Ophthalmic Lenses

How to Increase Rxes and Sales of Personalized PALs

Sept. 20, 2017

Personalized progressive lenses are gaining acceptance, and even popularity, among patients, results from Jobson Optical Group’s 2017 Premium Lenses MarketPulse suggest. Retailers report that 34 percent of their progressive lens sales are personalized, on average.

Sixteen percent of the progressive lenses with personalized designs include actual vertex, tilt and wrap measurements. Just under half (44 percent) use the manufacturer’s or lab’s default measurements.

If you are going to sell high-tech lenses, then you need to have a high-tech measurement system to measure the patient for those new glasses. Put away the plastic ruler and the reusable marker and upgrade your measurement system.

GET THE CORRECT MEASUREMENTS
An example of the upgrade needed would be one of the two systems Essilor offers for a high-tech measurement of patients with their new frame:

 

FIND THE RIGHT LENS SOLUTIONS
Other companies have other high-tech measurement systems, but don’t stop with just high-tech measurements. There are other resources out there to help you and your patients select the best lenses for their lifestyle. Essilor offers patients a “Help Me Choose” option on its web site . After taking a short one-minute lifestyle survey, I was given these lens recommendations:

 

Zeiss has an interesting tool called “My Vision Profile.”  It helps patients determine their personal visual habits and find individualized lens solutions.

After taking a three-minute lifestyle analysis online, Zeiss returned with these recommendations for me as a patient:

GET THE RIGHT FRAMES
LensCrafters has an impressive tool called “Find Your Look.”  If you’ve not seen this, then today is the day you need to make time and use this tool. After a short one-minute lifestyle survey, which asks about personal preferences in clothes, shoes and watches, I was returned these recommendations:

In today’s optical, we must invest the time and resources to have high-tech measuring systems for our patients’ new glasses, high-tech solutions for helping patients determine their optical needs and high-tech solutions to help patients find the perfect frames. Take this week to make sure your practice is keeping up with the times.

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