HOYA has developed a suite of progressive lenses catering for any patient that walks through the door, regardless of budget or their visual demands. This, backed with cutting-edge consulting technology, is paving the way for its independent customers to offer a standout service.
Progressive lenses are a staple in any independent optometrist’s product offering. Beyond servicing a growing and ageing patient cohort, the high value lens technology helps create financial stability for the business and, if executed well, build patient loyalty.
Therefore, it’s important for independents to make state-of-the-art progressives a centrepiece of their lens offering, says Mr Ulli Hentschel, training and development manager at HOYA Lens Australia.
“There’s more at stake with a progressive lens dispense. A lot more patient data and information is built into this lens category, and there are greater visual demands from the patient so it’s vital for the independent to deliver on that,” he says.
Hentschel says progressive lenses are also the most important product sold in terms of a practice’s profitability. They yield higher margins, plus the nature of presbyopic patients means customers tend to return regularly for updates. And a satisfied progressive lens patient can generate compounding business for the practice.
“When patients are happy with their progressive lenses, they are more likely to remain loyal to the practice and recommend it to others. With HOYA’s suite of progressive lenses, you can take into account all individual parameters; you’re individually tailoring the lens to the patient’s face and taking that service to that next level.”
Today, HOYA’s progressive range is spearheaded by the Hoyalux iD MySelf, alongside the MySelf Profile, which have been curated to build on predecessors such as Hoyalux MyStyle V+. The company has placed a major focus on improving adaptability, reducing swim effect and personalisation in these designs.
Hoyalux iD MySelf and MySelf Profile lenses are said to overcome the shortcomings of standard progressive lenses by allowing wearers’ vision to seamlessly transition from near to far and back.
Hentschel says feedback from customers using the MySelf progressive has been overwhelmingly positive, which has bred greater certainty among optical practice staff when communicating the benefits of this premium offering.
“This was a significant step up, giving optometrists and optical dispensers greater confidence in recommending the product. Given that progressive lenses are often a high-ticket item, the positive feedback reassured them that patients would love it.”
Crystal clear
Creating the ‘wow factor’ for patients doesn’t happen by accident. Progressive lenses are harder to adapt to than single vision lenses, so the lens design is crucial – something HOYA has achieved by integrating AdaptEase and 3D binocular vision technologies into the product.
AdaptEase gives users a wider visual field without compromising between near and far. Meanwhile, Hoyalux iD MySelf 3D binocular vision is said to reduce distortion and swaying effect along all dimensions. According to the company, binocular harmonisation technology improves depth perception and enhances clarity of vision even in cases of prescription differences between right and left eye.
“The previous flagship product had a few restrictions that made it harder to use and implement into the practice. We resolved those issues and introduced technologies in the new product which reduce peripheral prismatic effects in the near zone,” Hentschel says.
This means patients experience less movement sensation, peripheral distortions or ‘swim effect’.
Higher-end progressive lenses, such as Hoyalux iD MySelf, Myself Profile and iD LifeStyle 4, also work to significantly reduce many adaptation issues to ensure long-term success and comfort. Patient satisfaction was at the core of the design process, according to Hentschel, generating long-term success for patients and, ultimately, for the practice.
Empowered decision-making
To ensure patients leave the practice feeling invested, empowered and impressed with their lens selection, HOYA has released a range of digital consulting tools. In addition to high tech centration technology, the company has created an app that front-of-house staff use to walk the patient through the lens consultation. There’s been a major effort to pull apart the various parameters and preferences that go into a lens design, and present these to the patient in a digestible format – all on an iPad Pro.
Hentschel encourages independents to go with a lens-first dispensing approach, noting that this will suggest the ideal frame-type, so both components can work in tandem for an excellent vision outcome.
After the patient finishes the optometrist consultation, they are greeted in the retail area by front-of-house staff who take them through the lens consultation on the HOYA Consulting Centre (HCC) 360 app. The platform can be adapted to include the practice’s own logo and even their lens language, helping to elevate and professionalise the service. HOYA describes this as an “all-in-one solution” for the dispensing consultation, and includes advanced customisation software that recommends lens design based on a lifestyle questionnaire and previous lens satisfaction. This ensures that patients receive the best lens design tailored to their needs, for best adaptation and satisfaction.
“Using the HCC 360 consultation app, the optical dispenser sits down with the patient and discusses everything they need to know about the lens technology including coatings, colour change, progressive lenses, occupational lenses. Everything is within the one space,” Hentschel says.
“The HCC 360 app facilitates comprehensive consultations, making the process more engaging for patients. This lens-first approach not only differentiates the practice but also builds loyalty and encourages patients to invest in high-quality lenses. When consumers are engaged in the process and realise they are receiving a truly tailored product, the price-point becomes less of a concern.
“We’ve seen more practices move away from a good, better, best structure, into offering a more customised solution for patients and it’s paying off.”
The consultation app also allows patients to see how various progressive options would look in the real world. But a key feature HOYA has built into the app is an ability to account for the previous progressive lens that patients have worn. Regardless of manufacturer and model, HOYA has a profile on a significant range of lenses and – whether the patient is satisfied or not – can factor this into the final design of the HOYA lens.
“We’ve mapped the majority of different lens designs – including brands other than HOYA. We can then select what corridor length they had previously and scale their satisfaction. The algorithm will then merge a similar design, suitable to the patient’s lifestyle and what they’ve been wearing before.”
Hentschel adds that, as a result, HOYA can significantly reduce any adaptation problems even if patients have been wearing a different manufacturers’ product.
The lens consultation – undertaken on the HCC 360 app – also links with HOYA’s digital fitting and centration systems. Today, there are two options: the HOYA Digital Fitting app and the visuReal AI wall mounted system.
The digital fitting app uses LiDAR scanning technology in iPad Pros and provides a portable and accurate method for obtaining all necessary measurements. It uses a single photo for fitting measurements and one for reading distance and position.
“Digital fitting offers convenient and accurate individual parameters. You can get all those parameters in a convenient, portable version. If you don’t have the room to have a wall mounted device, for example, this is an accessible option,” Hentschel says.
Meanwhile, the visuReal system has undergone a recent upgrade to incorporate AI software offering automatic measurement capabilities that simplify the fitting process. According to HOYA, the AI-powered algorithm has been trained to reduce manual adjustments, resulting in a simpler, more efficient and accurate as well as a less user-dependent process.
Equipped with six specially designed cameras and resembling a “high-tech mirror”, it automatically optimises the images it captures of customers wearing their frames.
“VisuReal has taken the existing device – which is already accurate – and taken it to new heights. The patients engage with a mirror with LED lights and cameras going up and down. With the incorporation of this AI software, it has been taken to another level where automatic measurements are incredibly fast,” Hentschel says.
“As soon as the photos taken, there’s virtually nothing that you need to do with it. Just click ‘Save’ and then ‘Next’.”
Together, HOYA’s progressive lens technology – coupled with a seamless retail experience powered by new digital consulting tools – is helping practices execute a memorable service. It’s a key differentiating factor for independents who are increasingly focusing on quality and service over price, to remain competitive.
“If consumers have had all this involvement in building a product tailor made for themselves, they can relay their experience to others, and start to build that following and loyalty with the practice,” he says.
“At the end of the day, there’s so much technology that goes into a lens that’s often invisible to the consumer. But if you get them involved in the process and demonstrate the value they are receiving, it will completely transform their perception of the product.”
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