Vision Now December 2017

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VV DECEMBER 2017

Vision Now magazine

The natural comfort your patients deserve.

The lens care solution that matches the pH balance of tears.* www.coopervision.co.uk

* Abelson, M.D., Udell, I.J. and Weston, J.H. Normal human tear pH by direct measurement. Arch. Opthalmol. 1981. Feb;99(2):301.

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Inside

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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.

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News 4 7 9 11 13 15

Joint conferences “even bigger success” BCLA to host dry eye debate PECs in the spotlight at NOC CET for all at 100% Optical GOC approves FTP policy Marchon unveils Lacoste collection

15 An independent view Seize the day

17 Developing thoughts Get ready for a New Year

18 Product profile Varilux X: Extended vision within arm’s reach

22 Building for Success/ iDay Innovations and challenges

28 Style Spotlight Glamorous glasses and Alpine opulence

30 Suppliers’ directory @PK_NEG

Editor’s comment With 2018 knocking at the door, it’s that time of year to reflect on where your business is going as the independent sector braces itself for yet more changes and challenges to come.

Writing in this month’s Developing Thoughts, Phil Mullins suggests that some simple housekeeping could get the practice ready for a fresh start to the year. These could include simple activities like giving the waiting/dispensing area carpet a steam clean right up to clearing out your stock cupboard, reviewing what’s selling and what’s not to make planning your purchases for the season ahead that much more intuitive.

If you were able to get away from work and home life to attend last month’s combined NEG Building for Success conference and Independents Day then hopefully you were amongst those who praised the changes made to make the event more accessible, relevant and user-friendly. Turn to page 22 for an overview of the presentations given across both days.

Our last Product Profile of the year (page 18) features the Varilux X series progressive lens from Essilor, which was the subject of Professor Mo Jalie’s opening presentation at the NEG conference. And to get you in the mood for the festive season, fashion editor Joan Grady showcases some glamorous eyewear alongside a selection of winter sports styles for those mountain adventures.

We look forward to returning in February 2018 to bring you all the latest news and updates from the profession and industry. Until then, we wish you and your practice teams a very happy and healthy Christmas and New Year.

Nicky Collinson Editor

Editor

Nicky Collinson BA (Hons) ncollinson@nationaleyecare.co.uk

Editorial PA

Sharon Hicks s.hicks@nationaleyecare.co.uk

Fashion Editor

Joan Grady jgparischats@wanadoo.fr

Business Editor Phillip Mullins FBDO p.mullins@nationaleyecare.co.uk Design and Production

Rosslyn Argent BA (Hons)

Publisher

Michael C Wheeler FCOptom DipCLP FSMC FAAO

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 it and that its publication does not imply that such opinions are those of The PK National Eyecare Group Ltd. Articles submitted for publication should be original, unpublished work and are accepted on the basis that they will not be published in any other journal. Acceptance of materialfor publication is not a guarantee that it will be included in any particular issue.

Copyright © 2017 for Peekay Publishing Ltd. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, including photocopying and recording, without the written permission of the publishers. Such written permission should also be obtained before any part of this publication is stored in a retrieval system of any nature.

VISION NOW is published by Peekay Publishing Ltd for The PK National Eyecare Group Limited, Clermont House, Cranbrook, Kent TN17 3DN VISION NOW is printed by P&P Litho Ltd, Ashford, Middlesex TW15 1AB

Vision Now DECEMBER 2017

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NEWS 1

NEG/Independents Day

2

Sonata is the latest collection from the Line Art Charmant collection. Inspired by music, the precious frames are feminine, luxurious and comfortable to wear. The eye-catching temple design of the collection consists of two harmoniously assembled arches. Delicate, feminine and refined, the three-dimensional temple design gently embraces the wearer’s face. Hexagonallyshaped connecting pieces add a touch of luxury. On the inside of the temples, colour accents show the passion One of the new Sonata models for detail on this high-class eyewear piece. Model XL2105 (pictured) with its roundish titanium front is available in black, gold plated, rose gold and violet. The black model’s silver plated hexagon parts convey a feeling of chic and high-quality finishing.

3

NEG’s Sandi Charlesworth chats with a delegate

A new venue and a change in programme made the NEG and Independents Day (iDay) conferences an even bigger success than the inaugural joint events last year. iDay organiser, Nick Atkins, said: “A combination of our continued alliance with NEG, a more professional conference venue, a great speaker line-up and more practical advice and support in our interactive break-out sessions resulted in what I think was the best iDay we’ve ever run. Both delegates and exhibitors were extremely positive about the whole event, and the Ricoh Arena was roundly viewed as being a step-up in venue and the companies I spoke to reported business as brisk.”

NEG director of business development, Phil Mullins, added: “By building on the success of our first joint event, the feedback from both delegates and exhibitors was that this year’s event was even better and more successful. We received great comments about the programme, the delegates engaged with the exhibitors and the new venue proved highly successful – and offers great potential for the future. Although the optical calendar is very full, this year proved that it really is an unmissable event.” Turn to page 22 for our report of the conferences.

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Vision Now DECEMBER 2017

Charmant

ABDO

The Association of British Dispensing Opticians (ABDO) has announced that its programme for contact lens opticians (CLOs) wishing to provide enhanced services is now available to enrol onto via the Wales Postgraduate Optometry Education Centre’s (WOPEC) online learning platform. ABDO said it had worked extensively with colleagues at both WOPEC and the Local Optical Committee Support Unit (LOCSU) over a lengthy period to make this possible. It is envisaged that ABDO Extended Services Days will take place in the spring of 2018 with Objective Structured Clinical Examinations (OSCEs) following shortly after.

ABDO’s Barry Duncan

Commenting on the launch, ABDO head of policy and development, Barry Duncan, who will become ABDO deputy chief executive in January, said: “Clearly this represents an excellent opportunity for CLOs to extend their scope of practice and utilise existing and new skills. For those who are keen to progress, the opportunity to be diverse and take on a more pronounced healthcare role will be rewarding in many ways.” Full details of the minor eye conditions services (MECS) programme can be found on the ABDO website.

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General Optical Council

The General Optical (GOC) has agreed to proceed with a consultation on the concepts and principles that should underpin a system of optical education and training fit for the future in the next phase of the Education Strategic Review. This consultation follows the GOC’s Call for Evidence and extensive engagement with a wide range of stakeholders from across the UK. Some of the concepts and principles the GOC will explore through the consultation include embedding professional standards in students’ education and training, enhancing students’ clinical experience and instilling a more multi-disciplinary ethos into education programmes.

GOC chief executive and registrar, Vicky McDermott, said: “The concepts we are exploring in this consultation build strongly on our Call for Evidence and the extensive stakeholder engagement we have carried out. We want to hear the views of all our stakeholders so that we can then develop detailed proposals for a new system of education and training that equips students for future roles.” The GOC planned to publish the consultation document at the start of December.

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NEWS 5

BCLA

6

Lenstec Optical

Professor Teifi James

A multi-disciplinary discussion will take place at the British Contact Lens Association’s (BCLA) Visionaries Conference in London on 13 December as part of a drive to bring together the optometry profession and formulate a strategy to better manage dry eye disease. Consultant ophthalmologist and BCLA council member, Professor Teifi James, will chair the debate, exploring how healthcare professionals can work together to optimise patient quality of life by improving the management of dry eye.

The programme will also see consultant ophthalmologist and eye surgeon at Temple St Children’s Hospital, Dr Ian Flitcroft, deliver the 2017 Pioneers Lecture on ‘The epidemiology of myopia and the public health time bomb’. Past president of the BCLA, Anna Sulley, will discuss contact lens retention success while Professor James Wolffsohn will look at the TFOS DEWSII report and the impact this will have in practice for the diagnosis, management and treatment of dry eye disease. Book a place at www.bcla.org.uk

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Celebrating 130 years of Julbo (courtesy M. Daviet)

The team at Lenstec are looking forward to attending 100% Optical in London next month, and to celebrating the 130th anniversary of Julbo. “Since 1888, Julbo has consistently added unique technical value to glasses – and 2018 promises again to be a great year for Julbo with an expanded sunglasses line that embraces the latest trends,” said Lenstec MD, Nigel Castle.

At 100% Optical the company will also showcase its expanded range of lens materials and discuss with visitors why Trivex, NuPolar, Transitions and UV++ have become so popular.

Representatives will also discuss a number of new digital lens processes for high minus, extra-large diameter and ‘out of the ordinary’ specialist lens dispensing solutions to help support independents.

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Dunelm Optical

Metal rims combined with a chunky acetate browline feature in Dunelm’s latest Retro collection. With its 1950s retro vibe, model 375 is available in traditional brown with gold accents or classic black with silver Retro model 375 in black/silver accents (pictured). This unisex club-master style comes all-in glazed for a mix of trendy and iconic for the fashion-forward wearer.

Oliver Beaumont, Dunelm regional sales and product development director, said: “Dunelm is the true home of retro and vintage inspired frames and the Retro brand continues to deliver stunning designs alongside modern styling. The Retro range has been extremely popular for many years and the ‘period style’ designs are still in demand as the fashion catwalks continue to use vintage influences in their creations.”

Heidelberg Engineering

Hammersmith optometrist Nilesh Soneji liked the Spectralis OCT so much that he bought it twice: one for his Boots franchise and then again when he set up his own independent practice, Blink Optics, in nearby East Sheen – an NEG member practice. Aston graduate, Nilesh, is passionate about OCT and after having looked at all of the options, made his selection back in 2014, and then again in 2017.

Nilesh said: “The Spectralis is the bee’s knees, and 100 per cent part of the practice. Every patient has OCT during our 40-minute full eye health scan and we are taking retinal images of children too. We have already started picking up subtle pathologies that I couldn’t see with a fundus camera – including a patient with a small intraretinal cyst and another patient with an epiretinal membrane.”

Nilesh with his OCT Vision Now DECEMBER 2017

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NEWS 9

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National Optical Conference

Association of Optometrists

Drive against bad behaviour

Focus on PEC consolidation at the NOC 2017

Developing the primary eyecare company (PEC) model to improve consistency is a major objective for the sector in the coming year, delegates heard at last month’s National Optical Conference (NOC). Speaking at the conference, Local Optical Committee Support Unit (LOCSU) COO, Richard Whittington, suggested that consolidating and reducing the number of PECs to mirror the NHS commissioning landscape of sustainable transformation partnerships (STPs) was vital to evolving the model. It would also “improve PEC professionalism, improve consistency of delivery and drive down costs”.

Richard added that a long-term rationalisation towards a single national eyecare company could help the sector address challenges coming down the track, for example, the NHS standard contract and potential interaction with the Care Quality Commission. More than 200 delegates gathered in Warwickshire for the new-look, one-day conference. The speaker agenda was slimmed down and delegates were given a choice of five workshops and three panel discussions. PEC professionalism was at the heart of each workshop, which can be downloaded from the LOCSU website.

10 Stepper

Saskia Stepper

The StepperS ‘wild child’ image will be strengthened in 2018 with new models designed under the creative direction of Saskia Stepper, daughter of Stepper founder, Hans Stepper. “New colouring techniques, faster ‘concept-to-market’ times and process innovations allowing for shorter production

runs, mean StepperS can now be more experimental,” revealed Peter Reeve, managing director of Stepper UK. “With this freedom, StepperS reacts quickly to style trends, appealing to an emerging modern tribe of customers who like spontaneity and are attracted to trying whatever is new.”

For example, the TX5 materials of the STS10080 (pictured being modelled by Saskia) allows for great flexibility in design. “A StepperS is an extension of your personality and style, rather than dictating it,” Peter continued. “The individual’s design confidence is reinforced by the minimal presence of a logo, with only a small ‘S’ visible on the temple tips. Whilst looking good, the STS-10080 still embraces the company’s ‘comfort and fit’ philosophy, so it feels good on too. With skin-friendly properties and a weight of just 7.3g the frame will feel good all day.” The STS-10080 comes in blue and grey in a matt finish with stainless steel temple highlight details.

The Association of Optometrists (AOP) ran a Don’t swerve a sight test campaign last month, ahead of Road Safety Week. Part of the campaign was to call for a change in the law that would see all drivers required to prove that their vision met the legal standard every 10 years. It also urged people to get a sight test every two years, to maximise their eye health and make sure they were road safe. A range of materials were produced to help the sector get involved.

The AOP’s own research with members showed that one in three optometrists had seen a patient in the past month whose vision fell below the legal standard, yet continued to drive against advice. The research also revealed that 91 per cent of UK practising optometrists believed that the current sight requirements for a driving licence were insufficient. A public poll showed that 30 per cent of current road users had doubted whether their vision was adequate, yet continued to drive; only 40 per cent would stop driving altogether if they were told their vision, even with glasses or contact lenses, was below the legal standard for driving.

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BIB Ophthalmic Instruments

BIB Ophthalmic Instruments is delighted to inform its customers that it has achieved the ISO 9001:2015 quality management standard.

CEO Tim Baker said: “We are very proud to have achieved this quality management standard. We set out to achieve ISO 9001 not only to improve our own internal procedures, our company culture and improve our staff’s professionalism but importantly to achieve greater customer satisfaction which is our ultimate goal.”

Vision Now DECEMBER 2017

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Biofinity Energys™

Supporting your patients in today’s digital world.

There is little argument that we live in a digital age and digital device usage has grown dramatically in recent years.

As a result, the demands on our eyes from sustained near focus require increasing attention from eye care practitioners.1 The digital age.

Recent research found that 90 per cent of adults were spending two hours or more per day on digital devices and over 50 per cent of 18 to 29-year-olds were spending nine or more hours a day on a digital device.2 Not surprisingly, 70 per cent experienced symptoms associated with digital eye fatigue and millennials3 were particularly at risk with up to 86 per cent4 of this generation reporting eye tiredness and dryness.

for digital device users, the lens helps patients eyes adapt, so they can seamlessly and continuously

Biofinity Energys™ is unique in terms of its concept and optical design to help reduce signs and symptoms of digital eye fatigue.

Lifestyles are evolving and Biofinity Energys™ keeps up with the needs of today’s contact lens wearers, by improving the way their eyes feel at the end of a typically long day.

Biofinity Energys’ unique Digital Zone OpticsTM uses an aspheric power profile which provides a slight positive power in the centre of the lens while still ensuring excellent overall vision. This helps ease accommodative burden associated with sustained near focus on digital devices without impacting on distance vision, helping to relieve the tiredness associated with digital eye fatigue.

“Biofinity Energys™ is a welcome addition to our practice contact lens portfolio and helps to deliver on our commitment to provide the best solutions for unique lifestyles.”

This unique lens design is combined with silicone hydrogel material and Aquaform®

Digital eye fatigue – the solution.

with digital eye fatigue. Aquaform® Technology is naturally wettable and able to retain moisture, even during times of reduced blinking.

to this problem. Biofinity Energys™, a new type of contact lens from CooperVision, is designed for patients with digital lives.

Potential.

Research conducted with digital device users who self-reported eye fatigue symptoms at least

Introducing Biofinity Energys.™ Biofinity Energys™ joins the market-leading Biofinity® family of contact lenses. Specifically designed

wearing Biofinity Energys™, eight out of ten agreed that Biofinity Energys™ lenses made their eyes feel less tired.5

Diba Choudhury Optometrist, Leeds.

A study conducted by Indiana University found that digital eye fatigue isn’t restricted only to those who require vision correction – 75 per cent of 18 to 29-year-olds who were not wearing any form of vision correction reported eye tiredness and dryness at least once per week or more, showing the great potential and opportunity for Biofinity Energys.™4

1 Hall L and Coles-Brennan C. More screen time = more digital eye strain. Contact Lens Spectrum 2015;30 38-40, 55.

2 YouGov European Eye Fatigue Study, April 2016. 3 http://www.millennialmarketing.com/who-are-millennials 4 Meyer D and Kollbaum P. Dr, My Eyes are Tired. Rev Optom 2016, May 15. 5 CooperVision data on file, 2015.

Among patients who use digital devices at least four hours per day, at least five days per week and self-report

To find out more about digital eye fatigue and Biofinity Energys,™ speak to your CooperVision Business Development Manager or visit www.coopervision.co.uk

NEWS 13 100% Optical

15 Norville

Dr Dowson receives his prize from Frank Norville

Education for all at ExCel

100% Optical is promising “world class education for all” at London ExCel on 27-29 January.

Designed and delivered by the Association of Optometrists (AOP), the programme offers the entire practice team more than 100 CET sessions across various learning hubs, through keynote speakers and discussion-based sessions. Keynote speakers from optometry, academia and ophthalmology will discuss topics including myopia, binocular vision, keratoconus, glaucoma, vitreoretinal disease, OCT as well as the future direction of the profession.

Dr Ian Beasley, AOP head of education, said: “The event will have two new education hubs for 2018 including the Future Practice Hub, which takes a prospective look at innovation, commissioning of enhanced services, research, and debates how to adapt independent practice to survive in the 21st century. Highlights include a chaired debate by representatives from optometry and ophthalmology on the main stage, looking at the future of the profession, a session by Professor David Crabb on dry AMD, and a seminar on keratoconus lens fitting

by Drew Thompson.” Find out more and book at www.100percentoptical.com

Frank Norville used the recent Norville Medi Lens Conference, held at Gloucester Rugby Club, to present the Norville 2017 prize for the most thought provoking contribution.

This year’s recipient was Dr Andrew Dowson, a leading migraine specialist, for his “enlightening” talk, ‘Headaches’. Frank took the opportunity to suggest that eyecare practitioners might consider doing more by way of providing assistance to the growing band of migraine sufferers, particularly as MECS (minor eye conditions services) could be taken to mean ‘Migraine Eye Clinics’.

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Association of Optometrists

14 International Eyewear Dr Philip Hammond

Taking place on the Sunday evening of 100% Optical (28 January), the 2018 AOP Awards will welcome journalist, broadcaster, campaigner and comedian Dr Philip Hammond as awards host. He will present 15 accolades during the ceremony, which is sponsored by CooperVision, including the inaugural Health and Wellbeing Practice of the Year.

Storm London model S582

Two new Storm London frames for the season reflect the British brand’s innovative approach to design. Model S582 for men and S583 for women are influenced by the structural minimalism of Storm London watches and draw inspiration from macro trends. Mixed materials have been combined in an innovative manner to reflect brand individuality. Both models feature a striking, architectural metal lug design with laser etched logo branding.

The understated exterior colours offer a subtle on-trend look, complemented by bolder hues on the interior.

AOP chief executive, Henrietta Alderman, said that Dr Hammond was a fitting host for the 2018 ceremony: “Wellbeing in the profession is a key strand of work for the AOP and with the 2018 awards recognising the importance of wellbeing at work, Phil Hammond, who’s dedicated so much of his time to improving the quality of life for others, feels like the ideal choice.”

Vision Now DECEMBER 2017

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NEWS 17 General Optical Council

18 Essilor

Following a six-week period of consultation, the General Optical Council (GOC) has approved the use of consensual panel disposal in appropriate cases to speed up the Fitness to Practice (FTP) process while ensuring continued public protection. Interim director of FTP, Safia Iman, said: “The consensual panel disposal policy is part of the complaints strategy which is essential to delivering one of the three strategic objectives in our Strategic Plan: organisational transformation. Responses to the consultation emphasised the importance of transparency in maintaining public confidence in the regulation of the optical professions.”

The GOC will publish a consultation summary and produce guidance which will be communicated to staff and FTP Committee members with accompanying training in January/February 2018. The GOC plans to implement the policy from February 2018. The Council has also approved a public consultation on Acceptance Criteria guidance for complaints.

This will define the circumstances where the GOC will accept a complaint as an allegation of a registrant’s impaired FTP or fitness to train. The new criteria will assist in the early closure of complaints that do not amount to FTP allegations, therefore improving costs, efficiency, procedural transparency, fairness and timeliness of FTP investigations. The GOC guidance policy for consultation was due to be published soon.

The Essilor Bespoke team

A new bespoke programme from Essilor has been designed to support independent practices looking to use new technology to improve the patient experience. Essilor Bespoke is described as “a business transformation programme”, backed by a team of consultants who will work with existing account managers and the practice team to implement growth driving strategies.

Bespoke partners will also have their own marketing consultant.

Randeep Gill, Essilor commercial director, said: “The bespoke experience is not just about the patient having the best visual solution, but the most remarkable experience of their eye examination. By becoming an Essilor Bespoke practice, opticians will be able to complement their current care with enhanced commercial training and highly innovative technology. This will help them to dispense the best in class bespoke lenses.”

19 Hilco The new Leader ProX prescription sports goggle, available from Hilco, presents a new option in ASTM F803 Rx protective sports eyewear. The ProX features a temple release button that quickly changes the temples to a strap-adapt with the push of a button – allowing the athlete three ways to play. It can be worn with the temples and adjustable sport strap, with the frame alone or with the strap-adapt option for the

ultimate secure fit. The goggle also features Leader’s V-Port technology allowing for an expanded viewing field and venting for reduced lens fogging, as well as fully adjustable temples and comfort bridge options. The ProX is available in five sporty frame colours and in three sizes.

Sporty Rx options

20 University of Bradford A new study by researchers at the University of Bradford has found that vision problems are common among top cricketers and rugby league players. More unexpected was that many of the athletes did not attend regular eye examinations. The findings suggest that clear, pin-sharp eyesight might not be as

important for playing cricket or rugby league at the highest levels, as many might believe.

The research was led by professor of visual development, Brendan Barrett, and RCUK research fellow, Dr John Buckley, at the University of Bradford. Professor Barrett said:

“It [the research] opens up some interesting questions: would they play even better if their eyesight was fully corrected, or is it the case that acute vision is not actually necessary to play high-level sport?” Search YouTube for ‘Testing England Cricket athletes: performance and vision’ to watch a video about the project.

Vision Now DECEMBER 2017

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NEWS 21 Marchon

AN INDEPENDENT VIEW Seize the day

Star of the Lacoste show

The new Lacoste eyewear collection from Marchon combines technical quality with contemporary style to create a sophisticated, versatile look that mirrors the brand’s heritage and dynamic, sporty character. Refined materials are used to create lightweight yet functional styles, with elegant colour combinations and stylised logos. The details are inspired by 1980s style graphics and iconic Lacoste clothing.

The star of the new advertising campaign, men’s model L2810 (pictured) features sleek, lightweight lines with a matt frame front. The front is offset by temples with a coloured metal core engraved with the iconic piqué motif, that can be seen through the transparent acetate overlay. The minimal, modern elegance of this look is accentuated by the discreet dual temple metal logo.

22 Heidelberg Engineering Heidelberg Engineering’s Spectralis OCT has been given a leading role in a new cancer care unit for the north east, funded by the late Sir Bobby Robson’s Foundation. The former England football manager left a legacy which is helping to fund care at Supporting cancer drug trials Newcastle’s Royal Victoria Infirmary. The Spectralis and a visual field analyser are being used by Dr Will Innes and his team to monitor patients being treated with innovative small molecule anti-cancer drugs, designed to disrupt very specific cancer cells.

Dr Innes explained: “Professor Plummer’s team at the Sir Bobby Robson Centre is working with a new generation of cancer drugs which are incredibly powerful and a significant step forward in treatment. With these drugs, the eye is ‘an organ at risk’ because some of the proteins and receptors that are targeted in cancer cells are also present in the eye. It is essential that we closely monitor eye health during treatment and, with this equipment, we can do that.” Dr Innes is pictured (left) with Lady Elsie Robson, and Brian O’Connor of Widnes Vikings.

Independents have a reputation for not taking the bull by the horns when it comes to signing up to new things. One of the AIO’s good friends and partners has told us that it is not unusual for a buying decision in independent practice to take three years.

From the AIO’s perspective, we have found it be a similar experience with our on-going determined attempts to build up our membership (now up to 251 and growing). On a number of occasions, people have signed up at exhibitions and events saying that they have been meaning to join for months – if not years.

There are some things, however, where the old Latin maxim, carpe diem, has great resonance.

Getting a quote for the new AIO PI insurance policy is absolutely one of those things.

The new AIO PI product is different from the traditional insurance model as the policy covers the practice and all the people that work within it, both General Optical Council registered practitioners and all non-qualified personnel alike.

It is also a ‘claims made’ rather than ‘claims occurring’ policy, which means that as long as a practice remains in operation, those qualified people who may leave for whatever reason (including retirement or sale) do not need to execute PI run off cover.

The new policy is available now and will have an initial 15-month cover at very competitive rates.

Surely it makes sense to get a quote today. Simply email lin@aiovision.org or call 08001300486 with the following information and you will have an indicative quote straight away: name of practice, principal address, number of locations, owner(s), number of optometrists and dispensing opticians employed.

23 College of Optometrists The College of Optometrists has reviewed and updated its Guidance for professional practice, bringing it in line with the General Optical Council Standards, NICE and SIGN Guidelines. Changes include: an updated section to address ‘social media and online behaviour’; an expanded complaints section; a new chapter on ‘examining patients with a disability’; an update on prescribing tinted lenses; and an updated emergency referrals list. Access the guidance at www.college-optometrists.org/guidance Vision Now DECEMBER 2017

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PRACTICE MATTERS

Developing thoughts In his last column of the year, Phil Mullins suggests some areas for review in the practice ahead of the New Year

Get ready for a New Year Let’s face it – most New Year resolutions are broken by 2 January. But for independent practices, the quieter trading period over Christmas and New Year is a great opportunity to get to the bottom of the intray and to look at the things you’ve been putting off. There is always some simple housekeeping to be done. Firstly, check all the use-by dates on solutions and contact lenses, throw away those that are out of date, but make a list of those with some life left so they are sold first or thrown away at the appropriate time.

Next search through all the draws and cupboards for those frames that you’ve had for ages that keep being pushed to the back. Clean them up and then either price them for a January sale or give them away.

This time of year is always a good time for a stock count, just remember that anything missing or anything you reduce needs to be reflected in your stock valuation. You also need to reduce the value of stock as it ages, this will then give you a real value of what you are holding.

This exercise will also highlight the frames that you do sell, which are not always the big brands or fashionable ranges that you stock most of. Once you have a list of what you are selling you can plan your purchases for the next few months. It is also worth looking at how you display the frames; do frames in a certain area of the practice sell better than others? Do the display areas make the most of the frames on show? Try to think like a patient. While you’re thinking of frames, don’t forget that you need to order your sunglasses in December for January/February delivery.

Your staff may not like you for asking them, but going through the filing cabinets and

refiling as required can make such a difference to the running of the practice. I once worked in a very busy practice, where so much time was wasted trying to find records that were miss-filed. When a yearly refile was introduced, this problem almost disappeared. You might also want to consider mailing those patients who you haven’t seen for three or more years, with a message saying: ‘Happy New Year: we hope to see you in 2018’.

While you’re carrying out the above, take a good look at the practice: does the carpet need a steam clean? Does the paint need a touch up? Could you do with some extra lighting in that dark corner? Do you need to replace the slow running computer? The little things can make such a difference to the look of the practice and how it operates.

Get them right and everyone is happy.

BUSINESS HEALTH CHECK Having looked at the practice, now it’s time to look at the business. Firstly, look at your legal requirements: are your staff contracts up to date, have you carried out health and safety checks, are you ready for the new data protection regulations coming in May 2018. If the answer is ‘no’ or ‘not sure’ to any of these then contact Xact, which offers NEG members a health check on HR and health and safety. They can then advise and help you get everything up-to-date and ready for any changes coming in the next few months. Remember: you’re an ECP not an HR specialist, so make use of the professionals because it really does make a difference.

With the ever-increasing use of the internet, you need to take some time to review what you have or, more importantly, don’t have. Thousands of people in the UK search for information about spectacles,

contact lenses and sunglasses, and if your website is poor you will lose out on these potential new patients. Look at your social media content: is it up to standard? Are you posting regularly? If you think you need help, then contact One Agency, the digital marketing agency. They would be delighted to look at what you have and make recommendations for you.

Don’t forget: all NEG members have a secondary listing on SPECS network, which is fantastic platform for promoting independent opticians to the public. Contact Seiko, which operates SPECS network and ask how you can upgrade to a full listing and the benefits this would bring your business.

Once you have carried out your review, it’s time to look ahead. Take your 2017 numbers, such as average dispensing value, spend per patient, conversion rate, etc, and set yourself and your staff some goals. Setting realistic goals is good for you and your staff and certainly for your business. Is this the year that you finally buy that OCT? Then put it down in writing, set the targets you need to achieve that and make it happen. Taking just a few hours over the next few weeks could have a real impact on your business in 2018, so take the time, do the work and enjoy the rewards. And have a great Christmas and a joyous New Year.

Vision Now DECEMBER 2017

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PRODUCT PROFILE

Varilux X series Extended vision within arm’s reach Benjamin Rousseau, Guilhem Escalier and Andy Hepworth explain the principles behind the new Varilux X Series from Essilor With the emergence of innovative technologies, today’s presbyope has a modern way of life: they multitask a lot more as we live in an ever-more connected world through the use of digital devices, such as tablets along with of course smartphones. This lifestyle has led to the visual needs of a wearer changing significantly, where once they simply needed the ability to read at a single distance, presbyopes today are faced with multiple tasks that involve many near vision tasks within arm’s reach.

Progressive lens design has had to keep pace with those changes and respond more effectively to the needs of the wearer. The Varilux X series lens has been designed to deliver not only an expanded field of near vision but also improved visual comfort for all targets within arm’s reach. This article explains the principles that underpin these innovations along with taking a look at the exciting new personalisation option.

XTEND TECHNOLOGY Until now, varifocal lenses have been designed to bring wearers clear vision at a precise distance. Near vision was considered only in one single plane for one single gaze direction, usually 40cm at 36˚. A Varilux R&D team uncovered a greater understanding of how wearers performed near vision tasks – the exact distance they’d hold an object and how they held themselves were just two aspects they built into the patient’s Volume of Needs (Figure 1). This new reference allowed for a far greater understanding of exactly which part of the design a wearer would look through for a range of targets within arm’s reach.

Once uncovered, this detail was built into the Varilux X series by reshaping the lower part of the design to improve that area; in particular designers used a new technique known as Xtend technology. This involves applying ‘acuity buffers’ that locally refine vertical and

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Vision Now DECEMBER 2017

vision. This Xtend technology uniquely underpins the core performance across the complete Varilux X series range.

NEAR VISION BEHAVIOUR PERSONALISATION

Figure 1: The patient’s Volume of Needs

horizontal variations in powers and, in doing so, maximizes the field and more importantly expands the depth of vision the wearer will enjoy through that part of the design. This ‘arm’s length vision’ technique uses Nanoptix technology to apply this correction to each micro-component of the lens and the six adjacent micro-components (Figure 2).

This task is first performed along the meridian of progression of the lens, and then in the surrounding area. Thus by moving from one spot to the next, the performance and acuity of the lens’s progression zone can be greatly improved, while the near vision/intermediate vision zone is specially enhanced for arm’s length

We spend a significant part of our daily lives reading. In effect our eyes are frequently looking at letters and words whether they be in books, magazines, on screens, laptops, smartphones or tablets. Nevertheless, it remains a recent activity when considered on the scale of human evolution1.

PHYSIOLOGY OF READING Reading requires specific movements that are anything but natural. English text must be read from left to right with such an absolute direction that is simply not found in nature. Moreover it requires the reader to make use of the central part of their retina and in order to do so the person must move their eyes so as to sequentially place the words on the fovea. They do so in small and rapid jerky movements from one fixation to another. These saccades involve the eye changing direction repeatedly to fixate on different parts of the text to gather visual information.

Despite the obvious centrality of the eyes for reading people very often also make use of their heads. In effect the head supports eye movements, allowing the individual to direct their eyes effectively on different targets2,3,4. This near vision task can involve a whole body postural response or simply just eye rotation .

PSEUDO-READING

Figure 2: The arm’s length vision (ALV) zone corresponds to the distance of 40-70cm, for lowering below 60 per cent of wearer addition.

This is where the Varilux X design benefit is maximised to meet multiple near vision needs within arm’s reach

Essilor has developed a measuring method based on a task which is to be carried out uncorrected. It entails a large blue disc displayed on a tablet computer against a white background. As it moves across the screen, the subject must follow it with their gaze; this is referred to as pseudo-reading.

The successive positions of the disc are

PRODUCT PROFILE • Dominant eye • Monocular PDs/heights

• Near vision behaviour • Frame fitting parameters • Monocular PDs/heights

• Monocular PDs/heights

Figure 3: A lens design approved by wearers

CONCLUSION always represented on the screen by a pattern of grey dots to guide the subject in their eye fixations and make the next target highly predictable

IN-PRACTICE NVB MEASUREMENT By recreating a familiar near vision task in practice, we can accurately capture a wearer’s near vision behaviour (NVB). This measurement is performed while the patient is seated whilst wearing their new uncorrected frame, with a clip sensor temporarily attached. A wearer is then asked to hold the iPad in a comfortable position they would normally adopt, then to follow the blue discs.

Measurement aims to determine the parameters of habitual near vision along with postural behaviour of the wearer. These

are subsequently factored into a personalised version of the Varilux X series lens.

APPROVED BY WEARERS A comprehensive wearer validation process was conducted to ensure full satisfaction, including wearer tests. This entailed: • Real life testing for two to three weeks • Cross-over and double masked study • Product evaluation through a validated questionnaire based on universal criteria (i.e. quality of vision) The results can be seen in Figure 3.

Powerfully it’s clear that with the introduction of this range of eighth generation varifocals, a presbyope no longer needs to point their nose in the direction they’d like to look to uncover the area of clear vision within the design. In all situations tested when wearing Varilux X series lenses, wearers find that they need very little head movement to find the right spot (Figure 4).

VARILUX X SERIES RANGE The Varilux X series is an eighth generation progressive lens design with new personalisation parameters. The lenses are available in the following options:

Demonstrating near vision behaviour measurement to practitioners

• Near vision behaviour • Frame fitting parameters • Eyecode

With the Varilux X series lens, Essilor is once again innovating to push the limits of progressive lenses and more effectively address the multiple near-vision needs of today’s presbyopes.

REFERENCES 1. Dehaene, S. (2009) Reading in the Brain: The New Science of How We Read.

Penguin.

2. Kowler, E. et al (1992) Coordination of head and eyes during the performance of natural (and unnatural) visual tasks.

Berthoz A., Vidal P.P., Graf W. (Eds.) The head-neck sensory motor system. Oxford University Press pp. 419-426.

3. Lee, C. (1999) Eye and head coordination in reading: roles of head movement and cognitive control. Vision Research 39: 3761-3768.

4. Proudlock, F. A., Shekhar, H., & Gottlob, I. (2003) Coordination of eye and head movements during reading. Investigative Ophthalmology & Visual Science 44: 2991-2998.

Benjamin Rousseau is R&D innovation manager at Essilor International; Guilhem Escalier is study manager at Essilor’s Centre of Innovation and Technology; and Andy Hepworth is professional relations manager at Essilor Ltd.

Figure 4: Less head movement required to find the right spot Vision Now DECEMBER 2017

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BUILDING FOR SUCCESS/IDAY

Innovations and challenges Nicky Collinson reports on last month’s Building for Success and Independents Day conferences More than 200 independent practitioners convened at the Ricoh Arena in Coventry last month for the joint NEG Building for Success conference and Independents Day (iDay) 2017. With a parallel iShow running across both days and the iNight dinner the intervening evening, the event proved a great success with practitioners praising the changes made for 2017.

These included a new venue, the Ricoh Arena in Coventry, CET discussion workshops for NEG’s conference, and parallel interactive breakout sessions for iDay.

PROGRESSIVE AT ARM’S LENGTH

Facilities at the Ricoh Arena were praised

Held on Sunday 5 November, NEG’s Building for Success programme began with a CET lecture by Professor Mo Jalie, entitled ‘Eighth generation progressives’. Professor Jalie examined the optometric claims behind the eighth-generation progressive lens design from Essilor – the Varilux X series (see Product Profile, pp. 18-19). Based on the company’s Varilux S series, Professor Jalie explained that the X series focused attention on the intermediate zone of the lens for viewing distances from 40-70cm, i.e. distances from the near point out to arm’s length.

A completely new feature of one version of the Varilux X series design, Professor Jalie explained, was that it enabled the wearer’s intermediate and near vision behaviour (NVB) to be measured and incorporated into the design of the lens. “In short, both the optimum progression length and inset required for an individual wearer can be measured and incorporated into the design,” he explained.

Busy at the Eyespace iShow stand

Professor Jalie continued: “This innovation has been made possible by the introduction of a new application for a hand-held device, such as an iPad, designed to capture the wearer’s near vision behaviour, that is, how and where they hold their reading material.” Professor Jalie also looked at the background research into NVB measurement, and the new power profile that has enabled an extension to the range of arm’s length, and thus the total volume of vision.

OMNI OR OMINOUS? It was down to everyday practice business with the next presentation, presented by Phil Mullins, NEG director of business development. In ‘Eye commerce: omni-channel selling’, Phil began by talking about how much the world had changed both in the optical market and in the general technology-led retail arena. Introducing the concept of omni or multi-channel selling, Phil said: “When you consider that more than 80 per cent of people now search the internet before making a purchase, and that 40 per cent of contact lens wearers have looked at buying online, it is imperative that practices expand outside their four walls onto the internet and social media platforms.”

The Varilux X focuses on arm’s length viewing, explained Professor Jalie

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Vision Now DECEMBER 2017

Phil made it clear that it wasn’t about selling spectacles cheaply online, but about having a presence where patients are looking, and showing that the practice can meet patients’ needs and expectations. “A great way of doing

BUILDING FOR SUCCESS/IDAY this is by signing up to EyeCom, the new e-commerce platform that is being developed

by NEG in association with One Agency,” Phil continued. “It offers members an economical way of having an e-commerce outlet, enabling patients to order contact lenses, reserve frames for in-practice dispensing and to purchase items such as sunglasses.”

Phil encouraged delegates to make the internet work for their business and not to see it as just a threat, “because relying on just recalls every two years will no longer keep your practice viable,” he warned. The next two sessions of the conference allowed delegates to attend a choice of four interactive CET workshops: ‘Practical dispensing problems solved’ with Younger Optics; ‘OCT Live’ with Heidelberg Engineering; ‘Keratoconus: the pathway to success’ with Bausch + Lomb; and ‘Astigmatism and contact lenses’ with CooperVision.

WIN, WIN, WIN OPPORTUNITIES Returning to the main hall in the afternoon, the lecture programme continued with a presentation from surgeon and consultant ophthalmologist, Anil Pitalia, who asked: ‘Where is the business in clinical services?’

The CEO and founder of SpaMedica, an independent provider of NHS ophthalmic services, Anil highlighted the anomaly between static NHS funding and the increase in the number of patients requiring services.

He explained that the number of patients requiring services would rise from the current 65.6 million to 74 million by 2039 – with 28 per cent of these patients aged over 65.

“Optometry is a very competitive and fastmoving landscape,” Anil told delegates.

“Single corporations are becoming bigger, manufacturers are integrating and diversifying into retail, and online providers are growing. The environment is becoming increasingly mixed up while the NHS budget is shrinking – but eye health needs are expanding. So, within this landscape lies opportunities.”

Anil went on to explain how SpaMedica had forged relationships with community optometrists through its partnership scheme. “For the past seven or eight years, we have been developing meaningful relationships with optometrists to comanage patients post cataract surgery,” he said, adding that for the scheme to work there needed to be quality in provision, effective communications, great outcomes, and excellent patient feedback via NHS Choices, where the company had a five-star rating, and value for money.

Anil went on to describe what was unique about the services offered by SpaMedica and its partners, which included speed, efficiency, an IT system that optometrists can access to enter patient data, good communications, value creation, with optometrists being paid a fee for post-operative assessments, and patient loyalty. “There is no magic bullet,” said Anil, “but enhanced optometric services is a win, win, win – a win for patients, providers and optometrists.”

Training and skills were vital for optometrists wishing to go into this arena, Anil went on, although there was still some resistance to ophthalmologists and optometrists working together in this way, as well as the NHS’s struggle with competition. “We can get criticised for providing competitive services but this arena is open to all,” Anil said. “If you want to innovate you have to defend yourself against that criticism. There is a huge shortage of skilled professionals, so the challenge is finding out how to take advantage of this,” Anil concluded.

IT’S ALL ABOUT ME Rounding off the NEG lecture programme was independent practitioner, Ian Cameron, whose lecture was intriguingly titled, ‘Are your patients self-obsessed narcissists?’

Centring his presentation on how Maslow’s Hierarchy of Needs related to patients and practice, Ian explained that it was a motivational theory in psychology comprising of a five-tier model of human needs, often depicted as hierarchical levels within a pyramid. “We need to meet these higher levels of need in practice or our patients will go elsewhere,” proclaimed Ian. “Touch on as many levels as you can within the pyramid.”

Ian suggested that optometrists might feel conflict with some of the levels, and that there might be a disconnect with what patients actually want. “Patients don’t want to learn about pathology or hear bad news, but optometrists want to detect pathology, so look at how you talk to patients,” Ian continued. Looking at how practitioners

Nick Atkins and Maxine Green at iNight

could get to level 3 on the pyramid, belonging, Ian suggested that optometrists often felt a lost sense of community with the advent of technology, but this had come back with the rise of social media.

“People love being part of a group so do it in practice; create a loyalty club or VIP packages, or devise your own community scheme,” Ian advised, before moving on to look at how to get to the esteem level. One option would be to introduce patients to products that make them feel something, such as younger. Regards the top level, self-actualisation, Ian said that it was about achieving potential through patients.

Ian went on to look at how OCT covered all of the needs, however, he suggested practitioners needed to now think about what they were going to do once Specsavers rolled out OCT nationally, making it less exclusive to independents.

“Look at other ways to fulfill those highlevel needs,” said Ian. “Think about other pieces of technology; throw yourself into myopia management, or focus on esteem with a niche brand of eyewear.

“The sector needs to adapt,” Ian continued, “and focus on those higher-level needs.

Think about the consumer or patient differently, create loyal patients and get as high up that pyramid as possible. Your patients are self-obsessed narcissists – but then so are you. We are on a cliff edge, and if we are not careful the next generation will not be around to take the profession forwards,” Ian concluded.

PEOPLE AND PLANET BEFORE PROFIT

Maslow’s Hierarchy of Needs, as discussed by Ian Cameron

After some R&R at iNight, with entertainment provided by comedian Simon Evans, it was back to the main hall on Monday morning for the start of iDay. The first speaker of the Vision Now DECEMBER 2017

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BUILDING FOR SUCCESS/IDAY was lots of opportunity for growth for those independents who either wholeheartedly adopted independence or those who chose to go the ‘super-cheap’ route; there was really no middle ground. Jason described his recent 14-day journey across the world visiting independent opticians forging ahead in independence. He urged delegates to be online, to engage with consumers and be proactive.

Laura Tenison tells the story of Jojo

day was Laura Tenison MBE, founder and managing director of Jojo Maman Bebe, the UK’s foremost multi-channel specialist in the pregnancy and baby clothing market.

Describing herself as “an independent who’s done well”, Laura declared that one of the reasons she was speaking at iDay was because she “loved her optician”.

Charting the organic growth of her business, with its strong focus on corporate social responsibility, Laura told delegates that her growth had been self-funded, with overheads kept low and profits invested back into the business. The company now had 85 stores and a £65m turnover. Laura also described how looking after her employees was key to success. Her ‘waste not, want policy’ was also ahead of its time, and for her it had always been “people and planet above profit”.

Looking at how her business philosophy related to optics, Laura said that it was important to believe in the products offered, to build trust and focus on value rather than price. “Cheap is always a bad investment,” said Laura. “The days of just opening your doors are over. Having a website is so important; think about creating a retail boutique. Make patients omni-channel buyers, have a kids’ area in the practice, have a customer toilet and good decor, have great point-of-sale and make it easy for patients to get around the practice. Think about the seasons and watch patients as they walk around the practice. Go outside and see what your practice looks like to passers-by.”

Jason Kirk discusses inspiring practices

Laura reminded delegates that it was crucial to at least have a Facebook page, if not a website. “Love it or hate it, you need to be involved with social media, especially with regards to the younger generation,” she said. “Yes, you need face-to-face interaction but you also need to remind your customers that you exist. And remember, content is king,” added Laura.

“Standing still is not an option. You need to be analytical and have all the data you need to exploit all marketing avenues.”

Looking at how the culture of Jojo had worked so well, Laura suggested it all boiled down to people and teams. “Invest in your people, train them, give them a work/life balance and flexibility. They will work hard if they believe in what they do.” Finishing with her top tips, Laura advised delegates to: engage, focus on marketing and social media, get out and about, think about corporate social responsibility, point-of-sale, and be nice. “Business can be a force for good. You have invested in coming here today so to see a return on that investment make one or two resolutions – but don’t promise yourself too much,” she concluded.

TAKING INDEPENDENCE “ALL THE WAY” Next to the stage was eyewear entrepreneur Jason Kirk, to discuss best practice in optical retail. “This is an exciting time to be an independent,” Jason began, “because the future is all about community.” Telling delegates that it was nearly 100 years since his family had first entered optics, Jason said optics was moving into a new era. He described how optics had progressed from the insular attitudes of the 1950s, when practitioners didn’t wish to adapt or be commercial. “Things have changed very quickly, with online retail optics hugely successful in the USA and Canada. So how do we compete with that and adapt?”

Encouraging delegates to use the Slido app to anonymously answer questions relating to success and profitability, Jason felt there

Turning to the practice environment, Jason advised that independents “go all the way” and use the practice fascia to reflect who they are. “Think about who your customers are and get them excited,” Jason suggested.

“Customers want to enjoy the experience of visiting an optician, so look at your brand, ask whether your staff inspire confidence, look at the clinical and dispensing sides of the business differently, spend time with your patients and explain why you are charging them more than the multiple down the road. Also think about how your patients see themselves with regards to fashion and styling.”

Moving on to products, Jason encouraged the audience to embrace independent products, and to get out and about and visit trade shows to find eyewear that differentiates the practice and that patients won’t be able to find online; also to think about the after sales service. “Let customers know you are special and that you offer them something different,” he said.

Looking at some of the forward-thinking practices he had recently visited, Jason suggested independents look at bringing other elements into the practice such as jewellery or amazing pieces of furniture or artwork. He reminded delegates that they didn’t have to be “super-cool” to be engaging, but to think about story-telling as part of the offer. “Buy six to eight amazing brands and tell their story, and make this part of your mission statement,” he added.

“Bring in great people to be part of your team, not necessarily with an optics background, and then train them.”

In summing up, Jason raised a similar point to Ian Cameron in that it was important to think about how patients felt, as well as how they looked in their eyewear. “Inject some excitement into your eyewear dispensing – if you don’t engage them then there’s a danger that buying glasses will always remain a grudge purchase. Think about that feeling and make sure it’s all about the customer. Let’s work together to make the independent sector stronger,” he concluded.

Vision Now DECEMBER 2017

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Why I attend Eyecare “There’s something for everyone – CET for me, business talks for my practice manager and a pre-reg programme.”

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BUILDING FOR SUCCESS/IDAY a straight road was not realistic”. “At Leightons, we are on a windy road, growing organically but proud of what we have done with the business and what we have invested in during the past six years. Technology and look and feel are important, but most important has been our investment in our people.”

Leightons’ recently refurbished Putney practice

EVOLUTIONARY STRATEGIES The next keynote speaker was Ryan Leighton, CEO of Leightons Opticians and the founder of Leightons Hearing Care.

Describing how the establishment of Leightons Hearing Care had helped fuel company growth but also his personal passion for optics, Ryan gave delegates a brief history of the company. “By 2011 the recession had hit and growth had flatlined,” explained Ryan. “The stores looked bland, and we were not investing enough in our people. Morale was low so we knew we needed to make a change.”

Focusing on better communications, marketing and training, the company involved staff in developing a new direction for the future. “We recruited 20 staff from all sectors of the business and worked on defining and improving our values, and looked at why we existed as a business.”

Following a cancer diagnosis, Ryan had further time to reflect on work and life and develop “big picture thinking”, which he then applied to the business. The company began to listen more to customers, offering boutique brands, telling their stories, and listening to feedback. It was this feedback that kick started ‘Project Burgundy’, to redesign select practices.

“With a great shop fit you need a great team,” continued Ryan. “Training is hugely important and so we have strategy meetings to discuss incremental improvements. It is also crucial to realise that if you can’t measure it, it doesn’t exist. This links in with marketing to create extraordinary value and eye-watering returns on investment.” Ryan emphasised that it was important to get the fundamentals right and for Leightons these were: knowing your customer; defining your brand; and having a responsive website.

“Make you customers your sale force,” Ryan went on to say. “Engage your staff to create a great customer experience. Look at Google Reviews and see how other companies are doing. Ask you customers to review your practice and hopefully you will see your practice go up the rankings.” In concluding his presentation, Ryan suggested that “taking

STOP CLONING, START CURATING “We can’t change the way the world works, but we can change people’s perceptions of us,” said Janan Choudhury, as he launched his presentation, ‘Are you at home with your range?’ The founder of independent eyewear boutique, the Spectacle Emporium, Janan suggested delegates exit their comfort zone when it came to choosing eyewear, and then offered his top four tips for differentiation.

Janan’s first tip was to always aim to make an impression. “We have seven seconds to make an impression, so make them count,” he said. “What have you done to make an impression and inspire people as they walk by? Grab their attention with your stock, have colourful pieces, get frivolous, experiment and get them enjoying the experience of choosing eyewear. Open their eyes by opening your eyes. Make them feel unique.”

The next piece of advice was to “rediscover your independence”. “Think about why you became an independent. Stop cloning, start curating. Challenge yourself; be the talk of your town, show consistency in your services, products and attitude. Shed your inhibitions, have fun but do your research. Go to trade shows and get to know your clients.” Janan’s third tip was to “get uncomfortable and take action”. “Are you the problem because you are not embracing new ideas and concepts?” he asked the audience.

Janan’s finished by telling delegates to seize the day: carpe diem. “If you fall in love with an eyewear collection, don’t hesitate. Put colour at the front of your practice, have fun, rediscover new ways to see the world and grab it by the scruff of the neck.” Janan asked each delegate to make a new year’s resolution for 2018 to invest in at least one new independent eyewear collection that would bring a reflection of their personality because, “people buy into people”.

TAKE YOUR TEAM WITH YOU The final keynote speaker was optometrist Lynne Fernandez, director and founder of Lynne Fernandez Optometrists, a group of independent practices in Bristol. Awarded Optometrist of the Year at the Optician Awards 2016, Lynne’s presentation was entitled, ‘How to create an award-winning

iDay’s visual merchandising workshop

practice’. Lynne started by asking: “Why create an award-winning practice?” – questioning whether it was for kudos, PR, or networking. Lynne suggested it was a combination and that to be an awardwinning practice, “you have to be really good at what you do, and enthuse your team with a common goal”.

It was important to be ahead of the curve, Lynne continued, looking at things like automation and technology, but also to partner with forward-thinking companies that reflected delegates’ own business goals and ethos. Practice management systems were very important, as was the impact of the new General Data Protection Regulations coming into effect in May 2018.

“Make sure your website is efficient for both you and your patients,” Lynne went on.

“But above all, train, train and train some more,” Lynne emphasised, “and use your partners in industry to help you.”

Other advice on offer from Lynne was to enter competitions, locally or nationally, but to always remember that the patient was the most important person in the practice.

“Focus on the patient and provide an award-winning experience for them. They will be expecting a lot, which will mean lots of work for all the team members. Aim high and take your team with you. If you win an award, great, if not them it’s still a win-win – and your bottom line will thank you for it,” Lynne ended.

The rest of iDay gave delegates the chance to take part in, for the very first time, parallel interactive breakout sessions. These covered managing stock for increased profit, visual merchandising for the independent, and developing effective feedback mechanisms. The day ended with a panel discussion chaired by Nick Atkins.

Plans for NEG’s Building for Success and iDay 2018 are currently in discussion and will be announced in the new year.

Vision Now DECEMBER 2017

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STYLE SPOTLIGHT

Glamorous glasses and ...

This is the season to sparkle. If you have been harbouring glittering and dazzling concepts only for the winter holidays, now is the time to pamper yourself and expand your horizons. Shimmering, elegant fashion options – including dresses, trousers, shoes, and fabulous eyewear – raise the style bar for 2018.

occasion. Acetates are fine for the office, but how good is it to glam up at the weekend?”

CHARMS OF MUSIC AND NATURE Music inspiration has long influenced designers, and a harmonious orchestration of design, art and technology infiltrates the Line Art Charmant Opera collection. Discreet, distinguished and sophisticated, the frames are crafted with precision and refinement.

Model XL2067 is a soft rimless design, embellished with Swarovski crystals on the temples for a gentle, luxurious touch.

Music inspires Line Art by Charmant XL2067 from the Opera collection

Talking about trends for the season, Louise Brunton, general manager at Charmant UK, says: “I am often asked by optical retailers if eyewear with stones is considered to be out of date. I can say quite emphatically that all women enjoy a touch of timeless glamour.”

Swiss designer Didier Voirol is influenced by the 1980s with his Glitter Collection

Eyewear designer Didier Voirol believes that it’s all connected to the flashback trend of the 1980s. “I feel that glitter has come back; for me it was a question of feeling,” says the Swiss designer. “The 1980s were my dream times, and it was about glitter and glam.”

The remake of Dynasty has sparked a reincarnation of power dressing, and the glamorous aura of Diana, Princess of Wales, with her fabulous, striking wardrobe – clearly established her iconic image in fashion history.

Those heady days resurface now with glittering clothing and eyewear that are inimitably wearable. As we journey through uncertain times, a brilliant flash – or dash – of luxury and sparkle can enhance a feeling of confidence and wellbeing. As Louise points out: “A hint of crystal nestled in the temple of a sophisticated brand such as Line Art by Charmant can really lift the frame, and allow the wearer to dress up for a special

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Vision Now DECEMBER 2017

Nature and dreams launched the Butterfly from Anna-Karin Karlsson’s the Girl and the Garden collection

Luxury, beauty, dreams and radiant splendour are part of Anna-Karin Karlsson’s DNA. She believes that eyewear should dazzle and make a statement. Her latest collection – the Girl and the Garden – is a romantic selection of frames that combine fantasy, beauty and, of course, dreams. The Swedish creator says that her designs are often the manifestation of nocturnal visions. One of her dreams was to present the garden-inspired collection in a real garden in Paris. She accomplished that by finding a flat that had a beautiful interior garden, and superb skylights. Among the outstanding designs in the collection is the Butterfly, crafted in Japanese titanium and plated with 24k gold.

Black titanium, white diamonds and artisan craftsmanship from Von Arkel in Switzerland

Streamlined graphical lines in Subsolar

by Falvin Eyewear

CHARISMATIC MATERIALS Inherent in luxurious, beautiful eyewear is the choice of materials. Fine titanium, gold, silver, wood and horn are amongst the varieties – from streamlined silhouettes to frames glittering with stones. Von Arkel in Switzerland creates exquisitely handcrafted frames that emulate the latest technology – including a hinge made with tempered stainless steel with no rivets, souldering or screws. The same processes that are used in renowned Swiss watchmaking are incorporated into Von Arkel’s spectacle frames. Discreet, shimmering diamonds embellish the latest sunglass designs, that also feature lenses with a colourful flourish.

Prestige Nylor 5511 from Silhouette’s Elegance collection

Silhouette is inspired by the grandeur of 1950s Hollywood, reflected in the Elegance collection. The Austrian brand unites superb detailing and craftsmanship intricately linked in Prestige Nylor frames for men with stunning crocodile leather temples in a traditional half-rim frame. Designs for women include the new Crystal and Charming Diva frames in 23k gold plated titanium.

Danish design is famed for contemporary luxury and Birgitte Falvin’s eyewear exudes elegance and superb aesthetics. The Royal Library in Copenhagen – also known as the Black Diamond – inspires the latest collection.

Clean graphical lines in Subsolar have a distinctive jewellery tone – handcrafted in Japan in titanium in subtle colourations of aubergine with a precious rose gold surface.

STYLE SPOTLIGHT

Alpine opulence

by Joan Grady

Sleek and sculptural: Götti Switzerland ski goggles

SRX-11 ski goggle has generous proportions and is especially striking in metallic blue.

Whether your winter sports challenge is Alpine skiing, snowboarding, freestyle or Nordic skiing, comfort, fit, durability, fashion and technology all unite in Adidas’s snow goggles. Classic colours and bright tones offer excellent, creative options.

A captivating Bollé goggle worn by snowboard champion Pierre Vaultier (courtesy of Jeff Brockmeyer)

STUNNING SKI STYLE Bracing crisp air, majestic mountains and sun glistening on thick fluffy snow are a skier’s optimum dream. To enhance the ski experience, participants enjoying snowrelated sports require goggles that offer protection and clear visibility. Pioneering photochromic lens technology provides comfort, safety and durability – in addition to making a commanding and impressive style statement.

Spherical and oversized shapes allow for an amazing field of vision for additional safety on the slopes. Other points of interest in goggle design are anti-fog lenses that adjust to changing conditions, superior venting for airflow, and overall enhanced vision clarity. Also fashion noteworthy are stunning and vivid lens colourations.

The 2017 snowboard cross-world champion, Pierre Vaultier, roared to success wearing the stunning Bollé Emperor with Sunrise lenses. The goggle features amber coloured lenses with a captivating red mirror finish that improves contrast and reduces glare – and provides optimal vision comfort in both sunny and cloudy weather. Ørgreen Optics has launched dynamic snow goggles in thermoplastic polyurethane (TPU), a material that stays flexible even in glacial temperatures. The Danish brand fuses functionality with mega minimalism and technical prowess. A sleek sculptural form highlights goggles at award-winning Götti Switzerland. The fit is described as “superb” – with or without wearing a helmet. Double-glazed lenses are available in grey, multi-coloured or electric blue. The goggles are très chic and ideal for memorable après-ski occasions.

Brighten up the slopes in snow goggles by Ørgreen Optics

The glitter trend in fashion and eyewear also transcends to the ski slopes. Norville’s

Glitter and glam on the slopes with Norville’s SRX-11

The holiday/winter season is an ideal occasion for independent opticians to market and sell glamorous eyewear, including the actively growing winter sports eyewear market. Enthusiastic devotees with a passion for style and sport will welcome the fresh and stunning 2018 collections of luxurious eyewear and goggles offering fashion, form, fit and function.

Comfort, style and fit: streamlined goggles from Adidas Vision Now DECEMBER 2017

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Preferred Suppliers’ Directory

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

Tel: 01422 382408

ACCEPT CARDS

BRULIMAR OPTICAL GROUP

Richard.west@acceptcards.co.uk wwwww.acceptcards.co.uk

Tel: 0161 655 7000 Fax: 0161 655 7002

ALCON UK

www.brulimar.co.uk

DUNELM OPTICAL

HOYA LENS UK

Tel: 01388 420420 Fax: 01388 810101

Tel: 0845 330 0984 Fax: 0845 330 0977

dunelm@dunelmoptical.co.uk www.dunelmoptical.co.uk

enquiries@hoya.co.uk orders@hoya.co.uk www.hoya.co.uk

CENTRO STYLE LTD

ESSILOR

www.uk.alcon.com

Tel: 01923 239267 Fax: 01923 253951

Tel: 01454 281281 Fax: 01454 281282

INTERNATIONAL EYEWEAR LTD

sales@centrostyle.com www.centrostyle.com

www.essilor.co.uk

ARENA EYEWEAR

Tel: 0121 585 6565 Fax: 0121 585 0954

www.arena-eyewear.co.uk

CHARMANT UK CO LTD

LENSTEC

ASSOCIATED OPTICAL

Tel: 020 8992 9222 Fax: 020 8896 0287

Tel: 01527 870550 Fax: 01527 837012

Tel: 01628 605433 Fax: 01628 665077

sales@charmant.co.uk www.charmant.co.uk

info@eyespace-eyewear.co.uk www.eyespace-eyewear.co.uk

Tel: 029 2088 3009 Fax: 029 2088 9798

GO EYEWEAR UK LTD

office@lenstec.co.uk www.lenstec.co.uk

Tel: 0371 376 0017 Fax: 0871 351 1005

Tel: 01952 820408

EYESPACE

sales@assopt.co.uk www.associatedoptical.com

CONTINENTAL EYEWEAR

Tel: 0800 9178270 www.goeyeweargroup.com

BAUSCH + LOMB

Tel: 0151 426 3907 Fax: 0151 426 9340

Tel: 020 8781 2900 www.bausch.co.uk

sales@continental-eyewear.co.uk www.continental-eyewear.com

HEIDELBERG ENGINEERING

BIB OPHTHALMIC INSTRUMENTS

COOPERVISION

Tel: 01442 502 330 Fax: 01442 242 386

Tel: 0870 9000 055

www.HeidelbergEngineering.co.uk

Tel: 01438 740823

www.coopervision.co.uk

sales@bibonline.co.uk www.bibonline.co.uk

DAVID THOMAS

BONDEYE OPTICAL

Tel: 01604 646216 Fax: 01604 790366

Tel: 0121 7723888 Fax: 0808 2801865

orders@davidthomas.com www.davidthomas.com

sales@bondeyeoptical.co.uk www.bondeyeoptical.co.uk

DIBBLE OPTICAL SUPPLIES Tel: 01634 880885 Fax: 01634 540530

www.internationaleyewear.co.uk

LOUIS STONE OPTICAL LTD Tel: 029 2073 5293 Fax: 029 2073 1446 info@louisstone.co.uk www.louisstone.co.uk

LUXOTTICA (UK) LTD Tel: 0808 165 8555

HENRY BEAUMONT Tel: 0116 251 8936 Fax: 0116 262 4205 info@henrybeaumont.com www.henrybeaumont.com

www.luxottica.com

MARCHON Tel: 0800 72 2020 csuk@marchon.com

HILCO EUROPE

MARK’ENNOVY

Tel: 0800 591150

Tel: 0800 3280610 Fax: 0800 3280649

info@hilco.co.uk www.hilco.co.uk

mkservices@markennovy.com www.markennovy.com

barry@dibbleoptical.co.uk www.dibbleoptical.co.uk

To help you enhance your contact lens practice, CooperVision offers an extensive product range designed to meet the needs of even more of your patients.

For more information 0870 9000 055* www.coopervision.co.uk

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*Calls cost 2p per minute plus your phone company’s access charge.

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Vision Now DECEMBER 2017

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A refreshing perspective

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www.nationaleyecare.co.uk

Directory listings are available free of charge to all preferred suppliers, with a larger listing available to Vision Now Advertisers.

To make changes to the directory listings, please call Sharon Hicks on 01580 713698 or email s.hicks@nationaleyecare.co.uk

“Only one comment,

WOW!“ Alisdair Buchanan, Buchanan Optometrists

www.HeidelbergEngineering.co.uk

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MID-OPTIC

PERFORMANCE FINANCE

SEIKO OPTICAL UK

THE NORVILLE GROUP LTD

Tel: 01332 295001 Fax: 01332 295158

Tel: 01536 529696 Fax: 01536 310033

Tel: 01452 610033 Fax: 01452 638250

Tel: 01452 510321

orders@midoptic.com www.midoptic.com

www.performancefinance.co.uk

orders@seiko-optical.co.uk info@seiko-optical.co.uk www.seiko-optical.co.uk

NATIONWIDE FRAME REPAIRS

Tel: 08446 696907

Tel: 01706 369530 Fax: 01706 628733

POSITIVE IMPACT glasklar@positiveimpactsales.co.uk www.positiveimpactsales.co.uk

PRACTICE BUILDING

SHAMIR UK Tel: 01954 785100 Fax: 01954 785101 info@shamirlens.co.uk www.shamirlens.co.uk

Info@nfr.co.uk www.nfr.co.uk

Tel: 0115 989 9772

No7 CONTACT LENSES

andy@practicebuilding.co.uk www.practicebuilding.co.uk

SILHOUETTE UK LTD

PRO-OPTIC

Tel: 020 8987 8899 Fax: 020 8987 2430

Tel: 01424 850620 Fax: 01424 850650 info@no7contactlenses.com www.no7contactlenses.com

OPTINET LTD Tel: 0845 313 0233

office@uk.silhouette.com www.silhouette.com

Tel: 01884 266130 sales@pro-optic.com www.pro-optic.co.uk

SPEC-CARE LTD

sales@optinetuk.com www.optinetuk.com

RAWDON OPTICAL LTD

Tel: 01392 460806

Tel: 0113 288 3094 Fax: 0113 288 3095

info@speccareservices.co.uk www.speccareservices.co.uk

ORANGE EYEWEAR

enquiries@rawdonoptical.co.uk www.rawdonoptical.co.uk

Tel: 0161 773 5555 Fax: 0161 773 5544 info@orange-eyewear.co.uk www.orange-eyewear.co.uk

STEPPER UK Tel: 01732 375975

RODENSTOCK

sales@norville.co.uk www.norville.co.uk

THEA PHARMACEUTICAL Tel: 0845 521 1290 Fax: 01782 717 944 www.thea-pharmaceuticals.co.uk

THREE SIXTY Tel: 01686 627595 Fax: 01696 610015 Kieran@calotherm.co.uk www.calotherm.co.uk

ULTRAVISION Tel: 01525 381112 Fax: 01525 370091 info@ultravision.co.uk www.ultravision.co.uk

XACT Tel: 01698 574 655 IMcGleish@xact.uk.com www.xact.uk.com

sales@stepper.co.uk

Tel: 01474 325555 sales@rodenstock.co.uk www.rodenstock.co.uk

TANT LABORATORIES Tel: 01279 653785 www.tantlabs.com

YOUNGER OPTICS EUROPE UK Tel: 01242 578971 UK Mobile: 0790 133 7530 julian.wiles@youngereurope.com www.youngeroptics.com

Open your eyes to

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VV The Norville Group Limited, Magdala Road, Gloucester GL1 4DG

Tel: 01452 510321 Email: sales@norville.co.uk www.norville.co.uk

Norville 38 x 71mm ad.indd 2 Norville

26/05/2016 12:56 26/05/2016

0845 3130233 sales@optinetuk.com

www.optinetuk.com

Vision Now DECEMBER 2017

Suppliers’ directory

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Telephone: 01442 502 330

T 01527 870550 eyespace-eyewear.co.uk

313004-002 UK.BE16 © Heidelberg Engineering GmbH

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A clearer way to manage For further information and to book your no obligation, in practice demonstration please call 0845 3130233 or email sales@optinetuk.com

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