Contact Lenses

The Multifocal Contact Lens Spurring Practice & Profitability Growth

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By Jennifer A. Dattolo, OD, FCOVD

March 25, 2020

When patients become presbyopic, there are often worries about inconvenience. Who wants to always need to carry reading glasses? Many do not want to regularly wear glasses during the day. Fortunately, I have found a multifocal lens, NaturalVue® Multifocal 1 Day Contact Lenses, that addresses all of my patients’ concerns. It comes the closest to replicating youthful vision.

I have been prescribing NaturalVue Multifocal 1 Day Contact Lenses since the product’s debut a few years ago. I believe this lens provides clearer and sharper distance vision, while not compromising clarity at intermediate and near, compared to other multifocals contact lenses on the market.

A Lens Propelling Growth & Profitability
I have approximately 1,800 presbyopes in my three-year-old practice. Approximately 350 of my presbyopes are wearing multifocal contact lenses. Over half of those multifocal wearers are in NaturalVue Multifocal 1 Day Contact Lenses.

These contact lenses allow my practice to make a much larger profit compared to other multifocal lenses. My patients respond well to the fact that the company supplies exclusively to private practitioners. Once they experience the visual benefits of NaturalVue Multifocal 1 Day Contact Lenses they are willing to pay for this specific lens instead of trying an alternative multifocal contact lens design that they can purchase online for less money. These patients are very enthusiastic. They tell others about the lens they are wearing and refer friends and family to our office. These enthusiasm-based referrals continue to help us grow.

Multifocal contact lens patients typically require 30 minutes of chair time. My fitting fees for a multifocal are 2.5 times higher than for single vision contact lenses. A third of my revenue comes from the fitting and sales of multifocal contact lenses. We anticipate this revenue trend will continue to increase as we grow.

Giving Patients the Newest, Best Technology in Contact Lenses
Consumers want the newest, best technology available, and patients are no different. I educate my presbyopes about the health benefits of a daily disposable contact lens modality. I also discuss how the NaturalVue Multifocal 1 Day Contact Lens design works differently than others they may have tried in the past. I explain the extended depth of focus concept and how there will be much less compromise in their vision at all distances. Once this is done, most patients request to evaluate the lens and see for themselves.

Give Patients All Options, Sharing the Choice that Worked for You
I inform my presbyopic patients of all their options. When discussing multifocal contact lenses, I manage patient expectations by informing them upfront that there will most likely be a compromise of some sort.

Showing patients that there is a lens like NaturalVue Multifocal 1 Day Contact Lenses, which allows superior vision with fewer compromises, often simplifies their choice.

Marketing Advantages of a Top Multifocal Lens
The best marketing for our office is direct, one-on-one patient discussion regarding multifocal contact lens options. Word of mouth from successful, satisfied patients can be the most valuable tool a practitioner can have to market multifocal contact lenses.

We also have printed literature available in our reception area for patients to read prior to their evaluation. We want our patients to know that we offer the most advanced, up-to-date contact lens technology, including in multifocals. It makes the transition into presbyopia that much easier. Patients realize that with a lens like NaturalVue Multifocal 1 Day Contact Lenses few compromises are necessary to attain great vision at all distances.

Disclaimer: Dr. Dattolo is a member of Visioneering Technologies, Inc. Speaker’s Bureau

 

Jennifer A. Dattolo, OD, FCOVD, is the owner of Eyes on Towne Lake in Woodstock, Ga. To contact her: jdattolo@eyesontownelake.com 

 

 

MKT-NVM-AP34

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