Ten Ways to Dispense High Index Lenses

Welcome to our continuing series of Credit Educations Courses for Opticians.

This course has been approved for one hour of credit by the American Board of Opticianry. No fee is required for ABO credit.

Learning Outcomes:

This course is presented at a beginner level for dispensers involved in working with lenses. It can also be used in the office as the basis for a staff training session on high index. At the conclusion of the article, the participant should be able to:

1. Better understand what patient needs can be filled by today's high index lenses.

2. Know how to use that information to discuss benefits of high index with patients.

3. Design in-office training and strategies to help build business in the high index arena.

4. Better understand current offerings and how today's high index product has changed and improved over the years.

Test procedures: Read the article and then click on the "Take The Test" button at the bottom of the page. This will open a new window with a test consisting of 15 questions. To receive ABO continuing education credit, respondents must correctly answer 12 of 15 test questions. Simply click on the best answer for each question and click the submit button at the end of the test. Your test answers will be automatically sent to Seiko Optical and we will send your CEC or notify you of test failure within 7 to 10 business days.

Note: Some states do not accept home study courses for continuing education credit. Check with the licensing board in your state to see if this course qualifies.

Ten Ways to Effectively Dispense High Index Lenses

Introduction

This course will outline 10 ways to provide your patients with the latest lens technology available, while also raising your average dollar sale. In today's economy, patients are becoming savvy consumers looking for the best "bang for their buck." By implementing these techniques, you should become more comfortable when presenting every patient with the best possible eyewear and explaining what benefits they are getting.
And remember to call on the manufacturers for their help. They can be an excellent source of product information and point-of-purchase materials.

We hope this course provides a valuable resource for helping you to grow your business.

The use of lens substrates higher than glass (1.52) or CR-39(1.50) has grown tremendously in the past 10 years. Today, the total sales of lenses that have higher index than glass or CR-39 is approaching that of CR-39, the dominant lens material. This rapid growth has increased the need for skill and proficiency in explaining and demonstrating the advantages of higher index lenses. This course will explore 10 ways to help dispensers better serve patient needs and improve their annual profits as well.

Higher index lenses provide a number of patient benefits. Important from the patient's standpoint is that higher index lenses are thinner, improving the cosmetics of the finished eyewear. Aspheric designs, available in many of today's high index lenses, will also improve the visual acuity. The very nature of high index materials also means the lenses will be lighter as well and lighter eyewear means increased comfort for the wearer, another important patient benefit. Here, then, are 10 ways to improve your skills in describing, demonstrating, and dispensing these modern ophthalmic lenses.

1. Commit to Success

There have been enormous improvements in lens materials in the past few years. Consumer interest today lies in thinner, lighter eyewear, and this usually involves the use of higher index lens materials. Those who have had less than satisfactory experiences in dispensing high index materials in the past should certainly try again. Effectiveness in this field is highly dependent upon being knowledgeable on what's available in this relatively new field. The key is to keep up-to-date on what's available in higher index lenses.

2. Plan for Education

This means educating both yourself and your patients. Obviously, the first concern is to educate yourself. There are a lot of ways to do this. Lab consultants or sales representatives can be a primary source for the latest information on high index lenses. Many trade and professional magazines include at least one story on high index lenses in most issues. Add to this the technical information available on the Internet and it's not that difficult to keep well informed on this fairly technical subject.

A. The growth of high index has led to further classifying of high index substrates. We now have two categories in high index: mid-index lenses (indices between 1.53 and 1.58) and high index lenses (1.59 or higher).

B. The first high index in plastic was polycarbonate (1.59), although little was mentioned of the material's high index properties when it first came out. This was because no one much cared about or wanted high index plastic lenses. The major emphasis on poly was its well-known safety properties. Polycarbonate is many times more impact resistant than any other lens material.

• Poly completely blocks the harmful portion of ultraviolet up to 380nm.
• It has a low specific gravity (1.20) making it one of the lightest lens materials.
• It has a low Abbe of 31 but is highly suitable for anti-reflective coating.

C. High index plastic materials from 1.60 to 1.71 are available. The question is how high is high enough? The general rule is the higher the index, the thinner the lens will be. Some high index materials and polycarbonate can be processed to 1.0mm centers or are available in 1.0mm in finished stock lenses. This can make them thinner than lenses made of a higher index. The use of an aspheric design also can make a lower index lens thinner than a spherical design lens made in a higher index.

• Higher index lenses can be 40 to 50 percent thinner.
• They generally have center thickness ranging from 1.5 to 1.0mm.
• They can be AR coated.
• They are tintable.
• They come with scratch-resistant coatings.
• They generally block 100 percent of the harmful parts of UV light.
• They offer improved cosmetic appearance.
• They are lighter.

D. Aspheric lenses use curves that constantly change as they move away from the optical center of the lens. In conventional aspheric lenses, the aspheric curves are normally on the front surface of the lens. When the aspheric curves are on the backside of a cylinder lens, both meridians are aspherized and the lens is called "atoric." An aspheric lens in 1.60 index with a 1.0 center will reduce the lens edges as much as 40 percent over CR-39 lenses. For plus corrections, the benefits are reduced center thickness and a better cosmetic appearance. There is al so substantial reduction in weight, a big bonus for plus lenses.

Aspheric lenses require careful fitting with precise PD measurements, preferably monocular. It's also best to determine and mark the vertical positioning of the pupils, similar to the way progressive addition lenses are fit. There are high index aspheric lenses which provide a 10mm spherical fitting button in the center of the lens, which can help make fitting virtually "goof-proof."

With strong corrections, either plus or minus, aspheric high index with AR coating is considered the latest and best technology available. For minus corrections, the other positive benefit is to order the lenses with 1.0mm centers when available. In spite of the heavy use of high index lenses, only 23 percent of all glasses sold in the U.S. have AR coating, according to the AR Council. This number is much lower than in other countries. In Germany and France, for example, 80 percent of all eyewear has AR, while in Japan, that number is approximately 90 percent. This shows the opportunities in the U.S. for boosting sales by offering AR to every patient.

E. Many patients are unaware that photochromics are now available in high index materials. Photochromics can be ordered in 1.67 index in single vision, PALs, and short corridor PALs. This means you can offer photochromics to all your patients and be confident they will be happy with the appearance of their lenses.

F. Three-piece rimless mountings are a fast-growing portion of frame sales in today's market. High index materials such as polycarbonate, 1.67 and 1.70 are all designed to be used in rimless. New and improved drilling equipment also aids in providing high quality rimless eyewear. Recommending high index for rimless is particularly appropriate because the lens edges are so visible.

G. High index fitting, measuring and recording techniques:

Benefits. Explain the benefits of high index simply--show the advantages, fit the lenses, and then go over the advantages again. Explain the superior features of these high-tech lenses and what they mean in terms of patient comfort and cosmetic appearance.

Fitting. Carefully review the patient's frame choice to make sure it allows minimum fitting height. Adjustable pads are always preferred, but at least make sure there is a good solid bridge fit. The frame should suit the patient's lifestyle as well as his or her wants or needs. The patient's eyes should be centered in the lens opening.

Adjust the frame. First work on the bridge and then the pantoscopic tilt (10 to 15 degrees) and check the vertex distance for correctness. Lastly, adjust the temples behind the ears.

Determine monocular PD with an electronic pupilometer. Position the pupilometer properly on the patient's nose, and take the measurements in the normal way. Verify the patient's head position and determine how they normally use their eyes at work and at play. Dot the demo lenses in the center of the patient's pupils with their head held erect while looking straight ahead. The frame should be pre-fitted the way they will end up wearing the glasses.

3. Lead by Example

Make sure the entire office staff is wearing the latest and the greatest in eyewear. This should include high index lenses, whenever appropriate and, of course, always the latest in fashionable frames.

When you recommend high index and aspheric lenses to patients with high minus and high plus corrections, you are ensuring they will have the lightest and most cosmetically appealing eyewear possible. All high index and aspheric lenses should have AR recommended. One small but important detail--anyone in the office who wears glasses should have AR lenses. You can't recommend AR as the latest and best in modern vision care and have staff people wearing non-AR lenses.

4. Growing the practice or business

One of the marvelous things about dispensing high tech lenses such as progressives, high index, AR, and aspheric lenses is that these patients inevitably recommend their friends and neighbors to the practice. This builds a patient base and improves the bottom line as well. It takes more time and more skill to fit these highly technical lenses, but the end results will benefit everyone--the patient, the practice, and the profit of the practice.

5. Educating the Patient

It's fair to assume the patient is not as well informed about what's available for their eyewear as we are. They not only don't know what's available but, more important, they don't know what works best for their visual correction and their lifestyle. It's the role of the doctor and the dispenser to understand what will best address the patient's visual needs and lifestyle needs. The task then is to inform the patient and to be able to explain these technical matters in terms that are easy to understand.

Colorful brochures on various types of ophthalmic lenses are big help. These should be prominently displayed in the waiting room where patients can easily browse through them as they wait for their appointment. The waiting room is a prime place to plant the seed about what's available in today's modern high tech lenses.

Another primary way to educate patients is in a patient newsletter or with recall mailings. Once you find effective patient brochures explaining high index or aspheric lenses, be sure to enclose them in every patient recall. This is the perfect time to inform and educate the patient just prior to their visiting your office.

A regularly scheduled patient newsletter not only keeps the patient up-to-date on new technology, but, keeps reminding them of your skill and expertise. This is what keeps patients coming back for their eyecare.

Probably the most important advice to follow is to have the doctor make recommendations during the eye examination. As he or she writes up the prescription, a comment such as, "With your correction, you should consider high index lenses, and your new lenses should be anti-reflective as well," is usually all it takes.

The patient comes into the dispensary and informs the dispenser, "The doctor wants me to have high index lenses and wants them to have anti-reflection treatment." Or, better yet, the doctor will communicate his recommendations--either in writing or in person--directly to the dispenser.

Keep in mind that the patient views the doctor's recommendation as professional advice. Unfortunately, patients often view the dispenser more as a salesperson, and their recommendations don't have nearly the weight and effectiveness that the doctor's recommendation has. It's a powerful inducement that should never be overlooked.

6. Change Old habits

It's interesting to watch CR-39 gradually go the way of glass. Glass today represents less than 5 percent of all lens sales, and CR-39 appears to be heading in that direction. If you want to be perceived as on the cutting edge of new lens technology, you won't want to be routinely recommending and dispensing CR-39 lenses.

Always be sure to design your patients' eyewear to be what will best serve their needs--that will seldom include lenses made of CR-39. Even mild corrections that don't justify high index lenses better serve the patient if they're made from a superior material like polycarbonate rather than 50-year-old CR-39.

7. Enthusiasm

This is what makes the difference. To be successful in this brave new technology world, you need to be truly enthusiastic about what new lens technology will do for the patient. You need to communicate that enthusiasm in an obvious way.

It lends great authority to your recommendations when the patient can see how positive you are about these new lenses and new materials. Pass your confidence on to them in a positive manner, and everyone benefits. And make sure both that confidence and enthusiasm are shown to patients by other staff members as well.

8 Dazzle with Demos

You've heard it a hundred times. Showing is better than telling. Most lens manufacturers have produced highly effective demonstration kits. Some carry a modest cost, but don't let cost keep you from using them. Patients are always interested in high-tech demonstrations and often find them entertaining as well as informative. Best of all, a good demo graphically demonstrates what you are explaining to them.

The ability to see, touch, and handle high-tech lenses is a pleasant experience for the patient and, best of all, a hands-on experience helps them understand what these lenses will do for them.

Be sure to keep your demonstration kits clean and presentable. When they start looking shabby, replace them. One of the best demos is simply a modern, good looking frame that has a high-tech, high index lens on one side and a plain vanilla CR-39 on the other. The difference is dramatic and easily understood. A picture--or in this case a demonstration--is definitely worth 1,000 words.

9. Lets Consider Money

The lenses discussed in this course cost more than ordinary plastic lenses, but when the patient understands the benefits provided and the value they represent, cost becomes less important. This is particularly true when they have seen a demonstration of the lens you recommend.

High index lenses offer substantial advantages over other choices: They are lighter, thinner, more cosmetically appealing and, when made in aspheric form, also provide better visual acuity. These lenses offer patients some pretty effective rewards for spending just a little more money.

As an eyecare professional, your obligation is to present and explain all options to consumers who are purchasing new eyewear. It's up to them to decide whether they can afford what you have recommended. Even when they choose not to follow your recommendations, they will at least know they were offered an opportunity to enjoy the best that modern science has to offer in their new eyewear.

Even those who don't take advantage will appreciate being offered that opportunity. And they will remember it was you who took the time to show them the options.

10. Get Excited

The advancements that have taken place in ophthalmic lenses during the last few years have been substantial, and it's not difficult to get excited over all you have to offer the patient. Nothing is more contagious than excitement, so let that excitement show itself. You can be proud of a profession that has made this kind of progress and that is able to offer these developments to consumers at realistic prices.

You'll find that your excitement will influence patients, and that they will spread the word to friends and associates. Excitement creates referrals, and that helps build practices and grow the bottom line.

Building a reputation for having a high-tech practice is not difficult. It does require some minor changes in attitude and behavior, but that's half the fun in becoming a successful eyecare professional. It also requires a commitment to success, but you've already demonstrated that by taking this course on high index lenses.

You will find that many of your patients are interested in technology as well as their personal appearance. The ability to order high index and aspheric lenses with AR is not just for the wealthy. The cost of these premium lens products is affordable and falls well within the financial ability of most consumers.

High index and aspheric lenses have a universal appeal, and these lenses are a great place to start building a technology-based practice. A lot of other new developments in high tech lenses are becoming available. And that will be opening the door to opportunities for years to come.

This concludes the article. Click the button below to take the test.