Even when patients say they’re happy, Justin Manning, OD, MPH, FAAO, Founder & CEO, eyeLeader, likes to dig a little deeper. Sometimes patients think that doctors want to hear that everything’s fine, so he pushes a bit. “Do you love your lenses?” Or “If there’s anything you could change about your contact lens experience, what would it be?” By asking provocative questions that prompt patients to give more reflective answers, he is able to determine who is actually having a stellar experience and who might benefit from a change in contact lens design or replacement schedule.
For example, Dr. Manning is an advocate for daily disposable contact lenses. “When I was in optometry school, daily disposables accounted for about 90 percent of the contact lens sales in parts of Asia and Europe, yet they were only a fraction of that here in the U.S.,” he says. He adds that he has been able to bring his daily disposable market segment to about 45 percent, and it can go higher still. “I educate patients about the health benefits of daily disposable lenses and the comfort and convenience factors.”
One of the top sellers in the practice is DAILIES TOTAL1® contact lenses. “Our practice is 7,000 feet above sea level. It’s a very dry environment,” he says. “Many of our patients experience contact lens intolerance after just a few hours of wear with other contact lenses,” he says. Add to that students who spend hours a day reading from computer screens and tablets, experiencing a decreased blink rate, and presbyopic patients who note that their symptoms of dry eye become more pronounced as they age. “We tend to jump straight to a premium daily disposable lens because for these patients and others, the higher the Dk and the higher the comfort level, the better,” he says. He is not shy about making the recommendation for the best possible lens to address the patient’s visual and lifestyle needs right from the start.
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