the best AR lens - VisionMonday.com

Transcription

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www.visionmonday.com
JANUARY 21, 2008
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Global
Industry voices
concerns about FDA
lens impact testing
guidelines.
Summit
page
8
07VH-819
Monday
JANUARY 21, 2008
VOL. 21 NO. 14 $15
The Newsmagazine for the Eye Care Industry
NEWS
Essilor National
Sales Meeting
The four-day meeting provided
a platform to launch Crizal Avancé
with Scotchgard Protector and the
Essilor Vision Foundation.
page 10
r
a
e
w
Sun
e
h
t
n
o
Map
NEWS
SEE Chain Eyes Growth
With a new president and five-year
plan, the private-label chain is
poised for accelerated growth.
page 8
A Retail ’
ip
‘Road Tr
NEWS
• Hilco acquires Attleboro,
Mass.-based Sadler Brothers.
page 8
From shifting prices that reflect the struggling economy to an ever-increasing
desire for improved technology and Rx-able styles, Vision Monday took a “road trip”
across the country to visit small and mid-sized regional eyewear providers who
shared their sunwear business outlooks for the New Year to explore where sunwear
retailing is headed in 2008.
See Page 35
WWW.KENMAR KOPTI CAL.COM
©2008 Kenmark Group.
800.627.2898
• NovaMed expands optical
products business with $7M
purchase of The Buying Group.
page 14
• Optical rockers tune up for
April Eye Rock benefit concert.
page 14
Photo by Karl Lagerfeld. © 2008 Karl Lagerfeld All Rights Reserved. Produced and distributed by Marchon Eyewear, Inc. Style: KL601S and KL603S
THIS MONTH IN VM
VISION MONDAY/JANUARY 21, 2008
5
EDITOR’S NOTE
IN THIS ISSUE
It Will Be a Good Year—Plan on It
News
Strong participation expected
for Vision-X Dubai Exhibition . . . . 12
Essilor acquires Interstate Optical
in U.S. . . . . . . . . . . . . . . . . . . . . . . . .14
Vision Expo West showed attendance
increase for ‘07 . . . . . . . . . . . . . . . . . .18
Safilo Group names Rick Talmage
COO of Solstice Marketing . . . . . . 18
WaveTouch Technologies names
new management team . . . . . . . . . 20
Scene & Heard
Toledo Optical holds practice
building session for ECPs . . . . . . . .24
12
18
Exam Lanes
85th SECO International event kicks
off in Atlanta next month . . . . . . . . 33
Retail Dispensary
Launches
Marchon unveils Pucci
sunwear collection . . . . . . . . . . . . . . 44
REM premieres the Converse
Carbon Hybrid sun line . . . . . . . . . 44
Safilo bows Balenciaga
sun collection . . . . . . . . . . . . . . . . . 46
Hilary London expands line
with readers . . . . . . . . . . . . . . . . . . . 46
Columns
F.Y.Eye . . . . . . . . . . . . . . . . . . . . . . .48
24
33
As we move into the New
Year, some financial indicators
– general retail performance
during the Christmas holidays,
general interest rates, the stock
market and the subprime
mortgage aftermath – are generating an undercurrent of conMarge Axelrad cern in some economic circles.
Editorial Director
But as the eyewear and optical business is tallying the results of another
strong performance year, it’s important to
remember to do one very important thing when
you consider your business for 2008: PLAN.
All the fundamentals for strong optical sales are
in place: Patients of all ages who are looking for
modern, contemporary solutions for their vision
needs. A host of exciting new technologies and
products. A tremendous range of eyewear fashion
at virtually every price point, from value to luxury.
Preparing your dispensary and your dispensary team for the influx of new products is hopefully a part of your regular training routines.
Exciting the consumer with choices for one,
two or even three pairs of eyeglasses for their
lifestyles and workstyles can be enhanced by
that training of your associates.
Effective demonstrations and displays of product features and benefits can reinforce those
messages. Focused window and case displays
can showcase new trends and styles. How often
do you update these and how can you plan a regular infusion of excitement into your dispensary?
What about your Web site? What can you do to
make it fresher, regularly offer ‘new’ features and
serve as a resource to you and your patients.
Today, your Web site is as important as your ‘front
door’ and waiting room for making first impressions and also reinforcing patient perceptions.
Planning also needs to take into account the
parts of your operation that may not be visible to
your patients but only to you and your staff.
These include new systems that track inventory,
and sales and can help you forecast or anticipate
what you need and when. They might also
include programs to help you manage managed
care, patient records and recall.
Prepare for positive growth, invest for increases and an enhanced bottom line, and plan your
way to a prosperous New Year. ■■
WHAT’S ONLINE
Inside the Lab
Reliable Optics adds in-house AR . . 49
Business Essentials
Exercise caution when
garnishing wages . . . . . . . . . . . . . . . . 54
Extra
46
Opinion
Sunwear with substance . . . . . . . . . .56
Balance Sheet
CooperVision's Parent, The Cooper
Companies, posts net losses . . . . . .58
Alcon plans new stock repurchase
program . . . . . . . . . . . . . . . . . . . . . . .58
49
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TRANSITIONS CONGRATULATES THE
2007 TRANSITIONS
LAB OF
THE YEAR
FINALISTS
To see who was named the 2007 Transitions Lab of the Year,
go to transitions.com/winner today!
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8
IN THE NEWS
NEWS VIEWS
Industry to Challenge FDA on Drop Ball Regs
By Andrew Karp,
Group Editor, lenses and technology
ROCKVILLE,
Md.—Optical
industry groups
are voicing concerns over new
guidelines for
impact resistant
lenses drafted
by the Food
and
Drug
Administration
(FDA) which
would require
lenses to be
drop-ball tested at the place of edging.
The proposed guidelines, once finalized,
could have far-reaching effects on operators of in-office labs as well as on consumers, Vision Monday has learned
through interviews with the FDA and
other industry observers. It could create
a financial and practical burden on eyecare professionals by requiring them to
purchase lens testing equipment, as well
as force ECPs to outsource lens-finishing
processes to third-party laboratories.
ECPs that conduct any type of edging
would be viewed as the manufacturer
and be subject to liability.
The FDA's Center for Devices and
Radiological Health, Division of Small
Manufacturers, International and Consumer Assistance, issued the guidelines
in late October, 2007 in the form of a
draft guidance. The document provides
the optical industry with questions and
answers about the federal regulation for
impact resistant lenses which has been
in place since 1972, and updates the
1987 FDA draft guidance on impact
resistant lenses.
The FDA has set Jan. 24 as the deadline for industry comments on the draft
Q&A. A coalition of industry groups
spearheaded by the Vision Council of
America (VCA), including the Optical
Laboratories Association (OLA) and the
Opticians Association of America (OAA),
is preparing to submit comments to the
FDA which challenge some aspects of
the guidelines and seek to clarify points
that appear to conflict with the regulation itself. The VCA has requested that
the deadline be extended to allow for
more time to submit comments.
“We’ve asked the FDA for an extension so we can have more time to comment,” said Ed Greene, CEO of the
VCA . “We think the draft has incorrect
information concerning the impact testing of edged lenses. It contains many
contradictory statements and is very confusing. The Q&A implies there’s an
issue with eye injuries and broken lenses, and that’s not accurate. It also implies
that edged lenses have reduced strength,
and we’re not sure that’s true.
“Another aspect of the proposed
guidance is that lenses that are tested
can’t be resold,” said Greene. “That will
cost consumers millions of dollars and is
totally unnecessary. We’re taking a
strong stance on this issue and look forward to the opportunity of working with
the FDA to help them come up with a
better set of guidelines that will address
these issues. We are also working closely
with every other national organization.”
Bob Dziuban, executive director of
the Optical Laboratories Association,
said “OLA is working closely with VCA
and other industry associations to produce a unified response. We will comment about the need for, and the and
real-world feasibility of, the various
changes that would result from implementation of this draft Q&A. OLA, and
all industry organizations, share with the
FDA the objective of producing eyewear of outstanding quality and safety.
We are very glad to have the opportunity to discuss with the FDA the regulations that will control the production of
that eyewear.”
OAA executive director, Catherine
Langley, noted there are discrepanicies
between the FDA Q&A document and
the actual regulations. “It may just be a
matter of pointing out irregularities to
With New President, New Five-Year Plan
Private-Label SEE Chain Eyes Growth
By Cathy Ciccolella
Senior Editor
SOUTHFIELD, Mich.—With a new
president and a goal of adding between
80 and 100 new locations over the next
five years, the 21-store, all-private-label
SEE chain is starting the new year
poised for accelerated growth.
As Richard Golden, SEE’s founder and
chief executive officer, told VM, “We
haven’t changed the basic concept of
SEE: offering our own collections from
the best frame makers all over the world.
But now with someone else handling the
day-to-day operations, I can concentrate
on the direction of the company, and on
making sure the integrity of the SEE
brand stays intact as we grow.”
Focusing on those day-to-day operations
both internally and in the field as of Jan. 7
Richard Golden
David Desjardins
is new SEE president David Desjardins,
most recently chief stores officer for
dELiA*s, a New York-based direct marketing and retail company targeting consumers aged 12 to 19. Desjardins also has
retail experience with chains such as
Caché, Express Men’s and The Gap.
“Dave is a savvy marketer who understands the principles of being a retail executive in a fashion company,” said Golden.
“And if the retail operations are under
control, that’s a big part of being success-
ful, as long as you start with a sound concept. Dave brings the talent and experience necessary to facilitate and steer the
explosive growth SEE is forecasting. His
focus will be building a foundation strong
and nimble enough to sustain the anticipated growth of the company while staying true to the mission of the brand.”
Continued on page 42
the FDA,” she said. “I’m optimistimic
they will change the Q&A.”
OAA is encouraging its members to
protest the proposed guidelines by sending comments to FDA as well as to the
OAA Legislative Action Center,
http://capwiz.com/oaa/home/, a Web site
the group operates.
OAA president Tom Hicks added,
“OAA’s position is that we are not pleased
with the Q&A that was just released and
Hilco Acquires
Sadler Brothers
PLAINVILLE, Mass.—The Hilsinger Company (Hilco), based here, has acquired
Sadler Brothers, a leading supplier of
hand tools, equipment, parts and supplies for eyewear manufacturing, processing, and dispensing. The purchase
price was not announced.
Located in Attleboro, Mass., seven
miles from Hilco, Sadler was founded
in 1863 as a jewelry manufacturing
company. In the 1920s, the company
evolved into an eyewear component
manufacturer, and later began manufacturing optical tools and supplies.
Sadler had been continuously owned
and operated by the Sadler family for six
generations. Sadler president and CEO
Tom Sadler has become a director at
Hilco. Several other Sadler staff members have also joined the company.
“The addition of Sadler provides
more smart optical solutions for our
valued customers and strengthens our
industry leading professional accessories product line,” said Bob Nahmias, president of Hilsinger. “What’s
more, we’re gaining highly experienced,
valuable management talent to assist
with the next stage of our growth.”
Sadler will continue to function
independently until operations are
fully integrated in the first quarter of
2008, according to Nahmias.
The Hilsinger Company is a leading
supplier of consumer and professional eyewear accessories, protective
eyewear, and eyecare products in
North America and the U.K. In 2007,
the company completed four acquisitions including Sadler, Franel Optical,
Optical Warehouse, and OnGuard
Safety, a major supplier of industrial
safety eyewear. ■■
10
IN THE NEWS
NEWS VIEWS
Essilor Unveils Next Generation Crizal Lens
New AR product carries 3M’s Scotchgard Protector Brand
NEW YORK—Accompanied by the
drone of bagpipes, members of Essilor of
America’s senior management team
donned Scottish kilts to celebrate the
launch of Crizal Avancé with Scotchgard
Protector at the company’s national sales
meeting, held here from Jan. 6 through 9.
The four-day meeting, which drew 750
Essilor salespeople and wholesale distributors from throughout the U.S., also provided a platform for launching Essilor’s
Transitions VI lenses, which will be
released to eyecare professionals in February. Company executives also announced
the creation of the Essilor Vision Foundation (see sidebar) and a partnership with
actress and fashion expert Finola Hughes,
who will be a spokesperson for the Varilux and Crizal lens brands.
Crizal Avancé with Scotchgard Protector, the flagship of Essilor’s best-selling
Crizal product line, is the result of a
licensing agreement between Essilor
and 3M, which owns the Scotchgard
Protector brand name.
According to Essilor, Crizal Avancé
with Scotchgard Protector lenses combine
the anti-reflective, durability and ease of
cleaning properties of Crizal Alizé with
Clearguard lenses and the protective
qualities of Scotchgard Protector.
“Other lenses smear, smudge and
break down over time, losing their cleanability,” said Carl Bracy, vice president of
marketing for Essilor of America. “By
combining this familiar and trusted
brand with the number one prescribed
anti-reflective lens in the U.S., eyecare
professionals [ECPs] will be able to sell
Crizal lenses with greater ease and success than ever before, with the help of
Scotchgard Protector, a name the consumer understands and trusts. Further,
ECPs can feel more confident that their
customers will continue to experience
the Crizal ease-of-cleaning benefit until
they are ready to replace their eyewear.”
Robert M. Chad, business manager, 3M
Energy and Advanced Materials Division,
said “Naturally, healthy and comfortable
eyesight is very important to people.
Combining the most trusted anti-reflective brand, Crizal, with the advanced
repellency and protection of Scotchgard
Protector, to offer an even better solution
to customers, represents the essence of
3M and Essilor’s commitment to enhancing the customer’s quality of life.”
For the past few years, Luxottica’s
LensCrafters retail chain has been mar-
Grady Lenski of Transitions
Optical outlines plans for the
February launch of the new
Transitions VI lenses.
Essilor executives, left to right, Carl Bracy, John Carrier, Bob Colucci and Mike Daley
appeared on stage before attendees wearing Scottish kilts to celebrate the launch of
Crizal Avancé with Scotchgard Protector.
keting an anti-reflective lens known as
FeatherWates Complete Lenses Made
with Scotchgard Protector. However, the
product is different from Crizal Avancé
with Scotchgard Protector and is part of
a separate licensing agreement with 3M,
according to Essilor.
Essilor plans to release Tansitions VI
across several major brands, including
Varilux, Crizal, Definity, Airwear and
Thin&Lite lenses.
“Essilor is pleased to partner with the
leading provider of photochromic lenses
to offer ECPs and their patients a collection of exception products that provide
the ultimate in visual performance,” said
Bracy. “Through innovating and marketing-leading technologies, the brands that
ECPs know and trust are now available
in the most advanced photochromic
lenses to help better preserve the eye
health of [their] patients.”
The Transitions VI Essilor launch will be
supported by an extensive marketing campaign featuring the tagline, “Advanced
visual performance is an event worth seeing,” and will be directed to eyecare professionals and consumers throughout 2008.
Essilor’s partnership with Finola
Hughes, host of the popular Style Network television show “How Do I
Look?,” will work with Varilux and
Crizal throughout 2008 to encourage
consumers to think about their eyes not
only in terms of the fashion statement
their eyewear makes, but by focusing on
the quality of life that good vision health
and premium lenses afford.
“As a busy, working mother with corrected vision, Finola accurately represents our core customer base,” said Bracy.
“As a fashion expert who helps everyday
women make the best wardrobe choices
John Carrier, left, and Hubert
Sagnieres, right, flank Finola
Hughes, the new spokesperson
for the Varilux and Crizal brands.
Among those who enjoyed the
reception at Rockefeller Center’s
Essilor’s Peter Zieman, left, caught
famed ice rink are, left to right,
up with Mike Vitale, also of Essilor,
Don McLeod, Dave Thomas and
Donna McLeod of McLeod Optical. at the Rockefeller Center party.
for their fit and frame, she
was an obvious choice for
our brand spokesperson.
Her expertise naturally extends beyond
frame fashion to making the most educated choice in eyeglass lenses.”
Hughes will be featured in a point-ofpurchase campaign for ECP offices,
appear at New York Fashion Week on
behalf of Varilux and Crizal, and participate in national and local media interview
to raise awareness of the brands. ■■
—Andrew Karp
New Essilor Foundation Targets
Children’s Vision Problems
NEW YORK—Essilor of America has created a public, non-profit foundation dedicated to helping people in need obtain access
to vision care. Known as the Essilor Vision Foundation, it will
help people achieve better lives through better sight by creating
and supporting activities that advance good vision and its benefits, and offering special help to those who need it most,
according to Essilor executives, who announced the move earlier this week at the company’s national sales meeting here.
“Essilor International sees this U.S.-based foundation as a
step in furthering its worldwide activities as a socially responsible company,” said Hubert Sagniéres, Essilor’s president, North America and Europe.
“By combining the dedication of our employees, our comprehensive network of labs and
our strong relationships with eyecare professionals nationwide, we plan to work side-byside with the foundation to improve access to vision care.”
The new foundation, based in Dallas, will concentrate its initial efforts on U.S. school
children. Its first program focuses on educating parents about the need for annual eye
exams for children through a partnership with schools in Tarrant County, Texas. The foundation also plans to work closely with other non-profit organizations such as Lions Clubs
International, to find ways to help families pay for eye exams and receive eyeglasses
that they might not otherwise be able to afford.
“Studies show that one in four children in the U.S. have a vision problem that their
parents aren’t aware of,” said Audrey Reed, an Essilor executive who has been named
executive director of the foundation.
“It affects their reading, learning and behavior in the classroom. Research suggests
the percentage of inner-city children with uncorrected vision problems is as high as 50
percent. We are developing programs to address these issues so all children, regardless of their ethnic background or financial status, have an equal change to learn and
become productive members of society.”
Essilor has dontated $2 million in seed money to the foundation. More information
is available through the foundation’s Web site, www.essilorvisionfoundation.org. ■■
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are trademarks of HOYA Corporation. Trivex is a trademark of PPG Industries, Inc.
12
IN THE NEWS
NEWS VIEWS
Strong Participation Expected for Vision-X Dubai
Last year’s Vision-X Dubai Show was well-attended.
DUBAI—Reflecting the growth of the
Middle East market, organizers are
reporting the largest exhibition ever for
next month’s Vision-X Dubai 2008, the
9th Optical and Ophthalmic Exhibition
and Conference for the optical and ophthalmic industry to be held from Feb.
18 to 20 at the Dubai International Convention and Exhibition Centre.
Organizers say that this year’s event
received strong endorsement from inter-
national suppliers, boosted by the largest
ever staging by the German pavilion,
and for the first time ever at the event,
an Italian pavilion. This year, there will
be over 160 companies from 27 countries
exhibiting their products and services.
“The strong support received from
the broad selection of equipment manufacturers and healthcare providers for
Vision-X Dubai has further affirmed the
events position as the leading ophthalmic and optical platform for the
region” said Helal Saeed Al Marri, director general, Dubai World Trade Centre
(DWTC), organizer of the event.
Rodenstock will again be a platinum
sponsor. “Vision-X Dubai has joined the
ranks of world leading optical exhibitions
that companies need to have in their diary.
It is definitely a great show to develop
more sales, increase market share and
make new contacts in this fast-developing
region” added Ignatio Torres, sales director, Nikon, Kuwait. Other brands being
showcased at this year’s event include
Giordano, Laura Ashley, Levis, Paparazzi,
Porsche Design and Puma Eyewear.
The show is introducing two new sections within the exhibition. Vision-Opticare will facilitate the needs of medical and
technical professionals in the mid level
eyecare industry, showcasing the latest in
ophthalmic, optometric and technical
equipment, instruments and machinery.
Vision Lifestyle will cater to the fashion
industry featuring branded eyewear as well
as unique international designs.
Also for the first time at the event will
be the Vision-X Dubai Fashion Show
which will feature the very best in fashion eyewear from around the world. The
show will take place within the exhibition and run twice daily, showcasing
brands such as Porsche Eyewear, Davinci, Puma Eyewear, Lacoste, Spy Optic
and many more.
Running alongside the exhibition will
be the 3rd edition of the Vision-X Dubai
Conference, which is co-organized by
DWTC and the Emirates Medical Association Ophthalmic Society (EMAOS).
This two-day conference will be the
first in the Gulf region to cater purely to
optometrists. Renowned speakers from
around the world will cover topics such
as basic optometry and refraction, clinical optometry, contact lenses and low
vision. All attendees will be accredited
with a Certificate of Continuing Medical
education and professionals can register
for the conference on line at www.visionx.com. Vision-X Dubai Conference is
organized by Emirates Medical Association Ophthalmic Society (EMAOS). ■■
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14
IN THE NEWS
NEWS VIEWS
Essilor Acquires Interstate Optical in U.S.
CHARENTON-LE-PONT, France—
Essilor of America, Essilor International’s
U.S. subsidiary, has expanded its prescription laboratory network in the U.S. with
the acquisition of Interstate Optical, an
independent wholesale laboratory headquartered in Mansfield, Ohio. The purchase price was not announced.
Interstate was ranked the fifth largest
independent U.S. wholesale lab in Vision
Monday’s 2007 Top Labs Report, with Rx
sales of $24.9 million. Interstate, which operates a branch in Indianapolis, has 210
employees and serves eyecare professionals
in 32 states. The lab was owned by the Art
family. Interstate’s management team, headed by John Art, president, Rob Art, vice
president and Debbie Art, secretary/treasurer, will remain in place, according to Essilor.
In addition, Essilor has acquired a stake
in Unilab, a prescription lab in northeastern
Brazil. Although Essilor has been present
for more than 20 years in Brazil through a
distribution subsidiary, one plant and five
lens treatment centers, Unilab represents
its first local acquisition in line with its
NovaMed Expands With
Buying Group Purchase
CHICAGO—NovaMed (Nasdaq: NOVA)
has acquired The Buying Group, a Minneapolis-based optical products purchasing organization, on Dec. 31 for approximately $7 million.
“With over $24 million in gross sales
and approximately $2.4 million in net revenue, The Buying Group represented an
attractive acquisition opportunity for us,”
said Thomas. Hall, NovaMed’s chairman,
president and chief executive officer.
Added Hall, “This acquisition solidifies
NovaMed’s position as one of the leading
optical products purchasing organizations
in the nation. We look forward to the continuing growth of our optical products
business.” NovaMed also has majority
ownership interests in 34 surgery centers
in 17 states, and owns and operates two
wholesale optical labs. ■■
Optisales’ Dean Friedman,
Firm’s Co-Founder, Dies at 49
ATLANTIC BEACH, N.Y.—Dean M.
Friedman of Opsales, died unexpectedly
on Jan. 5 of natural causes at his home
here. He was 49 years old.
Friedman was co-founder of Opsales,
an Island Park, N.Y. manufacturer of
polarized clip-on sunglasses and optical
products. During his 27-year tenure at
Opsales he created 20 patented optical
products, and was responsible for contributing to numerous other patents,
according to Opsales.
Friedman was an avid sport fisherman
and accomplished boat captain. He is
survived by his father, Sidney Friedman,
of Oceanside, N.Y. and his mother,
Myrna Goodman of Boca Raton, Fla.
Funeral services were held at Riverside Memorial Chapel in Hewlett, N.Y.
on Jan. 11. In lieu of flowers, donations
can be made to the American Heart
Association in Friedman’s memory. ■■
Martial Gagne Named President of
Canada’s New Look Eyewear Chain
MONTREAL—Martial Gagne recently took over as president of New Look Eyewear, the operating subsidiary of Benvest New Look Income Fund that operates about 50 optical stores
in Quebec and Ontario. Gagne, formerly New Look’s senior vice president and chief operating officer, has been with the company since 2001; in his new role he will be responsible
for the chain’s day-to-day operations and principal activities, an announcement said.
Gagne succeeds Emmett Pearson as New Look’s president; Pearson is now chairman,
and will continue to represent New Look within Canada’s eyecare industry while retaining
his responsibilities as a trustee of the Fund and a director of New Look.
Gagne is also the current president of the Fondation des Maladies de l’Oeil, a charity associated with the eyewear industry in Quebec fighting against eye diseases. ■■
downstream integration policy. Essilor said
it will gradually increase its share in Unilab
to 51 percent by early 2011.
Unilab generates full-year sales of
approximately $5 million and distributes
Essilor products, including the Varilux
range. Unilab will continue to be headed
by its current management. ■■
Gray to Retire from Highmark
PITTSBURGH, Pa.—Robert Gray,
Highmark Inc.'s executive vice president of finance and subsidiary services
and chairman of Highmark’s Vision
Group, retired on Jan. 2, 2008.
His retirement comes after 20 years of
service, the company noted. Gray began
his career in 1973 with Capital Blue
Cross; in 1987 he joined Pennsylvania
Blue Shield as vice president, private
business operations–East. After the
merger of Pennsylvania Blue Shield and
Blue Cross of Western Pennsylvania in
1996, he was promoted to vice president,
finance, at Highmark. He ultimately
became senior vice president, finance,
and chief financial officer in 1998.
Stated Dr. Kenneth Melani, Highmark president and chief executive officer, “In 2003, Bob assumed additional
responsibilities and was promoted to
executive vice president, finance and
subsidiary services. He was instrumental
in the expansion of Highmark’s vision
subsidiary businesses which include the
acquisition of Viva Optique and Eye
Care Centers of America (ECCA).”
As previously reported, Frank
Rescigna will assume the role of president and CEO of Viva in January; David
Holmberg will become president and
CEO of ECCA in January as well. ■■
Optical Rockers Tune Up for NYC Concert,
Eye Rock Show to Benefit Gift of Sight
NEW YORK—Rock
musicians from
throughout the optical industry are tuning up in preparation
for a special concert
here on April 10 to
raise money for The Gift of Sight Foundation. The show, billed as Eye Rock, will feaThe OffAxis band rehearsing during International
ture the OffAxis band along with more than Vision Expo West last October. Pictured, left to
20 guest performers representing a broad right, are Robert Schanbaum, Bill Gerber, Steve
spectrum of industry manufacturers, whole- Santinelli and Calvin Howell.
salers and retailers. Special guests Bad Habits, the Eye Docs of Rock, will also perform.
Organizers of the event are seeking corporate sponsorship. To date, sponsors include
Allergan, Charmant, Ciba Vision, CooperVision, Gadge USA, Jobson Medical Information,
Ocuco, Seiko/Pentax and Vision-Ease Lens, according to Steve Santinelli, IT product
manager for Santinelli International, who is producing the show.
Eye Rock grew of out a series of informal rehearsals Santinelli organized over the past
several years at Vision Expo East and West. The core group of musicians who participated in the sesssions evolved into the OffAxis band. In addition to Santinelli, a guitarist
and singer, the band includes Bill Gerber, drums, Calvin Howell, bass guitar and vocals,
Andy Karp, guitar and vocals and Robert Schanbaum, keyboard and vocals.
Eye Rock will take place April 10 at the China Club, 268 W. 47th St., from 8:30 to 10:30
p.m. Tickets will be sold on-line at www.givethegiftofsight.org beginning Feb. 1. Tickets are
$50 each when purchased on-line through April 8. Tickets at the door, if available, will be $75.
“We highly recommend purchasing tickets in advance,” advised Santinelli. “Tickets
will be available at the door only if we haven’t sold out the venue in advance.”
For more information about sponsoring the event, contact Susan Knobler, Give the
Gift of Sight, (513) 765-6248, or sknobler@luxotticaretail.com.
Give the Gift of Sight is a family of charitable programs providing free vision care and eyewear to underprivileged individuals in North America and in developing countries around the
world. Through 2007, Gift of Sight programs have delivered free eyecare to more than six million people on five continents and in hundreds of communities across North America. ■■
18
IN THE NEWS
NEWS VIEWS
Sàfilo Names Talmage COO of Solstice Marketing
PADOVA – Sàfilo
Group (SFL.MI),
has appointed Rick
Talmage, to the
position of chief
operating officer of
Solstice Marketing
Rick Talmage
Concepts, LLC
(SMC), a privately held retail subsidiary
of the global eyewear manufacturer.
Talmage, a seasoned retail and fashion
executive, will oversee the day-to-day
operations and growth of the New York
City-based company’s two luxury sunwear specialty chains: Solstice Sunglass
Boutique and Sunsights by Solstice (a
newer retail concept targeted to a
younger customer base), as well as the
company’s Solstice Sunglass Outlet
stores. The company currently operates
a total of 114 retail locations in major
U.S. cities nationwide with plans for a
substantial increase during 2008.
Talmage’s responsibilities as COO will
include securing and overseeing new
retail locations and store roll-outs, as well
as directing a strong retail management
team comprised of field operations led
by Jan Michel, vice president of stores (a
newly created position that was added in
July 2007), merchandising, product planning and assortment, finance and loss
prevention. He will also work closely
with the marketing, public relations,
human resources, accounting and IT
departments which are managed by Sàfilo USA, the U.S. subsidiary of Sàfilo
Group, located in Parsippany, N.J.
Talmage Rick joins the company from
Tumi, Inc., the luxury travel and accessories brand, where, as vice president of
retail development and global e-commerce since 2003, he was responsible for
all direct-to-consumer businesses,
including domestic full price, outlet and
international stores, as well as global ecommerce business.
Talmage began his career as a buyer
and merchandise manager for Nordstrom in Northern California. He then
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“Rick has the experience and skillset
to lead and further establish Solstice and
Sunsights by Solstice as the two preeminent retailers in the upscale sunwear specialty category as both brands continue to
expand during this important growth
phase, says Claudio Gottardi, CEO of
Sàfilo Group and Solstice Marketing Concepts, LLC. “His proven track record as a
retail executive combined with his fashion
and accessories industry experience
makes him the perfect addition to our
senior management team.”
Talmage fills the role held by Ed
Jankowski, who left the firm earlier this
year. ■■
International Vision Expo West
Showed Attendance Increase
NORWALK, Conn.—International Vision
Expo show management released audited
attendance and demographic figures for
International Vision Expo West, which
took place in Las Vegas from Oct. 3 to 6,
2007. This year’s total show attendance,
which includes exhibit hall visitors and
conference attendees, totaled 13,210.
“International Vision Expo continues
to grow and thrive as the single most relevant event for the entire ophthalmic
community,” said Tom Loughran, event
director for show manager Reed Exhibitions. “And, specifically, the attendance
growth in the continuing education program solidifies the Vision Expo position
as the largest CE provider in the U.S.”
In 2007, the final audited figures show
4,471 conference participants and 8,681
exhibit hall attendees. The overall attendance of 13,210 represents a slight
increase over the 2006 total of 13,180.
“While the switch to early October
dates provided challenges on some
fronts, overall we are pleased with the
solid attendance.” said Deborah
Malakoff, vice president trade shows,
Vision Council of America. “Vision Expo
West will be in this new time frame for
the 2008 and 2009 events. We are committed to Las Vegas and are working
with our partners to strengthen the event
for both attendees and exhibitors.”
The audit revealed that 38 percent of
attendance represents the Pacific region;
and 15 percent is from the Mountain
region—followed closely by 13 percent
of overall attendance from outside the
U.S. The remainder, 34 percent, represents the eastern and midwestern sections of the U.S.
The full audit report for International
Vision Expo West is available online at
www.visionexpowest.com. ■■
Staar Surgical Completes Purchase
Of Interest in Japanese Venture
MONROVIA, Calif.—Staar Surgical
(Nasdaq: STAA) recently completed the
purchase of the interests of all other
shareholders in Canon Staar Co., the joint
venture formed by Staar, Canon (NYSE:
CAJ) and Canon Marketing Japan in 1988
to develop, manufacture and sell in Japan
products using Staar’s technology. Canon
Staar, which generated $10.4 million in
revenue during fiscal 2006, has been
renamed Staar Japan and is now a wholly
owned subsidiary of Staar operating
directly in the Japanese market.
At closing, Staar paid the Canon companies $4 million in cash and 1.7 million newly issued shares of preferred
stock for their 50 percent interest in the
Japanese venture.
Describing the transaction as “a major
milestone for Staar Surgical,” Barry
Caldwell, Staar’s president and chief
executive officer, said, “While Canon
was a positive strategic partner of ours
for nearly 20 years, our agreements with
them created some significant limitations regarding potential strategic
options and those are now removed. We
now have a direct marketing and selling
presence in Japan, one of the largest
ophthalmic surgical markets in the
world. At its current sales levels, we continue to expect that Staar Japan will add
in excess of $12 million of revenue to
Staar Surgical in 2008. In addition, the
acquisition gives Staar exclusive control
over the rights to use our patents and
other proprietary technology in Japan,
China and worldwide.” ■■
20
IN THE NEWS
NEWS VIEWS
WaveTouch Technologies Names New CEO
SAN JOSE, Calif.—John Ferro has
been appointed chief executive officer
of contact lens supplier WaveTouch
Technologies. In his new role, he will be
fully responsible for the commercialization of the company’s wavefront-guided
contact lens programs along with the
day-to-day requirements of running its
other contact lens and research businesses, an announcement said.
Noted WaveTouch chairman Vincent
Zuccaro, OD, “In keeping with our
strategic goals of making wavefront-guided contact lenses a market reality as well
as marketing a full line of CLs, I am
delighted to state that John Ferro has
agreed to serve as our CEO.
John has been a management leader in
the ophthalmic industry for over 25 years
and has expertise in all aspects of optics
including wavefront guided lenses.”
Also at WaveTouch, industry veteran
Kevin Bligh, a founder of the company,
has been appointed executive vice pres-
Nouveau, American Forests
Sign Licensing Agreement
DALLAS—Nouveau Eyewear has
entered into a licensing agreement with
American Forests for a line of environmentally conscious eyewear called the
Global ReLeaf collection to launch in
February 2008.
“We are always striving to become a
greener business, from the paper we use
for our business cards and letterhead to
our company-wide recycling efforts,” said
Marj McGraw, Nouveau’s co-president.
“The Global ReLeaf Eyewear collection
provides another way for Nouveau to sup-
Nouveau Eyewear will plant a tree
through the American Forests’ Global
ReLeaf project for every Global ReLeaf
frame purchased. Founded in 1875,
American Forests is the nation’s oldest
non-profit citizens’ conservation group.
In 1988, the organization launched the
Global ReLeaf project to help slow global warming and to date has already
planted over 25 million trees.
The Global ReLeaf Eyewear collection
will include casual men’s, women’s and
unisex designs ideal for healthy, out-
“The Global ReLeaf Eyewear collection
provides another way for Nouveau to
support a sustainable future.
—Marj McGraw
port a sustainable future. This industry as a
whole produces so much paper in POP and
marketing materials, we wanted to bring
awareness to the problem. It is a total package that people really need to start thinking
about. We’re honored to work in partnership with an organization that has such historic roots and forward-thinking goals.”
Under the terms of the agreement,
door lifestyles
focusing on lightweight constructions made primarily of
metal and stainless steel. Nouveau will
support the launch of the collection
with a complete marketing program
and merchandising pieces printed with
environmentally-friendly ink and recycled paper. ■■
Advanced Medical Optics to Relocate
Laser Manufacturing Facility
IRVINE, Calif.—Following its acquisition of
IntraLase in 2007’s second quarter,
Advanced Medical Optics (NYSE: EYE) now
plans to relocate production of the femtosecond laser from a former IntraLase manufacturing operation here to its excimer laser
and phacoemulsification manufacturing facility in Milpitas, Calif. The move is being made
“to consolidate equipment manufacturing in
one location and to maximize opportunities
to leverage core strengths,” according to a
filing by Advanced Medical Optics with the
Securities and Exchange Commission.
The company also plans to transfer
assembly of IntraLase disposable patient
interfaces from the Irvine plant to AMO’s
facility in Puerto Rico, “to obtain additional synergies.” ■■
ident, with primary responsibilities in
the areas of business development, sales
and marketing. Malcolm McLaughlin,
another WaveTouch founder, continues
as chief financial officer.
In addition, Sandra Zuccaro-Keyes, a
licensed master optician, was named
executive director of professional services at WaveTouch, and Gary Klein, OD,
currently in private practice in San
Diego, has been retained to work as a
clinical research consultant.
Ferro said the company’s WaveTouch
lenses, “made for each individual
patient from aberrometry measurements taken in their practitioner’s
office,” are currently in Beta testing,
with market rollout planned for “the
very near future.”
“We at WTT are confident that this
technology will soon be benefiting doctors and their patients in the U.S., later
to follow throughout the world,” according to Ferro. ■■
Eyewear Designs Ltd. Signs
Agreement With Hershey
“The Hershey’s
brand has been
synonymous with
quality since it’s
inception in 1894.”
—Andrea Gluck
SYOSSET, N.Y.—Eyewear Designs
Ltd. has signed a multi-year license
agreement with The Hershey Company
(NYSE: HSY) for the worldwide distribution of Hershey’s Eyewear. The Hershey Company is the largest North
American manufacturer of
chocolate and sugar confectionery products and markets
such brands as Hershey’s,
Reese’s, Hershey’s Kisses,
and Ice Breakers.
“We are extremely excited
about working with the Hershey’s brand,” said Andrea
Gluck, co-president of Eyewear Designs. “The Hershey’s brand has been synonymous with quality since
it’s inception in 1894.”
The Hershey’s Eyewear
collection will be targeted
toward children and the initial
collection, which will launch in the Spring
of 2008, will include nine optical styles
with interesting design elements and eyecatching colors. Each frame will come
with a distinctive brown case that reinforces Hershey’s brand heritage. ■■
21st Century Optics
Reorganizes Management Team
LONG ISLAND CITY, N.Y.—The board of directors at 21st Century Optics, a major New
York City ophthalmic laboratory, has appointed president Ralph Woythaler chief executive
officer. He previously served as president.
His brother, Bernard Woythaler, who had
served as vice president of operations, has
been appointed president. In addition, his son,
Robert Woythaler, who had served as director
of customer relations, takes over the responsibilities of vice president of operations.
“In keeping with its 40-year history this
succession assures a Woythaler family
member will be at the helm for many more
years,” said Ralph Woythaler.
The other members of the 21st Century’s
management team, including another brother, Mike Woythaler, vice president of production, and Anthony Fulco, vice president of
sales and marketing, remain in place.
21st Century Optics is an Essilor partner
lab. The lab specializes in custom prescription eyeglass lenses, as well as anti-reflective GlareFREE coatings, mirror coatings,
and fashion coatings. The lab was founded
in 1967 as Eye-Glasses, Inc. by Julius Tart
and Ralph Woythaler and was originally
located in Manhattan. Woythaler bought
the company from Tart in 1985 and moved
it to Long Island City in 1987. ■■
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22
Kenmark Awards Top Sales Reps
LOUISVILLE, Ky.—The Kenmark
Group has honored its top sales representatives for outstanding
performance in 2007.
The Sales Representative of the Year
distinction was awarded to Mindy Bernstein
for the second year in
a
row for her on-going
Mindy
dedication to Kenmark
Bernstein
and strong performance in sales throughout the year. Pat Gantt was also honored
for the second year in a row with the
Consistent Exceptional Performance
honor. The Most Improved/Extra Effort
award was presented to Robert Sherrill.
Loretta Simeon was recognized for an
outstanding first year at Kenmark with
the Rookie of the Year award.
“Congratulations to Mindy Bernstein
and all of our 2007 Sales Award winners
for their outstanding achievements,”
said Bart Floyd, vice president of sales.
“We congratulate and thank each of our
sales representatives for their success
and commitment to Kenmark.”
PEOPLE
Charmant Appoints Friedman
West Coast Regional Manager
MORRIS PLAINS, N.J.—Charmant
USA has named Barry
Friedman to the position of West Coast
regional manager.
Friedman will be
responsible for Charmant’s West Coast sales
region overseeing 14
Barry
Friedman
sales representatives.
Previously, he held sales management
positions at Maui Jim and Marcolin, in
addition, to six years spent at Neostyle.
Live Eyewear Names McIntire
Optical Marketing Manager
SAN LUIS OBISPO, Calif.—Live
Eywear has named
Michelle McIntire to
the position of optical
marketing manager for
the company. McIntire
is responsible for executing the marketing
promotions, public relaMichelle
tions and branding camMcIntire
paigns for Live Eyewear’s optical division.
"We are very pleased to have Michelle
join the marketing team. Her previous
experience in developing and implementing marketing programs for high
quality, custom designed consumer
goods has positioned her to effectively
provide our retail customers with new
merchandising options and strategies
that will help them maximize their
OveRx sales potential, ” said vice president of marketing, Dave Dean.
“I am excited to join the Live Eyewear
team; it is inspiring to be part of a company that is the market leader in product
quality and innovation, and also continues
to focus on delivering the highest level of
customer service and loyalty. I look forward to continuing this tradition and the
opportunity to discover new ways to help
our customers maximize their sales in the
OveRx category,” said McIntire.
ECCA Veteran Doug Shepard
Resigns as Executive VP/CFO,
Succeeded by Jennifer Kelley
SAN ANTONIO—Doug Shepard—
executive vice president, chief financial
officer, secretary and treasurer of the Eye
Care Centers of America chain since
November 2004—resigned from ECCA,
effective Dec. 29.
Jennifer Kelley, ECCA’s vice president/controller since December 2004,
has been named to succeed Shepard as
EVP/CFO.
Shepard “will be pursuing an opportunity outside the optical industry,”
according to a Dec. 18 filing by ECCA
with the Securities and Exchange Commission. After joining the company in
March 1995, Shepard was named VP of
finance and controller two years later.
He has also served as CFO and treasurer of Highmark’s vision holding company, HVHC, since September 2006,
according to ECCA’s most recent annual
report. ECCA was acquired by HVHC
in August 2006. Kelley joined ECCA in
June 1997.
Shareholders Re-elect
Emerging Vision Directors at
Annual Meeting
GARDEN CITY, N.Y.—Shareholders
of Sterling Optical parent Emerging
Vision (OTC BB: ISEE.OB) re-elected
three directors to the company’s board at
Emerging Vision’s annual meeting.
Re-elected to two-year terms as directors were Alan Cohen, OD, chairman of
the firm’s board since May 2002; Harvey
Ross, founder and former chairman of
Viva International; and Seymour Siegel,
a principal in the business consulting
group of accounting/consulting firm
Rothstein, Katz & Co. Both Ross and
Siegel have been directors of Emerging
Vision since July 2004.
In addition to his re-election to the
board, Ross has been increasing his
stake as a shareholder of Emerging
Vision in recent weeks. Since Nov. 20,
2007, Ross has made 10 purchases of the
company’s stock, acquiring a total of just
over 530,000 shares through those purchases and bringing his total holdings in
Emerging Vision to 8.45 million shares,
according to a filing with the Securities
and Exchange Commission.
A proxy for the company’s annual
meeting, filed with the SEC on Nov. 21,
indicated that at that point Ross owned
7.9 million shares of Emerging Vision’s
stock, representing 6.3 percent of the
firm’s outstanding common shares.
Clark Resigns as
NovaMed’s Executive
VP/Chief Revenue Officer
CHICAGO—Jack M. Clark, Jr., executive vice president and chief revenue officer of NovaMed (Nasdaq: NOVA)
resigned on Dec. 17.
Clark joined the company in 2006 from
Matria Healthcare (Nasdaq: MATR).
NovaMed has not yet announced a
replacement for Clark.
Advantica EyeCare Appoints
Director of Network Management
CLEARWATER, Fla.—Managed-vision
firm Advantica EyeCare recently
appointed Dan Fredman its director of network management,
responsible for strategic planning, direction
and management of
Advantica’s national
provider network of
Dan Fredman eyecare practitioners.
“Strategic management of our network, its operation and development, is
key as we continue to grow and add new
members,” said Richard Sanchez,
Advantica’s president and chief executive officer. “Our members will have the
freedom to choose from a growing number of credentialed independent and
retail optical providers nearby their work
and home.”
Fredman has 15 years’ experience in
managed care, health plan operations
and network management, according to
Advantica. Prior to joining Advantica, he
was responsible for the start-up and
operations of Medical Funding Services,
a Rockville, Md.-based healthcare financial services company. ■■
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24
IN THE NEWS
SCENE AND HEARD
SUN, SURF AND SALES
ATTAINING LEADERSHIP
Toledo Optical Holds Practice
Building Session for ECPs
MAUMEE, Ohio—Toledo Optical sponsored a day-long practice-building event here
for approximately 300 eyecare professionals
with an emphasis on customer service and an
in-depth look at important issues in today’s
competitive marketplace.
According to Toledo Optical’s vice president
Jeff
Szymanski, “Eyecare professionals today
Participating in the afternoon panel
face an enormous challenge in trying to be sucdiscussion are, left to right, Tom
Bowen, Williams Group, Mark
cessful in today’s very hyper-competitive marTopolewski, OD, Mark Pifer, OD, Tim
ketplace. We at Toledo Optical are so very
Betton and Bob Layman, OD.
proud of the strong relationships that we have
with our customers, and the fact that over 300
ECPs from 60 offices joined us for an intense
day of training and inspiration, showing that for
many, the commitment to excellence is as
strong as ever.”
Billed as “Attainment 2007: Leadership
Vision Inspiration,” the event kicked off with
The room was packed with more than an opening address from Mark Mattision300 ECPs for the day-long session.
Shupnick, Jobson Medical Information’s
director of marketing, education and training, on the state of the optical industry. Tom Richard, syndicated business columnist and marketing consultant,
continued with an exploration of re-establishing the lost art of providing exceptional customer service. After a break for lunch, a panel discussion followed,
featuring a lively mix of ECPs including Mark Pifer, OD, Bob Layman, OD,
Tim Betton, and Mark Topolewski, OD. The event wrapped up with a presentation by Tom Bowen of the Williams Group.
“On many levels, Toledo Optical's customers have truly achieved higher levels of success through their participation in practice building initiatives such as
this “Attainment 2007,” Szymanski said.
Toledo Optical, established in 1947, is a family owned and operated wholesale optical laboratory located in Toledo, Ohio. Toledo Optical fabricates customized ophthalmic eyewear for the independent opticians, optometrists and
ophthalmologists in Ohio, Michigan, Indiana, and Pennsylvania.
NEWS VIEWS
TLCVision Names Larry Hohl
President, Refractive Centers
ST. LOUIS—Larry Hohl joined
TLCVision (Nasdaq: TLCV) on Jan. 14
as president, refractive centers, reporting
to Jim Wachtman, the company’s president and chief executive officer.
In his new position Hohl will have
responsibility for all of TLCVision’s refractive centers’ business functions, including
sales, marketing, operations, clinical services
and professional relations, an announcement
said. Hohl has more than 30 years of operations management experience, as well as
sales and marketing experience, with companies such as IBM, Procter & Gamble,
PepsiCo and Nike, according to TLCVision.
Michael McEnaney, formerly TLCVision’s executive vice president and chief
marketing officer, is leaving the company to
join TopRight Partners, a marketing strategy consulting firm; he will continue to work
on projects with TLCVision in the future,
the announcement said. Marketing responsibilities for the company will now be handled by Beth Rogers, VP of marketing, and
Jim Brocato, VP of professional relations.
Rogers joined TLCVision in May
2007, Brocato in August; both will report
directly to Hohl. ■■
Charmant USA Holds Annual
Sales Meeting in Mexico
MORRIS PLAINS, N.J.—Charmant USA held its 2007 national sales meeting at the Moon Palace Resort and Golf Club in Cancun, Mexico.
The three-day event was kicked off with a display of 2008’s new products
from the Charmant, Aristar, Elle, Esprit, Lacoste and Nodoka collections, with
a fashion show capping off the introduction of the 2008 sunglass collections
featuring four models wearing sunwear from ELLE, Esprit and Lacoste.
Harry Aida, president of Charmant USA, then proceeded with a review of
the 2007 business and outlined the company’s strategy for 2008. Aida also
acknowledged that 2008 is the company’s 25th anniversary in the US.
The meeting ended with an “Oscar” themed awards dinner where Dennis
Davis, vice president of sales presented the Sales Rep of the Year award to
Francesca Ilaria, sales representative for the Northern New Jersey market. Barry
Mazel, the Northeast regional manager, received the award for Region of the Year.
The Cooper Companies Sees
CL Growth Strongest in Asia
PLEASANTON, Calif.—Executives of
CooperVision parent The Cooper Companies (NYSE: COO) see the strongest
growth potential for global contact lens sales
coming in the Asia Pacific region of the
world, according to a presentation by the
company to the investment community.
In the presentation, Cooper predicted
that in the five years between 2006 and
2011, industry sales of soft CLs in Asia
would grow from 30 percent of total volume to 38 percent of the global market.
Sales in the Americas, on the other hand,
are projected to decrease from 42 percent
of total volume to 39 percent during that
five-year period, while sales of soft CLs in
Europe are seen declining from 28 percent of the global market to 23 percent.
In fiscal 2007, CooperVision’s sales in
the Asia Pacific region grew 21 percent
to $130 million; the company’s sales in
the Americas were up 2 percent, to $357
million, while sales in Europe rose 13
percent to $309 million.
As previously reported, CooperVision’s
overall 2007 revenues were $796 million,
representing 84 percent of the parent
company’s total volume. ■■
Mary Louise Benedict Dies at 82
DALLAS—Mary Louise Benedict, wife
of Bill Benedict, passed away on Jan. 7.
She was 82 years old. Known to family
and friends as Tweezie, she was involved
in the social aspects of two of Bill Benedict’s most successful optical companies,
Omega Optical and Pearle Optical.
She is survived by husband, Bill
Benedict; daughter Charlotte Belter and
husband Bill; son, Dennis Benedict and
wife Taylor; step-daughter, Donna
Benedict; grandchildren, Craig Thomas,
Michelle Riley, and Nicholas Benedict;
step-grandchildren, Gary Reeder, David
Reeder, Julie Milette, Robert Reeder,
and Mikal Reeder; sister, Jennie Kattes,
and many nieces and nephews.
A funeral service and burial was held
at Restland Funeral Home & Cemetery,
9220 Restland Rd., Dallas, Texas. ■■
AN UNMATCHED HERITAGE
Carl Zeiss Vision puts a unique heritage of
excellence in precision optics at your service.
It began when Carl Zeiss set up a workshop in
Jena, Germany for precision mechanics and optics.
In 1866, he was joined by physicist Ernst Abbe, who
went on to make major contributions to the
theory of optics.
This combination of optical science
and binoculars. Meanwhile,
and precision manufacturing was soon
developments in ophthalmic lenses
applied to the problem of better vision.
and coatings have continued.
A progression of ophthalmic lens
In 2005, the ophthalmic lens
firsts followed.
division of Carl Zeiss merged with
Today, ZEISS is found wherever
AO SOLA, bringing together two
the best in precision optics are required:
leaders in ophthalmic lenses and
semiconductor technology, industrial
three great lens brands. The combined
applications, surgical imaging and
manufacturing, R&D and distribution
microscopy, and professional still and
capabilities make Carl Zeiss Vision a
motion picture cameras.
global leader in ophthalmic lenses, Rx
ZEISS is also a leader in consumer
lab services, and diagnostic and
optical products, including cameras
dispensing equipment.
Lens Firsts From Carl Zeiss Vision
1912
The first axially
symmetrical spectacle
lens to feature point
focal imagery.
26
1935
Invention of
anti-reflective coating
for optics leads to a
dramatic improvement
in visual quality.
1992
Introduction of
the world's first
electronic centration
system.
1999
First progressive lens
designed specifically
for small frames:
AO Compact®.
A Leader in Lenses, Laboratories and Dispensing Equipment
2000
First individualized
progressive lens:
Gradal® Individual.
A POWERFUL BRAND
Carl Zeiss Vision
Offers You:
The confidence that comes
from using state-of-the-art
lenses, coatings and
dispensing technology
Wherever professionals use precision
The power of the premier
optics, you’ll find ZEISS. The list of
consumer brand in precision
applications is almost endless:
optics
Diagnostic and therapy systems
Outstanding service from Carl
Surgical imaging
Zeiss Vision and independent
Industrial measuring systems
partner labs
Motion picture camera lenses
Still camera lenses
A local Business Development
You’ll find us in locations ranging
Representative dedicated to
from Hollywood to outer space. And of
your success
course, ZEISS is deeply involved in every
aspect of eye care: from diagnosis, to
dispensing, to lab processing, to the
eyewear chosen by more than 200 million
people around the world. ZEISS is also
well-known for high-end consumer
products, from cameras and projection
systems to binoculars.
No lens manufacturer knows
more about every aspect of
optics and eye care than we do.
No brand is more associated in
consumers’ minds with
precision optics. And no
company can do more to help
you provide the very best to
your patients.
27
OPHTHALMIC LENSES
FOR DISPENSING SUCCESS
Carl Zeiss Vision knows that vision needs are as
individual as your patients. That’s why we offer a
complete range of lens designs, materials and
treatments from our zeiss, sola and ao brands,
including state-of-the-art progressive lenses.
Now leading the way in customized progressive lens technology
Free-form manufacturing makes it possible to create a lens that is completely customized for each
individual patient. Carl Zeiss Vision developed the first fully customized progressive lens, ZEISS Gradal®
Individual, and continues to lead the way in this exciting new technology.
SOLA HDV: Customized High Definition Vision
For every Rx: Delivers the ideal lens surface
optimized for each wearer’s total prescription
For every frame: Variable corridor length
maximizes performance in the wearer’s chosen
frame.
For fitting heights from 13 to 35mm
Available in clear or Transitions® lenses in the
following materials: 1.67, Polycarbonate and
Hard Resin
Progressive lenses to meet every need
GT2 by ZEISS: Precision Engineered for Total Satisfaction
Designed using ZEISS Optical Optimization
and management
Advanced aberration control for greater clarity
Available in clear or Transitions® lenses
in the following materials: 1.67,
Polycarbonate and Hard Resin.
17mm fitting height
Lens geometry based on breakthrough
wearer research
SOLA Compact ULTRA: Superior Vision. 13mm Fitting Height
The lowest recommended minimum fitting height of any leading short-corridor progressive lens
Unsurpassed full-power reading area in small frames
Available in clear or Transitions® lenses in the following materials: 1.67, Polycarbonate and
Hard Resin
28
PERFORMANCE COATINGS
Carl Zeiss Vision invented the AR coating,
and continues to lead the way in performance
coating technology with excellent antireflective properties, outstanding scratch
resistance and super-hydrophobic topcoats that
assure easy cleaning for the life of the prescription.
Carat Advantage®:
ZEISS Foundation®:
Best-on-Best Performance.
Superior Lens Protection.
Winner of the 2006 OLA Award of Excellence
Super-tough Foundation hard coating is the standard of
protection for plastic lenses. Foundation offers outstanding
Super ET anti-reflective coating for the ultimate
in clarity
Advantage super hydrophobic and oleophobic
topcoat repels dirt, dust, fingerprints and smudges for
long-lasting clarity and easy cleaning
adhesion and durability with remarkable scratch resistance.
Foundation is available as a super-hard coating by itself,
or as part of Carat and Carat Advantage AR coatings.
Foundation® super hard coating for superior durability
Teflon® Clear Coat Lenses
Breakthrough AR performance
Teflon® Clear Coat Lenses are the result of a unique
partnership between two innovative companies: DuPont, the
world leader in performance coatings, and Carl Zeiss Vision,
the inventor of AR.
Teflon® Clear Coat Lenses take AR to a whole new level for
wearers and eye care professionals alike. Clearer, tougher and
cleaner than ordinary anti-reflective coatings, Teflon® Clear
Coat Lenses are the only AR product backed by one of the
world’s most recognized brands.
Extraordinary Clarity – up to 50% less reflectance than ordinary AR
Outstanding scratch resistance
Enduring performance – built to last
Now 10 times easier to clean – super-hydrophobic and oleophobic
29
NATIONAL Rx LAB NETWORK
We know that one of your most
important relationships is with your
optical laboratory. We work with only the
best independent laboratories in the
country, and maintain our own network of
full-service Carl Zeiss Vision laboratories,
ready to meet all of your conventional
lens, customized lens and coating needs with
the high level of quality and service that
you expect.
We are standing by to support you
B & W OPTICAL
812 W. Patapsco Avenue
Baltimore, MD 21230
800-638-0377
CARL ZEISS VISION - KENTUCKY
1050 Worldwide Blvd.
Hebron, KY 41048
866-289-7652
CARL ZEISS VISION – NORTHEAST
(Formerly Northeast Lens Corporation)
90 Oak Street
Newton Upper Falls, MA 02464
800-403-8997
CARL ZEISS VISION - NORTHWEST
(Formerly Optical Plastics)
14450 S.E. 98th Court
Clackamas, OR 97015
800-547-3156
CUMBERLAND OPTICAL
806 Olympic Street
Nashville, TN 37202
800-888-8316
30
Call any of the labs below or Customer Service at 800-358-8258
GREAT LAKES COATING
LABORATORY
1784 Larchwood Drive
Troy, MI 48083
800-693-0099
SIOUXLAND OPHTHALMIC
LABORATORIES
300 West 16th Street
Sheldon, IA 51201
800-831-8583
KANSAS CITY OPHTHALMICS
13731 E. 42nd Terrace
Independence, MO 64055
888-807-0072
4186 Alyssa Court, Suite #7
Iowa City, IA 52240
888-891-0214
LASER OPTICS
410 S. Madison Dr., Suite 2
Tempe, AZ 85281
800-333-5110
SPECTO OPTICAL CO., INC.
4661 Arrow Highway
Montclair, CA 91763
800-824-4868
NORTH CENTRAL OPHTHALMICS
4605 Rusan Street
Saint Cloud, MN 56303
800-328-3829
VISION SYSTEMS
216 Valley Hill Road SW
Riverdale, GA 30274
800-241-9030
SOUTHEASTERN OPTICAL
6490 Commonwealth Drive
Roanoke, VA 24018
800-456-0088
1015 Commerce Street
Petersburg, VA 23803
800-328-2984
TECHNOLOGY FOR THE
DISPENSARY
We realize that a satisfying vision experience requires
more than excellent lenses and coatings. We have
developed new technology that assures fitting accuracy
and demonstrates the highest level of patient care.
iTerminalTM by ZEISS is a unique integrated dispensary system that
combines a new level of fitting and measurement precision with
enhanced patient consultation.
Advanced Measurement Technology
Lens Customization
Measures monocular interpupillary
Automatically takes vertex distance,
distances, fitting heights, pantoscopic angle,
lens tilt and frame wrap measurements
vertex distance and frame wrap automatically.
for the patient’s chosen frame.
Delivers superior fitting accuracy for
Allows advanced progressive lens
optimum progressive lens performance.
customization using free-form technology.
Ensures consistent measurements even
with a large dispensing staff.
Enhanced Patient Consultation
A Unique Patient Experience
Creates photo images for review by the
Creates an engaging lens purchase
patient and dispenser.
experience that will set your practice
Demonstrates lens enhancements
apart from others in your market.
recommended by the dispenser.
“
We use our iTerminal for every eyeglass lens customer. That way, all of our patients get
the best performance from their lenses through the most accurate fitting possible. The con-
“
sultation package is great for demonstrating upgrades like Transitions®. Our patients have
been very impressed by the iTerminal, and we’re getting great word-of-mouth from it!
– Paul Dimos, Lexington Vision, Lexington, Massachusetts
31
SUPPORTING
EYE CARE PROFESSIONALS
Carl Zeiss Vision understands that
great eye care requires great
professionals. That’s why we support
the professions dedicated to eye care.
2007 was the inaugural year of the American Optometric
Foundation – Carl Zeiss Vision Fellowship program. This program
provides a grant for an outstanding third year student at each of the 19
Back row, left to right:
optometry schools in North America. In the words of Mark Bullimore,
Dr. Mike Morris, Carl Zeiss Vision; Juan Menjivar,
President of the American Optometric Foundation, “The successful
University of Houston; Nana Owusu, Illinois College of
candidates truly exemplify the highest level of commitment to clinical
Optometry; Andrew Emch, The Ohio State University;
Christopher Wolfe, Northeastern State University;
excellence and the independent practice of optometry.”
Richard Zimbalist, Pennsylvania College of Optometry;
Fred Howard, Carl Zeiss Vision
How Can We Help You?
Front row, left to right:
Rosa Scaffidi, Carl Zeiss Vision; Jody Simmons,
University of Alabama-Birmingham; Enhui Ko, Indiana
We’ve told you a little about Carl Zeiss Vision. But now
University; Noumia Cloutier-Gill, University of Montreal;
we’d like to hear from you. How can we help you achieve
Leanna Dudley, Pacific University; Jennifer Qian Duan,
State University of New York; Carmela Miranda,
your goals? Our Business Development Representatives are
University of Waterloo; Tawny Kaeochinda, Southern
experts at understanding your needs and translating them into
California College of Optometry; Amanda Bahr,
practical solutions that create genuine results.
University of Missouri-St. Louis; Helen Kim, University of
California-Berkeley; Sean Pitale, Inter-American
University of Puerto Rico; Kimberly Oncavage, Southern
College of Optometry; Ashley Zak Kimble, Nova
Southeastern University; Elizabeth Garland, New
England College of Optometry
To learn more, please call the Carl Zeiss Vision Business
Development Representative in your area or
Customer Service at 800-358-8258.
We look forward to talking to you soon.
32
EXAM LANES
33
OPTOMETRY EVENTS
85th SECO International Kicks Off in February
ATLANTA—
More than 8,000
optometrists,
opticians, certified ophthalmic
technicians and
paraoptometric
professionals will be heading here late
next month to attend the annual SECO
International meeting, to be held
Wednesday, Feb. 27, through Sunday,
March 2, at the Georgia World Congress
Center.
This 85th SECO Congress offers
nearly 400 hours of continuing education
courses and almost 300 exhibitors in its
Optometry’s Marketplace exhibit hall,
plus about 70 social and affiliate events
for attendees. The continuing education
program begins Wednesday and closes
Sunday, while SECO’s Optometry’s
Marketplace opens Thursday and closes
Saturday.
“SECO 2008 has assembled the best in
the profession and the best in the industry to challenge each attendee to ‘raise
the bar’,” said Doug Clark, OD, president
of SECO International. “With the Summer Olympics around the corner, we at
SECO felt it only appropriate to develop
an education program that inspires us to
achieve new heights. Our unique educational tracks and special sessions will challenge each of us to push ourselves, just as
an athlete would, to expend our skills and
exceed all expectations.”
This year’s SECO education schedule
has courses organized into three programs targeting individual needs. An
optometrist program offers more than
150 hours and 97 total courses to ODs;
also available are an allied ophthalmic
professional program and an optometry
student program.
Nearly 70,000 sq.ft. of exhibit space
will be devoted to displaying ophthalmic
suppliers’ latest products and programs
at SECO’s largest-ever Optometry’s
Marketplace during the event.
Optometry’s Marketplace will also offer
free luncheons in the exhibit hall on Friday
and Saturday, as well as prize giveaways
including two “See the World on SECO”
drawings for $10,000 travel vouchers.
Networking opportunities during
SECO 2008 will include the opening
reception Thursday, Feb. 27, at the
Omni Hotel; an “Atlantic Station
Triathalon” on Friday, Feb. 28, with
transportation provided to take SECO
attendees to Atlanta’s Atlantic Station
entertainment area; and the closing ceremonies celebration on Saturday, March
1, held at the new World of Coca-Cola
facility and featuring the band America.
For information on SECO 2008, or to
register to attend, go to www.secointernational1.com. ■■
Jobson Secures Shamir Insight Sponsorship for WinkPad
NEW YORK—Jobson Medical Information LLC, has secured sponsorship from
Shamir Insight 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 tool that provides consumers with information related to their specific needs, presented in a
unique way to educate them on eye
health and vision correction options
while in the waiting room.
“We are pleased to have Shamir join
us in the mission to offer effective
patient education. Together with
Shamir’s partnership, we can help practices provide their patients with much
needed educational information on premium progressive lens options via
WinkPad,” said Marc Ferrara, CEO,
Information Services Group of Jobson.
“With the majority of our advertising
directed at eyecare professionals, it’s
refreshing to be able to use WinkPad to
target the end consumer, the ultimate
recipient of our ReCreating Perfect
Vision initiative,” added Matt Lytle, vice
president of marketing at Shamir. “By
growing the awareness of Shamir’s premium progressive lenses with our consumer base, we can begin to show them
that there’s a choice they can make.
With WinkPad we know precisely who
sees our ads, and can use these results to
measure the success of the program and
determine proper ROI.”
Shamir joins a growing number of the
industry’s leading manufacturers who are
taking part in the initiative. Among
those companies are Essilor, Carl Zeiss
Vision and Transitions Optical.
San Diego, Calif.-based Shamir
Insight, Inc., is a wholly owned subsidiary of Shamir Optical Industries,
Ltd., an Israel-based, publicly traded
company (NASDAQ: SHMR), engaged
in the development, design and manufacture of premium progressive lenses
and molds for the ophthalmic industry.
Shamir Insight serves as the sales and
marketing center for the U.S., Canada,
Central /South America and Mexico.
Scranton, Pa.-based Wink Interactive,
Inc., through its WinkPad interactive
media platform, creates unique locationbased one-to-one marketing solutions. ■■
EYECARE NEWS
AOA HOSTS ELECTRONIC RECORDS SEMINAR
ST. LOUIS—Optometrists who want to stay ahead of the ongoing transition from paper
files to electronic health records are invited by the American Optometric Association (AOA)
to attend a new seminar on “Building the Paperless Practice” scheduled for Jan. 25 to
26 in Grapevine, Texas.
The schedule includes an update from the AOA’s Washington office on what ODs need
to know to conform to federal standards and how health information technology may
affect reimbursement in the future. Other presentations will include implementing EHRs
in a practice, interoperability and security issues related to EHR products and guidance
on what to consider when investing in EHR and e-prescribing products.
The seminar will focus on information shared by ODs who have already adopted health information technology. Companies with different approaches to records management will also be
available to provide answers to frequently asked questions and offer hands-on evaluations.
The seminar will be held at the Gaylord Texan Resort Hotel near the Dallas-Fort Worth
International Airport. The fee is $325 for AOA members, $550 for non-members.
For more information and to register, go to www.aoa.org/paperless.xml or call (800)
365-2219, ext. 4214.
ESSILOR SEEKS STUDENTS FOR VARILUX GRANTS
DALLAS—Essilor of America (EOA) is encouraging optometry students to submit applications for the annual Varilux Student Grant Award program. Grants will be awarded to
third- and fourth-year optometry students.
Applicants must submit case reports on patients fit with Varilux lenses to their school’s
clinical staff; the clinical faculty and staff will select one recipient based on dispensing
skills, application of Varilux lenses to patient needs, analysis of the case, analysis of the
lens design and lens performance. The student with the winning case report at each
school will receive a $1,000 grant and entry into the national judging. The national award
winner and faculty advisor will each receive an all-expense paid trip for two to the Optometry’s Meeting next June in Seattle.
Applicants should submit completed entries in printed form, on CD-ROM or by e-mail to
the attention of Danne Ventura (dventura@essilor.com) or by mail at Essilor Lenses,
13555 North Stemmons Freeway, Dallas, Texas 75234. Entries must be postmarked or
received by Feb. 1.
AOA OFFERS OPTICAL DISPENSING EDUCATION MODULE
ST. LOUIS—The American Optometric Association’s (AOA) paraoptometric section has
added a new education module to its series for paraoptometric professionals, this one
covering “ABCs of Optical Dispensing.”
This latest module includes topics such as managing frame selection, frame adjustments, lens materials and designs, lens tints and coatings, and lens measurements.
The paraoptometric section’s education modules are $40 each for AOA members and
$55 each for non-members and include an option to test for continuing education credits for a processing fee; successful completion of the test is worth one credit hour.
The new education module is provided through an education grant from Luxottica Group. ■■
‘‘
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.
‘‘
DR. JIYEN SHIN, O.D.
Golden Vision
Optometric Centers
Los Angeles, CA
Luxottica
&me
To learn more about Dr. Jiyen Shin and the advantages of partnering with Luxottica go to www.luxandme.com
sm
COVER STORY
35
r
a
e
w
n
u
S
e
h
t
on
Map
A Retail ’
ip
‘Road Tr
From shifting
NEW YORK—Traditionally, it has
’07, almost 76 percent of the country’s
wear business outlooks for the New Year.
prices that reflect
been common when following retail
population relies on some type of vision
According to these retail experts, cus-
the struggling
and fashion trends in the U.S. to focus
correction and nearly 85 percent of peo-
tomers are demanding more selection
economy to an
exclusively on the East and West
ple wear sunwear. Therefore, it doesn’t
in fashion and performance sunwear,
Coasts as the Mecca’s of shopping and
make sense to ignore the eyewear buy-
better quality and fit, and more premi-
fashion. But as the world has become
ing habits and needs of the entire cen-
um lens treatments and options, all at a
more technologically connected on a
ter of a nation as big as the U.S.
lower price point. And each one is set-
ever increasing
desire for improved
technology and
global level, that approach has become
So, Vision Monday hit the pavement
ting into motion plans to profit from
limited and a bit elitist. The need for
for a “road trip” across the country to visit
this boom in consumer interest by
explores where
chic, high-performance and quality sun-
small and mid-sized regional eyewear
doing everything from increasing
sunwear retailing is
wear is not restricted to the metropoli-
providers who fulfill the vision needs of
inventory and sun specific in-store mer-
headed in 2008.
tan areas on both coasts.
the huge segments of the nation’s popula-
chandising to implementing sophisti-
In fact, according to VisionWatch, in a
tion who don’t reside in New York, Miami
cated targeted marketing programs and
study conducted by Jobson and the
or Los Angeles. The journey took us to
partnering with labs to provide more
VCA, for the 12 months ending Sept.
six optical chains who shared their sun-
custom and hard-to-fit Rx styles.
Rx-able styles,VM
By Deirdre Carroll
Associate Editor
36
COVER STORY
t
n
e
i
t
a
P
Every
r
a
e
w
n
u
Is a S
ty
i
n
u
t
r
o
p
Op
Darren Horndasch
President and CEO
Wisconsin Vision
27 stores based in
New Berlin, Wis.
“Wisconsin Vision Inc. has tried to position its sunwear sales as a key component to its lifestyle pair sales. Prescription sunwear sales are the key driver
with an emphasis in Polarized materials.
We have taken steps to display product
in a manner that is attractive to the
patient which also prompts our opticianary staff to discuss the sunglass sale
opportunity. In addition, we have tried
to address some of the specialty sunglass
market [needs] by having products such
as Wiley X and Fitovers.
“Our goal is to try and have as much
Wisconsin Vision
Rx-able sunwear in the mix as possible. Some of the trends, like
shields and wraps have made this a
bit of a challenge, but we have
worked hard to include these products, particularly for our contact
lens wearers who are strictly fashion driven. In addition, we
have now identified lab
partners that can Rx many
of the wrap products on the
market today opening up a
whole new opportunity.
“The vast majority of our
sunwear business is in second pair sales. Most patients
come to us for their eye examination and ophthalmic needs.
From there, it is up to our opticians to
present product to patients and make recommendations. Including prescription
and non-prescription sales, we would estimate that our sunwear business is 9 percent of our total sales. Our goal is to get
this number up to 12 percent in 2008.
“In terms of the average retail price
on plano sunwear, we have tried to keep
its price points for the most part affordable, particularly for those who are
prone toward impulse purchases. Prices
begin at around $59 and go up to $159.
We do maintain several Centers that
offer higher end products such as Prada,
Dolce & Gabbana and Fendi whose
price points are much higher. We recognize that our competitors are no longer
just stores like Sunglass Hut,
but include department stores
like Kohl’s and others.
“We view every patient as a
sunwear opportunity. It is no
surprise that women age 35 to
50 seem to be a good target
market for sunwear as they are
more fashion conscious than
men. Men tend to want more
function than fashion which
is beneficial for our polarized
sales since they appreciate
technology more. We try to have a good
mix in the 250 plano sunglasses that we
carry in each of our locations and make
sure we represent good name brands like
Polo, Ray-Ban, Sean John, Bolle, CK,
Coach, Nike, Lacoste, Republica, Nautica, Nicole Miller and Guess.
“For a number of years, we displayed
all sunglasses in custom built ‘sun centers’. We thought that by displaying sunglasses all in one location, we could
attract the patient to one area. However,
today we do a combination of ‘sun cen-
ters’ and mixing sun along side the regular ophthalmic frames. Patients seem
more likely to try on sunglasses and consider purchasing them since we changed
the way we merchandise. We also have
ophthalmic purchase is being made. But
we do send out a sunglass sale mailer to
our customer list in the Spring which has
been very effective for us in terms of
boosting sunwear sales.
“Our customers are definitely looking
for fashion first. We almost always sell
polarized prescriptions lenses unless
we’re matching a specific gradient tint.
The Harvey & Lewis customer skews
more towards women and I believe you
need to have more selection for them.
Larger eye sizes are still very popular with
women and in our
stores they are looking for designer names
with subtle details on the temples so we
will continue to look for those characteristics in the New Year. Our two biggest
brands overall are Maui Jim and Oakley
but Gucci, Coach, Dolce & Gabbana,
Prada and Juicy Couture are doing
extremely well for women, while Carrera
and Nautica are resonating with the men.
“Sunglasses are often an impulse buy.
We’ve found that being in the right retail
locations is critical if you are going to have
any chance at growing your non-Rx business. I get the impression that for
a lot of non-Rx wearers it doesn’t
occur to them to visit an optical
shop for their sunglasses. We’ve
found that store-within-a-store
merchandising works best for us
to get the customers interested
in our sunwear. The styles present better when put together.
“In 2008, we are going to
work harder to discover and
capitalize on emerging trends
in sunwear to continue to
capture a larger segment of
the consumers in the sunwear market.”
in-store specials on sunwear when
patients purchase their regular eyewear
to incentivize them to buy. In addition,
much of our POP material contains sunwear products on display.
“In 2008, we will continue to recommend sunwear as a ‘lifestyle’ pair purchase, refine our merchandising and most
importantly improve the technology we
can offer in the Rx market. We believe
this will separate us from our competition
in the department store market.”
Harvey & Lewis Optical
Capitalize on
Emerging Trend
s to
Grab More of t
he
Sunwear Mark
et
James Lewis
President
Harvey & Lewis Optical
8 locations based in
Hartford, Conn.
“Our product mix includes about 25 percent of sun in our more retail oriented
stores and we prefer to have most of our
sunwear product Rx-able, but if the
style’s right we’ll take it on even if it is
plano. Sunwear sales probably account
for 20 percent of our total sales, including photochromics.
“Our sunwear business has seen an
increase in the
high-end of the
fashion market in
recent years with
names like Dolce,
Prada, Gucci, and
etcetera. It seems
those brands have
helped break through
a higher price point
for us and now $300
plus sales are not
uncommon, though the average price point
of the sunwear we carry hovers around
$200. Even that figure is up
significantly as we replaced
the Ralph Lauren line by
Sàfilo with more expensive
product. Ralph Lauren has
been a hard line to replace
because they had a wide
variety of styles and [offered]
very good quality at a good
price point.
“I would say we don’t do
as good a job as we could in
terms of second pair sales
and in discussing sunglass
options when the original
38
COVER STORY
t
c
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e
Targ
s
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a
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Len
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Diana Hall
President and Owner
Bard Optical
18 locations based
in Peoria, Ill.
“We don’t formally track our second pair
sales for sunglasses specifically but since
our second pair sales are currently running over 28 percent, I believe a large
portion of that is due to sunwear sales,
though I can’t say our sunwear business
has seen any significant changes.
“I believe we are perhaps one of those
Bard Optical
organizations that historically
have not done as effective a job
presenting sunwear as we
could have and as a result our
sunwear selection is only about
10 percent of what our total
frame selection represents.
“In some offices, we carry
sunwear priced anywhere from
$10 for children to higher priced product, like
Maui Jim’s. However, in
most locations the price
points have come down
over the years. It seems
the less expensive and the
higher-end styles see the
most movement. The middle price points turn over
less frequently. Our plano
sunwear sales have a $46 average price
point. To capitalize on this we have
added more entry level product in the
last few years. Plano sunglass sales represent less than 1 percent of our total product sales; however, we do an effective job
fitting prescription eyewear.
“In an effort to increase our sunwear
Better Informed
Consumers Require
Quality Features
They Can See
Larry Pearson
Vice President
Midwest Vision
Centers
18 stores based
in St. Cloud, Minn.
“We have seen increased sales in both
our plano and Rx sunwear over the last
few years mostly due to added inventory
and emphasis on selling polarized lenses. Only about 5 percent of our overall
inventory is plano sunwear but because
our marketing includes a buy-one-getone-free (BOGO) incentive, which
allows customers to trade up for sunwear, we do much better in our Rx-able
sunglass sales. I’d say about 20 percent
of our second pair sales are in sun lenses
sales we are adding a more fashion forward selection of Rx-able
frames for our customers seeking prescription sunglasses. In
addition, we are adding a broader selection of sunglasses in all
our locations to give the customer more choices and incentive to move more easily into
slightly higher price points.
“At Bard, we are very careful about
offering the right product mix for each
individual location and as such our brand
selection at each store varies. We carry
Optic Nerve in all locations as our entry
level price point. We also carry Ray-Ban,
designer styles such as Prada, Dolce &
Gabbana and Donna Karan and then
Maui Jim. For 2008, we will only be
adding styles within these lines to offer a
deeper selection for our customers.
“Our sunwear customer hits the two
extremes—the young contact lens wearer and the more mature patient interested in prescription sunwear. I do not see
this really changing. The entry level customer is still looking for just the right
look at the best possible price and the
prescription wearer is
looking more toward fit and function.
“We do not give sunwear any special
attention in the store outside of seasonal displays in all our offices; but we do presently
advertise prescription sunglasses as a second
pair at 50 percent off. We don’t promote
plano sunglasses as those sales represent
such a small portion of our overall sales.
“To increase that business, beginning
this year we are incorporating plano sunwear to our contact lens program and
believe that will create some major
movement and have a significant impact
on sales. We are also expanding our
designer lines to include more prescription sunwear possibilities.”
Midwest Vision Centers
and since we
sell BOGO
for Rx sunwear, and offer
deals to contact
lens patients for
plano frames,
I’d say that most
of our sunglass
sales are part of a
multiple purchase.
“In the plano business, we do
not do very well and it accounts
for only 2 percent of our total
product sales, but when the Rx
sunglass business is added in it
becomes more like 20 percent of sales. Our plano price
points average about $85 and
we have added higher priced
and name brand product this year which
we will continue to do in 2008. In terms
of actual sales, the average sale price of
plano sunglasses is $75, while Rx is more
like $250. Both of these figures have
increased due to better product selection
and polarized lenses.
“Being in smaller towns in Minnesota
and North Dakota, we operate family
optical centers and try to cover the
needs of everyone. Our customers want
it all, fashion, technology and sports performance. It has required us to have larg-
er inventories and to use our resources to
custom make sunglasses. We have needed to become more aggressive not to
lose our customer to department stores,
sporting goods stores and boutiques.
“We are stocking larger sizes, plastics
and sport styles with brand names. Also,
ophthalmic frames that have the sunglass
feel, shape and style, so our Rx patients
can have that cool sunglass look. Guess,
Tommy, Columbia, Saks Fifth Avenue,
CK, Serengeti, Ray-Ban and Bolle do
well with our customers. We buy Sun
Trends from i-dealoptics as our lower
price offering. We’re thinking about
adding Ralph Lauren, Donna Karan,
Vogue and Costa Del Mar for 2008.
“Our marketing is generally geared
toward the 25- to 45-year-old female
demographic. We use a lot of special instore groupings to highlight sunwear, as
well as POP signage and information.
Additionally, we have added sun lenses as
part of our advertising to show customers
the sunglass options, as well as making it
part of our BOGO marketing for Spring
and Summer. Direct mail marketing and
special offers target our contact lens
patients, while we try to use sunglass
posters and product in our windows,
along with a percentage off on some
products, to draw in new customers.
“The future will bring a more
informed customer, wanting the best protection, superior lens design, coatings and
polarization. We will need to do a superior job of demonstrating our sunglass
products by showing the fashion and the
function that the consumer demands.
“We will continue to support sunwear in all forms in the New Year. We
will use advertising, in-store promotions and incentives to increase sales
for 2008 and promote polarized lenses
and fashionable, functional sunwear
for the entire family, in addition to
continuing to add sunglass inventory
to our plano selection.”
40
COVER STORY
s
n
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L
t
s
e
t
The La
l
l
i
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y
g
o
l
o
Techn
y
d
a
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t
S
o
t
Lead
h
t
w
o
r
G
s
Sale
Aaron Schubach
Vice President
Standard Optical
16 retail locations,
one surgery
center based in Salt
Lake City, Utah
“Standard Optical’s sunwear business has
grown exponentially over the past 5 years.
The active lifestyle in Utah, increases in
our LASIK volume to approximately 200
eyes per month, and substantial growth in
our contact lens sales have primarily
fueled the growth. The demise of a substantial regional player, Knighton Optical,
who operated 10 ‘Sunglass Shops’, has
allowed us double digit growth in most
categories, sunwear [being] one that is
outperforming some others.
“Nearly 75 percent of our sunwear business can be attributed to second pair sales
Cindy Henderson and
Genia Durham Owners
Eyear Optical, Inc.
7 family-run locations
based in Chattanooga,
Tenn., and 10 franchised locations
throughout the South
Standard Optical
so we have dedicated
30 percent of our product mix to sunwear
with an even split of
15 percent in plano
suns and 15 percent in
Rx-able styles. In 2007,
sunwear accounted
for about 6 percent
of our total revenue. We’ve
projected total sales of $12
million for 2008, with
roughly $900,000 expected
in sunwear, or about 7.5 percent of our total revenue.
Currently, the average price
point for sun is around
$149.95, which has decreased
slightly as we’ve expanded our
offering to include an entry-level retail
price of $19.95.
“Our sun mix is roughly 60 percent
sport, 40 percent fashion. We have an
active demographic who ski, bike, fish,
etc. Our sunwear customer hasn’t changed
entirely, but the spectrum of ages has. We
still see a sport focus, especially in the
younger demographics, but the older market, age 49 and over, will still be a focus
for us, mainly with the fashion lines.
“From a fashion standpoint, bigger is
still better in terms of style, and zyl is
more popular than metal. Name brands
have become less important in this area
than functionality, styling in color and
shape. Our buying strategies won’t
change much from 2007. Typically,
styling is the most important, followed
closely by function. Lens technology is
Train Staff to
Educate Custom
ers
on the Best Pro
duct
for Their Need
s
important, but other technology like
Bluetooth, MP3, and swap-out lens systems are not a major concern. We will
continue to carry Zeal Optics, Smith,
Maui Jim, Ray-Ban and Optic Nerve/MShades in our sports category and BCBG,
Prada, Schubach Originals, Gucci, Vera
Wang, Lacoste and Kenneth Cole in the
fashion category.
“We merchandise our eyewear in collections, not necessarily by demographic,
meaning all styles in a brand are shown
together and not broken down by gender,
and we are drawing our customers in with
targeted 1-to-1 marketing. We use some
sophisticated ‘cloning’ techniques to purchase mail listings in the appropriate zip
codes and demographics. Much of our
growth will be fueled by merchandising
and dispenser training foremost,
and a comprehensive 1-to-1 marketing campaign aimed at all purchasers of contact lenses, LASIK
and spectacles to promote repeat
business using special promotional
sunwear offers, which is especially
important for our contact lens and
LASIK patients. In the past, marketing to our medical patients—
LASIK, PRK, and cataracts—has
been hugely successful.
“Going forward, steady growth in
the area of 8 percent to 9 percent is
important for us. Offering the latest in lens
technology will fuel the Rx sun business
with new Transitions, Younger Drivewear,
SunRX from Vision-Ease, LifeRX
Melanin, and Custom Polar Colors—IRX
Polaroid from Specialty Lens by Essilor,
more so than frame styling. I expect to
see our average price point drop slightly
as the economy struggles in 2008 making
more affordable frames a sensible option
for the patient, especially considering
premium lens sales tending to retail at
double, even triple the frame price.
Growth in LASIK and contact lenses will
help the plano business encouraged by
attractive promotional offers targeted
toward these patients. Lastly, we see an
opportunity to mail plano sunglasses
directly to a patient’s
home or office in combination with our
contact lens services. Convenience will
continue to be a selling point for us in all
aspects, and with the huge success of
our patient home delivery program for
contact lenses sunglasses is a natural
addition to the program.”
Eyear Optical, Inc.
“At Eyear, we’re
selling more performance and
task specific sunwear than we have
been over the last
few years and we
sell a lot of multiple
pairs, so the majority of the second and
third pairs we sell are some type of sunwear. We’d say around 70 percent of our
sunwear sales can be attributed to multiple pair sales. As a result, our product
mix leans heavily towards Rx-able styles
as opposed to fashion or plano frames,
80 percent versus 20 percent, respectively, as Drivewear, standard polarized
lenses and polarized clips are very popular with our customers.
“The price point of our sunwear has
seen a small increase recently and
averages about $230, though the actual average sale price is closer to $190.
“We keep our selection geared
toward the newest trends, as well as
classic designs like the larger ‘Jackie O’ plastic frames. We’ll be adding
additional sport specific designs,
such as biker goggles, going forward since we are selling more
task specific sports glasses to both
men and women. We’re forecasting this trend will continue into the
New Year as Baby Boomers set their resolutions for 2008 to get fit and get active.
“Not only are we getting more
requests for sport sunwear but we’re seeing an increase in customers looking for
the latest technology that they’ve read
about in magazines like Men’s Health or
Fitness. We also have a lot of fun with our
vintage frames and sell an amazing
amount to our 18- to 25-year old customers for their Rx sunglasses. Since
we've been in business for so long we still
have vintage designer frames from the
‘60s, ‘70s and ‘80s in our warehouse that
42
IN THE NIEWS
Industry to Challenge FDA on Drop Ball Regs
Private-Label SEE Chain Eyes Growth
Continued from page 8
would like to see it revisited to better
reflect the standards as they are currently
written.”
Under proposed FDA guidelines
opticians would be required to keep
detailed records of every lens edged in
their office, an administrative task that
would be difficult for independent opticians such as Hicks, the owner and sole
employee of Oxford Opticians in
Oxford, Ohio.
“For most of our opticians that do
their own finishing work, this would
affect us greatly,” said Hicks. “I’m worried about how we would keep on top
of the paperwork. We’d have to sign
every [record], and keep it for three
years. With the Q&A, as it stands now,
the FDA could walk in any time and
ask to see the records. That’s not
acceptable.”
John Stigi, director of the FDA's Division of Small Manufacturers, International and Consumer Assistance, which
issued the draft Q&A, told Vision Monday he welcomes input from the industry and will consider it carefully before
finalizing the FDA’s recommendations.
“Nothing will be set in stone this
month,” said Stigi. “The whole idea is to
get feedback on the guidance. Our
expectation is that another document
will be issued, probably in the Spring,
that will include comments that have
come in from the industry. If we see that
there’s data that edging lens will not
have significant impact on drop ball testing, we’ll clearly look at that.”
Stigi acknowledged that some of the
language in the document is confusing
and needs clarification. “We really
should have defined certain terms more
clearly,” he said. “For example, there
are no universal definitions of what
some in the industry would call ‘semifinished’ or ‘uncut.’ So we’re going to
look into that.”
Stigi noted that until the Q&A is
updated, the 1987 version still offers the
government’s definitive interpretation of
lens impact testing.
To read the full PDF version of the
Impact-Resistant Lenses: Questions and
Answers Draft Guidance go to the New
& Noteworthy section of the VM Web
site, www.visionmonday.com. ■■
Golden has focused his efforts on
SEE—as has his brother, Randal, SEE’s
co-owner—since the family-owned
D.O.C Optics chain was sold to Luxottica Group in February 2007.
The first SEE (Selective Eyewear
Elements) store opened in Birmingham,
Mich., in March 1998, targeting a customer “who wants great-looking eyewear but doesn’t want to pay for designer brands,” according to Golden. SEE
opened its 21st location on Jan. 9, in
Cambridge, Mass. Four to five additional new stores—including two for which
leases have already been signed—are
slated to open during 2008.
“We purposely have not been geared
for fast growth,” Golden explained. “This
year, we first have to solidify our field
organization before we start a big push.
On the store level, so far we’ve done well
at getting people to come through the
doors and like what they do once they’re
inside.” He said sales at the existing SEE
locations have been averaging $800 to
$1,000 per square foot, adding, “The store
performance is pretty good right now—
but I never settle for ‘pretty good.’”
Organizations Network at Annual
Total Ophthalmic Community Meeting
WASHINGTON, D.C.—Leading ophthalmic organizations came together
here last month to discuss common goals
and challenges facing the vision industry
at the 33rd annual Total Ophthalmic
Community meeting. The meeting provided a unique forum to find ways to
improve Americans’ vision health,
according to its organizers.
In addition to the networking opportunities provided at the meeting, attendees
had an opportunity to hear keynote speaker Nathan Gonzales, The Rothenberg
Political Report political editor, present
“The 2008 Political Landscape: An Analy-
Cover Story
sis of the Election and Hot Topics, ”
which also included a Q&A session.
Following the lead of last year’s meeting, the format was kept interactive with
participant presentations and open discussions. Attendees discussed how the industry could work together and find areas of
common ground on a variety of topics
such as providing exams and care to the
underserved, promoting public understanding and behavior change, health care
initiatives, managing organizational
change and maintaining relevancy.
Meeting attendees represented the
following organizations: American Acad-
emy of Ophthalmology, American Foundation for the Blind, American Optometric Association, Contact Lens Institute,
Helen Keller International, Lighthouse
International, Lions Clubs International
Foundation, National Academy of Opticianry, National Academy of Opticians
and Optometrists, National Alliance for
Eye and Vision Research, National
Association of Vision Care Plans, Optical Laboratories Association, Prevent
Blindness America, SECO International, Sunglass Association of America, The
Better Vision Institute and Vision Council of America. ■■
Eyear Optical, Inc.
are still in their original ‘envelopes.’
“In terms of our most successful current lines we carry Lulu Guinness from
Tura, and this has been a fun, popular
designer this year with her girly styles.
We’ve noticed some sweetly feminine
details being added to the Nicole Miller,
Bebe and Jones New York sunwear lines
as well. We also carry Wiley X, Liberty
Sport, Lacoste, Nike and Cazal but with
over 3,000 Rx-able frames in each store
we carry a little bit of everything. We
don’t have plans to add any lines soon but
we always study the industry and fashion
trends and will make changes as necessary to continue attracting customers.
“We also advertise extensively in our
local market using television, radio and
newspaper placements. Once the customer walks in the door they are able to
shop for sun in our ‘Sun & Sport Centers’ located in each store. Additionally,
we have fashion sunwear spread out
around the store, mingling with the traditional eyewear as well.
“We are always looking for new information and training for our staff so they
can educate our customers about the
best possible product for their individual
needs. Our goal has been and will continue to be about serving the customer
and giving them our very best in the
New Year.” ■■
Once Desjardins has the needed
infrastructure built up, SEE could
achieve a growth rate of from 10 to 30
new stores annually, Golden noted.
Desjardins told VM he views SEE as
“the only truly vertically integrated optical retail brand,” covering as it does
everything from design and creation of
its private label product to its presentation in a boutique retail environment.
“I’m excited about this new challenge
because SEE’s retail concept is something nobody else is doing, and because
the concept has so much potential,” he
declared. “At this point we know the
stores’ footprint, and we know what we
need to do to expand it further. Richard
has the eye, energy, drive, creativity and
business sense to have brought SEE
this far, and I’m looking forward to
working with him in the future to tap
SEE’s full potential.”
Added Desjardins, “This is the year
to get our feet under us, to prepare for
SEE’s big growth push starting in 2009.
We’ve made a long-term commitment,
and we’re going to do it right.” ■■
Iridex Names
Chief Financial
Officer
MOUNTAIN VIEW, Calif.—IRIDEX
(Nasdaq: IRIX) announced that James H.
Mackaness will join the company as chief
financial officer, effective Jan. 2, 2008.
Mackaness is currently CFO and vice
president of finance for NextHop Technologies, a networking wireless technology company. Previously, he served as
vice president of finance and CFO for
InfoGear Technology Corp., a company
that developed and manufactured managed Internet appliances. ■■
Are You In The
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bifocal needs, step into Three Rivers Optical’s “O” Zone. Our “Free”
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44
RETAIL DISPENSARY
LAUNCHES
Marchon Unveils Pucci Sunwear Collection
By Deirdre Carroll
Associate Editor
NEW YORK—Marchon Eyewear, Inc.
has introduced their new Pucci sunwear
collection, a sophisticated fusion of
Mediterranean inspired colors, based on
A runway shot from the Pucci
Spring/Summer ’08 fashion show.
the original creative vision of Emilio Pucci.
“This collection is extraordinary in
design and coloration. Each style is truly
an art piece,” said Al Berg, president and
CEO of Marchon. “The collection takes
inspiration from many of Emilio Pucci’s
original designs that became so popular in
the ‘60s and ‘70s and are enjoying a strong
resurgence today. It is very special and
will appeal to accounts servicing fashionable, high-end female customers.”
The 2008 sunwear collection is a natural extension of the versatility and
multifaceted genius that has always
characterized the legendary Italian
design house. Pucci creative director,
Matthew Williamson, and Marchon
have teamed up to create a sunwear
line that, true to the Pucci spirit, marries
fashion and luxury with technical knowhow and function.
The initial launch collection includes
four styles, each dedicated to one of
Emilio Pucci’s original vintage prints.
Dubbed the “Prince of Prints” in his day,
Pucci drew inspiration from nature, architecture and exotic cultures to create his
signature prints, infusions of kaleidoscopic colors in graphic, abstract patterns.
“This collection is extraordinary
in design and coloration. Each
style is truly an art piece.”
—Al Berg, Marchon
The EP603S features Mediterranean
hues that gracefully flow into rich zyl
temples. An inlayed solid metal plaque
with keyhole accent features the
engraved Pucci name on the left temple. A sheer zyl front with bold lines is
available in ebony, tortoise, turquoise,
burgundy and bronze.
The EP608S showcases floating lenses suspended between slim zyl eyerims
in a vivid pattern that continues down
the temples and surrounds the Pucci
logo in colors of ebony, white, brown,
turquoise, burgundy and bronze.
The EP609S is a full volume frame of
lustrous crystal and opulent hues. The
dual tones of crystal and black, crystal and
white, and plum rose are reflected on the
frame front and on the interior and exterior temples where a polished metal Pucci
logo plaque with a keyhole accent shines.
Lastly, the EP610S features gentle
curves of rich colors accentuated by
luminous crystal on the temples. The
engraved Pucci logo plaque is embedded in triple laminate zyl on the temples
in colors like black, white frost, tortoise
and plum lilac.
The Pucci sunwear collection from
Marchon is priced to the dispenser from
$142.50 to $225. ■■
Style EP603S from the new Pucci
sunglass collection from Marchon.
LAUNCHES
REM Premieres the Converse Carbon Hybrid Sun Collection
By Deirdre Carroll
Associate Editor
SUN VALLEY, Calif.—Converse, long
known for innovative footwear and cult
classic sneakers, along with REM Eyewear, has taken on the sunglass sport
lifestyle category with the launch of the
Converse Carbon Hybrid Collection.
“Combining all the attributes of lightweight carbon graphite with sun protection
design and polarized lenses, these sunglasses are perfect for watching a match or a
band, or playing in one,” said Mike Hun-
The Vector (top) and the Attack
(bottom) styles from the new Carbon
Hybrid collection by Converse from REM.
dert, president and CEO of REM. “Plus,
the distinct fashion attitude of their designs
connects Converse sunglasses with the
essence of this cool 100-year-old brand.”
Clean, functional designs together
with technical expertise capitalizes on
Converse’s roots in the performance category, while the brand’s street cred give
this collection a unique blend of fashion
and function. The Carbon Hybrid Collection features sunglasses made of a
proprietary combination of injected carbon graphite and TR-90 nylon that provides strength, flexibility and lightness
“Combining all the attributes of lightweight carbon graphite with sun protection design and polarized lenses, these
sunglasses are perfect for watching a
match or a band, or playing in one.”
—Mike Hundert, REM
coupled with the bonding of co-injected
rubber, or “vulcanization,” that enhances
the sunglasses’ performance and reflects
the DNA of the Converse brand.
Carbon Hybrid is a fusion of materials
and design and the initial collection
includes eight sun styles each fitted with
polarized lenses. This collection reflects
a blending of fashion and sports lifestyle
sensibilities with classic wrap styles like
the Vector and Attack and fashion-forward shapes like the Hoopla, a modern
aviator. It also features bold rectangles
like the Strike, Attitude and Trash Talk
in colors like pearl white and Ferrari red.
Many styles feature a built-in sun visor
designed to prevent harmful rays,
reduce glare and block wind. Like the
Converse shoes, vulcanized rubber is
adhered to the frame material to provide
increased comfort and performance.
The Carbon Hybrid Collection also
features two metal styles, the Ace, an
aviator, and the Octane, a navigator, that
offer a higher fashion quotient while
maintaining the authenticity inherent to
Converse. Like the plastics, the Ace
and Octane have polarized lenses, rubber temple tips and built-in sun visors.
All of the styles come with a signature Converse collapsible case that
folds flat when not needed and are
priced to the dispenser between $62.50
and $67.50. ■■
16
REFLECTS THE SUN
Lacey
WOMEN’S STREET SERIES
AND TODAY’S HOTTEST FASHIONS.
Stomp
They’re young, edgy, shatterproof and exceed ANSI Z87.1-2003
High Velocity Impact and Optical Standards. They’re even Rx ready. Rarely does so much functionality
come in such fashionable eyewear. The Street Series tackles any activity, and still elicits plenty of “nice
shades” comments. Really, Wiley X wouldn’t settle for anything less. // Please call 1.800.776.7842 to
request a catalog or talk with a Wiley X account representative. // WILEYX.COM
Dalila
46
RETAIL DISPENSARY
LAUNCHES
Sàfilo Bows New Balenciaga Sun Collection
By Deirdre Carroll
Associate Editor
POP imagery for the Balenciaga sun collection.
PARSIPPANY, N.J.—Sàfilo USA has
launched the new Balenciaga eyewear
line with a 10- piece sunwear collection.
“We are very excited to introduce this
newest luxury brand from the Gucci
Group family,” said Dick Russo, executive vice president of Sàfilo USA. “The
Balenciaga sunwear collection is representative of the brand's trendsetting
point-of-view and is targeted to a sophisticated group of consumers who appreciate
high fashion and unique styling.”
Echoing the futuristic spirit and couture style of artistic director Nicolas
Ghesquière that distinguishes Balenciaga’s ready-to wear and couture designs,
the 10-piece collection for women
revolves around pure sunwear shapes
composed of seven beautifully colored
acetate and three more technical
brushed metal constructions. Shapes
range from oversized vintage and retro
styles to more contemporary wrap
around silhouettes. The “Edition”
series, styles BAL0003/n/s and
BAL0008/s, take inspiration directly
from sunglasses housed in Balenciaga’s
archives. Logos include the Balenciaga
double ‘B’ mirrored logo, as well as,
screws inserted on the ends of the
earpieces as a signature feature of
the eyewear collection.
Colors for the metal styles include
classic tones of black, white, and gold to
more contemporary metallic tones of dark
shiny ruthenium, shiny palladium, red
and semi-matte blue. Plastic styles feature color combinations of orange, dark
purple and crystal; green, dark green and
crystal; red and fuchsia crystal; green and
blue; violet and rose; vintage havana;
“The Balenciaga sunwear collection is representative of the
brand's trendsetting point-ofview and is targeted to a
sophisticated group of consumers who appreciate high
fashion and unique styling.”
—Dick Russo, Sàfilo
brown striated; violet shaded and blue
shaded, as well as basic black.
Marketing for the Balenciaga collection includes trade and consumer
advertising, as well as, merchandising materials which
are comprised of a logo
plaque, 1-place highlighter,
3-place display and a visual box with
image. The Balenciaga sunwear collection from Sàfilo is priced to the dispenser between $156 and $196, with an
ophthalmic collection scheduled to
follow in September 2008. ■■
The metal
BAL0011S (top)
and acetate
BAL0003S (bottom) from the
new Balenciaga
sunwear collection by Sàfilo.
LAUNCHES
Jeweler Hilary London Expands Line With Readers
By Deirdre Carroll
Associate Editor
EAST HANOVER, N.J.—Hilary London, a line of murano glass jewelry and
home goods, has launched Hilary London Cheaters, a collection of bold reading glasses.
“I have worn reading glasses since
my twenties and just over the past few
years realized how great an accessory
they are,” said Hilary Foster, founder of
Hilary London. “I wanted to create a
line that offered a unique look and
would work for women of all ages. We
tried frames on all different shaped
faces to create this universal look
that anyone could wear. They are
fun, unique and hip. Most other
glasses are created by eyeglass
companies but we are a fashion
company that knows color and
trends and the Cheaters are unlike anything else on the market.”
Hilary London’s jewelry line has
attracted the attention of celebrities
and stylists with its fresh bold look and
the Cheaters were a natural offshoot of
the popular jewelry line. Foster’s pieces
are designed to appeal to today’s modern woman while retaining the beauty
and traditions of Italy’s storied past.
The Hilary London Cheaters feature
The colorful range of readers
from Hilary London Cheaters.
“I wanted to create a line that
offered a unique look and would
work for women of all ages.”
—Hilary London
Italian-inspired prints in colors like pinks, blues,
greens and yellows to offer a vibrant yet sophisticated look in three magnifications.
The Hilary London Cheaters are priced to the dispenser at $10 each and are sold in assortments of 12. ■■
48
RETAIL DISPENSARY
By Deirdre Carroll
F.Y.EYE
Grammy award winner, Randy Jackson started out as a bass player for ‘80s rock band, Journey. Over his 25-year career, he has
played on more than 1,000 albums and performed with Madonna,
Aretha Franklin and Elton John. Best known as a judge on the hit
TV show, “American Idol,” Jackson now produces music for talent like Mariah Carey and Celine Dion. On top of that, this style
maker is known for his love of noticeable, stylish eyewear. Jackson built his career on his keen eye for talent. It was only logical
that the next step would be developing a men’s eyewear line of
his own. F.Y.Eye was lucky enough to sit down with the man himself to discuss the launch of his collection with Zyloware.
What are the most important
influences on your design work
for this line?
I think when you are an artist or a
creative person like myself it is all
about creating the ensemble—the
shoes, the hat, the glasses, the
watch. I like edgy, cool stuff.
Sammy Davis Jr. had style. Elvis had
style. I tend to go back a little bit.
Kanye West is definitely doing his
thing. Adam Levine from Maroon 5 is
stepping up there and doing it. It is
tougher for men, that’s why I wanted to
do something like this. It gives them
more ideas and more choices to have.
What excites you most about
designing it?
I want to make glasses for everyone.
Eyewear is really an extension of who I
am and it is kind of one of my signatures.
4
1
2
Describe the ultimate Randy
Jackson Eyewear man.
3
What’s been the greatest challenge
in interpreting your design philosophy or perspective into an eyewear line?
Over the years, eyewear has become a
part of everything I do and I am a very
fashion forward guy, so I kind of knew
the shapes most people would wear and
what most people would like. Zyloware
can do everything and we wanted the
eyewear to be practical but also have
cool styling that wasn’t too out of this
world, because most of those things
have about six people who buy them.
What are some of your favorite characteristics of the collection?
I love the dual colorations and a lot of
the black, brown and brushed metal
frames. For dressing up, definitely the
black frames and more standard looks.
5
What is the best advice anyone
ever gave you?
No matter what you do, do it with the
utmost conviction. ■■
6
LAUNCHES
Zyloware Introduces Randy Jackson Eyewear for Men
“This collection fills an important
need for the male consumer; a cool,
stylish collection that is wearable at
reasonable price points.”
—James Shyer, Zyloware
The Randy Jackson Eyewear countercard,
part of the supporting POP materials.
LONG ISLAND CITY, N.Y.—The
Zyloware Corporation, in partnership
with “American Idol” judge and music
industry veteran Randy Jackson, has
launched the Randy Jackson Eyewear
Collection for men.
“We’re amazed with the excitement
surrounding this launch,” said Zyloware
president Chris Shyer. “We knew Randy
Jackson had an impressive sense of style
and a huge following from his television
exposure. We did not expect the huge
pull Randy has as an eyewear stylemaker. People constantly ask him where
to find his cool eyewear since he is always
seen wearing it, on screen and off.”
“This collection fills an important need
for the male consumer; a cool, stylish collection that is wearable at reasonable price
points,” added James Shyer, COO of
Zyloware. “Randy Jackson is an inspiration for men looking for an updated look
and the launch collection delivers.”
The Randy Jackson collection is stylish, on-trend eyewear that speaks to
men ages 25 to 50 but is relevant for
any man who needs a style update or
those that already have their own sense
of style. It includes plastic, metal, and
semi-rimless frames and highlights
include modern double bridges, twotone colorations, and hanging lenses.
Logos are located solely on the interior
temple tip.
“I’m a person who loves to wear
glasses,” said Randy Jackson. “It’s
another opportunity to tell you who I
am. And I think all men can enjoy wearing glasses and looking good in them.
But there isn’t much out there for men.
So I decided I’d create a line for all men
who want to look good.”
POP for the collection features a modern design in black and brushed steel. It
includes a 4-piece display, a 1-piece display, a signature plaque, a frame board
identifier and a countercard. Each frame
comes with a hard leatherette/tweed case
and is priced to the dispenser at $59.95.
In honor of the launch, a gift-with-purchase promotion is also being offered.
Retailers who purchase any 12 Randy
Jackson frames will receive a cotton
‘hoodie’ sweatshirt, as well as a 1-piece
display, signature plaque, frame board
identifier and countercard. The purchase
of 18 frames receives a genuine leather
weekender bag, in addition to both displays, the signature plaque, frame board
identifier and countercard. ■■
Style RJ3000
from the new Randy
Jackson Collection
by Zyloware.
INSIDE THE LAB
49
NEWS VIEWS
Reliable Optics Adds In-House AR
BROOKLYN, N.Y.—Reliable Optics, an
eight-month-old independent wholesale
lab based here, recently expanded its
services with the addition of in-house
anti-reflective coating capabilities. The
lab’s Crystál AR Technology Center produces two types of coatings: Crystál
Allure with super oleophobic topcoat and
Crystál AR with hydrophobic topcoat.
“As we explored the inception of Reliable Optics, it became immediately apparent through customer feedback that their
choice was to support an independent laboratory which could provide all of their
eyewear needs, especially at the local
level,” said Eddie Purman, who co-founded the lab with Dr. Howard Fried, OD.
“This included the ability to provide
in-house AR, thereby streamlining the
entire delivery process. By staffing our
laboratory with seasoned personnel with
over 20 years of combined experience in
serving eyecare professionals, Reliable
Optics is dedicated to fulfilling the individual needs of its customers. In the
ever-changing world of consolidation in
the optical industry, we are committed to
supporting independent ECPs.”
James Orr, operations manager,
added, “With the addition of our stateof-the-art Crystál AR Technology Center, we are able to offer ECP’s a superior
product as we control the entire process
from start to finish—surfacing, to AR
IN LINE
Briot USA Introduces the New
Alta XS Finishing System
coating, to finishing—with service they
can consistently rely on.”
Before becoming business partners,
Purman operated a prescription lab for
Vision Lens Express, a company owned
by Fried that serviced Veterans Administration hospitals in the New York area.
Purman then started his own business,
Elm Optical, that primarily did uncut
jobs for optical retailers. They opened
Reliable Optics on May 1, 2007.
“Eddie is the full-time operations manager, and I handle more of the adminstrative side of the business,” said Fried.
Located in an industrial park in Sunset Park, Brooklyn, Reliable Optics’
10,000 square-foot facility services eyecare professionals in the New York metropolitan area. The company, which
employs 35 people, plans to expand
service to other areas throughout the
Reliable Optics’ co-owners Eddie Purman, left,
and Howard Fried, OD, inside the lab’s Crystal
AR technology center.
Northeast, according to Fried.
In addition to producing AR lenses,
Reliable Optics offers all major lens
brands and styles. The lab specializes in
rimless eyewear as well as specialized
jobs for cataract patients and others with
low vision needs. It offers on-line ordering through its Web site at www.reliableoptics.com, and will be accepting
orders through the VisionWeb portal
beginning this month. ■■
LAUNCHES
Gerber Coburn Introduces
Compact Lab Edger
CUMMING, Ga.—Briot USA is introducing the Alta XS finishing system, the
latest addition to its Alta generation of
finishing equipment.
“Once again Briot is proud to announce
the launch of state-of-the-art equipment
to make edging lenses easier and more
affordable for all practices” said Bret
Davis, president of Briot USA, based here.
The Alta XS system features a new
tracing, centering and blocking unit that
is more compact than previous designs.
Other new features include a comprehensive touch screen interface to manage all functions of the unit. The highresolution optical system (25 frames per
second), as well as the zoom function,
make centering easier.
A new shape library, customizable
through an alphanumeric keypad, organizes data to be easily accessed through
Sort, Search, Favorites and other criteria.
“Magic blue” illumination of the lens is
adjusted according to lens tint and external light (natural or artificial) making it
easy to center and block even polarized
lenses, according to Briot. Like the Alta
XL unit, the Alta XS uses Briot’s patented PROS optical recognition system for
identifying shape and drilling coordinates, and Briot’s Digiform software for
shape modification.
Paired with the Alta NX edger, the
Alta XS system allows for the same
accuracy and ease of use as the top-ofthe-line Alta XL system, Briot said. ■■
SOUTH WINDSOR, Conn.—
Gerber Coburn is expanding
its broad line of finishing
products with the launch of
the CLE100, a compact lab
edger (CLE). A robust, tabletop edger, the CLE100 incorporates high-grade industrial
components to sustain medium-volume production environments, according to Gerber Coburn. It edges all lens
materials including standard
1.50-index plastic, polycarbonate, high-index plastic,
Trivex and glass.
“The beauty of this edger is
its compact design and sturdy components,
making it an edger that will fit easily into your lab, taking up little
space yet delivering high-quality results,” said Joseph Zilaro, senior product manager of
finishing products for Gerber Coburn. He noted that the edger features heavy-duty components, including the reproducer and power module, transfer pins, and the bushing
and coupling assembly, making it an edger suitable for harsher laboratory environments.
Its metal cabinet provides maximum protection against rust and chemical corrosion.
The CLE100 edges, polishes, grooves, and incorporates automatic safety or pin beveling for all lens sizes down to 18 mm for small frames. Using a patented grooving
design, the edger precisely locates grooves on very thin lenses. Three groove widths
and depths ensure optimal fit. The CLE100 works directly with laboratory host computers via the OMA communication protocol. In addition, the edger features automatic maintenance functions including wheel cleaning, self-calibration, and a statistics and technical log, which enable the operator to easily perform routine maintenance without
technical assistance. ■■
50
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VM MARKETPLACE
Continuing Education
New York City
College of Technology/CUNY
ASSISTANT PROFESSOR
VISION CARE TECHNOLOGY
Compensation: Salary commensurate with qualifications and experience.
Web Site: www.citytech.cuny.edu
Notice Number: FY13526
Closing Date: Open until filled (Search reopened)
POSITION DESCRIPTION AND DUTIES: The Vision Care Technology department has
an opening for a full-time faculty member. This program, the only one of its kind in
the CUNY system, prepares students for a career in eyeglass dispensing, ophthalmic
fabrication and contact lens fitting. The curriculum includes a carefully planned
balance of theory and clinical practice in all aspects of the eye care profession. Our
full-time faculty is made up of licensed opticians who are active in the field. A
graduate of the program may become a proprietor of an optical dispensing business
or may secure a position as an ophthalmic dispenser, contact lens fitter, an
ophthalmic assistant, an ophthalmic sales representative or an optical research
technician. Responsible for teaching a range of vision care technology courses,
conducting academic advisement, curriculum development and research.
Committee and departmental participation is required, as well as professional
development activities.
QUALIFICATION REQUIREMENTS: The candidate must have a Doctor of Optometry
and be licensed in New York State. At least five years of experience in a responsible
position is a must, as well as expertise in Anatomy and Physiology of the Eye, Optics,
Contact Lenses and Clinical Refraction. Prior teaching experience at a college level
in opticianry is preferred, as well as excellent communication and computer skills.
Experience in curriculum development, instructional technology and innovative
pedagogy is desirable.
TO APPLY: Cover letter and resume.
Ms. M. Harris, Director, ISR
NYC College of Technology
300 Jay Street, N321, Brooklyn, NY 11201
Or electronically: isr@citytech.cuny.edu
Advertising Information: (800) 983-7737 • Fax: (610) 854-3780
Help Wanted
Help Wanted
PRESIDENT
SALES REPS WANTED FOR NEW
EVERLAST EYEWEAR AND
SUNWEAR LAUNCH.
Optimate, Inc. is a well-known Manufacturer and Distributor
based in Los Angeles, CA. Select opportunities are available for
the right candidate to represent our new EVERLAST EYEWEAR,
SUNWEAR and SPORTS SUNWEAR line, as well as the chance
to represent our upcoming NBA EYEWEAR and SUNWEAR
line launching in March of 2008. Both brands speak for themselves; Everlast enjoys 90% brand recognition worldwide and
need I say more about The NBA.
Eyewear or Sunwear experience required. We are seeking Toptier optical & sunglass distribution throughout several territories.
Maxine Morgan, Inc.
Contact: Joe De Marzio
E-mail Resume:
joe@optimateinc.com
Call Toll Free
(800) 387-8877
to Learn More.
Fax Resume:
(626) 821-1389
Attn: Joe De Marzio
Stylish Eyewear at Affordable Pricing
• 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
Fashion Design Company with
exclusive niche market, combines 21 Century distribution of
contact lenses and provides
healthcare, fashion and optical
with a new dimension. Must
have strong background with
contact lenses; retail background helpful. Compensation
can include warrants, equity in
LLC and participation in IPO.
Position works in Westchester
County, NY.
Respond by Fax:
914-734-8206
or e-mail:
nicoleoptical@aol.com
View
Online Classifieds
at
www.
VisionMonday
.com
EO/AA/IRCA/ADA
Merchandise Offered
Help Wanted
Everybody is talking about
F re e-Fo r m
Now Hiring!
New Positions Available!
Avalon Eyewear is an established eyewear and accessories importer
based in Northvale, NJ. With over 70 years of experience in the
Industry, we continue to bring the best in quality products to the
market. We are looking for highly motivated, experienced and
goal-oriented professionals to fill new and exciting positions in our
dynamic and growing organization in the following areas:
• Product Development & Planning
• Marketing & Graphic Design
• Outside Sales:
Looking for individuals with a retail following to exclusively
sell our frame lines. Many territories available. Ideal candidate
will receive salary, commission and benefits.
Please fax resume or call.
Contact information: Attn. Sales Manager
Tel: 201-784-3377 x1239 ~ Fax: 201-767-5613
back-side progressive lenses.
Does everyone know how to make them?
Do you think it only takes a digital
generator and a polisher that will do the job?
We ONLY do Free-Form digital back-side
progressive lenses - nothing else!
• Call for more information.
• Volume discounts available.
All lenses are stamped and engraved with ADD power.
FreeForm Optical Lab, Inc.
17 Bowery • New York, NY 10002
212-431-2915 • Fax: 212-431-2919 • www.freeformopticallab.com
CLASSIFIED
VM MARKETPLACE
Premium Microfiber Cloth
Buy 1200 Pieces Printed, get 200 Free!
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Info@snoptical.com
www.storminnormans.com
*Multiple specials/discounts may not be combined. Must mention coupon code at time of order.
While supplies last. May be withdrawn at anytime. Offer good until March 24, 2008.
Please call for details.
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
Help Wanted
Bolle and Serengeti
Premium Eyewear Brands
are looking to add commissioned sales reps
in the following territories:
N.CA, OR, WA, MT, UT, ID, KS,
MO, NE, GA, NC, SC, GA, DC, PA
Please fax resume to Bill Yerby 913-7523580 or e-mail to Byerby@bushnell.com
51
Merchandise Offered
cents
cents
cents
cents
LANE SPECIAL - $9,995.00
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
ALL DESIGNER FRAMES
$16 OR LESS
That’s right ! Contact us and
find out why we’ve become
"America’s largest surplus
designer frame distributor"
Phone: 866. 289. 3937
Fax: 310. 306. 7885
www.delreyoptical.com
E-mail: sales@delreyoptical.com
52
CLASSIFIED
VM MARKETPLACE
Lenses
National
Lens
America’s Leading Discount Contact Lens Distributor
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
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Remember, our goal is to help you achieve greater margins through strategic buying opportunities. We gladly accept Visa and MasterCard for your convenience and
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Please accept our invitation to start saving money today. Call, fax or ORDER ONLINE. All orders received by 3 p.m. EST are shipped
the same day, FREE 1st class when available. Mention this ad and get a free gift with your first order.
*NEW LOWER PRICES
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Winter 08
Bausch & Lomb
PureVision
SOFLENS 38
SOFLENS 59
SOFLENS MULTIFOCAL
CIBA VISION
COLOR BLENDS
FOCUS 1-2 Week
FOCUS MONTHLY
15.95
Lower
6 to 10
*25.25
11.75
8.95
28.75
6 to 10
23.75
12.00
14.25
41.75
33.95
15.75
39.75
32.95
15.25
Low
1 to 5
*26.00
11.95
9.25
28.95
1 to 5
23.95
13.95
FOCUS NIGHT & DAY
FOCUS DAILY 90 PK
02 OPTIX
Lowest
11 & Over
*24.50
10.95
8.75
27.95
11 & Over
21.95
10.10
13.25
37.50
30.95
14.75
Winter 08
CooperVision
BIOMEDICS PREMIER
BIOMEDICS 55%
BIOMEDICS XC
BIOMEDICS 38%
FREQUENCY 55%
FREQUENCY 55% ASPHERIC
Z4 & Z6
Johnson & Johnson
ACUVUE 2
Low
1 to 5
*15.95
*15.95
*15.95
*15.95
12.45
12.45
12.95
1 to 5
13.90
ACUVUE ADVANCE
ACUVUE OASYS
17.95
22.50
Lower
6 to 10
Lowest
11 & Over
*13.95
*13.95
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*13.95
12.35
12.35
10.95
6 to 10
13.75
*12.25
*12.25
*12.25
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12.25
12.25
9.50
11 & Over
13.25
17.75
17.50
21.75
21.25
Just A Small Sampling of Our HUGE Selection!
Help Wanted
Help Wanted
Help Wanted
E XPERIENCED F RAME S ALES R EPS W ANTED
Sales Representative
Well-established importer
of optical frames seeking
F U L L - T I M E P O S I T I O N S A VA I L A B L E
25 YEAR-OLD COMPANY WITH 80 EMPLOYEES
ESTABLISHED TERRITORIES AVAILABLE
Upstate New York, California, New England
Heritage Eyewear, a leader in affordable premium eyewear since 1991
is seeking Experienced Sales Representatives for open territories across
the country. We pay the highest commissions in the industry; PLUS
EXPENSES. If you are not earning at least 20% commission talk to
us, confidentially.
Joan Collins, Woolrich, Coleman, Pepsi
Valerie Spencer, Urban Edge, Marc Hunter, Jubilee
Fax resume in confidence
NEW YORK EYE ®
A Hart Specialties Company
800.221.2068
•
•
•
•
Large Exclusive Territory
Salary/Commission
Benefits and Expenses
401(k)
email: a j 2 0 2 0 @ n e w y o r k e y e . n e t
CONTROLLER
for 2 sister optical companies; responsible for all
accounting and finance. Must be experienced with
asset base lending, letters of credit and international
trade. Position works in Westchester County, NY.
Respond by Fax: 914-734-8206
or e-mail: nicoleoptical@aol.com
Account Executive
Representative
to service or call on major
retailer/labs/distributors.
Domestic and International.
Great opportunity
Phone: 800-745-6013 ext. 24 – Fax: 800-951-3937
P.O. Box 1006, Monticello, Indiana 47960
steve@heritageeyewear.com – http://heritageeyewear.com
PRESIDENT ChromaGen Vision LLC
Optical company with exclusive patented lenses has exclusive worldwide
distribution. US market is 2nd largest Optical chain and 12,000 ODs
in 46 states through a major lab. Position reports to CEO.
Compensation includes warrants and possible board seat.
Must have strong track record in optical industry.
Job is in Westchester County, NY.
Respond by Fax: 914-734-8206 or e-mail: nicoleoptical@aol.com
Fax resume to
718-633-5231
or e-mail lydrew@aol.com
To get your message
out there …
Call Phil at 800-983-7737
FAX: 610-854-3780
www.VisionMonday.com
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VM MARKETPLACE
53
Help Wanted
Business Opportunity
For Sale
Shamir Insight Inc.
the USA sales, marketing and distribution center for
Shamir’s Premium Occupational & Progressive lenses.
Account Executives wanted for the following territories:
• Los Angeles, CA
• Pennsylvania
• San Antonio, TX
• Miami, FL
• Connecticut/West Chester County/Bronx, NY
Proven experience in the optical lens industry required
SII offers an excellent compensation package with benefits including 401K!
Fax resume to Joyce Hornaday 858-444-3844
or E-mail: jhornaday@shamirlens.com
K Well-established Retail Optical Stores
K Investment from $100K - $1,000,000
K Variety of Markets
K Typically Included: Inventory,
Equipment, Customer Base
K Some willing to finance
Please call
Emerging Business Brokerage
at 800-856-9664
VM WHERE TO FIND IT
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.
ACCESSORIES
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
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
CASES
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
FRAMES
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
MISCELLANEOUS
STORMIN’ NORMAN’S
DISCOUNT OPTICS
Full Service Optical Supplies,
Accessories, Promotional Items &
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
INSTRUMENTS
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
DISCOUNT OPTICS
Private Label
800-288-4512 • 561-995-2400
FAX: 561-995-9531
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
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
MISCELLANEOUS
Toll Free: 888-339-6264
Order On-Line:
www.dynamiclabs.net
Toll Free: 888-339-6264
Order On-Line:
www.dynamiclabs.net
PACKAGING
MANUFACTURERS
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
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
View
Online
Classifieds
at
www.
VisionMonday
.com
54
BUSINESS ESSENTIALS
Exercise Caution When Garnishing Employees’ Wages
In light of the recent
rise in mortgage lending meltdown and
home ownership foreclosures, this is a good
time for business
owners and managers
to review the federal
Hedley Lawson, Jr.
and state laws implicated when you receive an order to garnish an employee’s wages.
An increase in garnishments due to
the national credit problems may have
not yet occurred, however, such an
increase is likely on the horizon. Garnishment happens when employee
wages are affected pursuant to a court
order in a judgment in a case involving a
debt, such as unpaid child support. Garnishment must occur pursuant to a court
order. Once an order is issued, the
debtor’s employer should receive a
notice of garnishment.
Consult Federal and State Laws
Under federal consumer laws (15 USC
§1671), an employer generally cannot
deduct more than 25 percent of an
employee’s disposable earnings due to
garnishment. Federal law also singles out
“favored creditors.” As an exception to the
general rule, federal law permits employers to deduct 50 percent to 60 percent of
disposable earnings for child support. Outstanding taxes and student loans receive
favored treatment in terms of priority.
These situations are only the federal
requirements. The federal law explicitly
allows states to be more restrictive. A
state law could provide, for example, that
a garnishment may not amount to more
than 15 percent of disposable income.
Further, in those states that permit
garnishment, the laws vary widely.
Therefore, if a company operates in
many states, you as a business owner or
manager should become familiar with
garnishment requirements in all the
states in which employees are located.
For example, different states may
have different definitions of the
“income” out of which the garnishment
can be made. Income could include
more than straight salary, encompassing
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bonuses and other compensation.
Business owners and managers need
to keep in mind an additional provision
of federal law that prohibits an employer from discharging an employee
because of garnishment stemming from
one debt. If you have an employee with
multiple garnishments for multiple
debts, you can take action against him or
her under federal law, but you must consult state law as well. States may be
more restrictive in this area. In any circumstances, a decision to terminate an
employee because of garnishments must
be made very carefully because it also
may raise discrimination issues.
Once you and your staff have familiarized yourselves with state laws, the next
step is to set up standard payroll procedures to guarantee that those laws, as
well as federal laws, are being followed.
An important thing to remember is
that when you have received a valid
court order, you must make the garnishment. An employer is subject to penalties for failure to comply with an order.
Hedley Lawson, Jr. is the managing partner of Aligned Growth Partners, LLC, a
strategic, operational and organizational
consulting and executive search firm
(www.alignedgrowth.com).
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.
Global
Summit
The 2ND Annual Vision Monday Global Leadership Summit
Harnessing the Power of Today's Consumer "Communities"
Learn the answer to how consumer choices and the profile of brands in eyewear, eye care
and health care are being shaped. Sessions will explore technology’s impact, the luxury
world, the health care climate and international retail from speakers including:
HEALTHCARE
LUXURY
TECHNOLOGY
INT’L RETAIL
J. Robinson Lynch
President and CEO
Vision Service Plan (VSP)
Rancho Cordova, CA
Andrea Guerra
CEO
Luxottica Group
Milan, Italy
Erin Byrne
Chief Digital Strategist
Burson-Marsteller
New York
Dr. Tomás Pfortner
CEO
Laboratorio Pförtner
Cornealent SACIF
Buenos Aires, Argentina
Additional speakers to be announced.
When:
Wednesday, April 9, 2008
Where:
Bridgewaters (South Street Seaport)
11 Fulton Street
New York, NY 10038
Time:
Registration begins at 8 AM
Program is 8:30 AM to 4 PM
Who Should Attend:
Senior-Level Executives of U.S. and International
Optical Retailers, ECPs, and Suppliers
Cost:
$19500 (offer good until March 1, 2008)
$24500 (after March 1, 2008)
Includes: Conference Admission, Continental Breakfast, Two Coffee Breaks, Lunch.
Register online at visionmonday.com
or call 212-274-7189
Sponsored by
56
OPINION
EDITORIAL
Sunwear With Substance
Working as the
frame and sunwear
editor at an eyewear publication,
the assumption is
that I have a handle on everything
going on in the
Deirdre Carroll
industry. But lately
Associate Editor
there have been so
many amazing changes in the sunwear
category, and such a multitude of exciting new sun collections launching in
2008, that it makes even my head spin.
It is easy to see how a regular consumer
can be totally overwhelmed.
That’s why it is really gratifying to see
this growing movement, both in the sun
specialty and ECP retail markets,
toward improved customer service
when it comes to the knowledge and
sale of sunwear.
From “open try-on” layouts, which
allow customers to try on as many pairs
of sunglasses as they like, a practice Solstice calls an “open sell retail concept”
to offering plano sunwear as a consistent part of a contact lens program, an
What’s Your Opinion?
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.
initiative that both Bard “It is really gratifying to see this
Optical in Peoria, Ill., and
growing movement, both in the
Standard Optical in Salt
Lake City, are implement- sun specialty and ECP retail maring for 2008, the push to kets, toward improved customer
provide effective sun proservice when it comes to the
tection for everyone is
really taking off.
knowledge and sale of sunwear.”
Many optical retailers
—Deirdre Carroll
have also been making
big strides toward training their retail best possible product for their individassociates to become more knowledge- ual needs.”
able and informed about the product,
A more educated staff means a more
so instead of just selling eyewear, educated customer and like Larry Pearthey’re selling the best eyewear for son, from Midwest Vision Centers in St.
their customer. National chain Sunglass Cloud, Minn., said, “The future will
Hut is working to make improvements bring a more informed consumer…We
to their locations with moveable fix- will need to do a superior job of demontures and mirror bands that invite visi- strating our sunglass products by showtors to trying on more sunwear styles ing the fashion and the function that the
and the company is also training their consumer demands.”
associates to talk to the customers
It is an approach that is both simple
before suggesting styles, in an effort to and genius all at the same time.
cater their sales approach to each cusSunwear has long been considered
tomer’s specific needs.
the sexier sister to her ophthalmic counThis is something Cindy Henderson terpart but with increased awareness of
and Genia Durham of Eyear Optical in the possibilities in the sunwear market,
Chattanooga, Tenn., are very familiar which could mean more revenue for the
with, “We are always looking for new industry as a whole; it is becoming crysinformation and training for our staff so tal clear that there is real substance
they can educate our customers on the behind its shiny veneer. ■■
Vision Monday’s New and Enhanced Web Site
NEW YORK—There’s something
different about VisionMonday.com
so check out our redesigned
Web site now featuring a fresh
new look and enhanced features. We’ve organized the content from our most recent issues
in a new way—by topic and category so you can look up information as you need it. New features
on the redesigned site include
the industry's first-ever video
channel, V ision Monday Web
TV, highlighting the latest on special events, designers, brand
messages, lenses and new technologies and practice management.
We've also added a downloadable pdf version of the most recent issue of VM. And
all the past favorites, such as links to our E-newsletters and the latest stock quotes
and financial news in OptiStock are still available.
Of course, the latest industry news and Breaking News is still front and center, and
users can watch for special Web features.
VMail Extra subscribers have access to VM's extensive archives, via a new search vehicle, enhanced by Google. And users can see the 'Most Viewed' stories on the site, too.
Although the packaging is new, VisionMonday.com is still your destination for the
latest, most comprehensive and authoritative information—the Home Page for Optical Industry News.
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
Layout Editor Natalya Gerzhgorina
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
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© 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.
SECO 2008 is supported in part by these DIAMOND Partners
SECO 2008 is supported in part by these PLATINUM Partners
SECO 2008 is supported in part by these Gold Partners
58
BALANCE SHEET
CooperVision's Parent, The
Cooper Companies, Posts Loss
PLEASANTON, Calif.—More
than $20 million in charges related to its acquisition of Optical
Sciences and other expenses led
CooperVision parent The Cooper Companies (NYSE: COO) to
net losses for both its fourth
quarter ended Oct. 31 and the
full 2007 fiscal year.
In Q4, Cooper had a net loss
of $24.2 million, compared to
net income of $13.6 million in
last year’s fourth quarter. Total
revenues climbed 17 percent
(up 14 percent at constant currency rates) to $253.8 million in
the period.
For the full fiscal year, Cooper’s net loss was $11.2 million,
vs. net income of $66.2 million
in FY 2006. Total revenues for
the year reached $950.6 million, up 11 percent (up 8 percent at constant currency rates).
In the fourth quarter, CooperVision’s revenues were $212.1
million, a 16 percent increase (up
11 percent at constant currency
rates). CooperVision had an operating loss of $6.1 million in Q4, vs.
operating income of $22.8 million
in the same period last year.
CooperVision’s U.S. revenues from soft contact lenses
grew 16 period over the comparable period in 2006 and 5 percent over the third quarter of
2007, while the total U.S. CL
market grew 4 percent in Q3
and declined 2 percent from
the second calendar quarter, a
Cooper announcement said.
In Q4, worldwide sales of
CooperVision’s core product
lines, which account for 72 percent of its soft lens business,
were $151.4 million, up 16 percent, the company said.
CooperVision’s fiscal 2007
revenues reached $795.9 million, up 8 percent (up 5 percent
at constant currency rates).
Cooper’s contact-lens division
posted operating income of
$57.2 million for the full year,
down from $126.6 million in
operating income in FY 2006.
Robert Weiss, The Cooper
Companies’ chief executive
officer, said CooperVision’s Q4
revenues “were strong in all
geographic markets, and we
outpaced market growth. In
2007, CVI gained market share
in spite of its manufacturing
capacity limitations with silicone hydrogel and single-use
products and now manufacturing capacity for these products
is ramping up nicely.”
Added Weiss, “With this
increased capacity, we expect to
compete effectively in the
monthly silicone hydrogel market in the U.S. and look forward to entering the two-week
silicone sphere market in the
April/May period of 2008, earlier than previously anticipated,
and the silicone toric market at
the end of the calendar year.”
Looking ahead, The Cooper
Companies is now forecasting
revenues of from $875 million
to $920 million for FY 2008, an
increase of 10 percent to 16
percent. Previous forecasts
called for revenues of from
$855 million to $920 million for
next year. ■■
Alcon Plans New Stock Repurchase
HUENENBERG, Switzerland—Alcon’s (NYSE: ACL)
board of directors approved a
new share repurchase program
allowing for the purchase of up to
$1.1 billion in shares of its outstanding common stock over a
12-month period, expected to
begin in next year’s first quarter.
The repurchase program provides for a pro-rata purchase of
shares from the company’s
majority shareholder, Nestle, at
the rate of three shares from
Nestle for every share acquired
by the company in the market
under the new program. The
company plans to finance the
purchases with excess cash and
investments on hand and with
funds generated from operations.
The new program is in addition to the company’s existing
repurchase program, under
which, as of Dec. 5, Alcon has
remaining authorization to repurchase up to 2.8 million shares. ■■
DATA POINT
Likelihood of Returning to
Same Place for Eye Exams
63%
■ Asked of all respondents who had
an eye exam less than 6 months ago
21%
10%
4%
Extremely likely
Very likely
Might or might
not
2%
Probably not
Definitely not
Over half of consumers surveyed said they are extremely or very likely to return to the same place (ECP or chain) for their next eye exam.
In the 12 months ending Sept 2007, 63% of those surveyed said
they are ‘extremely likely’ to return to the same place (ECP or chain)
for an eye exam, and 21% said they are ‘very likely’ to return to the
same place or same chain for an eye exam. Some were unsure as
to whether or not they would return to the same place, 10% said
they ‘might or might not’ return to the same place for an eye exam.
Only 2% said ‘definitely not’ and 4% said ‘probably not’ when asked
about the likelihood of returning to the same place (ECP or chain)
for an eye exam in the 12 months ending Sept 2007.
Source: VisionWatch – a study conducted by Jobson/VCA
Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year
Data is for the 12ME (months ending) September 2007.
BY THE NUMBERS The latest figures
38%
6%
16%
61%
The percent of those who have had refractive Department stores, such as
surgery and said that they have recommended JC Penney and Sears, made
up 6% of sunglass unit sales.
the procedure to 5 to 10 other people.
Of those currently using any form of
Of those who are not currently
wearing CLs, the percent who said they vision correction, 61% said ‘nearstopped wearing CLs because they
sightedness/myopia/limited distance
‘Didn’t make my vision good enough.’
is why they use vision correction.
Source: VisionWatch – a study conducted by Jobson/VCA
Total Annual VisionWatch Sample Size: 100,000 consumer respondents per year (ages 18+)
Data is for the 12ME (months ending) September 2007. Refractive Surgery data is for the 6ME
September 2007. Contact Lens data is for the 3ME September 2007.
1-866-393-3374
email: info@colorsinopticsusa.com
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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:
HOYALUX iD LifeStyle: 18mm minimum fitting height
HOYALUX iD LifeStyle cd™: 14mm minimum fitting height
To learn more, call your HOYA representative or authorized distributor today.
HOYA Progressive Technology — beyond wavefront.
hoyavision.com
Earn points through:
HOYA Honors Program
Automatically includes:
HOYA
SUPER HiVision
Available in the following material options:
HILUX
1.50
HOYA
Phoenix
EYNOA 1.67
© 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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