Dori Wolf, OD
SYNOPSIS
Provide your astigmatic patients with thebenefits of both toric and daily replacement contact lenses, with crisper vision and greater comfort. In the process, profit from loyal patients who purchase premium-priced contacts.
ACTION POINTS
EDUCATE.Tell astigmatic patients how daily replacement torics benefit them.
PRESCRIBE. Rxdaily replacement for patients; no additional chair time needed.
UPGRADE. Movetwo-week and one-month replacement toric patients into one-day.
Toriccontact lenses now are available in daily replacement,giving astigmatic patients thesame popular benefit that others enjoy. That’s good news for ODs–if you handle it right. Astigmatic patients used to not be able to enjoy the benefits of daily wear lenses. Prescribing daily replacement lenses for astigmatic patients provides them with the ability to be more compliant with the wear and care regimen you prescribe,resulting in healthier and more comfortable eyes. This limits costly dropouts to your practice and makes satisfied patients more likely, resulting in more returning patients to your practice.
Contact lens patients account for roughly 60 percent of my practice. Of that number, I estimate about 35 percent of those patients are astigmatic and require toric contact lenses. Of those toric contact lens patients, roughly 35 percent are in daily replacement lenses…and that number is growing!
NEW STUDY: Astigmatic Patients Want to Wear Daily Replacement
Your astigmatic patients are open to daily replacement with education and a prescription from you, according to recent research from VISTAKON Division of Johnson & Johnson Vision Care, Inc:
• The majority (91 percent) of astigmatic patients are willing to trial a daily replacement contact lens for astigmatism with a doctor’s recommendation.
• Doctors choose health more often as the reason for selecting a daily replacement contact lens for astigmatism, while patients choose convenience.
Source: Ball, WL, LaBuz, J, “A Novel Approach for Data Collection Evaluating Doctor and Patient Preferences for Wearing a Daily Disposable Contact Lens for Astigmatism,” presented at Association for Research in Vision and Ophthalmology (ARVO) 2013 and Global Specialty Lens Symposium (GSLS) 2013.
Business Benefits of Daily Wear for Astigmatics
From a business perspective, it is worthwhile to prescribe astigmatic patients with a daily replacement contact lens because it is not only the healthiest option for patients but the most convenient, as well.As we all know in this industry, a happy patient is a great source of referrals, and referrals equal profitability. Astigmatic patients know, especially the older population, that their options up until recently had been pretty limited. Some of them have not had great experiences with toric lenses in the past due to less-than-desirable vision or contact lens discomfort. When you can offer them a lens that comes in a wide variety of parameters, provides excellent vision and is extremely comfortable and healthy, you create a very happy patient.
EDUCATE
Clear Up Misconceptions–Yes, Actually, You Can Wear Daily Replacement Contact Lenses
I think that many astigmatic patients, especially older patients, are completely unaware of the vast options available to them when it comes to astigmatic contact lens correction. Some patients believe that they can only wear rigid gas permeable contact lenses to correct for their astigmatism. Many are shocked to find out that they can wear comfortable soft contact lenses. They are even more shocked that they can wear a daily replacement lens and that I can fit them in the same visit with trial contact lenses in their power! I am thrilled when I can offer them a daily replacement lens that up until recently had been unavailable to them and I explain the health and comfort advantages of these lenses. I always explain to my patients that these are the cleanest, healthiest and safest lenses for their eyes. It is extremely rewarding to offer patients something new that they never knew was available to them before. It is also an excellent option for part-time contact lens wearers with astigmatism.
High Success Rate for Astigmatics in Daily Replacement
The success rate of daily replacement contact lenses in general is extremely high. Once patients are open to trying these lenses and experience the comfort and convenience of a daily replacement contact lens, it is difficult to return to a two-week or one-month replacement lens. If price is not a limiting factor, patients on a whole prefer daily replacement contact lenses. The trend extends to toric daily replacement contact lenses, as well. Generally speaking, the dropout rate of patients in daily replacement contact lenses is minimal. Rarely will a patient switch to a different modality after they realize the benefits that a daily replacement lens has to offer.
The approximate cost to patients for a daily replacement toric lens is $592. That would make the cost to patients about $49.33/month. For a two-week replacement toric lens, the cost is $400. And for a monthly toric lens, the cost is about $268.
In terms of comfort, patients should expect as great comfort from astigmatic lenses as their traditional contact lens counterparts. The lenses these days are made of the same materials as traditional contact lenses. There are a variety of materials to choose from including silicone hydrogels which contain increased wettability and oxygen permeability. Astigmatic contact lens patients are no longer limited to uncomfortable rigid gas permeable lenses. They can benefit from the same options as traditional contact lens wearers.
PRESCRIBE
Chair Time Usually No Different for Astigmatic Patients
Most fitting sets these days can accommodate 90 percent of all astigmatic contact lens patients, so only on few occasions does it require a separate contact lens fit on another day. Our office does not charge additional fees for the subsequent visit; that visit would be included in the initial contact lens fitting exam fee.
Daily Replacement Preferred Toric for Children, Too
Daily replacement lenses enable me to fit younger astigmatic patients in my practice. In fact, for first-time contact lens wearers, daily replacement contact lenses are my “go to” lenses. It is exciting to offer my younger patients with additional visual needs lenses that are comfortable, healthy and safe. I always explain to the parents that daily replacement lenses are my primary choice for younger patients in order to decrease their chances of infection. I explain that they no longer have to worry if a young child cleans the lenses properly because they will get a fresh pair every day! In addition, having a whole supply at home limits frustrations of losing, ripping or tearing a lens. No maintenance is required for these lenses, and I think that is a statement that both parents and teenagers are excited to hear. Parents are very receptive to the idea of a daily replacement lens for their children.
Use CL Reps to Educate Staff on Daily Replacement Torics
On several occasions we have taken advantage of the opportunity to have VISTAKON reps come to the office to educate our staff on products available for astigmatic patients. During these sessions, we will usually block our patient schedule for an allotted amount of time in order to have staff training. I have found these sessions to be extremely valuable because our staff is a major avenue of patient education. It is important to educate the staff about all the lens options available to our patients, especially our astigmatic patients. They often ask on the phone when scheduling appointments if our office fits toric contact lenses. It is important that the staff is knowledgeable about our products and services for traditional patients and those who have more complicated cases. The training sessions typically encompass interactive discussion and games to keep the staff interested and engaged.
Typically, sales reps teach our staff about the convenience of a daily toric lens for patients. They usually reiterate the health benefits to patients who will receive a fresh, clean lens every day without any care at all. They explain to our staff that no solutions are necessary when the doctor provides this type of lens. They also give examples to our staff of people who may especially benefit from a daily replacement toric lens such as new wearers, young wearers, part-time wearers, and those who may want a lens for a special occasion.
TRANSITION
Easy Transition to Daily Replacement
Doctors can now easily change patients who already wearing an Acuvue Oasys for Astigmatism to a daily replacement contact lens. Because the design of the 1-Day Acuvue Moist for Astigmatism is based on the design of the Acuvue Oasys for Astigmatism, patients who are happily wearing the Oasys lens will have an easy time switching to the newer modality.
Additionally, I have also been able to upgrade my patients wearing 1-Day Acuvue Moist (spherical) lenses with residual astigmatism to the 1-Day Acuvue Moist for Astigmatism. They appreciate the improved visual correction with a toric lens and do not have to compromise their current modality.
Related ROB Articles
Communication + Frequent Replacement = Happy Contact Lens Patients
5 Ways to Turn Skeptical Patients Into Contact Lens Wearers
Keep Contact Lens Patients Comfortable in Their Lenses…and Keep Them in Your Practice
Dori Wolf, OD, is an associate with Miles & Tisch Eyecare in New York City. To contact her: wdori@hotmail.com
