Lab - 20/20 Magazine

Transcription

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Advertisement
M
www.visionmonday.com
OCTOBER 22, 2007
VOL. 21 NO. 12 $15
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SI
ON
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Ill. law requires
eye exams for
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school
IP
OP
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NEWS LE
page
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07VH-802
Monday
OCTOBER 22, 2007
VOL. 21 NO. 12 $15
The Newsmagazine for the Eye Care Industry
SHOW WRAPUP
Expo Exudes
Upbeat Mood
the
Lab
Healthy attendance and
a raft of new products
prompt attendees to give show
a “thumbs up.”
page 28
RETAIL DISPENSARY
Contact Lenses
ECPs take another look at
daily disposables.
page 62
NEWS
• VSP Vision Care acquires
wholesale lab Legends 4.0,
major optical lab.
page 8
• Vision-Ease licenses
Coppertone for polarized
lenses.
page 12
CAZAL 975
Eastern States Eyewear 800.645.3710, Ultra/Palm Optical 800.327.5185
• Frank Rescigna joins Viva
International.
page 10
CAZAL 979
Standing still is never an option in business and wholesale labs are no exception to
the rule. The sign of a successful lab is one that is always changing, re-inventing and
rediscovering itself. VM spoke with nine experienced wholesale lab executives to
discuss how their businesses are changing and what ECPs need to know to enhance
their lens business for 2008 and beyond.
See Page 48.
CAZAL 4131
2:54 PM
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VI
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Page 4
V
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HOYA
THIS MONTH IN VM
NEW
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IN THIS ISSUE
‘Modern’ Ideas Need to Take Hold in the Practice
News
HOYA SUPER HiVision™
Sàfilo appoints vice president of marketing . . . . . . . . . . . . . . . . . . . . . . . . . . . .8
Hilco acquires OnGuard Safety . . . .11
Gruen, Ross buy back Grueneyes . .14
Jobson strengthens partnership with Carl
Zeiss through WinkPad . . . . . . . . . .18
VisionWeb unveils ner services,
training . . . . . . . . . . . . . . . . . . . . . . . .18
Sàfilo’s Tabacchi elected president of
ANFAO, MIDO . . . . . . . . . . . . . . . .24
Unilens names Eschenbach exclusive
worldwide distributor . . . . . . . . . . . .22
Expo West 2007 Wrapup . . . . . . . . .28
Scene & Heard
OWA Networking, POWW events in
Las Vegas . . . . . . . . . . . . . . . . . . . . . .43
Viva hosts luxury forum . . . . . . . . . .46
Long Island practice sponsors Kids
Vision Awareness day . . . . . . . . . . . .46
8
14
Exam Lanes
Expo OD panel explores ‘tricks of the
trade’ . . . . . . . . . . . . . . . . . . . . . . . . .54
Retail Dispensary
10.9 Reasons it’s the best AR lens — without a scratch.
No other AR lens on the market can outperform SUPER HiVision.
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on
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wP
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Matching Properties™ — unsurpassed clarity by matching the
index of the lens with the index of the coating
• Substrate
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28
Launches
L’Amy intros Proenza Schouler
sunwear . . . . . . . . . . . . . . . . . . . . . . .56
Sàfilo bows Banana Republic sun collection . . . . . . . . . . . . . . . . . . . . . . . . . . .58
Second Looks
Ray Ban intros photochromic models . .56
Silhouette unveils Spirited Elegance
collection . . . . . . . . . . . . . . . . . . . . . .56
Viva debuts new Gant groupings . .58
Columns
F.Y.Eye . . . . . . . . . . . . . . . . . . . . . . . .59
Contact Lenses . . . . . . . . . . . . . . . . .62
Sun Advisor . . . . . . . . . . . . . . . . . . . .65
46
Inside the Lab
58
OLA preview . . . . . . . . . . . . . . . . . . .66
CC system meeting focuses on direct
surfacing . . . . . . . . . . . . . . . . . . . . . . .67
Automatically included in these designs:
Compatible with these designs:
Honors Program
© 2007 HOYA Corporation. All rights reserved. HOYALUX is a registered trademark and SUPER HiVision, HiVision, ViewProtect, Substrate Matching Properties, HOYA Honors Program, iD, iD LifeStyle, Summit ecp, Summit cd and GP WIDE are trademarks of HOYA Corporation. All other trademarks are the property of their rightful owners.
Classifying Employees . . . . . . . . . . .72
Balance Sheet
B&L launches debt tender offer . . .76
It was encouraging to see the
sustained level of buying activity on the show floor during
Vision Expo West, since that’s
always a sign reflecting healthy
business back at home for
attendees.
It was also encouraging to
Marge Axelrad see that the order-writing at
Editorial Director
the show and the lively dialogs
throughout the hall were taking place not only at
eyewear, lens and equipment booths but at the
practice management, instrument and contact
lens areas as well.
This is another good indicator that ECPs and
optical buyers are paying, across the board, attention to a range of areas in their business, the
exam lanes among them.
When ECPs start looking at things like practice management, advanced systems and instruments, they are investing in the primary care
aspect of their offices and that bodes well for the
independents’ future. It also indicates that new
ideas about the ‘modern eyecare’ office are taking hold.
Let’s hope that with the focus on the impor-
tance of modern systems in the exam lanes that
practitioners continue to emphasis the need for
modern systems to track their dispensaries’ performance as well.
That’s because today, the medical/marketing,
eyecare/eyewear, dueling forces-within-vision
care that embody both retail and professional,
have never been more pronounced.
Striking a balance of the two—without one
somehow eclipsing the other—is going to be the
key to vision’s future in the near-term and in the
coming decades.
With a Boomer population aging every day,
and Gen-Xers’ family care concerns taking hold,
eye care’s big opportunity as an essential component of health care will come to the forefront.
At the same time, new technologies in contact lenses, spectacle lenses as vision correction
“solutions” have a rosy connection to eyecare
professionals’ expertise—if they would leverage it.
And, eyewear, with the boost of brand and
designer names, is starting to crack the realm of
big-time, media-spotlight fashion notoriety.
All elements of the vision business have
synergy—that’s the really modern idea. II
WHAT’S ONLINE
Extra
Business Essentials
Scratch Resistance Rating
(Bayer Abrasion Values)*
5
EDITOR’S NOTE
SUPER HiVision
Standard Anti-Reflective Lens
VISION MONDAY/OCTOBER 22, 2007
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Icon in Fashion and Lifestyle
Italian design is coveted worldwide, especially in the fashion world. As one of the
oldest and most respected entrepreneurial families in Italy, Ermenegildo Zegna is among
the world’s leading manufacturers in the men’s luxury clothing industry. The company distributes
products in over 60 countries worldwide with a strong share in both established and emerging markets.
Style VZ 3037
long-standing history in providing the finest in men’s clothing and acces-
that reflected his vision for the company. These values include production
sories, Ermenegildo Zegna is among the first designer to capitalize on this
of the highest quality fabrics and use of the finest materials, consistent
phenomenon to its fullest advantage. With eyewear being one of the fastest
product innovation to meet the customer’s needs, and merging traditional
growing accessory categories among men, Ermenegildo Zegna taps into
craftsmanship with advanced technological research. Today, these
this upward trend with an exclusive eyewear collection specifically
concepts are deeply instilled in the company’s philosophy and are thriving
designed for this group.
in every product the brand produces.
The Ermenegildo Zegna brand is synonymous with exceptional textiles,
Ermenegildo Zegna Eyewear Collection
design and fabrication. Revered for its use of flawless materials and
Ermenegildo Zegna Eyewear features exclusive designs crafted from
impeccable workmanship, the brand has evolved into an iconic fixture in
original combination of traditional and innovative materials. The styles are
the men’s luxury market.
designed with traditional elements from the brand’s products combined
with today’s sophisticated and cosmopolitan trends. The collection
Zegna and Today’s Man
features style details taken from the brand’s suiting including the
Ermenegildo Zegna’s target audience is males in the 30-55 age
trademark Ermenegildo Zegna pinstripe and chevron, leather detailing and
demographic. Considered a high-end consumer, he is worldly and
stamped and extended logo applications. Available in sleek eyewear
sophisticated. A successful businessman with high spending power, he
shapes, each frame is constructed with the finest materials. The optical
lives an affluent and modern lifestyle. When it comes to purchasing
collection is available in a combination of titanium, metal and handmade
products, he looks for technical performance with smart appeal and is very
zyl. Titanium provides a comfortable fit with a stylish appeal and zyl offers
conscious of the classic formal brand. He seeks superior quality paired
elegant luxury. The sun collection features contemporary styling in classic
with high styling and detail.
silhouettes with fine details such as flex hinges, leather detailing, the
In recent years the modern man has become a major force in the retail
Ermenegildo Zegna pinstripe, handmade zyl and extended plaque logos.
environment. The market for men has increased tremendously, opening
Each frame is equipped with polarized lenses for glare elimination and
many opportunities particularly in
clothing and accessories.
Today’s
more
man
pays
attention
CR39 material for excellent optical clarity and lightweight fit.
The Ermenegildo Zegna Eyewear collection exudes confidence and
sophistication, and is truly suited for the fashion conscious and successful
to
man. As eyewear becomes a fashion staple in every contemporary man’s
fashion, technology
accessory wardrobe, Ermenegildo Zegna is positioned to saturate their
and trends. With its
needs, turning the brand into more than a name - a lifestyle.
Style SZ 3526
800.345.VIVA vivagroup.com
Exclusively distributed by Viva International Group
Founded in 1910, Ermenegildo Zegna built his business on three core values
Featuring SZ 3044 www.zegna.com
The Brand
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VSP Vision Care Acquires Wholesale Lab Legends 4.0
he allowed that “the Southeast and
Northeast make sense.” Lynch said the
criteria for lab acquisitions is “a combinaLAS VEGAS—VSP Vision Care tion of technology and lab management.”
announced today its purchase of Leg- He declined to specify which labs VSP
ends 4.0, a major optical laboratory, might be targeting for acquisition or
located in Lewisville, Texas, outside whether negotiations are underway for
Dallas. The acquisition represents the other lab purchases. However, he noted
latest move by VSP to create a network that VSP is looking at more co-investing
of company-owned labs that will oper- arrangements, similar to its recent investate in addition to VSP’s existing net- ment in Perfect Optics, a San Diego
work of 288 contract labs.
wholesale lab in which Zeiss also has an
Legends 4.0 becomes VSP’s third ownership stake.
Asked how VSP’s expansion
“Our intention is to have
of its company-owned lab network might impact the 288
more company owned
“contract labs” that also process
labs in the next 12 to
VSP prescriptions, Lynch
24 months.”
replied, “It doesn’t mean reducing our relationship with our
—Rob Lynch, Vision Service Plan
contract labs. We have strong relawholly-owned lab, joining VSP’s Sacra- tionships with Essilor, Hoya and Zeiss
mento, California and Columbus, Ohio [which operate some of the contract labs]
labs. The lab, which is owned and man- and this move won’t impact those relationaged by Bill Benedict, Donna Benedict ships.”
and Dennis Benedict, will continue to
Commenting on the Legends 4.0
service its current customer base, purchase, Lynch said, “Legends 4.0 is
according to VSP. The Benedicts will be an outstanding lab and we are very
actively involved in the integration with pleased to welcome them into the VSP
VSP.
family. This investment helps us
“Our intention is to have more com- expand our delivery of high quality
pany owned labs in the next 12 to 24 optical products to private practice eyemonths,” Rob Lynch, president and care doctors nationwide. Private pracchief executive officer of Vision Service tice provides the best patient experiPlan (VSP), said. Although Lynch said ence in the market, and our steadfast
VSP’s acquisition strategy is “not mar- focus is to strengthen this important
ried to any specific geographic regions,” delivery system.”
Essilor Expands Polarized Distribution,
Acquires Majority Stake in KBco
DALLAS—Essilor of America,
(EOA), a subsidiary of Essilor International, has acquired a majority stake in
KBco, one of the largest polarized lens
distributors in the U.S.
Created in 1987 and based in Centennial, Colo., KBco generates annual sales
of around $31 million. A recognized specialist in polarized lenses for the U.S.
ophthalmic optics industry, it supplies
retail chains and eyecare professionals a
broad offering of products through an
extensive distribution network of
wholesale laboratories, Essilor noted.
“This acquisition will allow Essilor to
expand our presence in the polarized
segment of the industry. It will enhance
our portfolio of products to support our
customer base,” said John Carrier, president Essilor of America. “KBco will continue with business as usual. We will
work with Kurt Hollinger, John Olsen
and their management team to leverage
Essilor’s strength in product research
and development, distribution, marketing, and financial resources.”
Kurt Hollinger will remain president
and John Olsen as COO of KBco and
the rest of the KBco’s current management team will remain in place. KBco
will operate as an independent subsidiary of EOA.
Customers, suppliers and other business partners will continue to interface
with KBco as they do currently.
“We believe that this acquisition will
greatly benefit our customers and
employees alike,” stated Hollinger.
“Through this acquisition, Essilor and
KBco will be able to utilize the
strengths of both companies to help our
customers build their businesses.” II
Legends 4.0 was founded in 2005 by
Bill Benedict, an optical industry veteran with more than 50 years of experience, and by daughter Donna Benedict
and son Dennis Benedict. The lab
ranked 17th in Vision Monday 2006
Top Labs survey, with $11.5 million in
annual net sales. Legends 4.0 has established a reputation for producing highquality, advanced optical products and
services ranging from their proprietary
Fast Rx, which allows doctors to elec-
‘‘
By Andrew Karp
Group Editor Lenses & Technology
When you are on the
road all the irrelevant
things fall away – it
becomes the road, the
bike, and you. It’s about
dedication, motivation,
and moving forward.
Working together with
Luxottica compliments
my guiding philosophies
and has been essential
to my success.
tronically transmit their orders, to their
exclusive ClearVision, and ClearVision
Ultra anti-reflective coatings.
“VSP shares our mission of providinggreat customer service and quality products. We’re delighted to play a role in
expanding VSP’s service to private practice doctors in the U.S.,” said Legends
4.0 CEO Bill Benedict. “You can count
on our team to deliver the best products
and service to doctors and their
patients.” II
DR. ROBERT REED JR.
All Eyes, Optometry
St. Joseph, MI
Sàfilo USA Appoints Scheer Ettinger
Vice Presdient of Marketing
PARSIPPANY, N.J.—Sàfilo USA has association’s marketing initiatives for the
announced the appointment of Robin $265 billion kitchen and bath remodeling
Scheer Ettinger to the position of vice and design industry. Prior to her position
there she held vice president of marketpresident of marketing.
“Robin brings many strengths to the ing positions for several companies
Sàfilo management team,” said Dick including: Montblanc North America,
DMC Corp., Escada
Russo, executive vice pres(USA), Inc. and the
ident of Sàfilo USA. “Her
World Gold Council. She
extensive background in
has worked for Liz Clailuxury goods marketing
borne, Inc. as director of
along with her strong
strategic marketing and
strategic vision and excepvisual merchandising and
tional leadership skills,
later, as director of marmake her a true asset to
keting for the company’s
Sàfilo USA as we continue
retail group. Earlier in her
to build our multi-channel
businesses.”
career, Scheer Ettinger
In her new position,
worked for Godiva
Robin Scheer Ettinger
Scheer Ettinger will
Chocolatier, Inc., serving
direct all marketing activfirst as marketing managities for Sàfilo USA’s optical and retail er and later as group marketing director.
sunglass divisions, as well as the compaScheer Ettinger holds an MBA in
ny’s retail division which encompasses marketing from Farleigh Dickenson
the Solstice Sunglass Boutique and Sun- University and a BFA in design from the
sights by Solstice upscale sunwear spe- Philadelphia College of Art.
cialty chains.
Scheer Ettinger fulfills the responsiShe joins Sàfilo from The National bilities formerly handled by Neal GorKitchen and Bath Association where, as don, who left in the company in
director of marketing, she oversaw the August. II
Luxottica
&me
Show Organizers Set New Dates/Day
Pattern for Vision Expo West 2008
LAS VEGAS—Show organizers have shifted the dates for next year’s International
Vision Expo West in consideration of the Rosh Hashanah holiday. The new dates
are Oct. 3 to 5, 2008. These dates represent a new day pattern for the International Vision Expo West event which will be held on Friday, Saturday and Sunday
in 2008, according to an announcement from show organizers.
“Prior to changing the dates for 2008, we reached out to all of our exhibiting
and attending customers, and the research results strongly support this date
change. The new days, combined with exciting special events, make us confident
that this change will result in a positive experience for all of our participants,”
according to show management. II
To learn more about Dr. Robert Reed and the advantages of partnering with Luxottica go to www.luxandme.com
sm
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Viva Names Rescigna Chairman, Will Succeed Barkley in ’08
Jeff McLean continues as president of
FAIRPORT, N.Y.—The CooperVision
division of The Cooper Companies the Americas; however, in addition to opera(NYSE: COO) made changes to its man- tions, McLean will oversee distribution and
agement structure that will take effect Nov. packaging throughout the U.S., Canada,
1, including the appointment of Thomas Latin America, Mexico and South America.
“Now that the acquisition and inteShone as president, CooperVision U.S.
Shone, who joined CooperVision in gration of Ocular Sciences’ business is
complete within the
1990, was previously senior
Americas, CooperVision
vice president of strategic
can move forward in a
marketing. As president of
robust and passionate way
CooperVision U.S., he will
with a focus on offering
be responsible for the orgaunmatched service to eyenization’s sales, marketing,
care providers, while
customer service and profesexpanding our product
sional relations functions.
portfolio and achieving
Steve Reiman has been
named VP of strategic
market growth,” said
accounts; Mark Bertolin will
McLean. “These changes
Thomas Shone
become VP of sales developto our organization will
ment and technology.
allow for this focus, and
Reiman previously was senior director of will successfully align us for future
inside sales; in his new role, he will focus growth.”
on serving regional and mid-sized optoReiman and Bertolin will report to
metric businesses. Bertolin, previously Shone, as will Mary Angrisani, VP of
senior director of digital marketing, will professional sales; Paul Soik, senior VP
now focus on sales force development as of corporate accounts; and Nikki Iravani,
well as the ongoing advancement of cus- OD, VP of clinical and professional
tomer support technologies.
affairs. II
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CooperVision Realigns Management,
Shone Is Now President of CooperVision
MON
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PITTSBURGH, Pa.— Frank Rescigna dent of sales at Charmant.
has been named to the new position of
Stated Robert Gray, chairman and
chairman of the Viva International CEO of HVHC, Inc., “We are very grateGroup, the eyewear and sunwear manu- ful to Mitch Barkley for the many contrifacturer, based here, which is a sub- butions that he’s made to the company
sidiary of the Highmark Vision Group during the last 20 years. Over this period,
(HVHC, Inc). Mitch Barkley, a 20-year Viva has experienced steady growth and
veteran of Viva, who is currently presi- become of the industry’s leaders in eyedent and CEO of Viva, will continue in wear and sunglass manufacturing, design
his present role until the end of this year. and distribution. Given Frank Rescigna’s
On Jan. 1, 2008, Rescigna will become extensive vision industry experience,
president and CEO.
including his work with
HVHC, wholly-owned by
fashion brand development,
Highmark, Inc., consists of
retail store operations and
Viva Optique, Inc., Davis
strategic planning, we know
Vision, Inc. (one of the counthat Viva is getting a senior
try’s largest managed vision
executive with outstanding
care companies and operator
credentials and leadership
of Davis Vision and Empire
skills. He’ll be a tremendous
Vision Centers) and Eye
asset to the Viva manageCare Centers of America.
ment team as we continue
Viva, founded by Harvey
to grow our business and
Ross in 1978, was sold in
enhance Viva’s presence as
Frank Rescigna
February 2005 to Pittsburgh,
an industry leader.”
Pa.-based Highmark Inc.
Said Rescigna, “Viva is one of the
Rescigna has 30 years of experience industry’s great companies, with a proud
in the optical industry. He was most history, outstanding talent and enviable
recently president of 1-800-CLIP-ONS positions in many of its product lines and
and prior to that served as president and services. It’s a great honor to join its leadCEO of Marcolin USA and vice presi- ership team and have the opportunity to
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lead a great team of 600 Viva associates
worldwide. I look forward to building on
our company’s success and to maintain
our sharp focus on creating value for our
associates and customers.” In his new
role, Rescigna will report to Gray.
Barkley started at Viva in 1988 in a management training position and rose to the
ranks in sales and marketing before becoming president and then adding the CEO
title three years ago. He was involved in the
company’s licensing expansion and in the
establishment of the company’s international subsidiaries, distribution and partnerships.
Barkley told Vision Monday, “It has
been a very fulfilling 20-year journey. I
want to thank the people at Viva and, in
particular, Harvey Ross, for the opportunities he’s given me.”
Over the years, Viva International Group
has steadily grown to become a worldwide
leader in ophthalmic frames and sunglass
manufacturing. The company distributes several leading designer eyewear collections
including GUESS?, Tommy Hilfiger,
GANT, Candie’s, Harley-Davidson, Marc
Ecko, Magic Clip, Viva and Savvy eyewear
and Bongo. Its portfolio also includes distribution of Ermenegildo Zegna, Etro, Givenchy,
Fila and Escada in North America through
agreements with Italy-based DeRigo S.p.A.
Viva was one of the first American eyewear companies to expand internationally
and currently maintains offices and direct
sales forces in the United Kingdom, France,
Brazil, Canada, Mexico, Japan, Hong Kong,
Australia, Germany, Holland, Austria,
Switzerland, Spain, and Portugal. In total,
the company has global distribution capabilities in more than 50 countries. II
New Eyefinity President Steve Baker
Plans More Private-Practice Support
RANCHO CORDOVA, Calif.— frame-ordering Web site designed to
Although new in his role as president of enhance ECPs’ ability to stay current
Internet portal Eyefinity, Steve Baker with the most popular frame styles.
pledges to maintain the “mission” of The new “Top Sellers” feature highEyefinity and its parent, Vision Service lights the five top-selling frames in the
Plan (VSP): helping the private-practice nearly 200 collections available to eBuy
practitioner.
users.
Baker, who took over the top job at
This month Eyefinity is also making
Eyefinity in late September, has spent available its second “Best Practices”
more than seven years in information guide, called “Practice Made Perfect,
technology and business development An Eight Step Guide to Profitable Eyepositions with the company. He has seen wear.” The guide identifies and details
Eyefinity’s business change over that eight specific steps ECPs can impleperiod from primarily orders coming ment to improve their capture rate and
through VSP programs to
increase their lens sales by
the point where today more
up to 10 percent, according
than half that business—
to the company.
from about 24,000 privateBased on the advice of
practice eyecare professionexperienced practitioners,
als—is non-VSP-related.
the new guide is available for
In his new role Baker
download from Eyefinity’s
took over all responsibilities
Web site, www.eyefinity.com.
related to Eyefinity previ“We have the ability to
ously held by Don Yee, forassemble and deliver a
mer senior VP of marketing
great set of Best Practices
Steve Baker
and corporate development
guides, along with salesfor VSP and chief executive officer of and-marketing programs and other elethe VSP family of companies.
ments,” Baker said. “We’re trying to
Baker told VM Eyefinity is now look- challenge private practitioners to look
ing to enhance its current services to beyond the medical operations of their
ECPs, while exploring new avenues as practices, because we believe the
well. “We will continue to make mean- patient is served that much better with
ingful progress with both administrative a great experience after the medical
components and the business side of exchange with the doctor.”
private practice,” he said.
Also on the drawing board are “WebFor example, Eyefinity recently inar” online educational programs for
launched a new feature on its eBuy ECPs, he noted.
—Cathy Ciccolella
Hilco Acquires OnGuard Safety, Supplier of Rx Frames
PLAINVILLE, Mass.—The Hilsinger
Company (Hilco) has acquired
OnGuard Safety Corporation, a Toronto, Canada based supplier of prescrip-
tion industrial safety frames. The deal,
combined with Hilco’s A-2 safety brand,
makes Hilco one of the largest Rx safety
eyewear companies in the industry.
Motive Eyewear Mergers With
StyleMark, Building Global Portfolio
ORMOND BEACH, Fla.—StyleMark
continues to build its sunwear, readers
and eyewear portfolio with the news
that it has merged with Motive Eyewear.
Motive Eyewear is the holding company for Lantis Eyewear, Personal
Optics, Lantis Merchandising Services
and Optimax in Canada.
StyleMark, based here, is the holding
company for StyleScience, Riviera, and
Polaroid Eyewear, which sell a diverse
portfolio of owned and licensed brands,
including Nine West, Jones New York,
Polaroid, Speedo, NASCAR, Disney,
Hello Kitty and Revlon, with distribution across a broad array of retail channels including department stores, midtier stores, and mass merchants.
StyleMark acquired the Polaroid Eyewear International business, the eyewear division of Polaroid Corporation,
owned by Petters Group Worldwide, in
March of this year.
“StyleMark is excited about this fantastic growth opportunity. We will
extend Motive Eyewear’s brand presence globally and take advantage of the
synergies that exist between the two
companies,” said Mark Ascik, StyleMark CEO. “StyleMark now has the
opportunity to drive global growth by
extending Motive’s brand portfolio into
our impressive international distribution
network,” continued Ascik.
Motive, one of the leading sunglass,
reading glass, and optical frame distributors in the US and Canada, sells over
30 million pair of eyewear under 18 different owned and licensed brands
including Dockers, ESPN, Mudd,
Hilary Duff, Solargenics, and Kathy Van
Zeeland, StyleMark stated.
Bill DeYo, CEO of Motive Eyewear
added, “We are excited about being part
of the StyleMark family. StyleMark has
an excellent reputation, with strong
brands and distribution in a broad range
of channels. Our reading glass line and
optical frame lines will compliment an
already strong portfolio of products.”
Motive Eyewear will continue to maintain their design offices in New York
and distribution based in Anaheim,
Calif.
The companies will maintain their
own design, marketing, and sales teams
to allow customers unique choices within each company’s brands, StyleMark’s
statement said. Overall, StyleMark will
sell over 70 million pair of eyewear, generating approximately $360 million in
sales. The company will distribute in 67
countries with over 800,000 square feet
of distribution and manufacturing along
with 800 employees. II
Pearle Europe Parent HAL Holding
Acquires Two Brazilian Chains
MONTE CARLO—HAL Holding, parent of
the Pearle Europe chain and other European optical retailers, recently acquired
two Brazilian optical retail chains.
The first acquisition, completed in
mid-September, was of Fábrica de
Óculos, based in Salvador, Brazil.
Fábrica de Óculos owns 29 stores
located in the Brazilian states of
Bahia and Sergipe. The chain did
approximately €14 million in sales
last year, according to HAL.
In mid-October, HAL signed an
agreement Brazilian optical and
photo chain Fotoptica, based in São
Paulo.
Fotoptica has 68 stores (39 of
them franchised) in the Brazilian
states of São Paulo, Minas Gerais,
Rio de Janeiro and Santa Catarina.
HAL said that chain’s 2006 net
sales were approximately €21 million.
The Fotoptica transaction is
expected to close before the end of
November.
These were HAL’s second and third
acquisitions of optical chains this
year. On April 30, the company
closed on the acquisition of a 30
percent interest in Swiss optical
chain Visilab.II
According to Hilsinger president Bob more than 170 Rx safety frame styles
Nahmias, “Eye protection is an area of across a wide range of materials, funcincreasing focus for our company and tionality, and price points. OnGuard’s
for many of our customers. OnGuard operations have been relocated to
fits in perfectly with our business strat- Hilco’s Massachusetts headquarters to
egy as it enables us to
present more innova- “Eye protection is an area of
tive growth opportuniincreasing focus for our company
ties to our valued cusand for many of our customers.”
tomers.
OnGuard’s commit—Bob Nahmias, Hilsinger
ments to innovation,
quality, and customer service have propelled it to a leading market position enable customers to take full advanand we are thrilled to join forces with tage of ordering and shipping efficiensuch a dynamic, quality company.” cies. OnGuard’s field sales organization
Optiq, an affiliated company of will remain unchanged.
OnGuard, is not involved with the
Founded in 1956, The Hilsinger
transaction and will continue to be oper- Company is the largest supplier of
ated by the Nadler family.
accessories to eyecare professionals in
The combined OnGuard/A-2 prod- North America and the U.K. and is a
uct line will be sold under the leading provider of protective eyewear
OnGuard umbrella and will consist of for industrial and sports applications. II
NAVCP, Transitions Release Consensus
Paper from April Roundtable
INDIANAPOLIS—The National Asso- members and the industry at large, unifyciation of Vision Care Plans and Transi- ing them behind a consistent and contions Optical are making available a con- certed HR and consumer education
sensus paper summarizing discussions effort,” he said.
from a NAVCP medical advisor round“The medical aspects of vision wear
table, held during the association’s annu- is one area that clearly needs to be
al conference in April. The event, sup- defined and is well supported by the
ported by an educational grant through consensus paper,” said Pat Huot, busithe Transitions Partners in Education ness manager, managed vision care, for
program, addressed the need for con- Transitions. “Because eyeglasses are
sumer education on the value of vision often seen as a fashion accessory—as
care plans.
shown by the amount of time spent on
The resulting paper, “Addressing the selecting frames versus lenses—
Need for Education on the Value of they’re not always recognized as a
Vision Care Plans,” identifies the lack of device to protect and enhance vision.
emphasis on vision
“The medical aspects of vision wear
care in comparison to
dental and other is one area that clearly needs to be
health benefits pack- defined and well supported by the
ages, and stresses a
need to educate con- consensus paper.”—Pat Huot, Transitions
sumers—and HR
professionals—on the importance of reg- We need to make sure consumers
ular eyecare and quality vision wear in understand the everyday health beneachieving overall health and wellness.
fits that lens options, such as anti“To ensure eyecare receives the recog- reflective coatings and photochromics,
nition it deserves from HR professionals, can provide.”
and ultimately consumers, we must
The NAVCP board is currently
change their perceptions of vision care reviewing the consensus paper and
plans and make sure they truly under- making plans for task force developstand the link between eye- and overall- ment in 2008. Industry professionals can
health,” said Steve Ingram, NAVCP request a copy of the paper, or download
executive director. “We are hopeful the a PDF version, via the NAVCP Web
strategies discussed during the round- site, www.NAVCP.org or the Transitions
table will serve as a call-to-action for our Web site, www.Transitions.com. II
10/16/07
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Vision-Ease Licenses Coppertone
For Polarized Lenses
RAMSEY, Minn.—Vision-Ease Lens
has entered into a partnership with
Schering-Plough HealthCare Products to
license the company’s Coppertone
brand for a line of polarized polycarbonate sun lenses. Through the agreement,
which covers North America, VisionEase Lens will manufacture Coppertone
branded lenses that will feature its
patented polarized film technology.
“Coppertone is best
known for its
commitment
to superior
sun protection,”
said
Michael Ness,
vice president
of sales and
marketing,
Vision-Ease Lens. “With the trust of the
Coppertone name, we will be able to
help educate consumers about polarized sun lenses and relay the message
that sun protection for your eyes is just
as important as sun protection for your
skin.”
According to Vision-Ease, Coppertone
polarized lenses block 100 percent of
harmful UV light and eliminate 97 per-
cent of reflected glare as well as guard
against HEV (high energy visible) light.
“This extension of the Coppertone
brand is quite logical, since the key benefit of Coppertone sunscreen is protection from sun damage,” said Ness. “Our
partnership with Schering-Plough HealthCare Products, Inc., boosts both of our
offerings to collaboratively protect consumers from the sun.”
Coppertone prescription lenses will
be available in single-vision, bifocals and
Illumina progressive lenses. The lenses
are offered in HEV brown, with a gray
version to follow.
In the first quarter of 2008, VisionEase will kick off a Coppertone promotional program through wholesale and
ECP channels, said Jay Lusignan, VisionEase marketing communications manager. II
Shamir Honors Labs, ECPs
At 10th Anniversary Party
LAS VEGAS—Shamir
Insight drew over 300
guests to its annual customer appreciation party
held at the Venetian
Hotel during International Vision Expo West. The
lens company, which was
celebrating its 10th
anniversary, used the
occasion to present several special awards. Market
Optical of Washington
was named ECP of the
Year; Prodigy Optical of
Richmond, Minn. was George Lee, president of Rite-Style Optical (second from left), acceptnamed Emerging Lab of ing Shamir Insight’s Lab of the Year award from, left to right, Matt
Lytle, Lance Bergeron and Raanan Naftalovich of Shamir Insight.
the Year; Cheryl Boehm
of Walman Optical, Minneapolis, Minn. end of each day, Shamir raffled off a stay
was named Lab Sales Consultant of the at the Ritz Carlton. The three lucky
Year; Rite-Style Optical of Omaha, Neb. grand prize winners were Ray Chin of
was named Lab of the Year.
Santa Clarita, Calif., Tyson Kales of
Shamir’s Deluxe Diamond Giveaway Reno, Nev. and Nancy Spears of Grand
promotion was a big hit with show Rapids, Mich.
attendees. Participants walked away
The night ended with a bang, when
with commemorative fans, Shamir free- Shamir gave away a one-carat diamond
fits and diamond set watches. At the to an unsuspecting partygoer. II
New Law in Illinois Requires Eye
Exams for Children Entering School
SPRINGFIELD, Ill.—With the support
of the Illinois Federation of Teachers
(IFT) and the Illinois Optometric Association (IOA), the General Assembly
passed SB 641 into law this month,
requiring comprehensive eye examinations for children entering kindergarten or
enrolling for the first time in public, private, or parochial elementary schools in
Illinois. Acting on behalf of students, parents and teachers, the General Assembly
overrode Gov. Rod Blagojevich’s amendatory veto. Illinois becomes the third state
in the U.S. that requires eye exams for
children entering public schools.
The amendatory veto would have
allowed various health professionals
who are not specifically trained in the
eye and who may not have the appropriate equipment to perform eye exams.
The General Assembly rejected that
approach, insisting that only qualified
eye doctors—such as optometrists and
ophthalmologists—can conduct exams.
“Clear and comfortable vision is
essential for learning, and this new law
will help Illinois children succeed and
reach their full potential,” Ed Geppert,
Jr., president of the IFT, said. “This
measure will help children read and see
chalkboards more clearly. All Illinois
children deserve the tools they need to
fulfill their potential, and our students
will benefit from this law.”
The new law takes effect Jan. 1, 2008,
requiring eye exams within one year
prior to kindergarteners starting school
in the fall, and for all students who are
entering a school in Illinois for the first
time. Proof of the required eye examination must be submitted by Oct. 15 of
each school year. Additional vision
examinations at various grade levels
may be required when deemed necessary by school authorities.
“Comprehensive eye exams are the
best way to diagnose eye and vision
problems in children early, before they
interfere with a child’s ability to learn,”
said Charlotte Neilsen, OD, president
of the Illinois Optometric Association
and a Grayslake optometrist. “The IOA
is proud to support true leaders like
Sen. Deanna Demuzio (D-Carlinville)
and Rep. Jil Tracy (R-Quincy) and the
Illinois Federation of Teachers in the
effort to make children’s vision and
classroom learning a top priority.
Thanks to the General Assembly’s leadership, Illinois now leads the nation
with the best eye health care requirements for children.”
Illinois joins Kentucky and Missouri
as the third state in the nation requiring
eye exams for children entering public
schools. Since the Kentucky law requiring eye exams was enacted seven years
ago, 13 percent of Kentucky children
have been identified as needing corrective lenses, 3.4 percent diagnosed with
amblyopia, and 2.3 percent diagnosed
with strabismus.
“Vision disorders are considered the
fourth most common disability in the
U.S., though many vision problems in
children are preventable or treatable if
caught early on,” said Peter H. Kehoe,
OD, FAAO, president-elect of the AOA
and a Galesburg optometrist. “With
nearly 25 percent of school-age children
suffering from vision problems, this law
is necessary to help detect problems
and treat and prevent diseases that can
cause vision loss.” II
Hoya Names ‘Go for the Green’
Winner at Drawing Held at Expo
LAS VEGAS—John Cheng of Torrance,
Calif., won Hoya Vision Care’s “Go for
the Green” drawing at Vision Expo
West in Las Vegas. Each day at Vision
Expo West, attendees registered to have
a chance to become one of 10 daily
semi-finalists for the grand prize drawing, a Lexus GS 450h two-year lease or
a cash option of $30,000. Attendees were
also eligible for the daily drawing for two
GPS units and two ipods.
“Eyecare professionals who sell qualifying Hoyalux progressive lenses can
still enter to win the Lexus GS 450h
and many other enticing prizes through
our Go for the Green promotion. Pro-
John Cheng of Torrance, Calif.
exulting as he was named the
winner of Hoya’s “Go for the
Green” drawing. He chose the
cash option of $30,000.
motion information is available from any
Hoya authorized distributor or by visiting www.hoyagogreen.com,” said Steve
Koufos, vice president of marketing and
strategic planning for Hoya Vision Care,
North America.II
If all you see
are lenses,
why not take
another look?
Transitions can help you take better care of
both your patients and your business.
Producing the world's leading photochromic lenses is an important part of what we do. But
that's not all there is to Transitions Optical. We can actually help you promote and provide
better vision care. The Transitions® Partners in Education™ program offers product and
clinical education along with counseling to help you better examine your patients and
recommend eyewear that promotes long-term eye health. The Transitions® Healthy Sight
for Life Fund helps eye health–related causes around the world, while our outreach and
educational programs offer tools for teaching eye health in schools. And our consumer
advertising and public relations programs help bring more patients to you while raising
awareness of our shared concern about sun damage. These are just a few of the ways we
can help. If you'd like to see more, contact us.
1.800.848.1506 transitions.com
Lenses meet AOA
specifications for blockage
of UVA and UVB rays.
1
#
recommended
Transitions and the swirl are registered trademarks and Healthy sight in every light and Transitions Partners in Education are trademarks of Transitions Optical, Inc. ©2007 Transitions Optical, Inc. Photochromic performance is influenced by temperature, UV exposure, and lens material.
2:54 PM
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Jon Gruen, With Harvey Ross as Partner, to Buy Back Grueneyes
NEW YORK—Optical retailing veteran, Jon Gruen, is buying back the
eight-unit Grueneyes high-end optical
retail stores from Toronto-based HSD
Partners and will be returning to
active involvement in the optical
industry as president and CEO of the
new company.
Gruen’s partner in the deal is Harvey
Ross, founder and former chairman of
Viva International Group, who is participating through his company, Ross
Holdings, and will be chairman of the
new company, playing a strategic advisory role.
The two told Vision Monday that
the agreement was signed last month
and that the deal closed by the end of
September.
Jon Gruen started his first Gruen
Optika store in Manhattan in 1971.
Ten years later, he expanded that original store and over the next nine years
opened a series of additional locations
on the East and West Sides of Manhattan, including a store in East
Hampton, N.Y.
He sold an 80 percent interest in
Gruen to HSD Partners in 2000,
remaining on the board for a few years,
and ended his involvement in July
2003, focusing on the real estate business and other activities since then.
Under then-CEO Terry Smith, HSD
changed the names of the stores to
Grueneyes, and an additional store
opened in Greenwich, Conn.
Gruen told VM, “In the last couple of
years, a few suitors began to inquire
about buying the operation. But I began
discussing the situation with Harvey
Ross, after he sold Viva—our relation-
ship goes back more than 30
years. We are good friends and
have similar ideas. He’s one of
the most knowledgeable people
in the optical industry and will
be a great advisor to the business.”
He continued, “We are interested in expanding the operation, where it makes sense. We
will continue to target a fashionable, sophisticated clientele with
the highest quality professional Grueneyes currently has eight loactions. This interior is in
and personal customer service. Greenwich, Conn.
There is also a real opportunity for us to “I’ve known Jon for a long time and
focus on unique product that can set our really look forward to working with him
on Grueneyes. We definitely see a need
stores apart from competitors.”
Stated Ross, who has also become out there to develop stores that have a
involved in real estate, entertainment unique niche.”
and other investments since he sold
The new company will be based in
Viva to Highmark in February 2005, New York. II
DR. JIYEN SHIN, O.D.
Golden Vision
Optometric Centers
Los Angeles, CA
Internet Eyewear Purchases Seen Growing: VisionWatch
LAS VEGAS—Although few consumers currently use the Internet to buy
their eyewear, the Web is expected to
grow as a tool for purchases of prescription eyeglasses, sunwear and non-Rx
readers, according to the latest consumer survey by VisionWatch released
on the eve of International Vision Expo
West at a meeting of the Vision Council
of America (VCA) statistics committee.
VisionWatch, a continuing survey of
100,000 consumers annually, is a collaboration of VCA and Jobson Optical
Research.
According to Steve Kodey, VCA’s
director of optical industry research,
while the Internet is used by many
consumers for general retail shop-
bought readers said they had used the
Internet in any capacity when making
those purchases.
Of the 1,206 consumers responding
to the survey who had recently bought
Rx eyewear, only four had bought that
eyewear online; of the 554 who bought
non-Rx readers, only four of those as
well made their purchases via the
Internet. And just 83 of the 2,400
respondents who had purchased sunglasses bought their plano sunwear
online.
Kodey said the VisionWatch survey
indicates that many consumers avoid
the Web for buying eyewear because
they like selecting and trying on frames
in person. A significant number of
“Only a small minority are
currently using the Web to
shop for eyewear.”
—Steve Kodey,
Vision Council of America
ping—with about of half of those surveyed reporting they went online to
shop—“only a small minority are currently using the Web to shop for eyewear.” When VisionWatch queried consumers who had recently bought
eyeglasses, sunglasses or readers about
their buying process, only 8 percent of
respondents who had purchased sunwear, 5.9 percent of Rx eyeglass purchasers and 2.7 percent of those who
respondents also said they didn’t use the
Internet because they already had a
trusted relationship with their eyewear
retailer.
As for future buying intentions, indications are that young and/or wealthy
Americans, as well as those who
already use the Internet for shopping
functions, are most likely to use the
Web with greater frequency in the
future. Among VisionWatch respon-
Consumers Using the Internet—In Any Capacity—
8.0%
To Buy Eyewear
5.9%
2.7%
Rx Sunglasses
Plano Sunglasses
Yoga and meditation
allow me to center and
regroup myself from the
hecticness of modern
life. As I believe in trying
to live and perform
at my own highest level,
Luxottica’s devotion
to excellence resonates
well with me.
‘‘
WEB_PDF
Luxottica
&me
Non-Rx Readers
SOURCE: VISIONWATCH, A STUDY CONDUCTED BY JOBSON/VCA
dents aged 18 to 34, 25.5 percent said
they might use the Internet to examine
or determine the eyewear brand to be
purchased, while 16.5 percent of that
group said they would go online to
examine or determine the retailer from
which to buy.
However, only 10.2 percent of this
age group said they would use the Internet to “possibly” buy eyewear, while
another 7.3 percent said they would
“probably” use the Web to make an
eyewear purchase.
One company with strong confidence about the future of online eye-
wear sales is FramesDirect.com, whose
founders—Dhavid Cooper, OD, and
Guy Hodgson, OD—spoke at the
VCA meeting. They said the 10-yearold site gets between 30,000 and
40,000 visits daily, and does “tens of
thousands” of Rx eyewear and sunwear sales annually.
FramesDirect.com uses proprietory
FrameFinder technology to let prospective customers “try on” eyewear; Cooper and Hodgson urged eyewear vendors
at the meeting to work with them to
display their collections on the site.
—Cathy Ciccolella
To learn more about Dr. Jiyen Shin and the advantages of partnering with Luxottica go to www.luxandme.com
sm
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Advanced Medical Optics Realigns
Management, Brings in New CFO
SANTA ANA, Calif.—Advanced Medical Optics (NYSE: EYE) has hired a
new chief financial officer, while realigning responsibilities of two members of
its management team.
Effective Oct. 15, Michael Lambert
becomes the company’s executive vice
president and chief financial officer.
Lambert was previously senior vice
president and CFO of Quest Software.
Richard (Randy) Meier, who has been
Advanced Medical Optics’ CFO and
chief operating officer, continues as COO
with additional responsibility for management of the company’s cataract/implant
business and global customer services
function. Meier also maintains his existing management responsibilities for
AMO’s eyecare business and global manufacturing and supply chain operations.
C. Russell Trenary III, previously
president of the company’s cataract/
implant business, is now executive vice
president of global public policy and
medical education, encompassing all of
AMO’s businesses and product lines.
Both Meier and Trenary continue to
report directly to James Mazzo, chairman, president and chief executive officer, as does Lambert. II
Crystal Clear Vision Names Drawing Winner
LAS VEGAS—Frame vendor Crystal
Clear Vision Group held a drawing at
International Vision Expo West. The winner—Snow Canyon Eye Center of St.
George, Utah—was presented with a 40place inventory of the company’s best sell-
ing frames, according to Steve Jacovsky,
national director of sales and marketing.
Among the inventory were samples from
the company’s new Katana line featuring
a variety of fashion forward designs including a collection of aluminum styles. II
Vision Dynamics Acquires Assets
Of R.I.-Based Sungate
LOUISVILLE, Ky.—Vision Dynamics, parent company of Optical Dynamics, has
acquired all the assets of Sungate LLC
of Warwick, R.I. Sungate was owned by
Bob Miniutti, who co-owns Vision
Dynamics together with Daniel
Beaulieu. The purchase price was not
disclosed.
Sungate uses patented processes
that converts clear polycarbonate
lenses to proprietary eyewear, safety wear and sunwear products. The
company’s Uniform Density Technology (UDT) enables sunlenses with IR
protection to be produced without
tinting, according to Vision Dynamics.
With UDT any color lens can be
created without fading or “bull’s-eye”
issues. Another company creation is
called Color Mag Spectral Amplifica-
tion Technology. These lenses stabilize the neutral colors and magnify
the primary colors, thereby enhancing contrast and increasing depth
perception.
“This acquisition broadens our portfolio of technological breakthroughs
expanding our product line and accelerating market growth,” said Jeff
Plank, chief executive officer of Vision
Dynamics.
Sungates’ production facility will
be moved to the Vision Dynamics
facility in Louisville Kentucky within
the next 30 days, according to Vision
Dynamics.
In January, 2007, Vision Dynamics acquired all the assets, patents
and trademarks of Optical Dynamics, an ophthalmic lens technology
supplier. II
2007 ADULT EYE EXAM EXPERIENCE
INSIGHT SURVEY NOW AVAILABLE!
Three years of data trended
Compares the experiences of
those who had an eye exam at
$
99
an independent vs. chain
How do your eye exams measure up?
This study is designed to provide a distinct reference on an important segment of the market:
the eye exam. Based primarily on the American Optometric Association (AOA) guide, the
2007 Adult Consumer Eye Exam Experience Insight Survey features exclusive information on
the perceptions and attitudes of adults on the eye exam process. Perceptions of consumers
who have vision care insurance compared to non-plan participants included.
For more information contact Beth Briggs 212-219-7825 bbriggs@jobson.com
00
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VisionWeb Unveils New Services, Training
VisionWeb’s monthly insurAUSTIN, Texas—Celebratance transaction-processing
ing its fifth anniversary this
service or as a stand-alone
year, Internet portal Visionservice.
Web recently unveiled a new
Mike O’Malley, Visionelectronic remittance advice
Web’s chief operating officer,
(ERA) management service
said the new ERA managedesigned to allow its members
ment service “allows us to
to manage electronic remitoffer a more comprehensive
tance advice from their insursolution to eyecare providers
ance payers, a coding consultfor managing the processes
ing service developed to help
and cash flows involved with
eyecare practices with their
insurance processing.”
coding processes and billing
Also new from VisionWeb
departments, and an online
is a coding consultant servtraining program covering its
ice, available on a contractuservices.
al basis to help eyecare pracThe expansions to Vision- VisionWeb’s (l to r) Mike O’Malley; Stan Yamane, OD; and Jeff Saddington
tices identify areas of
Web’s offering to users were announce the company’s new programs during Vision Expo West.
opportunity for improved
announced during Internaremittance information by provider, claim reimbursement rates and cash
tional Vision Expo West.
VisionWeb’s new ERA service auto- payer, date range, check number or pay- flow. The basic coding consultant servmatically interprets remittance informa- ment method; claims summaries pro- ice includes an evaluation of current
tion from payers and delivers it elec- vide information on and reasons for billing techniques, recommendations
tronically to ECPs in place of paper adjustments, denials or payment reduc- for improvement, and training/educaexplanations of benefits (EOBs). Search tions. The ERA management service is
options allow them to search and sort available by subscription as an add-on to
tion as needed. “Insurance coding and
reimbursement has historically been
challenging for many practices. Our
goal is to provide practices with the
insight and proper knowledge to effectively manage this vital part of their
businesses,” said Jeff Saddington, president and chief executive officer of
VisionWeb.
The new VisionWeb online training
sessions, launced in mid-August, are
conducted live on the Internet by company representatives. Participants get
training, tips and shortcuts on VisionWeb’s spectacle lens, contact lens and
frame-ordering and insurance transaction-processing services, and have access
to a recording of the training session
plus downloadable guides for later reference or additional staff training.
The free sessions, open to all ECPs,
are available at various times during the
day, several days each month.
—Cathy Ciccolella
We’ve
made it
easy to
share
the
vision
Jobson Strengthens Partnership
With Carl Zeiss Through Wink
Protect your investment
and safeguard your lenses with
Eurolens® Superior Lens Saver Tape.
Please visit us at the OLA show, November 15-17 at Booth 227
Expertly manufactured in Belgium,
Eurolens® signature Lens Saver Tape
provides superior, even adhesion and
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Available in standard 108’ (33 meters) rolls,
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P. O. Box 1618 La Jolla, CA 92038
NEW YORK—Jobson Medical Information LLC, has secured sponsorship
from Carl Zeiss Vision to fund educational and advertising content for use
through the WinkPad interactive patient
education tool. This sponsorship was
established to create an effective marketing channel for consumers to receive
educational and product messages individually targeted to them at the point of
treatment and sale.
WinkPad is an in-office patient educational tool that provides consumers with
needed information related to their specific needs. WinkPad presents a unique
way to educate patients on eye health
and vision correction options while they
are in the waiting room. Designed with
the patient in mind, WinkPad’s interactive nature encourages consumers to
learn more about the options available
to them in the waiting room, while
motivating them to purchase premium
products that are beneficial to their
vision. For the eyecare professional,
WinkPad offers an interactive and consumer friendly solution that drives sales
at the practice level, while enabling the
collection of high-value usage and feedback data.
By partnering with Jobson and Wink
Interactive, Carl Zeiss Vision is making
a strong commitment to fulfilling the
need for effective patient education in
the optical community. As a WinkPad
sponsor, Carl Zeiss Vision joins a growing number of the industry’s leading
manufacturers who have taken advantage of this unique opportunity to reach
a specific patient demographic which
will be ideally suited for their products
and services. Advertising messages will
be designed to build customer awareness and promote product knowledge
and education, while influencing patient
satisfaction, customer loyalty and sellthrough.
“WinkPad is a much needed resource
in the waiting room. When you present
consumers with an educational tool that
is interactive, you instantly capture their
attention, making them more open to
learning,” said Steve Mitrakos, Carl
Zeiss Vision’s vice president, marketing
for North America.
“With Carl Zeiss Vision’s partnership,
we are excited to provide practices with
even more premium product options to
offer their patients via WinkPad,” said
Marc Ferrara of Jobson.
Jobson Medical Information LLC, is
currently soliciting additional product
category sponsors for WinkPad content,
as well as identifying practices that are
eligible to receive WinkPads preloaded with content that can be customized to fit the specific needs of
their patients. II
®
Introducing HOYALUX iD LifeStyle
™
HOYA introduces the newest innovation in HOYA Free-Form™ Design Technology.
New HOYALUX iD LifeStyle, with award-winning Integrated Double-Surface
Technology, now makes it easy for more people to share the vision.
HOYA Free-Form™ Design Technology
Exceptional vision, made possible by:
• HOYALUX iD™ technology that separates the performance of the front and back surfaces
• Standardized vertical progression on the front surface
• Customized horizontal progression on the back surface for wider visual zones
• Balanced View Control Technology that integrates the two lens surfaces and eliminates
swimming sensations
HOYALUX iD LifeStyle Progressive lenses are available in two designs:
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© 2007 HOYA Corporation. All Rights Reserved. HOYALUX is a registered trademark and iD LifeStyle, iD, HOYA Free-Form, iD LifeStyle cd, HOYA Honors Program, SUPER HiVision, Hilux, Phoenix and EYNOA are trademarks of HOYA Corporation. Trivex is a trademark of PPG Industries, Inc.
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Marchon Signs With Karl Lagerfeld SAS for Eyewear
PARIS, France—Marchon Eyewear,
Inc. has announced an exclusive
worldwide licensing alliance with Karl
Lagerfeld SAS to design, manufacture
and distribute both sun and ophthalmic collections for men and
women under the Karl Lagerfeld
label starting with the 2008 collection.
Jardine and Lerner Formed Mondottica
to Distribute Shanghai Tang
NEW YORK—Michael Jardine, chairman of Hong
Kong-based Mondottica
International and industry
executive Ira Lerner, have
formed a joint venture owned
by both parties, Mondottica
LLC, to distribute luxury
eyewear in the U.S. and
Canada. Jardine and Lerner
are both managing directors
of the new company.
Mondottica International,
which has been expanding
its business rapidly, currently
has offices in London, Paris,
Hong Kong and Sydney.
The company designs and distributes
eyewear throughout Europe and Asia.
Lerner, owner of The Optical Marketing Group and ISL Technologies,
has helped develop and launch several
eyewear brands in the U.S. over the
past 20 years.
Mondottica LLC will open its New
York office to begin distribution of its
first collection in North America,
Shanghai Tang.
Shanghai Tang is the world’s first and
only Chinese luxury fashion brand, and
is owned by the multi-billion dollar
Swiss luxury conglomerate Richemont
Group, whose portfolio also includes
Montblanc, Piaget, Chloe, Alfred Dunhill, Van Cleef & Arpels and Cartier.
The Shanghai Tang Eyewear collection
includes both optical and sunglass
frames and uses Chinese legends and
themes, with a modern twist. II
Tura Renews Licensing Agreement
With Ted Baker for prical and Sun
GREAT NECK, NY—Tura L.P. and
Ted Baker, the U.K.–based clothing
designer and retailer, in partnership
with Hartmarx Corporation (NYSE:
HMX), have extended their current
license agreement through Dec. 31,
2011 for the production and marketing
of theTed Baker ophthalmic and sunwear collections.
“I am pleased to continue our partnership with Hartmarx,” said John Weir,
president of Tura. “We value the Ted
Baker collection, as it balances our
brand portfolio, offering a younger, contemporary point of view from a company with many years of experience and
hard earned reputation for service and
quality.”
“Tura remains an ideal partner for us,
sharing similar goals. We are pleased to
renew our agreement with Tura, a com-
pany with long standing history in the
fashion eyewear industry,” said Gary
Cohen, president of Ted Baker, USA.
“The success of our partnership thus far
confirms our mutual decision to move
forward focusing on color, details and
quality to create innovative designs.”
Tura launched the Ted Baker ophthalmic and sunwear collections to men
and women in October 2004 and March
2005 respectively. Hartmarx, which produces and markets business, casual and
golf apparel for men and women
through a broad range of retail channels,
formed a strategic partnership with Ted
Baker London in November 2000, acting as exclusive agent, master licensor
and licensee for all of Ted Baker men’s,
women’s and children’s categories marketed in the U.S., Canada, Mexico, and
Central and South America. II
“Dark glasses are like portable eye shad“It is with great pleasure that we
announce the launch of the eyewear col- ow and the world looks more beautiful
lection by legendary designer, Karl Lager- through tinted glasses,” said Karl Lagerfeld,” said Al Berg, president and CEO of feld. “Everybody looks 10 years younger,
Marchon Eyewear, Inc. “His influential that is why I wear dark glasses always.”
style and distinctive designs
will be offered in both sun and “His influential style and
optical frames and the exclu- distinctive designs will be
sive Karl Lagerfeld brand will
complement
Marchon’s offered in both sun and
expanding global portfolio.”
optical frames.”
The new collection has
—Al Berg, Marchon
been developed in collaboraKarl Lagerfeld SAS and its affiliates
tion with Karl Lagerfeld and the design
duo Christian Roth and Eric Domege, design, source and market the Karl
who are supporting Marchon on this Lagerfeld ready-to-wear collection, a
launch. The sunwear collection will high-end luxury collection which is
debut at retail in January 2008 and the designed and shown in Paris; in addition
eyewear collection in April 2008. Both to a contemporary men’s and women’s
collections will be sold worldwide in denim collection K Karl Lagerfeld and
select department stores and specialty an array of related accessories through
stores.
strategic licensing agreements. II
Sàfilo Group and Liz Claiborne
Renew License Until 2012
PADUA, Italy—Sàfilo Group (SFL:IM)
and Liz Claiborne Inc. (NYSE: LIZ), a
designer and marketer of women’s and
men’s apparel, accessories and fragrance products, have extended their
current license until the end of 2012
for the design, production and marketing of Liz Claiborne and Claiborne eyewear collections available in the American market. The agreement also
includes collaboration on a range of
proprietary Liz Claiborne Inc. brands
produced by Sàfilo.
“We are pleased to continue this
partnership which has enjoyed ongoing
success in the American market for
many years,” said Vittorio Tabacchi,
chairman of Sàfilo Group. “This agreement, that joins us until 2012, presents
a wonderful opportunity to consolidate
the popular brands of Liz Claiborne in
the American market.”
Sàfilo designs, produces and markets several Liz Claiborne eyewear col-
lections including, “Liz Claiborne”
women’s ophthalmic and sunglasses
which was launched in March 2003
and “Claiborne” ophthalmic and sunwear for men which launched in March
2004; as well as eyewear lines for a
range of proprietary Liz Claiborne Inc.
brands.
“Liz Claiborne is extremely pleased
to be extending our relationship with
Sàfilo Group,” said Benedetta Casamento, president of Liz Claiborne
Brands. “Sàfilo is a leader in high
range and luxury eyewear and has been
an invaluable partner in the development and marketing of many of our
eyewear collections.”
Liz Claiborne Inc. designs and markets an extensive range of branded
women’s and men’s apparel, accessories and fragrance products. The
more than 40 brands in the Liz Claiborne Inc. portfolio are available at over
30,000 points of sale worldwide. II
STREET SERIES EYEWEAR
NOT ONLY CATCHES THEIR EYES,
IT ALSO PROTECTS THEM.
Revolvr and Slik (shown above), part of our Street Series collection,
feature light, comfortable Grilamid shatterproof frames.
They’re young. They’re edgy. They’re
shatterproof. Introducing Wiley X
Street Series Eyewear. Youthful good
looks meets amazing functionality,
with sunglasses that are Rx ready
and ANSI safety certified. Did you
expect anything less from Wiley X?
Reichert Acquires IOPac Pachymeter
Products from Portable Ophthalmic Devices
DEPEW, N.Y.—Ophthalmic instrument
manufacturer Reichert recently acquired
the IOPac Palm-based pachymeter product line from Bettendorf, Iowa-based
Portable Ophthalmic Devices.
“The acquisition of this product
line…is a continuation of our strategy of
growing Reichert by extending the
range of products we offer,” said Tim
Levindofske, Reichert’s president and
chief executive officer.
IOPac pachymeters are now being
manufactured in and marketed from
Reichert’s facilities in Buffalo, N.Y. II
PLEASE CALL 1-800-776-7842 TO REQUEST A CATALOG OR TALK WITH A WILEY X ACCOUNT REPRESENTATIVE
WILEYX.COM
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22
Plastic
Photochromic Lenses
by Corning
Excellent value for money
Warm, comfortable colours
IN THE NEWS
NEWS VIEWS
Unilens Names Eschenbach
Exclusive Worldwide Distributor
LARGO, Fla. and RIDGEFIELD,
Conn.—Unilens Vision, based in Largo,
Fla., has named Eschenbach Optik as
the exclusive worldwide distributor of
the UniVision Low Vision Lens.
Eschenbach Optik of America, based in
Ridgefield, Conn., will serve as the
exclusive distributor for North and
South America and Eschenbach Optik
GmbH + Co will be the exclusive distributor in the rest of the world.
The UniVision Low Vision Lens is a
22mm acrylic lens that can be adhered
to the surface of any eyewear. The sim-
ple application process for the UniVision
Low Vision Lens allows the candidate
to try the lens on their eyewear in the
position desired before permanent
adhesion and purchase.
The UniVision system offers lenses
from +8.00D to +40.00D and they can
be removed to allow for repositioning or
for attachment to a different pair of carrier eyewear. A new UniVision diagnostic system, created through a collaboration between Eschenbach and Unilens,
was introduced to the market beginning
Oct. 1. II
FGX International Plans for
$91 Million IPO Per SEC Filing
The ideal lens to introduce your patients
to photochromic technology, at an affordable price.
NEW YORK—FGX International Holdings, parent company of the FosterGrant, Quantum Optics and Magnivision eyewear lines, plans an initial
public offering expected to raise
about $91 million after expenses,
according to a filing by the company
with the Securities and Exchange
Commission.
In the filing, FGX said the IPO of about
8.4 million shares is expected to be
priced at between $14 and $16 per
share. The stock will be listed on the Nasdaq Exchange under the symbol FGXI.
FGX plans to sell about 6.7 million
shares; another 1.7 million shares will
be sold by a group of its current stockholders, including primary shareholder
Berggruen Holdings North America.
The company said the proceeds from
the stock sale will be used to repay debt.
According to the filing, in the six
months ended June 30 FGX’s net sales
rose to $123.8 million, up from $96.5
million in 2006’s first half. Income for
the period was $3.4 million, vs. a net
loss of $4.3 million in the first six
months of last year. II
Joseph Andera, Past President
Of Stereo Optical, Dies
Excellent stress resistance
Strengthened UV cut-off
A new, high-performance photochromic lens
which meets the requirements for rimless frames.
It’s always better
to have a choice
SunSensors is a registered trademark of Corning Inc., Corning, NY
CAPE CORAL, Fla.—Joseph Andera,
retired past president of Stereo Optical,
Chicago, Ill. died here last month following a long illness. The former
mechanical engineer turned company
president, had a career in the vision testing field that spanned 32 years.
Andera was responsible for transforming Stereo Optical from a sevenperson manufacturing entity to its
position as one of the top producers of
vision screening, contrast sensitivity,
three-dimensional and retinoscope
products.
Thomas Judy, past chief operating
officer of Stereo Optical Company and
long time friend of Andera said, “Joe is
a credit to Stereo Optical, and the engineering profession as a whole. During
his career with Stereo Optical, he was
the driving force behind the company’s
many new product development efforts,
all of which proved extremely successful. We can look back at a lifetime of
achievement, and know he made a genuine difference in the lives of countless
people throughout the world.”
In addition to his work at Stereo Optical, Andera was the recipient of the
“2001 Person of Vision Award” from
Prevent Blindness America and played
a key role in the founding of the International Academy of Sports Vision,
which established an annual achievement award in his name about 15 years
ago. He also was an active member of
the Palatine, Illinois Kiwanis Club for 20
years.
Andera is survived by his wife Lee
and four sisters. In lieu of flowers, donations to Prevent Blindness America are
encouraged. II
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Sàfilo’s Tabacchi Elected President of ANFAO and MIDO
LONGARONE, Italy—At the annual
general meeting held here last month,
Vittorio Tabacchi, “Knight of Labor”
and chairman of Sàfilo Group was elected the new president of ANFAO and
MIDO. Tabacchi was formerly president
of ANFAO, the Italian eyewear manufacturers organization, in 2001-2003.
and Personal Accessories, FIAMP.
Tabacchi will retain operating authority for the CDV, the “Eyecare Commission,” a body that brings together scholars in different disciplines that has an
active role in informing and guiding
public opinion, with information and
awareness campaigns on the issues asso-
“I am very pleased to accept this
prestigious appointment in an industry
such as eyewear, which is widely
recognized as one of the great
strengths of Italian economy.”
—Vittorio Tabacchi, Sàfilo
The general meeting also elected five
vice presidents of ANFAO with specific operating authority: Paolo Cannicci,
Dan Levi, Cyrille De Montvalon, Valter
Da Rin, and Cirillo Marcolin, who is
now past president.
Dan Levi, in charge of MIDO, the
annual exhibition, and Cyrille de Montvallon, representing the lens group, were
confirmed for a second term, while the
following new entries have joined them:
Paolo Cannicci, in charge of promotion
and internationalization, and Valter Da
Rin, in charge of the ANFAO Labor
Committee; Cirillo Marcolin will be in
charge of relations with Confindustria
and the Trade Federation of Fashion
ciated with eyecare and eye health.
The general meeting also appointed a
new board of directors, with 10 members: Nicola Del Din (Pramaor), Massimo De Rigo (De Rigo), Stefano Larcher
(GB Occhialeria), Giannino Lorenzon
(Sàfilo), Cesare Massacesi (Joint Project),
Cristiano Milone (Mirage), Paolo Seminara (Italian Style), Renato Sopracolle
(occh. Sopracolle), Enrico Tormen (Look
Occhiali), and Gianni Vetrini (Barberini).
Appointments to the MIDO board of
directors are: Paolo Baiocchi (Intercast),
Elena Berton (Arlecchino), Mario Mella
(Luxottica), and Silvio Vecellio Reane
(Allison).
Tabacchi said, “I am very pleased to
Wiley X Licenses Its Climate Control
Technology to Bushnell/Bolle
LIVERMORE, Calif. — Wiley X Eyewear, a leading provider of protective
eyewear systems for military and outdoor enthusiasts, has signed a licensing
agreement with Bushnell Outdoor
Products.
The royalty-based agreement permits
Bushnell, the Overland, Kansas.-based
sports optics company that owns and
distributes the Bolle and Serengeti eyewear brands, to utilize Wiley X Eyewear’s patented “Climate Control Technology with Facial Cavity Seals” in
specific sunglass models.
The technology uses removable,
durable, symmetrically vented foam
gaskets that lock securely into lightweight ANSI certified frames. The first
Bushnell model to be offered with this
patented technology will be the new
Bolle Traverse sunglass/goggle system.
The agreement also opens the door
for Wiley X Eyewear technology to be
featured on new Bushnell sunglass
brands/models to be launched later this
fall, the company said.
“Our exclusive Facial Cavity Seal has
been often imitated, but yet never
duplicated,” said Wiley X Eyewear vice
president of sales, Myles Freeman, Jr.
“We’re very excited to see an important
industry force such as Bushnell recognize the benefits and advantages of our
patented technology. We are proud to
be associated with such a fine organization and are excited about future opportunities under this agreement.” Phil
Gyori, vice president of marketing,
Bushnell Outdoor Products, added,
“The Traverse is an exciting new product within the Bolle performance collection. It is loaded with technical features and provides the ultimate in utility
for athletes and outdoor enthusiasts.
Our relationship with Wiley-X has been
very positive and we were happy to collaborate with them in order to add extra
functionality to this product.” II
accept this prestigious appointment in an
industry such as eyewear, which is widely recognized as one of the great
strengths of the Italian economy. I would
like to thank Cirillo Marcolin for his eight
years as president, focused on improving
this image around the world. Together
with the vice presidents and directors, I
have been appointed to undertake an
important task, which I will carry out
with commitment and great passion.
“Italian eyewear encompasses a boundless culture that is based on the values of
style, creativity, and quality, but at the
same time research, innovation, and professionalism. To sum all of this up in just
three words, it is ‘Made in Italy.’ To reinforce our success in an increasingly competitive international market, we must act
together by adding to this heritage. A winning business culture is also based on the
sharing of these values, constantly focus-
ing on the future that awaits us.”
Handing over his duties, Cirillo Marcolin stated, “I have enjoyed great satisfaction in doing this job over the past
several years; from having organized 20
shows on the world’s leading markets,
generating attention and promoting the
culture of Italian eyewear, a tradition
that we have successfully exported even
to younger markets, such as Russia and
China, to having left tangible marks of
Italian style on the most competitive
markets, such as France and the U.S.
But perhaps the greatest satisfaction has
been that of having taken MIDO to the
new Pavilions of the Rho-Pero Trade
Fair, finally giving it a venue where it
can compete with the best international
trade fair structures. I am leaving this
inheritance to my colleagues, certain
that it will serve as a springboard
towards new, important goals.” II
First Young President’s Organization
Optical Industry Roundtable Held in Las Vegas
LAS VEGAS—The inaugural meeting of the
Young President’s Organization Optical
Industry Roundtable was held here on Oct.
3, before the start of Vision Expo West.
The YPO is a worldwide club made up
of more than 11,000 chief executive
officers and presidents of companies in
over 90 countries. Its primary purpose
is to help to create “Better Leaders
through Education and Idea Exchange.”
YPO encourages various types of networking among its members; one platform for this is the industry roundtable,
where YPO members from a particular
industry come together regularly to
meet and learn from one another.
Attending the first optical YPO meeting were Reade Fahs of National Vision,
Erich Sternberg of Always Care Benefits/Starmount Life Insurance, Mitch
Barkley of Viva International, Barry
Ballen of Gilbert Displays, Marty Bassett of Walman Optical, Patrick Devlyn
of Devlyn Optical, Hermann Menrad of
Menrad, Jeffrey Payne of ICare Industries and Chris Shyer of Zyloware.
Organizers of the optical industry
roundtable have identified more than 20
YPO members heading companies in
the eyecare/eyewear industry, and
intend to have similar events at Silmo,
Vision Expo East and MIDO. II
Alcon, Prevent Blindness Partner for
Eye Screenings at AARP Annual Meeting
BOSTON—At the 2007 American Association of Retired Persons’ (AARP)
recent annual meeting here, Alcon
(NYSE: ACL) joined with Prevent
Blindness America to educate Baby
Boomers about practical approaches to
maintaining healthy eyes and good
vision. Alcon and Prevent Blindness
America facilitated more than 400 complimentary eye screenings at the meeting. Alcon also sponsored several informational presentations about glaucoma,
cataracts and dry eye.
In addition, Alcon and PBA encouraged meeting attendees to speak with
onsite eyecare practitioners about specific eye health concerns and offered educational literature and product samples.
“By partnering with Prevent Blindness America and eyecare professionals
from around the country, we were able
to outreach to thousands of Boomers
about vision at the AARP meeting,”
said Cary Rayment, Alcon’s chairman,
president and chief executive officer.
“Together, we raised vision awareness
and promoted proactive eye health management among older Americans, and we
look forward to building upon this important message in the future.” II
Transitions Online Marketing Tool
(TOM) Educates Patients While
Promoting ECP Practices
The summer season has passed and the kids have returned back to school. With the carefree days of summer left
behind, it’s time to shift gears and remind patients about the importance of healthy sight. As the leading
manufacturer of photochromic lenses, Transitions encourages eyecare professionals (ECPs) to go beyond simple
vision correction by promoting healthy sight among their patients. To help ECPs achieve this goal, Transitions offers
the Transitions Online Marketing (TOM) tool, a complimentary and versatile marketing resource.
Marketing Made Easy
One of the newest tools on TOM is
Launched in 2003, the TOM tool is a one-stop online source where ECPs
a back-to-school postcard that
can create custom point-of-sale (POS) tools, print advertising and
ECPs can personalize and send to
promotional materials and download useful practice management tools.
parents to encourage them to
The TOM tool is an invaluable resource for ECPs to promote their
bring their children in for eye
practices, allowing them to execute their marketing strategy at no cost
exams. The postcard includes
and in just a matter of minutes.
statistics on the importance of
healthy vision and how it relates to peak
Transitions understands the importance of making each practice stand out
performance both in and out of the classroom.
on its own, and not be labeled as a generic practice. Each practice prefers
ECPs can give these postcards their own personal
to exhibit its own style and approach to vision care that suits the needs of
touch by choosing from an array of colorful images,
its specific patient base, differentiating them from their competition. As
designs and two lines of custom messaging.
patients tend to respond more to ads and point-of-sale materials that they
can identify with, many ECPs prefer to target their patient base in relation to
Another useful resource is the Sight Line patient newsletter which ECPs may
their respective demographics. With the TOM tool, ECPs can better market
use to communicate their back-to-school message. A library of articles is at
to specific groups within their practices or region by creating effective,
their disposal to tailor the content of the newsletter to their liking, along with
targeted promotions.
an area to upload their practice information. In fact, Sight Line is an excellent
way to not only remind parents about the back-to-school season, but can be
The materials currently available on the TOM tool include:
• Inserts for counter cards
and dispensing mats
• Patient reminder cards
• Community/local ad templates
• Val Pak and Yellow Pages ads
• Patient newsletters
• Medical history questionnaire
• Custom Eyeglass Guide
used throughout the year to inform them on the importance of healthy sight
for their kids.
End of Year Benefits
As the end of the year approaches, the TOM tool can also be beneficial.
Many patients may still have dollars remaining in their flex spending accounts
which will need to be used before the year is over. This presents the perfect
opportunity for ECPs to get patients into their office. ECPs can use the TOM
tool to encourage patients to take advantage of their remaining flex spending
dollars by reminding them to get their vision screened in preparation for the
new year, update their lenses or to consider purchasing a second pair of
Customized Messaging for Seasonal Needs
frames.
The messaging on each piece can be changed to match each practice’s needs.
Customizable options include information such as unique headlines, seasonal
Limitless Options
messages, a library of images reflecting different ages, gender and ethnicities,
With so many options to choose from on the TOM tool, the possibilities are
special offers and promotions and practice information. ECPs can also choose
endless for ECPs to convey their practice’s message. As each season
from a variety of templates with information on package pricing, back-to-school,
arrives, ECPs can use the TOM tool to alter their message as appropriate.
every day comfort and convenience and glare and UV protection.
As its customers’ marketing needs change and grow, Transitions’ goal is to
expand the TOM tool into an even more robust tool by providing ECPs with
One of the most important advantages of the TOM tool is the ability for ECPs
easy access to customizable advertising and other powerful marketing tools
to customize their marketing message as the seasons change. In the
to brand their practice. Through consistent use of the TOM tool, ECPs and
summer months, ECPs can use the TOM tool to remind patients about the
Transitions are aligning their messages, creating a synergy that will enhance
importance of UV protection while enjoying outdoor activities.
their practice’s message. By leveraging patients’ awareness of the Transitions
brand, eyecare practices can reinforce the need for healthy sight and the
Kids and Back-to-School
value they bring as a provider of healthy sight solutions.
With the fall season well underway, the TOM tool may be used to cater to
kids and their back-to-school needs. Healthy vision and learning go hand in
hand, and uncorrected vision can directly affect a child’s learning. Therefore,
it is extremely important for parents to bring their children in for routine eye
exams every school season.
(800) 848-1506 www.TransitionsTOM.com
Transitions and the swirl are registered trademarks and Healthy sight in every light is a trademark of Transitions
Optical, Inc. Photochromic performance is influenced by temperature, UV exposure and lens material.
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bringing our total to 10 locations, so we
need to increase our lab capacity.”
This was the first Expo West in three
years for Wayne Mundis, OD, of Dallastown, Pa., and he found this year’s edition to be “a lot bigger, and more like
the New York show.” Added Mundis, “I
came looking for a digital imaging system, and it was nice having four manufacturers all near each other so I could
compare their products.”
Stephanie Haenes of Art of Optiks in
Wayzata, Minn., said, “Expo West has
the trends and the direction of our business. It goes beyond just buying
frames—it’s about coming here and
absorbing the energy of eyewear.”
Some attendees’ focus was on looking
around with an eye toward buying later.
For example, Agustin Richardson of Distribuidora Tijuana in Tijuana, Mexico,
said, “Expo is an easy place to visit all my
suppliers and find new ones in one place.
I’ve added new LBI extended-range finish lenses and new Sara Monalli styles
not in the catalog or on the Web. I’ve also
gotten some last-day deals and samples
for bargain prices. I don’t do all my buying at the show, but I’ll buy over the next
couple of weeks and months based on
what I’ve seen here.”
Nancy Sled, an optician in the practice
of R. Walthers, OD, in South Bend, Ind.,
commented, “This [was] my first Expo
West, so I wasn’t sure what to expect.
Considering it’s Vegas, it seems to have
a very European feel, especially the eyewear in the Galleria section. I just wish
there was an easier way to communicate
in terms of buying from the European
companies showing their exclusive collections here. The business language is
different—maybe that’s a course or symposium worth investigating.”
Refreshing supplier relationships is
another appeal to Expo West attendees.
Said Art Salas of Costco Optical, “We
come to Vision Expo primarily to further
build relationships with our vendors, not
to buy at the show, since our suppliers
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Attendees Shopped, Bought
Ranking this year’s Expo West as
“excellent,” Tiffany Velner, OD, of
Visions Optique and Eyecare in Scottsdale, Ariz., commented, “With all the
vendors, you can really see everything
in one place—we [did] all our shopping
for 2008 at Vision Expo West.”
Said Richard Kjome, OD, of Antigo
Vision Clinic in Antigo, Wisc., during the
show, “I’ve been impressed by the new
diagnostic instruments for retina and glau-
coma. This is such a
large conference that
everyone is here,
which makes it perfect
for checking out everything. I will probably
purchase Optovue’s
Richard Kjome, OD RTVue-100, which
maps the inside of the eye for various eye
diseases; this one instrument will take the
place of several other instruments.”
Jack Gunion of
C&B Optical One,
headquartered in
South Bend, Ind., said
he and his team were
at Expo West primarily looking at new lab
equipment. “Our lab Jack Gunion
could use some sprucing up, and we
need to upgrade our technology,”
Gunion told VM. “In addition, we
bought two additional stores in March,
DA
OP
appeared strong throughout the event.
And many of those Expo attendees
who hit the exhibit areas, including the
upscale Galleria and The Suites, came to
buy, as well as to cement relationships
with current and potential suppliers.
Buoyed by a healthy summer and backto-school period for eyewear sales and eye
exams, many were in an upbeat mood
and gave the event a “thumbs up.”
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LAS VEGAS—With healthy attendance—especially on its second day—
and a raft of new products, this year’s
International Vision Expo West closed
Oct. 6 on a positive note.
Although attendees and exhibitors at
this year’s Expo West had the usual
minor complaints about the venue—
long cab and restaurant lines, high food
and drink prices, and the zoo that is the
Las Vegas airport on a Sunday morning—comments about the event fielded
by the editors of VM and 20/20 were
generally favorable.
While definitive, audited attendance
figures released by the show’s management will not be available for a while,
anecdotal evidence from veteran showgoers and exhibitors indicates that traffic on
the Expo West show floor started a bit
slow on opening day of the exhibits, but
increased significantly the next day.
Attendance in the educational classrooms
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Gets High Marks
From Attendees,
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Veronica Chavez of Eye-Q Vision Care in Fresno,
Calif., writes her order for the new Dana Buchman Vision line with Allan Ostrow of Kenmark.
visit us a lot. We look
at the show as enhancing teamwork to grow
our business, which
has been doing well
this year. We see the
market increasingly
Art Salas
moving toward branded products, as consumers become more
brand-minded.”
And John Okamoto, OD, of Granite
Pointe, Eye Care in Roseville, Calif.,
noted, “I always really enjoy this show
because of the extensive amount of CE
courses and the large product venue. It’s
a good place to see all the new products,
frames and equipment, in one place. It
also gives me a chance to see old classmates once a year.”
Classes a Big Draw
Vision Expo West’s extensive educational program is always a key reason for
attending the event. Said Harvey
Meltzer, an optician in the practice of
Sheila Wright Scott, OD, in Lancaster,
Calif., “I thought Vision Expo was much
better this time around. The displays
seemed to be more exciting, and the
classes were more interesting. I learned
a lot from my Rap of Processing course.”
Added Wilma Bermel of the practice
of Michael Bermel, OD, in Fairfax, Va.,
“It was a good show, but it did seem a bit
smaller to me compared to past years. We
had several people from the practice
attending to see all the latest equipment
and what’s new in frames. Also, I think
the classes were great this year—they
really addressed the problems we face in
our practice. Since we have new people
working in our practice, the classes were
especially helpful.”
And Robert Terry, OD, of Gallia
Optical Center in Gallipolis, Ohio, told
VM, “The speakers and courses were
good, and the show was excellent. I
came primarily to fulfill my CE requirements and to look at new equipment—
it’s better to be able to get hands-on
experience with a piece of equipment
before buying it rather than just ordering from a catalogue.”
Expo veteran Betsy
Casamassima of First
Aid for All based here
had a wish that will be
granted, at least next
year. Said Casamassima, “I’ve been coming to the shows ever Betsy Casamassima
since the Optifair days. I wish they’d go
back to having the show from Friday
through Sunday; my staff can’t get here
on Saturday because they’re out in the
field teaching at doctor’s offices.”
Exhibitors’ Views
Exhibitors at this year’s Expo West were
generally satisfied with the show’s traffic and the amount of order-writing they
did. With eyewear sales relatively strong
in recent months, they said, many eyecare practitioners and optical retailers
came to Las Vegas in a good open-tobuy position, and many “lookers” were
converted into buyers during the course
of the three-days exhibition.
“Traffic was a little light on the first
Vision Choice Award
Signature Eyewear's Nicole Miller Collection line was voted Best New Collection at Vision Expo
West. All entries in the Best New Product competition were displayed in the New Product Showcase in the front entrance to the trade show and votes were cast by show attendees. The Nicole
Miller Collection distinguishes itself from the popular Nicole Miller New York eyewear line by
incorporating more intricate detail, unique materials, and distinctive logo treatments. Pictured
above in front of the award-winning shwocase is Michael Prince, CEO for Signature Eyewear.
day of the show, but the people who did
attend seem to be ‘up’ and ready to do
business—they’re at the show for a purpose,” said Steve Horowitz, executive
vice president of Rem Eyewear.
“Retailers and doctors I’ve talked to say
they’ve had a solid year, and they’re
more optimistic than at any time in the
last three years. The people who have
survived are having a good run.”
Agreed Bill Harrison, vice president of
optical sales for Safilo USA, “Vision Expo
West was very successful for us this year.
Our largest customers seemed much
more upbeat about the future, and were
robust in their plans to increase business
with our company. We were pleased with
our booth traffic, and thrilled with the
overwhelmingly positive response to our
Banana Republic launch collections for
optical and sunwear.”
“My impression of this year’s Vision
Expo West was that the buyers were in
good spirits; there was real quality buying power at the show for the fair
amount of traffic that
was there. Show
organizers did a good
job in bringing qualified buyers to the
show,” noted David
Friedfeld, president
David Friedfeld
of ClearVision Optical. Friedfeld added, “The VCA did a
solid job in providing quality educational forums for the optical community.
Next year’s goal should be to increase
foot traffic with the same quality of buyers. Overall, ClearVision Optical had a
wonderful experience.”
Dennis Davis, vice president of sales
for Charmant, told VM, “The show was
great for us. We had great traffic in our
booth, and were able to have really great
opportunities to show our Charmant
titanium, Lacoste and Nodoka lines.
The majority of the accounts that came
in were in a buying mood, looking for
exciting products and quality titanium.
We really weren’t sure about the return
Go to VisionMonday.com to
See Expo West in Pictures
(Left to right) Patrina Ashiking and Janie Peaches of Tuba City Healthcare in Tuba City, Ariz., are
shown the VSP Mobile Eyes Van by VSP’s Kim Rankin and Connie Vavricek.
Demonstrations took place inside Oakley’s Rolling O Lab which was parked on the show floor.
Attendees listened intently at courses throughout the show.
NEW YORK--If you missed any of the action at the show, review the exhibits, the
promotions and the parties by going to www.visionmonday.com. In the top righthand corner of the Web site, click on the play button to view the final happenings at
the show on Friday evening and Saturday. Slide shows of Day 1, Day 2 and Day 3
of Expo West are also available by clicking on the links provided there as well. II
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on investment for Vision Expo West,
but this year really answered that question for us; it was a very good decision
for us to show there this year.”
Cheryl Canning, marketing manager
for L’Amy America was equally upbeat:
“We found everyone was writing business
and that our customers were very optimistic. Our Cachet division is doing well
as customers are looking for something
different. We’ve opened new accounts
and done additional business with existing accounts, especially those looking for
high-end collections.”
From a different perspective, Frederic Grethel, chief executive officer of
California Accessories, commented,
“Accessories as a category are especially
hot right now. And we have found that
creating countertop and floor displays
has helped us enormously in reaching
our customers and in turn has helped
them improve on their bottom lines.”
One Rating: ‘Fantastic’
“It was a fantastic show, and the floor
traffic was terrific,” enthused Ed Buffington, president of OfficeMate. “We
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saw a good mix of existing customers looking to upgrade their
systems and new customers—I’d
say we were definitely busier than
at last year’s Expo West.”
Commented Genevieve Fay,
director of marketing for Silhouette, “We were in the same spot as
last year, so there was a lot of traffic
coming through. This year we featured the Daniel Swarovski line,
and got wonderful feedback.”
Agreed Paula Lawson of Quantum Stars drew crowds at the Revolution booth, from left Vanessa Hudgens, Revolution president, Gary Martin (l)
Innovations, “There was a higher with David Hasselhoff, and Floyd Webb (l), Eyecom, San Diego with Howie Mandel.
quality of attendees this year. The people tribution areas—wholesale, retail and opportunity to meet with my clients. I
have clients from all over, so it has been
who coming to the booth [were] more labs—very high.”
serious about learning what’s going on in
Kurt Atchison of National Optronics great having them all in one place. I’m in
also reported steady business throughout marketing and my company develops
the coating field.”
Barry Resnik, direc- the show. “We were really pleased with products and equipment, so there [were]
tor of marketing for the traffic,” Atchison said. “We have a lot of people to meet with.”
And Margaret Furman of Magic Design
Vision-Ease, said, seen knowledgeable potential buyers
“This has been an who know what they are looking for. summed up, “We were back at Expo after
excellent show for us The introduction of two new products— a couple years’ absence. It’s great to reacwith the release of a first-of-its-kind high-wrap tracer and quaint ourselves with our customers and
Barry Resnick
Coppertone; it’s a the Clarity Analyzer Blocker—created form relationships with new clients—
that’s what the show is really about for us,
dynamic product that has created a lot of additional excitement at the booth.”
Bill Pratt, director of sales for Pop Logic, building relationships and dealing with
excitement. Booth traffic has been very
strong, with the interest level from all dis- noted, “Vision Expo West provides a great people one on one.” —VM Staff Report
K?<G<I=<:KI<8;<IGIF>I8D=FIK?<<P<:8I<GIF=<JJ@FE8C%
The Suites, The Galleria Offer Happy Medium
LAS VEGAS—Convenience and a customer-friendly
atmosphere are the key to the ongoing success of The
Suites at Vision Expo West, vendors emphasized. Created as a way to encourage more eyewear vendors to
exhibit at the show, The Suites, which feature boutique
and high-end collections, continue to receive praise
from participants.
‘We’ve participated in The Suites since its beginning
and find it a great venue. We have more appointments
than ever this year. It’s a very successful way for us to
work with our customers in the way we like working with
them. It’s been great for us,” said Lori Robinson of
Legacie/a Luxury House of B. Robinson.
As a first time Suites exhibitor, Gary Felsher of Gary
Scott Optics, distributor of Oliver Goldsmith products,
Blake Kuwahara of Base Curve greets Cleve Barham from Fine
Eyes in Ridgeland, Miss. as Alice Cooper eyes all through his
John Varvatos specs.
feels The Suites area is ideal for smaller boutique
brands: “The Suites are cost efficient and they target
specific customers.” Gloria Maccaroni of Alain Mikli International added, “The Suites allows us the opportunity to
have more intimate appointments with our clientele. The
only limitation is product display, but we have created our
own displays to showcase more of the product.”
For Sama, “The Suites are an incredible environment
to show luxury product,” said Joseph Tallier of Sama.
“We have three rooms and are completely booked. It’s
a less distracting environment for our customers and
they enjoy it. I’m glad The Suites exist because I
believe in Vision Expo. Expo is more than just about
buying frames. It’s about lenses, equipment and education courses. We need to all be together under one
roof.”
Blake Kuwahara of Base Curve/A Luxury Division of
Rem Eyewear likens The Suites to The Tents constructed during Fashion Week in New York. “Like The Tents,
The Suites are a convenient and friendly way to
approach our customers. The only difficulty is The
Suites, like The Tents, don’t allow for much in the way
of individual presentation that distinguishes one collection from another.”
Visiting with Kuwahara, Cleve Barham from Fine Eyes
in Ridgeland, Miss., feels “The Suites are tops when it
comes to seeing all the new eyewear and trends we
read about in Vision Monday and 20/20. This is where
the future of eyewear happens right before your eyes.”
Barham cited the suite scenario as a perfect complement to the “bustle and hustle” of the main show floor,
but emphasized “you need all of it to get a true feeling
for the essence of Expo.”
For some companies, the solution is to have a pres-
(Left to right) Stanton Stone and Cathy Stone of 20/20 Eyeworks
in Raleigh, N.C., write up their order with Henry Nick of Sama in
the Sama suite.
ence both in The Galleria on the main show floor and
The Suites. “I like being in both places. We get more
exposure in The Galleria, but more quiet and privacy for
meetings in The Suites,” said Lars Toftdahl of ProDesign Denmark. “People often run by to see what’s new
on the main floor and then make an appointment for a
more extensive meeting later in The Suites.”
Ray Khalil of Lafont confirms that a presence in both
places is also important to his customer base. “For
many of our customers, we are a transition between
mainstream and boutique products, so we need to be
in both places. We generate new business in The Galleria and work with established customers in The
Suites. A combination of The Galleria and The Suites
are the best of both worlds and ideal for Lafont, which
is a family-owned company that has always been customer friendly.”
—Gloria Nicola
© Quantum Optics, Inc. Private Eyes and Quantum Optics are registered trademarks of Quantum Optics, Inc., a division of FGX International
Quantum Optics, Inc. A division of FGX International Smithfield, RI 02917 www.fgxi.com 1 800 426 6396
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AmSurg Names
New President, CEO
NASHVILLE, Tenn.—AmSurg (NASDAQ: AMSG) announced that Christopher A. Holden joined the company as
president and CEO, effective Oct. 1.
His appointment completes an extensive search for a successor to Ken P.
McDonald, the company’s current president and CEO.
Holden is a healthcare industry veteran
of more than 21 years, engaged during
most of his career directly in multi-facility and multi-market healthcare management. A founding team member and officer of Triad Hospitals Inc. in 1999, he
most recently was a division president
with operating responsibility for hospitals
and related entities, including ambulatory surgery centers, located across the U.S.
McDonald said, “We are delighted to
announce the appointment of Chris
Holden to assume my responsibilities as
president and CEO. Over the past two
decades, Chris has built deep expertise
in developing, managing and expanding
multi-region healthcare facility networks
within the framework of a public company environment. He has demonstrated his ability to produce sustained
financial growth through both organic
growth and acquisition, while achieving
patient, employee and physician satisfaction levels that are among the best in
the industry.
McDonald will continue to be a
member of AmSurg’s board of directors
and will remain with the firm to assist
Holden in accomplishing a smooth and
rapid transition, according to AmSurg.
AmSurg Corp. develops, acquires and
manages physician practice-based ambulatory surgery centers in partnership with
surgical and other group practices.
VSP Names Oakley VP,
Ophthalmic Supply Chain and
Services
SACRAMENTO, Calif.—VSP Vision
Care, based here, has
appointed
optical
industry veteran Don
Oakley vice president
of ophthalmic supply
chain and services, a
newly created position.
previously
Don Oakley Oakley
served as vice president
of supply chain programs for VSP’ Eyefinity unit.
“Don’s experience with creating
inspired supply chain management solutions will help VSP lead the way in providing private practice doctors with highquality products and services at reduced
costs, and faster delivery times,” said
VSP president and chief executive officer Rob Lynch. “Through the combined
efforts of VSP, the VSP Labs, Eyefinity,
and Altair Eyewear we will continue to
develop the market solutions that support thriving private practices.”
Oakley joined VSP in 2006 to focus
on supplier development strategy, bringing 30 years of experience in sales, marketing, and operations management to
the organization. His ophthalmic industry experience included serving as senior vice president of operations at Essilor
Laboratories of America.
Satisloh Taps Huthoefer for
New VP Position
GERMANTOWN, Wis.—Andy Huthoefer, a veteran optical industry executive,
recently joined Satisloh
North America as vice
president business
development. In this
newly created position,
Andy he is responsible for
Huthoefer key accounts, strategy,
and marketing development.
“Both the Satisloh organization and
our customers will benefit greatly from
Andy’s vast experience—his unique
skill set really complements our North
American team,” said Larry Clarke,
president & CEO, Satisloh North
America.
In his 15 years of optical experience
in North America and Germany,
Huthoefer has served as director of
strategic planning for Carl Zeiss Vision
International, marketing vice president
at Carl Zeiss Optical and lenses product
manager for Carl Zeiss in Germany. He
holds a degree as an engineer of ophthalmic optics from the University of
Applied Sciences in Aalen, Germany
and is a licensed optician. Huthoefer’s
office is in Richmond, Va.
Framescape Names Sandford
VP of Sales
FOXBOROUGH, Mass.—Framescape
has announced the appointment of Marc
Sandford to vice president of sales. Sandford will also continue his role as vice president of product development and design
in an effort to combine innovative sales
and product programs to accelerate brand
awareness and increase sales, according to
a statement from Framescape.
“As VP of sales, Marc brings his long
history with eyewear and sunwear to
achieve our objectives,” said
Framescape founder and CEO, Chris
Maling. “He is a proven innovator and
salesperson with the know-how and
experience required to propel
Framescape to the next level. Marc is a
true asset to the company.”
Sandford began his career in the eyewear industry at Revo, and moved on to
Maui Jim Northeast as vice president of
sales and marketing. Prior to entering
the sunwear market, Sandford was one
of the early developers of the Moray
Boogie Board.
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Mauro will report to REM’s executive
vice president, Steve Horowitz, based at
the company’s headquarters in Los
Angeles.
Moore Joins Kenmark
As Product Director
LOUISVILLE, Kent.—The Kenmark
Group has hired Amy
Moore as the new
product director.
“We are pleased that
Amy has joined our
design team,” said
Mike Cundiff, COO of
Amy Moore the Kenmark Group.
“Her experience in
design and fashion will be instrumental
in continuing to provide new and exciting products to our customers.”
In her new position, Moore is responsible for overseeing the concepts, design
and development of product and merchandising materials for several collections. She will work with several
licensed Kenmark brands on maintaining brand integrity through product and
marketing materials, as well as with the
current design team, which includes
David Duralde and Jason Wehlage.
Moore joins the Kenmark Group from
Color In Optics in New York, where she
was the design director for product development. Prior to that, Moore was the
associate director of product development at B. Robinson Optical.
WaveTouch Technologies
Names Kenyon VP of
Plant Operations
SAN DIEGO, Calif.—John Kenyon has
been promoted to vice president of
operations for WaveTouch Technologies, as the company continues its
expansion into 21 countries and prepares for roll-out of its patented WaveTouch wavefront guided contact lenses.
“Major steps have been taken in
recent months to finalize the design of
our WaveTouch wavefront guided contact lens,” stated Vincent Zuccaro, OD,
chairman. “In John’s expanded role, he
will be responsible for all facility operations including domestic customer service and practitioner consultation.”
Kenyon has over 32 years of contact
lens design, manufacturing and management experience. Prior to joining WaveTouch Technologies, Kenyon served in
various management positions with
Barnes-Hind/Hydrocurve, Coast Vision,
American Contact Lens and Optical
Connection. John has also worked with
WJ and CIBA Vision on various projects
with the Polycon and Fluorocon product
lines, the company said.
WaveTouch Technologies provides a
range of molded and custom contact
lens products worldwide, including
WaveTouch wavefront guided contact
lenses which are manufactured from
individualized aberrometry readings
taken in the practitioner’s office.
Schena Joins REM Eyewear as
European Sales Director
LOS ANGELES—
REM Eyewear has
hired Mauro Schena
as European sales
director to oversee
sales, marketing, and
logistics in Europe,
Mauro Schena the Middle East and
Africa.
“Having such a proven professional as
Mauro heading our aggressive growth
efforts in that part of the world assures
our customers will be better served and
the execution of our global strategy will
be well-executed,” said Mike Hundert,
REM president and CEO.
Schena joins REM with 22 years of
sales experience in the European optical industry, including work as an optician and buyer, in addition to managing
the European sales effort of several eyewear providers.
Bailey Named Director of
Sales for Enhanced Vision
HUNTINGTON BEACH, Calif.—
James Bailey, former president of the low
vision division of Optelec U.S., Inc., has
joined Enhanced Vision as director of eastern U.S. sales. Bailey’s primary responsibilities will include territory/account management and growth for the eastern and
central regions of the U.S. He will also be
collaborating with the company on several
strategic programs and business development opportunities.
“James’ success and extensive experience managing a field sales organization
will be an important asset as Enhanced
Vision continues its rapid and dynamic
growth,” said Marc Stenzel, vice president
of sales and business development of
Enhanced Vision. “We are very pleased
to have an individual with his experience
join our team; he will play an integral role
in fulfilling our mission to build awareness
of low vision solutions.” II
Mondays
JUST GOT EASIER
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SCENE AND HEARD
VENETIAN VENUE
SPEAKING OUT
Optical Women’s Assn. Hosts
Networking Reception
OWA Presents Workshop on
Effective Communication
LAS VEGAS—On Friday evening of International Vision Expo West, the Optical
Women’s Association (OWA) hosted a networking reception for OWA members
and guests at the Venetian Hotel.
In a presentation during the reception, outgoing OWA president Sherrie Rogerson of Doctors Vision Center noted a 25 percent growth in the group’s membership this year. Rogerson then passed the presidency on to Grady Culbreth, VCA’s
AR Committee liaison, for the coming year.
The well-attended event ended with a raffle offering items from various designers including sunwear, handbags, luggage, accessories and gift cards.
LAS VEGAS—In study after
study, the fear of public speaking was ranked above the fear of
death or the fear of flying. So it
was no surprise when the OWA’s
Professional Optical Women’s
Workshop (POWW) on “Effective Communication” was
attended by over 35 women
here on Oct. 3. Jarrod Davis, a
communications and training
manager at Wal-Mart conducted
the interactive workshop that
had the attendees giving 30-second presentations with ease, by
the end of the session.
“The most important element
of any presentation is the presenter. A great presenter can take
boring material and make it sing,
while a poor presenter can kill
great material,” Davis explained.
The first half of the session
focused on the presenter, with
specific tips on how to relax
before you make the presentation.
Attendees participated in various speech exercises including
clapping every time their partner said ummm; memorizing
visual pictures to keep on track;
and giving a 30 second speech
on their favorite pet peeve.
Incoming OWA
president Grady
Culbreth (l) and outgoing OWA president
Sherrie Rogerson.
Enjoying the
OWA event are
left to right Debora
DeLong, Sàfilo;
David Beach, National
Optronics; and Rene
Soltis, VCA.
Vision Council of
America’s Ed Greene
(l) catches up with
Andy Huthoefer of
Satisloh.
Comparing notes at the OWA Professional Optical Women’s
Workshop are, left to right, Marge Axelrad, Jobson, Dana
Weeks, OSI, Grady Culbreth, incoming OWA president, and
Lorinda Fraboni, Walman Optical.
Attending the OWA Professional Optical Women’s Workshop
are, left to right, Mike Peerson, Bethany McKittrick, and
Gwen McWilliams from Wal-Mart, guest speaker Jarrod
Davis, Grady Culbreth, VCA, and Sean Fuller, Wal-Mart.
(Left to right)
Valerie Manso,
Manso Management Resources,
Violet Baker and
Marci Miller,
OfficeMate, participate in the interactive activities during the “Effective
Communication”
workshop.
UPCOMING EVENTS
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OWA to Hold Professional
Workshops in N.Y., Indianapolis
Industry consultant
Valerie Manso of
Manso Management
Resources chats with
Ed Buffington of
OfficeMate during the
OWA reception at
Vision Expo West.
Essilor’s Bob and
Pam Colucci are all
smiles at the OWA
networking event.
LAS VEGAS—The Optical Women’s Association (OWA) is planning two additional Professional Optical Women’s Workshops (POWW).
“How to Transform Your Communication Skills for More Sales, Profit and Satisfaction” will be held on Thursday, Nov. 1 in New York City from 6:00 p.m. to
9:00 p.m. Presented by Ariel and Shya Kane, award-winning authors and internationally acclaimed seminar leaders and business consultants, the event will be held
at the Corinne McCormack Showroom at 7 West 36th Street in Manhattan; a light
buffet dinner will be served. Admission is complimentary for OWA members and
$35 for non-members. All attendees will receive a complimentary copy of Working on Yourself Doesn’t Work, a book authored by the Kanes.
In addition, at the upcoming Optical Laboratories Association meeting in Indianapolis, OWA will present an educational seminar by Mel Jurado, M.S, MA and
PhD, focusing on skills to create an environment of success. The session is complimentary admission on Thursday, Nov. 15, from 9:20 a.m. to 10:20 a.m. at the
Indiana Convention Center.
Further information on the OWA is available from the group’s Web site at
www.opticalwomen.com.
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SCENE AND HEARD
SCENE AND HEARD
AND THE WINNER IS…
BACK TO SCHOOL IN STYLE
Long Island Practice Sponsors Kid’s Vision Awareness Day
Some of the participants
from the vision awareness
day are, front, Lisa Keyser,
organizer and optician from
Seifert & Associates; back
row, left to right, Ben Carey,
Ralph Lauren/Polo; Steve
Epstein & Laurie Schreiber,
both Marchon; Donna Heyer,
Varilux; Patty Oehrlein, coorganizer from Tri-Supreme
Optical; Mark Cohen, Avalon
Eyewear, and Brandon Mayer,
of Seifert & Associates.
HAMPTON BAYS, N.Y.—Seifert & Associates of Hampton Bays, New York sponsored their 1st Annual Kid’s Vision Awareness Day on Columbus Day, Oct. 8, 2007.
The attendees were children from eight local schools and the local pediatricians’ office.
The festivities included music and refreshments, special discounts, prize drawings,
and door prizes.
There were free vision screenings, special discounts for comprehensive eye exams,
over 1,000 frames to choose from, and a Child-ID and Safety Center. The vision
awareness day was a joint project with representatives from their local lab, TriSupreme, as well as, Essilor, Transitions, Luxottica, Marchon, Safilo, Lafont Eyewear,
Avalon, ClearVision and Dave Nuss.
Seifert & Associates is planning to make this an annual event to help the children of
their community prepare for school and learning.
ClearVision Honored With
Two Separate Awards
HAUPPAUGE, N.Y.—ClearVision Optical has been given awards by two different
Long Islang, N.Y.-based organizations.
On Sept. 10, the company received the Small Business Achievement Award
at the Hauppauge Industrial Association’s (HIA) Annual Business Achievement
Awards at the Hyatt Regency Wind Watch in Hauppauge in front of 420 guests.
The HIA has a membership of approximately 1,100 companies throughout
Long Island and provides services and programs focusing on international trade,
human resources, business development, government affairs, manufacturing,
technology, environment, education, engineering, transportation, energy and
more.
On Sept. 28, ClearVision was awarded the LIA’s 2007 Business MVP Award
in the Retail Category. The LIA presented each winner with their award during
their annual fall luncheon at the Crest Hollow Country Club, where journalists
Jim Lehrer, George Stephanopoulus, and Tucker Carlson were the honored
guest speakers. The LIA’s mission is to lead the region’s development, bringing
together disparate factions within the community to forge regional solutions to
Long Island’s problems. The LIA also acts as an umbrella business organization,
providing products and services designed to assist the growth of businesses large
and small.
David Friedfeld of ClearVision accepts
the HIA award.
Peter Friedfeld (left) and David Friedfeld
(right) of ClearVision pose after receiving
the LIA’s Business MVP Award.
L’AMY’S RUNWAY
Donna Heyer (l), Varilux and Jen Vail,
Tri-Supreme Optical helping out a patient.
Dr. Gammon doing a vision screening.
Nicole Carroll, volunteer doing fingerprints for
this patient's complimentary child-ID kit
A very satisfied customer.
EXAMINING TODAY’S “LUXE” MARKET
“SOUND & LIGHT” GALA
Viva Hosts Luxury Forum
Showing Support for Helen
Keller Services for the Blind
LAS VEGAS, Nev.—Viva International Group recently hosted a day-long, exclusive “Luxury Forum” at The Venetian Hotel in Las Vegas prior to this year’s
Vision Expo West.
Marge Axelrad, senior VP, editorial director, Jobson Optical Group, was on hand
to deliver a presentation on the growth of this expanding market, supported by
exclusive research data on the subject.
Guest panelists consisted of Sal Sampino from Malibu Eye Center and Daniel
Quon OD from South Coast Optometry in Costa Mesa, Calif., who discussed the
changes in the luxury market and responded to today’s high-end clientele.
Steven Weisfeld OD, from Spectacles in Englewood, N.J. offered his professional
insight during a similar event hosted by Viva at the
Sierra Suites in New Jersey, earlier in September.
Styles from Ermenegildo Zegna Eyewear and
Escada Eyewear were on display along with samples
from the brand’s upscale apparel line. Roxanne Galari,
brand manager for Viva, and Michele Pope, director
of marketing for Viva, discussed key brand concepts
during a round of product presentations. The series
of forums explored the common thread between eyewear design and the growth of today’s luxury market.
Steven Weisfeld, OD, of Spectacles,
“We have found a real synergy with our luxury
Englewood, N.J. discusses his perbrands and the luxury consumer,” commented
spective on the luxury market at
one of two recent ‘Luxury Forums’
Gary Podhaizer, president of domestic and interhosted by Viva International Group.
national sales, Viva. “We’re very enthusiastic
Another session was conducted in
about being a part of this emerging market.”
Las Vegas earlier this month.
NEW YORK—Executives from the optical industry joined those from banking,
retailing and other fields to raise funds to help the work of Helen Keller Services
for the Blind at the group’s recent 31st anniversary “Sound & Light” Gala here at
the elegant Cipriani-42nd Street last month.
Harvey Ross and his wife, Kathleen were co-chairs of the Gala, which this year
honored Jim McCann, CEO and founder of 1-800-FLOWERS.com as well as
Louis Anzalone, philanthropist, at the event which raises awareness of the services
for the Long Island-New York-based organization.
Auction Chair for the
evening’s event was Debra
Del Vecchio.
A silent auction and
attendance helped support
the goals of Helen Keller
Services for the Blind,
which since 1893, has
helped individuals of all
ages who are blind or visually impaired and who may
have additional disabilities,
At the Helen Keller Sound & Light Gala reception are left to
to develop independence
right, Gala Chair Harvey Ross, Ross Holdings, Bob Shapiro, Viva
and participate actively in
International, Jon Gruen, Grueneyes and Mitch Barkley, Viva
their communities.
International Group.
Proenza Schouler Debuts Eyewear at
Spring ’08 Fashion Show
NEW YORK—In a very glamorous example of killing two birds with one stone, Proenza Schouler designers Lazaro Hernandez and Jack McCollough, debuted their first ever sunwear collection at their spring 2008 show during New York’s
fashion week. Created, produced and distributed by Cachet, the luxury division of L’Amy America, the introduction of
the elegant sunwear will be followed up at a later
date with a collection of ophthalmic
frames.
(Left to right) Laura De Sole and Kristen
McCabe of Ilori pose before the
show with L’Amy’s Cheryl Canning and
Proenza Schouler’s Elyse Nemerever.
(Left to right) Jean-Philippe Palengat,
Cheryl Canning and Stephen Rappoport of
L’Amy America after the fashion show.
An image from the
runway of a model in
style PS5001.
CLIPS FOR TRIPS
1-800-Clip-Ons Names Winner
in Travel Promotion
BOCA RATON, Fla.—1-800-Clip-Ons has presented Halpern Eye Associates of Delaware
with one of the first prizes in their new “Clips
For Trips” promotion. The promotion allows
ECP’s to earn free three day/two night travel
certificates by selling 1-800-Clip-Ons products
in their practices.
(Left to right)
Vince Deskiewicz
and Dr. Halpern
of Halpern Eye
Associates accept
their “Clips for
Trips” prize from
John Reale of
1-800-Clip-Ons.
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“I’m positive about 2008. It’s an election
year and usually we see a public optimism that translates to more robust
spending. With newer, more sophisticated lens designs and an increasingly
more educated consumer, I feel that
wholesale optical is poised for a very
good year indeed.”
Mike Sutton, vice president, sales
and marketing, Rite-Style Optical,
Omaha, Neb.
“I predict a slight unit increase with a better dollar increase, dollar increase because
of higher Rx average. [AR growth and
higher technology Pal lenses]”
Danny Singer, president, Ultra Lens
Optical Lab, Fort Lauderdale, Fla.
Jim Evans, president, NEA Optical,
Jonesboro, Ark.
“I see growth in the children’s market in
the immediate future due to legislation
requiring eye exams.”
“The business outlook over the next 12
month is challenging. First, the economy
will impact the consumer’s decision to
purchase new eyewear, and just as impor-
Y
Ron Schlotzhauer, regional
vice president, south central region,
Essilor Laboratories of America,
Dallas, Texas
“We have experienced very nice growth
this past year, and I expect the trend to
continue for us through the next year.
The ECP seems to better understand the
business relationship and marketing value
of a company like Essilor Labs of America (ELOA). Our sales force is very actively communicating the message our industry has been preaching the past several
years regarding the declining capture rate
of eyewear purchases. It would appear
that perhaps our customer base is seeing some change in those statistics.”
In what areas have wholesale labs
made the most progress over the
past five years?
“Technological savvy in regard to process-
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“In-house AR is the number one area
of progress. We now make a high
quality oliophobic anti-static AR in
our lab. This was not possible 5 years
ago. Followed by an increase of nonCR39 materials as a percentage of
lenses possessed.”
Ron Schlotzhauer,
Essilor Laboratories of America
es and the dissemination of information. A
few examples in our lab: We now process
close to 60 percent of our work through
VisionWeb. We communicate internally
and with our customers via email, instant
messaging and a corporate extranet. Some
of our staff members access our servers
and databases from remote sites.
“We’ve held and participated in
‘webinars’ on new products and processes. I think through an understanding of
newer technology, wholesale labs are
better equipped to produce superior
product and are better informed and
able to communicate our specific areas
of expertise to our customers.”
Jim Evans, NEA Optical
“Acquiring a background in training and
providing education to the retail segment leading to their success.”
Corrine Hood, Katz & Klein Optical
“Maintaining their personal relationships with clients, reacting quickly to
client needs, representing a wide range
of product mix.”
“Education and training of the ECPs.
Continued on page 49
“AR technology has led the way, our
Crizal products have improved our customer’s mix in many cases from 10 percent to 15 percent to as high as 85 percent of all lenses sold.”
“Progress has also been made through
embracing superior designs enabled by
digital surfacing technologies and exploring multiple avenues into the market.
“We have elevated the eyeglass market
several notches by educating customers
about products and services available
“We have totally embraced the electronic age of communication, which
moves our business more efficiently. At
the same time, we communicate better
with customers, because our customer
service staffs are better educated and
trained on our products.
“Our knowledge base is exponentially increased with our product offerings,
driving education into ECP offices. Our
ability to understand the needs of our
different types of customers—managed
care is a huge segment that has many
different needs and expectations.
Understanding various business models
and buying groups that have distinct
and direct buying objectives and expectations.”
What lens and lens processing
technologies are having the biggest
impact on labs today?
Greg Blackwell, Pinnacle Optical
V M
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“Remote ordering methods, automated
processing with the use of robotics
and conveyors.”
“Digital surfacing is certainly getting the
most attention, especially in the processing category.”
GREG BLACKWELL
JIM EVANS
CORRINE HOOD
RON SCHLOTZHAUER
DANNY SINGER
MIKE SUTTON
COVER STORY
VISION MONDAYOCTOBER 22, 2007
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Danny Singer, Ultra Lens
Mike Sutton, Rite-Style Optical
NEW
Continued from page 48
Investing in equipment to provide inlab products for faster service and production quality. For example, Rite-Style
has added in AR Teflon, and Kodak
Clear in lab.”
the
“The outlook is excellent for those labs
running at optimum proficiency.”
Greg Blackwell, president,
Pinnacle Optical, Birmingham, Ala.
tant, the consumer’s propensity to purchase the newer more expensive lens and
coating technology. Also, I am concerned
with the independent ECP market. If the
independent ECP loses market share this
has a direct impact on the lab.”
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Corrine Hood, president, Katz &
Klein Optical, Sacramento, Calif.
DA
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What’s the business outlook for wholesale labs over the next 12 months?
MON
Wholesalers size up
NEW YORK—Standing still is not an option in business and wholesale optical laboratories are no exception to the rule. Successful labs are in constant motion,
whether they’re producing cutting edge lens products, installing the latest automated cells and conveyors or creating new educational materials for eyecare professionals. VM asked nine experienced wholesale lab executives to discuss how
their businesses are changing and what eyecare professionals need to know to
enhance their lens business for 2008 and beyond.
ION
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By Andrew Karp
Group Editor, Lenses & Technology
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“Robotic fabrication, anti-reflective coatings, digital surfacing advancements.”
“New Pals, lens designs for wrap frames and
Digital Surfacing or Free-Form processing.”
“I’m on the fence with digital surfacing
and our investment. I do want to
advance to this new technology, but I’m
honestly unsure of when the right time
will be for a lab my size. I’m planning
more exploration of this at the Optical
Laboratories Association [OLA] this year
[in November] as well as into 2008.”
“Not yet. We need to have a market for it.
In addition, the selection of lenses are too
restricted. However, the impact on inventory management as well as surfacing efficiencies make it very tempting, and ultimately
we will have to invest in it. The Concord
got you to Europe in 3 hours, it was great
technology, but there was not a market to
make it commercially viable. I hope digital
surfacing is not the same scenario.”
“AR again is number one. Improved
backside coating technology. New materials such as Trilogy, and 1.67.”
Ron Schlotzhauer,
“Without a doubt, the AR coating technology we have with our Crizal products has
contributed the most to our sales growth
over the past few years. Our industry, for
the most part, is producing good reliable
products that the consumer is finding
dependable. Fortunately, Essilor’s Crizal
product line is the industry leader, and the
ECP understands the significance of providing quality AR coating. We have also
had outstanding results with our Digital
Surfacing growth since our start last year.
Our Definity line of products also adds a
whole new dimension to our broad line of
products available for ELOA customers on
the cutting edge of surfacing technology.”
Should labs invest in digital surfacing, and if so, how quickly should
they do it?
“My opinion, based on experience, is the
larger labs will become the primary
source. Smaller labs can’t justify the cost
because they generally have one line or system which produces all the work orders.”
“Yes, as quickly as capital permits.”
“Digital Surfacing is what AR was 5 to 10
years ago. For an independent lab to
remain competitive in their market they
needed to invest in lab AR. The same
thinking may be true about digital surfacing today. They should be watching
the growth of digital surfaced lenses and
looking to possibly invest within the next
2 to 5 years, because in some cases it may
take up to a year to get the equipment.”
A Closer Look at Technology…
LensTech Optical Lab
To many labs, the “latest technology” means
having the latest coatings or new equipment.
However, to LensTech
Optical Lab in Greenwood, Ind., the latest
technology means
having a combination
of the best equipment
and the best people.
“I have yet to see a
piece of equipment
that replaces a skilled
worker,” said Bill Harding, LensTech’s co-owner (shown here at left
with partners Greg Kyle, center, and Greg
Dallas.) “The best machines only make people more efficient,” he added. This philosophy of hiring skilled personnel coupled with
the best technological equipment has
helped LensTech become a cutting edge laboratory.
Harding started the laboratory under the
name ProOptics in 1998. His vision quickly
took him from 25 jobs a day to 100 jobs a
day in a very short time. Shortly after, Greg
Dallas and Greg Kyle were added as were
added as partners, and the laboratory
name changed to LensTech. Combined
ownership of the laboratory brought about
many positive changes and a new focus on
improving technology for the future. Harding
noted, “There are really two areas of technology we are currently focusing on…the
computer system in
the front office for
customer service and
in the surfacing department.”
LensTech’s investment in technology
for customer service and surfacing has
given them the capability to track jobs
faster and receive remote entry orders
which speed up turn-around times making
it easier to do business with the laboratory.
In the surfacing department, LenStock has
partnered with Seiko to become one of the
few Succeed lens distributors. “The Succeed digitally surfaced lens is a product in
our market that we can provide to our customers that no one else can. It’s really the
technology we are hot on,” Harding said.
LensTech sees digitally surfaced lens products as an up and coming technology that
will become a large part of their business
in the future.
—Samantha Toth
Ron Schlotzhauer,
“We are at the dawn of a new era of
enabling breakthrough designs through
digital surfacing. Essilor, with its worldwide market exposure and independent
technology group, is producing great
products for our ECPs. This is an appealing product for ECPs to provide and to
differentiate themselves from other market segments. However, I would be very
careful jumping into digital surfacing at
this point. This is both expensive and
low production yielding equipment, you
don’t just open the box and turn it on.
“If I were looking at making that decision, I would first make sure the design is
superior, the market is secure, and my customer base will buy the product. I would
source the product from a company that is
blazing the trail, like Essilor is with Varilux
Physio 360° lenses and Definity lenses,
guarantee this is a strong product producing technology, and then consider making
the substantial investment. While the digital surfacing expense is high, the rewards
are higher. But don’t feel that purchasing
digital equipment is your only option for
competing or staying in business, since the
value is in the design.”
How should eyecare practitioners
position digitally surfaced lenses to
their patients?
“As the premium lens of choice for the
latest technology for best vision. Our
challenge is in educating all of our customers to engage in new lens technologies. It’s better for the patient, the practice and the lab.”
“My hope is that independent practitioners will set themselves apart by positioning this product as a preferred offering of vision correction.”
“As cutting edge technology—a popular
comparison is HD televisions versus
older technology.”
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Raven
Blair
“The ECP should be thinking good-better-best, in my opinion with backside Pals
being the best. When we surface the Autograph our capability of production tolerances are 1:100 of a diopter. It is like offering a Lexus over a Camry as far as
production tolerances goes. Digital surfaced
lenses are a loose term with many marketing definitions. We have digital surfaced
molds [good], digital surfaced backside
atoric curves with the lens design molded
on the front side [better] and in my opinion
a fully backside digitally surfaced Pal
design with atoric curves [best]. That being
said, digitally surfacing is only half the picture, the lens design itself is very important.
For example, software could be written to
produce a 20-year old lens design using
some form of digital surfacing, does this
make it a better lens design? Only in the
production phase, it is still a 20-year old lens
design with tighter production tolerances.”
information about new lens technologies
and ways to present them to patients. As
I mentioned earlier, we have an everincreasing educated consumer who
researches new lens purchases and
knows enough to ask the right questions.
Our ECP’s learn about lenses from us.
It’s our job to impart our knowledge and
make sure our customers have the right
answers. Patients are paying more than
they ever have for a pair of eyeglasses
and they should understand why and
how new lens technology helps them
achieve the best vision.
Also, instead of offering AR coating as
an “add-on” or a “treatment,” ECPs
should be presenting AR as an integral
component of the lens that offers better
vision for their patients. I think the children’s market is also being neglected as
a potential area of growth. There is no
reason we shouldn’t be promoting the
latest technology to parents for their
children. Children will see better with
AR lenses. It’s that simple, they’ll just
see better.”
“Education of the staff is most important.
How can we sell more sophisticated lenses and frames to the consumer if the
ECP is not educated. In addition, the
ECP needs to consider the entire eyecare/eyewear experience from a merchandising perspective. Chain stores are
upgrading and investing in better merchandising, thus making the buying
process much more appealing to the consumer. Our ECPs need to do the same.”
know their patients’ needs.....Lens dispensing of the future is not about educating a patient about every lens design,
material, and coating available to them.
Patients have limited time—and an even
more limited attention span—to learn
about the intrinsic nature of complicated
technologies. What patients do have is a
desire to see better. However, each
patient has a different set of criteria they
use to establish what ‘see better’ really
means. Once a dispenser establishes how
a patient uses their glasses, he or she may
then recommend the best product for
that patient. “What happens when a dispenser asks a patient questions to establish vision needs and then answers those
questions with a recommendation that
provides all the benefits to address the
patient needs? Patients buy premium
products and are more satisfied with their
purchase experience than if they choose
to buy lower end product due to price
[because they did not really understand
the benefits of the different technologies
or how these benefits relate to them].”
Ron Schlotzhauer,
In what areas has automation made
the biggest impact on your lab?
“Get a better understanding of what I
call Good-Better-Best, in other words get
as much information from the various
manufactures that are promoting digital
surfacing. Try the lenses with staff members to see if they perform as promised.
Discuss lenses with the patients first
then select the frame that will accommodate the lenses optically. But most importantly, the staff needs to inquire about
the visual needs of the patient before the
patient reaches the dispensary.”
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“As simply as possible.”
Ron Schlotzhauer,
“Well, first of all let me explain why the
question in and of itself could confuse
the practitioner. Digital surfacing is a
surfacing technology plain and simple.
This new surfacing technology can be
used to create more individualized lenses with multiple new personalized features, or it can be used to simply create
the same old lens. In general, we see a
lot of lenses claiming to be digitally surfaced which are no different than the
old lenses that were not. We certainly do
not want practitioners to be confused
that any lens claiming to be digitally surfaced is superior or performs similarly.
“With all that said, Essilor is effectively
positioning its Varilux Physio 360°, Varilux
Comfort 360°, Varilux Ellipse 360°, Definity and Accolade Freedom brands, which
all deliver wider fields of vision and less
peripheral distortion, because the designs
are very specifically personalized to each
individual prescription in a way that was
not possible with past surfacing technology, but now is with digital surfacing technology. The magic is in the personalized
design, not in the surfacing methodology.
“These products are great for any patient
wanting to ensure that they have the best
vision our industry can offer today.”
What do eyecare practitioners need
to know or do to enhance their lens
business in 2008?
“Again, I would bring up education and
“Keep and maintain trained and educated opticians and staff members.”
“The eyecare practitioners need to
Polarized Sunwear
A Closer Look at Lenses…
Advance Optical Sales Company
Arthur Kolko from Advance
Optical Sales Company, in
Rochester, N.Y. is an
acknowledged lens guru.
Over 30 years of experience
in the optical industry has
given him the knowledge
and ability to provide as
much product information
as possible without discrimination to his customers.
One of the most impressive
communication
tools
Advance uses to provide information to their
customers is its online blog. The online blog
was designed to provide customers with the
latest information in the lens industry. Kolko
noted that the blog was also designed to
“…promote individual brands that work.
When you find something that works, it is
easy to promote it and sell it.”
Advance Optical’s online blog provides
their existing and prospective customers
with information about the various product
releases, alerts users to product problems or backorders and provides a general place for users to comment about what
is going on in the industry.
Advance Optical’s experience with various lens types is also seen in the service it
provides to customers.
“Although Varilux is our
lens of choice, we do our
best to have access to
every lens product so that
we may be a ‘supermarket’ of lenses to best handle all of our customers
needs,” Kolko said. In
addition to providing a
wide range of lenses,
Advance Optical also
strives to educate their
customers and prospective customers
about what lens technologies are available
and help them select the best lens for
each job. In addition to their online blog,
they are achieving this by providing seminars, lab tours and working one-on-one with
their customers.
According to Advance Optical, their customers regularly call them to provide lens
expertise for difficult patient prescriptions.
“We have earned the trust of our customers
through our lens recommendations,” Kolko
noted. By sharing their lens experience and
knowledge with eyecare professionals,
Advance is directly involved in increasing
patient satisfaction with their eyewear, their
greatest goal.
—Samantha Toth
“Our Flexlink conveyor system has had
tremendous impact on our productivity;
we’ve seen dramatic increases. It has
proven to be a great investment. The
efficiency of trays in queue to the correct module and with only the proper
technician interaction is just excellent
production methodology.
“I also feel that our Satisloh ES-3
edger has hada strong impact. Our lab
averages 200 to 225 jobs a day and the
conveyors coupled with the ES-3 can do
that with an accuracy and consistency
that still amazes me.”
“In the surface department, we have
experienced higher thru put without
sacrificing quality and have enabled
lesser skilled employees to become
more productive.”
Style. Quality. Durability.
“Gives the ability to produce the latest
lens technologies as they are released
and frequently with less skilled labor.”
“We have robotic edgers with robotic
surfacing coming soon, which will
increase our precision in production and
allow better work flow. These features
will also result in higher yields and faster
turnaround.”
Service You Can Trust.
www.i-dealoptics.com
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“Finishing.”
“AR is growing the fastest, followed by
finishing.”
Ron Schlotzhauer,
Ron Schlotzhauer,
“In most of the ELOA larger labs and
many of our Partner Labs the robotic
surfacing lines have produced great efficiencies. Although we have many robotic edging systems throughout ELOA, I
don’t believe we have found those systems to be the total answer for automation in finishing. Obviously, ordering
over the Internet, and routing through
our own systems, has improved our
service to the ECP dramatically. With
our ELOA network, we have created an
extensive production, quality and safety
net for our customers.”
“Our AR is the fastest growth segment
of our business. We are adding facilities
as fast as possible to bring this product
closer to the customer, and to accommodate growth. Higher index materials and
Transitions products also have good percentage growth rates. All of these segments are driven by educated customers
and consumer demand for the best pair
of eyeglasses they can have. Our world
class business consultants provide the
understanding needed to educate our
customers on all these products.
“Obviously, our CR-39 [monomer
from PPG] and lower index products are
the slowest growing segments, as well as
the decreasing demand for glass products. Consumer need is the reason for
the decline, but many of these products
will survive over the years because of
price or occupational needs.”
Which segments of your business
are growing fastest? Slowest? Why?
“AR and Transitions have been growing
extremely well. Our marketing and sales
at Pinnacle Optical in concert with our
vendors have done a tremendous job of
increasing awareness of these products
and I have to give them kudos.
“We’ve been stagnant in frame and
lens package sales and I attribute that to
our customer-base concentration on
more high-end frame product direct
from the manufacturer.”
Corrine Hood, Katz & Klein
“The fastest [segment] is anti-reflective
coating due to practitioner acceptance of
patient benefits and slowest is digital
surfacing since it is a new process to us
but the area with the largest growth
potential.”
“Fastest: Digital surfacing [Autograph]
the lens works, patients love them and
seem to be willing to pay extra for the
‘Best’ We have aggressively promoted
digital surfacing and have plans to provide additional lens styles as they
become available to us. As an independent lab, part of our business model is to
provide to the ECPs a broad choice of
lens products for them to try and let
them decide which is best for their business and patients.
“Slowest: AR is growing but not as fast
as it should; the product needs to be
mentioned more to the patients. Polarized is a slow growth product. As I mentioned earlier, by inquiring to the patients
visual needs it will lead to increased sales
in AR, polarized lenses and an emerging
market of computer lenses.”
What are the biggest challenges
wholesale labs are facing in the next
12 months?
DE
around time has improved so much with
the automation that we’ve been able to
keep up, even with our strong AR mix.
And we are 90 percent finished lenses.”
Corrine Hood, Katz & Klein
“As an independent lab, the continued
growth of vertical integration and capital
investments in equipment to remain
competitive.”
“Warranties and redo. Third-party programs, and in the case of an independently owned lab like Rite-Style, vertical
integrated lens manufacturing owned
labs.”
Have the service requirements of
your customers changed much over
the past five years? If so, please
explain.
“The outpouring of products and complicated options have overwhelmed
most of the retail segment. It’s increasingly important for regular training and
educational seminars for customers.”
“Customers are demanding rapid delivery of much more sophisticated lenses,
with high-tech coating, inserted into
very fashion forward frames. The collision of frame designs and optics create
challenges for the lab. We meet this
challenge by getting the job done correctly the first time. We have no margin
of error.”
“I would say that it’s stayed the same.
We still have the hot rush jobs and the
frantic pace but also enough of the not so
hot rush jobs to balance it out. Our turn-
A Closer Look at Marketing…
West Coast Lens
Attempting to be everything
to everyone is a common
mistake made by many
businesses across the
optical industry. Knowing
your laboratory’s niche and
corresponding target customer base is vital to successful marketing. West
Coast Lens in Huntington
Beach, Calif., is confident
of their niche and target
customer base, and they excel at finding
innovative ways to grow those relationships.
“Everything we do is not expected from a
lab,” said Richard Wilhelm, owner of West
Coast Lens.
From the bottles of jelly beans they
send out with jobs to their over-the-top
price list “magazines,” West Coast Lens
strives to be unique, relaxed and a place
where customers turn when they want
something different.
“We try things,” Wilhelm continued.
“They just have to represent who we
are…America’s Sexiest Lab.”
West Coast Lens enjoys a strong knowledge of their target customer base and
they use this knowledge to create relationship-based marketing. This successful
marketing approach furthers their relationship with existing customers and generates the word- of-mouth referrals neces-
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sary to gain new clients.
Some of West Coast Lens’
marketing programs include a newsletter designed to provide opticians
with, what Wilhelm termed
“information prowess,” to
help them sell high end
products and be successful. When starting any marketing program, West
Coast lens believes that it
is important to keep it simple. “We strive
to provide the customer with new experiences and help them learn something
new,” said Wilhelm. “Our niche is high-end,
luxury optical. Our clientele doesn’t expect
the fastest, least expensive work. They
expect quality workmanship and to have
their needs met; even when they don’t
really know what they want.”
The West Coast Lens staff is trained to
solve issues associated with difficult luxury frames and finding the best lens and
coatings for the job. “We understand the
needs of the luxury optician,” said Wilhelm, “and that is our target customer.”
He attributes the laboratory’s success to
be a combination of marketing, focus and
dedication to their customers. “It’s not just
about how many jobs we can get out in a
day. We challenge ourselves everyday to
improve.”
—Samantha Toth
Ron Schlotzhauer,
“Our service demands have changed
on a number of products in recent
years, namely the demand for faster,
high quality AR. The big push for quick
service time goes back many years when
all our ECPs were threatened by national advertising for one-hour service. That
got everyone’s attention, and we all had
to step up to the plate. That was an eye
opener and it set the overall tone for
today’s business. I really believe most
ECPs are looking for reliable and consistent service. Our customers have expectations around different products, and I
believe that should be our driving
force.”
What advice would you give to someone opening a new lab today?
“Communicate openly and often with
your customers and your staff and take
care of both with equal commitment.
Also, keep an open and honest relationship with your vendors. There are
many readily available resources like
the OLA and publications such as this
one to get a handle on staying abreast
of our always interesting and always
changing industry; utilize them. Never
think that you don’t have something to
learn. And certainly, invest in new technology and automation; it will pay off in
superior quality and service as well as
piece of mind.”
Ron Schlotzhauer,
Introducing the best idea in sunglasses
since,well,sunglasses
Introducing Crizal Sun™, the first integrated Anti-Reflective created specifically for Sunwear.
New Crizal Sun optimizes vision through every lens by adding the scratch protection and ease
of cleaning of Crizal® Alizé® while reducing backside glare. The specialized, integrated technology
of Crizal Sun delivers these benefits without front-side color changes or additional
light transmission through the lens.
So, for the clearest vision under the sun, be sure to recommend Crizal Sun, the first
integrated ARS (Anti-Reflective for Sunwear) available anywhere.
The UV protection of Crizal Sun is dependent on material chosen.
www.crizal.com
“Don’t do it, unless you have won or
expect to win the lottery.” II
©2007 Essilor of America, Inc. Essilor, Crizal, and Alizé are registered trademarks and Crizal Sun is a trademark of Essilor International, S.A.
VisionWeb is a service mark and “Streamline. Simplify. Succeed.” is a trademark of VisonWeb, Inc. VM 9/07
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MANAGED VISION
Expo West OD Panel Explores ‘Tricks of the Trade’
By Cathy Ciccolella
Senior Editor
LAS VEGAS—The latest eyecare technology can make an optometric practice run
more smoothly, and even increase practice
revenues, according to a panel of privatepractice optometrists who passed on tips to
their fellow ODs at a seminar held during
International Vision Expo West here.
Sponsored by Eyefinity, the seminar
was moderated by Andrew Karp, group
editor, lenses and technology, for Jobson
Optical Group.
In kicking off the discussion, Jim
Caster, Eyefinity’s vice president of
marketing, noted that today’s patients
are “time-compressed,” so they seek
convenience as well as quality and value
in their eyecare and eyewear-buying
EYECARE NEWS
SECO INTERNATIONAL PRESENTS
ANNUAL CLINICAL EXCELLENCE AWARDS
ATLANTA—SECO International recently announced the recipients of its 2007 Southern
Council of Optometrists Clinical Excellence Awards, “recognizing the outstanding academic achievements of students from SECO International-affiliated colleges.” Recipients are Haley Parker of the University of Alabama at Birmingham School of Optometry;
Tara Boyle from Nova Southeastern University College of Optometry, Fort Lauderdale;
and Cayce Davis of Southern College of Optometry in Memphis.
A $2,000 check and a plaque were presented to the recipients at their school graduation and awards ceremonies.
“Every year, SECO International, in partnership with its affiliated schools, recognizes
three outstanding students for their academic excellence and commitment to the
optometry profession,” said Doug Clark, OD, president of SECO International. “We support optometry students and their respective schools for their outstanding educational
achievements and applaud them for paving the way to continued optometric advancements and excellence in the field.”
SECO International has recognized outstanding optometry students through its annual Southern Council of Optometrists Clinical Excellence Awards since 1993.
AOA, AAO BACK MILITARY EYE TRAUMA BILL
DESIGNED TO AID INJURED TROOPS, VETERANS
WASHINGTON, D.C.—The American Optometric Association (AOA) and the American
Academy of Ophthalmology (AAO) are lending their support to legislation introduced
recently in the U.S. House of Representatives designed to improve the care of American
military personnel affected by combat eye trauma and aid those suffering vision damage associated with traumatic brain injury.
Rep. John Boozman, OD (R-AR), a member of the House Veterans Affairs Committee,
introduced the Military Eye Trauma Treatment Act to address the increasing number of
eye-related injuries among troops serving in Iraq and Afghanistan and to develop a permanent framework to aid injured troops and veterans with combat-related vision damage.
H.R. 3558, the “Military Eye Trauma Treatment Act of 2007,” would create a Center
of Excellence within the Department of Defense (DOD) specifically devoted to the prevention, diagnosis, mitigation, treatment and rehabilitation of military eye injuries. The
primary responsibility of the Center would be development of a “Military Eye Injury Registry” containing information on the diagnosis, treatment and follow-up for each serious eye injury received by any member of the armed forces while on active duty. The
registry would include input from ODs and ophthalmologists from both the DOD and
the Department of Veterans Affairs (VA).
The Military Eye Trauma Act also requires a joint DOD-VA program for service members and veterans affected by visual dysfunction related to traumatic brain injury.
Said AOA president Kevin Alexander, OD, “AOA fully supports the Military Eye Trauma
and Treatment Act and is confident that this legislation will ensure our military personnel receive the level of care they deserve.”
Michael Repka, MD, the AAO’s federal affairs secretary, commented, “This legislation will create an invaluable resource for ophthalmologists working in the armed forces
and those that will ultimately treat these patients in the VA.”
Companion legislation has also been introduced in the Senate by Sens. John Kerry
(D-MA), Chuck Hagel (R-NE), Barack Obama (D-IL) and Pete Domenici (R-NM). II
At the Vision Expo West ‘Tricks of the Trade’ panel, sponsored by Eyefinity (l to r): James Winnick, OD;
Mason Smith, OD; James Kirchner, OD; Robert Davis, OD; Eyefinity’s Jim Caster; and moderator Andrew
Karp of Jobson Optical Group.
experiences. Panel members agreed
that current electronic technology can
go a long way toward providing an
enhanced experience for both the
patient and the practitioner.
Said Mason Smith, OD, a solo practitioner in South Carolina who is vice president of professional relations for Eyefinity, “Everybody’s patients are timecompressed, and technology offers a way
to collect data from them quickly and efficiently.” Added Smith, “I couldn’t live
without being a totally electronic office.”
Noted Robert Davis, OD, of The
Eyecare Center in Pembroke Pines,
Fla., “In this high-tech world, we need
high-tech ways of communicating with
patients. And that technology has to
start in the waiting room, giving the
patient a ‘wow’ experience as soon as he
or she comes into the office.”
Several ODs on the panel made the
point that relying on digital technology
for information-gathering frees up the
eyecare professional to work more closely with the patient. “Using today’s technology helps the OD move from information-gatherer to have quality time to
form a relationship with the patient,”
said James Winnick, OD, of Livermore
Optometry Group in Livermore, Calif.
Agreed James Kirchner, OD, whose
four-office practice, EyeCare Specialties in
Lincoln, Neb., includes 10 optometrists,
“It really makes sense for doctors to delegate the information gathering to their
staffs. With the latest technology and a
well-trained staff, we can spend more time
with the patient in the exam room.”
Kirchner added, “In the end, patients
are looking to the doctor for education
and to help inform them on eyewear
products. Today’s patients are quite
knowledgeable, but they come into our
office and want more.”
Smith also stressed the need for an
informed and well-trained optometric
staff. “During the course of the exam,
staff members need to explain what the
technology they’re using is, and exactly
what they’re doing with it,” he told the
Vision Expo West audience.
One time-saving approach for the OD
is to use a scribe in the exam room to
transcribe the ECPs comments and procedures, several panel members noted.
Panelists disagreed on whether the
ECP should recommend specific lenses
and/or eyewear by brand, or pass that
responsibility onto the optical dispensers. Said Davis, “I think it’s important for the doctor to mention brands in
the exam room. Only 40 percent of eyewear is purchased in the OD’s office,
because patients don’t know the difference between progressive lens ‘X’ and
progressive lens ‘Y’. We should discuss
the benefits of specific brands.”
Agreed Kirchner, “It’s so important to talk
about these things; patients expects the
doctor to tell them what’s right for them.”
Winnick, on the other hand, said, “It’s
very subtle. I don’t recommend brands,
but instead a family of lenses. And I
always explain why a premium lens is
worth the price.”
And Smith said, “I make it a policy
to repeat that kind of information to
patients three times to make sure they
understand it. And I make recommendations about lenses or lens coatings
that I think would be helpful for
them, but don’t recommend specific
brands.
Several ODs on the panel said they
use lifestyle questionnaires to help determine the eyewear that’s best for their
patients. Winnick also noted the importance of asking about computer usage to
see if specialized computer lenses would
be helpful for particular patients.
And Davis said, “I know many doctors who write separate prescriptions for
each type of eyeglasses they recommend. That’s another way to reinforce
what you’re saying to the patient, who
may walk out of the exam room with
three different prescriptions.” II
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LAUNCHES
L’Amy Introduces the Proenza Schouler Sunwear
By Deirdre Carroll
Associae Editor
NEW YORK—Cachet, the luxury division of L’Amy America, debuted the
Proenza Schouler sunglass collection at
the Spring 2008 Proenza Schouler fashion
by the fashion industry. We’ve presented the collection to our key high end
optical and department store partners
from around the world and the reaction
to the collection as been outstanding.
Proenza Schouler is a name which is
lauded within the fashion industry and
“Proenza Schouler is a name which
is lauded within the fashion industry
and this unique yet wearable sun
collection beautifully bears the
hallmarks that make Proenza
Schouler exceptional.”
—Stephen Rappoport,
president of L’Amy America
show during fashion week in New York.
“With its successful debut on the runway during the Spring 08 Proenza
Schouler fashion show in New York, the
sunwear collection is being embraced
this unique yet wearable sun collection
beautifully bears the hallmarks that
make Proenza Schouler exceptional,”
said Stephen Rappoport, president of
L’Amy America.
Proenza Schouler’s design philosophy
takes its cue
from the idea
of contrasts.
Ideas rooted in classicism juxtaposed with
new and interesting materials to
create a look that is unique and singular.
Tortoise shell and brushed metals coexist in one style while exposed hinges and
resin reside in another. The utilitarian feel of the shapes brings to
mind eyewear of a different time
while the focus to detail and
material make it a product of today.
The Proenza Schouler sunglass
collection will be distributed to key high
end department, optical, and specialty
stores through L’Amy America’s luxury
division, Cachet. Each model comes
with a case, warranty booklet, warranty
Let’s cut to the chase -
credit card, lens cleaning cloth and
Proenza Schouler gift box and is priced
to the dispenser between $116 and
$132. II
SECOND LOOK
Ray-Ban Introduces Photochromic Models
Silhouette Unveils Their New
Spirited Elegance Collection for Fall
Style RB04075 in propionate part of Ray-Ban’s
new photochromic collection.
Inland Diamond is a one-stop shop
for optical labs. We are the worldclass source for superabrasive
products, offering a wide selection
of diamond wheels, carbide cutters
and PCD cutters for surfacing and
edging of glass and plastic lenses.
The PS5009 (top) and the PS5004 (bottom) from
the new Proenza Schouler collection.
SECOND LOOK
PORT WASHINGTON, N.Y.—Luxottica has introduced four photochromic styles in
to the Ray-Ban eyewear line.
“Superior lens technology has always been an essential element of Ray-Ban,”
said Vittorio Verdun, vice president of marketing for Luxottica. “The introduction
of photochromic lenses in selected models brings yet another dimension of functionality, comfort and value to the brand.”
The new models combine the versatility and comfort of photochromic lens technology with Ray-Ban’s timeless styling. The light-adaptive lenses change with the
sunlight to provide maximum protection from the sun’s harmful UV rays. These
technologically advanced styles ensure maximum visual clarity and brightness,
outstanding color enhancement and self-adjusting color intensity in all light conditions, according to a statement from the company.
Available styles include the RB 3025, the original aviator and the best-selling
Ray-Ban sun style; the RB 4075, a men’s propionate rectangle; the RB 3269, a
men’s rectangular style in monel and the RB 3323, a men’s rectangular modified
aviator in monel.
The Ray-Ban models with photochromic lenses will feature a Light Adaptive
sticker differentiating them from other lenses and consumer brochures explaining
the features and benefits of these styles will be available.
These new photochromic styles from Ray-Ban for Luxottica are priced to the dispenser between $59.50 and $94.50. II
We’re a cut above the rest…
and a whole lot more!
An example of the Lacque Royale temple treatments in the new Spirited Elegance collection
from Silhouette.
GREEN ISLAND, N.Y.—Silhouette releases their six-model, vintage-inspired Spirited
Elegance Collection.
Playful charm meets elegant sophistication in an enchanting new feminine frame
collection which celebrates the art of Lacque Royal. Rendered in rimless and semi-rimless designs, the gold and rhodium-plated temples each feature asymmetrical colored accents that give the frames both a minimalist and artistic appeal.
“The inspiration for these models comes from the lively and dynamic shape and
color palettes of 1960s interior design,” states Silhouette designer, Sonia Serlenga. “I
wanted to create frames that were both joyful and minimalist for the sophisticated
woman with a true love for color.”
Each style features four color palettes each with three Lacque Royale colors in
matte hues of varying intensity combined with the asymmetry of the miniature shiny
metal squares. This is particularly evident in the semi-rimless model rendered in a
bi-colored front piece finishing whose gold and rhodium metals transition seamlessly.
The colors are painted by hand while the rhodium and gold-plated metals are triple
lacquered for a protected finish and the frames undergo 140 production steps before
final inspection.
The rimless design is available in four demonstration models and comes with a
showcase wooden display, priced to the dispenser at $136.95 per model and
$129.95 per chassis. The semi-rimless version is available in two models both priced
to the dispenser at $154.95. II
DIAMOND WHEELS
TOOLS
PADS
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INSPECTION EQUIPMENT
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But diamond tooling is
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• UV inhibitor coatings
• Scratch resistant coatings
• Neutralizers • Coolants
• Defoamers
Mention this ad and receive a 10% DISCOUNT on your first order!
1-800-347-2020 www.inlanddiamond.com
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1.
2.
3.
4.
Publication Title: VISION MONDAY
Publication Number: 0002-935
Filing Date: September 26, 2007
Issue Frequency: Monthly, except for March and
August which have two issues
5. Number of Issues Published Annually: 14
6. Annual Subscription Price: $79.00
7. Complete Mailing Address of Known Office of
Publication: Jobson Medical Information LLC,
100 Avenue of the Americas, New York, NY 10013 -1678
8. Complete Mailing Address of Headquarters or
General Business Office of Publisher: Jobson
Medical Information LLC, 100 Avenue of the Americas,
New York, NY 10013-1678
9. Full Names and Complete Mailing Addresses of
Publisher, Editor, and Managing Editor: Publisher Bill Scott; Editoral Director - Marge Axelrad; Executive
Editor - Mary Kane. Address for each: Jobson
Medical Information LLC, 100 Avenue of the Americas,
New York, NY 10013-1678
10. Owner: Jobson Medical Information LLC,
100 Avenue of the Americas, New York, NY 10013 -1678
11. Known Bondholders, Mortgages, and Other
Security Holders Owning or Holding 1 Percent or
More of Total Amount of Bonds, Mortgages, or
Other Securities: None
12. For Completion by Nonprofit Organization
Authorized to Mail at Special Rates: N/A
13. Publication Title: VISION MONDAY
14. Issue Date for Circulation Data Below:
August 20, 2007
Average No. No. Copies
Copies
of Single
Each Issue
Issue
During
Published
Preceding Nearest to
12 Months Filing Date
15. Extent and Nature of Circulation
a. Total Number of Copies
(net press run)
b. Legitimate Paid and/or
Requested Distribution
(By Mail and Outside the Mail)
(1) Individual Paid/Requested Mail
Subscriptions Stated on
PS Form 3541.
(2) Copies Requested by Employers
for Distribution to Employees by
Name or Position Stated on
PS Form 3541
(3) Sales Through Dealers and
Carriers, Street Vendors, Counter
Sales, and Other Paid or Requested
Distribution Outside USPS®
(4) Requested Copies Distributed by
Other Mail Classes Through the
USPS (e.g. First-Class Mail®)
c. Total Paid and/or Requested
Circulation [sum of 15b (1), (2),
(3), and (4)]
d. Nonrequested Distribution
(By Mail and Outside the Mail)
(1) Nonrequested Copies Stated on
PS Form 3541
(2) Nonrequested Copies Distributed
Through the USPS by Other
Classes of Mail (e.g. First-Class
Mail, Nonrequestor Copies mailed
in excess of 10% Limit mailed
at Standard Mail® or Package
Services Rates)
(3) Nonrequested Copies Distributed
Outside the Mail (Include Pickup
Stands, Trade Shows, Showrooms
and Other Sources)
e. Total Nonrequested Distribution
[sum of 15d (1), (2), and (3)]
f. Total Distribution
[sum of 15c and 15e]
g. Copies Not Distributed
h. Total [sum of 15f and 15g]
i. Percent Paid and/or Requested
Circulation [15c/15f x 100]
23,578
23,457
15,163
15,596
0
0
115
139
0
0
15,278
15,735
6,955
6,438
0
0
323
551
7,278
6,989
22,556
1,022
23,578
22,724
733
23,457
67.73%
69.24%
I certify that all information furnished on this form is true
and complete.
9/18/07
______________________________________________
Bill Scott, VP, Publisher
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LAUNCHES
Sàfilo Bows Banana Republic Sun Collection
By Deirdre Carroll
Associate Editor
styles. The collection includes 11
female styles, nine male styles and
one unisex style, of which, five can
accommodate prescription lenses and
four offer polarized lenses.
The styles are offered in a variety of
classic colors from metal tones of gold,
collection includes trade and consumer advertising as well as a window program in Banana Republic
PARSIPPANY, N.J.—Sàfilo Group
retails stores, where the collection
has launched the Banana Republic
will be distributed. Distribution also
sun collection featuring 21 styles for
includes select sunglass specialty
men and women.
stores including Solstice Sunglass
Boutique, Sunsights by Sol“The Banana Republic sunwear
stice and independent optical
collection is sophisticated and
stores and retail optical chains.
POP materials include baneffortless, just like the apparel. We
ners, static clings, recall cards,
are truly excited to be able to offer
counter cards, 3-piece displays, 24-piece displays, mirsuch an exquisite collection at such
rors and a logo plaque. The
attainable prices.” —Dick Russo, Sàfilo
Banana Republic sun collection
“The Banana Republic sunwear silver, gunmetal, ruthenium, brown from Sàfilo is priced to the dispenser
collection is sophisticated and effort- green, warm gray and almond to plas- between $39 and $59. II
less, just like the apparel. We are tic hues of black, tortruly excited to be able to offer such toise, and emerald, The Tristan (bottom), Morgan (center)
and Adrian (top) from the new
an exquisite collection at such attain- as well as custom Banana Republic sunwear collection
able prices,” said Dick Russo, execu- color combinations from Sàfilo.
tive vice president of Sàfilo Group.
of brown cream
Echoing the sophisticated aesthetic horn, olive tortoise
found in Banana Republic’s ready-to- and blue horn. Logo
wear designs, the eyewear revolves detailing includes
around sleek lines, unique accents, the BR monogram
and—above all—wearable shapes. logo on the women’s
There are 12 plastic styles, eight styles, while the
metal styles and one plastic/metal Banana Republic
offering in styles that range from logo is used for the
shields and aviators to slightly over- men’s collection.
sized plastic glam and preppy petite
Marketing for the
SECOND LOOK
Viva International Introduces New Gant Groupings
frames with metal fronts with oration. The GW Dorthe is an oval
thicker plastic temples. The G shape while the GW Renee is a recDylan features a semi-rimless tangular shape. Both feature a subtle
modified rectangle profile, Gant logo on the temple and are
while the G Night is a fully available in an assortment of colrimmed version showcasing orations, such as timeless black with
the same streamlined look. cr ystal white and a rich muted
Both styles feature dark wood mauve.
The Gant men’s styles are priced to the
grain coloring along the inside
and outside temple with a dispenser between $52.95 to $59.95
small raised Gant logo plaque and the women’s at $54.95. II
The men’s on the right
Evening Affair temple and a
grouping
from Gant smaller scaled
logo on the end
SOMERVILLE, N.J.—Viva International of the inside left temple.
For women, Gant
Group along with Gant Eyewear has
introduced two new groupings for men introduces the “Dramatic Décor” grouping, a
and women.
For men, Gant offers the “Evening handmade plastic duo
Affair” ophthalmic grouping, including G that features an innovaDylan and G Night named after two hip- tive open “V” temple The women’s
ster boutique hotels in New York City. design enhanced by con- Dramatic Décor
These two styles are combination trasting two-tone col- grouping from Gant.
“I always consider what will work for women at this moment, and
to me this moment is about luxury without formality,” according
to this month’s featured award-winning designer, Derek Lam. It
isn’t a surprising sentiment coming from a man who spent 12
By Deirdre Carroll years working under acclaimed American fashion designer
Michael Kors before beginning his own label in 2003. Lam’s
vision was to create fashion that is both luxurious and wearable,
with a feminine but unfussy beauty about it. His designs are
sophisticated and modern but never cold. Last year, he collaborated with Modo to add an eyewear collection. F.Y.Eye asked Lam to explain how he achieves the same mixture of
refinement and sensuality, combined with perfected detail, in his eyewear as he does in his clothes.
F.Y.EYE
What are the most important
influences on your design work?
To develop an idea each season that is
desirable, unique, beautifully made and
constructed and has validity in the life
of the Derek Lam woman.
The Derek Lam woman is individualistic,
an iconoclast and spirited, but
always exhibiting these traits with a
humble and down to earth demeanor.
Her beauty, style and taste are
admirable, but not forbidding.
What excites you most about
design?
Design is problem solving. It is finding
my way to give expression to a dream
or ephemeral concept and also finding
solutions to create products which
truly function beautifully in life.
4
1
2
Describe the ultimate Derek Lam
woman.
3
What’s been the greatest challenge
in interpreting your design perspective into an eyewear line?
The whole original concept, development and execution of the eyewear
collection, has been a smooth and
satisfying experience. The collection
has a definitive and unique point of
view which reflects everything I
believe: special designs, beautifully
created, discretely luxurious, chic but
also clever and charming.
What are some of your favorite
pieces or characteristics of your
eyewear collection?
That is a tough question to answer,
because if a particular style is in the
collection, it means we love it, believe
in it and hope customers will also. My
favorite detail is the mauve colored
interiors of the eyewear. It is a subtle
and beautiful way to express the
Derek Lam brand [all our accessory
products have mauve colored interiors:
handbags, shoes and eyewear] and
when the glasses are worn, the mauve
5
interior is a lift of flattering color
around the eyes.
What is the best advice anyone
ever gave you?
A beautiful pair of sunglasses is a
wardrobe necessity. II
6
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NOMINEE
iCoat, Making lenses better, and Topit are registered trademarks of iCoat Company, LLC. © 2007 iCoat Company, LLC. All rights reserved.
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SECOND LOOK
SECOND LOOK
SECOND LOOK
Bevel Specs Extends Their Betaplast
Collection
Sàfilo Introduces New YSL Ophthalmic
Styles for the U.S. Market
Viva Unveils the New Escada Styles
BLUE SPRINGS, Mo.—In spring
2007, Bevel Specs introduced
the Betaplast collection
featuring a beta titanium core with a zyl overlay with two styles, now
they have added four
more styles for fall.
“Bevel’s designers hope
that this concept will develop into a
whole new branch of their collection,:
said Richard Mewha, creative director
Style 2503 part of the Betaplast collection
of Bevel Specs. “New concepts are
from Bevel Specs.
sometimes hard to introduce, but
once the consumer shows his or her
excitement in it, the optician will run with it also.”
The Betaplast concept provides a light weight beta titanium frame with a plastic
look and nosepads attached to the titanium. The advantages to opticians include
easier and more extensive adjustment with the nose pads, a light weight frame that
reduces resistance from “nosepad naysayers” and the look of a zyl frame with the
feel of a beta titanium style. The structure of the Betaplast collection is designed to
be easy to work with providing a mounting system that is similar to that of a zyl.
The Betablast collection from Bevel Specs is priced to the dispenser at $145. II
PARSIPPANY, N.J.—Sàfilo USA The YSL6179, YSL2230 and
has presented eight new Yves YSL6180 from Yves Saint
Saint Laurent (YSL) ophthalmic Laurent optical for
the U.S. market
styles designed specifically for from Sàfilo.
the U.S. market.
“As a global company, it’s
imperative to recognize the
needs and taste preferences of
each individual market,” said
Dick Russo, executive vice president of Sàfilo USA. “We are very
excited about this joint collaboration with YSL to offer these styles that have been
designed with the U.S. customer in mind and will be exclusive to the American market.”
With a clean approach to design, the collection is comprised of classic and modern
profiles that Sàfilo USA feels will resonate with stylish U.S. consumers with progressive needs. The new styles include three female styles, two male styles and three
unisex frames, of which two are metal, three are plastic and three are metal /plastic
combinations. Silhouettes include an assortment of soft and modified rectangular
shapes and classic hues of shiny brown and black to earth tones of light amber, dark
horn, walnut and green musk fill the collection, while colors like light rose semi-matte,
striated beige havana and striated gray havana offer more modern appeal.
The new styles from YSL collection is priced to the dispenser from $95 to
$110. II
SECOND LOOK
SOMERVILLE, N.J.—Viva International Group debuts a pair of optical zyl styles in its
Escada collection.
These styles were inspired by the Escada collection's 1980s heritage – a combination of photographer Norman Parkinson's images from that decade, exotic surroundings and bright colorings - which led to the idea of what an ambassador’s wife
should be; a woman who is sophisticated, cosmopolitan, sensual, daring and upbeat.
One who leads an elegant and exotic life, filled with glamorous parties and exciting
travels.
The grouping includes the VES 087S, a full-scale modified rectangle, and the
VES 088S, a narrow modified rectangle. Soft translucent front colors gracefully
contrast with the deeper hue of the temple colors, creating a fluidity of clean
design. Both temples are elegantly detailed with the double “E” metal logo
inscribed with rhinestones. The palette of colors includes cognac/ brown/green
shell, light striped havana/dark brown, burgundy /burgundy/orange shell and
transparent red/red.
These Escada styles are priced to the dispenser at $105. II
National OPTRONICS revolutionary,
first of its kind advanced tracer for all frame styles,
patterns, and lenses, including wraps.
Breakthrough Technology
• High wrap technology with unique rotating frame holder
• Optimized performance for metal, plastic, and flexible frames
• Touch screen user interface
• Ethernet and wireless ready
The ES087S
(bottom) and
ES088S (top)
from Viva International for
Escada Eyewear.
Vera Bradley from McGee Gets “Pretty
Stylish” for Three New Products
Looking to start your own business and have the ability to
compete with national retail chains?
If you’ve ever dreamed of being your own boss or you’re someone who owns an existing business and
wants the benefits of belonging to a national chain, NOW IS YOUR CHANCE.
This opportunity allows you to:
• Receive dramatic savings through significant company buying power.
• Benefit from national and regional cooperative advertising.
• Experience ease of operation through a comprehensive business
operating system.
• Utilize customer-generating activities that build traffic and
increase profits.
• Participate in point-of-sale customer retention programs.
• Participate in exclusive group vision plans.
Call Scott Finn today at 1-800-856-9664 to learn more about a
franchising opportunity with Sterling Optical.
www.sterlingoptical.com
Offer code V7F10.
MARIETTA, Ga.—The
McGee Group introduces
three new Vera Bradley
ophthalmic styles which
combine modern craftsmanship with the designers distinct design
embellishments for a
look of elegance and
style in their new “Pretty
Stylish” product grouping.
The VB-3017 is a full
The Vera Bradley VB3019 with patterned inner temple
rim handmade acetate tips and matching case from McGee.
frame with a modern rectangle eyeshape and spring hinges for a comfortable fit. The temple features laser
etched designs inspired by Vera Bradley patterns that are epoxy-filled to enrich the
color and texture.
The VB-3018 is a semi-rimless metal frame with a modified oval eyeshape. The
temples showcase a foil transfer process that features the Vera Bradley patterns and
handmade acetate temple tips with the Vera Bradley logo laser etched on the outside. Adjustable nose pads and spring hinges provide a more comfortable and customized fit.
The VB-3019 is a full rim metal with a classic oval eyeshape and handmade
acetate temple tips featuring the Vera Bradley patterns on the inside of the temples
and adjustable nose pads.
All Vera Bradley frames come with coordinating Vera Bradley case and a portion of
the proceeds from the sale of all Vera Bradley eyewear, sunglasses, and readers is
donated to the Vera Bradley Foundation for Breast Cancer. These new styles are
priced to the dispenser at $59.95 each the purchase of all three styles receives a
free Vera Bradley jewelry case. II
SECOND LOOK
Sàfilo Offers New Saks Fifth Avenue
Styles With Flexolite
PARSIPPANY, N.J.—Sàfilo USA
announced the introduction of three
new Saks Fifth Avenue ophthalmic
styles featuring the company’s Flexolite memory metal material. This is
the first time that Safilo has offered
the Flexolite titanium and nickel alloy
in the Saks Fifth Avenue collection.
“We are very excited to offer these (Left to right) The Saks204, 205 and 206 from
the Saks Fifth Avenue Flexolite line.
new additions to the Saks Fifth
Avenue ophthalmic collection,” said Dick Russo, executive vice president of Sàfilo
USA. “Many of our customers have enjoyed, with great success, dispensing the Saks
Fifth Avenue collection over the last several years. The addition of the Flexolite technology will enhance and broaden our product offering to the discriminate consumer.”
These new flexible metal ophthalmic styles are fatigue and corrosion-resistant, and
while not completely indestructible, they provide excellent memory retention and hold
their shape for active women on the go, according to a statement from Sàfilo.
The Saks204 and Saks206 are both butterfly shapes with tiny crystals embedded
on the end piece, while the Saks204 is a semi-rimless style and the Saks205 features an oval silhouette. Each style features a soldered memory bridge for a cleaner
look and comes in a variety of feminine colors including lilac, light brown rose, eggplant, burgundy, gray, rose and brown fade.
The new Saks styles are priced to the dispenser at $60. II
800-247-9796 • nationaloptronics.com
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ECPs Taking Another Look at Daily Disposables
By Marge Axelrad
Editorial Director
NEW YORK—Against the backdrop of
one of the healthiest growth periods in
recent memory for contact lenses, eyecare practitioners are, in increasing numbers, taking a new look at the daily disposable contact lens category.
One of the fastest-growth modalities
in the market, daily disposables’ penetration in the U.S. is hovering, currently,
under 10 percent of the business,
according to contact lens company estimates. Nevertheless, dailies’ presence in
the American market, are still far below
their penetration in certain markets in
Europe and in Asia, where they represent in many instances, some 40 percent
of CL sales there.
The factors that have contributed to
their slower adoption rates here have to
do with a hesitancy on the part of many
ECPs to present the modality to patients,
based on perceptions of price barriers and,
in other cases, perceptions that premium
materials are lacking in the category.
That attitude is changing dramatically.
With compliance on the minds of most
ECPs, spurred on by the contact lens
solutions recalls that occured earlier in
the year and the continued concerns of
ECPs about patients properly caring for
their contact lenses, dailies’ role as the
highest-compliance modality—rates of
94 percent, according to most measurements—is furthering their appeal.
And, as part-time or occasional contact
lens wear grows, particularly among
younger patients and former contact
lens wearers, dailies are being viewed as
one of the simpler “entry points” into
contact lens wear for many patients.
And, increasingly, as a day-to-day
modality, they are gaining ground—with
contact lens companies estimating that
growth rates continue to soar. This year,
daily disposables’
growth could
double, executives tell Vision
Monday.
Noted Nikki
Iravani, OD, vice
president, clinical
CooperVision’s “No
Solution” kit talks
about the advantages of daily disposables. It offers the ProClear 1Day and the ClearSight 1Day lenses.
and professional affairs, CooperVision,
Inc., “In general, practitioners are more
accepting of daily disposable contact
lenses today than they were a year ago.
No doubt, one contributing factor to this
notable shift in adopting this replacement modality, is the availability of
these lenses in the new and advanced
materials.”
CooperVision recently surveyed eyecare professionals about the subject. One
of the key results shows that practitioners
are generally more accepting of daily disposable contact lenses today than they
were a year ago.
Said Iravani, “Perhaps the notable
shift in adopting this replacement
modality is due to the introduction of
the new daily disposable lenses in the
last year. It will be interesting to track
the progress of this modality’s acceptance and application in practice.”
She added, “The increased practitioner awareness of daily disposables is
probably somewhat related to various
solution recalls in the past year as well as
the recent reports of contact lens/solution compatibility. Finally, the introduction of new daily disposable lenses have
received good bit of attention.”
James Gardner, director of marketing,
daily disposables, CooperVision, added,
“We’ve been regularly benchmarking
attitudes towards eyecare from
eyecare professionals and our
recent data suggests that daily
disposables are perceived as the
safest modality—fresh lenses Vistakon’s new 1-Day Acuvue Moist has LACREON to add
every day, which don’t require comfort all day.
solutions—some 54 percent of ECPs at their conventional or traditional notions
agreed with that concept.
about pricing, really consider what their
“In fact, our survey showed that when practice profitability is and apply that
we asked ECPs how, if at all, has your instead. Compare dailies to other contact
attitude been changing towards the lens modalities and consider what a
daily disposable modality, compared to patient is not spending with you on solu12 months ago, we found 44 percent tions annually—which can average $80
‘more accepting’ than 12 months ago. per year—and recognize what daily disWe see this as the start of something posables and replenishment, competitivereally big. We noticed this during the ly priced, can mean for your practice.”
first half of 2007 already; the survey,
CooperVision is promoting two
conducted last month, reinforces this.”
dailies—its Clearsight 1-Day and, in the
In fact, Garder noted, “Doctors premium arena, its ProClear 1-Day.
understand the compliance and conven- Both are spheres, but, Gardner noted,
ience issue. But the challenge is to get the company is anticipating debuting a
their head around the pricing.”
new daily disposable toric, under ClearIt is daily disposables pricing, and their sight, next year. “Doctors have said they
perceived costs compared to other contact could really do with a toric. We have one
lens modalities, which is the industry’s in Japan on the market and doctors can
current challenge, all executives agreed.
have confidence in its performance.”
John Graham, vice president U.S. marVistakon, which pioneered the daily
keting, Vistakon, a division of Johnson & business is now focusing on its one-day
Johnson, noted, “Yes, as a total U.S. seg- Acuvue Moist, which launched in Janument, daily disposables are still relatively ary of this year.
small—anywhere, we estimate from 5 perOn the topic of daily disposables, Rick
cent to 8 percent of total business—which Weisbarth, OD, FAAO, vice president,
is anywhere from two to five times smaller global head professional development and
than what we see in the rest of the world. partnerships, CIBA Vision, stated,“CIBA
“What’s kept the penetration low? In Vision has a positive outlook on the daily dissome cases, it’s pure awareness—an oppor- posable segment and the Focus DAILIES
tunity to let more patients know that there’s family now offers a full range of spherical,
a daily lens you can wear and throw away toric and progressive lenses—all of which are
each day. In fact, if you give patients a upgraded to our AquaRelease product,
chance to try dailies, very few ever go back. offering wearers even greater all day comfort.
“But,” he noted, “as an industry, we
“Recent events will place a greater
have to decide whether to invite patients emphasis on the strength and flexibility
into the segment or not. When it comes offered by the daily disposable modalito the pricing, the thing to remember is ty—allowing patients to eliminate lens
that the cost of the dailies’ is half the cost care product use, while promoting good
of a good Starbucks’ habit. In our dialogs hygiene and the benefits of a fresh,
with practitioners, we talk about the eco- clean lens every day. In the long-term,
nomics as well as clinical issues.
we believe ECPs and patients will have
According to CooperVision’s Gardner, a better understanding and more expe“Dailies require that doctors take a look rience with Focus DAILIES.” II
Sometimes The Best Solution
Is No Solution.
THERE’S NEVER BEEN A BETTER TIME TO FIT
COOPERVISION’S 1 DAY DISPOSABLE CONTACT LENSES.
While the issues surrounding lens solutions, lens care, and their
effect on eye health are complex, for many patients, the solution
couldn’t be simpler: CooperVision’s 1 Day disposable contact lenses.
s No lens solutions or care regimen
100%
94%
% Of Patients
Compliant With
Lens Replacement
Schedule
75%
67%
66%
50%
48%
25%
s Patients wear fresh, clean lenses every day
s The highest compliance rate of any replacement modality 1
0%
DAILY
1 WEEK
DISPOSABLES
2 WEEK
1 MONTH
TO ORDER A SPECIAL COOPERVISION 1 DAY NO SOLUTION SOLUTION KIT, VISIT COOPERVISION.COM/SOLUTIONKIT
Daily Disposable Contact Lenses—Upside and Opportunity:
“ECPs Taking Another Look at Daily Disposables” is the first of a two-part editorial initiative from Vision Monday.
Part Two: “The Economics of Today’s Daily Disposables” will discuss in detail
the economic opportunities that exist within the vision care community regarding daily disposable contact lenses. The feature will provide insight regarding
how daily disposables can be an excellent investment for patients, as well as
how proper dispensing of this modality can help improve the bottom line for a
practice. It will appear in the Nov. 19 issue of Vision Monday. II
1
Source: “Compliance and Contact Lenses,” Review of Cornea and Contact Lenses, March 2006.
©2007 CooperVision, Inc. CooperVision and Eye Design, “See Beyond the Ordinary,” and Proclear are registered trademarks of The Cooper Companies, Inc., its subsidiaries or affiliates.
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YOUR LIFESTYLE
Think Pink: The Eyewear Industry
Searches for the Cure
By Deirdre Carroll
Associate Editor
Time to put
the toys away.
NEW YORK—As many of you may
know by now, October is National Breast
Cancer Awareness month, but what you
may not realize is that many of the companies in our very own industry are making a contribution to the search for a cure.
Here are just a few ways that you and
your practice can help join the fight:
CLEARVISION AND BCBG
BCBGMAXAZRIAGROUP and ClearVision Optical (www.cvoptical.com) have
joined forces to create a limited edition
BCBGMAXAZRIA sunglass named
Hope. The Hope sunglass is an oversized-rimless design available in two colors, rose or black. Inside each temple tip
is a pink breast cancer ribbon icon representing the cause. A pink eyewear case
with the signature ribbon at the closure comes with each purchase. With
a suggested retail price of $120, 25 percent of the sale from each frame will be
donated to Susan G. Komen for the Cure
with a guaranteed minimum donation of
$25,000.
HILCO
Hilco (www.hilco.com) has donated nearly
$10,000 to the American Breast Cancer
Foundation through their “Think Pink”
breast cancer awareness campaign. This
October, Hilco offers three products in
their “Think Pink” collection: the “Think
Pink” Mini Kit, which includes a .68
Magna Spin-2S:
A true industrial hard coater.
Introducing the first Satisloh hard-coating system. Featuring two lacquer delivery;
unsurpassed productivity; and higher yields. Its unique magnetic drive rotation
system is engineered especially for industrial labs. Call for details.
www.satisloh.com
800-866-5640
ounce lens cleaner and a
micro-fiber cleaning
cloth; the “Think
Pink” Lens Cleaner/Cloth Combo,
which contains a two
ounce spray bottle of
lens cleaner and a
micro-fiber cleaning
cloth; and the “Think
Pink” Desk Companion Set, which
contains a table top eyeglass holder, a
Breast Cancer Awareness pin, a soft-slip
eyewear case, a .68 ounce “Think Pink"
lens cleaner and micro-fiber cleaning cloth
all packaged in a Breast Cancer Awareness
box. The American Breast Cancer Foundation will receive 5 percent of all sales
generated by Hilco’s Breast Cancer
Awareness products.
Quality.
Performance.
A sample of our wide collection
of mirrors available.
SPY OPTIC
Spy Optic (www.spyoptic.com) is running
an “Eye Spy Pink” online promotion
during the month of October. For each
premium pink eyewear item sold
between October 12 to 31, Spy Optic will
donate $5 to the Boarding For Breast
Perform your lifestyle. Today’s active
lifestyles call for eyewear that is high in performance and high in style. Opticote mirror coatings
Cancer foundation (B4BC), a nonprofit,
youth-focused education, awareness and
fundraising foundation created to increase
awareness about breast cancer, the importance of early detection and the value of
an active lifestyle. In addition, Spy's
online sales partner Shopatron will donate
a portion of its transactional fees to B4BC.
The premium pink eyewear collection
from Spy Optic includes 10 different sunglass styles that retail for $60. II
Don’t forget to check out Vision Monday’s Sun Advisor
E-Newsletter each month. In the October edition, see why
huge rocks aren’t just for engagement rings anymore in
Trend Flash, why leather has never looked better in Accessory Watch and what consumer sunwear trends you should
be aware of in News to Use. And don’t miss what hot
shades the celebrities are wearing every month in Star
Sightings. To view the October issue and all previous
A
Newsletter
issues go to www.visionmonday.com and click on
the Sun Advisor icon.
SUN
Style.
give your patients the best of both with backside
A/R and premium hydrophobic/oleophobic top
coat and an endless variety of colors to choose
from. With so much flexibility and options, your
patients will want a pair for their every lifestyle
need so they can get out there and live their life.
Recommend the Opticote solution
to your patients today.
Clearly the Best!
800.248.6784
www.opticote.com
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INDIANAPOLIS—The Optical Laboratories Association (OLA) is revving
up for its 2007 meeting and trade show
scheduled for Nov. 15 to 17 at the
Indiana Convention Center and RCA
Dome located here. This year’s meeting will highlight innovative ways for
lab owners and managers to run their
business with special sessions and
seminars planned for the three-day
event. In addition, lab owners will
have many opportunities to meet with
suppliers in the exhibit hall to learn
about the latest in new lab products
and equipment.
Keeping with the theme for this
year’s meeting, “Race to Success: Get
Trained, Get Direction, Go!” OLA will
present a general session on Thursday,
Nov. 14 featuring Barry “The Maverick” Wishner. Titled “Done!—Stop
Talking, Start Waiting, Start Doing,”
Wishner, founder and CEO of Performance, a management consulting firm
for business leaders, will speak to the
importance of analyzing your business
and taking action.
Friday’s general session will feature
motivational business speaker Nancy
Friedman who will explore “Hell Hath
No Fury Like a Customer Scorned.”
This session will explore ways for business managers to increase service skills
and gain a competitive edge.
ECPs to Select Optical Laboratory
Web Site of the Year
NEW YORK—For seven years, the annual
Optical Laboratory Web Site of the Year
was selected by a panel of industry journalists. This year, eyecare professionals–the target audience of lab Web
sites–are selecting the 8th annual Optical
Web Site of the Year Award.
“We’ve always allotted points to Web
sites for their usefulness to the ECP. So
now instead of us guessing what’s useful
and what’s not, we’ve gone straight to the
source and asked eyecare professionals
to nominate optical laboratory Web sites
that best met their needs. We weren’t prepared for the overwhelming response,”
said LabTalk editor and creator of the
award, Christie Walker.
Over 300 individual nominations were
received via Vision Monday’s Web site.
The top 10 nominated lab sites will go
onto round two to determine the 2007
Optical Laboratory Web Site of the Year.
The winner will be announced at the
Optical Laboratories Associations
November meeting to be held in Indianapolis.
The January/February issue of LabTalk
will feature a story on the Web Site Award
winners including comments from ECPs
on their nominated lab. II
The third and final general session
billed as “Demystifying Digital Surfacing,” will discuss how the technology is
impacting labs, eyecare professionals
and consumers. It will be moderated by
Andrew Karp, group editor, lenses and
technology for Vision Monday and 20/20
INSIDE THE LAB
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magazine. (See related story this page)
New to OLA this year is the Sales
University, a full eight-hour day of professional sales training being offered on
Friday, Nov. 16. Winning Inc. will feature the Sandler Selling System, a revolutionary sales approach adopted by a
growing number of corporations and
salespeople who practice the business of
selling. An additional two days of product-specific sales training will be conducted by individual frame and lens
companies throughout the show.
Making it’s second appearance at this
year’s meeting is the OLA Member
Advisory Board (MAB) which is scheduled to hold its meeting on Nov. 14 at
noon, the day before the show officially
opens. The MAB will be comprised of
reps from OLA member companies
from across the U.S. The OLA Board
and MAB will meet to discuss OLA
membership, products and services to
members, and future plans and direction for the association.
Finally, on Saturday, Nov. 17, the
OLA will present their 2006 President’s
Banquet and Awards of Excellence
presentation. For the 21st year, the
OLA will honor manufacturers whose
products made outstanding contributions to the ophthalmic community.
Nominees were announced in August.
For more information about the 2007
OLA Meeting, visit www.ola-labs.org or
call (800) 477-5652. II
OLA General Session Panel to
‘Demystify’ Digital Surfacing
NEW YORK—Next month at the Andrew Karp, group editor, lenses and
annual Optical Laboratories Association technology for Vision Monday and 20/20
(OLA) meeting in Indianapolis, a panel magazine, who will moderate the disof lab executives and optical supplies cussion. “Most importantly, a growing
will discuss the challenges of marketing number of consumers is benefitting
new digital surfacing technologies to from digitally surfaced lenses, which
eyecare professionals. The event, billed offer enhancments over conventionally
as “Demystifying Digital Surfacing,” is surfaced lenses. But the market’s full
the third and final general session at the potential will only be realized when labs
OLA’s 2007 meeting. The panelists, are able to communicate about these
including Warren Meyer
of Perfect Optics, Bob “Whether you call this technology
Pech of Pech Optical, digital surfacing, direct surfacing or
Scott Pearl of Digital freeform, it is profoundly changing the
Eye Lab and Ed de way ophthalmic lenses are designed,
Rojas of Quest Optical, manufactured and distributed.”
will discuss how the
—Andrew Karp, Vision Monday
technology is impacting
labs, eyecare professionals and con- products clearly and consistently to their
sumers.
customers. The panel will explore how
“Whether you call this technology labs can accomplish this.”
digital surfacing, direct surfacing or
“Demystifying Digital Surfacing” will
freeform, it is profoundly changing the take place at the Indiana Convention
way ophthalmic lenses are designed, Center on Saturday, Nov. 17, from 10:30
manufactured and distributed,” said a.m. to noon. II
CC System User Meeting
Focuses on Direct Surfacing
TORONTO—CC Systems
hosted its annual User Group
Meeting here on Aug. 24 and
25, drawing over 60 attendees
representing 27 labs and six
suppliers. Representatives of
leading equipment manufacturers, including Randy Baldwin and Isaac Altit from Gerber Coburn, Chip Heavican Pictured at CC System’s annual User Group Meeting are,
from DAC, and Bruno Carissi- left to right, Bernard Michaud, Riverside Optical; Lis
Llovell and Michel Page, West Lab and Marc-Andre,
mi from OptoTech, educated Optique Tournesol.
attendees on how direct surfaced lenses are processed, the differ- life experiences from wholesale labs
ences among the various systems and already using direct surfacing systems
the different capabilities achieved were given by Paul Faibish of Plastic
using optional accessories. Several Plus (Satisloh and Seiko) and Mike
lens design suppliers discussed the Walach of Quest Lab (DAC). Stephen
distinguishing characteristics of their Cohen, president of CC Systems,
companies’ respective products, summarized this array of information
including Laurie Badone from Seiko into simple spreadsheets enabling
and Ron Kroll from Signet Armorlite. each lab to evaluate the pros, the
“Bottom line” classes based on real cons, the cost and the potential prof-
Also attending the Toronto gathering were
Jamie Peden, Barrie Ophthalmic; Mitch Hirsch,
M.H. Optical and Paul Faibish, Plastic Plus.
itability of direct surfacing. Classes
given by 10 CC Systems technicians
topped off the weekend with indepth descriptions of new and unique
features related to remote ordering,
3D lens viewer, WIP monitoring, outsourcing, frame inventories, direct surfacing integration, customized reports,
wrap compensation, coating forms,
and automatic job recalculation on
receipt of a frame tracing. II
Eyefinity, Optivision Link to Enhance
Lab Ordering and Delivery Process
SACRAMENTO, Calif.—Internet
portal Eyefinity and ophthalmic software developer Optivision have signed
an agreement designed to streamline
the lab ordering and delivery process.
Optivision will build an integration
that will enable Eyefinity lab orders to
be seamlessly routed into Optivision
lab management systems operating in
many U.S. optical labs, which the two
companies say “will enhance the accuracy and efficiency of spectacle lens
orders in labs running the Optivision
Laboratory Management System.”
“This is another great example of
how the widespread adoption of technology can be deployed to increase the
efficiency of the optical industry,” said
Steve Baker, Eyefinity’s president.
Gihan Samuel, Optivision’s marketing vice president, commented, “Now
that optical laboratories using Optivision can integrate their orders directly
with Eyefinity, ECPs can enjoy more
insight into their order status, as well
as decreases in order entry errors due
to simple typos.” II
EasyTerms
t
Paymen t
No Money Down
$108 per month*
*36 month term
with approved credit
LAUNCHES
Gerber Coburn Intros Rae Plus Tracer
LAS VEGAS—Gerber Coburn introduced the latest version of its Rae
Tracer, the Rae Plus, earlier this
month at International Vision Expo.
The new unit offers advanced features including a color touch screen,
shape modification, and job memory.
Like the Rae Tracer, the Rae Plus
allows accurate traces of high wraparound frames and also accommodates
small children’s frames with a B size
down to 18 mm. The tracer’s 3-axis
control captures 12,800 points (A and
B, as well as frame curve and elevation) for precise 3-dimensional shapes.
“The advantage of the Rae Plus is the
color touch screen which displays the
trace on a 1:1 scale,” said Joseph
Zilaro, Gerber Coburn’s senior product manager of finishing products.
“The screen allows instant visualization of the lens shape modification,
even in de-centered trace positions,
with excellent wide-angle rendering.
The high precision display reduces
operator error and ensures accuracy of
the frame trace.”
“The shape modification feature
places the Rae Plus in a category of its
own compared to other tracers on the
market today,” added Zilaro. The Rae
Plus allows optimization of the match
between the lens, frame, and patient’s
physiology by modifying the A, B, and
half-dimensions, or by scaling.
Another new enhancement of the
Rae Plus is its ability to store 1,000
jobs in memory, which significantly
streamlines the tracing process. “The
Rae Plus was developed with the cus-
tomer in mind. From the visual
screen display to shape modification
and job memory, the customer can
easily and accurately trace frames,
regardless of shape and size,” said
Zilaro. II
For more information please call
(800) 678-4322 or (320) 258-3559
Email: sales@optifacts.com
Visit www.optifacts.com
“We process a wide variety of lenses and materials with
excellent results. The O 2 calculations are extremely accurate”.
Debbie I ngram, Bluegrass Optical, Le xington KY
See us at OLA Indianapolis, Booth #411
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CLASSIFIED
VM MARKETPLACE
Advertising Information: (800) 983-7737 • Fax: (610) 854-3780
CLASSIFIED
VM MARKETPLACE
Lenses
PPREMIUM
REMIUM M
ICROFIBER C
LOTH
MICROFIBER
CLOTH
Phone: 1.866.923.5600 • Fax: 1.866.923.5601
www.national-lens.com
..
It’s no secret that the cost of contact lenses continues to rise. Practitoners who wish to remain competitive need a competitive edge in their contact lens
purchases. It’s my pleasure to introduce you to National Lens. At National Lens, our mission is to offer our customers the highest quality products at the
most competitive prices. We are committed to a higher level of service and offer a huge in-stock inventory that ensures same day shipping for most orders. We do
not backorder lenses.
Remember, our goal is to help you achieve greater margins through strategic buying opportunities. We gladly accept Visa and MasterCard for your convenience and
look forward to hearing from you.
SOFLENS MULTIFOCAL
CIBA VISION
COLOR BLENDS
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26.25
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23.75
12.00
14.25
39.75
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15.25
Lowest
11 & Over
25.50
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37.50
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Fall 07
CooperVision
BIOMEDICS PREMIER
BIOMEDICS 55%
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FREQUENCY 55%
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ACUVUE 2
ACUVUE ADVANCE
ACUVUE OASYS
Low
1 to 5
16.25
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12.45
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12.95
1 to 5
Lower
6 to 10
Lowest
11 & Over
14.75
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14.75
12.35
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10.95
6 to 10
13.90
13.75
12.85
12.85
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12.85
12.25
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11 & Over
13.25
17.95
22.50
17.75
17.50
21.75
21.25
Just A Small Sampling of Our HUGE Selection!
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K Well-established Retail Optical Stores
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K Typically Included: Inventory,
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at 800-856-9664
Equipment &
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SG-X Generators
Large and small reclaim tanks
All coburn model cylinder machines
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Complete gerber coburn mini labs
LOH Toromatic SL generator
Will buy your used Coburn
and LOH equipment
Pat McCoy Optical Equipment
We buy and sell all brands of optical equipment
(800) 637-5472 or (507) 372-2877
Email us: mccoyp@frontiernet.net
Merchandise Offered
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Cloths are
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Upgrade to the Ultra Microfiber Cloth
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Stormin’ Norman’s Optical Supplies
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*Multiple specials/discounts may not be combined. Must mention coupon code at time of order.
Free shipping on orders only containing microfiber cloths all other items will be shipped separately. While supplies last. May be withdrawn at anytime Offer good until December 22, 2007.
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eyewear
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That’s right ! Contact us and
find out why we’ve become
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www.savoneyewear.com
800-758-6249
Phone: 866. 289. 3937
Fax: 310. 306. 7885
www.delreyoptical.com
E-mail: sales@delreyoptical.com
LANE SPECIAL - $9,995.00
View Online Classifieds at
www.VisionMonday.com
We’re Back and Better Than Ever!
For the absolute best selection of excess frames and
sunwear, do your “BOTTOM LINE” a favor and visit:
www.opticalcloseouts.com
866-376-2757
69
Merchandise Offered
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Bausch & Lomb
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AO Custom or Marco Combo Unit (3 arms)
AO Phoroptor
B&L or Marco Keratometer
Burton or Mentor Slit Lamp
AO or Marco Projector
w/mount, slide & screen
Belrose Refracting Equip. Co.
For The Finest Equipment “In-Sight”
3734 W Oakton St., Skokie, IL
www.belroserefracting.com
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CLASSIFIED
VM MARKETPLACE
Help Wanted
Help Wanted
Eye Mart needs enthusiastic
and professional employees
in the following areas:
GET IN ON THE FASTEST GROWING SEGMENT
OF THE OPTICAL INDUSTRY.
Experienced Sales Representatives wanted for several western territories
including Southern California, Northern California and Arizona
iCoat Company, the nation’s largest independent optical coating specialist, is
seeking individuals with a successful track record of selling goods and services
to the retail optical community. Potential representatives must possess self
motivation, strong communication and interpersonal skills and have a
minimum of 3 years of outside sales experience. ABO certification a plus.
iCoat Company offers very competitive compensation plans. If you are
interested in this excellent opportunity please forward your resume and
salary requirements to info@icoatcompany.com.
AFFORDABLE EYE WEAR IN ABOUT AN HOUR
Send cover letter and resume to:
aclark@eyemart.com
VM WHERE TO FIND IT
Sales Rep and Distributors Wanted
AOC – 3 New Lines, great quality
and price, is seeking
Sales Reps and Distributors.
Fax to 888-828-3888
Call 888-868-4188
ACCESSORIES
STORMIN’ NORMAN’S
DISCOUNT OPTICS
Full Service Optical Supplies,
Accessories, Promotional Items &
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
One Stop Shopping for all your tinting,
edging, surfacing, plano lenses, frame
repair parts, tools and lens cleaners.
Toll Free: 888-339-6264
Order On-Line:
www.dynamiclabs.net
Well established frames importer is looking for dedicated, or non-competitive, multi-lines
experienced sales representative for the following territories:
FRAMES
INSTRUMENTS
Full company compensation package or attractive commission / bonus program.
Collection of 300 models priced to customers from under $10.00 to mid. $30.00. History
of excellent customer service, 4-5 new models every month. Our sales reps have 80%
successful closing from the first presentation. Please send your resume and salary history; fax 1-718- 937 -2825: e-mail Globalopti@aol.com.
View
Online
Classifieds
at
Stylish Eyewear at Affordable Pricing
Wholesale Lab Rep
• Private Label • Metal Frames as low as $5.00
• Stainless Steel & Acetate frames as low as $19.99
• Flexible Titanium frames as low as $19.99
• One year warranty on all frames
— Independent Sales Representatives wanted for all territories —
Call today for your free catalog.
phone: 866-756-4262 • fax: 570-719-0436
e-mail: info@cnceyewear.com
A most advanced freeform progressive technology lab, seeking sales
reps for all areas. If you are an experienced sales rep, contact us! We
can offer you as a business partner with continuous income for the
rest of your life. Very high commission starting at 25%, all applicants’
info are confidential.
Call Henry at (212) 431-2915.
www.
VisionMonday
.com
Outside Sales Representative
Extend your reach and
Signet Armorlite, Inc. a manufacturer of ophthalmic lenses, based in the San Diego area, has an
opportunity for 3 outside sales representatives. The territories are: Orange County/South Los Angeles,
Connecticut / Rhode Island, and Northwest Utah / Idaho / Dakotas. The position will require calling
on retail customers, wholesale laboratories, and integrated retailers in your assigned area. You will
promote the features and benefits of our Kodak Lens line, as well as our diverse selection of Optical
Products designed to meet the demands of today’s eye care professionals and their customers. The
ability to manage / develop your area is key to success in this position.
get results when you
We offer a competitive salary and complete benefits package including immediate vesting 401(k)
with match, tuition reimbursement, medical, dental, vision and life insurance.
place your classified ad
in print and online.
Call Phil or Bonnie
Please e-mail your resume, with salary history and requirements, to:
smorales@signetarmorlite.com
Leading manufacture of custom
designed cases. Large stock of Hard
and soft cases.
Available for custom printing.
800-291-8528 • FAX: 718-752-9858
E-Mail: sales@Astucci.com
Website: www.Astucci.com
For custom made cases:
385 Fifth Ave. 15th FL.
New York, NY 10016
212-725-3171 • FAX: 212-725-3236
Astucci Hong-Kong
Fax: 852-2367-6123
sales@astucci.com.hk
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
CASES
800-983-7737
Leading optical
distributor seeks
experienced sales
reps. Bendable to
value product
excellent assortment
with 25% commission
plus monthly bonus.
Fax 866-993-5892.
Sales Reps
Wanted
FAX:
610-854-3780
Rapidly expanding U.S. Optical
Company is looking for qualified
independent Sales Representatives in
the following regions; West Coast,
Southwest, Midwest and Southeast.
Offering national brands with a very
aggressive commission structure.
Multi-line reps only. Please submit all
resumes and inquiries to:
www.
VisionMonday
.com
eyeweartrends@gmail.com
MISCELLANEOUS
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
PACKAGING
GA, AL, TN, NORTH FLORIDA, OH, WV, VA, AZ, KY, MI, IL
Extensive overnight travel is a must.
and soft cases.
800-291-8528 • FAX: 718-752-9858
New York, NY 10016
212-725-3171 • FAX: 212-725-3236
Astucci Hong-Kong
Fax: 852-2367-6123
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
LENSES
Your global partner for high-quality
lenses. We specialise in Polarized,
SunSensors and clear lenses in
Polycarbonate, Hard Resin
and Hi Index.
POLYCORE OPTICAL
Singapore
Tel: 65-6747-6677
Fax: 65-6744-3664
E-mail: pos@polycore.com
www.polycore.com
USA
Tel: 888-645-7788
Tel: 1-775-850-2050
Fax: 1-775-850-2060
E-mail:
customerservice@polycore-usa.com
and soft cases.
800-291-8528 • FAX: 718-752-9858
New York, NY 10016
212-725-3171 • FAX: 212-725-3236
Astucci Hong-Kong
Fax: 852-2367-6123
SUPPLIES
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
MANUFACTURERS
SUN DESIGNE LTD.
is your OEM/Private label source for
reading glasses, sunglasses, frames, and
accessories. Buy direct from the
factory! Call Jack Taber
(800) 322-6748 • FAX: (203) 758-2156
www.sundesigne.com
MISCELLANEOUS
and soft cases.
800-291-8528 • FAX: 718-752-9858
New York, NY 10016
212-725-3171 • FAX: 212-725-3236
Astucci Hong-Kong
Fax: 852-2367-6123
Toll Free: 888-339-6264
Order On-Line:
www.dynamiclabs.net
Toll Free: 888-339-6264
Order On-Line:
www.dynamiclabs.net
71
QUALITY ACCESSORIES, INC.
Custom Imprinted Lens Cleaners &
Cloths for Retail and Promo
800-735-3937 • 219-922-8103
FAX: 219-922-8124
Web Site: www.qualityaccessories.com
Software
Stores in Indiana, Kentucky, Ohio. New locations opening soon!
The following is a list of suppliers’ toll-free numbers for quick access to all of your optical needs. This is a paid service of Vision Monday.
Help Wanted
• Ohio and Tennessee
Licensed Optometrists
• Experienced Optical
General Managers
• Experienced Lab Managers
Retail Employees
Lab Employees
CLASSIFIED
Need help?
Want to inform clients
of your products
or services?
Extend your reach and
get results when you place
your classified ad
in print and online.
Call Phil or Bonnie
800-983-7737
FAX: 610-854-3780
www.
VisionMonday
.com
Page 72
BUSINESS ESSENTIALS
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IT’S YOUR BUSINESS
Classsifying an Employee Vs. Independent Contractor
It is important that employers correctly
classify individuals because, under federal law, the requirements for employees
and independent contractors differ. According to the Bureau of
National Affairs, independent contractors
are workers who have
Hedley Lawson, Jr. an independent business, contract to do work according to
their own means and methods, and are
controlled by the employer only as it
relates to results. They are not employees under the law and are therefore not
covered by the Fair Labor Standards
Act. The U.S. Supreme court stipulates
that the key factor in determining
whether a worker is an employee or an
independent contractor for Fair Labor
Standards Act (FLSA) purposes is the
“underlying economic realities” of the
parties’ relationship.
The Department of Labor (DOL)
and the Internal Revenue Service (IRS)
apply different tests to determine a
worker’s classification for the purposes
of employment and tax laws. The
Department of Labor uses the “economic reality test,” and the Internal
Revenue Service applies specific guidelines to determine independent contractor status.
ECONOMIC REALITY TEST
The economic reality test used by the
Department of Labor examines the following circumstances to determine whether an
individual is a contractor conducting his/her
own business, or is an employee financially dependent on the employer.
• The permanency of the business relationship.
• The degree to which the services rendered are an essential part of the
employer’s business.
• Whether the individual realizes a profit or suffers a loss under contracts to perform work or services.
• The degree to which the services rendered are an essential part of the
employer’s business.
• The amount of initiative, foresight or
judgment the worker uses in performing
the services.
THE IRS GUIDELINE
For years, the IRS had been using what
is called the 20-factor test to determine
whether a worker is considered an
“employee” or an “independent contractor,” but the relevance of some of the
20 factors has been losing ground in the
courts and in Congress. The focus is
now on the following categories:
Behavioral Control: If the employer has
the right to control or direct how the
work is performed, then the individual is
an employee and not an independent
contractor. Employees are generally subject to the instructions of the employer
as it relates to the when, where and how
to work. Independent contractors are
not. Employees are usually trained by
employers, while independent contractors have to utilize their own methods.
Financial Control. If there exists control of
how the business aspects of the worker’s
activities are conducted, then the individual is an employee. Factors to consider:
If the worker can realize a profit or
incur a loss, then she/he is a contractor.
If the worker has a significant investment in the equipment or facilities, she/he
utilizes in performing services for others,
then she/he is classified as an independent
contractor. When the worker makes his/her
services available to the general public.
The method of payment. Generally an
employee is paid by the hour, week or
month, but an independent contractor is
generally paid a flat fee or by the job. II
Don’t miss out on Vision Monday’s e-edition of Business
Essentials providing monthly updates on day-to-day
management issues for optical ECPs and retailers.
To subscribe to Business Essentials, go to www.visionmonday.com, click on the Business Essentials button
and go to the Subscribe to Business Essentials option in
the newsletter. Current and past issues of Business
Essentials are available by visiting the VM Web site at
www.visionmonday.com.
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Page 74
IO N
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EDITORIAL
How’s Business? Expo Provided Some Answers
Fall is in the air, especially here in New
York, which heralds
the coming of winter
and the end of another year. As we enter
the final quarter of
the year, it’s a good
time to assess the
Mary Kane
Executive Editor business climate for
2007 and look ahead
to the long-range forecast for 2008.
If Vision Expo West was any indication of how robust business has been
this past year, things are looking quite
positive for the optical industry in general. Editors from Vision Monday and
20/20 took advantage of the show
scene and queried a fair number of
attendees about the event and business
in general. Both categories scored high
marks and received positive feedback
from Expo attendees.
Some showgoers observed that while
attendance at the show got off to a
somewhat slow start on opening day,
floor traffic increased significantly as reported that booth traffic was strong and
Expo progressed. And there was a lot the majority of those that stopped by
for attendees to see. This year’s Expo were definitely in a buying mood. And as
boasted more than 50 new exhibitors always, Expo provided a convenient,
showcasing their wares both in the Gal- one-stop venue for exhibitors to show
their wares and reconnect with clients.
leria and the Suites.
As for the future outlook, look no
And attendees weren’t just window
shopping. Some, like Tiff“If Vision Expo West was
any Velner, OD from
Scottsdale, Ariz. observed,
any indication of how robust
“with all the vendors, you
business has been this past year,
can really see everything in
things are looking quite positive
one place—and we [literally did] all of our shopping for the optical business in general.
for 2008 at Vision Expo
West.” Jack Guinon of C&B Optical in further than this month’s cover story
South Bend, Ind., was on a similar (See page 48) as wholesalers assess the
shopping spree. After purchasing two state of the lab industry and, based on
additional stores in March, bringing 2007’s accomplishments, were able to
their total to 10 locations, “we decided look ahead to the next 12 months. On
to increase our lab capacity and were the whole, this segment of the market
eyeing new lab equipment to upgrade remains upbeat about the future,
pointing to growth in the children’s
our present technology.”
And all this shopping and buying eyewear market and a more educated
brought nothing but good fortune to consumer contributing to a robust botexhibitors on the show floor. Many tom line for 2008. II
IN THEIR OWN WORDS
The‘ Value’ of High Tech Lens Options
In an article in our
local newspaper, The
News Gazette, syndicated columnist Marshall Loeb stated the
following in his
Money Tips column
dated July 5, 2007:
Mike Schmidt “Mass produced eyeglasses cost roughly
$2 a pair to make… retailers often offer
affordable eye exams, but they make a
killing on marked-up frames and unnecessary high tech lens options.”
Loeb went on to say one could treat
ones local eyeglass store as a fitting
room where you could go in and try on
various frame shapes. Once you’ve
found one you liked, just write down
the make and serial number and look
for bargains online.
We took exception to this article and
contacted the editor of The News-Gazette
who sent a reporter and photographer to
visit the lab. After touring the lab, they
couldn’t believe the intricacies in making a pair of eyeglasses and came to
understand that there was no way a pair
of glasses could cost as little as $2.
What are unnecessary high-tech lens
options? As Robert Dziuban, Executive
Director of the Optical Laboratories
Association (OLA) pointed out, “If
you’re driving in the sun and can’t see
Send Your Letters to VM
Vision Monday wants to hear our readers' opinions on issues that affect today's eyewear/eyecare business. We welcome comments about our coverage of the optical
industry as well.
Just send VM an email message to vmletters@jobson.com. If you prefer to use traditional
mail, send letters to Editor, Vision Monday, 100 Avenue of the Americas, New York, NY 10013.
Please include address, phone number, and affiliation. Anonymous letters will not be published.
Got more to say? If you'd like to write a column on a subject you're close to and passionate
about, Vision Monday welcomes your submissions. Please submit a proposal for your column
to Mary Kane, Executive Editor of Vision Monday at mkane@jobson.com, or by traditional mail
at the address above. Please include a 50-word description of your proposed column, your business/professional affiliation, phone number and address. Our format requires a minimum submission of 400 words, and Vision Monday reserves the right to edit submissions for publication. When sending photos for publication, please send JPGs that are 4 inches wide, at 300 dpi.
because of the glare, are polarized lenses
a convenience or a necessary option?”
Lenses are lighter, stronger, and thinner and provide the same level of magnification or can transmit more light.
Those features are more expensive than
product available in the past but provide
better vision and more comfort to the
end user. Consumers are paying more
than they used to, but they are buying a
far superior product.
The Lens Menu pamphlet that we
have developed outlines what lenses are
available and the benefits of the various
options to the patient. It is up to our
entire team, salespeople as well as our
customer service staff and management
to continue to work with our accounts to
keep them informed so they can intelligently discuss the options with their
patients.
Once the patient understands the
options and benefits of products offered,
we are convinced they will be completely satisfied with the total prescription when it is dispensed and will fully
appreciate that they have received the
best product available.
Mike Schmidt is president of operations for
Seoco, Inc. based in Champaign, Ill.
Y
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Monday
Senior VP, Editorial Director Marge Axelrad
Executive Editor Mary Kane
E-News Managing Editor Amy Grech
Senior Editor Cathy Ciccolella
Group Editor, Lenses & Technology Andrew Karp
Associate Editor Deirdre Carroll
Design Director Phyllis Busell
Art Director Iris Johnson
Contributing Editors
Jackie Micucci, Gloria Nicola, James J. Spina,
Melissa Arkin, Christie Walker
Circulation Manager Renee Oechsner
Production Manager David Herman
VP Advertising Sales Dennis Murphy
Regional Sales Managers
Amanda Churchill, James DeMatteis,
Vincent Priore
International Sales Offices
Young-Seoh Chinn, Korea, jesmedia@unitel.co.kr;
Sho Harihara, Japan, sho.ymi@fine.ocn.ne.jp;
Mary Ng, Asia, mnjobson@netvigator.com;
Jochen Reinke, Germany, Austria, Denmark, Switzerland,
Benelux, Scandinavia, Liechtenstein, jreinke@reinke-pr.de;
Asa Talbar, Israel, talbar@talbar.co.il;
Cecilia Zanasi, Italy, France, Spain, United Kingdom,
Cecilia@studiozanasi.it.
Director of Education and Training
Mark Mattision-Shupnick
Director of Marketing, Education and Training
Nancy Ness
Creative Director Monica Tettamanzi
Creative Services Designers Barbara Winters,
Debbie Silva
Marketing Manager Christine Yeh
Marketing Coordinator Jeff Haber
Jobson Optical Research Int’l Managing Director
Gerry Fultz
VP/Optical Retail Group Publisher
William D. Scott
VP/Marketing/Publisher 20/20
Jim Vitkus
Senior VP/President Professional Publications Group
Richard Bay
VP/Publisher/FRAMESdata
Tom Lamond
VP/Operations/FRAMESdata
Judith Michael
Chief Executive Officer
Marc Ferrara
VP/Human Resources
Lorraine Orlando
Corporate Production Director
John Anthony Caggiano
VP/Circulation Director
Emelda Barea
Senior VP/Operations
Jeff Levitz
To order reprints of any articles or ads
that appeared in this issue contact
PARS International 212-221-9595 or jobson@parsintl.com
MAIN EDITORIAL & SALES OFFICES:
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VISION MONDAY (ISSN 1054-7665) is published monthly except for March
and August, which have two issues, by Jobson Medical Information LLC, 100
Avenue of the Americas, 9th Floor, New York, NY 10013. Periodicals postage
paid at NY, NY, and additional mailing office. Postmaster: Send address changes to VISION MONDAY,
PO Box 2024, Skokie, IL 60076-7924. Subscriptions: One-year rates (US): 1 year, $79. Foreign (Air
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publication permit #0427705.
© 2007 Jobson Medical Information LLC, 100 Ave. of the Americas, NY,
NY 10013-1678. Reproduction without express written consent of
the Publisher is prohibited. Jobson Medical Information
LLC publishes VISION MONDAY and Vision Monday Show Daily.
Notice: Jobson Medical Information LLC does not accept responsibility for
the advertising content of the magazine nor for any claims, actions or losses arising therefrom. Products and services advertised in this publication
are not endorsed by, or in any way connected with, Jobson Medical Information LLC. We make every effort to report manufacturers’ news accurately, but we do not assume responsibility for the validity of news claims.
EyesWay content is developed, sourced and reported by the editors of
EyesWay, the international news portal. Vision Monday provides that content to its subscribers as part of an exclusive news exchange agreement.
Page 76
during an eight-minute meeting here last month. The transaction is expected to close early
in the company’s fourth quarter, which began Oct. 1, according to B&L. (The initial B&L
statement announcing the
shareholders’ vote erroneously
said the deal would close in the
beginning of the third quarter.)
The new tender offers and
consent solicitations are being
conducted as part of the financing associated with the merger.
However, “completion of the
tender offers and consent solicitations is not a condition to
completion of the merger,”
according to B&L, although
each tender offer and consent
solicitation is itself subject to
the satisfaction of certain conditions including closing of the
Warburg Pincus deal.
The tender offers and consent solicitations were all scheduled to expire on Oct. 19. II
Orange 21 Terminates Preliminary
Discussions With No Fear Inc.
CARLSBAD, Calif.—Orange
21 Inc. (NASDAQ:ORNG),
manufacturer of Spy sunglasses and premium products for
the action sports and youth
lifestyle markets, said that an
independent special committee of its board of directors
and No Fear Inc. have mutually agreed to terminate discussions regarding a potential
strategic transaction involving
the acquisition of No Fear
Retail Stores, Inc., a subsidiary of No Fear. Orange 21
had previously announced in
July such preliminary discussions.
Mark Simo, co-chairman of
the board and CEO of Orange
21, and a founder, principal and
stockholder of No Fear, said,
“Although we explored several
potential transaction structures,
we ultimately concluded that it
is not an ideal time for Orange
21 to pursue a strategic transaction, and that at present, our
stockholders would be better
served by us continuing to
focus on our turn-around
efforts.
“Accordingly, we terminated
discussions and we are concentrating our efforts on internal
improvements designed to continue to reinvigorate the brand,
rejuvenating our revenue
growth initiatives and working
towards returning to profitability as soon as possible.
“I am excited about the
opportunities that I believe are
available for Orange 21, and I
look forward to leading the
efforts to make those opportunities a reality for our stockholders.”
John Pound, co-chairman of
the board and the chair of the
special committee, added,
“Although we did not identify
a transaction to move forward
with at this time, we believe
that the process was beneficial
to us in several respects—it has
helped us identify our shortterm goals of focusing on
organic growth and has led to a
stronger and deeper relationship between our board and
Mark as our chief operating
officer. We look forward to
working with him on our turnaround efforts,” according to
Pound. II
AL
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ROCHESTER, N.Y.—Two
days before a two-thirds majority of its stockholders approved
its pending acquisition by private equity firm Warburg Pincus, Bausch & Lomb (NYSE:
BOL) began cash tender offers
and consent solicitations for four
series of outstanding debt securities and two series of outstanding convertible debt securities
in conjunction with the deal.
B&L’s stockholders approved
the Warburg Pincus takeover
NEW
DA
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As Stockholders Approve Acquisition,
B&L Launches Debt Tender Offer
MON
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BOOST YOUR SALES!
DATA POINT
Highest and Lowest Income Groups
Bought Most Sunglasses
I Under $40K
I $40K up to $60K
I Over $60K
Replace your tired office magazines with exciting
patient-friendly, fashion focused magazines with an edge:
Sun*Smart, Lenses and Lifestyles™ and Eye on Low Vision.
23%
47%
30%
The highest and lowest household income groups bought the most
sunglasses in the 12 months ending June 2007. Those with an annual household income of greater than $60K bought 47% of the total
sunglass units sold in the 12 months ending June 2007. Surprisingly,
the middle household income group, $40 up to $60K, bought only
23% of the sunglass units sold in the 12 months ending June 2007.
The lowest household income group, under $40K, bought 30% of the
total sunglass units sold in the 12 months ending June 2007.
Source: VisionWatch, a study conducted by Jobson/VCA
Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year
(U.S. Adults 18+) * All data is for the 12ME (months ending) June 2007.
BY THE NUMBERS The latest figures
71%
The percent of contact lens
wearers who purchased their
contact lenses from the doctor who
originally wrote their prescription.
8%
The percent of respondents that
purchased a pair of frames for a
spouse. The majority of
respondents, 91%, purchased
frames for themselves.
20%
The percent of AR lens pairs
sold that are bifocal/trifocal lenses.
61%
Of those that have already
scheduled, will definitely have, will
probably have or may have vision
correction surgery, 61% said the
cost of the surgery is the most
important consideration.
Lenses and Lifestyles™ is a non-commercial, 8-page full
color, mini-magazine that will educate your patients on
their lens options. From lens designs, treatments and
materials, this booklet makes the lens selection process
easy for your patients to understand.
Sun*Smart promises to inform your patients on the
importance of UV protection, while not forgetting the fun
and fashion elements of sunwear. Lens styles, fashion trends,
and helpful frequently asked questions are addressed and
explained. Sun*Smart promises to educate and entertain
your patients the moment they pick it up!
Eye on Low Vision is a non-commercial mini-magazine
focused on helping your patients to understand low
vision and the options available to those suffering from
the challenges of low vision. Offering ready resources,
answers to frequently asked questions and analysis of
low vision devices, this magazine introduces low vision to
your patients.
Source: VisionWatch, a study conducted by Jobson/VCA
Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year (U.S. Adults 18+)
* All data is for the 12ME (months ending) June 2007. Refractive surgery data is for the 6ME
June 2007. Contact Lens data is for the 3ME June 2007.
To receive FREE copies of
these magazines, e-mail
memberservices@visionsite.org
1-866-393-3374
email: info@colorsinopticsusa.com
WEB_PDF
10/16/07
2:54 PM
Page 78
FOR MORE INFORMATION, PLEASE CONTACT YOUR RALPH LAUREN EYEWEAR SALES REPRESENTATIVE OR LUXOTTICA CUSTOMER SERVICE: 800.422.2020

Lab - 20/20 Magazine

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