Article

CLINICAL: CONTACT LENSES

EXPAND YOUR REACH
Increase your offerings in your contact lens business

When evaluating any business, you may hear words — such as market analysis, diversify and integration — all of which indicate a need to examine your practices and change them, where necessary. Take a fresh look at your contact lens offerings at least annually, and see whether you are missing out on offering contact lenses to patients who could benefit from them.

LOOKING FOR A CHANGE

When was the last time you discussed color contact lenses? I am guilty of forgetting about them from time to time. Because of that, many patients turn to the Internet and elsewhere to find cosmetic lens options.

Consider the new options that may be a good fit for some of your patients, even if for part-time wear. For example, a 30-year-old patient who has never worn glasses or contact lenses before presented looking to “change it up.” Her prescription was around a +0.75 D spherical equivalent OU. I offered color cosmetic contact lenses. She was successfully fit and was excited about her new appearance.

LOW-PRESCRIPTION ATHLETE

When was the last time you offered contact lenses to someone who had a low myopic prescription or a plano to -0.75 D distance correction? Many of us wait until patients require full-time vision correction or are wearing their glasses full-time before making the offer.

Consider a different approach. Take, for example, a 14-year-old baseball player, who has never worn glasses or contact lenses, with a -0.50 D prescription OU. He did not have any visual complaints, but his parents said he was struggling with hitting recently. Specifically, “His timing just seems off,” they indicated. After discussing how a low myopic prescription may help their son during sports, I recommended he consider contact lenses. After I successfully fit him in daily disposable lenses, his parents returned with good news of improved at-bats and a recent grand slam.

Dr. Miller’s son playing baseball.
Photo courtesy of Dr. Jason Miller

ACTIVE, RETIRED PATIENT

Do you regularly offer contact lenses to retired patients? With today’s active lifestyles, consider making the offer, as many are looking for alternatives to glasses, in my experience. (Some tips: https://bit.ly/2KuDcJ2 .)

For example, a 67-year-old, male retired patient, presented looking for an alternative to his full-time glasses. He said they hindered his ability to ride a bike for long distances. The patient never wore contact lenses before, but said he would consider them if he were a candidate. After evaluating his vision and ocular health, I discussed the possibility of multifocal daily disposable lenses for biking and any other times he wanted to wear them. After I successfully fit him, the patient decided he liked wearing them most days and now uses his glasses as a back-up to contact lens wear.

DIVERSIFY AND INTEGRATE

Be open to something new, and offer contact lenses to someone you may not have made that offer to before. Some patients don’t know what to ask and expect you lead the discussion regarding their specific visual needs. You may be surprised as to what happens next, and you may just change someone’s life. OM