more than 40 per cent of practices are operating outside of the GOC regulatory envelope. This not only means that there is a gap in public protection, but

also practices (or businesses if you like) are operating on an uneven playing field. And it makes proper enforcement of business standards more challenging with those practices that have signed up as business registrants, as they could easily opt out.

With the move to embed primary eye health care into community optometry, effective and consistent business regulation becomes of greater importance, and current arrangements do not deliver this. Ensuring that the whole optical sector operates to the highest clinical standards, as well as ensuring commercial pressures do not adversely affect the public, requires regulation of all businesses. And regulation that allows for rigorous oversight.

The proposed requirement that all registrants must appoint a head of optical practice with overall responsibility for meeting their practice’s regulatory

spectrum, a feature said to relax the eyes whilst providing vivid colour contrast. Our photograph shows model Pinnacle with green lenses, marbled green fronts and gold sides.

ensuring employers support staff who have experienced discrimination, bullying or harassment in the workplace; keeping updated on developments in digital technologies and applying professional judgement when utilising the data they generate to inform decision making; maintaining confidentiality when sharing patient images online; and demonstrating leadership in practice, for example, by supporting the education and training of others. The revised standards can be viewed in the Standards section of the GOC website.

obligations is also supported by the AIO. It will focus attention on the importance of regulatory compliance and protection of the public – and mean that all optical practices are operating on a level playing field.

The consultation is open for responses until 22 January. The AIO will, of course, be responding, and we encourage all independents to respond by visiting the GOC Online Consultation Platform on the GOC website.

New Sun Lite Pinnacles
Keval Sejpar BSc (Hons) MCOptom Chairman

Psychology of pricing Developing thoughts

Most of us are aware of algorithms and the rabbit holes they can lead us down on social media. You see a video on something that pricks your interest, so you look at the next and the next – and before long all you’re seeing is similar content. This can be somewhat unhealthy because the content is often one-sided and may simply reinforce your preconceptions. However, sometimes it can feed you information that adds to your understanding on a subject and stimulates further thought.

This was the case for me recently, when I watched a video from Financian; the topic was about the psychology of selling or, more importantly, the psychology around buying. Since then, I have followed a series of videos covering numerous areas –looking at the psychology of why things are done, why they might be successful, and why they may be disastrous.

If you think about it, everything revolves around psychology; how the mind perceives things, why people react in a certain way, what is seen as good and what is seen as bad, and why different people see things differently. Take the example of why we like a freebie with a purchase or loyalty points, but can often be suspicious of something being too cheap.

An example of this is when a London theatre looked at why ticket sales went down after they reduced their prices for a show. It might be because, if you are going to the theatre in London, you expect it to be expensive – particularly when you add in transport and accommodation. So, essentially, it’s viewed as a special treat. If the tickets are cheap, there must be something wrong, and the show must be rubbish, therefore you don’t choose it.

The flip side to this is, if it’s expensive, it must be good; and if you have to book months ahead it must be exceptional. So we need to book now so we don’t miss out. This all just goes to show that price isn’t always everything nor the main incentive; perhaps think twice next time you are

looking at a sales promotion. Just because you can do something, doesn’t always mean you should – especially if ‘cheap’ is not ‘on brand’ with your practice image.

REVIEW YOUR STRATEGIES

So, what about the optical world? Many years ago, I dealt with a supplier that restructured its lens prices because practices were comparing its products against a competitor’s that wasn’t like-for-like. This meant its high-end progressive lenses were being compared to the competitor’s mid-range lenses because they were similar prices. By realigning its prices, the supplier was able to better differentiate its product from the competitor’s.

But what does this mean for you in practice on the frontline? Firstly, the psychology behind pricing is complicated and easy to get wrong. Next, cheap is not always going to bring you more; and finally, price is not the most important factor. Often the price you use is driven by achieving 70 per cent gross margin, or multiplying your frames by three and a half times cost, rather than through having a business plan around pricing.

Have you set your prices right?

I would, therefore, recommend that you undertake a full review of your pricing structures. If you’re concerned about how to do this, there are plenty of people who are there to help and support you. Join Andy Clark and the NEG Business Club team, work with Myers La Roche, or if you are an Eyeplan member speak to the team there. All of these companies have experience of working with independent practices in this area.

The objective of this exercise is not to just keep doing the same thing, unless you have really good business evidence to do so. The main thing is to look at what you want your brand to say, and what you want to project to the community around you, and weigh up whether your pricing lines up with this. This may mean that you review your product offering at the same time, so that your products, services and pricing align and reflect the look of your practice and the brand you portray.

And don’t forget to get your team involved; not only will they have to explain any price restructuring to your patients, they will undoubtedly have great insights and ideas to feed into your review. ■

Same first-lens fit success as spherical lens6-10* >95% first lens fit success6-9*

of DAILIES TOTAL1® for Astigmatism lenses where n=134 patients; Alcon data on file, 2021. 3. In a clinical trial to evaluate

of axis orientation of DAILIES TOTAL1® for Astigmatism lenses where n=47; Alcon data on file, 2020. 4. In a PRECISION1TM for Astigmatism study where n=78 eyes: Alcon data on file, 2020. 5. Hines B, et. al. Clinical subjective performance of two daily disposable toric soft contact lenses. Poster presented at: American Optometric Association, Chicago. June 15-18, 2022. 6. In a randomized, subject-masked, multi-site clinical study with over 150 patients; Alcon data on file, 2005. 7. In a clinical trial to evaluate stability of axis orientation of PRECISION1TM for Astigmatism contact lenses where n=78 eyes; Alcon data on file, 2020. 8. In a clinical trial to evaluate stability of axis orientation of DAILIES TOTAL1® for Astigmatism lenses where n=47; Alcon data on file, 2020. 9. In a clinical trial to evaluate on-eye performance of TOTAL30® for Astigmatism lenses where n=69; Alcon data on file, 2021. 10. Perez-Gomez I, Valente R, Vonbun H. Survey of patient and ECP satisfaction with a new daily disposable toric contact lens. Optom Vis Sci; 2021;98:E-abstract 215040. TOTAL30® are monthly contact lenses for daily wear. See instructions for use, for wear, care, precautions, warnings, contraindications and adverse effects. Find at http://ifu.alcon.com 15605 © 2024 Alcon Inc. UKIE-DT1-2400038

Success on a plate

From major employment law changes to artificial intelligence (AI) and oculomics, contact lens opportunities, succession planning, biometric intelligence and ‘just flying the plane’, the 2024 NEG Building for Success Conference united members from across the UK in their shared goal of enhancing patient care whilst running a thriving independent business...

Held at the East Midlands Conference Centre in Nottingham, the two-day event marked the 45th anniversary of the Group – first established in 1979 by Mike Wheeler and Michael Daunt. Now part of the global CECOP family, NEG continues to focus on partnerships and forward-looking strategies to support all members – not least by the launch this year of the Optinet Nova cloud-based practice management system (PMS).

The focus of a software showcase on the Sunday morning of the conference curated by NEG’s IT division team, Optinet Nova enables users to access the PMS platform at any time, from any location and on any device. Its vertically-scrolling patient record features quick-access buttons, allowing the user to quickly switch between sections. As delegates saw first-hand, additional benefits include: lower capital investment in practice hardware; simplified IT management in the practice; and superior security and reliability. With the government’s Employment Rights Bill set to revolutionise workers’ rights across the UK, delegates were keen to understand what these changes might mean to them. In her presentation on the subject, Emma

McGrath, professional support solicitor at Citation, covered the key changes to look out for – including day-one unfair dismissal rights, the banning of ‘exploitative’ zerohours contracts, and changes to Statutory Sick Pay, which will see the three-day waiting period scrapped.

“It’s vital that businesses across every sector, including optical practice owners, grasp all the proposed changes – otherwise the scale and speed of the Bill’s changes could pose a challenge,” Emma told delegates. The Bill – currently at committee stage in the House of Commons – will also widen equality and harassment protection.

CHANGES AFOOT

Following a coffee break and the chance to have their iris image taken by Rodenstock, NEG managing director, Phil Mullins, welcomed Wen Haw Lee to the stage to speak about the use of AI in optometry. Wen explained how members could become involved in utilising optical coherence tomography (OCT) to provide patient data from their practices to help identify risk factors for age-related macular degeneration (AMD) – and thereby facilitate earlier treatment strategies to slow disease progression. As Wen reminded delegates,

there is still no effective treatment for latestage AMD.

Biometric intelligent lenses was the focus of the next presentation, by James Halsey of Rodenstock, who explained more about the company’s BIG Vision concept to create lenses based on patients’ individual eye measurements – incorporating more than 80 parameters across some 7,000 data points using the Rodenstock DNEye Scanner. These parameters include corneal topography, axial length, vitreous chamber depth, photopic pupil size and lower and higher order aberrations at both near and far.

To fully understand the benefits of the biometric lens model, James explained, it was necessary to understand the dynamic demands of the complete visual system. In

Phil Mullins with delegates
Catching up with NEG

a survey of 283 spectacle wearers, 92 per cent reported sharper vision with BIG Vision lenses; wearers also recognised a wider field of view at every distance for progressive lenses, improved contrast vision and a faster adaptation time. Overall, 84 per cent of the wearers reported being able to see better with their BIG Vision lenses and 88 per cent reported better visual comfort.

Following a busy day, members were able to relax during an informal celebratory dinner in the evening – with a toast to 45 years of NEG supporting independent practitioners and entertainment from magician Mathew Knight.

EYES ON THE FUTURE

Ben Colman of Myers La Roche took delegates on a ‘build to sell’ journey the following morning, as he outlined the different ways to harness the leverage and business benefits of early stage exit planning. Ben explained the different strategies available including selling the business outright, running it on a managed basis or employee

share scheme, or ‘doing nothing’. The key, Ben expounded, was to aim for enjoyment, improving the lives of others and building a legacy for the future. He also urged members to “specialise not generalise”.

The acceleration of technology in practice was the focus of the next presentation from Jason Higginbotham. Advances discussed by Jason included AI colour fundus and OCT systems, remote self-refraction, light therapy such as intense pulsed light, ways to provide tele-optometry and remote care – plus the growing suite of online diagnostics.

Jason also explained more about the growing use of virtual and augmented reality in practice, such as VR perimetry and AR eye-tracking, and oculomics. The latter could be used for identifying patients at risk of developing diabetes, for example. Research was currently being undertaken, Jason explained, to develop systems to detect other health conditions such as sepsis, Alzheimer’s and Parkinson’s disease.

To complete the morning, Andy Clark of Practice Building provided members with tips and guidance on creating lasting change in the practice business. The steps to ensure such a strategy were to: have an idea; think it through; recruit your team; make a plan; create systems; roll it out; review it regularly; close any gaps; celebrate success; and then start again – perhaps delegating to a team member next time around. Bringing the team on board was critical, Andy suggested.

This was followed by lunch and an opportunity to visit the exhibition of 30 of the UK’s leading optical suppliers, all showing their support for independent practices. Then the afternoon kicked off with the ‘golden opportunities’ of contact lenses highlighted by Samantha Watson, in a presentation supported by Title Sponsor CooperVision (CVI). Both a qualified contact lens optician and teacher, Samantha brought her specialist expertise to the session, encouraging members to understand the benefits that contact lenses could bring to both patients and practice.

Citing CVI data on file, Samantha highlighted the fact that an ageing population would naturally lead to an increase in optical business value; and that while spending on contact lenses was on an upwards trajectory, spectacles continued to make up the majority of sales. Silicone hydrogels represented the majority of new fits, with wearers considering their lenses as “an essential expense”.

Samantha also shared a personal story of how adopting contact lenses at the age of 11 change her life in terms of self-confidence and sporting success – going on as she did

to become British taekwondo champion and a member of the British team. However, she also shared recent data revealing that a quarter of patients didn’t know contact lenses were available in their prescription and that 26 per cent of wearers dropped out within the first 12 months.

Urging a rethink of the pre-, on-the-day and post-fit processes, Samantha suggested it was particularly important for patients to make as few trips to the practice as possible during their trial. She finished by outlining the tools available to support patients and build loyalty and success.

“JUST FLY THE PLANE”

To close the conference, Phil Mullins welcomed Sarah Furness to the stage –author, coach and former RAF combat helicopter pilot. In an inspiring talk, Sarah shared her unique perspectives honed on the battlefield – including personal testimony from the frontline in Afghanistan. She discussed how to ‘thrive under fire’ in a business sense, and to focus on the immediate task at hand in stressful, overwhelming situations by ‘just flying the plane’.

Sarah explained the benefits of unitasking over multi-tasking, prioritisation, building trust with patients through undivided attention, and working as a team to achieve more. Sarah also encouraged members to delegate and trust their team to come up with their own ideas and solutions, to “replace instructions with information”, to “prioritise your own boundaries whilst being respectful of patients’ needs”, and to say ‘yes’ with intention. She concluded: “How we operate under pressure isn’t something we’re born with, it can be learned – so keep going and it will pay off.”

Speaking after the event, Phil Mullins said: “It was great to return to our conference after the five-year break; the feedback we received has been fantastic with everyone saying they would attend our next event and recommend it to other members.” ■

Iris photography with Rodenstock
Wen Haw Lee explains the Foresight project
Magic tricks with Mathew Knight
Inspirational speaker, Sarah Furness

ThermaEye IPL Transforming patient outcomes

With dry eye disease surging across the UK, forward-thinking optometrists are discovering an untapped revenue stream that’s transforming patient outcomes...

Practitioners who’ve invested in the ThermaEye Plus IPL (intense pulsed light) system are reporting not just impressive return on investment (ROI) figures – with potential returns exceeding £1.3m – but also something even more valuable: patients who can finally return to wearing contact lenses, enjoy outdoor activities, and live free from the constant need for eye drops.

THE CLINICAL CASE

Dry eye clinics at Park Vision are extremely busy. Dry eye disease (DED) is exponentially increasing in the UK at a rapid rate, and 85 per cent of DED cases are caused by meibomian gland dysfunction (MGD), which occurs due to the obstruction or malfunction of the meibomian glands in the eyelids. Meibomian glands are responsible for producing the lipid layer in the tear film. If the lid layer is inadequate, the aqueous layer will evaporate too quickly, resulting in excessive tear evaporation: evaporative DED. An insufficient or absent lipid layer can cause tears to evaporate 16x faster. DED disease is multifactorial, and risk factors include prolonged use of screens, hormonal imbalances, systemic medication, inflammation, air pollution, age, use of contact lenses, eye cosmetics and chronic blepharitis.

The ultimate goal in treating MGD and

DED is to successfully restore the lipid layer of the tear film, improving the health of the meibomian glands and their meibum outflow. IPL has been shown to improve tear quality, minimise debilitating DED symptoms and slow the progression of chronic dry eye.

I bought my first IPL device in 2018; it was one of the first designs available and very new to the UK. I have been using it in my dry eye clinics successfully and getting good results. My IPL finance was cleared and the device had certainly given me a good ROI –so why was I looking at a new IPL device? I think the answer is in the phrase ‘good results’; they weren’t ‘great results’ and

Marketing support for practice promotion dry eye patients want, need and pay good money for, ‘great results’. These patients are uncomfortable, living with a debilitating, chronic eye disease and, often, by the time they reach a specialist dry eye clinic, are desperate for relief.

IPL clearly works, and many scientific papers support this, but I was finding that

my results were variable and there wasn’t always a ‘wow’ factor. I realised that a new generation of IPL devices were offering more control over the delivery of treatment tailored to the individual patient. Higher levels of energy could be used with an in-built coolant system, avoiding damage to the delicate skin surface.

ThermaEye was a clear choice for many reasons: the control of energy, the level of coolant on the skin, the millisecond gaps between pulses, and guided advice using the Fitzpatrick scale. This device is neat, will fit into a small clinical examination room and, if I want to expand Park Vision’s specialist clinics further, it has a huge aesthetic capability. After all, ocular rosacea means facial rosacea; dry eye patients have telangiectasia and who doesn’t have a troublesome age spot? As a very busy optometrist, I certainly don’t have the capacity or expertise for the huge scope of ThermaEye dermatological treatments – but I have an audiologist in once a week. Why not have a skin specialist too?

To test the ThermaEye fully, I recalled all patients who had had previous IPL and offered them a ‘top up shot’. I wanted to see how they felt the experience was with this new device. All new IPL patients were given a three-shot course with the option of the fourth shot two weeks later, or a few months later if they felt comfortable.

Dry eye patients at Park Vison have pre-treatment diagnostic measurements

The ThermaEye Plus IPL system Using ThermaEye Plus in Park Vision’s dry eye clinic

taken including tear interferometry, NITBUT, meibography, digital slit lamp images, fluorescein staining and a questionnaire on symptoms. This is not only important for clinical decision-making, but for patients to be able to see improvements. As well as ‘in-house’ treatments, DED needs dedicated home management plans such as cleansing, heat masks, drops and supplements. Patients are more likely to stick to a routine if they can see quantifiable improvements.

The results from ThermaEye were amazing. The ‘one-shot’ repeat IPL patients were astounded after just one treatment and the new patients were noticing a difference after the first visit. All reported feeling “fresher”, less reliant on eye drops and instant relief. I have many testimonials and rave reviews – too many to mention here. Out of all of them, I think my favourite is the 50-year-old lady who, as I write this article, is currently rowing in Turin wearing contact lenses – comfortably. With chronic dry eye and a high prescription, this lady had given up her beloved sport four years ago as her DED made rowing too difficult.

THE BUSINESS CASE

Bringing ROI to a practice is essential. We’ve seen how practices have increased revenue from charging for OCT scans, for example. Many practices are moving away from supporting GOS and are charging for multiple elements of the eye examination and for numerous enhanced ophthalmic services. IPL is another part of that arsenal of services that improve patient outcomes whilst adding positive figures to your bottom line. The key elements to consider are the longer-term cost per patient for each session of IPL.

TIME FACTORS AND ROI

Four IPL sessions are recommended; typically most patients require three (10/14 days apart) – then a fourth depending upon results or a ‘top up’ a few months later. The results are generally long lasting, but patients normally require ‘top-up’ treatments every nine months or so. Some may come back sooner.

An initial dry eye consultation would be a requisite. It’s important to consider multiple factors for the patient, and to have paperwork to back up your claims and DEQs (dry eye questionnaires) in place to better understand their symptoms. Consider a thorough dry eye consultation, which can last up to 30 minutes. Treatment times thereafter for each session also need to be time realistic; five minutes for actual

treatment and a further 15 minutes for a clinical treatment assessment.

Although not essential, but advisable, the clinical treatment assessment should include the monitoring of TBUT, TMI and meibomian gland imaging enabling effectiveness to be monitored.

On average, each session ranges from £175 to £275, depending on the clinic and the number of diagnostic procedures undertaken. Total patient MGD treatment costs vary from between £600 to £850. ThermaEye Plus is highly competitively priced for a ‘non-cartridge’ based IPL device.

The ThermaEye Plus comes ready with 60,000 ‘shots’ included in the initial investment. ThermaEye requires 10 shots per MGD session or 30 shots for one complete treatment. This equates to 2,000 complete patient treatments. Based on a mid-range fee of £725 per complete treatment, you would realise a gross ROI of over £1.4m and a net ROI of over £1.36m (after device costs and consumables). This is where the business case for ThermaEye Plus product makes most sense.

DIFFERENTIATE YOUR PRACTICE

ThermaEye is the only IPL, with validated clinical studies, that treats all phototypes as per the Fitzpatrick scale (I to VI). ThermaEye also offers treatment for rosacea, telangiectasia and minor dermatological conditions. There is even an aesthetic option to tighten skin (stimulating collagen) around the eyes, cheek and neck, which could bring in extra revenue.

The device uses less power than other IPL devices, due to its directional filters. It is also very fast and easy to use. Different directional filters of specific wavelengths can be selected according to the required treatment. The advanced integrated skin cooling system prevents excessive temperature increase in the epidermis.

Water cooling is used as opposed to air cooling, which decreases unwanted thermal side-effects.

Last, but not least, safety is of paramount importance. Before each session, the device will require a calibration test using the onboard light meter to ensure the correct level of light is being delivered.

A complete practice marketing package has been created to help promote and support your DED clinics, with patient leaflets posters and more. Our team are also on hand to offer advice to help you maximise ROI and practice growth.

COMPLIMENTARY PRODUCTS

To maximise the effectiveness of IPL, meibomian gland expression is advisable. To this effect, we have teamed up with Gaush Medical to distribute the Gaush Meibomian Gland Dredger – designed to be comfortable and clinically effective (featured in last month’s issue).

Developed with the ThermaEye IPL in mind, Weye eyecare and wellness products can create additional practice revenue and increase patient comfort post IPL, helping to improve outcomes. All IPL patients need some form of skin protection immediately after treatment and Weye has new preservativefree options which patients can purchase if they are going on holiday, for example, soon after treatment. Other Weye products include preservative-free foam make-up remover, periocular cream, eyelid gel, a USB warming mask and dry eye tablets.

Building on decades of research and proven clinical success, ThermaEye Plus represents the next evolution in IPL technology – offering practices a powerful combination of superior patient outcomes, versatile treatment options, and exceptional ROI that’s helping shape the future of dry eyecare in the UK.

Feature provided by BIB Ophthalmic Instruments. ■

Complimentary products from Weye
The Weye USB warming eye mask

ARIA: the “profit rocket”

“We saw 10 patients today. Nine of them dispensed; they purchased 16 pairs between them and we’ve put £6,900 in the till. All thanks to you guys and ARIA”...

Who doesn’t love great feedback from a delighted customer? The above text message certainly put smiles on the faces of the ARIA team when we received it – so we decided to call our growing band of ARIA clients and ask: “What is making ARIA work so well for you?” Here’s what they said: “All of us are using the recommendations system. It makes suggesting multiple pairs to patients easy, without being pushy.”

Gone are the days of a new pair of spectacles only being triggered by a prescription change. Gone are the days of hard sell or soft sell. Making sales today is firstly about properly educating patients about the benefits of your offerings, and then allowing them to choose what they would like to do and when they would like to do it.

As explained in an earlier article on the subject (Vision Now – July 2024), ARIA includes a tried and tested recommendation system that has been proven to significantly increase sales of first and additional pairs in most practices. The programme includes online/on-demand training for your whole team to visit as often as needed.

“We love the campaigns; the movies on the screens are real attention grabbers. We’re never going back to posters”

The ARIA marketing campaigns include movies and animations for use on your social media, on your website and in your practice. Where appropriate, they will include your logo and practice details and will be created in your brand colour scheme

OPPORTUNITIES WITH ARIA

(don’t worry if you haven’t gone to digital displays yet, we’re still doing posters).

Our clients’ two favourite ARIA campaigns are Better Vision and Affordably Fabulous. The Better Vision campaign (Figure 1) is designed to educate patients about the benefits of using different lenses in different situations. We suggest featuring a different lens each month on your social media, and featuring them all on a page on your website.

The Affordably Fabulous campaign (Figure 2) features smart frames complete with single vision coated lenses at a very desirable price point (you decide how much). Its purpose is to make patients aware that price is not a barrier to enjoying additional pairs, and gives first time visitors the confidence that comes from knowing that you offer great value for money before they even walk through your door.

“I never realised how much impact additional pairs can have on my bottom line”

Imagine a patient who spends £300 on a pair of spectacles, creating £200 of gross profit. Now imagine that same patient returning after a month or so and spending £150 on an additional pair –creating an extra £100 gross profit. The gross profit from that patient has just increased by 50 per cent, and the impact on the bottom line will be much bigger.

“We loved the frame event. It just makes sense to invite people to come to see us when they want to, instead of just when they are due for another exam”

The UK population is about 67 million; 59.5 per cent* of them are spectacle wearers, which is about 39.5 million people. In 2019, UK opticians sold them 7.6 million pairs of lenses*. The record year was 2013 when we provided them with 12.7 million pairs*

These statistics tell us that the average time between purchases is more than three years. Or, to put it another way: the average spectacle wearer in the UK owns one pair of spectacles – and they are 18 months old.

ARIA invites patients to enjoy the best vision in challenging situations, change their spectacles when they change their outfits, and have a spare pair that is up-to-date.

*Source: Statista

Figure 1 Better Vision social media posts
Figure 2 Affordably Fabulous social media asset

ARIA includes a complete action plan for holding frame or lens events that put your practice on the map. They will often generate as much revenue in a day as a practice might usually do in a week. Figure 3 is an example of a social media asset for promoting your practice event. A full collection of co-branded assets is available.

“It’s the ongoing support from you guys; there is no way I could have come up with all of this and rolled it out on my own”

ARIA success managers offer personalised support. They have vast experience in our industry, they know the ARIA system inside out, and they have been trained to teach, coach, and support you as you implement the programme.

ARIA Online is a dedicated online training and support portal that will enable you to fully access all the ARIA strategies, tools and tips so you can implement ARIA properly.

In weekly ARIA Live group Zoom meetings, your ARIA success manager will take you through a step-by-step process to ensure that you have the ARIA system up and running as quickly as possible. You will be able to have your questions answered and will gain valuable insights from your peers who are also on the programme.

Quarterly ARIA One-to One calls with your ARIA success manager complement your group sessions, providing individual support for reviewing your scorecard and focusing your attention on fine-tuning your performance.

“You’ve got to love Ernie”

Ernie (Figure 4) is the model that we used on the Interest Free Credit campaign. When you see him grooving towards you on a Facebook post or on the in-practice VDU screen, you have to smile and watch him again.

And last but not least, our favourite comment...

“It’s a profit rocket. We’re only two weeks in and we’re already seeing big changes”

It was the ARIA multiple pairs recommendation system that so delighted this client. And, at that point, he still hadn’t rolled out the Awareness, Invitations and Affordability modules.

If you would like to know more about how to roll out ARIA in your practice, please visit www.practicebuilding.

co.uk/aria where you can apply for a guest membership and have access to ARIA Online. If you would like an introductory chat where all your questions will be answered, please book a call with Claire by visiting www.callpbclaire.uk

NEG MEMBER SPECIAL OFFER

We have just 25 ARIA founder memberships left and they have all been reserved for NEG members. Use the code ‘Founder25’ when signing up, to receive 12 months’ access to the programme and a 25 per cent discount.

Andy Clark is the founder of Practice Building, winner of the 2023

Supplier of the Year Award at the Optician Awards. The company’s strategies for building secure profitable independent practices are in demand worldwide. ■

FOUR PARTS TO THE ARIA SYSTEM

■ Awareness: increase your patient’s interest in, and desire for, specific products before they visit your practice

■ Recommendations: then actively recommend these products to your patients, regardless of prescription change

■ Invitations: stay in contact with your patients between eye exams to build relationships, reduce patient defections and generate extra sales

■ Affrodability: offer different ways to make it financially easier for your patients to purchase new spectacles

You probably do some of this well, some of it reasonably well, and some of it not at all.

With ARIA, you will be able to bring them all together and:

■ Build increased awareness of, and desire for, your products and services

■ Recruit new patients

■ Build stronger relationships with your existing patients

■ Sell more first pairs

■ Sell more additional pairs

■ See significant increases in your bottom line profits

Figure 3 Promote a style event at your practice
Figure 4 Email banner featuring Ernie

Celebrating Transitions Gen S in style

EssilorLuxottica hosted an exclusive event for 200 eyecare professionals recently to celebrate the launch of Transitions Gen S – and demonstrate its latest innovations in lenses, frames and instruments...

The daytime showcase was held on 22 October at the Kimpton Clocktower Hotel, Manchester, followed by an evening event where practitioners were able to discover “the true potential of Transitions Gen S” in style. A panel of guests from optical practices talked about Transitions Gen S, why they ‘love the brand’, and what worked for them personally since dispensing the lens to patients in their practice. Experts from the company also shared insights about the technology behind the ‘ultra-dynamic’ lens and guests enjoyed a full ‘brand experience’ and celebratory party.

Transitions Gen S was launched in the UK in June – going on to win a prestigious Silmo d’Or in the vision category at Silmo Paris in October. The lens is available in eight vibrant colours including a brand new on-trend ruby tone – covering the full colour wheel spectrum The lenses are described as being ultra-responsive to light, reaching category three levels of darkness in a few seconds1* and fading back to clear quickly2

Alan Pitcher, commercial director for wholesale lenses at EssilorLuxottica, said: “This summer we welcomed Transitions Gen S, our best photochromic lens on the market, and it’s great to celebrate this together. We can now superpower wearers’ glasses in the most stylish possible way

– and go beyond traditional correction for patients by prescribing ultra-dynamic lenses, rather than static ones.

“Light management is key for visual comfort and with Transitions Gen S, there is no longer that compromise between speed and darkness so wearing the lens offers that consistent visual performance throughout the day, whatever the light. They simply have to be experienced and now is definitely the time to start your Transitions journey if you haven’t done so already,” Alan added.

GIANT LEAP OF TECHNOLOGY

Transitions Gen S is the result of a fiveyear research journey in photochromic technology. With more than 450 prototypes created and 100,000 lenses tested to develop the final patented formula, Transitions Gen S brings a vision to life of a lens that breaks boundaries of performance, says the company.

John Schubach, vice president at Transitions Optical, commented: “We have reimagined light reactive lenses at the molecular level, bringing an advanced symbiotic technology where dyes and matrix are specifically designed to seamlessly interact with one another.

“Dyes absorb energy from light quicker, activating and fading faster, while bringing exceptional darkness. Meanwhile, the matrix

enhances dye performance and adds a high degree of robustness to the entire system. This pioneering solution brings wearers a synergy of speed and darkness without sacrificing one for the other.

“During development, our scientists considered various factors such as material properties, optical performance and user experience during the design process. This involved collaboration between scientists and engineers to optimise all aspects of the lens’s performance.

“The development of Transitions Gen S represents a significant advancement in photochromic lens technology, incorporating innovations in coating technology and material science,” John concluded.

An ‘ultra-dynamic’ lens with a focus on style: new Ruby colour
Erika and Deepak with Alan Pitcher
Emily Morris, key account and Transitions manager, shares insights

CONVERSATIONAL “NO-BRAINER”

Erika Nagy, dispensing optician and manager of Seen Opticians in Manchester, admitted she’s a “Transitions convert” and explained how her journey with the brand really started two years ago with the launch of Gen 8.

Erika said: “The speed of them was incredible and I loved the colours they came in. This really helped me to recommend them to more new wearers. Since about two years ago, I have found it much easier to recommend Transitions lenses because I now love and wear them myself. I have about five pairs now, and I love the look of them.

“Gen S has helped me to recommend them even more because the speed is, again, amazing. It’s so fast now and when you show clients, they are amazed with how quickly the lenses darken and fade back. I adore the new ruby tone and with the choice of colours and speed – it’s now just a no brainer for me to recommend to clients.”

Deepak Oberai, optometrist and owner of the Optician Award winning Fashion Practice of the Year, Albert Road Opticians, talked about how Transitions Gen S now offered a stylish choice, rather than just a functional one.

Deepak said: “Traditionally, as a practice we’ve shied away from Transitions, as we saw it as more of a generational offer. However, after having one of the Transitions brand promoters come in and conduct team training in-store, our whole perspective changed. It made the lenses feel more of a stylish choice rather than just functional, showing us that we can recommend them to all generations. Now, with the new addition of ruby, you can achieve the perfect pairing with the frame.

“The fashion element really opens them up to patients of all ages so rather than us shying away from it and viewing them as more suitable for the older generation, we can now recommend to all based on what patients really need.”

SMART PAIRING CHOICES

Taking photochromic lens technology paired with frame fashion to new heights is Ray-Ban Change – a light-responsive frame powered by Transitions and a Red Dot Award winner in the prescription category.

Ray-Ban Change offers a revolutionary take on the Original Wayfarer and its contemporary cousin, the Wayfarer Oval, and is available in sun and optical styles with a host of uniquely-patterned pigments.

Combining the traditional hand-crafting of cellulose acetate with this advanced

innovation, Ray-Ban Change is designed to sync with the light. The unique colours and patterns of the frame are created using Transitions photochromic dyes, which rapidly activate when exposed to UV light.

Each pair of Ray-Ban Change frames is one-of-a-kind. As the light gets stronger, so does the pigment. The frame activates within seconds in sunlight and fades back within minutes indoors.

Choosing the right lens and frame colour can elevate the eyewear experience, whether that’s matching colours for an ontrend tonal look, opting for a subtle two-tone blend, or making a bolder style statement with a high-contrast colour combination:

■ Tone-on-tone: This is the easiest way to pair Transitions Gen S by matching the lens colour to the frame colour for a toneon-tone look.

■ Colour blending: To create a more subtle two-tone look, choose colours next to each other on the colour wheel so the lens and frame blend together.

■ Colour contrast: To make a much bolder style statement, opt for contrasting colours by choosing opposite colours for the lens and frames on the colour wheel.

The Original Wayfarer is available in Ray-Ban Change (frame only); Ray-Ban Change Transitions (frame and lenses); and Ray-Ban Optics Change (suited for all optical needs). The newer Wayfarer Oval is featured in Ray-Ban Change (frame only); Ray-Ban Change Transitions (frame and lenses); and Ray-Ban Optics Change (suited for all optical needs) in a variety of translucent colours that shift into painterly solid stripes.

For more information about Transitions Gen S and Ray-Ban Change, visit ecp.essilor-pro.com/gb

REFERENCES

1. For grey polycarbonate and CR39 lenses achieving 18 per cent transmission at 23°C.

2. For grey polycarbonate and CR39 lenses with a premium anti-reflective coating fading back to 70 per cent transmission at 23°C.

*Tests carried out on grey lenses. Photochromic performance may vary across colours and lens materials and is influenced by temperature and UV exposure. ■

Getting up close with Transitions Gen S
Unique patterns with light-responsive Ray-Ban Change

Preferred Suppliers’ directory

ALCON UK

tel: 0371 376 0017 | fax: 0871 351 1005 | web: www.uk.alcon.com

ASSOCIATED OPTICAL

tel: 01628 600410 | fax: 01628 666495 | email: sales@assopt.co.uk | web: www.associatedoptical.com

ATLANTIC OPTICAL UK LTD

tel: 02920 362 136 | fax: 02920 362 137 | email: info@atlanticoptical.co.uk | web: www.atlanticoptical.co.uk

BAUSCH + LOMB

tel: 020 8781 2900 | web: www.bausch.co.uk

BIB OPHTHALMIC INSTRUMENTS

tel: 01438 740823 | email: sales@bibonline.co.uk | web: www.bibonline.co.uk

BONDEYE OPTICAL

tel: 0121 7723888 | fax: 0808 2801865 | email: sales@bondeyeoptical.co.uk | web: www.bondeyeoptical.co.uk

CALEDONIAN OPTICAL LTD

tel: 01224 596 006 | email: info@caledonianoptical.com | web: www.caledonianoptical.com

CARDNET

tel: 0345 604 2491 Option 2

CENTROSTYLE OPTICAL CENTRE SUPPLIES LTD

tel: 01923 239267 | fax: 01923 253951 | email: sales@centrostyle.com | web: www.centrostyleproducts.com

CFH DOCMAIL

tel: 07834 173 288 | email: chris.burridge@cfh.com | web: www.cfhdocmail.com

CHARMANT

tel: 07899 235 053 | email: uksupport@charmant.eu | web: charmant.com CITATION

tel: 0161 464 6731 I email: enquiries@citation.co.uk | web: www.citation.co.uk

CONTINENTAL EYEWEAR

tel: 0151 426 3907 | fax: 0151 426 9340 | email: sales@continental-eyewear.co.uk | web: www.continental-eyewear.com COOPERVISION

tel: 0870 9000 055 | email: enquiries@coopervision.co.uk | web: www.coopervision.co.uk

DE RIGO UK LTD

tel: 01923 249491 | email: info.uk@derigo.com | web: www.derigo.com/en

DUNELM OPTICAL

tel: 01388 420420 | fax: 01388 810101 | email: dunelm@dunelmoptical.co.uk | web: www.dunelmoptical.com

ESSILOR

tel: 01454 281281 | fax: 01454 28128 | email: orders@essilor.co.uk | web: www.essilor.co.uk

EYESPACE

tel: 01527 870550 | fax: 01527 837012 | email: info@eyespace-eyewear.co.uk | web: www.eyespace-eyewear.co.uk GO EYEWEAR UK LTD

tel: 0800 9178270 | web: www.goeyeweargroup.com

HILCO EUROPE

tel: 0800 591150 | email: info@hilco.co.uk | web: www.hilcovision.co.uk

HOYA LENS UK

tel: 0845 330 0984 | fax: 0845 330 0977 | email: enquiries@hoya.co.uk | email: orders@hoya.co.uk web: www.hoyavision.com/uk

INSPECS

tel: 01225717000 | web: https://shop.inspecs.com/ | email: customerservice@inspecs.com

LAB3SIXTY

tel: 0113 5211071 | email: Info@Lab3Sixty.co.uk | web: www.lab3sixty.co.uk

LENSTEC EYEWEAR

tel: 02920 857122 | fax: 02920 920480 | email: eyewear@lenstec.co.uk | web: www.lensteceyewear.co.uk

LENSTEC OPTICAL

tel: 02920 883009 | fax: 02920 889798 | email: LenstecCC@lenstec.co.uk | web: www.lenstecopticalgroup.co.uk

The future of practice management software is here.

www.optinetuk.com

Think independently

Scan the QR code or call 0844 873 1110 to open an account.

Preferred Suppliers are suppliers who, by prior arrangement, offer members of the PK National Eyecare Group preferential terms. For full details and terms offered to the membership, please call 01580 713698.

LUXOTTICA (UK) LTD

tel: 0808 1658 8555 | web: www.luxottica.com/en

MARCHON

tel: 0800 72 2020 | email: csuk@marchon.com | web: www.marchon.com

MARK’ENNOVY

tel: 0800 3280610 | fax: 0800 3280649 | email: mkservices@markennovy.com | web: www.markennovy.com

MENICON UK LTD (FORMERLY DAVID THOMAS)

tel: 01604 646216 | fax: 01604 790366 | email: enquiries@menicon.co.uk | web: www.menicon.co.uk

MID-OPTIC

tel: 01332 295001 | fax: 01332 295158 | email: orders@midoptic.com | web: www.midoptic.com

NORVILLE

tel: 01452 510321 | email: sales@norville.co.uk | web: www.norville.co.uk

No7 CONTACT LENSES

tel: 01424 850620 | fax: 01424 850650 | email: info@no7contactlenses.com | web: www.no7contactlenses.com

OPTINET LTD

tel: 0845 313 0233 | email: sales@optinetuk.com | web: www.optinetuk.com

PERFORMANCE FINANCE

tel: 01536 529696 | fax: 01536 310033 | email: info@performancefinance.co.uk | web: www.performancefinance.co.uk

POSITIVE IMPACT

tel: 08446 696907 | email: sales@positiveimpact.co.uk | web: www.positiveimpact.co.uk

PRACTICE BUILDING

tel: 0800 840 3988 | email: andy@practicebuilding.co.uk | web: www.practicebuilding.co.uk

RETAIL EXPERIENCE DESIGN (RED)

tel: 024 7710 3494 | email: design@retailexperiencedesign.co.uk | web: www.retailexperiencedesign.co.uk

RODENSTOCK

tel: 01474 325555 | email: sales@rodenstock.co.uk | web: www.rodenstock.co.uk

SAFILO UK LTD

tel: 00800 72345600 | email: customerserviceuk@safilo.com | web: www.youandsafilo.com

SEIKO OPTICAL UK

tel: 01452 610033 | fax: 01452 638250 | email: orders@seiko-optical.co.uk | email: info@seiko-optical.co.uk web: www.seikovision.com/uk

SILHOUETTE UK LTD

tel: 020 8987 8899 | fax: 020 8987 2430 | email: office@silhouette-uk.co.uk | web: www.silhouette.com

SPEC-CARE LTD

tel: 01392 460806 | email: info@speccareservices.co.uk | web: www.speccareservices.co.uk

STEPPER UK

tel: 01732 375975 | email: sales@stepper.co.uk | web: www.steppereyewear.com

TANT LABORATORIES

When you prescribe contact lenses, you prescribe freedom. We’re stepping up to do more, supporting you to Prescribe Freedom for more people than ever

coopervision.co.uk

STEPPER (UK) Limited 11 Tannery Road, Tonbridge Kent - TN9 1RF 01732 375975 www.stepper.co.uk

tel: 01279 653785 | fax: 01279 658308 | email: TantCC@tantlabs.com | web: www.lenstecopticalgroup.co.uk

THEA PHARMACEUTICALS LIMITED

tel: 01782 381698 | email: orders.uk@theapharma.com | web: www.thea-pharmaceuticals.co.uk

THOMSEN DENMARK

tel: 07899727671 | email: lee@thomsendenmark.dk | web: thomsendenmark.dk

ULTRAVISION

tel: 01525 381112 | fax: 01525 370091 | email: info@ultravision.co.uk | web: www.ultravision.co.uk

WINDCAVE LTD

tel: 0800 088 6040 | email: sales@windcave.com | web: www.windcave.com

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