o.d. to o.d.

The Great Opportunity

An array of contact lenses exist to meet our patients’ refractive needs. Are you making an effort to let them know?

BY SCOT MORRIS, O.D., F.A.A.O.
Chief Optometric Editor

Though there are many areas each of us could improve in 2015, I am going to focus on the part we usually overlook and don’t push ourselves to improve on — our contact lens (CL) practice.

First, let’s look at the number of patients who could benefit from CLs and then lets examine the reasons these patients aren’t wearing them.

The numbers

About 314 million people live in the United States per the last census. Approximately 30% are myopic (94 million) and yet only 38 million wear CLs. That translates to 56 million people wearing glasses instead of CLs or nothing at all.

Even more alarming: More than 39% of the U.S. population (about 122.5 million) are older than age 40 (i.e. presbyopic), and yet it is estimated that less than 20 million wear multifocal CLs. Though a large majority of these people wear OTC readers alone, we must ask, “could any of these patients potentially benefit from multifocal CLs?” Granted, a small percentage (estimated 8 million) wear monovision CLs or have had monovision LASIK or MF IOLs. So I ask, why are more than 95 million people wearing OTC readers or nothing at all?

The reasons

In addition to the fact that approximately 25% of the U.S. population is uncorrected and hasn’t undergone an eye exam in the last decade or ever, more patients aren’t wearing CLs, in my opinion, for three reasons:

1. Lack of consumer knowledge. I continue to be surprised by new patients who respond with “why didn’t my last doctor talk to me about wearing contacts or that I could even wear multifocal contacts?” after I ask whether they have ever tried any of the new lenses available. I always smile and say, “Aren’t you glad you are here now? I can fit you so we can find out exactly how well you see free from glasses.”

2. Failure of the ECP to offer CLs. Think about what you say (or don’t say) to patients about CL wear. Do you make it hard for them to ask? Do you ask every patient older than age 40 whether they have tried any of the new CLs for presbyopia? Also, keep in mind that 40 million plus people used to wear CLs. Many dropped out due to ocular dryness. Have you tried to “fix” the problem with treatment or by switching them to a different brand, solution or even a daily wear lens?

3. Managed care, industry and political organizations hamper CL wear. Managed visioncare plans use the word “or,”as in: You are eligible for contact lenses or glasses. This makes consumers think they can choose only one option. Shouldn’t we remind them that they can receive what they want…great vision. We are, after all, here to provide consumers the best possible vision by any and all means possible, even if their prepaid discount plan (i.e. vision insurance) doesn’t pay for it.

Also, I think our industry, including the vendors, and our sociopolitical organizations could do a better job of educating consumers that they have several CL options. For example, I haven’t seen a CL commercial in months.

The time is now

Take the time to educate all “new” patients on their CL options. It’s a win-win situation. OM