To facilitate my annual goal of upgrading my contact lens (CL) patients into newer technology, I have identified three patient types, in particular, who can benefit from advances in CL design and manufacturing. They are (1) digital device users (increasing comfortable wearing time), (2) astigmatic patients (optimizing visual quality), and (3) presbyopic patients (reducing contact lens dropout).

Here, I share four action steps that have worked for me in increasing the likelihood of upgrading patients to the “latest and greatest.”

Utilizing resources

I review the features and bene- fits of the latest CL offerings to educate my patients on the differences among them. Handy resources include manufacturers’ websites, sales representatives, and peer-to-peer promotional and educational events. Ad-ditionally, I employ a sheet that contains headings, such as “workhorse” vs. “problem-solver,” to discern the brand options.

Ditching older kits

By eliminating older diagnostic kits as new ones arrive, I automatically focus on the “latest and greatest.”

Also, shifting my prescribing to updated CL brands reduces the likelihood of having to refit “under pressure” in the likely event an older brand is discontinued.

Using the CL exam

Each CL exam presents an opportunity to identify “how” I can elevate my patients’ con-tact lens-wearing experience. Identifying this “how” starts with having my technician ask questions during pretesting: (1) “How many hours can you comfortably wear your lenses?”

(2): “If we could improve one thing about your wearing experience, what would it be?” My technician then shares this information with me.

Next, I conduct a methodical clinical evaluation that includes refraction, patient lifestyle needs, and cornea and tear-film health to determine which CL technology is most suitable for that individual patient.

For example, if I learn that my 30-year-old graphic designer patient has decreased CL wear due to eye strain from computer use, I discuss the benefits of upgrading to a CL that reduces surface evaporation or elutes tear-stabilizing wetting agents.

Undergoing an attitude adjustment

I recommend proactively projecting sincere and credible enthusiasm to the patient regarding your dedication to elevate their wearing satisfaction. This attitude is particularly critical with patients “satisfied” in their current CL. The reason: They are likely unaware that their “satisfaction” can be transformed to “elation” with a CL that offers better vision and comfort. I use “prescribe” vs. “recommend.” The former imparts a clinical tone, while implying a call to action.

A recent success

A 50-year-old female daily multifocal wearer complained of reduced wearing time after seven years of hydroxyethyl methacrylate CL wear. Exam revealed low tear volume and break-up time. After upgrading to a silicone hydrogel version, she called to say she is “thrilled” to be wearing her CLs longer. Remember that it is not a matter of “if” a patient will upgrade, but a matter of “when.” OM

Dr. Resnick is president and managing partner at Drs. Farkas, Kassalow, Resnick, and Associates, a contact lens and anterior segment specialty practice in New York. She is a diplomate in the Cornea, Contact Lens, and Refractive Technology section of the AAO, a diplomate of the ABO, and a fellow of the Scleral Lens Education Society.