Is Your Glass Half Full or Half Empty?

VOL. XXXII NO. 01 JANUARY 2015
Practice Management and Purchasing Services for Independent Eye Care Professionals
Blocknotes
BBG Bottom Line
Is Your Glass Half Full or Half Empty?
I had spoken with many independent eyeIcaren 2014
professionals. The prevailing theme seemed
to be ‘What am I going to do about this problem
and what am I going to do about that problem.’ I
think that 2015 should be the year of the solutions.
So with that in mind let’s focus on the solutions
rather than the problems.
Elite Vendor Program = $$$
The Elite Vendor Program is back for 2015. Many of you will be
receiving your 2014 year end rebates next month. Due to the
success of the Program, some vendors have upgraded the Elite
Vendor Program offerings for 2015. Contact Block Business
Group Customer Service for more information. BBG
Solution Number 1.
Michael Block
Let’s talk about increasing revenues from managed
care patients. The best way to do this is to spend time talking to
these patients about their lifestyle needs as it relates to their work
and leisure activities. Make them aware of frame and lens designs
that will help them improve their day to day living. If you succeed in
convincing them that they should upgrade their eyewear from the
basic plain vanilla managed care offering, you now have to convince
them that they can afford it.
Every office that accepts managed care patients should be offering CareCredit to their patients. For those of you unfamiliar with
CareCredit, please see the information in the box to the lower right
of this column. In a nutshell CareCredit allows you to offer your patients an interest free loan for up to 24 months. I recommend that
when presenting the amount of the upgrade or extra pair, instead
of saying, for example, "$400", why not say "$33 per month interest
free for one year." Research has shown that patients are 30% more
likely to upgrade at the time of purchase and 50% more likely to buy
a second pair if CareCredit is an option. A CareCredit flyer is included with this newsletter.
Solution Number 2.
You can compete with chain stores. Retail chains do approximately
65% of their business after 5 p.m. and on weekends making the
hours very convenient for working people. While it is difficult for
the average independent to compete with those hours, why not try
staggering your hours one or two days a week by starting later and
keeping later hours a couple of days a week and keeping your dispensary open on Saturdays. Fortunately, there are many patients
out there who prefer the professionalism and quiet privacy of an
independent office. It’s your job to constantly remind your patients
of the professional and personalized service they will receive at
your office. Also, it’s important that you and your staff take the time
to educate your patients about all new lens and frame options that
might be beneficial to them. Your patients will be grateful for the
information and will look forward to returning to your office next
time for their eyewear needs. And who knows, they may even recommend a friend as well.
Solution Number 3.
You don’t need to lose patients to the internet. The internet cannot
examine their eyes, nor can it accurately measure patients for progressives or other types of specialty lenses. If patients are requesting PD information explain to them that your practice charges $50
for single vision, $75 for bifocals and $100 for progressives. Tell
them that these fees are included when they purchase eyewear
from you. Also remind them that you pretty much warranty their
eyewear for its useful life in the form of adjustments or fittings,
cleanings, and repairs. Let them know that there are many highly technical lens choices that require professional advice to help
you see better, and today there are so many frame choices that a
trained professional can help you look better as well.
Have a happy and profitable New Year.
CareCredit helps upgrade patient purchases and
increases second pair sales. According to an independent optical practice study, the average sale with
a CareCredit healthcare credit card is 30% higher than
purchases made with cash or major credit cards. Patients are also 50% more likely to purchase a second
pair.
Block Business Group members save 25% on standard
provider processing fees. For more information please
call 800-859-9975 (press 1, then 6) or visit www.carecredit.com. You can also check out the flyer enclosed
with this month's statement for more information.
BBG
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.
2
Elite
Vendor News
Silhouette Introduces the Rimless Carbon T1
Collection
he sporty design of the temT
ple made of high-tech titanium
and SPX+, and the extremely
fine texture of the carbon fiber
translate into a one-of-a-kind
experience. The innovative
resin-backed carbon fiber
weave is an in-house development by Silhouette. According
to how the light falls, it shimmers in either black-matte or
grey-shiny, emphasizing the carbon element of the faceted temple.
Visit silhouette.com or call 800-223-0180.
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Altair Introduces bebe Eyewear for Spring
his optical and sun
T
collection features an array
of looks that will fit every
bebe girl's mood. Featuring
geek-chic and retro cat-eye
shapes, these styles are
perfectly fashioned with
stunning baguette logo crystals, iridescent lace, Austrian
crystals, pyramid studs and
flirty custom animal prints.
Call 800-505-5557 or visit
altaireyewear.com.
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Safilo Releases the BOSS Spring / Summer
2015 Collection
hese men's sunglassT
es reflect a classic style,
combining functionality
with design thanks to their
exclusive Optyl construction. This innovative,
patented material allows
for extremely light shapes,
perfect for a comfortable
fit and complemented by
contemporary colors and
subtle details. Features flex hinge, key-shaped bridge, and the new
graphic detail on the temple-tips. Featured are models 0665/S and
0666/S. Call 800-631-1188 or visit safilo.com.
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Ogi Eyewear Introduces
Model 9209
ursts of watercolor inspired streaks
B
harmonize with coordinating colored
metal temples. This feminine combination frame features lively blends of
color in the translucent tinted acetate
front and tips, a smooth swooping
brow and carved stainless steel
temples. Call 888-560-1060 or visit
ogiframes.com.
Marcolin Introduces Two New Tod's Sunglass Styles
od's expands its collection
T
to include new sun and optical
styles in line with the brand's
sophisticated, exclusive look.
Exuding the charm of past times,
men's acetate sunglass model
TO0149 features a rounded
shape, a thin metal bridge and
the exclusive T-lion logo on the
temple ends. Classic aviator
TO0152 acetate sunglasses feature leather lined temples in a
plaited design. Call 800-537-9265 or visit marcolin.com.
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Aspex Eyewear Adds New Greg Norman
Style
reg Norman
G
men's metal style
GN247 features
plastic temples and
360° Turboflex hinges. This model is available in satin gold / black
& red, satin chocolate / dark & light brown, and satin black / black
& blue with size 55/13/135. Visit aspexeyewear.com or call 888416-3937.
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Morel Introduces Lightec's Alpha 33
andmade acetate is finely
H
worked in three layers using
color and processes for a
shiny, intense exterior and
brightly colored translucent,
matte interior. This woman's
frame is fitted with Morel's
exclusive patented screwless
and springless Alpha hinge system. Available in six contemporary shapes, three full-rimmed acetate models and three
semi-rimless stainless steel models. Visit morel-france.com or
call 800-526-8838.
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ProDesign Adds Essential Stainless Steel
Models 1289-1294
ach frame features only
E
one strong color which is
the theme for this collection.
ProDesign mixed highly commercial shapes with more
unique shapes, all featuring
tops that have some volume
while the bottom is kept
quite thin. The combination
between the rounded finish
of the edges makes this
product nice to hold and
wear. Call 800-654-6099 or
visit prodesigndenmark.com.
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.
3
Elite
Vendor News
ClearVision Introduces Its 2015 Sun Collection
his collection
T
consists of over
80 styles and
includes must
have, fashion
forward styles
featuring some
of today's most
sought after
trends including black & white, nude and soft colorations, tortoise,
translucent materials and flash mirror lenses, along with a large
selection of styles for hard to fit patients including Petite Fit and XL
Fit frames for men. Included in the collection are styles from
BCBGMAXAZRIA, Cole Haan, Ellen Tracy, Marc Ecko Cut & Sew,
IZOD, Jessica McClintock and PuriTi 100% Titanium. Featured left
are Cole Haan, and right, BCBGMAXAZRIA models. Call 800-6453733 or visit cvoptical.com.
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Charmant Releases Dolce from LineArt
emple line features a heart-like
T
shape, and consists of two delicate Excellence Titan strands that
intertwine and form a horizontal
heart that is also three-dimensional.
Excellence Titan is 100% nickel-free
with special memory functions that
help eyewear maintain the original
shape. New nose pads with 'adaptive effect' gradually change shape
to confirm to the wearer's nose.
Featured are models XL2065,
XL2064, XL2063 and XL2066.
Visit charmant.com or call 800-6452121.
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Fatheadz Delivers Oversized Frames
Fatheadz is the original oversized
cost effective solution to price sensitive buyers, featuring a full line of
metal and plastic oversized frames
with eye sizes up to 65mm. With
endless styling, this line is perfect for
your larger headed customers. Call
800-561- 6640 or visit fatheadzeyewear.com.
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Kliik Denmark Adds Model K-527
T
his is a semi-rimless stainless steel
model for women with a sharp look
that is uniquely KliiK denmark. Twotone rectangular shape adds drama
to the frame, and the quilted pressed
pattern on the temples adds surface
interest. In brown turquoise, red
melon, purple black and black white
with size 51/18/140. WestGroupe
customers call 855-455-0042. U.S. Western states customers call
Classique Eyewear 866-604-5700. Visit kliik.com.
Tura Introduces New Brendel Models
Four new edgy yet wearable optical models are being introduced.
These artistic frames include custom animal prints and two-toned
pressed patterns that exquisitely blend with feminine shapes, luxurious accents, and rich colors at a good value. Featured left are styles
903025 and 924003, and right, 922020 and 922019. Call 800-2428872 or visit tura.com.
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Marchon Introduces Lacoste Leather Edition
he new Lacoste Leather Edition
T
consists of rich details, high-quality
materials and distinguished style.
Specifically designed for this collection
is a new, round metal emblem marked
with a tennis racket and 1933, the
brand foundation date, is positioned
on the inner temple tips. Top is model
L160SL, and L159SL bottom. Call 800645-1300 or visit marchon.com.
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Rem Launches Converse Custom Customizable Eyewear
ustomers can now come to
C
your optical shop to build oneof-a-kind products with Converse Custom kiosks for independent eyewear retailers.
Complete with an assortment
of hip Converse frames and a
built-in iPad, consumers build
their eyewear at the kiosk by
choosing their style and selecting from a variety of designs to be laser
engraved into the eyewear before it is sent to the retail location for
lenses to be inserted and the frame adjusted on face. For program
enrollment information call 800-423-3023 or visit remeyewear.com.
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Lafont and Clinique Collaborate to Create
Chic Looks for Women
T
hese two companies with
deep-rooted family histories
that share a passion for color
are pairing pretty makeup
with fashionable frames to
create eye-popping looks for
women who wear glasses.
Divided into four looks, each
proving that women who wear glasses need not sacrifice wearing makeup to accentuate their features. Visit lafont.com or call 800-832-8233.
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.
4
Elite
Vendor News
Eastern States Adds Eight Excess Styles
Luxottica Unveils New Tiffany Styles
hree new plastic styles feature
a div erse range of color schemes
incluing several animal print laminates
or clever fades. Two stainless steel
styles are petite with sizes 48 or 49,
featuring architectural temple shaping
and two-toned color schemes for a
bright, youthful look. This collection
premieres three "Montage" styles,
featuring a thin stainless steel skeleton
with an epoxy skin providing a soft
texture and a subtle touch of added
dimension, revealing faint striations in
each color. Call 800-645-3710 or visit
eseyewear.com.
iffany & Co. introduces new
T
options in the Tiffany Eyewear
T
Supplier Announcements
Block Business Group Introduces
New Practice Builder
Clompus Consulting Group
Most consumers visit multiple websites before deciding which eye
care professional to trust for their vision care. Wouldn't it be great
if you could "speak" to potential patients about why they should
choose your office? Now you can with a new service from The
Clompus Consulting Group. With extensive experience in private
practice and industry, Richard Clompus, OD will help you write,
edit and record your own broadcast quality audio message for
your website. The recording session is done from your home or
office using a new USB Plantronics headset over the Internet. A
high quality mp3 audio file is delivered that your web service can
place on your website. It's so affordable and stressless that many
offices choose to update their messages several times a year to
highlight professional services, sunwear in the spring and back-toschool exams in the Fall. Visit www.ClompusConsulting.com to
view a brief video explaining the process. Fill out a contact form,
and Clompus Consulting will review your website and call you
with recommendations. Block members receive a 10% discount.
Paws N Claws Eyewear Release Limited
Edition Frames
hese limited edition ADOPT
T
frames benefit the ASPCA as Paws
N Claws makes a donation for
each frame sold. Featured are
PAWS-A.903 in m. purple / gun and
m. black / gold, and PAWS-A.902 in
purple / wine. Call 800-223-0167 or
visit pawsnclawseyewear.com.
Costa Introduces Cortez Sunglasses
ortez is designed for anglers,
C
and offers a large fit with a bold
wrap shape meant to block glare
from entering from the sides.
Linear venting system alleviates
lens fogging, and temple tips feature open slots for a retainer cord.
Cortez is built of co-injected molded nylon with sturdy integral hinge
technology. With hypoallergenic rubberized interior lining and nose
pads. Visit costadelmar.com or call 800-447-3700.
collection. The latest offerings
in the optical and sun categories interpret such iconic jewelry designs as Tiffany Atlas®,
Tiffany Keys and Tiffany Twist.
Featured left are Tiffany Atlas
TF2102, Tiffany Atlas® TF3047K,
Tiffany Atlas® TF4097, Tiffany
Keys TF2106, Tiffany Keys
TF2105H, and right, Tiffany Keys
TF4101, Tiffany Keys TF4099H, Tiffany Twist TF2104, Tiffany Twist TF4098
and Tiffany Twist TF4102. Visit luxottica.com or call 800-422-2020.
L'Amy Launches Columbia Eliminator Performance Suns Models
ith features such as "H90" featherW
weight frame technology and Eliminator
polarized lenses that block 99.99% of reflected glare, Vasco 100 & 200 exemplify Columbia's core values of outdoor,
long-wear comfort and performance. Both
are designed for work-to-play functionality
and are classically styled with an aggressive sport
bridge for a masculine edge. Frame fronts made of durable, anti-corrosive stainless steel. Call 800-243-6350 or visit lamyamerica.com.
Fantom Optics Adds New Eyemusement Model
ew to Eyemusement is the Metro
N
model shown here in black. Special offers are available for Block members. Call
800-322-6644 or visit eyemusement.com.
Colors In Optics Adds Steve Madden Styles
T
his season's
collection features
animal prints along
with pop colors to
show your 'artsy' side.
Fun materials in bold expressive tones offer a boutique look at an
aspirational price. Prints are based on Steve Madden's trendy footwear. Gift card promotions are currently available to new and existing
customers. Featured are P126, P125 and P127. Visit colorsinoptics.com
or call 866-393-3374.
Modern Optical Adds Six Geneviéve Boutique
Styles
T
he Geneviéve Boutique collection presents beautiful eyewear
tastefully designed with
unique accents that
range from flirtatious to
elegant. This ultra feminine value priced collection combines interesting
textures and details with on-trend silhouettes in a broad color palette.
Featured left are Commit, Delicious, Harmony, and right, Passionate,
Polite and Solstice. Call 800-323-2409 or visit modernoptical.com.
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.
5
Supplier Announcements
BBG Welcomes Audace Lunettes
New r…
ie
Suppl
udace Lunettes launches its new brand
A
Sasura, the first interchangeable jewelry
eyewear. Sasura, Canadian designed and
Made in Italy, offers women the exclusive
opportunity to design their own unique
luxury eyewear. Able to universally accommodate the charm jewelry women already
know and love, Sasura gives women the
freedom to define themselves on their own
terms. These affordable luxury sunglasses are
made of the highest quality master craftsmanship
in eyewear and jewelry design. For more information please call 855-922-2547 or visit sasura.net.
Smilen Introduces Red Carpet Collection
he name Red
T
Carpet has always been synonymous with high fashion
and celebrity status. With
innovative new designs and
provocative colors this collection
lives up to its name. The five models featured epitomize the sophisticated look of this series (RC66, RC67, RC68, RC69, RC71). Call 800-8875675 or visit smileneyewear.com.
Red 88 Eyewear Unveils MYMUSE
by OKO Paris® Women's Models
hese beautiful models feature acetate and comT
bined acetate / metal jewels in current or retro-vintage shapes. Featured are Nathalie, Marie and Cameron. Visit red88eyewear.com or call 888-716-2020.
Clariti Introduces Monalisa Style M8722
Every angle of this frame has
exquisite detail, starting at the
lovely cat eye and continuing on to
the streamlined temples which are
highlighted with a golden trim on the hinge. In colors lustrous black and
dark purple. Call 800-372-6372 or visit claritieyewear.com.
OVVO Optics Adds New
Gradient Colorations
R
epresentative of true Fall fashion color tones are
four new colorations for OVVO Nylon. Maroon, is a
rich brownish red tint and Raven, a deep blue with
hints of black. Vibrant additions of Plum, featuring
deep purple undertones, and a Dark Pink with reddish hues are perfect compliments to this season's
offering. Visit ovvooptics.com or call 855-393-6886.
Revolution Eyewear Adds Ed Hardy Model
d Hardy helped to make tattoos
E
into high end art, incorporating Ire-
zumi into his tattoo art to make it
more vibrant and colorful. The new
collection is subtle, beautiful and more whimsical. Featured is Sakura flowers with encrusted crystals from the House
of Daniel Swarovski. Call 800-986-0010 or visit revolutioneyewear.com.
Alain Mikli Increases Discount for Alain
Milki and Stark Eyes
t age 23, Alain Miklitarian
A
founded his own company with
the mission to launch a new era
of eyewear, a time when vision needs
would no longer be in conflict with
style and the notion of glasses as prosthesis
would forever disappear and be replaced with
true "jewelry for the eyes." It was the beginning of the Alain Mikli
brand and of the '"eyewear designer" concept. Model after model,
campaign after campaign, he confirmed his taste for innovation
and provocation. The brand is known and respected worldwide for
the highest in quality, fit and innovation. French Designer Philippe
Stark enjoys global recognition for this thousands of projects from product to architecture. Stark has a mission and a vision:
creation, whatever shape it takes, must make life better for the
largest number of people possible. His pursuit of minimalism and
harmony between body and object led to an ongoing collaboration
with Alain Mikli resulting in 17 years of Stark Eyes. Great news for
Block members - the discount for Alain Mikli and Starck Eyes has
increased to 3% effective December 8th. Call 800-829-8032 for
more information.
Wiley X Launches Youth Force™ Sports Protective Eyewear Line
T
his new collection provides a range of frame
sizes, styles, and colors to meet the needs of
young athletes, and consists of twelve colors
in four models, each designed and built based
on years of experience providing vision protection under the world's most challenging
conditions. All glasses meet the ASTM F803
Sports Protective Eyewear standard, delivering
state-of-the-art protection while young athletes
participate in a variety of sports. All glasses
are deisgned to quickly change from spectacles to goggles, and are
RX ready. Call 800-776-7842 or visit wileyx.com.
Plan "B" Eyewear Adds JupiterSlims Orion
This beautiful frame gets its bril-
liant color pallet from specialized
acetate sourced from Japan. Orion
utilizes a nickel-free alloy for the
temples, screwless hinges and soft
silicone nose pads. In purple, orange and pink. Call 888-399-7742
or visit planbeyewear.com.
Italian Optika
Increases
Discount For
January
Any orders placed
during January will
receive an additional
5% discount, bringing the total discount
to 15% on all Baffo
frame purchases.
Call 954-266-9325
or visit italianoptika.
com.
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.
6
act
Cont
n
Le s
er
Corn
CooperVision Introduces
Biofinity® Multifocal Lenses
Elite
Vendor
CooperVision Biofinity® multifocal lenses
combine a high-performing 3rd generation
material with a streamlined fitting process.
Now even your most challenging presbyopic patients can enjoy the freedom of
all-distance clarity and
lasting comfort. Balanced Progressive™
Technology enhances
vision near, far and
intermediate. It also
allows for an individualized fitting for each
wearer and each eye. Biofinity Multifocal lenses are available up to
-10.00D. Download your Biofinity multifocal 3-step fitting guide at
coopervision.com/fitting-guide.
Mondottica Announces Licensing Agreement With CB Sports
he CB eyewear collection infuses
T
bright palettes, reminiscent of the vintage
CB jackets with updated eyewear shapes
along with a universal bridge designed
to fit a wider range of facial types. CB
eyewear utilizes German engineered
hinges combined with a subtle logo
plaque detailing. Call 866-666-3662 or
visit mondotticausa.com.
Zyloware Adds Sophia Loren Model M255
his full rim metal
T
frame features a uni-
que and luxurious mother of pearl inlay set in
scalloped edge metal on the temple. The black frame finishes with
tortoise colored handmade zyl temples. Features snap-in nosepads,
spring hinges, and accommodates progressives. Modified oval shape
flatters the mature wearer. Call 800-765-3700 or visit zyloware.com.
BBG Lab Notes
BBG Welcomes Robertson Optical
Carl Zeiss Vision Offers 50% Discount Robertson Optical is committed as a lab services
partner to provide you with profit driving solutions
For New Accounts
that allow you to deliver premium prescription eye-
C
arl Zeiss Vision will provide a 50%
discount on discountable products for
each new account for the first three
months of purchasing. In addition,
existing accounts that average less
than $1,000 in sales per month for the previous quarter are
also eligible for this 50% discount. The everyday discount
for Block members is 33% on all discountable products and
services regardless of monthly volume. Visit zeiss.com or call
800-518-7716.
Precision Optical Group Introduces
Fog Free by Opticote
og Free by Opticote offers the best protection against
Ffoggy
lenses. Temperature disparities can produce a
condensation build-up creating a blinding and dangerous
'white wall' effect on lenses. Fog Free lenses receive a dual
process, double coating. Uncut, semi-finished lenses are
dipped into a hard
coat primer, and then
thermally-cured. This
why deal with
produces a chemical
bond between soluLENSES?
tion and lens; the en- $30/PR
/PR
tire process is then
UNTIL jANUARY 30, 2015
completed a second time, with a permanent result. Call 800497-9239 or visit poglabs.com.
™
FOGGING
$27
Earn Rebate Credits
with Luzerne
E
lite Vendor Program: Bill $7,000+ per month
with Luzerne, and BBG will
rebate your account 1%
monthly. Call 800-233-9637
or visit luzerneoptical.com.
Elite
Vendor
New
er…
Suppli
wear to your patients. For over 56 years, ROL's
vision has been to provide ECPs and their patients
innovative ophthalmic solutions with the utmost
quality in lenses, craftsmanship and ophthalmic services. ROL is a technologically integrated, independent ophthalmic lab network with internal state-ofthe-art Digital Freeform lens capabilities, premium AR coating centers, MEI
specialty finishing capabilities, and glass lens processing. ROL's exclusive
premium Digital Freeform Cozé Collection includes Cozé ADL and Cozé Wrap,
Cozé, and Vista offering Shamir, Carl Zeiss customized lenses, Carl Zeiss / AO
Sola lenses, Kodak and Seiko. Premium AR coatings include ROL's exclusive
premium Royal AR Collection with backside UV. ROL is an approved VSP,
VCP and VBA network. Three locations service the entire US: Loganville GA
(800-929-2765), Columbia SC (800-922-5525), and Greenville SC (800-2230890). You can also visit robertsonoptical.com.
Hoya Extends Discounts
oya has extended its tremendous discounts
H
to any new or reactivated account through
March 31, 2015. These accounts that bill $1,000 per month will receive significant savings for 90 days. Also, purchase $1,000-$3,999 per month to receive
special discounts on non-Hoya brands and even higher discounts on Hoyabrand progressives and coatings. Purchase $4,000+ per month, and discounts increase even more. The National Hoya Honors Program is available
to Block accounts with at least $1,000 per month in net purchases. Visit hoya.
com or call 972-221-4141.
i-see Optical Lab Extends Exciting Offer
i
-see Optical Lab and Block have teamed up
to offer you extraordinary savings on the best
in quality and value. i-see 5 Progressive
Lenses offer your patients a smooth, easy
design. Starting at just $21.95, BBG members receive 1 free pair with every
5 pairs that they buy (any 5 pair in any material). i-see Optical is also offering
BBG members $10 off per pair of Varilux Digital Lenses voted as the most prescribed Progressive Lens. Open an account with i-see Optical and bill through
BBG. After two months of ordering (no minimum required) you will receive a
$50 American Express Gift Card. Visit iseelabs.com or call 800-257-7724.
For more information on any program mentioned here, visit www.blockbg.com or call your Block Business Group customer service representative at 800-524-1480.