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Five Questions for…

Thomas R. Shone was promoted to president, CooperVision U.S. He is now responsible for the sales, marketing, customer service, and professional relations functions within the organization. EB tapped his expertise for contact lens insight.

1 How can contact lenses maintain and gain market share?

TS: The either/or mentality really isn't a reality. Full-time CLs wearers also purchase glasses.

Encouraging patients to wear daily disposable CLs for sport or multifocal CLs for weekend or weeknights out are two great examples of how eyewear and CL wear can complement each other.

2 What can U.S. eyecare professionals take from overseas to better their businesses?

TS: Daily disposable lenses are the number one modality in Japan, and have three-to-four times the penetration in Europe than in the U.S. ECPs should take a look at the daily disposable category as an opportunity to improve their businesses.

3 What is the CooperVision U.S. five-year plan?

TS: Biofinity was our entry into the silicone hydrogel category. This includes the launch of toric and multifocal silicone hydrogel lenses over the next two to three years.

We'll also leverage the strength of our Aquaform technology in the two week category with a new formulation. Multifocals and torics will remain strategic categories.

4 How can the contact lens marketplace get re-energized?

TS: We've seen research that shows patients are not as happy as they'd like to be in their contact lenses, and they have little understanding of the options available to them.

Now is the time for the entire industry—manufacturers, retailers, and private practices—to be proactive in discussing the options with patients and prospective patients.

5 What are the top ways ECPs can grow their contact lens business?

TS: Take a look at daily disposable lenses. Safety and convenience combined with value present a great opportunity for ECPs to move patients into a modality with outstanding health benefits and compliance.