This innovation can increase optical sales

Many are curious about how the pharmacological treatment for presbyopia will impact optical sales. In my experience, integrating this new option into my practice has been a boon to business: It’s bringing in new patients and augmenting the sale of glasses.

Here, I discuss how to add this treatment option to one’s practice.

UNDERSTAND HOW THEY WORK

Having a thorough understanding of how drops to treat presbyopia work allows for the optometrist to advise patients on how to use the drop in combination with glasses and/or contact lenses, if needed, while enabling the OD and their optician(s) to answer patient questions.

Currently, one drop (Vuity, Allergan) is FDA approved, though nine others are undergoing study (see “Presbyopia Treatments” below). These drops fall under two mechanism-of-action categories: miotic or lens softening.

The miotic agent (pilocarpine) is a cholinergic muscarinic agonist that activates the iris sphincter and ciliary muscarinic receptors. In doing so, the aperture of the pupil is decreased to extend the depth of focus and increase the amplitude of accommodation. This allows near vision to improve without compromising too much distance vision.

The lens-softening drops focus on impacting the flexibility and accommodative ability of the crystalline lens by reducing disulfide bonds. The decrease in disulfide bonds over time changes ciliary muscle contraction and, ultimately, restricts the lens from changing shape.

OFFER THEM AS JUST ONE TOOL

ODs should make patients who inquire about the drops aware that most people have varying visual demands in life and, therefore, need varying modalities, such as progressive lenses, sunglasses, contact lenses, and hobby, computer, or reading glasses, to optimize their vision: “Drops for presbyopia are just one tool in a toolbox that can enhance your vision. For example, they can be a great adjunct to sunglasses, which not only help you to see in bright conditions, but also provide vital protection from harmful UV rays.”

Embracing this approach can increase optical sales, reaching people who otherwise wouldn’t be in the optical.

PITCH THEM AS AN ENHANCEMENT

We all have patients who are in the best-of-the-best lens, but still voice a desire for something that provides even clearer vision. For such patients, I’ve found great success in prescribing drops to treat presbyopia, along with progressive glasses. The reason: A smaller pupil aperture is often the tiny advantage needed to create happiness with the vision provided through their glasses.

SUCCESS STORY

Recently, a new patient presented to my office to try the currently available drops. She ended up purchasing a pair of computer glasses and sunglasses, along with her drop prescription, in recognizing the visual benefits of all these items. I gained a new patient, while she also gained an understanding of the importance of optometry. Offering these drops is truly a win-win. OM

DR. QUINT is a co-owner of Smart Eye Care in Maine. She is passionate about entrepreneurship and optometric practice management. She was the 2019 Theia Young OD Award winner and consults for Allergan.