Focus: Low Vision

This report on EB's low vision survey reveals what ECPs have to say about the benefits, and challenges, of adding this specialty to a practice

By Heather Walter

According to our just-completed survey of optometrists who offer low vision services, social responsibility is a growing force behind a doctor's decision to provide care to partially sighted patients.

This is the third time in the last decade that Eyecare Business has interviewed ECPs about low vision. While most of the ODs participating in our phone survey continue to cite practice differentiation as the top reason for adding low vision (see sidebar), two other factors—the aging population and a sense of "social obligation"—have become increasingly important.

SHIFTING PRIORITIES

The number of doctors who tell us that social responsibility is the reason for adding low vision has doubled since our first survey in 2002. And, while the aging population was the driving force of only two percent of the doctors back then, our just-completed survey shows it's now the main reason more than 17 percent of them have added low vision services.

Other big differences? Back in 2002, the industry was optimistic about the prospect of reimbursements to doctors for both services and devices. There's substantially less reason for such optimism now.

On the other hand, back in 2002, more ECPs surveyed were looking ahead to the future needs of the population—and to future opportunities for growth. Now, however, 30 percent of them tell us part of the reason they remain in low vision is in order to respond to the already-changing needs of their current patient base.

For myriad reasons, doctors have added low vision to their practice. Image courtesy of Eschenbach

WHO DISPENSES WHAT

When it comes to devices, magnifiers continue to be the most-sold product category. Currently, 47.5 percent of survey participants report they sell magnifiers only. That number hasn't changed dramatically since 2002, when half of the respondents said they solely dispense magnifiers.

In terms of growth, however, 30 percent of this year's respondents report they now prescribe a broad spectrum of optical devices, including telescopes and low vision spectacles. And, one out of five optometrists surveyed say they have expanded and currently dispense all types of devices—including video magnifiers and non-optical aids.

ECP EDUCATION

As the category grows, more ECPs are seeking opportunities to learn about low vision—including device training, coding, and best practices. This year, respondents stressed the greatest need for staff training, especially for dispensing devices.

Asked where they have recently obtained training and education in low vision, doctors responded:

■ 52.5 percent…trade show seminars
■ 35 percent…professional association seminars
■ 10 percent…online (especially vendor-sponsored training)
■ 2.5 percent…no response

Nearly half said they hope more online training will become available because it is the most "convenient" and "cost-effective" venue.

In terms of subject matter, we asked them to answer "all that applied" to the most important areas in which they need more help.

The top four:

■ 85 percent…reimbursement and coding
■ 75 percent…staff education and training
■ 60 percent…marketing
■ 60 percent…device dispensing protocols

There's no question providing low vision services can be challenging. Nonetheless, seven out of 10 respondents said that, based on their experiences to date, they would still add low vision if they had it to do over again. Of the remaining 30 percent, half weren't quite sure. The rest (15 percent) reported that less-than-anticipated revenues would make them rethink their decision.

That being said, however, nearly all agreed that, given the aging population, the low vision category—and the revenues associated with it—will grow exponentially over the next 10 years. EB