PHOTOCHROMICS AND KIDS:

Why—and how—you should be dispensing the lenses to your young patients

Children aren't always thrilled at the prospect of having to wear prescription eyewear. But photochromic lenses can do a lot to assuage those feelings, in no small part due to their seemingly magical shift from clear to dark.

But there's also a host of visual benefits as well. We talked to several eyecare professionals in the photochromic “know” about why you shouldn't forget your young patients as candidates for photochromic lenses.

AGES AND STAGES

The age of the patient will likely determine the prime benefits of wearing photochromic lenses. Though there are selling points for every age, there are specific points to bring up with patients depending on how old they are and their specific needs.

■ YOUNG. A common problem among very young children requiring vision correction is light sensitivity. For these patients, photochromic lenses become an obvious choice.

Images courtesy of Transitions Optical

“For younger children who have a hard time keeping their glasses on to begin with, I worry that the lenses staying dark even for a minute when coming indoors will be a deterrent to keeping them on,” says Danielle Crull, ABOM, owner of A Child's Eyes in Mechanicsburg, Pa. “However, if I have a one- or two-year-old with medical issues and a light sensitivity, that's actually going to help the child want to keep the glasses on.”

■ OLDER. For school-age children, there is the convenience of lenses that darken when they go outside and provide comfort in brighter light conditions. But there is simply no denying the “cool” factor as a selling point. The more active and outdoorsy a child is, the more he or she is going to benefit from photochromics.

Bill Curran, ABOC, owner of William J. Curran and Son Opticians in Drexel Hill, Pa., says he sees photochromics as the perfect tool for making kids love their eyewear.

“We can explain to the parents that the lenses are going to help eliminate squinting outside, which leads to eye fatigue and eye strain. But the kids get excited about wearing these lenses. It's one more reason to wear the eyewear,” he says.

PRESENTATION POINTERS

Once parents have been told about the benefits of the impact-resistance of the lens material their child is getting and why, it's time to segue into presenting the photochromic option.

“I go over the material they're getting, and then I just say, ‘Would you like clear lenses or do you want the kind that darken when you go outside?'

Crull adds, “Eight out of 10 of the kids here will say, ‘Yeah, I want to have that!’ Or, they say, ‘Oh, yeah, so- and-so has those and they're cool!”

Dispensing eyewear to children can be a challenge. Their attention spans are short. They may not want to wear glasses. And they can feel intimidated by the whole exam/measurement procedure. Here are some tips for making your youngest patients (and their parents) feel better about their visit. …FOR CHILDREN ■ Use child-friendly equipment and tests, such as chair boosters, kid-centered videos, and fun shapes for eye exams. ■ Use age-appropriate questions to get the desired feedback from young patients. ■ Family-friendly décor—wall murals and waiting room toys—can put children at ease. ■ Accentuate the positives when a child needs glasses. Some kids may not be excited at the prospect, and need positive reinforcement. ■ Let the child take an active role in choosing frames and lens options, such as photochromics. ■ Create a “Wall of Fame” with young patients' pictures, or present each child with a certificate of achievement. …FOR PARENTS ■ Include parents throughout the entire process, exam AND dispensing. ■ Parents' attitudes can influence kids—so creating a positive rapport with them is important. ■ Address every concern or misunderstanding that the parents may have. ■ Educate parents about the steps they should take to ensure continued healthy sight.

For the sports-minded patients, photochromics are a win-win. When participating in outdoors sports, a polycarbonate or Trivex photochromic lens will provide a child with the perfect light protection in every moment of the game, from when the sun is high above to later in the game when it starts to set.

“If you present it as a value, as an item that fits their lifestyle, and as a solution to their specific light needs, the [extra cost for photochromics] isn't really an issue,” Crull says. “The value is already understood. And it's always cheaper than a second pair.”

At H.L Purdy Opticians, which has three locations in New York City, manager and optician Felipe Solano says they use the power of the OD.

“A lot of our doctors have already recommended the lenses, which makes it easier for us at the dispensing table,” says Solano, adding that about 60 percent of his children's lens sales are photochromics.

Besides selling young patients on the cool factor, Solano's opticians educate parents about the ultimate value of the lenses and everything they are getting with them: light protection, UV blockage, and the convenience of having dark and clear lenses in one pair of glasses.

THE COMPLETE PACKAGE

An easy way to present photochromic lenses to parents is as part of a total kids' lens package.

Image courtesy of Vision-Ease

Offering packages that bundle popular kids-focused features satisfies parents' desire to provide the best eyewear and vision at a reasonable value.

■ IMPACT-RESISTANT MATERIAL. Young patients should always be fit with impactresistant lenses, whether it's polycarbonate or Trivex. Those materials also offer lightweight comfort and 100 percent UV protection.

■ PHOTOCHROMIC LENS. This option provides comfortable vision in all light conditions, reduces glare, and helps eliminate eye strain. It also offers the convenience of not having to switch glasses when going outside (a huge plus for kids). And the lenses also provide 100 percent protection against UV rays.

■ AR. An AR treatment is going to provide even more comfortable vision as it reduces glare and provides an aesthetic benefit with reflection reduction. AR also helps with contrast and viewing in dimlighted areas. Photochromics with AR will provide the most comfortable vision in all light conditions.

“We explain that first and foremost, the lenses will be shatterproof, and that they are light and comfortable,” Solano says. “And then we explain the photochromic availability.”

“I very seldom have a parent say no because of the price,” Curran says, adding that he offers a 20 percent discount on photochromics.

SECOND PAIR POTENTIAL

Photochromic lens manufacturers point out that the lenses are intended as everyday wear and aren't meant to replace sunwear. Particularly good second pair potentials:

■ LIGHT SENSITIVITY ISSUES. Photochromic lenses do the trick in most cases, but for bright light like the beach, high wrap sunglasses are warranted, Crull says.

■ SPORTS EYEWEAR. Notes Curran, “If the child is playing outdoor sports, and maybe also indoor sports, they're going to benefit from putting photochromic lenses in their Rec Specs.” EB