SCRIPTOPEDIA: EFFECTIVELY AND PROFESSIONALLY ANSWER THIS CONTACT LENS QUESTION

Patients may ask why you don’t offer certain frames, spectacle lenses and/or contact lenses. As your reply can affect patient purchases in practice, it’s best to be prepared with an answer. Here’s an example:

Patient: “Why don’t you fit some of the lenses I can get online?”

Practitioner/staff: “I’m so glad you asked that! Other patients tell us they prefer modern technology contact lenses rather than risk reduced safety, sight and comfort from contact lenses developed years ago.* Most people, for example, would not buy a cell phone today that was made in 2007 vs. one made in 2018, which brings convenience, satisfaction and efficiency. Make sense?”

SCRIPTING MATTERS

As is the case with consumers in general, patients want one or more specific reasons to buy, and these reasons can create practice loyalty and, even, referrals.

People buy from people they trust, like, and who appear knowledgeable and confident. ■

* Some contact lens sources do not offer the latest technology.

MORTON GREENSPOON, O.D., OSCAR-WINNING CONTACT LENS CONSULTANT

Morton K. Greenspoon, O.D., a cosmetic contact lens specialist to the stars, who received an Oscar (Bram Stoker’s Dracula), died early April at age 89. He founded and ran Professional VisionCare Associates, in Sherman Oaks, Calif., from the 1950s until his death.

“Dr. Greenspoon was a true icon and gentleman in optometry,” says optometrist Edward S. Bennett. “I was entertained by stories of his work with famous patients, ranging from Elvis to Michael Jackson. He will be missed.”

Dr. Greenspoon told Optometric Management, in 2013, his most memorable Hollywood project was fitting Arnold Schwarzenegger for Batman and Robin:

“ . . .I applied the mirrored lenses, observed the movement and centration and asked him to look in the mirror. He turned back to me with a grin and said, “This will make the Terminator look like a baby-sitter.”

In optometry, he became a Diplomat in the AAO’s Cornea and Contact Lenses section and was given the “Legends Award” from the AOA’s Contact Lens and Cornea Section.

Dr. Greenspoon is survived by his wife, Sandy, his three daughters, six grandchildren and two great-grandchildren. (For a full list of his credits, visit https://imdb.to/2GBfGnn .) ■

VISION EXPO EAST BOASTS 715 EXHIBITORS

This year’s Vision Expo East (VEE), held March 21 to March 24 at New York City’s Javits Center, saw a 27% increase in exhibitors, enabling attendees to see a greater array of frames, spectacle lenses and ophthalmic equipment and, thus, determine which could best meet their patient and practice-management needs.

Specifically, the exhibit hall hosted an additional 192 exhibitors, bringing the total to 715 companies vying for attendee attention and votes. Regarding votes, this year VEE attendees had the opportunity to vote for their favorite exhibitors under two categories: Best Use of Technology and Most Creative Booth Design. The former went to Kuusoft Corporation (a website, content management and digital signage company), and the latter went to De Rigo REM (a frame company). ■

LESSONS FROM THE PRACTICE: USE FLUORESCEIN STAINING

MILE BRUJIC, O.D., F.A.A.O.

Roughly 10 years ago, a 42-year-old female presented for a comprehensive exam. Findings revealed the need for progressive-addition spectacle lenses, which she purchased from the practice. Three weeks later, the patient returned, complaining she couldn’t see out of her new glasses: “I keep blinking to make images clearer, but it doesn’t work.”

That day, I diagnosed dry eye disease (DED), something I wish I had assessed her for during her initial visit, so she would have been satisfied with her new glasses.

Because untreated DED has negative effects on vision, and I didn’t want other untreated DED patients obtaining new glasses, I decided that, from that day on, all patients presenting to me for a comprehensive exam would undergo fluorescein staining.

Instilling fluorescein on the lower lid takes three seconds, yet makes visible what is invisible during a comprehensive eye exam. Corneal and conjunctival staining, tear film break-up and more can all be viewed on a patient who doesn’t report symptoms of DED.

The lesson. Plato noted, “Things are not always what they seem; the first appearance deceives many; the intelligence of a few perceives what has been carefully hidden.”

We have the intelligence and experience to identify and treat “hidden” DED patients, so let’s use fluorescein staining during all comprehensive exams. ■

– Mile Brujic, O.D., F.A.A.O., Bowling Green, Ohio.

FDA CLEARS PHOTOCHROMIC CL

THE FDA gave 510(k) clearance to ACUVUE OASYS with Transitions Light Intelligent Technology for the attenuation of bright light. Specifically, the lens provides vision correction and a photochromic filter to help to continuously balance the amount of light entering the eye. ■

O.D. Notebook

ASSOCIATIONS

• The Vision Council has updated its lens description standard with additions to two categories: color, violet, with a label of VIOn, and filters, high energy visible filter, with a label of HEB.
• International Association of Contact Lens Educators has received industry funding from Alcon, CooperVision, Johnson & Johnson Vision, Bausch + Lomb and Euclid to support its programs in line with its mission of raising the standard of contact lens education and promoting the safe use of contact lenses worldwide.

COMPANY NEWS

• AccuLens is expanding its manufacturing operations an additional 1,000 square feet. The expansion allows the company to increase its quality control suite and add process verification equipment.
• Alcon recognized World Glaucoma Week, in March, via a launch of a new educational effort found at MyCyPass.com  .
• Avedro Inc. and the FDA have reached an agreement on the design of its Phase 3 clinical trial for an epithelium-on corneal collagen cross-linking procedure to treat progressive keratoconus. It will be a multicenter, randomized, controlled study comparing a novel, accelerated procedure in about 275 subjects with progressive keratoconus. Subjects will be followed for one year. In other news, the company is also celebrating 10 years in business.
• Albert G. White III has been named president and CEO of The Cooper Companies, effective May 1. He succeeds Robert S. Weiss, who retired April 30.
• Stereo Optical, a division of Essilor Instruments, launched a newly redesigned website at StereoOptical.com  .
• Foxfire, a software provider, now offers EDGEPro, M’eye Fit Mirror, Visioffice2 and CLX cloud-based contact lens ordering, all services that can be integrated into the FoxFire system.
• Keith Posin was named president of Global Source Rx.
• GPN, now referred to as GPN Technologies, and its product The Edge, now known as EDGEPro, have new branding showcased on its website, gatewaypn.com  .
• Hubble has expanded from the U.S. into Canada (August) and plans to expand into Europe this year.
• Imprimis Pharmaceuticals is now dispensing preservative-free dorzolamide and dorzolamide/timolol in response to commercial products, Cosopt (dorzolamide hydrochloride-timolol maleate, Merck) and Cosopt PF (dorzolamide HCI-timolol maleate ophthalmic solution 2%, Akorn), added to the FDA Drug Shortage List.
• The i+Care Pharmacy, a store combining a boutique pharmacy and high-end optical service, opened at 200B Livingston Street in Brooklyn.
• IDOC now offers a Satisfaction Guarantee program. If an optometrist is not satisfied by the membership, he or she may receive a refund of dues in full, although terms and conditions apply. In other news, the company now offers a Select Contact Lens Plan. For more information on the plan and the program, contact IDOC or visit Idoc.net  .
• Johnson & Johnson Vision has launched a new digital platform for eye care professionals at jnjvisionpro.com  .
• U.S. Vision and its affiliate, Nationwide Vision, has selected MaximEyes EHR, Frist Insight Corp., as its new EHR partner.
• Opternative has partnered with contact lens subscription company Sight Supply to provide contact lens and prescription renewals to its customers. In other news, the company has launched EZRx, a software that enables eye care practices to include digital refractions and VA tests on the practices’ websites.
• pSivida Corp. has acquired Icon Bioscience Inc. The company rebrands as EyePoint Pharmaceuticals Inc., which will trade under the Nasdaq ticker EYPT effective April 2. Eyepointpharma.com  .
• Nkarta Therapeutics appointed Paul Hastings to its CEO.
• Omni Eye Services has been acquired by Phillips Eye Center led by Hadley Phillips, D.O.
• Safilo Group’s Director and CEO Luisa Delgado has retired, from this position as well as the office of sole director of Safilo Industrial Srl and sole director of Safilo SpA.
• Sight Sciences Inc. named Jesse Selnick to chief financial officer.
• Texas State Optical opened its newest location in Richardson, Texas. The office is owned by Valenta Carter, O.D.
• Volk Optical appointed Matt Marzullo as vice president of global sales.

NONPROFIT

• Brien Holden Vision Institute has appointed Ravi C. Bakaraju as its head of research and development. In related news, the institute’s myopia calculator has been updated to include an ethnicity option and language options of Mandarin and Spanish. To access the calculator go to: http://bit.ly/2HtLyed  
• Contact Lens Compendium, a searchable contact lens database for optometrists from the Centre for Ocular Research & Education, is now available with the latest product information for 2018. See contactlensupdate.com/compendium  .
• Following February’s Low Vision Awareness month, Envision encourages eye care practitioners to dedicate every month to the vital area of vision care. Additionally, the nonprofit will host its 13th annual conference, which will be held Aug. 22 to 25 in Wichita. A keynote speech will be given by Ione Fine, Ph.D., an expert in brain plasticity and sight recovery technology.
• Optometry Cares announced its 2018 scholarship recipients. They, along with the scholarship they will receive are:
  • Peter Jacques, University of Missouri-St. Louis, and Lindsay Estel, Southern College of Optometry: Vision West Inc. Scholarship for InfantSEE.
  • Spencer Lin, Salus University: Bernard Maitenaz Scholarship sponsored by Essilor
  • Kathleen Hoang, State University of New York: Dr. Pat and Patrick Cummings Scholarship
  • Charlotte Love, Michigan College of Optometry at Ferris: Dr. Seymour Galina Scholarship
  • Sterlin Blakley, University of Alabama-Birmingham: Dr. Larry J. Alexander Scholarship for Education
• Prevent Blindness has named Kira Baldonado as its vice president of public health and policy.

MISCELANOUS

• Thomas Aller, O.D., F.B.C.L.A., has launched Managemyopia.org  , an educational and information website.
• Gregory Patera, O.D., was awarded the Dr. Mark Sheldon Lifetime Achievement Award, which celebrates individuals who have made vision improvement and vision-loss elimination their passion in life.

Correction: The Contact Lens Compendium referenced in May’s O.D. Notebook is published by the Centre for Ocular Research & Education. OM incorrectly attributed this resource and apologizes for the error.