hooked on life

Transcription

hooked on life

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what’s inside
september - october 2014
Our View
6
Cover Story
8
OWNERSHIP AND OPPORTUNITY:
WHO’S SQUEEZING WHO IN OPTICAL RETAIL?
Optical retail is in the midst of a seismic shift, with the integration of once disparate
parts into new-style corporate entities and the entrance into the market of aggressive,
non-traditional players. Our feature analyzes the current optical retail landscape and
considers what all this means for eyecare professionals.
Eye on Health
20
MIGS: A New Frontier in the Treatment of Glaucoma
Portrait of a Designer 24
Oliver Goldsmith: Designer to Royalty and the Stars
Making Contact
26
Scleral Contact Lenses: What Was Old is New Again
Legal Angle
28
Protecting Online Healthcare Records: Is it Possible?
Special Report
32
New Brain-Training Technology Improves Reading in Most Presbyopes
Lens Focus
34
Lens Marketing: Join the Chain Gang
Your Money38
Special Report
42
Planning your Exit Strategy
The Optometric Assistant: Indispensable for the Dispensary
Discovering
44
Leaders in Eye Health have a Common Vision
Digital Marketing
46
Turn Digital Consumers Into Optical Buyers
48
In the News
in the next issue
november – december
2014
4
60
Classifieds
MAKE IT A GRAND OPENING
Whether they’re opening their first store or their tenth, ECPs need to consider location strategies,
demographics, signage and much more. And once the perfect site has been found, there’s interior design,
furniture and displays. There’s a lot of ground to cover before the first customer walks in and this feature
covers the products, services, consultants and concepts that will help ECPs take a successful leap into
retail.
Envision: seeing beyond | september - october 2014
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www.envisionmagazine.ca
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EDITOR-IN-CHIEF
Paddy Kamen
Tel. : 250 448-7516
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ASSOCIATE EDITORS
Netan Choudhry
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Shirley Ha
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Evra Taylor
Our View
Paddy Kamen
Editor-in-Chief
D
SPECIAL ADVISOR, CONTACT LENSES
Joshua Josephson, B.Sc, OD, FAAO, FACLP
oes our brave new optical
world confuse consumers?
Our feature in this issue is
about the changing structure
of optical retail, and change is indeed
happening. Profit margins are down but
earning potential is high for those who
own a piece of every pie. And almost
every pie is up for grabs. Companies
with a long history in the industry are
now vying with external marketers
and private equity firms hungry for the
aging customers our industry offers.
Older, established eyecare professionals
with retail locations are being courted
by franchise opportunities, banner
groups and chains. According to Breton
Communications 2012 survey, 67 per
cent of eyecare professionals are over
40, so perhaps all this activity bodes
well for their retirement. I certainly
hope so, for they have no doubt worked
hard over many years to build a solid,
loyal customer base.
ASSISTANT PUBLISHER
Nicky Fambios
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and is developing a plan to drive them to eyecare
professionals as much as possible.
“We have an opportunity to co-create a winning,
dynamic solution with the industry,” says Tersigni.
“Because Coastal was external to the industry, their
interest was in developing the consumer market,
which they did brilliantly. They have created a
Will consumers remain as loyal to dynamic environment with good pricing. If you
marry this e-commerce with bricks and mortar
specific retail locations in years to come
there is a significant opportunity to grow.”
as they have in the past? That’s doubtful
in my estimation, unless those retailers Because Internet retailers tend to sell low-tohave found a very sweet, high-end mid-range product and have virtually no overhead,
niche, because consumers expectations some consumers believe they are being grossly
are being skewed by the Internet.
overcharged for eyewear in bricks-and-mortar
Marc Tersigni, president of Essilor locations. They can’t touch and appreciate the
Canada, has his eye on the millennial benefits of higher quality when buying online. And
of course informed decision-making, a complex
generation of shoppers who educate
subject when it comes to eyewear, is not part of the
themselves on the web. “They are
Internet equation. Still, solutions are being found
empowered by the Internet. They can
within the industry now, not only with Coastal but
make their own choices but no one is
also with FYidoctors, as you’ll read in the feature.
telling them whether those choices are
best for them,” he says. With Essilor’s So much remains to be seen as the industry
purchase of Coastal Contacts earlier this continues to integrate and consolidate. I hope our
year, the company is now in a position feature sheds some light on the current landscape
to directly educate those consumers and what we can expect to see going forward. n
6
GRAPHIC DESIGN
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OWNERSHIP and OPPORTUNITY:
Who’s
Squeezing
Who
in
OPTICAL RETAIL?
Many players are vying for a piece of optical retail
as the ownership and opportunity landscape
continues to change.
Cover Story
By Paddy Kamen
I
n the past 20 years Canadians have seen huge changes in the overall retail landscape.
Department stores that were once institutions, like Eaton’s, have disappeared, and The
Bay (a.k.a. The Hudson’s Bay Company) with its iconographic Canadian symbols, is now
U.S.-owned. Walmart dominates most communities of any size, while independent hardware, drug
and bookstores are becoming a thing of the past. Chain stores dominate most sectors. Then there’s
Internet shopping, with Amazon doing so well that they’re looking into creating drones to deliver
parcels more efficiently than mail and courier services. It’s a brave new world, indeed.
Optical retail has not escaped these changes, although it is perhaps behind the trends rather than
leading them. This article analyzes the current optical retail landscape and muses about the future.
We ask: what types of ownership and partnership structures currently exist? Where is the growth?
Are independents on their way out? How do consolidation and vertical integration affect other
players? How will Internet retail shake out? And what does all this structural change mean for
eyecare professionals, especially new graduates from opticianry and optometry programs?
8
Cover Story
2013
2012
2011
2010
2009
2008
2007
2006
2005
2004
2003
2002
98.6
98.7
98.8
99.1
99.2
99.4
99.6
99.6
99.6
99.6
99.6
99.6
M
rs
od
%
er
Re n
G
ta ro
ile c
rs ery
% Re
t
y
er
Gr
oc
St
o
re
-
Ba
se
d
ai
le
Re
ta
ili
ng
%
Optical Retail
8.5
7.1
5.8
4.5
3.0
2.0
1.2
1.1
1.1
1.1
1.0
1.0
8.5
7.1
5.8
4.5
3.0
2.0
1.2
1.1
1.1
1.1
1.0
1.0
Incumbents and New Players Vie for Market Share
What is driving the changes in optical retail? Margaret Osborne, acting chair of
the School of Marketing and Advertising at Toronto’s Seneca College, says that
two fundamental and opposing forces are occurring simultaneously. “Internally,
ownership of the industry has consolidated considerably over the last 20 years.
Vertically integrated incumbents with enormous market power now dominate the
industry. The other major development is that new, external entrants are advancing.
Here I include grocery retailers and mass merchandisers, as well as private equity
firms who are attracted by the healthy profit margins (58 per cent, according to
Statistics Canada) combined with the reality of an aging population. Today, only
65 per cent of eyewear sales originate in traditional optical goods stores and how
long that will last is anyone’s guess.”
[ Excerpt from: Distribution of Eyewear in Canada. Euromonitor International. December 2013: n. pag. Passport GMID. Web. 6 August 2014. ]
september - october 2014 | Envision: seeing beyond
9
Cover Story
Optical Retail
Incumbents Integrate and Consolidate
Vertical integration, whereby companies buy their suppliers or distributors, is very
active within the industry. Luxottica and Essilor have been integrating for years.
A newer entrant, FYidoctors, an optometrist-controlled chain, has its own lab and
distribution and develops house brand frames.
Integration is not necessarily apparent to the consumer, but the fact that Luxottica
owns LensCrafters, Pearl Vision and Sunglass Hut, or that Essilor controls a
majority of the optical labs in Canada may constrain opportunities for the
traditional eyecare professional (ECP) owner-operated shop.
In 2013, the top four players (not necessarily retailers) accounted for approximately
44 per cent of total market share. The growth of the giants shows no sign of
stopping anytime soon, and ongoing acquisitions and competitive activity will lead
to increased concentration. According to an IBISWorld Industry report, the top
four companies in the Canadian industry by market share are: Luxottica (20.4%),
Sàfilo (17.3%), New Look Eyewear Inc. (4.6%), and Laurier Optical (1.5%)1.
[ Alan Ulsifer ]
”
However in optical retail alone, Alan Ulsifer,
CEO of FYidoctors estimates that his company
has approximately 12 per cent market share
and that Iris2 has 10 percent. Ulsifer says that
FYidoctors is second only to Luxottica and that,
“We expect to be the leader soon.”
Consolidation refers to companies buying their
competitors. For example, New Look recently
purchased Vogue Optical and Greiche & Scaff,
while FYidoctors purchased Vision Source in
2013.
Grocery retailers are one example of external
entrants advancing steadily into the optical
sector. “Beginning with market share of two per
cent in 2008, largely based on over-the-counter
readers, they now hold 8.5 per cent and can
be expected to achieve double digits in 2015,”
notes Osborne.
Smaller Players Find Ways to Thrive
Smaller players are responding to industry
integration and consolidation in various ways.
One response is to band together; another is to
fill a niche that still holds value for the owner
and the public.
The banding together approach is exemplified
by FYidoctors, a Calgary-based company that
launched in 2007 with 13 optometrist-owned
stores and now has 115 locations nation-wide.
Alan Ulsifer, CEO of FYidoctors, says there
were two main drivers for the creation of the
company: “We didn’t have the strength to
compete with the larger chains in terms of our
buying power. We also realized that the industry
in the U.K. and U.S. was moving from an
independent, medically driven model to a
corporate box-store mentality. We saw an
opportunity to bring together likeminded
10
“
In 2013,
the top four players
(not necessarily retailers)
accounted for
approximately
44 per cent of total
market share.
people and create a brand that pays attention
to what the customer wants, while focusing on
medical care and diagnostics. Consolidation
in any industry is an opportunity to build
value and create a strong brand and that was
attractive to us, too.”
FYidoctors offers owners either a franchise
option under the Vision Source banner or
full membership under the FYidoctors brand.
Under that brand, the company is buying up
existing optometrist-owned retail locations
at the rate of about two per month. Those
who join the company may choose to acquire
shares that give them a direct say in company
decisions. There are opportunities for
shareholders to participate through advisory
committees and the board of directors. “No
single person controls the company,” says
Ulsifer. “No decision can be made to sell
without two-thirds of shareholder approval.”
Although FYidoctors is like a chain in many
ways, the ownership model is more akin to a
cooperative, according to Ulsifer.
The Vision Source arrangement is strictly a
franchise wherein the owner pays a fee for
services but remains independent. Vision
Source retailers have access to FYi’s exclusive
brands, as well as practice management
solutions and access to group pricing discounts.
“This gives us another model to appeal to more
optometrists,” notes Ulsifer.
Eyewear Show
Milan | Feb 28 | Mar 1-2 | 2015
MIDO - International Optics, Optometry and Ophthalmology Exhibition - mido.com
Cover Story
Optical Retail
A different approach is seen in Opto-Réseau, a banner organization operating in Quebec since 1996.
Executive Director Christine Breton (no relation to Envision seeing beyond magazine publisher Martine
Breton) says the banner helps independent practitioners compete: “The industry has changed so much
and everyone who wants to thrive needs the specialized services and structure that our group provides.
Storeowners have to be up to date in terms of management, store design, business technology, optical
equipment and consumer product. Owners need to know where they are going and how to get there.
That’s where we come in.”
Those who join the group retain store ownership and may also become shareholders in Opto-Réseau.
The original store name remains on the signage, with the Opto-Réseau logo beside it. “We make it easy for
them to succeed by providing the infrastructure, right down to a monthly newsletter they can send out to
their clients. And our buying power means they have more competitive pricing than they could achieve
on their own,” says Breton. Banner members can participate on the administrative council and various
committees. Opto-Réseau differs from a chain in that individual storeowners personalize their policies
and procedures.
“We help them to grow in a strategic way and the profit stays with them. They pay us a monthly fee and
this is probably the lowest fee in the market,” says Breton.
[ Christine Breton ]
Another option for those who prefer to be completely independent is to join the Opto-Réseau buying
group to take advantage of group pricing. Currently there are 95 stores in the buying group, including
69 Opto-Réseau banner stores.
Niche Strategy for Independents
Those who choose to start up as owner-operated independents, or who want to remain so, face considerable
challenges. Margaret Osborne says that a differentiated strategy is essential to keep profit levels
stable or, ideally, rising. High-end, artisanal frames may be a sound approach in this day of integration,
consolidation and Internet marketing. Expenses for optical retail are increasing by an average of 7.2 per
cent annually3, so while high-end niche independents may continue to do well, discount bricks-and-mortar
shops are in a vulnerable position because the Internet channel is growing.
100.What do you feel are some of the biggest challenges
faced by eyecare professionals?
NATIONAL RESULTS
2,3% |
—
Top 10 answers
Human resources
3,6% |
At the same time, the Internet was the most popular
choice among those who specified where they think
future opportunities in the industry will arise.
Competition and market saturation
4,1% |
Discount Retailers
4,7% |
Regulation issues
4,9% |
Customer service
4,9% |
Pricing
5,4% |
Box Stores and chains
10,3% |
Professionalism
11,9% |
Consumer education
Internet
68,7%
[ Exerpt from 2012 Breton Communications’ ECP Survey ]
12
Internet Retail
Internet retail presents both an opportunity and
a threat to ECPs, according to the results of Breton
Communications 2012 survey of the three Os. When
asked to identify the greatest threat to their business,
68.7 per cent of respondents chose the Internet.
Internet retail sales still account for only a tiny
portion of eyewear sales in Canada. The first year for
which there are stats on this channel, 2008, shows
a market share of 0.3 per cent, a figure that rose to
1.2 per cent in 2013 . Nevertheless Internet shopping
is a growing trend4.
One of the most intriguing consolidation
developments of 2014 was the purchase of Coastal
Contacts by Essilor. Coastal had international sales of
$196-million in fiscal 20125.
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Cover Story
Optical Retail
Types of
Optical Retailers
Let’s be clear about what each term means
as we analyze optical retail trends.
CHAINS: A group of more than four retail outlets
owned by one firm/individual typically operating
under the same name. Chain stores usually have
similar interior design, operating policies and
products. E.g. Hakim Optical, Iris, New Look
Eyewear. Many department stores are chains.
BANNERS: This can be a confusing term. ‘Banner’
refers to a type of branding with a specific name,
appearance and policies. For example, Loblaws owns
several banners, or brands, including Superstore and
Zehrs. Luxottica operates under different banners
(LensCrafters, Pearl Vision) with LensCrafters
corporately owned and Pearl Vision operating as
franchises. However, the term is also sometimes used
to mean an independently owned practice that is
affiliated with a chain or central office. The owner
pays fees for the right to use the banner (brand)
and to participate in centralized buying, marketing,
professional programs, etc. Owner autonomy varies
greatly depending on the banner. E.g. Opto-Réseau.
FRANCHISES: A franchise is a business where the
owner (franchisor) sells the rights to the business’
name, logo and model to a third party operator
(franchisee). Franchise agreements can differ, but
often the franchisee has limited control over product
selection, suppliers, store design, layout, location etc.
E.g. Iris (some stores), Pearl Vision.
COOPERATIVES: Employee (or provider) owned
corporations that act like a chain but are owned by
many versus one individual. These companies have
more complicated governance structures to ensure all
shareholders have a voice. E.g. FYidoctors
INDEPENDENTS: Practices that are owner-operated
by an eyecare professional. According to Statistics
Canada, independents operate three or fewer stores,
while more than three constitute a chain.
MASS RETAILERS AND DEPARTMENT STORES:
These stores sell a variety of goods and may have an
optical department within the store. E.g. Costco and
Walmart.
SUPERMARKETS: Increasingly, large supermarkets
are diversifying beyond food and beverage products
into clothing, appliances, housewares, electronics and
optical goods.
16
[ Marc Tersigni ]
“
The Internet is a viable way
to attract people to
bricks-and-mortar and
educate them.
In an interview with Envision: seeing beyond
magazine, Essilor Canada President Marc
Tersigni explained that the company is
implementing changes in the way Coastal
interacts with consumers. “Our goal is to have
Coastal become more educative. The millennial
shopper is the biggest wave coming, as
boomers are retiring and spending less. This
shopper is educated via the Internet, and
Coastal will now be part of that, with a clear
recommendation that consumers have their
eyes and vision checked by professionals.
The last thing on our mind is to devalue
bricks-and-mortar. The Internet is a viable way
to attract people to bricks-and-mortar and
educate them. We see possibilities to create a
stronger industry for all.”
Tersigni envisions bricks-and-mortar locations
using an Internet shopping channel to serve
customers for whom the store-based product
offerings are not sufficient. “I can see the first
pair (being) purchased in the store, with the
Internet channel used for the second or third
pair and for sunwear,” he explains.
Tersigni has taken the step of introducing
leaders in optometry and opticianry to Coastal’s
management in order to create understanding
and defuse potential points of conflict. He
is also creating an advisory panel to help
determine a path forward.
”
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Cover Story
Optical Retail
FYidoctors has also ventured into the Internet
space with strategically branded product at
competitive prices. They require active
validation of the customer’s Rx, an approach
which Ulsifer says addresses the concerns of
professionals. “We won’t provide eyewear for
children under 10 and we won’t do eyeglasses
with prism. When a person places an order we
will have an optician do PD and segment height
virtually with specially developed software. Any
complex prescription submitted will be followed
up with a phone call.”
“
The Internet service is more of an outlet
concept, so the product on the site is
very different than what is available in
the stores.
Will this Internet service be competing
with FYidoctors stores? No, says Ulsifer: “The
Internet service is more of an outlet concept,
so the product on the site is very different than
what is available in the stores.”
Opportunities for Eyecare Professionals?
As consolidation, integration and Internet
sales channels continue to roll out, eyecare
professionals of all kinds will be affected. Will
there be fewer opportunities for them?
At the extreme end, Margaret Osborne sees few well-paid, full-time positions for opticians,
as chains and independents alike focus on labour costs. “Market saturation could lead to some
opticians being paid by the piece, while those with the best sales, service and skills will be employed
across multiple channels. Sixty per cent of opticians are now working in traditional optical retail
stores. We should be prepared for the landscape to be very different in 10 years.”
Osborne notes that the rate of new opticianry grads may contribute to the loss of viable full-time
jobs because retailers look to labour costs as one place to eke out savings.
Alan Ulsifer likewise posits that there are too many optometry grads coming into the market. “The
University of Waterloo created a bridging program to help grads from other countries upgrade,
which is bringing in more than 40 extra grads a year. At the same time there are more qualified
optometrists coming to Canada from the U.S. and it’s becoming easier to obtain a license to practice
here. On top of that, older professionals are not retiring at the same rate.”
Optical retail is indeed a graying industry. Breton Communications 2012 survey found that 67.2
per cent of respondents were aged 40 or older and just 31.7 per cent were younger than 39. This
reality makes many traditional ECP-owned optical shops potentially available to companies
hungry to expand their market share.
“Increasingly frantic” is how Margaret Osborne describes the current cycle of acquisition and
innovation by both incumbents and new players in the optical industry. “The dynamic and
provocative nature of the tactics of the power players is creating pressure points for everyone. I contend
that an industry shakeout is imminent. A new landscape will emerge in the next few years.” n
[ Margaret Osborne ]
1.TURK, S. “IBISWorld Industry Report 44613 CA Eye Glasses & Contact Lens Stores in Canada.” IBISWorld Canada. IBISWorld Inc. December 2013.
Web. 6 August 2014.
2.Iris executives were unfortunately unavailable to be interviewed for this story to the sad and untimely passing of their founder Francis Jean.
3.Optical Goods Stores (NAICS 44613): Retail Revenues and Expenses.” Industry Canada. Government of Canada. 15 July 2014. Web. 6 August 2014.
4.”Eyewear in Canada.” Euromonitor International. December 2013. n.p. Passport GMID. Web. 6 August 2014.
5.SHAW, H. “Online Retailers Turn Back to Bricks and Mortar to Boost Sales.” Financial Post. National Post, 11 March 2013. Web. 6 August 2014.
18
”
A
New
FRONTIERin
the Treatment of Glaucoma
A
ffecting nearly 65
million people worldwide, glaucoma is now
one of the leading
causes of blindness. The disease
often results in irreversible
damage even before the onset
of any symptoms and though
it has been identifiable for
centuries, the cause, in most
cases, is still unknown. Over the
last few decades, however, several
new and exciting options have
emerged in the treatment of
glaucoma. MIGS or Microinvasive
Glaucoma Surgery has proven to
be a safer alternative for patients
leading to shorter recovery times
than the traditional glaucoma
surgeries such as trabeculectomy.
“
Affecting nearly 65 million
people worldwide,
glaucoma is now one
of the leading causes
of blindness.
20
”
Eye on Health
By Netan Choudhry, M.D, FRCS, Manjool Shah, M.D.,
and Jennifer George
There are several varieties of glaucoma, each with a unique treatment approach. In primary
open-angle glaucoma, eyecare providers prescribe eye drops that aim to reduce the production of
fluid in the eye, while simultaneously assisting its natural drainage channels to improve outflow.
The ultimate goal is to lower pressure within the eye, thereby preventing the progression of
glaucomatous injury and irreversible vision loss. Ophthalmologists may also turn to laser surgery
to combat glaucoma. Lasers can be used to stimulate cellular changes in the trabecular meshwork
that can improve outflow. Until now, the last resort for glaucoma patients was surgery, such as
trabeculectomy, or implantation of a glaucoma drainage device. In both options, a bypass for
alternative drainage of fluid from within the anterior chamber of the eye is created.
While effective, surgical procedures such as trabeculectomy are invasive. Non-MIGS procedures
(ie: trabeculectomy and tube shunts) involve substantial conjunctival dissection, a prolonged
recovery period and a relatively higher rate of vision loss compared with MIGS procedures.
Furthermore, these surgeries have a relatively high failure rate, thereby leading to re-operations.
By contrast, MIGS procedures require less dissection and are prone to less serious side effects with
faster recovery.
MIGS devices, while still under development, target different parts of the aqueous outflow pathway.
Targets for MIGS devices include direct bypass of the trabecular meshwork into Schlemm’s
canal, the suprachoroidal space, and under the conjunctiva. There are theoretical advantages and
disadvantages to all three approaches and research is being carried out to determine how these
outflow pathways can be modified to help in achieving lowered intraocular pressure.
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Glaukos®, maker of the iStent, has several additional
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The HydrusTM Microstent by Ivantis also targets
the canal of Schlemm, like the iStent. The CyPass®
microstent bypasses the traditional outflow pathway,
instead of shunting fluid into the suprachoroidal
space underneath the sclera. This pathway is
increasingly being recognized as an important
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under active investigation is the XEN Gel Stent
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Often, MIGS procedures can be combined with
cataract surgery to achieve additional intraocular
pressure lowering and improved visual function.
Numerous studies have demonstrated the intraocular
pressure lowering effect of cataract surgery alone
in a variety of glaucoma subtypes, and the addition
of MIGS procedures may increase this effect. It is
important to note that since these procedures do
not, in general, result in excessive scarring of the
conjunctiva, the door for traditional glaucoma
surgery in the future is not closed.
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MIGS devices and surgical approaches may be less
invasive, but also may not provide the same degree of
pressure lowering as traditional glaucoma surgeries.
Proponents of MIGS procedures suggest that the role
of MIGS would be to provide earlier surgical options
for patients with mild or moderate glaucoma, in
order to help them get off eye drops or delay a more
aggressive surgical approach for a few years. The
proliferation of MIGS technologies represents a
potential paradigm shift in the approach to glaucoma
disease management.
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While traditional glaucoma surgeries could remain
in the armamentarium of the glaucoma surgeon
for patients in advanced stages of the disease, these
new technologies may offer another option for many
patients before it reaches that point. A great deal
of research is taking place in this exciting area of
ophthalmology and time will tell if a new era in
glaucoma management is upon us.
n
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22
Model: SH VIN-24
Portrait of a Designer
By Paddy Kamen
[ Oliver Goldsmith I (1889-1947) ]
OLIVER
GOLDSMITH:
[ Oliver Goldsmith II (1914-1991) ]
[ Oliver Goldsmith III ]
DESIGNER TO
ROYALTY AND THE
STARS
Family businesses that prosper for three and four generations are rare indeed,
but the current Oliver Goldsmith, head designer of the eponymous London-based company,
isn’t resting on his laurels.
I
t’s hard to start at the beginning with the story of designer
Oliver Goldsmith (b. 1942), because there are so many
possibilities.
There’s the 1926 beginning, when his
grandfather, Philip Oliver Goldsmith, opened his London
workshop and hired craftspeople to fashion frames out of
tortoise shell. There’s the 1936 beginning, wherein Charles
Goldsmith, son of the original Oliver, joined the family firm.
That Goldsmith forged the design dynasty, that reigns to this day.
Then there’s the, shall we say, humble, beginning of the presently
reigning Oliver Goldsmith in his early days under his father, Charles.
24
[ Ballyhoo in Tortoiseshell ]
[ Annabel in River ]
[ Jan in Light Green ]
Charles Goldsmith kept the business afloat
during the Second World War, creating
eyewear by day and monitoring the bombing
in central London by night. It was after the
war, however, that the real design genius of
the Goldsmith family began. Charles (who
changed his name to Oliver after his father’s
death) wanted to attract attention to the
Goldsmith brand and turned his design talents
to the creation of striking and unusual designs
that tapped into the 1950s post-war consumer
desire for extravagance and originality. Vogue
and other leading fashion magazines loved
his frames and celebrities devoured them.
The ‘new Oliver’, became eyewear wardrobe
consultant to Princess Grace of Monaco, who
owned 47 pairs of eyeglasses. The Duke of
Windsor was also a customer, as was British
bombshell actress Diana Dors.
Charles’ son, Andrew Oliver, originally wanted
to be an architect, but his math was so
poor that he was denied admission to the
university program. “I was encouraged to
design on a smaller scale, as they figured that
any buildings I designed would fall down,” he
chuckles. But when Andrew Oliver asked his
father for a job designing eyewear he didn’t
know he would have to serve a five-year
apprenticeship learning every aspect of the
business. “At age 17 I showed up for work and
asked my father where the design studio was.
He told me that I had to gain the respect of
his craftsmen before I could give them orders
so I swept the floors, made tea and learned
to pack frames so that they wouldn’t break
during shipping. After that I went on the road
as a salesperson. I joined the firm in 1959 and
didn’t do any designing until 1964.”
[ Rip in Green Tortoiseshell ]
[ Library ]
[ Vice-Consul in Purple ]
London in mid-1960s was an exciting place,
with innovative fashion and music bringing
youthful vitality to the world. Andrew
Oliver’s eyewear designs fit into the zeitgeist
beautifully. “My very first design, called RIP,
was worn by Lord Snowdon, the husband of
Princess Margaret. I also designed spectacles
and sunglasses for actors: Michael Caine, Peter
Sellers and Audrey Hepburn wore my frames
and John Lennon wore the Oliver Oval Pro,
a special metal design that did not require
conventional nose pads. Princess Diana was
also a customer.”
As he moved into design stardom and
business maturity, Charles insisted that he
Andrew Oliver (known previously as Andrew)
henceforth be known as ‘Oliver’, in keeping
with the company’s brand. “I said, but your
name is Oliver,” he recounts. “What will you
be called?” To which his father replied, I will
be called ‘the old man’.”
And so the third-generation ‘Oliver’ has
continued the business tradition started by his
grandfather and the design tradition begun
by his father. He remains the sole designer
at the two licensed companies that carry his
name: one in Britain and the other in Japan.
Most fortunately, the retro trend of the past
several years has been well served by the fact
that Oliver Goldsmith kept samples of every
frame he ever designed. “I never imagined in
the 1960s that my frames would again become
high fashion 50 years later.”
In June of this year, Oliver introduced a new
collection called OGxOLIVERGOLDSMITH.
These designs were created in Japan under
his supervision, and he expects to launch the
“
My very first design,
called RIP, was worn
by Lord Snowdon, the
husband of Princess
Margaret.
collection at Vision Expo West this
fall.
Oliver Goldsmith will launch a new
line known as the PHOTOGRAPH
in spring 2015. The collection,
which will be distributed in North
America by Prisme Optical Group,
will feature Goldsmith’s designs
from the 1980s, plus some new
designs that he created whilst on a
Baltic cruise last year. “I’m happy to
be designing again. We will test the
new styles in Japan and then tweak
them as necessary for the North
American market. Everything is
falling into place and I am very
happy!”
Oliver Goldsmith is just beginning
a new phase after 50+ years in the
business. Clearly there is more
to come from this renowned
designer. He is doing his forebears
proud, while also grooming his
daughter, Alex (an artistic presence
in her own right with a thriving
photography business in London)
to take over one day. Not any day
soon, however, as he still has plenty
to do! n
25
”
SCLERAL CONTACT LENSES:
What
Old
Was
New
Again
is
S
ince they debuted as
glass-blown “shells” in
1887, scleral lenses have
been in and out of favour. Most
recently, they have made a
comeback on the contact
lens scene. The success of the
vault-fitting
principle
in
rehabilitating and correcting
distorted and compromised
anterior surfaces is undeniable
but the expanded scope of use
for scleral lenses to include
normal eyes is fairly recent.
Today, virtually every contact
lens patient is a prospective
scleral lens candidate, thanks to
technological advances in lens
designs, higher Dk materials,
better manufacturing processes
and unprecedented customization.
26
Making Contact
By Shirley Ha, HBSc., O.D.
In general, sclerals are large-diameter rigid gas permeable lenses. The Scleral Lens Education
Society (www.sclerallens.org) divides the lens into three categories based on size and bearing
zone: Corneal (8.0-12.5 mm), Corneoscleral (12.5-15.0 mm) and Full Scleral (15.0-25.0 mm).
They can be made in a range of shapes to suit any corneal profile, from very flat corneas to
complex topographies.
The basic fitting philosophy and counseling for sclerals have not changed. They are not as
intimidating to fit or any more time consuming than other specialty fits. However, having
diagnostic trial scleral fitting sets with different base curves, diameters and peripheral curves is
crucial. Depending on the lens designs, many are available on loan from the laboratory for trial
fitting purposes.
In its simplest form, there are three parts to a scleral lens: the rise, the run and the diameter.
The rise is the apical radius of curvature of the lens and depends on the most important metric,
the sagittal height (SAG) or the anterior chamber depth of the eye. The run is the peripheral curve
or how steep (oblate) or flat (prolate) the periphery is, relative to the base curve. The diameter is
directly related to the SAG and can be increased or decreased to elevate the lens off the eye or lower
the lens closer to the eye.
Making Contact
For the best fitting relationship, the central base curve of the scleral
lens must completely vault over the cornea with good clearance over
the limbus to protect the area from inflammation, in-growth and
neovascularization. The peripheral curves should land uniformly or
parallel to the scleral profile and not have uncomfortable edge lift or
conjunctival vessel impingement.
The lens should move minimally, if at all. The apical tear clearance
should be adequately exchanged via capillary attraction and not exceed
200 µm for a maximum 250 µm centre thickness lens. There should
not be any lens flexure that can cause conjunctival blanching from
the negative pressure effect produced in blinking. If fitted properly,
scleral lenses are as comfortable as soft toric lenses. If there is initial
discomfort, one or more of the lens parameters should be changed.
The purpose of the pre-corneal tear reservoir or chamber is two-fold:
it takes the corneal refractive power out of the picture and enhances
vision by creating a new spherical refracting plane, and it supports and
protects the corneal physiology and surface integrity.
Due to the minimum lens translation, scleral lenses are the ideal choice
for healthy eyes with high irregular astigmatism, especially prescriptions
that are outside the available parameters or cannot be fitted properly
with standard RGPs. Any over-refracted astigmatism not caused by
flexure can be surfaced with front, back or quadrant-specific toricity
in the optic zone of the lens. If warranted, a toric flange can be ordered
for scleral toricity to better align the peripheral curves onto the sclera.
For oblate corneas with steeper peripheral curves than central
curves, as in post-refractive laser surgery patients, reverse geometry
corneoscleral lenses work well in correcting the modified corneal
surface while alleviating the often comorbid dry eyes.
For presbyopes who drop out because their current contact lenses
are no longer effective at near, multifocal scleral lens options are now
available. Because the lenses are immobile, most laboratories use
simultaneous image designs with near centre optics.
For the novice scleral lens fitter, A Guide to Scleral Lens Fitting by Eef
van der Worp is a great place to start. Online communities such as the
GP Lens Institution and the Scleral Lens Education Society provide
forums, educational webinars, instructional tutorials, workshops and
curricula to help professionals learn more about this specialty lens
modality, including fitting guides for the different proprietary lens
designs and materials, lens handling and care products. Through these
online communities, scleral lens experts around the world review
clinical cases and help troubleshoot fitting or complication challenges,
such as decentrations, air bubbles, surface/reservoir deposits,
non-wetting and corneal hypoxia.
Additionally, don’t forget to work with the clinical consultants at
laboratories – they have a wealth of information about scleral lenses
and are more than happy to impart their knowledge and experience
to you. It is a journey that both you and your patients will find
n
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enjoy a service similar to the one they receive at the pharmacy or the dentist.
It’s quick to register, it’s easy to use and it’s free.
Is it any wonder so many healthcare providers rely on it?
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27
Protecting Online
Healthcare
Records:
“T
hey’re vacuuming up
your data.” That’s how a
cyber protection expert
recently described the growing
phenomenon of health records
being stolen and patient charts
being hacked from web sites and
sold on the black market. While
the Internet used to be viewed as
an impenetrable fortress guarding
health data and other private
information, it has now become a
gateway to cybercrime.
POSSIBLE?
The Legal Angle
By Evra Taylor
Pros and Cons for Canadians
In a document drafted in 2012, entitled
Protecting Privacy in an Era of Electronic
Health Records, Ann Cavoukian, Ph.D.,
Information and Privacy Commissioner of
Ontario, contrasted the promise and perils of
Electronic
health
records EHRs. It included the following:
(EHRs) may contain a range
of administrative and personal On the positive side, EHRs:
health information, such as • Can facilitate the provision of more efficient
and effective health care and improve the
names, provincial health card
quality of care provided.
numbers, diagnostic codes,
diagnoses and test results. And
from 2006 to 2012, medical and • Require less space and fewer administrative
resources to maintain than hard copies.
health care providers in the U.S.
experienced 767 security breaches
resulting in the compromised • Can be designed to enhance privacy through
access controls, audit logs, strong encryption
confidential health information
and authentication.
of more than 23 million patients.
In December 2013, the St. Joseph
Health System in Texas confirmed
a security breach affecting the
records of up to 405,000 past and
current patients, employees and
their beneficiaries. The attackers
may have gained access to
records including names, Social
Security numbers and possibly
addresses, along with patients’
medical information and
employees’ bank account data.
• May be more complete and readily accessible
by all healthcare providers involved in
the health care of a patient, regardless of
location.
On the negative side:
• If privacy is not embedded in the design of
EHRs, they pose unique risks to privacy and
the security of personal health information.
• They allow for massive amounts of personal
health information from diverse sources to
be collected, used and disclosed.
One of the most egregious
examples of cyberhacking • Unauthorized uses attract hackers and others
with malicious intent, including authorized
occurred in 2013 when a laptop
healthcare providers who access the
containing
the
personal
information for purposes other than
health information of 650,000
Albertans was stolen.
providing health care.
28
Is it
Moving from bad to worse, the FBI’s Cyber
Division is issuing warnings about patient
charts being hacked from websites or stolen
from computers and sold on the black market.
Patient health information has more value to
hackers on the black market than credit card
numbers because it may contain prescription
information for controlled substances.
In addition, it potentially contains details that
can be used to access bank accounts.
Looking for Answers
Regarding the Alberta breach, IT World Canada
reported that according to Tony Busseri,
CEO of the Toronto-based security and ID
management company Route 1 Inc., the
incident could have been avoided if the parties
concerned had been following proper privacy
and data protection policies.
Busseri cited a lack of safeguards by the
Ministry of Health around its sharing of health
records with other organizations such as private
health centres. He also said that Medicentres,
the Edmonton health clinics involved in the
2012 breach, should have a policy that prevents
employees and contractors from carrying
sensitive information and patient data on their
electronic devices.
As often occurs, the remedies to the problem
seem obvious after the fact. But until the
security of electronic health records is
buttressed, Canadians and Americans have
reason to be concerned about sharing their
n
personal health information.
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OLIVER GOLDSMITH
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ENLARGED WATER GRADIENT
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33
80
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Right where you need it.
PERFORMANCE DRIVEN BY SCIENCE ™
Ask your sales representative for details. †Images for illustration purposes only. *In vitro measurement of unworn lenses.
References: 1. Based on the ratio of lens oxygen transmissibilities, among daily disposable lenses; Alcon data on file, 2010. 2. Thekveli S, Qiu Y, Kapoor Y, Kumi A, Liang W, Pruitt J. Structure-property
relationship of delefilcon A lenses. Alcon data on file, 2012. 3. Angelini TE , Nixon RM, Dunn AC , et al. Viscoelasticity and mesh-size at the surface of hydrogels characterized with microrheology. Invest
Oph & Vision Sci. 2013;54(E-Abstract 500). 4. Dunn AC, Urena JM, Huo Y, et al. Lubricity of surface hydrogel layers. Tribology Letters. 2013;49(2):371-378.
See product instructions for complete wear, care, and safety information.
All trademarks are the property of their respective owners.
© 2014 Novartis
UNIQUE WATER GRADIENT
ULTRASOFT
HYDROPHILIC
SURFACE GEL
DAILIES TOTAL1® contact lenses, the first water gradient
contact lens, featuring an increase from 33% to over
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Modulus of ~0.01 MPa at
the outermost surface4
Let your patients experience the DAILIES TOTAL1®
contact lens difference today.
SILICONE
HYDROGEL
CORE
New Brain-Training
Technology Improves
READING
in Most
Presbyopes
GlassesOff1 is well named
for it does just that,
allowing most people
between 40 and 60
to leave their reading
glasses behind,
for many years!
E
xciting new technology
from an international
team of neuroscientists
improves vision by
leaving the eyes alone, and
instead stimulating the brain’s
visual cortex. The game-like
training is delivered via a smart
phone application (for iOS and
Android devices), available for
approximately $15 a month. The
program involves training for
three, 12-minute sessions per
week over approximately three
months. Users are expected to
be able to read without glasses or
magnifiers after 10-15 hours of
training.
“
32
With age, people lose
the flexibility of the
crystalline eye.
”
Special Report
By Paddy Kamen
Nature’s Scientific Reports published the
results of a study2 conducted at the University
of California, Berkley that showed the aging
brain can overcome, or at least delay the effects
of age-related deterioration of the eyes. In some
cases, subjects over age 50 who had presbyopia
showed improvements comparable to the vision
in the younger, control group.
Without correction:
• All users became able to read a font smaller
than the standard newspaper size
• 90 per cent of subjects regained the ability
to read for longer periods without adverse
effects such as headache
• The reading speed of small, font-size text
improved considerably
• Eye age was reduced by 8.6 years.
The study was the first to conclusively prove
that improvements associated with this training
originate in the brain and are not the result of
improved performance of the eye as might be
seen in accommodation, pupil size changes or
depth of perception.
Prof. Uri Polat is the co-founder and chief
scientific officer of GlassesOff. He is also the
director of the Visual and Clinical Neuroscience
Laboratory at the Eye Research Institute of the
Sheba Medical Center, Faculty of Medicine
at Tel-Aviv University. In an interview with
Envision: seeing beyond magazine, Professor
Polat explained that there is still some debate
about how the training works in the brain to
improve vision. “With age, people lose the
flexibility of the crystalline eye,” he said. “The
images are fuzzy, or blurred. The brain’s task
is to take the information and make it reliable.
My conjecture is that even though the electrical
information conveyed to the brain from the
eye remains less reliable, the brain becomes
more efficient and faster at interpreting that
information.”
Special Report
Blur discrimination is a function of contrast
detection and so the GlassesOff training
system uses contrast detection as a key aspect
of its training. The app constantly monitors the
contrast detection threshold and progressively
increases levels of difficulty. Intervals between
visual stimuli are shortened, thus training the
brain to process images is faster.
The GlassesOff training is personalized for
each user and begins with a vision assessment.
“The vision evaluation is very sophisticated
and accurate,” says Polat. “As we know, many
factors can affect vision evaluation, including
effort, fatigue, lighting, and the amount of
time the user has to respond. So results are
not always consistent from one optometrist
to the next. Our test presents accurate images
that look the same on any device, with images
presented for limited duration. We get a very
clear understanding of the user’s near-vision
capability and the app will re-test from time
to time as the user goes through the training.”
Every session offers personalized feedback so
that users can monitor their progress.
[ Professor Uri Polat ]
opto.com
Adult amblyopia, previously thought to be
untreatable, also yielded to the perceptual
training developed by Prof. Polat before
GlassesOff was established. In a study
published in Proceedings of the National
Academy of Sciences (PNAS)3, a two-fold
improvement in contrast sensitivity and
letter-recognition tasks was reported in
patients between 9 and 55 years of age.
Prof. Polat says current applications for this
technology are the ‘low hanging fruit’: “We’re
not just improving vision performance, but
also processing speed, decision making,
reading speed and reaction times.” He expects
this perceptual training to also be applied
to athletic training and other tasks that
depend on fast visual processing and reaction
times.
n
1. www.glassesoff.com
2. http://www.uripolat.files.wordpress.com/2012/06/srep00278.pdf
3. http://uripolat.files.wordpress.com/2011/05/2004-polat-pnas-amblyopia.pdf
Our expertise
yOur success
Take advantage of our clinic management support program
while maintaining your freedom of choice and independence
within your practice
Training
Benchmarking
Optosys®2 Software
Inventory
Marketing
Succession Planning
Join
CANADA’S LARGEST NETWORK
OF INDEPENDENT OPTOMETRISTS
ContaCt:
JaCques LeCavaLier
T 800.363.4096 ext.: 5773
[email protected], [email protected]
33
Join
LENS MARKETING:
the
CHAIN GANG
C
hain re t ai l e rs and
independent optical
shop owners rarely
cross the competitive
divide and share ideas. However,
each group can learn a lot from
the other – particularly when it
comes to marketing spectacle
lenses.
Chain retailers across Canada
have achieved great success by
developing “house-brand” (or
private-label) lens lines that
make their spectacle products
appealing to consumers – and
emphasize design features and
benefits in a way that’s easy
to understand. These brand
names may highlight the thin,
lightweight characteristics of
high-index or polycarbonate
lenses or the visual benefits of
freeform lenses; they may extol
the virtues of ultraviolet light
protection offered by polarized
sunlenses or the convenience of
photochromic lenses. As a result,
consumers shopping at chains
that use this technique know
what they’re buying.
34
Lens Focus
By Brian P. Dunleavy
David Watson, an optician and instructor at the BC College of Optics in Vancouver, remembers
running an independent optical shop and fielding questions about chain-store brands. “Clients
asked if we carried a particular product and we’d have to explain that we could get the same
material, but couldn’t call it by that brand name. It drove us nuts.”
For independents, to use the same branding approach as their chain counterparts is complicated
by the fact that they purchase lenses either directly from the manufacturer or through wholesale
laboratories. Because independents don’t have the same “buying power” as chains, they don’t have
the same opportunity to negotiate the creation of their own private-label brands with vendors.
Still, it’s not impossible. For specialty products – such as prescription wrap sunlenses or tinted
lenses designed for specific purposes (shooting/hunting or driving) – independents can work
with niche lens manufacturers and/or labs to develop their own brands. They can also work with
manufacturers and labs that specialize in commodity (usually imported) lens products that are
not branded and can therefore be coupled with other products (coatings and treatments) to create
store brands. These products are usually less expensive than brand-name products made by larger
manufacturers and they can be sold as part of a tiered pricing strategy to clients seeking more
affordable options. Depending on the make-up of their client base, independent optical shops can
find success with this approach.
PROVIDE THE
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PATIENT EXPERIENCE FOR
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ENFANTS
MME POUR
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solution for growing your young patient demographic up to age 16 while
offering Hoya’s superior Phoenix lenses that are tough enough to
stand up to any kid’s active lifestyle.
To learn more about the Eye-M-Growing Kids Program contact your HOYA Territory Manager.
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HOYAVISION.CA
Lens Focus
“
While chains may have
a branding advantage,
independents have
an inventory
advantage.
”
Another way independents can “brand”
spectacle lenses, again using tiered
pricing, is by incorporating the good/
better/best model of bundling lenses and
treatments together – and attaching a
catchy name to these bundles. For example,
such an approach for progressive lenses
might include a “standard” progressive
design with anti-reflective (AR) coating
in a conventional plastic material or
polycarbonate (the “good” option), a
standard progressive with AR in a
high-index plastic material (the “better”
option), and a freeform progressive
with AR in a high-index plastic material
(the “best” option). Here, independents
are branding the bundles, not the lens
products. They can still use the established
lens brands – especially if they are
recognizable to consumers – to make the
bundles more enticing.
The future never waits! So be sure to keep
up with it. Get in on the trends and topics
that the entire optical industry will be focussed on in 2015. Save the dates now and
maximeyes your preparation!
The learning opportunities between chains
and independents don’t go in only one
direction, however. While chains may
have a branding advantage, independents
have an inventory advantage. The products
sold in chain locations are often based on
decisions made at the corporate office, not
determined by the demands or buying
habits of the local client base. As a
result, a chain location in an affluent area
might have too much “commodity” (or
low-priced) frame and lens inventory,
and vice versa. This is a problem some
proactive chain retail executives have been
trying to address – and an advantage more
independents need to leverage.
9. – 11.1. 2015
Contact:
CANADA UNLIMITED INC.
Official Representatives for Munich Trade Fairs in Canada
Neeta Correa
[email protected]
“Independent stores like the one I managed
for over 10 years can order just about
anything – as long as they’re willing to start
an account,” Watson explains. “I used four
labs to order lenses, depending on what
product I needed, and we belonged to
[a buying group]. But as an optician in a
chain store, your hands are tied. You have
to convince clients to buy a product you
have available.”
n
36
Silmo Aisle P, #126, Hall 5
The 4304 in Red Granite/Red
Vision Expo West Booth #G23013
ogieyewear.com
•
1.888.560.1060
your
Planning
EXIT
STRATEGY
A
s a small business
owner you’re probably
so busy with the
day-to-day demands of
running your operation that you
haven’t given much thought to
planning for retirement. If so,
you’ve got plenty of company.
A recent Scotiabank poll found
that one-quarter of Canada’s
small business owners haven’t
thought about what they want to
happen to their businesses when
they retire, while only 19 per
cent say they have formulated a
succession plan.
Entrepreneurs delay retirement
planning for various reasons.
Some love their work so much
that they never want to retire.
Others decided to stay in
business longer than they’d
originally intended because of the
economic uncertainty resulting
from the 2008-09 recession.
But even if you have no plans
to retire in the near future, you
need an effective succession
plan to help ensure that you
can achieve your retirement
objectives when the time comes.
Tina Di Vito, director of Business
Succession with Scotiabank in
Toronto, recommends that you
maximize the financial benefits
of selling your business by
creating a succession plan early.
“A lot of planning can be done
38
Your Money
By JoAnne Sommers
with an eye to minimizing taxes or maximizing the sale price but it must be done years in advance
of retirement. If you wait until you’re ready to sell, you’ll miss out.”
The first step in planning your exit strategy is to create a proper buy-sell agreement, says Di Vito.
This is especially important if you have a business partner.
“A buy-sell agreement spells out what happens with your ownership share, either on your death or
when you exit the business for other reasons. If you don’t currently have such an agreement, you
should put one in place immediately.”
Here are some additional succession planning tips:
HAVE A TAX STRATEGY
There are many tax implications of a small business sale and it takes time to ensure that the
company and its ownership are structured to maximize after-tax proceeds.
You need to determine if you’re eligible for Canada’s $800,000 lifetime capital gains tax
exemption on proceeds resulting from the sale of shares. Also, discuss with your family whether
they are interested in taking over the business when you leave. If so, it may be possible to structure
the takeover in a tax-efficient manner. A professional tax practitioner can help you to structure the
sale as advantageously as possible.
Maximize the Value of your Business Before Transitioning
It’s important to maximize the value of your business to potential buyers by ensuring that it is a
profitable, viable entity, says Di Vito.
“Many business owners who are planning to exit their businesses go into pre-retirement mode and
start letting things go. It’s important to keep sales and revenues growing even if you’re planning to
exit because that will add value to the business and boost the sale price.”
Structure Retirement Income to Meet Your Needs
Succession planning is more than selling your business, says Di Vito. Your succession plan is an
integral part of your overall financial plan, which means you need to take both your personal and
business finances into consideration.
Your Money
“Think about how the two can work together to
help you reach your retirement goals,” says Di
Vito. “Consider how much income you will need
your business to generate to fund your retirement.
How will you generate it: through dividends, share
redemption or an outright sale?”
DANISH DESIGN
Revisit and Refresh
Conduct an annual financial review to make
sure you’re on track with your retirement and
succession plans. And discuss your plans with your
financial advisor and other trusted professionals to
determine your progress and make adjustments as
needed.
Small business people frequently find it difficult to
think about leaving the business they’ve created,
says Di Vito. “They often feel that their business
is their life. But once they understand the process
and start planning for it, they discover that it
relieves a great deal of stress.”
n
The following tips can help ensure
the best results from the sale of
your small business:
• Have a well-thought-out and clearly documented
plan that integrates your personal financial
situation, the business and ownership structures,
both currently and in the future.
• Create contingency plans to deal with unplanned,
catastrophic circumstances that could jeopardize
your business and your family’s finances.
• Establish a target date to transfer ownership of
your business and begin to prepare the business
and yourself for that event.
• Know the current value of your business and
establish a target value for the ultimate sale price.
•Assemble a team of trusted experts to help
with the various aspects of ownership transfer.
It should include a small business advisor/
business banker, a wealth advisor/personal
finance advisor, a lawyer and an accountant.
IF1172
• Have a plan in place that will maximize the value
of your transferrable assets and protect that value
up to the planned transition date.
IF1172
•Consider your exit strategy. Will you be
transferring your business to a family member or
selling to a third party?
COS // EXCLUSIVE DISTRIBUTION // DISTRIBUTION EXCLUSIVE
8360 Mayrand, Montreal Quebec, Canada H4P 2C9 // Tel. 1-800-363-2341
(Source: Tina Di Vito, Scotiabank)
39
COS // EXCLUSIVE DISTRIBUTION // DISTRIBUTION EXCLUSIVE
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The
Optometric
Assistant:
INDISPENSABLE
for the Dispensary
S
taffing can be an issue for
any small business and
Special Report
with the busy optometric
By Paddy Kamen
practice even more so,
for a tremendous amount of
specialized knowledge is required Offered in four modules, the online program covers everything from office administration to
to adequately support doctors contact lens instruction for patients, to providing advice to patients on frame and lens selection.
and their patients.
Students are also trained in preliminary vision testing, assisting with patient examinations and
Thankfully, the Canadian training in low vision devices.
Association of Optometrists
(CAO) helps its members meet
the need for comprehensively
trained staff. The CAO’s
optometric assistant program is
a sure way to get the new staff
person thoroughly educated in
the multi-dimensional aspects of
the optometric practice.
“
In all our training,
we apply the knowledge
to the dispensing
process.
42
”
A location-based workshop completes the training. Held annually in several cities across the
country, the workshop is an integral component of the training and attendance is required in order
for the student to write the final examination and obtain certification. Graduates are granted a
certificate and the designation Canadian Certified Optometric Assistant (CCOA).
Diana Monea is an optometrist with two busy practices in Calgary and one in Regina. She has three
optometric assistants (OAs) in each office to support two optometrists and three opticians.
When asked to compare the role of the OA with that of the optician, Monea says that OAs are
more like secretaries with special expertise relating to the optometric office. “Opticians have more
extensive training and are licensed professionals. They can sign off on prescriptions, whereas
everything the OA does has to be supervised by the OD or the optician, as appropriate.”
Joanne Hankey is an optometrist at Complete Eyecare Optometry in Abbotsford, B.C., where they
also have both OAs and opticians on staff. “Our optometric assistants book appointments, welcome
patients and confirm their client information. They perform screening tests such as auto-keratometry
and auto-refraction, as well as non-contact tonometry. Other diagnostic tests such as retinal
photography, visual fields and OCT are all done by our OA’s. Our opticians support the
optometrists by helping patients find solutions to their vision problems with contact lenses
and/or glasses. They advise them of their options and make recommendations based on their
own expertise and on the advice of the doctors. They adjust
and repair glasses and counsel patients as they adapt to their
new eyewear. Because our clinic is large, there is not a huge
crossover in roles, though everyone has the same commitment
to ensuring the patient receives best care throughout their visit
to our clinic.”
Monea says that in order to save money, some optometrists will
hire and supervise OAs, who are trained in dispensing, rather
than having opticians on staff. “But I’m too busy for that and
our doctors don’t have time to go over every prescription. We
need the opticians to sign for the prescriptions.” She adds that,
in her experience, OAs operate much like student opticians.
Continuing education (CE) is an important factor in job
performance and satisfaction for everyone in the eyewear
industry, and no less so for OAs. Monea says that optometric
association meetings typically include continuing education
sessions for OAs and that their employers pay them to attend.
Hankey notes that in B.C., most of the CE opportunities for
OAs are found at provincial optometric association seminars,
on-line, or at occasional in-house sessions.
At least one optical laboratory in the country offers continuing
education to OAs as a value-add for their customers. Yvan
Bertrand, marketing and business development director for
Benson-Edwards Optical, based in Kitchener and London,
ON, has created 11 CE courses for OAs. Nine of the courses are
accredited, with two pending accreditation. Bertrand also
intends to submit the courses for accreditation to the Opticians
Association of Canada.
Bertrand is a licensed optician with extensive marketing
experience in the industry who loves teaching and enjoys
making training fun for participants. He personally delivers CE
to small groups at the convenience of the practice, after hours
if necessary.
The continuing education delivered by Bertrand is highly
practical. “In all our training, we apply the knowledge to
the dispensing process,” he explains. “Optometrists see the
training as a strong form of support for their practices.
When new staff join the practice, when new technologies are
introduced, or when staff are promoted or rotated, there is
often a need for additional training. Everything we do is
generic, pertinent and fun.”
A Brand for Every Customer
Special Report
Calvin Klein
ck Calvin Klein
Chloé
Dragon
Emilio Pucci
G-Star RAW
Jil Sander
Karl Lagerfeld
Lacoste
Michael Kors
Nautica
Nike
Nine West
Salvatore Ferragamo
Sean John
Skaga
Valentino
bebe
X-Games
MarchoNYC
Flexon
Airlock
With the cost of replacing staff much higher than the cost of
retaining them, education and training is clearly the way to
go, especially with positions as responsible and varied as those
of optometric assistants. Education through the certification
program combined with CE will make for better customer
service and increased job satisfaction for employees. As Bertrand
points out: “Consumer expectations about the level of service
are very high and increased confidence on the part of staff goes
a long way toward meeting them.”
For more information on optometric assistant training,
please visit http://opto.ca/oa. n
43
1-800-956-9290
LEADERS
in
Eye Health
have a Common Vision
Discovering
By Briar Sexton
T
“
It was an inspiring
evening with so
many eye health
professionals
coming together to
get acquainted.
I hope to see more
opportunities
moving forward.
he Insight Leaders Council of British
Columbia held its inaugural event on
July 12. Remarkably, it was the first
time that the opticians, optometrists
and ophthalmologists of B.C. jointly organized
and attended an event designed to facilitate
inter-professional relationships and to promote
excellence in eye care.
particularly accomplished should consider full
-time employment such a great achievement.
To a person who has overcome more barriers
than most of us can imagine, we put up a yet
greater barrier because of our inability to
believe in them as a whole person with skills
and the ability to do the job.”
In the words of event coordinator Sheila
Bissonnette, managing director of Summit Hill
Strategies in Vancouver: “Why not Canada and
why not B.C.? Why can’t we create a model
of eye care that is recognized globally for its
achievements?”
The second speaker was Dr. Kevin Gregory-Evans,
a UBC professor and the Julia Levy B.C.
Leadership Chair in Macular Research. He
informed the crowd of some of the cutting-edge
work being done in B.C. and expressed great
confidence that vision scientists will eventually
cure blindness.
In addition to local eyecare professionals, the
event attracted industry leaders from Alcon,
Essilor and Vertical Bridge Corporate Consulting.
”
Held at the Vancouver Club, the evening
featured a cocktail reception and two guest
speakers. The first was Donovan Tildesley,
three-time Paralympic medalist in swimming
and the Canadian Paralympic flag bearer at
the Beijing Paralympics. Blind since birth with
Leber’s Congenital Amaurosis, Donovan
delivered a strong message that you can achieve
what you believe. He also provided a sobering
reminder that even for a Paralympian who
skis Black Diamond runs, one of his biggest
achievements is full-time employment. Less
than one-third of blind Canadians have
adequate employment.
Melanie Ross, executive director of the British
Columbia Society of Eye Physicians and
Surgeons, said, “A glimpse at Donovan’s life is
such a reminder that my eyesight is a wonderful
gift. It is humbling that someone who is
44
By the end of the evening some participants
were asking when the next event would be
held. Kim McEachern, program director for the
Opticians Association of Canada, said, “It was
an inspiring evening with so many eye health
professionals coming together to get acquainted.
I hope to see more opportunities moving
forward.”
Sheila Bissonnette hopes that the next
event reaches an even larger audience. “Our
committee feels we made a great start,” she said.
“There is clearly an appetite for professional
collaboration amongst all disciplines of eye
health and we welcome all stakeholders who
want to make their voices heard.”
The success of the inaugural Insight
Leaders Council event and the passion for
eye care among its participants demonstrates
that British Columbia is taking steps toward
becoming a forward-thinking leader in eye
care. Why not B.C., indeed.
n
 One Week Replacement Contact Lens
Leis Vision has, over the years,
built a reputation for supplying
Canadian Eye Care Practitioners
unique and specialty contact
lenses for problem patients.
I was quite excited when
Hydrogel Vision approached us
about Icuity H2O - this lens fit
perfectly into our product line.
Icuity H2O provides a new
choice for ECPs, a replacement
modality that promotes healthy
eyes, a replacement schedule
that makes sense, and a cost
that is affordable.
The hioxifilcon A material is an
ultra-hydrating material that
retains 99% of water content
through the entire wearing
time.
The Icuity H2O lens is deposit
resistant with a thin edge for
enhanced comfort, 2 base
curves for improved fit, and a
tapered carrier for superior
handling.
Uno Leis, President
Leis Vision
Dr. Jeffrey Palmer OD - “Icuity H2O
is an excellent lens for those
Silicone Hyrogel wearers who
seem to be unable to maintain
longer-term comfort with their
lenses.”
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Dr.Paul Karpecki OD says he started by
fitting Icuity H2O on dry eye patients .
“It was rewarding because many of these
were patients who couldn’t comfortably
wear a contact lens before.”
Dr. Paul Karpecki – “Deposit issues are
pretty much gone with this contact lens
and the weekly replacement has helped
compliance a lot. So patients can wear
a lens that results in few symptoms and
they can purchase it with an economic
advantage.”
*
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Leis Vision
1-866-453-2007
Turn
Digital Consumers
into
OPTICAL BUYERS
Y
ou have a high-traffic
lo c at i on , br i l l i ant
merchandising, the
latest in branded fashion
frames and years of selling
experience. Yet growing numbers
of digital consumers are walking
out of your dispensary without
a backward glance. In many
cases, the lack of pre-purchase
marketing by ECPs is creating
customers who simply have no
intention of buying from their
existing eyecare provider.
Top marketing companies
and large agencies start
multi-million-dollar marketing
campaigns by meticulously
mapping out how targeted
consumers buy each product.
Armed with this research, they
can adjust marketing tools and
digital campaigns to match
specific consumer groups. Online
retailers and large chains know
in great detail when and how to
engage digital consumers and
exactly what offers will entice
them to buy. As an independent
optical retailer or even a small
multi-office practice, you don’t
have the marketing dollars
to hire an agency or research
the consumer decision-making
process. However, you can take
research information, apply it
to your business and turn digital
shoppers into digital buyers.
46
Digital Marketing
By Grant Larsen
The following tips will help you turn “just
looking” consumers into buyers.
It’s Time for a Brand Audit
Clear off the largest table in your office and
lay out your recent advertisements, business
brochures, promotions, prints of your web
landing pages, email templates, invoices,
signage and any other materials you use for
business. Over the years you may have changed
some or all of these materials without realizing
how confusing this can be to information-hungry
potential consumers. Consumers buy from
people they know, like and trust. It’s okay to
have some branded supplier material, but make
sure your brand is consistent across all media
and materials, including digital.
Does Your Website Persuade and Inform?
Consumers want to be able to find your store,
products and services 24/7. Chances are you
created your website more than two years ago,
and don’t have video or pictures that tell a story,
or interesting and engaging offers that drive
consumers to want to buy from you. Monthly
offers, a welcome video, top-selling fashion
lists and simple explanations of technology or
services are the new standards in optical retail.
If you want to attract information-seeking
buyers, you must deliver this content before
they arrive in your store.
Connect and Share
Store, website, social media and community
today’s “omni-shopper” expects to access you,
your product information and promotions via
multiple devices whenever it’s convenient for
them. With a little communication and some
help from technology, this should not be an
impossible task. Social media management
systems allow you to promote to several
channels simultaneously with speed and
ease. Suppliers have electronic promotions
that are easy to post on your promotional
web page. Direct shipping or selling to digital
consumers are available as a free app or widget
for your website. But don’t think that these tools
replace your personal touch. By integrating
your business with multiple channels, tools
and communication sources, your connections
with consumers and your community will
dramatically improve your sales.
These tools and tips don’t require a significant
amount of time and money. Many services
are available from optical-based marketing
companies for a monthly fee or a one-time
payment. Regardless of the route you take, all of
them will require you to be actively involved in
determining your brand offering and who you
want to sell to. By preparing for the changes in
optical buying behaviour, you can start turning
consumers who are “just looking” into buyers
today. n
In the News
Nikon Introduces New
Kids Line
Summer holidays are winding down,
which means it’s time for parents to
prepare their kids for ‘back to school’.
Nikon Optical Canada took this
opportunity to launch Nikon Kids, a new
series of single vision lenses, designed
especially for children up to 15 years of
age.
“With the start of a new school year, a
trip to an eyecare professional will be top
of mind for many families,” says Isabelle
Mongeau, VP of Marketing and Business
Development at Nikon Optical Canada.
“Knowing that children can benefit
visually and psychologically from proper
lenswear, Nikon developed their kids’
package to support practitioners who
fit this clientele. Every child is different,
from the activities they enjoy to the way
they act and think. Professionals can
now offer even their youngest patients
quality choices as unique as they are.”
Nikon Kids are available in two packages
– Performance and Resistance. The 1.60
high index material of the first package
delivers superior optical performance.
Even better vision is achieved, thanks
to Nikon ICE with advanced scratchresistance, anti-glare and easy-to-clean
properties, as well as SeeCoat Blue to
protect teens’ eyes against the negative
effects of prolonged exposure to digital
devices and artificial lighting.
New Luxury Men’s Collection to
Plan “B” Eyewear’s Portfolio
Plan “B” Eyewear announces its new, high-end men’s collection, Staag Spectacles.
Overbuilt and exceptionally well-designed, Staag cuts a swath through the mundane
in men’s eyewear. Five- and seven-barrelled hinges combined with mitred joints are
the result of an unmatched attention to detail. Block and beta titanium, alongside
Mazzucchelli cured acetate, ensure outstanding quality. Bold, unique and
masculine, Staag Spectacles deliver rugged refinement.
Staag Spectacles is an exclusive collection of 12 models, nine of them in the highest
quality acetate and three in block and beta titanium. The frames themselves aspire
to great things; each one is named after an important and influential man from
fiction or history. Colour and shape are truly inspired. Bold orange, blue and red
sit alongside exquisite tortoise, demi and two-toned browns. The colour techniques
and finishes used in the collection are among the most advanced in the industry.
Plan “B” Eyewear invites attendees to Vision Expo West 2014 to come and see Staag
Spectacles products at booth G23031.
The Resistance package is designed
to stand up to even the toughest kid.
Ultra-safe, shatterproof polycarbonate
is made tougher yet with Nikon H
scratch-resistant coating or Nikon HCC
coating with scratch-resistance and
anti-glare properties.
Both packages are offered in a
comprehensive range (Rx and stock), at
a price parents are sure to like. All lenses
feature lightweight, durable materials
with built-in 100 per cent UV protection,
sure to keep up with any kid’s active
lifestyle.
Nikon Kids are backed by an 18-month
warranty that includes one replacement
pair of lenses as the child’s prescription
demands change.
48
[ mod. 4303 ]
Shining
Entering the market as a leader in modern style, the Ogi Eyewear model 4303 embodies pure delicacy through its luminescent presence. With rich designer details,
such as a noteworthy vellum inlay and an intricate designed bridge, the 4303 is truly
amazing. This desirable metal is available in four designer colour schemes of abalone
pearl/sea green, golden walnut/peru, stardust ribbon/purple and twilight streamer/
burgundy.
The classic almond-shaped cat eye meets luxurious modern innovation with the
4303. Ogi Eyewear applies its signature channel-setting technique, with inlaid textured panels of luminous shell-like, wooden and striped patterns. Featuring unexpected details, including colour coordinated rivets and a particularly unique bridge,
the model is truly individual.
www.optical411.com
Tel: (905) 415-9388 Fax: (905) 415-9788 Email: [email protected]
Microscope Type
Objective Magnifications
Eyepiece Magnifications
Diopter Compensation
Pupil Distance
Working Distance
Slit Width
Diameter of Light Spot
Filter
Slit Angle
Light Source
Power
Working Time
Packing Volume
Net Weight
Gross Weight
Converging microscope
1X
10X, 16X
±7D
8mm~70mm
80mm
~10mm continuously adjustable
10mm
Heat - absorption, Grey, Red-free, Cobalt Blue
Horizontal ±30°
White LED
7.2V 750Ah Li Battery, Rechargeable
5-6 hours
40cm * 20cm * 23cm
750g
2600g
In the News
Mido 2015 Looks Ahead
Mido - the must-see international showcase in
the eyewear industry - will be on stage at the
Fieramilano pavilions in Rho-Pero from February
28 to March 2, 2015.
Last year’s three-day Mido event attracted more
than 45,000 visitors (20,000 from Italy and 25,000
from outside the country) and counted 1,100
exhibitors from 49 countries, representing all five
continents.
“Over the years, Mido has succeeded in keeping
itself up-to-date without losing sight of the
importance of its networking value and
on-the-field experience,” stated Cirillo Marcolin,
president of Mido and Anfao (the Italian
Association of Optical Goods Manufacturers)
A fundamental part of last year’s success and
positive feedback from participants rested on the
reworking of the exhibition layout. That project,
initiated in 2014, will continue in the coming
years.
Mido’s organisers are working on the next edition
and the 2015 show promises to be amazing.
50
Sàfilo and Tommy Hilfiger
Renew Their Licensing Agreement
Sàfilo Group and the Tommy Hilfiger Group, which is wholly owned by PVH
Corp., announced a five-year renewal of their global eyewear licensing agreement
for the exclusive design, development, production and distribution of the Tommy
Hilfiger ophthalmic and sunglass collections. The agreement will run until
December 31, 2020, with an optional five-year extension thereafter.
“We are very pleased to announce the early renewal of this important license,
which seals the mutual trust between our two companies,” said Luisa Delgado,
CEO of the Sàfilo Group. “We have achieved excellent results to date for Tommy
Hilfiger eyewear, thanks to a seamless partnership that proved particularly
effective for the quality design, product development, marketing, communication
and distribution of the brand.”
“Sàfilo is a valued partner of the Tommy Hilfiger brand, and we are excited to
renew this licensing agreement,” added Daniel Grieder, CEO of the Tommy
Hilfiger Group. “Sàfilo’s long-standing global excellence in the eyewear industry,
and their reputation for quality and innovation, are core values which continue
to perfectly support our brand’s global premium and aspirational product
positioning.”
Since establishing the global eyewear licensing agreement in late 2010, Sàfilo and
the Tommy Hilfiger Group have partnered to consolidate and grow the Tommy
Hilfiger brand’s global eyewear distribution business. During the forthcoming
five-year term, the partnership will focus on expanding distribution in Asia and
Latin America – both key markets with significant potential for expansion and
category growth.
More than 2,200 unique visitors a month with
more than 40,000 page viewed.
The only bilingual recruitment website
specifically for the Canadian
optical industry.
Job Seekers
Employers
A multitude of employment
possibilities are available
right now!
Roughly 1,800 monthly visitors
are searching for the
perfect career opportunity!
In the News
DOING IT RIGHT
&
ON TIME FOR
25 YEARS!
Hoya Launches Array Wrap
Hoya Vision Care Canada announces the addition of Array Wrap,
a freeform progressive lens designed for high wrap frames, which
features Hoya’s proprietary advanced technology.
Array Wrap presents variable length corridors, a full lineup of
indices, colours, materials and treatments, and large cutouts that
work well with a wide array of options, from clear to sunwear.
The lenses fit just like Hoya’s Array design, but contour to high base
frames to cover every aspect of vision. According to the company,
they are the optimal choice for eyeglass wearers who demand the
best vision possible in high wrap frames.
Silmo 2014 Ready
for Action
Just a few days to go until the start of the 2014 Silmo show - the
major international gathering of the optics industry.This year’s event
promises to be dynamic and diverse with a string of new exhibitors,
an improved layout, a relevant program of events and, as usual, a
warm welcome.
WWW.
MODULAR-DESIGN
.COM
Around 1,000 companies are expected to attend. One hundred
are returning or exhibiting for the first time, including Marchon,
De Rigo Vision, Schneider, Stepper, Satisloh, Bushnell Outdoor
Products, Budri, and Kirk & Kirk. According to the organizers, the
growth in the number of Italian companies exhibiting is remarkable,
as is the continued presence of Korean designers. Silmo has also
revamped and enhanced its website, with a wealth of information on
markets, trends and news about the trade fair.
Not to be missed are new exhibition zones and an improved layout
designed to facilitate the attendees’ experience. Stimulating events
will further enhance the visitors’ knowledge. These events include:
• SILMO ACADEMY, providing training to opticians,
• FASHION STYLE, dedicated to fashion brands,
• TRENDS FORUM, this year devoted to colour.
New pop-up catering areas have been tailored to suit individual
requirements, including vegetarian, halal, kosher and Japanese
cuisine.
52
In the News
New Silhouette International Subsidiary in Brazil
Silhouette International is now represented in South America with its own subsidiary located
in São Paulo, Brazil.
The branch office sells private label Silhouette eyewear as well as adidas and adidas Originals
eyewear licensed brands. The subsidiary – the 14th of the Austrian family-owned
company – also has its own warehouse. “We want to provide that service in Brazil that our
customers the world over know – delivery within 48 hours – which is why we decided to set up
our own warehouse in Brazil, in addition to our warehouses in the U.S. and at our headquarters
in Austria,” said Silhouette International CEO Daniel Rogger.
“Brazil and South America have great potential and that is why it is important to us to handle
this market ourselves. Our distribution partners have done a good job getting things set up
over the past decades. The time has now come for us to take the helm,” said Rogger. He sees
Silhouette’s future markets to be primarily in Asia, the CEE countries and South America,
without losing sight of the company’s existing core markets in Europe and the U.S., which is
still the biggest market for the Austrian eyewear manufacturer.
[ mod. SK5091 ]
[ mod. SK0068 ]
A Sparkling Autumn l
The new Swarovski eyewear collection, distributed by Marcolin Canada for autumn/winter
2014-15, presents 15 exclusive sunglasses and seven exclusive eyeglasses that are essential
fashion accessories for a feminine, contemporary look. Great attention to detail and bold
shapes emphasize the trendy, irresistibly glamorous style of these new models.
Inspired by Swarovski’s fashion accessories’ collections, this season’s sunglasses and optical
offerings offers easy-to-wear models, enhanced by the use of crystals for a subtle touch of
sparkle.
“Eyewear totally participates in self-expression and is great to enhance one’s style. We provide
a wide array of sunglasses, from classic to fashionable, that will certainly bring a change of
attitude to any woman,” said Swarovski’s Creative Director Nathalie Colin.
The temples of the Dana (SK0068) sunwear acetate model have an interwoven design that
evokes the filigree motif typical of Swarovski jewelry, for a romantic, feminine effect, while the
Doris (SK5091) style has a 1950s inspiration. The sophisticated cat-eye shape is enhanced by
an elegant, imposing crystal at the start of the temples.
53
In the News
Transformation of Any Eyewear into
an Instant Bifocal
20/20 Accessory Source introduces the newest in innovative bifocal
design. With an easy application process, any sunglass, safety glass or
mask can be transformed into a bifocal.
Hydrotac Stick-On Bifocal Lenses are invisible, half-moon shaped soft
lenses that adhere to the back of any lens by just using water. They are
reusable and won’t leave behind any residue, so one set can be used on
multiple pairs of eyewear.
Adding stick-on bifocals to your array of products will entice customers
looking for additional options. Whether they prefer something
traditional, or something unique, the lenses are designed to fit all
styles and have the ability to be trimmed without the worry of the
magnification being distorted.
The Hydrotac’s versatility also invites a more diverse range of patients
into your clinic. Individuals who require occupational lenses, such as
diving masks and safety goggles, and need the help of a bifocal, will
find this hassle-free alternative advantageous.
[ mod. Kissable ]
Something Precious and Rare
ic! berlin presents a collection of eight metal frames for women who see their glasses as
jewellery. An accessory for the eyes, the Little Black Dress for the face: chic, classic and
always in style. This collection of timeless frames in four gorgeous colours is inspired by
the glamour of the 50s and 60s while looking to the future with feminine modernity. The
ultramodern collection reimagines these traditional styles in subtle, modern materials.
These metal colourways are decorative, lustrous, ornamental and precious, like jewellery.
And ic! berlin chose a dark graphite model to be the Little Black Dress of the face.
Partnership Between REM Eyewear and FYidoctors
for Converse Eyewear
The popular brand Converse Eyewear will soon be easier to find in Canada, as REM
Eyewear announces an exclusive distribution agreement with FYidoctors.
“I am personally thrilled to be expanding our already-strong relationship with REM
Eyewear and adding the Converse line to our growing list of exclusive brands in Canada,”
said FYidoctors’ CEO Dr. Alan Ulsifer. “Converse is one of the most highly recognized
brands and the lineup of frames they have delivered is truly exciting for our company.”
REM Eyewear, the worldwide licensee of Converse Eyewear for over 25 years, selected
FYidoctors as the exclusive Canadian distributor because of their commitment to
outstanding customer service and their growing network of optometrists.
This distribution agreement will greatly increase the availability of Converse Eyewear
throughout Canada through the FYidoctors network of over 200 locations and over
400 optometrists between its corporately owned and Vision Source Canada locations.
Additionally, FYidoctors will continue to distribute the brand nationwide to interested
retailers.
“All of us at REM Eyewear are excited to expand our partnership with FYidoctors and the
Converse Eyewear collection will be a great addition to their current distribution of our
John Varvatos collection. FYidoctors has been a great partner and we are looking forward
to a long future together,” says REM’s President Steve Horowitz.
54
In the News
feeling
over
are
you
a
loss ofcontrol
your place
in the
optical
industry?
New Look Acquires
Greiche & Scaff
New Look Eyewear has entered into a definitive agreement to acquire
certain optical assets and business of Optic Direct, carrying on
business under the Greiche & Scaff banner in Quebec. The acquisition is
expected to close on or about October 1, 2014.
Founded in 1976, Greiche & Scaff has grown to become an established
and well-recognized enterprise in Quebec’s optical retail markets.
The assets and business to be acquired by New Look include
49 corporately owned stores in Quebec, 42 of which are in the
greater Montreal region, and an integrated lens processing facility in
Montreal. Revenues for the 12 months ended March 31, 2014 amounted
to approximately $30.7 million.
The purchase price of the assets and business of Greiche & Scaff is
$17.75 million, subject to customary price adjustments. New Look has
entered into various financing arrangements to finance the acquisition,
including a $10 million increase of its senior secured debt facility with
its bank syndicate to $53 million and a “bought deal” private placement
agreement for the issuance of 500,000 subscription receipts at a price of
$20 per receipt with a syndicate of Canadian investment firms.
“This is an important building block in our strategic plan for
participating in the consolidation of the Quebec and Canadian retail
optical markets,” stated Antoine Amiel, vice-chairman of New Look.
“It solidifies our Quebec base, particularly in the metropolitan Montreal
region, and results in the acquisition of an additional established and
respected banner in the retail optical market. It also gains us significant
operating efficiencies.”
“We will continue to operate the Greiche & Scaff business as a
separate banner and store network within the New Look/Vogue Optical
umbrella,” added New Look President Martial Gagné. “We very much
look forward to working with the Greiche & Scaff employees, associated
optometrists and opticians and welcoming them to our group.”
The acquisition of Greiche & Scaff is subject to the usual closing
conditions, at which time the 500,000 subscription receipts issued
pursuant to the private placement are expected to be automatically
converted into 500,000 Class A common shares of New Look.
Last November, New Look acquired the largest integrated optical
retailer in Atlantic Canada, Vogue Optical, for about $74 million.
The industry would have you believe that
brands are the path to success in the optical
world. With this in mind, what is your store’s
brand? It is not the brand names you carry
that every shop in town carries; it is what
you do that makes your store different from
the store down the street. It should be a
focus on product and service, and creating a
uniquely different environment to advance
who you are and who you want to be. It is
having control over your business, and not
being controlled by an industry.
Alternative & Plan “B” Eyewear wants you
to take back control and evolve your store’s
brand. We want to provide you with unique,
quality product where the designers focused
on colour, shape, fit and style, and not on
where the brand logo needed to be placed.
We want to help you sell this product by
providing you with in depth knowledge on
our collections and exceptional customer
service. We want to help you brighten
up your store with personalized point of
purchase materials that make a real impact.
We want you to remain independent while
growing your business. The optical world is
becoming one vast desert of sameness, and
revitalizing it starts with you, the eyecare
professional. We believe your store’s brand
is the most important thing you can focus
on in today’s optical industry. To learn more
on how we can help you build your brand,
call us toll free at 1-888-399-7742
or visit www.alternativeeyes.com.
55
lossofcontrol1-3_vertical6x23.5.indd 1
25-08-14 2:39 PM
In the News
[ mod. Red Tiger AM 508Z ]
[ mod. Stetson 314 ]
[ mod. Invincilites Sigma W ]
Zyloware Unveils New Models
Zyloware Eyewear has unveiled its exciting new releases for September 2014, featuring new styles
from the Stetson, Red Tiger and Invincilites Collections.
The rectangular-shaped Stetson 314 is a semi-rimless metal frame for the traditional mature male.
The incorporated unifit nosepads are subtle and provide extreme comfort. The thin metal endpiece
and temples are sleek and lead to zyl temple tips.
The on-trend Red Tiger AM 508Z is a full rim zyl frame in a rectangular shape. The metal plaque
embellishment on the zyl temple gives the wearer a sharp look. Featuring adjustable gooseneck
nosepads and wider angle of flair, the model provides extra headroom and superior comfort
for wider face shapes and high cheekbones.
The rectangular-shaped Invincilites Sigma W is a rimless metal frame. The metal bridge and
endpiece feature a sleek black colour. The unique and flexible Grilamid® temples include the black
colouring throughout. This frame incorporates a snap-in plug mount system.
Catherine Deneuve
and Marcolin
Consolidate
Partnership
Marcolin Group and Catherine
Deneuve have renewed their licensing
agreement for the design, production
and worldwide distribution of
Catherine Deneuve Lunettes optical
frames and sunglasses.
Initially launched through a licensing
partnership with Viva International in
1989, this new multi-year agreement
has been expanded to include the
Marcolin Group.
“We are really pleased about the
renewal of this license. Catherine
Deneuve is the epitome of timeless
elegance, something our company
is proud to represent with these
products,” said Giovanni Zoppas,
CEO of Marcolin Group.
In December 2013, Marcolin finalized
the acquisition of Viva International,
significantly strengthening its brand
portfolio and distribution structure,
particularly in the U.S.
56
In the News
[ mod. Ck5400 ]
EMPOWER YOUR
PRACTICE WITH
ACUITAS™
[ mod. Ck5402 ]
PATIENT
RELATIONSHIP
MANAGEMENT
SOLUTION
One Company
One Solution
Paperless patient journey
Clinical equipment links
Business Intelligence
Provincial billing
[ mod. Ck5403 ]
Online booking
SMS
Calvin Klein Capsule Collection
Released in June, the new Colorthin collection by Calvin Klein features
a new, innovative technology and lightweight, flexible and vibrant styles.
The five plastic models and four metal styles distributed by Marchon are
available in vivid colours.
Colorthin frames are made in Italy and represent the cutting edge in
eyewear technology – extreme lightness and material flexibility, combined
with sophisticated materials that make them absolutely unique.
The innovative models feature excellent memory form, resistance to
cracks and a featherweight feel, while maintaining correct positioning and
flattering any face. Moreover, the Colorthin Calvin Klein frames
distributed by Marchon are 100 per cent hypoallergenic.
The line is also durable and flexible under diverse conditions and easily
adapts to temperatures that range from -13-150 degrees Fahrenheit.
The temples can also resist twisting of up to 180 degrees.
The Colorthin Calvin Klein line’s functional shapes are defined by bright,
deep colours with a soft, matte coated finish and the frames can be
equipped with most of the lenses that are available on the market.
SCHEDULE A
DEMONSTRATION
CALL
1800 708 1610
EMAIL
[email protected]
VISIT
www.ocuco.ca
VISIT OCUCO AT
OPTIFAIR
STAND #405
19TH OCT 2014
57
In the News
Live Eyewear Announces Manufacturer
Direct Distribution in Canada
Live Eyewear, a leading manufacturer of fitover sunglasses and low vision aids,
announces that it will establish offices in Vancouver to support the company’s initiative
to service the Canadian eyewear market via a direct line of distribution. The expected
date for the offices to open is the end of August.
Previously, the company’s patented, optical grade fitover sunglass collections,
including the world-renowned Cocoons and Vistana brands, were only available to
Canadian eyecare professionals through the company’s authorized distributor, 20/20
Accessory Source.
“Our fitover sunglasses and low vision aids are firmly established in the Canadian
market and are the preferred choice of eyecare professionals who demand optical-grade
products for their patients. After many years of servicing the Canadian market through
a distributor, we’ve decided that our loyal base of Canadian customers deserves the
focus and attention of manufacturer direct support,” said Live Eyewear President Kieran
Hardy. “We have an opportunity to not only deliver an improved level of day-to-day
service, direct pricing, special incentives and broader product selection, but also to gain
a more in-depth understanding of what our authorized dealers need in order to further
grow the fitover category in Canada. The new line of direct communication will be
extremely beneficial for both us and our customers.”
Inquiries regarding Live Eyewear’s patented collections of fitover sunwear and low
vision UV absorptive filters can be answered by a Live Eyewear representative by calling
the company’s toll-free customer service number at 1-800 834-2563.
58
In the News
VEW 2014 on the Theme
of the Latest Technology
As wearable technology continues to
invigorate the world of eye care through
both form and function, Vision Expo West,
International Vision Expo & Conference has
introduced a targeted new continuing
education track dedicated to educating
attendees on what this technology means for
the industry’s future, and how to maximize its
business potential.
The six-hour Wearable Tech track, held Friday,
Sept. 19 at Vision Expo West 2014, highlighted
everything from Google Glass to augmented
reality goggles to GPS and Bluetooth-enabled
frames.:
• The Glass Class: a one-hour group discussion
about Google Glass and other wearable
technologies that relate to eyecare;
• The Future of Digital Vision and Wearable
Technology: need-to-know information
about smart glasses and other wearable
technology innovations, and how to
effectively market these solutions;
• Technology Within the Blink of an Eye: a
look at how the next generation of GPS and
Bluetooth heads-up display technology is
integrated into unique frame designs to
maximize field of view;
Advertising
Index
Alcon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7, 30, 31
•Eye2: What you Need to Know About
Eyewear and Eyecare’s Pivotal New Role
in Wearable Technology: a discussion and
demonstration of the latest developments
in wearable optical technology, from smart
glasses and contact lenses to augmented
and virtual reality systems and low vision
devices, and how these technologies are
benefitting patients;
Alternative Eyewear. . . . . . . . . . . . . . . . . . . . . 55
• Wired and Blurry!: an overview of products
designed to increase contrast, comfort and
focus for the digital generation.
Cenoco. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23
In recognition of the ways new technology
is changing the practice and business of
eyecare, Vision Expo West offered more
than 38 hours of continuing education on
how professionals can integrate technology
into every aspect of practice for improved
patient outcomes and profitability. Additionally,
the popular 10-hour Spectacle Lens
Expert track returned this year to educate
attendees on the latest lens technology, trends in
freeform lens processing and digital eyestrain.
COS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Audace Lunettes. . . . . . . . . . . . . . . . . . . . . . . . 47
BC College of Optics. . . . . . . . . . . . . . . . . . . 56
Breton e-communications. . . . . . . . . . . . . . . . 58
BretonJobs. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 51
Concept Eyewear. . . . . . . . . . . . . . . . . . . . . . . 54
Essilor Canada. . . . . . . . . . . . . . . 17, 21, 40, 41
Hoya Vision Care. . . . . . . . . . . . . . . . . . . . . . . 35
Importlux. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19
Leis Vision. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
Live Eyewear. . . . . . . . . . . . . . . . . . . . . . . . . . . . 59
Marchon. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Match Eyewear. . . . . . . . . . . . . . . . . . . . . 14, 15
MIDO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11
Ming’s Optical. . . . . . . . . . . . . . . . . . . . . . . . . . 49
Modular Design Systems. . . . . . . . . . . . . . . . . 52
INDEPENDENT SALES REPS WANTED
Live Eyewear has come to Canada!
Cocoons are the world’s most recognized brand of fitover
sunglasses. The brand is already firmly entrenched in the
Canadian market and is carried by thousands of Canadian
eye care professionals. We are seeking qualified, well
proven independent sales representatives to carry the
Cocoons and Vistana brands of fitover products. Excellent
commissions and marketing support.
Email your resume and cover letter to:
Morgan Piatt
[email protected]
Ocuco. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 57
OGI Eyewear. . . . . . . . . . . . . . . . . . . . . . . . . . . 37
Opti’15. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36
Optika Eyewear. . . . . . . . . . . . . . . . . . . . . . . . . 13
Plan B. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61
Prisme Optical Group. . . . . . . . . . . . . . . . . . . . 29
Sàfilo. . . . . . . . . . . . . . . . . . . . . . . . Back cover, 5
Optometric Services Inc. (OSI). . . . . . . . . . . 33
Spectacle Eyeworks. . . . . . . . . . . . . . . . . . . . . 50
TELUS Health. . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Transitions Optical . . . . . . . . Inside front cover
VisionScience Software. . . . . . . . . . . . . . . . . . 22
WestGroupe. . . . . . . . . . . . . . . . . False Cover, 3
Zig Eyewear. . . . . . . . . . . . . . . . . . . . . . . . . . . . 53
59
Classifieds • Classifieds • Classifieds • Classifieds •
BUSINESS
OPPORTUNITY
1200 sq. ft. optical dispensary for sale,
in a high traffic location in St Catharines.
2 years remaining on the lease, with
pylon signage in the rent. Price includes
all fixtures/display units, inventory,
equipment and furniture. Ideal for an
optician/optometrist to take on established
patient files, as a turnkey operation. Owner
wishing to retire. Assistance available
through transition stage and possible
personnel continuation negotiable. Serious
enquiries only to opticalforsale@hotmail.
com.
....................................
Established optical store for over 10 years
for sale/franchise Mapleview - Mapleview
Ontario refracting and dispensing practice
for sale or franchise including existing
client base. This turnkey operation is
1340 square ft. with current rent $5,583
plus CAM. Please contact Bill O’Brien for
further information at askobrien@gmail.
com.
....................................
Established optical store for over 10
Years for sale/franchise St-Catharine’s
- St-Catharine’s Ontario refracting and
dispensing practice for sale or franchise
including existing client base. This turnkey
operation with average monthly revenue
of $50K. 2081 square ft., located in the Pen
Centre. Current monthly rent is $7,800
further information at [email protected].
....................................
For sale: Attractive business for opticians
who want to be their own boss. Located on
Yonge Street North York area. Surrounded
by commercial offices and high density
residential condos. High pedestrians
traffic. Turn-key business with inventory.
Don’t miss this opportunity to start your
own business. Asking price $65,000.
Contact: 647-502-1108.
....................................
....................................
....................................
....................................
Optical Store for sale in Mississauga: In
business over 2 years. Quality merchandiseover 1000 frames. Doctor coming I day
every week. 1370 square ft including eye
doctor’s room and separate room for lab.
Very low rent. Price negotiable. Please
contact: [email protected].
....................................
West Kelowna, BC. Great opportunity to
own your own practice in the beautiful
Okanagan Valley! This boutique-style
optical has been in business since 1997
and carries a large inventory of unique
and fashionable eyewear and sunglasses.
Includes display cabinets, furniture,
eyesight testing equipment, optical
equipment and accessories. Please contact
Bill Lougheed at 250-767-9005 after 4:00
pm for further information.
Marc Jacobs display available. Nice black
laquer finish. With lock and key. Holding
24 frames. Nice mirrors in the back.
Very heavy unit: $500 delivered. Please
contact Arthur: 416 416-529 arttykoch@
hotmail.com.
....................................
Optical store for sale Kitchener - Kitchener
Ontario downtown location optical store
for sale at a very attractive price. This 1394
square ft. turnkey operation is beautifully
renovated with tasteful and quality display
units. The unit is located at 250 King Street
W. Unit #2. Current monthly rent is $3,500
further information at [email protected].
....................................
Optical store for sale Windsor - Windsor
Ontario downtown location optical
store for sale at a very attractive price.
This 1635 square ft. turnkey operation is
beautifully renovated with tasteful and
quality display units. The unit is located at
100- 4185 Walker Road. Current monthly
rent is $2,997.50 plus CAM. Please contact
Bill O’Brien for further information at
[email protected].
....................................
Optometry office selling optical
dispensing business of the practice in
St Catharine’s, ON. Low Rent, visible
ground floor strip plaza location, well
trained staff, 25 years of loyal patient base.
ODs will focus on medical eye exams,
glaucoma, and low vision. No evenings,
no weekends, no local optical competition.
Must be a licensed optician, with a good
business insight. Arrangement open to
discuss further, and to comply with College
regulations. Email: nueveman@hotmail.
com.
....................................
Optical store for sale: Downtown Toronto
location, optical store with surfacing
and finishing lab. Large inventory of
latest frames and sunglasses. Contact
lens/refracting room. 6 days a week.
Please contact: [email protected].
....................................
....................................
EQUIPMENT
2006 essilor gamma edger for sale
low cuts $17000 o.b.o. Please email me
[email protected].
....................................
Essilor Delta edger and tracer. 5 years old
Delta Edger for sale. Almost new. Please
call Mathew: 604-464-1344.
....................................
Fast sale: make an offer ... 18 frame display
wall mounted units (30 frames each),
260 Frames (France, Italy manufactured),
Topcon keratometer ocular counter-balanced,
table (for 2 instruments), 16 waiting
room chairs (Quality fabric covered),
4 cinema style lighting fixtures (300w each)
including tracks, various examination
charts. Ask for complete list: please
send email for list, pictures, prices, to
[email protected].
....................................
For sale BIO, Heine-180, Omega, mint
condition - $1800, retino/ophthmoscope
Heine beta-200 - $800 - (nearly new, very
good condition), rechargeable battery
/ 110v handle, Tonopen XL, Mentor
w 180 tipcovers, excellent condition $1200, NCT-2 Tonometer, Reichert, good
condition - $1200 - with table. The above
all come in original boxes. Please email:
[email protected].
....................................
Optometrist office equipment for sale.
UVC CS-418 manual recline chair
$1514.75, Huvitz HS-5000 Slit lamp with
6.3x. 10x.16x. 25x and 40x magnifications
- $3,400.00, Reichert minus cylinders
phoroptor (black) - $3,816.50, HUVITS
HCP7000
LED
Chart
Projector
7PC11JCZ08 - $1,565.75, Advantage plus
ophthalmic stand - $3,400, shadow mirror
system 14 x 14 color: white - $347.66,
Wall mount for projector - $85. $20,000
equipment to be sold due to change of
office for only about $14,900. Contact
number 647-407-6006.
....................................
Urgent: optical store brand new tools and
displays for sale. Auto lensometer $2500,
Vispu Tower frame heater $250, tools set
for $120. Optical custom displays: counter,
display tables, display with LED lights.
Please call 647-502-1108.
....................................
PLEASE SEND US YOUR
CLASSIFIED AD* BY EMAIL
BEFORE OCTOBER 15, 2014
TO: [email protected]
Envision: seeing beyond
Breton Communications Inc.
202-495 St-Martin Blvd. W.
Laval, Quebec H7M 1Y9
Fax: 450 629-6044
*Only the Business Opportunity, Equipment and Service Offer sections are available in our publication and online at :
www.bretoncom.com/classified.
Market Place
To advertise in the Market Place, contact [email protected] or 1 800 462-2112
VISIT US AT
BOOTH 14064
EMAIL
[email protected]
TO REQUEST OUR NEW 2014 CATALOG
ENVISION_SEPTEMBER_14.indd 1
60
8/12/14
PM
Please note that job postings
are 4:48
available
at www.bretonjobs.com
Galleria Booth
G23031
planbeyewear.com
SAFILO1934.IT — MOD. EL. 7212
MADE IN ITALY

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