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NOVEMBER 2016

Vision Now magazine

Vision Now NOVEMBER 2016 3

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VInside

2027Vision Now magazine is published by Peekay Publishing Ltd for The PK NationalEyecare Group Ltd, the UK’s largestpurchasing group for independent opticians.

News 4 NEG confirms 2017 trade fair presence 7 Paul Costelloe autumn releases 9 Digital contact lens launched 11 Silhouette teams up with young designer 13 Heidelberg hosts Christmas symposium

19 Developing thoughts Building on the basics

20 Advertising feature Eyespace: shaping sunwear for

summer 2017

23 Business matters Taking control of your lens business

26 Advertising feature Julbo: optical solutions for outdoor

adventures

28 Style spotlight Creativity soars at Silmo

30 Suppliers’ directory

Editor Nicky Collinson BA (Hons)nicola.collinson@nationaleyecare.co.uk

Editorial PA Sharon Hickss.hicks@nationaleyecare.co.uk

Fashion Editor Joan Gradyjgparischats@wanadoo.fr

Business Editor Phillip Mullins FBDOp.mullins@nationaleyecare.co.uk

Design andProduction Rosslyn Argent BA (Hons)

Publisher Michael C Wheeler FCOptom DipCLP FSMC FAAO

VISION NOW is published by Peekay Publishing Ltd for The PK National Eyecare Group Limited, Clermont House, Cranbrook, Kent TN17 3DNVISION NOW is printed by P&P Litho Ltd, Ashford, Middlesex TW15 1AB

Editor’s commentThe last Vision Now issue of the year has sped round as usual,and yet there’s still so much to report on and inform NEGmembers about. To this end, next year we have decided to havea rest in the traditionally quiet month of August and publish aDecember issue instead. As this is around the time that NEGstages its annual conference, it means we will be able to report

more timely on this and on other autumn events and launches before we signoff for the year.

By the time this issue reaches your practice or home, we will have enjoyed a(hopefully) successful two-day CET programme and conference in conjunctionwith Independents Day. We will review the presentations in 2017 for all thosemembers who weren’t able to attend.

So for our final issue of 2016, we are delighted to present an exclusive previewof the 2017 Cocoa Mint and Jensen sunwear collections from Eyespace (pages 20-21). As always, the visuals are stunning and if they don’t get you excited aboutyour spring/summer 2017 eyewear offering then nothing will. We also featurethe Julbo sports performance range from Lenstec (pages 26-27) and hear somethoughts on how to build your lens business from industry stalwart, Julian Wiles.

Our roving eyewear fashion reporter, Joan Grady, is fresh back from Silmo in Pariswith news of some inspirational frame collections oozing with creativity, charmand sophistication (pages 28-29), while NEG’s Phil Mullins reflects on thepersistent ‘myth’ that independents are a dying breed, and offers some basicpointers to ensure your business is on the right track (page 19).

It’s been a fantastic 2016 for Vision Now, with a new design launched and greatsupport from readers and industry partners alike. All that’s left to say is – have agreat festive season and we’ll see you again in the New Year.

Nicky Collinson Editor

The Editor welcomes letters, articles and other contributions for publication in the magazine and reserves theright to amend them. Any such contribution, whether it bears the author’s name, initials or pseudonym, is acceptedon the understanding that its author is responsible for the opinions expressed in it and that its publication doesnot imply that such opinions are those of The PK National Eyecare Group Ltd. Articles submitted for publicationshould be original, unpublished work and are accepted on the basis that they will not be published in any otherjournal. Acceptance of materialfor publication is not a guarantee that it will be included in any particular issue.Copyright © 2016 for Peekay Publishing Ltd. All rights reserved. No part of this publication may be reproduced ortransmitted in any form or by any means, including photocopying and recording, without the written permissionof the publishers. Such written permission should also be obtained before any part of this publication is stored ina retrieval system of any nature.

11

@PK_NEG

Alcon was joined by leading multifocalcontact lens prescribers from the UK andIreland at Warwickshire’s Walton Hall Hotelrecently for the official launch of DailiesTotal1 Multifocal contact lenses. Thecompany partnered with Professor JamesWolffsohn and Sarah Morgan who broughtthe multifocal category to life throughinteractive lectures on presbyopia. The lenswas then introduced by Jonathon Bench,head of professional affairs of Alcon UK and Ireland, as “the first and only water gradientcontact lens for presbyopia, addressing the unmet needs of presbyopic patients”.

The event also gave ECPs an opportunity to fit and trial the lens. “When you fit multifocallenses, the one thing an eyecare practitioner is looking for is a simplified fit,” said delegateIndie Grewal, “and this is what Alcon has achieved with Dailies Total1 Multifocal”. DailiesTotal1 Multifocal contact lenses are available with a power range of +3.00D to -6.00D (in0.25D steps) and three Add powers (Lo, Med, Hi) with expanded parameters to follow,matching the rest of Alcon’s multifocal portfolio (+6.00D to -10.00D in 0.25D steps).

4 Vision Now NOVEMBER 2016

NEG has confirmed that its IT divisionOptinet will be at 100% Optical at ExCelLondon in February, with both the Groupand Optinet exhibiting at Optrafair at theNEC in Birmingham next April. Registrationhas now opened, atwww.100percentoptical.com andwww.optrafair.co.uk respectively, withboth events promising to be ‘bigger andbetter’. 100% Optical’s organiser Media 10 is planning fashion shows, a new-lookDispensing Workshop and VIP hosted buyers programme, in addition to a CETprogramme. The Association of Optometrists’Awards will also take place on the eveningof Sunday 5 February.

Optrafair 2017 will introduce a range of new areas including a Business Theatre,Window Dressing, Trend Forecasting and aCentenary Bar. The Business Theatre willdeliver business sessions and real-worldcase studies while the Window Dressingarea, sponsored by International Eyewear,will see experts explore how to effectivelydress practice windows. The TrendForecasting zone will focus on choosing theright products at the right time. Located atthe centre of the show, the Centenary Barwill showcase the heritage anddevelopments of the British optical sector,celebrating 100 years of the Federation ofManufacturing Opticians.

NEWS Alcon2

Eyespace has released a new line-up of men’s Basebox models – ideal for a practice winterrefresh. Bringing a fresh twist to the retro eyewear trend, model BB6021 (pictured) mixescontemporary materials with vintage detailing. Rectangular silver pin details to the eyefront complement the iconic keyhole bridge, while coloured flecks to the interior add to theappeal. Navy C1 pairs semi-transparent blue temples with flecks of blue and taupe; C2 is aclassic brown backed with flashes of orange, khaki and air-force blue. To support the rangeexpansion, a new merchandising unit now comes with all Basebox frame orders.

Eyespace4

NEG/Optinet1

NEG confirms presence at premier optical events

Discussion workshop at Alcon’s launch event

Chris Hunt has stepped down as chairmanof the Optical Confederation (OC) after twoyears in the job. He said: “I have greatlyenjoyed my role as chairman of the OpticalConfederation and have gained a realinsight into the ability of the memberorganisations to work together for thebenefit of the sector and the patients weserve. However, I now feel it is the righttime to return to my wider interests inoptics and take up other opportunitieswhich I have put on hold whist chairing theOC. I will maintain a close interest in thework of the OC and will continue toadvocate the merits of a single voice foroptics.” The role of chair will rotate whilethe OC reviews its future.

Optical Confederation3

Chris Hunt leaves OC job

Basebox model BB6021

0151 426 3907continental-eyewear.com

Continental EyewearMODEL WEARS LAZER JUNIOR 2138

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† Based on laboratory measurement of unworn lenses. 1. Alcon data on file, 2013. *Based on DAILIES TOTAL1® sphere contact lenses vs habitual lenses. 11709 © 2016 Novartis AG. The DAILIES TOTAL1 Multifocal logo and the Alcon logo are trademarks of Novartis AG. GB/VC/VCG/08/16/0061

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7Vision Now NOVEMBER 2016

NEWS

Dunelm Optical’s autumn Paul Costelloe eyewear release comprises 11 frames, eachavailable in three colourways. Curated by Paul Costelloe himself, the luxury styles followthe design principles of his latest clothing collection – drawing on sensibilities of the past,updating the ancient material of linen in tailored shapes and elegant, structured folds. Theslick designs feature clean, simple lines and premium materials including titanium and subtleSwarovski crystal details. Dunelm MD Peter Beaumont said: “We enjoy working closely withthe inspirational Paul Costelloe to bring a range of exciting new frames to the market. Hisbrand is a key part of our portfolio and we are proud to be the sole supplier.”

Dunelm Optical5 No7 Contact Lenses8

No7 Contact Lenses’ technical director, KevinTaylor, is celebrating 25 years with thebusiness he first joined as laboratorymanager. Kevin, who leads No7’s customerservices team, said: “We receive between250 and 300 calls a day and some are of avery complex nature – others are supportingpractitioners who are new to fitting contactlenses. One of the most interesting areaswe are speaking to customers about is using scleral lenses for dry eye patients – itis a modality we expect to see morepractitioners dispensing.”

The Heidelberg Engineering Academy’s OCTLive events will offer op-tometrists anddispensing opticians three CET points.Bringing OCT to life, OCT Live will guideattendees through the patient journey, fromscanning the patient live in HD on the bigscreen to interpreting images and making adecision on patient management.

The theme is macular pathology and thepatient journey, from the be-ginning (howOCT can be used to spot pathology) throughto the end (re-ferral protocol and treatment),will be followed. OCT Live evening eventswill take place at the: Mount Hotel,Wolverhampton, on 6 December; HolidayInn, Brighton on 17 January; in Glasgow on23 January; in Lon-don on 31 January; and inNottingham on 21 February. Book at http://academy.heidelbergengineering.com

Heidelberg Engineering9

Neil Goodenough has joined mark’ennovy as group director for R&D, heading the new productdevelopment, engineering and materials development at the company’s Madrid, Romsey,and Widnes sites. Neil has more than 20 years’ experience in the contact lens field withmajor multinationals, delivering some of the top selling contact lens brands in the market.

Neil commented: “In joining mark’ennovy I am becoming part of a family dedicated toinnovation and a forward thinking approach towards the evolution of the contact lensindustry. I look forward to continuing and driving to new heights the development of futureexciting innovations and working towards our mission by delivering successful and highlyprofitable products to the market, through science and technology”.

Kevin Taylor

Paul Costelloe model 5175 C3

BIB Ophthalmic Instruments has beenappointed the new exclusive UK distributionpartner for the Polish company OptopolTechnology. Tim Baker, group CEO,commented: “Optopol provides unparalleledexperience in both the manufacturing of OCTand visual field analysers which are soldworldwide. Their latest OCT innovation in theform of the SOCT Copernicus REVO offerspractitioners total automation, simplicityand speed to achieve high quality OCT scans,making it a welcome device to any screeningarmoury. Along with the range of OptopolPTS visual field screeners, Optopol fits verynicely into our growing product portfolioand will further enhance our productoffering to our customers.” New partnership with Optopol

BIB Ophthalmic Instruments7

mark’ennovy6

IINVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1INVU Norville A4 ad 2017.indd 1 227/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:1127/10/2016 15:11

9Vision Now NOVEMBER 2016

NEWS

With temples embellished by an array ofdiamanté details, Continental Eyewear’snew petite Jacques Lamont supra model JL1276 has the added advantage of a qualityspring hinge. It is available in tan, rose andlilac and fits a 49 eye size. “This addition tothe collection combines elegant detailing,quality manufacturing techniques, and aperfectly propositioned eye shape,” saidContinental’s David Strathie. “Inspired bytrends for cleaner lines and a softersilhouette, this frame really hits the mark.”

Continental Eyewear11

CooperVision14

Biofinity Energys from CooperVision is nowavailable to order in the UK and Ireland.Boasting a unique Digital Zone Optics lensdesign, alongside moisture-retainingproperties, Biofinity Energys is said to offerpatients a “revolutionary option for all-daywear, helping to alleviate the symptoms ofdigital eye fatigue”. The lenses alsoincorporate a smooth, naturally wettablesurface design with a special rounded edgeto help reduce conjunctival interaction and improve wearing comfort.

CooperVision’s UK and Ireland professional services manager, Krupa Patel, said: “Extendedexposure to bright light, screen glare and longer periods of use can contribute to the issueof digital eye fatigue and symptoms can often be dismissed as ‘normal’ by patients whohave become used to a digital lifestyle. The launch of Biofinity Energys offers practitionersa fantastic opportunity to address these needs with a lens that can make a meaningfuldifference in people’s everyday lives.” The lens is available in the same material, Dk/t andparameter range as Biofinity sphere lenses.

Julbo’s heritage Vermont Classicmountaineering sunglass so favoured byclimbers has plenty of appeal for the HighStreet winter sports enthusiast too. Julbohas embraced the use of its iconic frameand launched a number of new options forthe winter season with the addition of arange of mirror coatings. “This has seensales into central London and other majorcapitals surge over the last few weeks,driven by lower altitude pursuits,” said aspokesperson for Lenstec, which distributesthe Julbo range in the UK.

Lenstec Optical Group10

‘Breakthrough’ contact lens launch

New petite supra

High street optical practices can deliverpreventative health for patients, especiallyfor those who do not often visit a GP,highlights a new guide for local authoritiesjointly produced by the OpticalConfederation (OC), Local Optical CommitteeSupport Unit (LOCSU) and the LocalGovernment Association (LGA).

The guide, ‘Improving eye health throughcommunity optical practice’, calls on localauthorities to make better use of thenationwide network of optical practices tomake every contact count and help combatsmoking, alcohol consumption, obesity,falls, isolation and more.

“A sea change is required in eye health caredelivery, and opticians and optometrists canbe a vital part of that,” said Katrina Veneruson behalf of the OC. “Optical practices

should be the first port of call for all eyehealth issues.”

The guide is aimed at Health and WellbeingBoards in England and Scrutiny Committees,and can be downloaded fromwww.opticalconfederation.org.uk

Katrina with Cllr Jonathan McShane from the LGA

Andy Yorke, managing director of TopconMedical, will take over from Mark Truss asthe chairman of the Federation ofManufacturing Opticians (FMO) at the FMO’sAGM and luncheon in London next month.FMO chief executive Bryony Pawinska said:“Andy brings a wealth of experience of FMOand of the optical sector from over 35 yearsin the UK ophthalmic industry and opticalprofession and I am looking forward toworking with him as FMO delivers its newstrategic plan.”

Optical Confederation13

Federation of Manufacturing Opticians12

Julbo’s Vermont Classic

© 2015 CooperVision | Part of The Cooper Companies

1. Brennan NA: Beyond fl ux: total corneal oxygen consumption as an index of corneal oxygenation during contact lens wear. Optom Vis Sci. 2005;82(6):467-472.

Contact your Business Development Manager for more information.

www.coopervision.co.uk

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11Vision Now NOVEMBER 2016

NEWS

Following the success of the 2016 #BlinkWinkThink campaign, Fight for Sight, the charitypartner for 100% Optical 2017, has announced the campaign will return for a third year. Inthe lead up to the show in February, Fight for Sight will encourage the public and visitors totake selfies with one eye covered to help spread awareness of eye research by sharingtheir image on social media using the #BlinkWinkThink hashtag. A £3 text donation can bemade by texting BWTC17 £3 to 70070, to donate to Fight for Sight.

The charity has also confirmed that three speakers from the Fight for Sight’s SpeakerNetwork will be part of 100% Optical’s education programme. Dr Denize Atan, senior clinicallecturer and honorary consultant in neuro-ophthalmology, at Bristol University Eye Hospital,will discuss neuro-development and vision on Sunday 5 February. Dr Michael Wormstone,from the University of East Anglia, and Pearse Keane, from Moorfields Eye Hospital, willtake the stage for their talks on Monday 6 February. Dr Wormstone, a biomedical scientist,will look at developing a better cataracts treatment strategy and understanding after-cataract care, while Pearse Keane will talk attendees through binocular OCT imaging on theeye. The infamous Rock-e-oke will also be back on the Saturday night of the show.

Fight for Sight15 College of Optometrists17

New for spring 2017, luxury Austrianeyewear manufacturer Silhouette iscollaborating with fashion designer ArthurArbesser to launch a limited-editioncollection of rimless sunglasses. The ‘ArthurArbesser for Silhouette’ is a collection offour unisex frames inspired by the lifestyleof Arthur Miller during the time he wasmarried to Marilyn Monroe. The resultingcollection brings exciting contrasts in colourand shape, stylishly blending round andangular design elements with warm andcool colours.

Available in Glossy Caramel, Glossy Purple,Dark Green Gradient and Classic GreyGradient, the collection utilises Silhouette’sclassic Titan Minimal Art – The Icon style as

its chassis, and features lenses of twodifferent colours, inserted into one another, which can be made available on prescription.Arthur Arbessercommented, “As anAustrian abroad, Iam particularlyproud to beworking withsuch a renownedAustrian company.My designs focus on theexceptional, while being timeless.”

Silhouette16

#BlinkWinkThink campaign returns for 2017

The Hoya Corp has announced a definitiveagreement to acquire Performance Optics,LLC (Performance Optics), including itssubsidiaries Vision Ease and DaemyungOptical. Performance Optics specialises inpolycarbonate, photochromic, polarised andhigh index lenses. Hoya stated the acquisitionwould strengthen its ability to provide abroader portfolio of leading products.

Hoya Corp18

The College of Optometrists held a roundtablemeeting involving key sector organisationsrecently to prepare the profession for futuredevelopments, as highlighted in the ForesightProject Report and Optical Workforce Survey(OWS). Both highlight that technologyadvances, the ageing population, the changingdemographics of the professions, and ongoingcapacity issues will have an immutable impacton the delivery of eye health services overthe coming years. The three broad themesdiscussed at the event were: technology;regulation, training, scope of practice; andchanging demographics of the profession.

Mike Bowen, College of Optometrists directorof research said: “The sector is fortunate tohave these key pieces of intelligence. It isvital to ensure that they are used to informactions that allow the optical professions toshape themselves to deliver effective servicesin the future. I think the sector needs to beproactive in turning challenges identified intoopportunities. This needs to happen, both forprofessionals working in the sector and forthe advancement of improved eye healthprovision and this meeting was an excellentstarting point.”

Foresight Project Report

Report by 2020health March 2016

Executive Summary Commissioned by The Optical Confederation & The College of Optometrists

Principally funded by The Central Optical Fund

A discussion of the potential impact of technology on the UK optical sector to 2030

Designer collaboration

1. Susan Burke et al. Retention and release of the wetting agent combination found in a novel multipurpose solution from hydrogel and

silicone hydrogel contact lenses. American Academy of Optometry2011.

®/™ are trademarks of Bausch & Lomb Incorporated or its affiliates. All other product/brand names are trademarks of their respective owners.

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13Vision Now NOVEMBER 2016

NEWS

Heidelberg Engineering will host a special Christmas edition of its annual InternationalSpectralis Symposium (ISS) on 25 and 26 November in Vienna, Austria. The scientificprogramme will include a broad spectrum of presentations and interactive sessions fromexperienced users on the latest advances in OCT and fundus imaging. To foster scientificexchange, participants are also encouraged to contribute to the programme with their ownstudy reports and case presentations. Find out more and register atwww.heidelbergengineering.co.uk/iss

Professor Giovanni Staurenghi of the University of Milan discussed the unique attributes ofhybrid angiography at Heidelberg Engineering’s 5th Annual Masterclass in May. Hispresentation, entitled ‘OCT angiography: benefits and pitfalls’, is now available to view onlineat https://www.youtube.com/watch?v=OOqI4NHdnSE. Note: the OCT AngiographyModule for Spectralis is under development and not yet for sale.

Heidelberg Engineering20

Mondottica22

Christmas appeal

Vision Care for Homeless People (VCHP) islooking for a volunteer to share the role ofOpticians Service Organiser for Crisis atChristmas 2016. Readers interested in therole, which involves project managing aweek of mobile opticians' clinics forhomeless people across London, shouldemail VCHP general managerdavid.brown@vchp.org.uk. The Crisis atChristmas online appeal for optometristsand dispensing opticians is now live.Volunteer at www.crisis.org.uk

Vision Care for Homeless People23

Mondottica International has acquired fromItalian inventor Guido Medana allworldwide patents and trademarks relatingto the Spine hinge technology. Mondotticapreviously held a worldwide license, whichwas sub-licensed to Centennial Optical inCanada and Rem Optical in the UnitedStates. Founder and CEO, Michael Jardine,

said: “We believe that the Spine self-closinghinge technology brings us a new categoryof eyewear. Nothing comes close in termsof comfort to the wearer or ease of fittingand dispensing and low post salemaintenance to the eyecare professional.

“Owning the technology enables us to

make a long-term investment in the futureof Spine in a way that we would never havebeen able to as long as it was a license,”added Michael. The company intends tospin off the brand and technology into astand-alone company that will specialise inthe Spine technology as well as othertechnical products.

Norville Eyewear’s Duck & Cover collection is proving a popular option for young menaccording to the company. The appetite for black frames amongst male spectacle wearerscontinues – making Norville’s Duck & Cover models DC038 C2 (pictured), DC036 C1 andDC002 C1 amongst its top-selling models of 2016. The full range can be viewed atwww.norville.co.uk

Norville Eyewear19

Popular Duck & Cover range

New from the high-tech Maui Jim stable is Salt Air, a frame that’s said to bring all of thequalities of the popular Kona Winds with a larger frame front. Salt Air isdesigned for patients demanding a durable,comfortable and high-performing sunglass.This style is built of monel metal frameworkwith injected nylon temples, paired withadjustable nose pads for additional stabilityand comfort: a high-performance sunglass fitfor any occasion.

Maui Jim21

New Salt Air

14 Vision Now NOVEMBER 2016

Special events and a number of ‘firsts’

Our conference in Cardiff last month marked not only thefirst time we had held our annual event in Wales, but alsothe first time we had held special events for aspiringindependents and students. The events marked AIOgetting on the front foot to promote independent practiceto existing practitioners working in multiples and to thefuture of the profession currently studying at university.

Entering into independent practice can seem a very dauntingprospect and many put off taking the plunge as a result.The objective of the special event was to demystify theprocess and highlight that there are a number of differentroutes to take into practice ownership.

All elements of business ownership were covered includingthe financial aspects, and the many support mechanismsavailable from several organisations whether taking overan existing practice or starting a new one. Taking a moregradual approach was also covered as many practicesadopt a proactive approach to succession planning. Thefeedback from delegates was extremely positive.

The student event was designed to ensure that thepractitioners of tomorrow are aware of the opportunitiesthat independent practice offers. As well as having theopportunity to speak with independents and visit the manystands at the exhibition, the College of Optometrists gavetwo presentations to help students understand more aboutthe qualification process and pre-registration. The CardiffUniversity students said they found the experienceextremely useful and enjoyed networking with establishedindependent practitioners. So we have decided to makethese events a regular feature of future conferences startingwith the 2017 conference in Cambridge.

Other ‘firsts’ included a presentation by Vaughan Gething, theWelsh Cabinet Minister for Health, Sport and Well Being, and aventure into the exciting world of social media with GaryKousoulou. The conference also included a comprehensivesuite of CET workshops on a range of subjects for optometristsand dispensing opticians, which proved extremely popular.With a number of delegates joining the AIO at the conference,the event was a huge all round success.

Get festive with Silhouette’s Christmas window initiativefeaturing its sparkling Elegance Collections. Practices thatpurchase four or more frames from the collections willreceive a point-of-sale kit that includes a Christmas Silhouetteposter and window sticker, a stand-up tree display, and arange of dangling snowflakes. Those who tweet a photo oftheir Christmas themed window using the hashtag#silhouettechristmas and tagging @silhouette_1964 will bein with a chance to win a deluxe Christmas hamper.

Silhouette 24

Adidas Sport Eyewear has unveiled a new range featuringinterchangeable lens technology and cutting edge design. Thetwo top-of-the-range models, the Progressor S and ProgressorC, are fully interchangeable and designed to perform in anylight condition. At the heart of the Progressor’s construction isa split frame design, which consists of a pod carrier (mainframe) and an interchangeable lens pod (sub-frame includinglens). The Progressor C carries a cylindrical double-lens forcrystal clear vision in all weather and light. When conditionsare not so challenging, the Progressor S offers a sphericaldouble-lens that offers enhanced peripheral vision. AProgressor ProPack features both lens pod options and a podcarrier, allowing skiers to safely carry both lenses at all times.

Adidas Sport Eyewear23

Hilco Vision has acquired Optiplus and Proteye in theNetherlands. Optiplus is a market leader for accessories,professional tools and lens care serving major chains andthe independent market. Proteye is a market leader forframe design and in-house lens edging catering to the Rxneeds of the industrial safety and swim markets.

Hilco25

A sparkling style from the Elegance Collections

NEWS

AN INDEPENDENT VIEW

The Adidas Progressor C goggle in white and pink

Contact lenses designed for your patients’ digital lives.

Biofinity Energys™ Introducing

With increased dependence on digital devices, comes a new challenge of digital eye fatigue. The symptoms that are most commonly felt after two or more hours in front of a digital screen, are often dismissed as ‘normal’ by a population that has become accustomed to a digital lifestyle.3,4,8 Practitioners have a key role in starting the discussion and providing a solution.

The digital age.

Usage of digital devices has been described as ‘increasingly ubiquitous’,1 with year-on-year rises in the time spent consuming content across a range of devices.2

More than 90 per cent of adults use digital devices for more than two hours a day and nearly 60 per cent of adults use them for over five hours daily.3 Such is the growing reliance on smartphone and tablets that 84 per cent of users admit to using them as second screens while watching television.4

Digital eye fatigue.

Spending so much time in front of digital screens brings with it the challenge of digital eye fatigue. Research carried out by Indiana University found

that of 18-39-year-old digital device users, greater than 75 per cent report eye tiredness and dryness at least once per week, and 35 per cent at least once per day.4

Millennials8 are particularly at risk, with up to 86 per cent6 of this generation reporting eye tiredness and dryness. Using digital devices for more than two hours a day puts users at risk of digital eye fatigue.5

Symptoms of digital eye fatigue.

Seven in ten adults experience symptoms that come with long hours of digital device usage.5 When patients report symptoms they may describe them as tiredness, dryness or eye strain, but digital eye fatigue encompasses a range of symptoms7, such as:

Sore, irritated eyes Difficulty focusing Blurred or double vision Increased light sensitivity Excessive tears Headache.

Contact lenses designed for your patients’ digital lives.

Biofinity Energys™

Current lifestyles have changed dramatically and now peoples’ lives and eyes are constantly moving between on-and off-screen activities. Having several digital devices on-hand throughout the day is now becoming the norm. They are the gateway to work, socialising, consuming and communicating, especially for the millennial generation (19–34 year olds).

“Multiple front surface aspheric curves are employed across the entire optic zone and these curves distribute power evenly to simulate more positive power in the centre of the lens. This is designed to help ease accommodative burden, which is an important source of eye fatigue. The lens also utilise Aquaform® Technology for natural moisture and breathability.”

Sue Cockayne, Professional Services Director – Europe, at CooperVision explains how Biofinity Energys™ works:

The practitioner’s role.

As many as nine out of ten patients do not talk to their practitioners about their interactions with digital devices.3 Practitioners are therefore encouraged to proactively ask about device usage, the symptoms experienced and then work towards minimising discomfort.

While they may not be able to greatly influence the amount of time patients spend on devices, practitioners can offer advice and prescribe targeted optical remedies.4

Supporting people in today’s digital world with new Biofinity Energys.™

Practitioners can now offer a solution in breakthrough contact lens technology.

Developed by CooperVision, Biofinity Energys™ is the contact lens designed for patients’ digital lives. It combines unique Digital Zone Optics™ lens design with Aquaform® Technology to address the symptoms of tiredness and dryness experienced with digital eye fatigue.

of adults use digital devices more

than two hours a day.10

Using digital devices for more than

two hours a day puts users at risk

of digital eye fatigue.9

of patients do not talk with their

eye care professional about their

digital device usage.11

of millennials (18-29 year olds)

suffer digital eye fatigue.10

86%

90%

Digital Eye Fatigue at a glance:

The symptoms:

Tiredness

Dryness

Redness

1 YouGov. Device connectivity. March 2015. 2 Pearce J. Smartphone users to spend 152 hours extra on device this

year. Mobile News 2016; April 27. 3 The Vision Council. Eyes Overexposed: The Digital Device Dilemma - 2016 Digital

Eye Strain Report. 4 Meyer D and Kollbaum P. Dr, My Eyes are Tired. Rev Optom 2016, May 15. 5 The Vision Council.

Hindsight is 20/20: Protecting Your Eyes from Digital Devices - 2015 Digital Eye Strain Report. 6 YouGov European Eye

Fatigue Study, April 2016. 7 The Vision Council. DigitEYEzed: The Daily Impact of Digital Screens on the Eye Health of

Americans - 2014 Digital Eye Strain Report. 8 http://www.millennialmarketing.com/who-are-millennials 9. The Vision

Council. Hindsight is 20/20/20: protect your eyes from digital devices: 2015 digital eye strain report. 10. YouGov;

Eye Fatigue Research 2016:Data on file. 11. The Vision Council. Hindsight is 20/20/20: protect your eyes from digital

devices: 2015 digital eye strain report.

Digital Zone

Optics™

Aquaform® Technology for natural moisture and breathability.

Aquaform® Technology attracts and binds water throughout the lens material to retain moisture, even during times of reduced blinking.

Long silicone chains mean less silicone is needed, so oxygen transmissibility is optimised to help keep eyes clear, white and healthy.

H2O Molecules

Silicone Chains

O2 Molecules

Digital Zone Optics.™

Multiple front surface aspheric curves are employed across the entire optical zone.

These curves distribute power evenly to simulate more positive power in the centre of the lens.

Biofinity Energys™ lenses with Digital Zone Optics™ lens design help ease accommodative burden.

Biofinity Energys™ lenses fit like a single-vision lens.

A unique combination of Digital Zone Optics™ and Aquaform® Technology.

Biofinity Energys™

Find out more at coopervision.co.uk or contact your Business Development Manager.

19Vision Now NOVEMBER 2016

Much has changed and many new excitingproducts have come to market this year,with much more promised for 2017.However, there still seems to be the viewfrom the wider optical community thatindependent practices are dying and that itwon’t be long before they are anendangered species. But I’m pleased to saythat from NEG’s viewpoint, this is a myth.More members join us every month andour members are spending more and more,which shows how successful manyindependent practices are. True, somepractices are closing, but many are beingbought by other independents or even firsttime buyers, which is great to see.

Looking at the wider market, Optrafair and100% Optical continue to strive for theirposition, multiples are looking at movinginto the extended services sector, and therehas been a major issue with NHS paymentsacross the country. But the one thing thathas become very apparent is that allcompanies are trying to find their place inthe market. So how does this translate tothe independent sector?

There really isn’t one answer. Althoughmany people say that independentpractices should aim for the higher end ofthe market, this isn’t always possible. Ifyour practice is in a high NHS area or asmall rural town, money can be tight. Sohow about being more clinical? Thereagain, if you’re in a city centre mainly retailenvironment, or are not interested in IP orEOS, that wouldn’t work for your business.So you need to work out what will workbest for you and your team. However, thereare some basics that all businesses can get right.

BUSINESS BASICS TO MASTERYou’re the centre of your business: one ofthe biggest reasons for patients visitingindependent practices is that they see theowner of that business and the samepeople each time. This allows them to builda long-term relationship (we all know thatpeople buy people). So no matter whatbrands you use in your practice, no matterhow fancy your kit, you and your team arethe most important element – and that’swhat you build your business around.

Look the part: take a walk down your localHigh Street, look at the various shops andask yourself: how many would I be happyto use regularly? How many actually attractyou in, and how many scare you off. Thenlook at your practice and ask yourself: canpeople see what we offer? Is it easy fornew people to come in and speak to us?Does the practice attract or scare? Does thepractice look up-to-date and professional? Ifany of the answers are “No”, then you needto look at what you can do to change it.

Refits can be costly, but you don’t have todo everything in one go; set aside a budgeteach year to update a section of thepractice; you’d be surprised what adifference it can make. I once managed apractice where we changed the carpet andpainted the dispensing area; this led to a 10per cent increase in the average dispensingvalue in less than one month. Looking thepart makes a real difference.

Communication is essential: historically,practices have just sent patients a recallevery two years and that was it. In fact,many practices would proudly say theynever advertise and their appointment book

is full. The problem is: full of what? Is therea good mix of current patients and new,private and NHS, clinical need and retailbuyers or is it just old patients who see youevery year and never spend a penny or justhave that frame reglazed for the third time?

Communicating with your current patientsand potential new ones is essential. Keeppeople informed about new products andservices, engage with local schools and yourcommunity, show that you are the eye expertin your area. And make sure you have a goodwebsite. Your competition is communicatingwith patients constantly, so you need do thesame and show what you have to offer.

Make it easy to be your patient: one ofthe biggest reasons people buy from theinternet is convenience, so look at ways tomake it easy for patients to deal with you.Look at home delivery for contact lenses,put a re-order portal on your website sopatients can easily order lenses, solutionsor supplements. For your dry eye patients,look at putting them on a 12-monthprogramme including all professional careand products, then spread the paymentsusing direct debits. It really is worthconsidering a scheme like Eyeplan, whichspreads your patients’ payments for fees,builds loyalty and increases total spendlevel and makes it easier to work with you.

These are just some areas that can benefitall businesses and we have looked at manyof them before. If you have views youwould like to discuss or share with othermembers, remember the NEG members’forum where we would really value yourviews. Just click on the link on the NEGwebsite home page to take you there.

Developing thoughtsWith this being the last issue of Vision Now for 2016, it’s worth looking back overthe year to see where we are now

Building on the basicsBy Phil Mullins

PRACTICE MATTERS

20 Vision Now NOVEMBER 2016

ADVERTISING FEATURE

There’s an art to creating the perfect pair of prescription sunglasses. With aneed to emit unquestionable fashion and style, invite intrigue and bepractical too, the manufacturer’s development process is a balancing act ofextraordinary proportions. As an accessory, sunglasses bring life to an outfitand provide a punch of attitude for trend-setting celebrities andfashionistas, providing a privacy shield with which to hide from pryingeyes. And for millions o glasses wearers, their carefully considered designprovides comfort, protection and clear visibility beneath the sun’s rays.

Read on to discover how Eyespace is helping to shape sunwear stylethrough independent practices across the country, and for a preview of its2017 Cocoa Mint and Jensen sunglass collections…

BUILT ON SOLID FOUNDATIONSThe arrival of Eyespace to the UK market in 2013 was unexpected,ambitious and unequivocally exciting. Championing ‘Great British Design’ asits company mantra, the team led by prominent optical industry figuresJayne and Julie Abel, expanded their product offering in 2016 with auniquely British collection of designer sunglasses, exclusively available toindependent opticians across the nation.

As the orders rolled in, the new collections could only be described as arunaway success as Jayne, who heads the product and marketingdepartments, recalls: “The Eyespace blueprint puts the independentoptician at our fundamental core. Our brands are built on strongfoundations that successfully deliver highly fashionable, premium quality,commercially astute eyewear into practices, supported by innovative in-practice, website and social media assets that are as striking to consumersas those of the most prominent Italian and French fashion houses.

“I have worked in optics for over 20 years now, and the response wereceived to the premiere Cocoa Mint and Jensen sunwear collections hasbeen absolutely unparalleled,” Jayne continues. “Sales and repeat orderingfar outstripped our original targets, with both groups and individualpractices embracing our imagery, merchandising tools and products for theirown business initiatives in ways I have never encountered before.”

EYEWEAR DESIGN AS ARTWith epic brand success and expectations riding high, the process to delivera second collection that inspires professionals and consumers alike has beena meticulous and highly creative process, as Emily Shepherd, head of productdevelopment, explains: “The design and development of a sunwear rangespans a 12-month period, so we had been working on the new collectionsfor several months prior to celebrating our Optician Award for Frame of theYear. In addition to reacting to the runways of London, Paris and Milan, ourdesign team is constantly inspired by travel, textiles and the beauty industry –all elements you will see beautifully translated in the 2017 models.”

The new selection typifies the high-end, designer-infused style nowexpected of Eyespace, and demonstrate how the company’s salient yetaccessible sunwear offerings have taken another giant leap forward forsummer 2017. Emily explains how the next generation of Cocoa Mintsunwear frames, which will turn heads for all the right reasons, wascreated: “Well-structured, relevant and utterly desirable, the new modelsshowcase the essence of Cocoa Mint, adding a touch of on-trend ‘relaxed

Shaping sunwear forsummer 2017 Multi-award winning British frame company

Eyespace exclusively unveils its 2017 CocoaMint and Jensen sunwear collections

Eyespace hascrafted astunning arrayof sunwearfor spring/summer 2017

Cocoa Mint CMS 2029 is a signature piece withinthe new Cocoa Mint collection

Cocoa MintCMS 2555 C1features on-trend bluemirror lenses

21Vision Now NOVEMBER 2016

ADVERTISING FEATUREglamour’ to every outfit as well as subtly drawing on the sparkle trend thatproved a highlight on the 2017 catwalks. With a range of eye shapes andsizes, the new-season collection offers something for everyone to maketheir perfect style statement.”

SHOW-STOPPING SUNWEARModel CMS 2029 is a signature piece within Cocoa Mint that exudes thesame designer appeal as 2016’s award-winning CMS 2000. Featuring anexaggerated cat-eye silhouette for full coverage, the premium black glosseyefront lends maximum impact to luxe multi-dimensional nude tortoiseshellsides. Featuring a considered and deceptively small 54 eye size, this extremelynoticeable, highly glazeable statement piece is guaranteed to dispensequickly and with ease.

In line with Eyespace’s ethos of showcasing quality in every piece, CMS 2027is another extraordinary addition to the Cocoa Mint sunwear range.Introducing genuine Swarovski crystals to the collection, this outstandingmodel features diamond encrusted fabric panels, which have been expertlyinlayed within the full temple length for maximum sparkle that is sure tostop passers-by.

CUTTING-EDGE VERSATILITYFor men, the choice of clean and stylish Jensen sunglasses pair perfectly tospring/summer 2017’s key menswear trends. Featuring an abundance offashion-forward shapes and exclusive materials and finishes, includingpolarised or mirrored lenses on a number of models, the range makes adesigner statement that, in fashion realms, remains accessible.

Within just 12 months, Jensen sunwear has become recognised as an originalmen’s sunwear range that universally upgrades the appearance, as Emilyexplains: “The launch collection was developed in response to feedback thatmen traditionally felt limited by their sunwear choices. Designed to fit adiverse audience and with a focus on cutting edge design and premiumquality finishing, our designers created a collection that broke away fromall others on the market and is masculine, commercially colourful and offersoptimum comfort and fit.

“The peerless new season collection draws on last year’s experience but looksdecidedly forward,” continues Emily. “Designed for the age of smart-casual,the new Jensen sunwear range champions flagship trends that will set thepace for the season. In line with the ethos of the brand, we have ensuredthat frames deliver on a technical level as well as an aesthetic one and aswould be expected from Jensen, quality standards are exceptionally high.”

One such example is JNS 7012, which draws on the nostalgia trend thatepitomised the London Men’s Collections. Composed of an authenticvintage eye shape and keyhole bridge, this model has a casual versatilitydesigned to appeal to the most discerning of frame wearers. Referencingits British retro roots, this style features a gradient eye front, with solidblack transitioning into a flawless tortoiseshell. The highly polished acetateis a finishing touch that aligns with the modern luxury Jensen brand ethos.

Summer is, of course, the season of fashion must-haves, and for men providesthe perfect platform to bring mirrored lenses to the fore, as is seen in super-smart JNS 7020. Pairing a masculine and highly desired matte acetate withbranded satin silver panels that transition from the eye front to the temple,this supremely structured frame has been developed for the fashion-consciousJensen sunwear consumer. With considered styling, such as next summer’sessential dark blue polarised mirror lenses, an on-trend retro keyholebridge and a riveted temple-trim, this frame will most definitely be a majordraw next summer for all men looking for a style upgrade.

The 2017 Cocoa Mint and Jensen sunwear collections are available topreview now. To book your appointment contact Eyespace on 01527 870 550or visit www.eyespace-eyewear.co.uk

OutstandingCocoa MintCMS 2027featuresdiamondencrustedfabric panels

Cocoa Mintsunwearcontinues toturn heads forall the rightreasons

Super-smart JNS 7020 features an on-trend retro keyhole bridge

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23Vision Now NOVEMBER 2016

Okay, you don't like what your competitionis doing or the way the market is going.But today, right now, what’s happening atyour practice? The story we tell ourselvesis a survival mechanism. It can change us,limit us or develop us. What opportunitiesdo you have to grow, to develop somethingnew or better? What would happen if youtold yourself, and the important peoplewho surround you, a different story? Astory is useful as long as it’s useful,helping you to solve problems and moveforwards. But when it reinforces badhabits or makes things smaller, we candrop it. It’s a choice.

The importance of new technology, and thepart it plays in all our lives in our post-consumer consumerist society is, for some,an idea that spreads slowly. For others, theidea virus is transmitted quickly. It is neitherright nor wrong. The ability to adapt newtechnology enables some people to workfaster, more efficiently and more accurately.What you do with ‘more time’ is your choice.

Two new optical technologies emerged atthe beginning of this century. They weredeveloped independently of one another,but what do those developments mean foryou? Let’s consider some possible scenarios...

DRILLING DOWN INTO DIGITAL SURFACINGDigital surfacing is a new way of producingprogressive or single vision prescription lenseswith a greater accuracy than was previouslypossible. Think Dolby stereo, CD, digitalphotography, mobile phones and HD TV or 4KTV. There was nothing inherently wrong withthe previous versions, but the old technologieswere eventually superseded and became partof the mainstream. There are now 12 privatelyowned labs producing digital lenses in theUK, so you now have more choices.

What this means is that with conventionalsurfacing, your patient with a -4.00DS singlevision prescription will experience 0.50D ofdistortion 16mm from the optical centre oryou can offer the digital lens with a full fieldof view. High base wrap lenses will offer awider undistorted field of view than ispossible with conventional surfacing. Highpowered lenses can be thinner andcosmetically more appealing than before.The people you seek to serve may wellappreciate the difference if you tell them.What happens if you don’t tell them aboutthese developments and they find out fromtheir friends?

Digital surfacing came to our notice because itwas a faster way to develop progressive

lenses. Previously, lens makers had to designthe lens, produce a mold, cast the lens: leftsand rights, short or regular fitting heights andthen in modern materials and all the indexes.This was time consuming, very expensive andproducts were slow to come to the market.Now, as soon as the design has beenproduced and you have the spherical singlevision blank, you can produce a progressivelens with all the powers on the inside surface.

Later developments have allowed thepowers to be on both surfaces (similar tothe traditional semi-finished cast PPL). Lensmakers do this by casting the blank with avariable front curve so you have the idealbase curve for all three viewing zones.Other lens makers will ‘work’ both front andback surfaces.

Software developments mean that if youmake all the relevant measurements, lensmakers can produce ‘bespoke’ lenses foryou. One word of caution here: digitallenses are not a panacea. A digital PPLdesigned ‘badly’ and dispensed well maywork and, vice versa, a ‘good’ design fittedincorrectly may not work. The skills of thedispensing optician in managingexpectations and empathy for the client arestill essential to a successful outcome.

What does success look like to you?

Taking control of yourlens business

BUSINESS MATTERS

What’s happening atyour practice, and inyour lens business,right now? asksJulian Wiles

0845 3130233 · sales@optinetuk.com · www.optinetuk.com

Advanced Practice Management Software

BusinessIntelligence

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ClinicalStock

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For further information and to book your no obligation, in practice demonstration please call 0845 3130233 or email sales@optinetuk.com

A clearer way to manage

25Vision Now NOVEMBER 2016

‘GOOD’, ‘BETTER’, ‘BEST’ REDEFINEDWhat this means is that this new technologyand the increasing number of purveyors hasjust re-defined the familiar notion of ‘good’,‘better’, ‘best’. What would it mean to you ifyou delivered the ‘best’ (however you defineit) at good prices? Increased margin, morecompetitive prices, improved cash flow orfaster responses to local market forces?

Perhaps you now have the opportunity tothink about ways of generating new,profitable and sustainable revenue streams.The tools got easier and the thinking getsharder. Do you want to develop andrecommend your own brand of lenses aswell as recommending ‘the brand?’ Whatwould that mean for your business?

The real beauty of this technology is thatnone of your traditional skills have beenundermined and one could argue they’vebeen enhanced. The ‘hierarchy ofimportance’ remains the same. The mostimportant element is an accurate refraction,the correct fitting height and an accuratePD. From that information, it’s important toconsider the correct base curve selection,the design of the progressive, the corridorlength and the lens material (index, abbeand ‘surface’ treatment). And finally, it’s niceto have the optimisation parameters-pantoscopic tilt, back vertex distance, mono

PD and all the frame measurements,including the face form angle.

ADDING VALUE TO PATIENT CHOICEWe understand frame designers designframes. We know you choose frames to suityour ideal patients or the local ‘market’, andwe know that people take time whenchoosing their frames – sometimes‘spending’ their budget and leaving littletime or ‘money’ for the lenses. The difficultyhere is that the unspoken discussion isoften between their money and your price.

You have also discovered that some framesare very difficult to glaze and that 1.5 resinis not the best material for rimless mounts,or that tints don’t always match betweenindices, or that the patient who wants sportsspecs might need the best visual acuity,impact protection and for the lens to belightweight. But no patient ever complainedabout their lenses being‘too light’.

Lens technology has been slow to developand refractive index has really only ever beenthe ‘driver’ of lens development. Surfacetreatments tend to follow. As the lenses gotthinner, they got heavier and their opticalclarity decreased and the higher index optionswere really only intended for the higherprescriptions. The fact is that almost 85 percent of all lenses dispensed are between+/-6.00DS (how do your figures compare?)

WHY YOU SHOULD RECOMMEND TRIVEXToday, the lenses we grew up with as excitingnew technologies which commanded apremium price are commodity products. Howelse do the internet and supermarkets deliverperceivably cheaper products? What wouldhappen if the lens you recommended waslightweight, offered impact and UV protectionand optical clarity? What would happen if this

wonderful lens material could be glazed intoany frame and was produced in most lensmaterials (polarised, Transitions, TransitionsXTRActive and DriveWear). What would itmean to you and for your business if it wassupplied in 75mm and eight base options? Ohand by the way, you could get your ‘own brand’progressive lenses in the same material.

So when you hear, “It’s expensive”, you canre-enforce the benefits. After all, didn’t theyforsake the internet and all the other doorsbecause they trust and like you? You canalways offer the cheaper option. Is Trivex atrue technological development and is itnecessarily better? Is Trivex a truly intelligentdevelopment of existing technologies? DoesTrivex meet all the demands your patientsmake of their lenses? Using Trivex meansthat for many of your patients, you can say,“Yes”. Trivex could make your life easier.

BUILDING YOUR BRAND LOYALTYPatients who ‘walk’ only ‘do no harm’ toyour business if your professional time hasbeen fully recompensed and that’s whatyou want. If they perceive somewhere elseto be cheaper, it’s worth doing everythingyou can to recommend something theywon’t have seen elsewhere. Everyone likesto see ‘something new and somethingdifferent’. And when they stay, it’s becausethey like and trust you, so yourrecommendation will be welcomed.

We live in a post-consumer consumeristsociety and people will pay for what theywant. They only ‘need’ to see clearly. Theymay ’want’ to learn something new, to havethe added protection and lighter weight.Demonstration aids, literature, website,social media, professionally written recallletters, PR, advertising, continuingeducation and training can all be ignored,but why would you want to?

Julian Wiles is founder and revenuegenerator at Performance Lenses andauthor of Thinking Allowed. Visitwww.buildabetteropticalbusiness.com ortelephone 07901 337 530.

BUSINESS MATTERS

Think about ways to generate profitable andsustainable revenue streams

Intelligence often outweighs hard currency

The unspoken discussion is often between their money and your price

26 Vision Now NOVEMBER 2016

The Julbo Sports range, availableexclusively to independent opticians fromthe Lenstec Optical Group, offers high-endtechnical solutions for sports and activelifestyles. This plano and prescriptionservice further grows Lenstec’s sportseyewear offering to help practitioners setthemselves apart from the competition.

Founded in 1888 and based in the Juraregion of France, Julbo is a benchmarksports eyewear brand that draws inspirationfrom its rich heritage. The brand’s mission isclear: to find the best solutions to protectour eyes and allow all of us to see theworld better. Julbo’s expertise in framedesign and lens technology results in theideal combination of products to overcomethe most rugged terrain, weather and lightconditions. Protection, angle of vision, hold,ventilation and ergonomic design are builtinto all Julbo products.

HIGH-TECH PERFORMANCEMore than 70 per cent of our movementsare guided by our vision, making sunglassesand goggles much more than a simplefashion accessory. Julbo designs, developsand produces goggles, ski masks, sun andophthalmic frames for all age groups, frombabies to adults, and specialises in highperformance sports solutions for bothextreme and lower risk sports includingrunning, mountaineering, biking, sailingand water sports.

Designed for those who seek out the mostdemanding of activities, be it a vertical mileor a 100-mile trail race, the Aero andAerolite models are uncompromising whenit comes to performance and comfort. TheZebra and Zebra Light photochromicversions guarantee a wide and clear field ofvision, regardless of light levels. Thesuspended lens construction providesoutstanding ventilation even in the mostintense situations, while the Air Linktemples provide a secure, light andcomfortable fit using grip tech technology.

Perfectly adapted to the shape of women’sfaces, the Breeze features adjustabletemples and a new 3D nose piece for acustom fit. Fitted with Zebra photochromiclenses, they offer optimum visionregardless of light levels. The Aero, Aeroliteand Breeze are aimed at runners andextreme athletes and benefit fromlightness, NXT (Trivex) Zebra photochromiclenses with anti-fog and full venting toreduce misting, adjustable temples andsuper grip sides and bridge. Perfectlyadapted to mountain biking, new Armorwraparound sunglasses with wide templesoffer exceptional coverage and hold due toflexible temples and a shock absorbentnose insert.

An award winning frame and lenscombination, Wave is designed for thosewho play hard on water, from kite surfingand catamaran sailing to grueling offshoreracing. They feature a protective inner skirtfor eliminating spray and an ultra-light,front venting floating frame all retained byan adjustable neoprene headband. Coupledwith Trivex NXT Octopus polarisingphotochromic lenses, with additional frontand rear water repellent coatings to outwitwater glare, these technical sunglasses offerall-round protection for life on the water.

Looping is a reversible wraparound framefor children with no hinges, an ergonomicprofile, curved temples, and flat elasticstrap. It comes in three sizes for activeyoungsters aged from birth up to four years.

COMPLETE RX PROGRAMMEJulbo’s technical lenses – Zebra, Zebra Light,Octopus, Cameleon and Falcon – meet everyoutdoor need, enabling the practitioner tomake light management a key part of thedispense. Julbo focuses on Trivex NXT

Julbo: optical solutionsfor outdoor adventures

High-end solutions for extreme and amateursports alike ©Jeremy Bernard

Breeze performance eyewear is specially adaptedfor female face shapes

ADVERTISING FEATURE

The Aero with Zebra photochromic lenses:uncompromising in performance and comfort

New Armor sunglasses are designed forcommitted riders ©Jeremy Bernard

Julbo’s technical lenses meet every outdoor need

Reach into the world of extreme sports and get ahead on your High Street by offering Julbo’stechnically advanced eyewear solutions

27

photochromic and polarising elementsdependent on requirements as well asdelivering impact and UV protection.

When it comes to ordering, Julbo’s RX Tremprogramme includes online ordering, poweravailability and substance calculation for thewrap sports range available in digital singlevision and progressive options in both TrivexNXT and polycarbonate with a guarantee ofthe best panoramic vision. Completed orderswill arrive directly to your practice within amaximum of 14 days. The RX Tremprogramme includes frames suitable for allbudgets with an extensive corrective range.

Julbo’s expanded customer offer nowincludes a contemporary ophthalmicprescription range featuring young, freshand original styles with the same stringenttechnical and comfort criteria offered by itssunglasses and goggles. With Julbo OpticalAdvanced Solutions, all of Julbo’s know-howis now applied to prescription models. Theframes offer maximum lightness, optimumtoughness, remarkable ergonomics andabsolute comfort. The Life Men’s collectionfor adults conceals technical excellenceunder a stylish sportswear look, while theHeroes collection offers children aged fromone year to three the freedom to explore

with ingenious frames using plasticmaterials for more comfort and robustness.

WINTER SEASON WRAPPED UPAcross Europe the optical retail sector is infull winter season swing, with category foursun wraps and goggles making their way tofront of house.

At Lenstec, we believe that our new line ofJulbo sunglasses offer great quality andprotection and are an ideal higher endproduct offer for all the family includingtoddlers. They offer category four protectionin both wrap sunglasses (with lateralprotection) and ski/board goggles in eithersolid tint or NXT Trivex photochromiccategory two to four technology. A largenumber of these dedicated ski sunglassescome with either direct or indirect Rx options.With Julbo’s heritage in the design, creationand manufacturing of extreme conditioneyewear in the mountains of the Jura, weare confident that your patients can getwhat they are looking for this ski season.

SUN SENSATIONS FOR 2017In 2017, the Julbo sunglasses collection hasbeen expanded with new 11 models. With along-standing reputation for its glaciersunglasses, Julbo is updating its Mountainoffer with both Explorer 2.0, the brand’stechnical trailblazer, and Tamang designedfor novices. Three new models have beenadded to the Speed collection for sportssuch as mountain biking and trail running.Zephyr is a suspended lens frame for fansof long-distance running; Armor is for Enduromountain bikers, while Aerolite is a variantof the Aero created for small faces andespecially suitable for women trail runners. For customers looking for everydaysunglasses, Julbo is expanding the Traveloffer with two new models in the Latitudecollection: Syracuse and Valparaiso, bothdesigned for smaller faces. Last but notleast, Julbo is also synonymous withsunglasses for kids. For 2017, as well as theExtend 2.0 with a more modern eye shape,Julbo is launching three models for children

aged three to six years. Puzzle, Lily and Lukyare small wraparound sunglasses offeringgreat coverage and a super-soft feel.

JOIN THE JULBO COMMUNITYCheck out Julbo’s social media sites to seewhat its wearers are doing. Julbo’s YouTubechannel has some amazing footage fromwearers rounding Cape Horn aboard a flyingcatamaran, running South to North acrossHawaii and on a climbing adventure inGreenland. Visit www.youtube.com/user/JulboEyewear. There’s also some great postson Facebook – so get connected and getinvolved. Reach into the world of extremesports and get ahead on your High Street by offering Julbo’s technically advancedeyewear solutions.

Lenstec’s highly experienced sales force willpersonally assist and advise you on how todevelop your own Julbo range. Our salesteam offers guidance, support andexclusivity on the Julbo ranges, and are fullysupported by an extensive back room teamof technical support staff. Contact us today.

• Paul Walden, Sales Director. Mob: 07860 840567 Email: PWalden@lenstec.co.uk• Ian Rosie, Sales Manager Midlands & South. Mob: 07498 744030 Email: IRosie@lenstec.co.uk• Matt Maguire, Sales Manager Wales & West. Mob: 07914 857464 Email: MMaguire@lenstec.co.uk• Craig Sandvig, Sales Manager Northern Counties & Scotland. Mob: 07814 824149 Email: craigsandvig@rawdonoptical.co.uk

www.lenstecopticalgroup.co.uk

Looping is a reversible wraparound frame for kids©Tristan Shu

Sportswear chic with the Life Men’s collection

Start the ski season on a high with Julbosunglasses and goggles ©Marc Daviet

ADVERTISING FEATURE

Explorer 2.0, the brand’s technical trailblazer ©Marc Daviet

Vision Now NOVEMBER 2016

28 Vision Now NOVEMBER 2016

STYLE SPOTLIGHT

Creative interpretations of materials,finishes, detailing and colours elevatedeyewear into a new dimension ofinnovation. Frames are a very personalstatement and aware of this importantperspective, designers instil imaginationand ingenuity into what they design andcreate. They like to inspire opticians andconsumers with a more contemporary andintimate approach that could result inbetter communication, higher levels ofsales and consumer satisfaction.

As a result, collections are diverse andinspiration comes from history,choreography, music, the natural world,designers’ travels, dreams and theireveryday environment. Consequently,frame innovations have enormous appeal,plus an aura of style and beauty. Choicesare boundless. Here are some of thedesigners who are forging the way withnew insights and styles…

ARTISAN MASTERPIECESWhenever Sven Götti at Götti Switzerlandlaunches a new collection, extensiveresearch, energy, care and passion areintrinsic to the designs. All of this has beeninvested in the designer’s new Dimension

collection with 3D printing unveiled at theshow. “This launch is special,” says Sven,“and it included a lot of work, with overthree years of research. However, I like to dothis.” The frames are a stunning tribute toGötti’s patience and design concepts, as wellas a nod to new technical opportunities. Theframes are crafted in Switzerland, and thecolours, finesse and beauty encompassrevolutionary achievements.

Acetate remains a favourite for eyewear,however, new interpretations give an edgychic to frames, as seen in Penelope fromthe Emperors collection by Res/Rei in Italy.Designer Oliviero Zanon characterises hiscreations with superb colourations inMazzucchelli acetate – often custom madefrom Oliviero’s own ideas, in addition to theamazing vintage archives at Mazzucchelli.The latest Res/Rei sunglasses feature adistinctive double bridge – a significanttrend that mixes classical elements andwhimsical imagination. Classic brownHavana is combined with flat mirror lenses –another style statement. However, toensure eye comfort with the flat lenses, ResRei has applied five layers of anti-reflectiontreatment on the back of the lens formaximum comfort.

Jérémy Tarian is a city lad, inspired by thehistorical surroundings of his native Parisand his peripatetic travels. Acetate is one of

his favourite frame materials, with boldshapes in elegant sophisticated colours hisstyle of choice. Petites Ecuries, a sleekoptical design, is named after the Parisianstreet where Jérémy lives.

Jewel tones – radiant and vibrant – highlightJason and Karen Kirk’s designs for Kirk &Kirk. Lightweight acrylic frames in theKaleidoscope collection are now available inglimmering tones of Midnight, Sunset,Violet and Emerald. In the Vivarium collection,the delightful menagerie of sterling silveranimal pins handmade in England greetstwo newcomers – a cobra and an alligator.

CULTURAL CONCEPTSEthereal elements that include music, balletand art are frequent inspirations for designerssuch as Tim Van Steenbergen who createsspecial collections for Theo in Belgium.Theatre and opera are other passions of thedesigner and he has created costumes forLa Scala in Milan, Staatsoper Berlin and forRichard Wagner’s Der Ring des Niebelunger.

His attention recently turned to ballet, andhe created a Limited Edition collection forTheo based on Pictures at an Exhibitioncomposed by Modest Mussorgsky, withorchestration by Maurice Ravel andchoreography by Sidi Larbi Cherkaoui.

Historical foundations: Penelope fromthe Emperors collection by Res/Rei

3D elegance: Zoom in Denim from the Dimensioncollection by Götti Switzerland

Urban inspiration with Petites Ecuriesby Jérémy Tarian

Luminous beauty by Kirk & Kirk – Hana in Sunset

Silmo 2016 successfully delivered dynamic design, innovative fabrications and luxurious colours that spotlightedthe Parisian event, reports Joan Grady

Creativitysoars at

Silmo

The dance idiom is fluid and tranquil andtransformed into eyewear; this means bolddesigns in black outlined by golden edges.Twenty-four carat gold is used in the frames,with reflective gold lenses. There are sixmodels – each charismatic and smart.

Music was keynote for Charmant with theOpera Collection; now the company hasintroduced the Chorus Collection withdelicate flat temple lines interweaving witheach other. The wavy patterns on thetemple lines reflect musical harmonies for adelicate look, yet the frames are durableand strong.

THOROUGHLY MODERN CLASSICSClassic shapes are given a boost withthoroughly modern, high performingmaterials and details. Hapter in Italy doesthis exceptionally well with its latestdesigns combining patented innovationswith mountain asphalt, 500-year-oldblacksmith techniques, plus high qualityrubber and lightweight surgical stainlesssteel. The result is uniquely patterned

frames that are handcrafted with an avant-garde interpretation of retro inspiration.

A fine design is timeless whether it’seyewear, accessories or furniture. This istrue of the Windsor frame, with its roundshape and slim lines. Morel in Francepresents an exclusive version in acetate andmetal with a luxurious antique finish. Danish design flourishes in frames byBellinger that unite innovation,contemporary shapes, beautiful colours andunique elements. Whether in acetate, metalor fine titanium, the frames expressstreamlined, quiet chic. The Lafont Pariscollection sparkles with designs that

entwine elements that eyeglass wearersappreciate and admire: hints of retro,surprising colour combinations, and creativematerial mixes. Both the sunglass andoptical frames for men and women, inacetate and stainless steel, feature specialdetailing that includes laser printing, floralaccents and rugged, hammered effects.

The fashion password for luxury eyewear isAnna-Karin Karlsson. This season theSwedish designer embellishes frames withsuperb quality freshwater pearls, Swarovskicrystals and gold plated studs. “I like happyshapes,” says Anna-Karin, “and for the firsttime I’ve designed a feminine super-sizedaviator frame. I never thought I would dothis, but I like the story of aviators – frompast to present.” Voluminous round shapes,tinted and gold-mirrored lenses are newexpressions in this unconventional, highlywearable collection.

Silmo is the Parisian showcase forinternational eyewear designers, and forforward-thinking independent opticians theopportunity to explore numerous framecreations with unique expressions. Customersare eager for distinctive eyewear – anddesigners are continuously more inventive.For independent opticians, the bottom linecan result in potential new business andsoaring profits.

The next edition of Silmo Paris will beheld from 6-9 October 2017.

Apologies for omitting Joan Grady’s byline in lastmonth’s issue.

Vision Now NOVEMBER 2016 29

STYLE SPOTLIGHT

Pictures at an Exhibition influences a dramatic frameby Tim Van Steenbergen for Theo

Harmonious tones: model XL2084 from theCharmant Line Art Chorus collection

Vintage forever: Tydéeby Morel France

Technical innovation with model RBBR001 by Hapter in Italy

Retro chic: Vannesby Lafont Paris

Glamorous glasses by Anna-Karin Karlssonwith freshwater pearls

Contemporary and streamlined:Sand by Bellinger in Denmark

30 Vision Now NOVEMBER 2016

Preferred Suppliers’ Directory

ACCEPT CARDS Tel: 01422 382408Richard.west@acceptcards.co.ukwwwww.acceptcards.co.uk

ARENA EYEWEAR Tel: 01952 820408www.arena-eyewear.co.uk

ASSOCIATED OPTICALTel: 01628 605433Fax: 01628 665077sales@assopt.co.ukwww.associatedoptical.com

BIB OPHTHALMICINSTRUMENTSTel: 01438 740823sales@bibonline.co.ukwww.bibonline.co.uk

BONDEYE OPTICALTel: 0121 7723888Fax: 0808 2801865sales@bondeyeoptical.co.ukwww.bondeyeoptical.co.uk

BRULIMAROPTICAL GROUPTel: 0161 655 7000Fax: 0161 655 7002www.brulimar.co.uk

CENTRO STYLE LTDTel: 01923 239267Fax: 01923 253951sales@centrostyle.comwww.centrostyle.com

CLEARLABTel: 01189 702080Fax: 01189 72088 ordersuk@clearlab.comwww.clearlabcontacts.com

DAVID THOMASTel: 01604 646216Fax: 01604 790366orders@davidthomas.comwww.davidthomas.com

DIBBLE OPTICALSUPPLIESTel: 01634 880885Fax: 01634 540530barry@dibbleoptical.co.ukwww.dibbleoptical.co.uk

DUNELM OPTICALTel: 01388 420420Fax: 01388 810101dunelm@dunelmoptical.co.ukwww.dunelmoptical.co.uk

ESSILORTel: 01454 281281Fax: 01454 281282 www.essilor.co.uk

HENRY BEAUMONTTel: 0116 251 8936Fax: 0116 262 4205info@henrybeaumont.comwww.henrybeaumont.com

HILCO EUROPETel: 0800 591150info@hilco.co.ukwww.hilco.co.uk

HOYA LENS UK Tel: 0845 330 0984Fax: 0845 330 0977enquiries@hoya.co.ukorders@hoya.co.ukwww.hoya.co.uk

INTERNATIONALEYEWEAR LTDTel: 0121 585 6565Fax: 0121 585 0954www.internationaleyewear.co.uk

LENSTECTel: 029 2088 3009Fax: 029 2088 9798office@lenstec.co.ukwww.lenstec.co.uk

LUXOTTICA (UK) LTDTel: 0808 165 8555www.luxottica.com

MARK’ENNOVYTel: 0800 3280610Fax: 0800 3280649mkservices@markennovy.comwww.markennovy.com

MID-OPTICTel: 01332 295001Fax: 01332 295158orders@midoptic.comwww.midoptic.com

NATIONWIDEFRAME REPAIRSTel: 01706 369530Fax: 01706 628733Info@nfr.co.ukwww.nfr.co.uk

No7 CONTACT LENSESTel: 01424 850620Fax: 01424 850650info@no7contactlenses.comwww.no7contactlenses.com

ORANGE EYEWEARTel: 0161 773 5555Fax: 0161 773 5544info@orange-eyewear.co.ukwww.orange-eyewear.co.uk

PERFORMANCE FINANCETel: 01536 529696Fax: 01536 310033www.performancefinance.co.uk

Preferred Suppliers are suppliers who, by prior arrangement, offer members of the PK National Eyecare Group preferential terms.For full details and terms offered to the membership, please call 01580 713698

Directory listings are available free of charge to all preferred suppliers, with a larger listing available to Vision Now Advertisers.To make changes to the directory listings, please call Sharon Hicks on 01580 713698 or email s.hicks@nationaleyecare.co.uk

Call Customer Services 0871 376 0017www. myAlcon.co.uk

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31Vision Now NOVEMBER 2016

POSITIVE IMPACTTel: 08446 696907glasklar@positiveimpactsales.co.ukwww.positiveimpactsales.co.uk

PRACTICE BUILDINGTel: 0115 989 9772andy@practicebuilding.co.ukwww.practicebuilding.co.uk

PRO-OPTICTel: 01392 826005sales@pro-optic.comwww.pro-optic.co.uk

PURE EYEWEAR LTDTel: 01993 824239/822038mark@pure-eyewear.co.uksupport@pure-eyewear.co.ukwww.pure-eyewear.co.uk

RAWDON OPTICALLIMITEDTel: 0113 288 3094Fax: 0113 288 3095enquiries@rawdonoptical.co.ukwww.rawdonoptical.co.uk

RODENSTOCKTel: 01474 325555sales@rodenstock.co.ukwww.rodenstock.co.uk

SEIKO OPTICAL UKTel: 01452 610033Fax: 01452 638250orders@seiko-optical.co.ukinfo@seiko-optical.co.ukwww.seiko-optical.co.uk

SERIOUS READERSTel: 01296 395400sales@seriousbrands.co.ukwww.seriousreaders.com

SHAMIR UKTel: 01954 785100Fax: 01954 785101 info@shamirlens.co.ukwww.shamirlens.co.uk

SILHOUETTE UK LTDTel: 020 8987 8899Fax: 020 8987 2430office@uk.silhouette.comwww.silhouette.com

SPEC-CARE LIMITEDTel: 01392 460806info@speccareservices.co.ukwww.speccareservices.co.uk

STEPPER UKTel: 01732 375975sales@stepper.co.uk

STONE OPTICALTel: 029 2073 5293Fax: 029 2073 5915info@louisstone.co.ukwww.louisstoneoptical.co.uk

TANT LABORATORIESTel: 01279 653785www.tantlabs.com

THEAPHARMACEUTICALTel: 0845 521 1290Fax: 01782 717 944www.thea-pharmaceuticals.co.uk

THREE SIXTYTel: 01686 627595Fax: 01696 610015Kieran@calotherm.co.ukwww.calotherm.co.uk

TOP VISION UKTel: 0870 8402378Fax: 0870 8402379www.topvisiongroup.com

ULTRAVISIONTel: 01525 381112Fax: 01525 370091info@ultravision.co.ukwww.ultravision.co.uk

XACTTel: 01698 574 655IMcGleish@xact.uk.comwww.xact.uk.com

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