news

Hot List: February 2008. Sports Stats

In order to get the full potential out of your sports sales, consider all possible recreational activities your clients might be participating in. Did you know that five percent of adults say they participated in a martial arts program, at least once? Most martial artists don't wear protective eyewear—but they should. Leader Eyewear's racquetball glasses, by Hilco, have been successfully marketed to martial artists on various sports websites. There are a myriad of sports possibilities, and competitors are willing to make purchases. Consider the following figures.

-There are 26.2 million golfers in the United States. More than 45 percent of golders are between the ages of 18 and 39. Seniors comprise another 33 percent. That's a lot of people who could benefit from tinted lenses.

Essilor Teams up

Essilor of America and Transitions have teamed up to offer new Transitions VI technology in Essilor's key lens brands including Varilux, Crizal, DEFINITY, Airwear, and Thin&Lite.

"Essilor is pleased to partner with the leading provider of photochromic lenses to offer ECPs and their patients a collection of exceptional products that provide the ultimate in visual performance," says Carl Bracy, vice president of marketing for Essilor of America. "Through innovative and marketleading technologies, the brands that ECPs know and trust are now available in the most advanced photochromic lens to help better preserve the eye health of patients."

The launch will be supported by an extensive marketing campaign featuring the tag line, "Advanced visual performance is an event worth seeing." Focus will be on new, advanced technology, enhanced everyday visual quality and eyecare health protection benefits of Transitions VI lenses with the most trusted Essilor brands. The campaign will be directed to ECPs and consumers throughout 2008.

Essilor of America has also acquired Interstate Optical Co., with two labs in Mansfield, Ohio, and Indianapolis, Ind., serving ECPs in 32 states. The company has 210 employees and sales of $26 million.

They also made an equity investment in Unilab in northeastern Brazil. It has a distribution subsidiary, a plant, and five lens treatment centers.

Next month, EB will look at other lens launches in Transitions VI.

VCA & SAA announce Merger
The Vision Council of America (VCA) and the Sunglass Association of America (SAA) announced the merger of the two organizations at the VCA Executive Summit in January. A new Sunglass and Reader Division will be created within VCA to provide the infrastructure, resources, and support needed to grow this area of the industry. The Sunglass and Reader Division will be open to all VCA members, in particular those who distribute their products through non-optical channels. Division activities will address the unique needs of its members, including consumer outreach, standards development, and regulation monitoring. The addition of these companies raises VCA's membership to 322 companies. This represents a 22 percent gain since 2007 and a two-year increase of 36 percent. A full rundown of the events and news from the VCA Executive Summit will run in EB's March issue.

VCA & SAA announce Merger

The Vision Council of America (VCA) and the Sunglass Association of America (SAA) announced the merger of the two organizations at the VCA Executive Summit in January. A new Sunglass and Reader Division will be created within VCA to provide the infrastructure, resources, and support needed to grow this area of the industry. The Sunglass and Reader Division will be open to all VCA members, in particular those who distribute their products through non-optical channels. Division activities will address the unique needs of its members, including consumer outreach, standards development, and regulation monitoring.
The addition of these companies raises VCA's membership to 322 companies. This represents a 22 percent gain since 2007 and a two-year increase of 36 percent.
A full rundown of the events and news from the VCA Executive Summit will run in EB's March issue.

Wal-Mart & CL Company Set Agreement
Wal-Mart Stores, Inc. and 1-800 CONTACTS have announced a long-term agreement to "bring contact lenses to more Americans at lower prices," company representatives note. The alliance will create efficiencies across their call centers, websites, purchasing, and distribution efforts. The partnership is expected to result in customer savings that are estimated at $400 million over the next three years. Dr. John Agwunobi, senior vice president and president for Wal-Mart's professional services division notes, "Lowering costs and increasing convenience will make it easier for patients to follow their doctor's advice and replace their lenses as recommended." The companies expect to integrate store, web, and phone service in Q3.

Wal-Mart & CL Company Set Agreement

Wal-Mart Stores, Inc. and 1-800 CONTACTS have announced a long-term agreement to "bring contact lenses to more Americans at lower prices," company representatives note.
The alliance will create efficiencies across their call centers, websites, purchasing, and distribution efforts.
The partnership is expected to result in customer savings that are estimated at $400 million over the next three years.
Dr. John Agwunobi, senior vice president and president for Wal-Mart's professional services division notes, "Lowering costs and increasing convenience will make it easier for patients to follow their doctor's advice and replace their lenses as recommended."
The companies expect to integrate store, web, and phone service in Q3.

New Leader for B&L

Bausch & Lomb has named Gerald M. Ostrov as chairman and CEO. He will take the reins as current chairman and CEO Ronald L. Zarrella retires.

Ostrov was most recently company group chairman, Worldwide Vision Care, for Johnson & Johnson, where he led the company's global Vision Care businesses from 1998 to 2006.

Zarrella will serve as chairman emeritus.

Hilco Acquires Sadler

The Hilsinger Company (Hilco) has acquired Sadler Brothers, Inc., a supplier of hand tools, equipment, parts, and supplies for eyewear manufacturing, processing, and dispensing.

Operations will be fully integrated in the first quarter of 2008, with several Sadler staff members joining Hilco. Tom Sadler, Sadler's president and CEO, will be a director at Hilco. Located in Attleboro, Mass., seven miles from Hilco, Sadler was founded in 1863 and has been continuously owned and operated by the Sadler family for six generations.

"The addition of Sadler provides more smart optical solutions for our valued customers and strengthens our industry-leading professional accessories product line," says Hilsinger president Bob Nahmias. "What's more, we're gaining highly experienced, valuable management talent to assist with the next stage of our growth."

AOA Names New Leader
The American Optometric Association has appointed Barry J. Barresi, OD, PhD, to serve as executive director of the 34,000-member organization, effective July 1. Barresi is currently president of the New England Eye Institute and vice president of clinical affairs at New England College of Optometry. He replaces Michael D. Jones, OD, who is retiring on June 30, after serving as AOA's executive director for 10 years. In addition to being a longtime volunteer for AOA activities, Barresi has a 30-year optometric career as a practitioner, clinical teacher, lecturer, academic administrator, business and health care executive.

AOA Names New Leader

The American Optometric Association has appointed Barry J. Barresi, OD, PhD, to serve as executive director of the 34,000-member organization, effective July 1.
Barresi is currently president of the New England Eye Institute and vice president of clinical affairs at New England College of Optometry. He replaces Michael D. Jones, OD, who is retiring on June 30, after serving as AOA's executive director for 10 years.
In addition to being a longtime volunteer for AOA activities, Barresi has a 30-year optometric career as a practitioner, clinical teacher, lecturer, academic administrator, business and health care executive.

In 2007 The Hilsinger Company completed four acquisitions including Sadler, Franel Optical, Optical Warehouse, and On Guard Safety.

STAT BOX: Hot Eight
According to a survey of EB's ECP readership, premium lens products like PALs, AR, free-form, and computer lenses top the list of expected growth categories for 2008. PALs AR Free-form/digitally surfaced lenses Computer lenses High index Photochromics Single vision Polarized Sponsored by Essilor USA.

eyecare BUSINESS

Co-Sponsors Frame Program

With International Vision Expo East right around the corner, Eyecare Business is pleased to announce its co-sponsorship of the Frame Buyer Certificate Program, a track of inventory management- and bottom line business-focused continuing education courses held exclusively at International Vision Expo shows.

"Our magazine's tagline reads, 'Retail strategies for profitable dispensing,'" explains Steph De Long, EB's editor-in-chief. "Co-sponsoring this program is both an honor and a logical step for us. These inventory management courses fit perfectly with our business-building mission."

TOOLS AND TRAINING

Designed for frame buyers and dispensary managers, the program will consist of 20 hours of ABO-approved continuing education at the upcoming International Vision Expo East show.

To earn a certificate of completion, an eyecare professional may attend any eight hours of courses on this track of quality, product-generic education about basic business skills as well as how to select, manage, monitor, position, and promote a frame inventory.

EB joins the Vision Council of America Eyewear and Accessories Division in sponsoring the program. Explaining its importance, E&A Division Chair Jamie Shyer says, "The VCA values and understands the important role a frame buyer or optical dispensary manager plays. By co-sponsoring this, we make it possible for ECPs to access the tools and training that can assure their personal development and professional success."

RETAIL AND OPTICAL

Speakers include a combination of optical and outside experts. For example, panelists on the Retail Visual Merchandising program will include two outside merchandising experts—Travis Reed, a professor, author, and visual merchandiser from Macy's in Chicago, and Eric Feigenbaum, chair of the visual merchandising department at Laboratory Institute of Merchandising in New York and an editor of Visual Merchandising and Store Design magazine.

Why are these classes and a frame certificate program so important? "Since a well-managed dispensary can account for over 60 percent of a practice's or business's profit," explains Shyer, "we felt this was a vital program to support. We want attendees to have programs that will not only enrich their knowledge, but also grow their profits and viability."

The courses will run throughout the course of both International Vision Expo shows. Include show dates here and add web address.

AT A GLANCE
INVENTORY MANAGEMENT Look for the Inventory Management logo beside course titles online at www.visionexpoeast.com and in the directory to determine which ones are part of the Frame Buyer Certificate Program. At International Vision Expo East THEY INCLUDE: Thurs., April 10: Communicating Value Differences in Frames Fri., April 11: Fashion Panel; Product Pricing Strategies; Frame Inventory Management; and Want vs. Need Sat., April 12: Maximizing Dispensary Potential; The Power of Branded Eyewear; and Eyewear Pricing Strategies Sun., April 13: Profitability Benchmarks, Frame Technology, and Retail Merchandising. To register, go to visionexpoeast.com

AT A GLANCE

INVENTORY MANAGEMENT
Look for the Inventory Management logo beside course titles online at www.visionexpoeast.com and in the directory to determine which ones are part of the Frame Buyer Certificate Program.

At International Vision Expo East
THEY INCLUDE:

Thurs., April 10: Communicating Value Differences in Frames

Fri., April 11: Fashion Panel; Product Pricing Strategies; Frame Inventory Management; and Want vs. Need

Sat., April 12: Maximizing Dispensary Potential; The Power of Branded Eyewear; and Eyewear Pricing Strategies

Sun., April 13: Profitability Benchmarks, Frame Technology, and Retail Merchandising. To register, go to visionexpoeast.com

STAR Gazers

1. Teen sensation Miley Cyrus doesn't need a body double to be sure she looks fine in Coach style Whitney, a preview gift for the Grammys from Marchon.

2. Happy single mom Reece Witherspoonmay not be up for an Oscar this year, but she's still looking like a winner in Oliver Peoples style Ilsa.

3. Widely known as the "Queen of Hip Hop Soul," Mary J. Blige has sold more than 40 million records worldwide, and received over 26 Grammy Award nominations. The singer wears Chrome Hearts Disfunctional from the Optical Shop of Aspen.

4. Kate Moss has been called one of the most photographable models of all time. But she's just as fashionable when she's not working. Known for setting trends both behind the camera and in her everyday outfits, Moss steps out wearing Oliver Peoples style Dulaine.

5. Born in Houston, Jennifer Garner began her acting career as an understudy in New York. Today, she dazzles movie audiences, but is perhaps best known for her starring role on the TV show Alias. Garner looks flawless wearing Christian Roth style 14273 from Charmant.

6. It was more than 15 years ago, now, when Gwen Stefani first appeared on the music scene as the frontwoman of the ska band No Doubt. The singer/fashionista recently sported Stella McCartney style STM54s from Safilo.

VSP

Most Admired…Again

VSP Vision Care, ranked number 53 on FORTUNE magazine's 2008 list of the '100 Best Companies to Work For'. This is the ninth consecutive year that the Sacramento-based company has been included on the list.

"It's an honor to be recognized for the ninth consecutive year as one of the best companies to work for in America," said VSP Vision Care president and CEO Rob Lynch.

The complete list and related stories appears in the Feb. 4 issue of FORTUNE and at the website, www.fortune.com.

Test Your Mettle!
Take a crack at these questions for ODs from a previous Varilux Optometry Super Bowl and for opticians from a National Federation of Opticianry Schools College Bowl. OPTOMETRY Q. What category of glaucoma medications can cause cystoid macular edema in pseudophakic patients? OPTICIANRY Q. There is a location on a lens known as the PRP. What does PRP stand for?

Test Your Mettle ANSWERS
Thanks to Essilor and the NFOS for providing this month's questions and answers. Optometry Answer: Prostaglandins Opticianry Answer: Prism Reference Point

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