Focus On Low Vision News

Reform A drive to include vision rehabilitation professionals as covered providers under healthcare reform is being spearheaded by Lighthouse International, VisionServe Alliance, and Envision. The coalition, which includes over 180 vision rehabilitation agencies throughout the country, has been actively pushing for the inclusion of Certified Vision Rehabilitation Therapists, Certified Orientation and Mobility Specialists, and Certified Low Vision Therapists in the new legislation. Currently, Medicare coverage for vision rehabilitation professionals is limited to six sites nationwide under a five-year Medicare Low Vision Demonstration Project, and private insurer coverage for vision rehabilitation services is just as sparse. If you would like to learn more or get involved, please sign up at the website: www.capwiz.com/lighthouse/mlm/signup/. — By Lester Marks, MPA, Government Affairs and Policy Manager for Lighthouse International

For the third time in 10 years, Eyecare Business has conducted a survey of optometrists who have added low vision services to their practices. In this most recent survey, we interviewed 50 doctors who purchased low vision devices in the past 18 months.

To create somewhat of a level playing field, all participants in the survey have three things in common: They made low vision device purchases recently; none has been involved in the category for more than a decade; and all are independent optometrists who operate no more than three locations.

PRACTICE PROFILE

The typical survey participant has been involved in low vision for an average of 5.4 years. This is a slightly different practice profile than our survey of 2002—in which we only spoke to doctors who had added the specialty to their general practice within the previous two years. Comparing the responses of these two groups does, however, allow us to look at practices as they move ahead in the development of their low vision business.

THEN AND NOW

The biggest change in doctors' attitudes toward low vision between 2002 and today is the area of reimbursement. In 2002, the likelihood of soon obtaining more Medicare reimbursement for low vision was a key motivator, with 34 percent citing it as a key reason for entering the category. Today, however, only 18 percent say future reimbursement is a major reason they're offering low vision services.

On the other hand, the aging population was rarely cited in the 2002 survey. In 2009, however, more than one third of respondents point to changing demographics as key to their decision to stick with low vision.

A survey of od's who offer low vision services

PAY-OFF?

Looking at their decision to add low vision to their practices, nearly all the ODs we just surveyed agree it was a positive move. Though most said they view it as a long-term investment, especially when it comes to the profitability factor, almost all say they think it was the right decision to enter low vision.

So far, they say, it's more a way of differentiating themselves and serving their community's needs than of producing a strong profit center. Here are the most frequently given answers to the question, “How has your investment in low vision paid off?”

• 32%…sets business apart
• 19%…brings in new business
• 11%…keeps families in practice
• 21%…it's the right thing to do
• 22%…meets patients' changing needs

THE CHALLENGES

On the other hand, almost everyone interviewed referred to the fact that caring for low vision patients is very time-intensive for both doctor and staff. And, reimbursement remains the biggest stumbling block to getting both doctors to participate and patients to purchase much-needed devices.

But the biggest challenge, they said, is creating a business model that makes providing low vision services economically feasible.

Issues mentioned include managing chair and staff time, determining if different space allocations are required, and getting the right inventory mix. Several also mentioned models that include part-time staff to dispense and train (including home visits), sharing a low vision specialist among multiple locations, and contracting with an outside low vision specialist to come into the practice on a set schedule.

These models are indicative of how the marketplace is looking at new and different ways to address what will soon be a low vision epidemic.

Whether you're involved in the category yet or not, some of the families in your practice are. And, that means you, like other ECPs around the country, are going to have to decide how you are going to deal with this growing body of patients.

TECHNOLOGY UPDATE

DESKTOP MAGNIFIER

American Printing House for the Blind introduces the new, improved MaximEyes desktop video magnifier. The new design comes with a larger, 22″ wide-screen display, new joystick controller for easy control, better lighting, new AutoTrack reading feature, no x-y table, and a quieter motion control system. Access to remote video and audio as well as the optional SONY Pan-Tilt-Zoom camera bring images to you with the simple and easy-to-use joystick controller. INFO: www.aph.org

Maxdetail CLIP

Eschenbach's new MaxDetail Clip is ideal for patients who wear glasses but still want a hands-free near magnification solution. Building on the successful MaxDetail Galilean telescope for near, the MaxDetail Clip also provides 2x magnification with a long 35cm working distance, but its clip-on design allows it to attach to spectacles and be flipped out of the way when not needed. Useful for a wide range of patients with PDs from 62 to 70mm, the MaxDetail Clip can be adjusted to five different heights to optimize its fit. The MaxDetail is ideal for reading, writing, or looking at a computer screen. INFO: www.eschenbach.com

LOW Vision PROGRAM

Updated with new training tools and some of the most popular magnification solutions available, Eschenbach's Low Vision Program can help you provide even more successful patient outcomes while continuing to be economically beneficial to your practice. Comprised of three parts (in-office staff training, consultative support, and a diagnostic assortment of high quality devices), Eschenbach's turn-key Low Vision Program has everything you need to begin helping your visually impaired patients remain independent, productive, and enjoy a higher quality of life.

INFO: www.eschenbach.com

COIL LED Raylite ILLUMINATED MAGNIFIER

For nearly three decades, Hilco's COIL Raylite has set the standard for clinical low vision magnifiers. Raylites utilize aspheric lenses and are designed to give a highly illuminated, distortion-free viewing image. Battery operated handles are interchangeable with heads. Available in nine powers. (Image shown is 5.4x magnification,)
INFO: www.hilco.com

Low Vision Organizations

The Assistive Technology Industry Association (ATIA)

The Assistive Technology Industry Association (ATIA) is committed to the development of conference environments that encourage education, networking, and training for professionals and vendors in the industry. Phone: 877-687-2842; Website: www.ATIA.org; Email: info@ATIA.org

Low Vision Division of The Vision Council

The Vision Council's Low Vision Division works to raise awareness of low vision rehabilitation among eyecare providers, as well as visually impaired consumers and their caregivers, through education programs, marketing materials, research, and advocacy outreach. Website: www.thevisioncouncil.org; Email: info@thevisioncouncil.org

Foundation Fighting Blindness

According to the organization's website, the mission of the Foundation Fighting Blindness, Inc. (FFB), is to drive the research that will provide preventions, treatments, and cures for people affected by retinitis pigmentosa (RP), macular degeneration, Usher syndrome, and the entire spectrum of retinal degenerative diseases. Phone: 800-683-5555; Website: www.blindness.org

Lighthouse International

Lighthouse International is a leading resource worldwide on vision impairment and vision rehabilitation. Through innovative work in vision rehabilitation, education, research, and advocacy, Lighthouse International enables people who are partially sighted or blind to live independent and productive lives. Website: www.lighthouse.org; Phone: 800-829-0500 or 212-821-9200

Low Vision Calendar 2009–2010

SEPTEMBER 16,
OCTOBER 14,
NOVEMBER 4 & 18,
DECEMBER 9, 2009

Eschenbach's free educational webinars, ideal for both practitioners and their staff, will be held on topics ranging from a simple of low vision care to more advanced topics.

The seminar schedule is as follows:

• September 16: Stand Magnifiers
• October 14: Spectacle Magnifiers
• November 14: Low Vision Care: What's It All About?
• November 18: Hand-Held Magnifiers
• December 9: Video Magnifiers

For more information and to register for webinars, please send an email to tgels@eschenbach.com or call 800-487-5389.

OCTOBER 1-3, 2009

International Vision Expo West, to be held at the Sands Expo and Convention Center in Las Vegas. For more information, go to www.visionexpowest.com.

OCTOBER 24-27, 2009

The American Academy of Ophthalmology's Annual Meeting/Joint Meeting with the Pan-American Association of Ophthalmology (PAAO), to be held in San Francisco at the Moscone Center and San Francisco Marriott. Visit www.aao.org for additional information.

NOVEMBER 11-14, 2009

American Academy of Optometry's annual meeting, to be held in Orlando, Fla., at the Orlando World Center Marriott. Visit www.aaopt.org.

FEBRUARY 10-14, 2010

SECO International, to be held at the Georgia World Congress Center in Atlanta. Visit the show's website at www.seco2010.com for additional information.

MARCH 18-21, 2010

Vision Expo East, to be held at the Jacob Javits Convention Center in New York City. For more information, visit www.visionexpoeast.com.

JUNE 16-20, 2010

Optometry's Meeting, to be held in Orlando, Fla. For more information, visit www.optometrysmeeting.org.