This article was originally published in a sponsored newsletter.
Many daily disposable contact lens manufacturers have launched new technologies aimed at replacing their older lens designs. This new technology could be many things, but often it is a new design, material, or embedded wetting agent. Additionally, if your practice is like mine and you are seeing strong growth in the daily disposable contact lens market, consider ways to streamline the upgrade and ordering process. Here are a few tips that I have found within my practice:
- Reduce follow-up contact lens checks when medically appropriate. If you are making an upgrade for a patient from an older technology to a newer technology contact lens, consider same-day finalization of the prescription. Evaluate the fit and vision with that new daily disposable and allowing the patient to move forward with the order. I often say, “This new lens is the same manufacturer but its newer design.” If the patient is seeing well and they like how they feel, I then finalize the prescription and authorize the annual supply on the same day. Additionally, in order to reduce any potential concerns that they may have, I remind them of our ability to make any exchanges if for some reason they have any issues down the road.
- Streamline the ordering process. The contact lens ordering process can be confusing due to insurance coverage, instant and mail in rebates, quantities ordered, and where shipped. Depending on where the ordering process takes place whether with a technician or at the front office, make sure to have your ordering process precise. Make sure the protocol is clearly defined and be prepared with all the necessary information.
- Encourage staff to wear the new products. Just like our patients, staff should be allowed to try the new technology. In doing so, this allows them to understand the benefits of switching to the new products, but also allows them to see how easy the switch can be. Additionally, this will help them buy in to the upgrade process and encourage successful upgrades to new products.
Using a simple and clear plan consistently helps move my patients into new products as soon as they are available. Just like new cell phone upgrades, making the process painless encourages new technology to be in the hands, or eyes of my patients. All the best in upgrading your patients!
