first person

five Questions for…

by Amy Spiezio

Rob Lynch, VSP

VSP just made one of the largest acquisitions in optical history, buying U.S. frame manufacturer Marchon for more than $700 million. Rob Lynch, company president and chief executive officer, took a moment to speak exclusively with EB about the move and the marketplace.

Q As the economy tightens up, how can eyecare practitioners make their businesses more successful?

A Steadfastly focusing on providing the best personalized eyecare experience for patients is the foundation of success during challenging economic cycles. It's also important to seek out a partner that provides a complete eyecare solution and is committed to the success of the eyecare profession.

Q What is a lesson from managed care that translates to the optical community?

A I think there are lessons to learn from focusing on innovation and adopting new technology. Practices can reduce administrative costs and increase productivity by working with companies, like Eyefinity and OfficeMate, that deliver a broad range of new technologies and enhanced practice support services.

Q What role do you see for the small mom-and-pop shops in this marketplace?

A Delivering the highest-quality patient care is one of the most important differentiators in business, and it transcends the size of the practice. Smaller practices that uniquely cater to their customers' needs can excel in the marketplace.

Q Marchon has strong connections with the optician community; how will VSP alter its panel relationships with this group?

A Opticians play an important role in delivering eyewear, and Marchon remains focused on its mission of supporting its entire customer base with the best quality products, merchandising, and marketing. The VSP eyecare network includes opticians, provided they work within a doctor's practice, where VSP members can receive both exams and eyewear.

Q What do you see happening in the next five years in optical?

A I anticipate continued consolidation in the wholesale and retail segments. Companies will also look for greater business efficiencies and international expansion.

VSP's acquisition of Marchon and OfficeMate is an important advance in supporting the future of private practice eyecare because it secures access to world-class products, technology, and services from a company that is committed to the success of eyecare professionals.

We'll continue to innovate and provide high-quality choices to help eyecare professionals be more efficient and successful with delivering the best patient experience. We're more competitive and can deliver greater value to all our customers.

Generally, consumers value their eyecare benefits and will increasingly view an annual eye exam as an important part of their preventive health regimen.

The potential productivity gains and reduced healthcare costs encourage clients to continue to offer eyecare benefits, even when premiums for medical coverage continue to increase. EB