Hands On - Lens Tips
Hands On AR
by Karlen Cole McLean, ABOC, NCLC

Gaining a comfort level with anti-reflective lenses can go a long way in driving product sales. With the knowledge of how the product works and how to explain its use and maintenance, dispensers will have more confidence in recommending these lenses.

Following are tips for working with AR lenses.

1. TALK IT UP

Be sure to mention the statistics: Most multi-layer ARs increase light transmittance to around 99 percent, as compared to 93 percent in standard plastic lenses.

Establish uniform policies on how to present and dispense AR. Educate staff on the features, benefits, and advantages of AR, and make sure every staff member wears AR lenses.

Understanding the care and handling of AR lenses will keep dispensers and patients happy Photo courtesy of Zeiss Optical

2. CORRECT ADJUSTMENTS

Use a hot air warmer, not a bead pan, for eyewear adjustments with AR lenses to avoid abrading or contaminating lenses.

3. SELLING STRATEGY

Consider rewarding employees with a commission for every pair of AR lenses sold to boost AR business.

4. GLASS ACTS

Glass lens material provides the most stable base and longer life-of-wear for AR, and AR adds to the visual clarity of glass lenses.

5. FINDING FAULT

Investigate when there is an AR failure. If someone has had crazing or lifting of the AR, consider how the eyewear is stored. When there's been an AR failure, it may be a maintenance issue. Ask patients how they clean their eyewear, then explain new AR technology and cleaning tips.

6. PROMOTIONS IN MOTION

Offer a complimentary lens cleaning package that features your practice name as well as a cleaning cloth and liquid and care pointers.

7. PICK A PARTNER

Partner with a wholesale lab that offers state-of-the-art AR and other coating technology in-house. Find a lab that provides a variety of coatings in-house.

8. EVERYBODY LOVES AR

AR may not be for everyone, but it will work well for the majority of patients. Think creatively; present AR consistently.