ANNUAL CONTACT LENS ISSUE

MAKE THE OFFER FOR DAILY DISPOSABLES

IDENTIFY GOOD CANDIDATES, AND PRESENT THEM WITH THE OPTIONS

Stephanie L. Woo, O.D., F.A.A.O. Lake Havasu, Az.

WHEN I joined the private practice I am currently working with in 2012, the amount of patients in daily disposables was about 2%. This number is increasing from year to year, currently at about 15%, and I attribute this to the increase in parameters in which this modality is available and doctor recommendations.

This modality is easy to incorporate into any practice and can potentially benefit many patients. A study discussed in Optometric Management’s April 2006 issue determined that contact lens patients are about 60% more profitable than spectacle-only patients. Through years of practice, this leads to thousands of dollars. Capturing and maintaining contact lens patients is vital to a practice of any size.

Daily disposables, in particular, have assisted with lens growth and profitability in our practice. We increased gross and net profits of contact lenses through the past four years by switching current patients into a new modality and by converting spectacle-only patients into contact lens wearers.

Here, I list good candidates for conversion and provide examples of how to begin these patient referrals.

IDENTIFY GOOD CANDIDATES

First, identify good candidates. Here is a list with which to start:

• First-time contact lens wearers

• Part-time contact lens wearers

• Soft toric lens wearers

• Multifocal lens wearers

• Presbyopes

• Children

• Athletes

• Travelers

• Those with busy lifestyles

• Patients complaining of ocular dryness

• Those with preservative sensitivities

• Patients with ocular allergies

• Patients prone to build up on current soft lenses

• Those who keep up with the latest technology

• Patients with recurrent infections (possibly)

There also are patients who may not be good candidates for daily disposables. In my experience, these patients include those who reuse daily lenses, those who are happy and healthy in their current lenses and those with complex prescriptions (as this modality may not be made in their prescription yet).

After identifying prospective patients, cater your conversations to each population to educate patients on the specific benefits of the modality, should they choose it. I offer insight on the first few groups of people from the list. You can customize conversations for each of the other demographics listed by emphasizing specific benefits of the modality for each lifestyle. For example, daily disposables are beneficial for athletes because the lenses reduce that athlete’s dependency on glasses during his or her activity.

FIRST-TIME CONTACT LENS WEARERS

When patients are interested in contact lenses, I give them a few options, based on their prescription, lifestyle and ocular health. For instance, if a child is a first-time wearer, I present two options to the child and parent. Here is an example of what I might say:

“Your child is a great candidate for contact lenses. Based on his prescription, eye shape and hobbies, I recommend two options. The first is a daily disposable lens. With this type of lens, you will open the blister pack in the morning, apply the lens, wear it all day long and then throw it away at night. In the morning, simply open a fresh pair. The benefits of this lens are convenience and decreased risk of infection due to noncompliance with lens cleaning and care regimens. This is my favorite option for kids and for first-time wearers.

“The other option is a monthly lens. With this option, your son will have to remove the lenses every night, and properly care for them with an appropriate lens care system. He will also have to remember to replace the lenses each month. In the beginning, daily lenses may seem more expensive, but through the long run, the costs associated with each type end up being pretty equal. Which sounds better to you?”

I also like to educate new wearers about the benefits of daily lenses because they are actively practicing insertion and removal, and many are prone to damaging and losing lenses during this learning curve.

“Since Johnny is a new wearer, if he rips or loses a daily lens, it is no big deal. Just open up a new one. If Johnny were wearing monthly lenses and he kept damaging them while practicing inserting and removing the lenses, the cost can add up quickly.”

PART-TIME LENS WEARERS

I also encourage part-time wearers to consider daily lenses, for reasons explained here:

“If you don’t wear your monthly lenses every day, and they are kept in a solution for an extended period, it can be challenging to properly care for the lenses and minimize the risk of infection. If we switch you to daily disposable lenses, you can wear the lens one day, then throw it away, and you don’t have to worry about taking care of it. When you are ready to wear contact lenses again, just open a new package.”

SOFT TORIC LENSES

In my practice, most soft toric lens wearers are fit in monthly modalities because of its large parameter availability, convenience of diagnostic lenses within the fitting set and price. However, some patients may fare well with a daily disposable option. For example, patients with problems, such as dry eye or ocular allergies, might benefit from this modality.

“Joe, you tell me that you are wearing your toric contact lenses less when your eyes feel dry and when allergy season is high. Why don’t we try daily toric lenses? These might help your eyes feel better during times when they are extra dry or itchy. You might find you are able to wear your contact lenses a bit longer during the day too. At the end of the day, you can just throw away the lens along with all the pollen and other allergens that have bound to the lens.”

MULTIFOCAL LENSES

One easy way to incorporate more daily disposables is to convert patients already wearing monthly multifocals. When these patients present for their exam, explain that their contact lenses are available in a daily disposable lens.

“I know that you love your multifocal contact lenses, and they are now available as a daily disposable. With this option, you don’t have to worry about cleaning and caring for your contact lenses. It may also help with any dry eye symptoms you may have. Would you like to try it?”

PRESBYOPES

Another great candidate would be a presbyope looking to gain more freedom from glasses. Daily disposable multifocals give patients the option of wearing contact lenses part time and not having to commit to a large supply of lenses. This has been a great option for my patients, who wear glasses mostly, but like the option of being glasses free every once in a while.

“Are there ever times when you would like more independence from your glasses, such as going out for dinner, outdoor events and special occasions like weddings? If so, I might have a great option for you.”

CHALLENGES WITH DAILY DISPOSABLES

There are limitations for patients with astigmatism or presbyopia (or both!). Many daily toric lenses have limited cylinder powers and axes available. For instance, if a patient has a prescription of -3.00 - 1.75 x 050, it may not be available as a daily disposable lens because of the oblique axis. Daily toric lenses also can be significantly more expensive than other modalities, so patients may have sticker shock when ordering their supply of contact lenses.

Patients with presbyopia may also find that their options are limited with daily lenses. However, all of the major contact lens companies now have a daily disposable multifocal option available, which has given more presbyopes the opportunity to try this modality. Presbyopes are a great market because many of them develop drier eyes as they age (such as post-menopausal women), and this age group also tends to have more disposable income.

FINISH IT UP

If patients are on the fence, I usually recommend they start with daily lenses. For example, I might say to a new contact lens wearer, “Why don’t we complete your contact lens training today with daily contact lenses. When I see you for your follow-up visit, you can let me know how you are doing and if you would like to try another modality.” This way, they don’t feel stuck with the originally prescribed lens. Take the first step, and have these conversations with your patients. It may increase daily disposable use in your practice. OM

DR. WOO is part owner of a three-location private practice in lake Havasu, Az. She is the current treasurer of the Scleral Lens Society and a columnist of “GP Insights” for Contact Lens Spectrum. She enjoys lecturing on the topics of specialty contact lenses and anterior segment disease. She can be reached at drwoo2020@gmail.com. Visit tinyurl.com/OMcomment to comment.