ECPs are offering more options and premium treatments to patients:
offer house brand lenses
(up from 28% in 2018)
recommend AR to all patients
address digital eye strain with all patients
(up from 38% two years ago)
THE FAB 5
When asked about their criteria for picking a lens brand, ECPs rank these qualities as “Very Important”:
- Ease of fit
- Turnaround time + return policy (a tie)
- Product/vendor reputation
OF ECPS CONSIDER “PERFORMANCE”
MOST WHEN REVIEWING LENS OFFERINGS.
AT 15%, “PRICE” IS A DISTANT SECOND.
LOOKING AHEAD, ECPs predict the sale of PALs, computer/digital, and blue-light-filtering lenses will really pick up the tempo over the next two years, while bifocals and trifocals will hit more low notes. Here, our survey results paint the picture of today’s lens sales trends, from key challenges to what your peers do when choosing lens materials, emphasizing features, and discussing digital eye strain.
BIGGEST LENS CHALLENGES
When asked, “What’s your biggest challenge in lens selection?” ECPs answer:
INSURANCE: “Veering off what is covered by insurance to better serve my patients.”
MULTIPLE PAIRS: “Helping patients understand that one lens will not work for all of their visual needs.”
REPS: “Obtaining real, honest feedback about lenses and labs from reps.”
EDUCATION: “Getting consumers to understand the difference in lens quality between what we sell vs. big boxes.”