Summer arrives this month and with it warm weather and lots of sun exposure. Here, 3 ODs provide the action steps they’ve used to provide sunwear to patients. These OD’s:  Nwamaka Ngoddy, of East Point, Georgia; Miri Korik, of Brooklyn, New York; and Tommasina Pasqua Sideris, of Litchfield, Connecticut.

Prepping the Patient

“Staff members who both answer and make reminder calls regarding appointments are trained to ask patients to be sure to bring all their current eyewear—both prescription and nonprescription—including glasses, contact lenses, and sunglasses,” Dr. Ngoddy explains. “Because staff are making these requests on behalf of the doctor, patients receive the message that sunwear is important, so they’re prepared to discuss it with the OD. This increases their likelihood of purchasing a pair.”

Dr. Korik says that she often preps patients to purchase sunwear by asking them about their outdoor hobbies.

“If a patient answers they enjoy fishing, for ex-ample, I tell them about the benefits of polarized lenses, which block the glare coming off the water,” she points out.

Explaining Additional Benefits

Dr. Korik notes that most of her patients have additional vision plan benefits that they’re often not aware of that can be used toward plano sunglasses. Therefore, she says she is sure to let them know, “hey, you could use this allowance toward another pair of glasses, contact lenses, or even sunglasses. Mentioning sunglasses, especially in warm months, plants the seed to get them,” she points out.

Educating on Ultraviolet Rays and Quality

“We [optometrists] need to consistently educate our patients that UV ray exposure to their eyes can cause pinguecula, pterygium, wrinkles around the eyes and developing cataracts sooner,” Dr. Korik explains. “We also need to consistently educate patients that all sunglasses are not created equal, in terms of their materials and lens protection, and that we, as trained and experienced eyecare providers, only offer sunglasses that we’ve vetted.”

Dr. Sidaris suggests having lens demos in one’s office, so patients can actually experience the quality of vision provided by the sunglasses the optometrist offers.

“Patients appreciate the opportunity to experience and choose their lens, whether it be gray, brown, or a custom tint,” she points out. “Also, they can definitely see the difference in quality.” 

Providing Exclusive Sunglasses

Drs. Ngoddy and Sideris recommend considering offering sunglasses other opticals don’t to inspire a sale. For their part, they each provide their own brands. Dr. Ngoddy offers Anwuli (translated to “joy” in Lgbo) Eyewear (https://anwu lieyewear.com), which, she says is designed with diverse facial features in mind.

Dr. Sideris launched Tommasina Eyewear (https://tommasinaeyewear.com) and has collaborated with her son on his brand, Donovan Darnell Eyewear, working with an Italian manufacturer and an American craftsman to offer high-end sunglasses, she says. 

 “We have patients who appreciate wearing good quality sunglasses that aren’t mainstream and aren’t available anywhere else,” says Dr. Sideris.

A Perennial Product

“Whether it’s the fall, winter, spring or summer, we should let our patients know that it’s imperative to have sunglasses,” stresses Dr. Sideris. “Think about it. Everyone needs a good pair of sunglasses for whenever they’re behind the wheel. Also, there are non-summer activities, such as snow skiing, that can produce glare.”  OM