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Vision Now MARCH 2017

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MARCH 2017

Vision Now magazine


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VInside

2911Vision Now magazine is published by Peekay Publishing Ltd for The PK NationalEyecare Group Ltd, the UK’s largestpurchasing group for independent opticians.

VISION NOW is published by Peekay Publishing Ltd for The PK National Eyecare Group Limited, Clermont House, Cranbrook, Kent TN17 3DNVISION NOW is printed by P&P Litho Ltd, Ashford, Middlesex TW15 1AB

Editor’s commentFor those of you who run your business according to the season,the call of spring will no doubt bring a cheerful expectation ofrenewal and the promise of new things to come. Well, there werecertainly plenty of fresh ideas and innovations on display at lastmonth’s 100% Optical trade show in London, offering visitors theopportunity to energise their minds and their practices.

If you missed this now established optical event, there is always Optrafair nextmonth to catch up with NEG’s Preferred Suppliers and others too, to discuss yourbusiness needs for the coming year. Turn to page 23 for our exhibition previewso you can make a note of what you’d like to explore at the Birmingham show.The team from both NEG and Optinet will be there, so make sure you visit theirstand for a catch-up.

With Specsavers co-founder Doug Perkins having a platform at both 100%Optical and Optrafair to present his view of the future of the profession, it mightbe worth considering attending one of the regional events being laid on thismonth by the Association for Independent Optometrists and DispensingOpticians (AIO) (see News page 4). With support from NEG, the AIO is inviting allindependent practitioners to attend, along with their practice teams, to discusswhat the future holds for the independent sector, and how best to meet thechallenges of an ever-consolidating market.

As well as all the latest news and our Optrafair preview, we have two productfeatures this month – from Thea Pharmaceuticals and Heidelberg Engineering – areport on Opti Munich, a look at some design-led eyewear lines with Joan Grady,plus some top contact lens business tips from NEG’s Phil Mullins. Spring forwardsto further explore what this issue has to offer…

Nicky Collinson Editor

The Editor welcomes letters, articles and other contributions for publication in the magazine and reserves theright to amend them. Any such contribution, whether it bears the author’s name, initials or pseudonym, is acceptedon the understanding that its author is responsible for the opinions expressed in it and that its publication doesnot imply that such opinions are those of The PK National Eyecare Group Ltd. Articles submitted for publicationshould be original, unpublished work and are accepted on the basis that they will not be published in any otherjournal. Acceptance of materialfor publication is not a guarantee that it will be included in any particular issue.Copyright © 2017 for Peekay Publishing Ltd. All rights reserved. No part of this publication may be reproduced ortransmitted in any form or by any means, including photocopying and recording, without the written permissionof the publishers. Such written permission should also be obtained before any part of this publication is stored ina retrieval system of any nature.

15

News 4 AIO to hold regional roadshow 7 Peer discussion CET with Clearlab 9 Refractive surgery consultation launched 11 GOC renewal reminder 13 eSight electronic glasses come to UK 15 Great turnout for 100% Optical

15 An independent view Connecting with independents

17 Developing thoughts Developing your contact lens

business

18 Advertorial The role for nutrition in eye health

21 Advertorial Putting patients first with

Spectralis OCT

23 Optrafair preview NEG supplier showcase

27 Opti 2017 Positive vibe at Opti Munich

28 Style spotlight Timeless design

30 Suppliers’ directory

Editor Nicky Collinson BA (Hons)[email protected]

Editorial PA Sharon [email protected]

Fashion Editor Joan [email protected]

Business Editor Phillip Mullins [email protected]

Design andProduction Rosslyn Argent BA (Hons)

Publisher Michael C Wheeler FCOptom DipCLP FSMC FAAO

@PK_NEG

Essilor has launched a £5m multi-pair promotional campaign to support and drive footfallinto the independent sector and strengthen its key brands, including Varilux, Crizal andTransitions. Its ‘Be a Modern Hero’ offer enables practices to buy a second pair of Crizallenses in the same prescription at a 50 per cent discount, which practices can pass directlyto patients to boost multi-pair sales. Frame suppliers Marchon, Henry Beaumont andEyeSpace are also offering additional discounts to existing and new customers who aresigned to Essilor’s campaign.

The 360˚campaign, which has the tag line ‘Empower your vision’, will include the firstnational TV advertising campaign for Varilux in 20 years, TV programme sponsorship anddigital media support. Practices can capitalise on the campaign locally with a customisedmarketing package. Essilor is also running an in-practice CET training programme on how topresent multi-pair options to patients. Jonathan Cohen, Essilor head of marketing, said:“This 360° campaign is our strongest offer ever. Essilor is the only lens manufacturerinvesting in national media for independents. This reinforces our position as theindependent optician’s best business partner.”

Eschenbach Optik has introduced 36 ‘must-have’ models across the TITANflex, Brendel andHumphrey’s collections, which are available from International Eyewear. One of thehighlights from the new collections is Brendel model BR903073 (pictured), which featuresan artful perforated top bar combined with TR90 material. There are eight new Brendelmodels in total, based around the ethos of ‘Fashion for the face’, designed for the confidentfemale spectacle wearer. The main trend within the new releases is ‘highbrow’, withframes designed to accentuate the browline – a concept that’s highlighted across theBrendel Romance and Cosmo lines.

4 Vision Now MARCH 2017

DDuck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1 115/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:00

NEG is pleased to be supporting a series ofregional events this month being organisedby the Association for IndependentOptometrists and Dispensing Opticians(AIO). Taking place in London (14 March),Norwich (22 March), Manchester (27 March)and Birmingham (28 March), the events aredesigned to provide independent practitionerswith a platform to discuss the issues of theday and to network and share ideas. They willalso include a Question Time style paneland debate and a presentation by the AIO.

With the events also supported by Eyeplan,Norville and the Specs Network, suggestedtopics for discussion include: GOS fees, minoreye conditions services, NHS payments, andthe future for independents. Attendees willalso be invited to contribute to AIO’s policyreview, hear about the Association’sIndependents Code and its new practiceinsurance policy. There will also be a prizedraw for a magnum of champagne for allattendees. Book a free place by calling Lin on0800 1300 486, emailing [email protected] orregister online at www.aiovision.org

NEWS Essilor 3

International Eyewear4

AIO1

New Brendel model BR903073

The latest in sports eyewear styles in awide choice of colours for clear vision andeye protection can be found insideNorville’s newest prescription sportseyewear catalogue, out now. Featuringeverything from swimming goggles

and footballspecs tocyclingshields andski goggles,the catalogueincludes acentral pull-out Rxpricing listso the maincataloguecan be usedfor patientviewing.Download

the catalogue at www.norville.co.uk

Norville2

Rx sports catalogue now available

A visual from the new campaign


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SUNWEAR AND OPHTHALMIC FRAME DESIGNSFor more information call: 01452 510321 • Email: [email protected]

View online: www.norville.co.uk

DDuck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1Duck and Cover A4 ad.indd 1 115/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:0015/02/2017 15:00

Titanium

Stepper (UK) Limited11 tannery RoadTonbridgeKentTN9 1RF01732 375975www.stepper.co.uk Frame style shown: SI-50148

7Vision Now MARCH 2017

NEWS

British Contact Lens Association5 Kirk & Kirk6

To celebrate their 25th anniversary in optics, Jason and Karen Kirk have given theirKaleidoscope collection a sparkling boost. Inspired by some of their earliest designs, theKaleidoscope Quartz-Edition collection features specially commissioned materials that glitterand sparkle. Available in four new colourways – Onyx, Amber, Sapphire and Ruby – the framesare handmade in France using a unique grade of acrylic. Jason said: “We have loved workingin this industry for the past 25 years and how better to celebrate than with a bit of glitter.”

Kirk & Kirk recently launched a new arm to its business in the form of Kirk & KirkDistribution. The first collections to be available through the new company were launchedat 100% Optical last month: Italian sunglass brands Eyepetizer and Hapter, and Frenchbrand Bruno Chaussignand. Jason added: “Too many opticians find it challenging to get tothe international shows and discover new brands, or alternatives to the big brands. Theyneed options to distinguish themselves from their competitors and give clients a reason tovisit their store, which is where Kirk & Kirk Distribution comes in.”

Clearlab is taking its contact lens lab on theroad to meet independent practice teams in

a series of evening events that will includea peer discussion worth three CET points.The events will highlight the company’s‘optician only’ business propostion, aClearcolor contact lens corner, and anopportunity to try all its lenses. “Thisroadshow is a great opportunity for Clearlabto open interesting discussions withopticians around the UK,” said Steve Wright,

Clearlab professional services manager.“Not only will we be able to further developour relationship with our customers, butalso meet many new customers who arenot familiar with our lab.” The roadshow willtake Clearlab to London, Glasgow, Newcastle,Birmingham, Leeds, Basingstoke andPeterborough. Email [email protected] details.

Positive Impact (PI) the exclusive distributor of the Parasol removable silicone punctal plugs,is now guaranteeing to replace any plug that falls out within the first 90-days of wear, free-of-charge. The company will demonstrate its dry eye product range at the forthcomingCollege of Optometrists conference, as well as Optrafair. It is also currently running a seriesof hands-on, practice-based CET workshops around the country. The remaining March eventsare in Cheltenham (8 March), Milton Keynes (22 March), and London (26 March).

Nick Atkins of PI commented: “Studies have shown that other plug designs can have aretention rate as low as 49 per cent. Not only is the unique non-dilating design of Parasoleasier to fit in the first place, it also has a retention rate of 92 per cent after one year. Wehope this unique offer will give even greater peace of mind to both practitioners and theirdry eye patients.” For more information visit www.positiveimpact.co.uk/events or [email protected]

Sparkling Kaleidoscope Quartz-Edition

BCLA speaker, Alex Shortt

Positive Impact7

Learn more about the use of cell therapy intackling corneal disease at the British ContactLens Association’s (BCLA) evening meeting inLondon on 23 March. Alex Shortt, recipient ofa prestigious four-year Wellcome TrustClinician Scientist Award to investigate theresponse of the immune system to engraftedstem cells, will discuss his research over thepast 10 years, which has focused on thedevelopment of cell therapies for corneal andconjunctival disease.

Alex said: “My goal is to improve the livesof patients with chronic, severe ocularsurface disease through the delivery ofnovel cellular therapies using differenttherapeutic cell types.” The event will beheld at the Royal College of Surgeons from6pm and one CET point has been applied for.The evening is free for BCLA members, whocan book at www.bcla.org.uk, and there area limited number of guest places availableon a first come, first served basis. Email yourfull name, email, telephone and GOCnumber to [email protected] to apply.

Clearlab8


NEWS

Silhouette11

Orange Eyewear has expanded its in-house brand, Orange Gents, offering classic looks witha modern twist in a wide selection of sizes in metals and acetates, from petite to XL.Hanna Nussbaum, managing director at Orange Eyewear, said: “Our in-house ranges havegrown in popularity over the years, as they give opticians a collection of core styles thatnever go out of fashion. The frames feature a variety of temple and bridge fits and westrive to go the extra mile by including an additional coating to prevent nickel emission.”With its subtle full rim and lacquered detail to the sides, model OR575 is an XL styleavailable in Gold (pictured) and Gun.

Orange Eyewear9

Shamir’s Formula 1 simulator was a highlight of 100% Optical last month, giving thecompany the chance to engage with visitors and run two ‘fastest round the track’competitions a day for prizes such as a Track Day, Grand Designs Live tickets, Julbosunglasses and champagne. As well as hosting live demonstrations of its award winningSpark Mi, representatives were also on hand to discuss Shamir’s extensive product lineincluding Attitude III lenses.

Shamir’s Attitude III Sport & Fashion lenses have vision zones suited to any lifestyle oractivity. Featuring expanded peripheral vision specifically designed for large frames, theAttitude III SV is ideal for those requiring single vision prescription sunwear. As well asincorporating Shamir’s four most advanced technologies – Eye-Point Technology III, NaturalPosture, IntelliCorridor, As-Worn Quadro – the lens also has flexibility regarding coatings andan extended range of base curve and face-form angles.

Formula 1 competition winners

The Optical Confederation (OC) has launcheda consultation on new standards to promotebest practice in the refractive surgerysector. The proposed new Multi-DisciplinaryProfessional Standards for RefractiveSurgery aim to bring sector practice in linewith the General Medical Council’s guidancefor doctors who offer cosmetic procedures,with which eye surgery in some cases bearssome similarities.

OC chair, Lynda Oliver, said: “These newstandards are designed to uphold highquality care and outcomes across therefractive laser eye surgery sector, which is expanding to meet patient demand, andto make sure all patients are given the care, treatment and support they need.” The OC is holding a period of consultationand all interested parties are invited to give their feedback on the Confederation’swebsite by 7 April. The consultation isavailable to view and respond to atwww.opticalconfederation.org.uk

Shamir10

Optical Confederation12

Model OR575 from Orange Gents

Brand showcase on the Silhouette stand

Silhouette took home the accolade of BestStand over 25m2 at 100% Optical lastmonth. With three brands to showcase anda multitude of new collections, Silhouette’smain challenge was to create a space thatcould accommodate each of its brands:Silhouette, Adidas Sport Eyewear andNeubau, giving each of them equalweighting. The stand was also designed toshowcase Silhouette’s new shop-in-shopretail display units. The stand also featureda showcase for the new Silhouette Ateliercollection and its new designercollaboration sunglasses collection ‘ArthurArbesser for Silhouette’.


NEWwww.coopervision.co.uk

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are not substitutes for protective UV-absorbing eyewear, such as UV-absorbing goggles or sunglasses, because they do not completely cover the eye and surrounding area. Patients should

continue to use UV-absorbing eyewear as directed. † Phased introduction of full power range throughout 2017, please contact your Business Development Manager for details.

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NEWS

The new collection of Miraflex acetate frames, Flexible & Fashion, available from DibbleOptical, are optimised for children and teenagers. Designed specifically for children’s uniquefacial cranial measurements with an anatomically designed nose bridge, all Flexible &Fashion frames are manufactured using high quality acetate materials with flexible temples.A variety of colours and shapes ensures the collection is suitable for a wide range of ages.

Dibble Optical15 General Optical Council13

Expanded Miraflex range

To celebrate Mothering Sunday on 26 March, De Rigo is offering practitionersthe chance to win an Afternoon Tea for Twoby submitting entries in a practice windowdisplay competition featuring the chic andfeminine Carolina Herrera collection. Thecompetition ends on 28 April; winners willbe chosen by De Rigo’s head office teamand announced in May. Terms andconditions are available upon request.

Email [email protected] for further information and to enter.

De Rigo16

Registrants have until 15 March to renewwith the General Optical Council (GOC)before penalties ensue. Optometrists,dispensing opticians and optical businessescan renew their annual GOC registration forthe year beginning 1 April, for a fee of £330,by logging in to their MyGOC account atwww.optical.org. Those who apply after 15March but before the final deadline of 31March will have to pay an additional £20. Ifregistrants do not complete the renewalprocess by 31 March, they will be removedfrom the register, be unable to practise inthe UK and removed from the NHS NationalPerformers List, if applicable.

Following a review, the GOC has decided tono longer issue registration cards as theyare only valid on the day that they areissued and cannot be relied on as proof ofcurrent registration. Registrants, theiremployers and members of the public cancheck an optician’s registration status onthe GOC’s online register.

Example of how to feature the brand

The Rodenstock Group and the PorscheDesign Group are extending their licensecontract by a further 10 years until 2027. Thedeal was sealed at Opti in January by CEOs,Oliver Kastalio and Dr Jan Becker, confirminga collaboration that’s been in place for morethan 15 years. Oliver said: “We have beenworking with the Porsche Design Groupvery successfully for over 15 years and willcontinue this successful collaboration on thesame scale. I am delighted about it.”

Rodenstock14

Vision Aid Overseas17

From London to Ethiopia, Vision AidOverseas (VAO) has several challengeevents in the UK and abroad to get involvedwith – to get fit and change the lives ofpeople in Africa. Demi Rennie, VAOfundraising officer, said: “Challenge eventsare one of the best ways you can really helpsome of the world’s poorest people accesslife changing eyecare and glasses whilstalso improving your own health. Whetheryou are a cyclist, runner or trekker, we have

an event that you can take part in in 2017 to get fit and make a difference to the lives ofchildren and adults in Africa who can’t see properly simply because they need glasses.” To find out more visit www.visionaidoverseas.org or call 01293 535 016.

Fundraisers on a 3 Peaks Challenge


NEWS

A Moorfields consultant has received amajor funding award to identify the geneticcauses and develop targeted genetherapies to prevent the commonest causeof blindness in children. Dr MariyaMoosajee, consultant ophthalmologist atMoorfields Eye Hospital NHS FoundationTrust and senior clinical lecturer at the UCLInstitute of Ophthalmology, has beenawarded £1.1m from the Wellcome Trust fora Clinical Research Career DevelopmentFellowship.

Stem cells derived from patient’s skin willbe used to grow a 3D model of a humaneye to investigate genes that cause ocularmaldevelopment, a condition which cancause babies to be born without eyes orunderdeveloped eyes. Pioneering geneediting technology will then correct thedefective gene to see if the cells can growinto normal healthy eyes. It is hoped thatthis could pave the way for targeted drugand gene therapies that might one day beused as a prenatal therapy.

Mid-Optic was once again pleased to supportCrisis at Christmas 2016 by supplying arange of ophthalmic drugs and eye drops.Mid-Optic’s continued support for Crisis, whichopened its doors for eight days over Christmasin 11 centres across London, Birmingham,Coventry, Newcastle and Edinburgh, helpsenable the much-needed optical treatmentof the homeless.

Jon Sparkes, chief executive of Crisis, thankedMid-Optic by saying: “Your donation againhas made a real difference towards endinghomelessness.” Tony Walker, managingdirector of Mid-Optic, added: “We aredelighted to again support a worthwhilecharity and look forward to working withCrisis again later in the year.”

Mid Optic19

Mondottica has released the first full optical frame collection from British lifestyle brand,Cath Kidston. Established in 1993 in London’s Holland Park, Cath Kidston is synonymouswith classic British design and nostalgic style, famous for its unique floral prints such asWorth Bunch as well as Button Spot prints. The brand takes inspiration from quirky Britishvintage finds, designing colourful prints that turn modern, practical products intosomething witty, fresh and fun. This principle makes its way to 11 cheerful and stylishoptical styles that are guaranteed to put spring well and truly in the step of patients in theseason ahead.

Mondottica21Retro looks from Cath Kidston

Associated Optical has launched eSight patented electronic glasses for the visually impairedin an exclusive distribution deal. Making their UK show debut at 100% Optical in Londonlast month, the eSight wearable, hands-free headset houses a small, high-speed camerathat captures everything the user is looking at. The captured live video stream is sent to acomputer that uses proprietary software to process each pixel of video. The enhanced videois then sent back to the headset and displayed on two organic-LED screens in front of theuser’s eyes.

“Working with eSight has been inspirational and we are completely behind thisrevolutionary product,” said Stuart Baldwin, director of Associated Optical. “The key for asuccessful rollout has been to ensure that the eyewear was available through a supportivenetwork with partnering opticians. This reassures us that eSight is available to the rightpeople with the right support in place.”

Associated Optical18

Moorfields Eye Hospital20

eSight electronic glasses in use


0151 426 3907continental-eyewear.co.uk

Continental EyewearMODEL WEARS X-EYES 149

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NEWS

AN INDEPENDENT VIEW

Connecting with independents

The AIO continues to grow its membership and thisenables the Association to better represent the interestsof independent practice. But how many practices actuallyknow what the AIO is, and what it is doing to help builda sustainable and profitable future for the sector?

The AIO had a stand at 100% Optical in London last monthand met many independent practitioners, a fair proportionof whom had not heard of us. This is in spite of the regularoptical media coverage that we now enjoy and the directapproaches that the Association has made to independentpractices across Scotland, England and Wales (we have notyet spread our wings into Northern Ireland).

As one measure to address this issue, with the support ofNEG, Eyeplan, Norville and the Specs Network, we havearranged a series of regional events up and down thecountry for independents to discuss the issues andconcerns that they face day-to-day, and to hear what theywould like a professional body that only servesindependent practices to do for them.

These are not CET events, but forums to discuss and debatethe future of independent practice and the role of the AIO.The events will take on a Question Time format withindustry luminaries and experts on the panel, and will bedesigned to stimulate active conversation amongstattendees. There will be a brief presentation about the AIO,and then social time over a drink and some canapés fornetworking and more informal discussion.

We welcome all independents to come to these eventswhich will be held in London, Norwich, Manchester andBirmingham on 14, 22, 27 and 28 March respectively. Theevents will start with registration and refreshments at 6pmwith the panel session kicking off at 6.30pm and ascheduled finish of 9pm. For more information or to book aplace, please call 0800 1300 486 or email [email protected]

The AIO has an increasingly important role in bringing theindependent sector together, but this can only be achievedif independents know that it exists and what it is doing ontheir behalf.

Held at the ExCel London last month, 100% Optical attractedjust over 8,000 visitors and offered more than 120 CET pointsvia its education programme. Run in conjunction with theAssociation of Optometrists, the programme includedsessions ranging from career development and clinicalskills, to a discussion on the future of optometry. TheAssociation of British Dispensing Opticians also ran a seriesof capacity booked CET discussion workshops over the threedays on topics such as low vision and paediatric eyecare.

A wealth of new and established products were on display,including many from NEG’s Preferred Suppliers. Lenstecshowcased its Julbo range on the catwalk, while Shamirbrought some fun to proceedings with its Formula 1simulator whilst attracting visitors to discuss its lens portfolio.Positive Impact unveiled new wooden dispensers for itsGlasklar refillable lens cleaner, and Eyespace highlighted allof its brands including its new kids Rock Star sunglasses.Heidelberg ran its OCT live events, and Continental Eyewearhad all collections on show. There were also many productranges not normally seen on these shores.

The team from Optinet were there too, offeringdemonstration of the Flex practice management softwarepackage. Chris Smith, Optinet sales manager, said: “It wasthe first time we had exhibited at the show and despite notknowing what to expect – we came away really impressed.There’s a great buzz around 100% Optical and it was greatto catch up with our existing customers and to meet newcontacts. We are really pleased with the level of interest inthe Flex practice management software – interest that cannow be seen in the order book.”

Commenting after the show, event director, Nathan Garnett,said: “100% Optical really has cemented itself as the opticalevent of the year, by bringing the industry together to learn,be inspired, do business, network and have fun. The showhoused over 175,000 different eyewear frames and saw morethan 75 new brands exhibiting for the first time. Feedbackindicates that this rapid growth is set to continue in 2018with more and more companies seeing 100% Optical as theplatform to launch products to an international audience.”100% Optical will be back on 27-29 January 2018, markingits fifth anniversary.

100% Optical22

Making new connections at 100% Optical

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For many years, the size of the UK contactlens market has remained stagnant, withdropout figures being similar to new fits.Yet in other countries, the level of contactlens wear is much higher. Why? It reallycomes down to two main reasons: patientknowledge and practice reluctance.

There are two elements to the patientknowledge base; those who don’t wearcontact lenses and those who do. For non-wearers, is it because they are notinterested or think, because their opticianhasn’t mentioned it, they wouldn’t besuitable? Or even worse: they have asked,only to be put off by the response. Docontact lens wearers with comfort or visionproblems just give up because they don’tknow about upgrade options and bettermaterials and designs? How many patientshave been put off because they are offeredready readers to wear over their lensesrather than a multifocal contact lens.

Undoubtedly, many practices feel thatcontact lenses are not worth the effort, andthat even if they do prescribe lenses for apatient, they will then reorder the samelenses from the internet or supermarket.But is this really the case? Statistics haveshown that, over the years, contact lenswearers spend more on total eyecare thannon-wearers. And with advanced lensdesigns making toric and multifocal lensfittings even quicker and easier, contactlenses can offer real opportunities,particularly as we see the introduction ofmyopia control lenses for younger patients.So, what to do?

Inform your patients: As with all thingsoptical, if you’re not educating yourpatients, they will get their information

from the internet or, even worse, yourcompetitors. So make sure you’re givingthem the correct information: have a goodwebsite with a section about contactlenses, have manufacturer point-of-salematerial in the practice and, mostimportantly, make sure your staff aretrained to answer queries and engage withpatients about contact lenses.

Offer lenses to more patients: Becausewe don’t want to be pushy sales people,we often forget to mention everythingthat’s available. It’s important that you askthose important lifestyle questions andthen match the patient’s needs to theproducts you can offer – including contactlenses. The more you mention them, themore people will take them up.

Keep it simple: One of the biggest issueswith contact lenses is that we make it toocomplicated for patients, with all the lensoptions and the different costs and ways ofpaying. If patients don’t fully understandwhat they are paying for, they think you’rehiding something and will perceive you tobe expensive. Some may not even startwearing lenses in the first place. So, youneed to make things as simple as possible,ideally with professional fees separatedfrom the actual cost of the lenses.

With a set professional fee for all contactlens wearers, it doesn’t actually matter ifthey buy the lenses from you or not, aslong as they come to you for the fitting andaftercare. This also means that you cankeep the lenses competitive, reducing thechance of them buying from the internet.The idea is you charge for the element thathas value, i.e. your time. This method alsomakes upgrading to better lenses simpler,

as the fee element remains the same: theyjust pay more for the lenses, so theyunderstand that better lenses cost more.

Make it convenient: The easier you makeit for your patients the better. One of themain reasons people use the internet isconvenience. They can sit anywhere theylike, at any time and order what they want,all delivered to their homes. So, make surethat’s the case with ordering from you. Ifthe patient is on a regular shipment, makeuse of home delivery, rather than gettingthe patient to come to the practice just topick up lenses.

I know there is a thought that getting thepatient to visit the practice means you canoffer them other products and services, butin the real world that doesn’t happen. Theycome to the practice, are given the lensesand solution and walk away, grumbling theyhad to leave work early to collect the lenses,pay for an hour’s parking and were only inthe practice for two minutes. How muchnicer for them to arrive home with theirlenses on the doormat waiting for them.

Remember: convenience is even moreimportant for patients who aren’t on aregular shipment, so make it easy for them to order, with a link on your web page, or a specific reorder email address. Somethingwhich means that patients can easily askyou to send them more lenses, once againusing home delivery.

This is obviously only part of the issuessurrounding the business of contact lenses,so next month we will look at making the most of upgrades, easy payments and becoming the ‘go to’ local contact lens specialist.

Developing thoughtsAre patient knowledge and practice apathy holding back the UK’s contactlens business?

Developing your contactlens business By Phil Mullins

PRACTICE MATTERS


Advances in treatment for retinal diseaseshave undoubtedly improved the future ofeyecare across the UK, but they have alsocreated great challenges for servicedelivery in NHS ophthalmology.

The number of people in the UK living witha diagnosis of eye disease is set to increasein line with an ageing population, and thisincrease will be seen across all principalcauses of sight loss, including cataract andage-related macular degeneration (AMD).

WHAT IS THE ROLE FOR DIETARY ADVICE?The principle behind this idea is that theretina is particularly prone to oxidativestress – the imbalance between free radicalproduction and anti-oxidants – resulting ininflammation. Indeed, oxidative stress isconsidered to be one of the principlemechanisms for age-related maculardegeneration AMD1. Nutrients such as luteinand zeaxanthin, and vitamins B, C, E and Dand Omega 3 fatty acids, possess antioxidantand anti-inflammatory properties, hencethe links being made between AMD anddietary intake.

WHICH PATIENT GROUPS NEED DIETARY ADVICE?The pyramid diagram shown in Figure 1represents patient groups according to theirrisk of developing moderate/severe AMD.Right at the top of the pyramid are the onlypatients likely to benefit from an AREDS-based formula. The progression of moderate,high risk AMD towards severe AMD may bereduced by taking a very high-dose anti-oxidant and zinc, but there is no provenbenefit of an AREDS formula for any otherstage of AMD, or even for healthy eyes2.

For those with a family history of AMD, weknow that higher (but not excessive)dietary intake of nutrients with anti-oxidantproperties (including omega 3 fatty acids)can reduce the risk of early AMD3. Sensibleadvice to smokers would be to make suretheir intake of anti-oxidants is sufficient inorder to combat the likely oxidative stress.For everyone just getting older, evidencesuggests eating less red meat4 and more

oily fish5 reduces the risk of developing AMD.The patient groups represented from themiddle of the pyramid and below, especiallyneed to understand the requirement for abalanced daily diet or may benefit from anutritional supplement, such as Nutrof Total.

WHY IS VITAMIN D NOW INCLUDED INNUTROF TOTAL?More than 50 per cent of the world’spopulation is thought to be at risk ofvitamin D deficiency, and in 2016, the UKgovernment issued guidance that adultsmay need to consider taking a supplement6.Published research also suggests there is anassociation between vitamin D deficiencyand the risk of AMD, reflecting its anti-inflammatory and anti-angiogenic roles inthe retina7.

The evidence continues to build around thebenefits of a balanced diet and healthy

lifestyle to support life-long eye health.Start talking to your patients today.

REFERENCES1. Kauppinen A et al (2016) Inflammation and its role in age-related macular degeneration. Cell. Mol. Life Sci. 73 (9): 1765-86.2. Chew EY et al (2013) Long-term effects of vitamins C and E, beta-carotene, and zinc on age-related macular degeneration: AREDS report no. 35. Ophthalmology 120: 1604-1611.3. Ho L et al (2011) Reducing the genetic risk of age-related macular degeneration with dietary antioxidants, zinc, and ω-3 fatty acids: the Rotterdam study. Arch. Ophthalmol. 129 (6): 758-766.4. Chong EW et al (2009) Fat consumption and its association with age-related macular degeneration. Arch. Ophthalmol. 127: 674–680.5. Cho E et al (2001) Prospective study of dietary fat and the risk of age-related macular degeneration. Am. J. Clin. Nutr. 73 (2): 209-18.6. https://www.gov.uk/government/news/ phe-publishes-new-advice-on-vitamin-d 7. Millen AE et al (2015) Association between vitamin D status and age-related macular degeneration by genetic risk. JAMA Ophthalmol. 133 (10): 1171-9.

Professor Christine Purslow is head ofmedical affairs for Thea (UK & Ireland) and visiting professor at Plymouth and Aston Universities

The role for nutrition ineye health By Professor Christine Purslow PhD, BSc(Hons), MCOptom, FBCLA

Patient groups according to their risk of developing moderate/severe AMD

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A passion for clinical excellence is matchedby the freedom to select the very bestproducts to meet their patients’ individualneeds. The three consulting rooms arebusy – with 10 part-time optometrists, allof whom share the practice philosophy of‘The patient comes first’. The HeidelbergEngineering Spectralis is positioned in aseparate room, alongside a retinal camera.The consulting rooms are inter-connectedto share clinical findings in the interests ofprofessional development and high qualitypatient care. Scanning is offered for anadditional fee, on the recommendation ofthe individual optometrist.

SEEING THE FULL PICTURESays Mary Bramley, optometrist partner:“Working without an OCT would be likeworking in orthopaedics without access toX-ray; you just don’t have the full picture. Icertainly would not want to work in a practicewithout an OCT now that I have seen thebenefits of having that extra layer of clinicalinformation. We have set protocols and allOCT patients are given single line, full andbasic glaucoma disc scans. Differentprotocols are used where appropriate.

“When we introduced our OCT, we invitedmany of the local GPs to come and havetheir eyes scanned. This proved veryworthwhile in building relationships and we

are one ofthe firstpoints ofreferral formany localGP practices.Our referralsare far moreaccuratesince wehave beenusing the

Spectralis and this has enhanced ourrelationship with the ophthalmologists andlocal hospitals. We provide OCT scans for

both NHS and private patients, and theyoften see this as a great advantage in thatthey are not having to travel to the localhospital for scanning; they can come to usand it is complete in 20 minutes.

“We are looking almost at a cellular leveland the information provided can be veryuseful. We can manage patients’expectations, particularly with cataractpatients prior to surgery who may also havesome macular degeneration. We wereattracted to the Spectralis by its ease of useand the eye tracking, which ensures veryaccurate follow-on scans. Now that wehave it, we realise how amazing thiscapability is: if a patient blinks or moves,the scan just picks up again in the sameplace in a fraction of a second. The ability tohave ongoing upgrades to the Spectralis isalso a great advantage. We are now lookingat the BluePeak autofluorescence module,which will tell us if macular degeneration isprogressing and highlight any active changes.

“Heidelberg Engineering is a great companyto work with – we really appreciate theirhigh level of education and training, andexcellent support. The international yearlysymposium is amazing and we have beenvery privileged to attend two of theseevents and to have such an insight into themost up-to-date research.”

STRONG CLINICAL REPUTATIONWendy d’E. Vallancey, optometrist partner,says: “Through our GP and hospital links,plus word of mouth recommendation frompatients, we have established a strongclinical reputation. OCT scanning makespossible the differentiation between dryand wet AMD so that we can make accuratereferrals directly into the hospital eyeservice. The OCT scans indicate howurgently they need to be seen. The netresult is that we have patients who chooseto come to us each year from as far away asHampshire, Dorset, France and even Dubai.

“OCT is now an essential part of what weoffer, but we don’t screen all patientsroutinely. We recommend it to patients whowe feel are at risk and need furtherinvestigation. Sometimes patients balk atpaying the fee, however, once they see thescan and what it reveals they tend toappreciate its value. Where follow-on scansare indicated in the future, they are usuallyreadily accepted. For at-risk patients, wemay recommend six monthly re-scans, butfor others it may be up to two years.

“We have screened some patients in their30s with the symptoms of central serousretinopathy. This has allowed us to reassure them and save unnecessaryreferrals. Much of the benefit of the OCTcomes from the fact that it refines thereferrals, and prevents unnecessary hospital appointments, which builds betterrelationships with our local ophthalmologists.The investment has been very worthwhilein keeping our clinical skills up-to-date. Ithas been a significant investment but weworked out that we only need to scan onepatient a day to cover the cost. Two thirdsof our patients are NHS funded and yet the majority of our patients agree to OCTwhen we recommend it to them and explainthe reasons.”

Wendy d’E.Vallancey and Mary Bramleyhave been Spectralis with MultiColorowners since 2015. Call 01442 502 330 fora consultation with one of Heidelberg’simaging experts and build your owndream Spectralis.

Putting patients first withSpectralis OCTAves Optometrists, a long-established Hertfordshire practice soon tocelebrate its 70th anniversary, takes pride in its independence

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We call these areas patient touch points and with RENDIA you can communicateacross all the touch points, by sending visual presentations from one platform, whichis flexible enough to work from any PC, tablet or smartphone. RENDIA integrateswith emails, Twitter, Facebook and other leading media.

Available in the UK from PK National Eyecare Group Ltd www.nationaleyecare.co.uk 01580 713698

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CLOUDED VISION?


OPTRAFAIR PREVIEW

BAUSCH + LOMBBausch + Lomb, ocular specialists in eyecare for over 160years, are inviting Optrafair visitors to their stand for a trialof Ultra and Ultra for Presbyopia contact lenses “designedfor the digital age”. Ultra with MoistureSeal technologycontact lenses are said to provide an exceptionalcombination of comfort, vision and health for patients. Alsodiscover new developments within the company’s OTCrange with the Dry Eye Kit, and find out about its SpecialityVision Products. Company representatives will also be keento discuss ways in which Bausch + Lomb can work witheyecare practitioners to help grow the practice throughtailored clinical training, sales support and a diverse rangeof business and marketing tools.

BIB OPHTHALMIC INSTRUMENTSBIB will be launching many new products including theRevo NX by Optopol, which it describes as “the world’sfastest OCT”. The company will be hosting five 30-minutepresentations each day entitled, ‘The benefits of high speedOCT scanning and full automation’, delivered by MathewThomas, an ophthalmic imaging scientist. The New RightonMW50D LED slit lamp, boasting “the widest field of viewand the highest mag available at 50x”, will also beavailable to test drive.

BIB will also be showcasing a new, state-of-the-art automatedrefraction range of products branded Osma by Huvitz. The

range includes an automatedphoropter, a wavefrontaberometer-refractor/keratometer, an autolensmeter with a Hartmansensor system measuringmultiple points combinedwith new green lightmeasurement technology.The latter is said to offer“unsurpassed accuracy” andan LED projector providing

a “razor sharp refraction display”. As a Keeler partner, BIBwill be joining the company in celebrating its 100thanniversary with some special offers exclusively availableat Optrafair.

BONDEYEEnjoy a slice of cake and a coffee at the Bondeye standwhile browsing 300 new lines across its complete portfolio.There will be special show offers for established products,and the chance to view a new merchandising range byCaloptix, which Bondeye has just gained exclusivedistribution rights for. As part of this year’s new cataloguelaunch, many new lines have been added to Bondeye’smerchandising, lens cleaner and eyewear ranges. RichardHarvey, Bondeye operations director, said: “The new lineswill not only enhance and strengthen our merchandisingrange but continue to help secure us as a genuine one-stop-shop to the optical industry.”

NEGsupplier showcase

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It’s that time of year again when wereveal what NEG’s partners in industrywill be showcasing at Optrafair

This year’s Optrafair exhibition will be in a new location within the NEC in Birmingham – Hall 3 to be exact. Slightlymore convenient for those coming from the nearby NEC hotels and the train station, the new venue will play hostto some 100 optical companies – including many of NEG’s Preferred Suppliers. With new products to launch anddeals to be made, there will be much to view, road test and admire in all sectors. Read on to find out what NEG’sPreferred Suppliers will be offering, demonstrating and trumpeting during the show, from 1-3 April.

Dunelm will be launching more than 60 new models this year

Super-fast OCT with the Revo NX

Visit Bondeye’s one-stop-optical-shop

Contact lenses for the digital age


OPTRAFAIR PREVIEWBRULIMAR OPTICAL GROUPBrulimar will be showcasing its new manufacturingdivision, explaining to visitors how its factory-direct-to-retail service enables optical practice groups of all sizes tosave on core models. The company claims that purchasingdirectly from the production source, via Brulimar, could savepractices around 50-60 per cent of the amount they’recurrently paying for their stable products. Brulimar’s newdivision also offers practices the means to create bespokeeyewear collections. All aspects of the frames arecustomisable – from the basic sizes, shapes and colours tomore detailed components like the acetate and metalplating, spring hinges, bridge types and finishes. Forty-fivegeneric models have been pre-selected to act as areference point. Find out more at the show.

CENTROSTYLEIf you’re looking forchildren’s and adult’sframes, bespoke cloths andsprays, accessories, readyreaders or workshop toolsand frame parts, then lookno further than Centrostyle’sstand. The company will beshowing the very latest inophthalmic frames,sunglasses and protectivegoggles – from the ActiveSpring and Light & Flexiblecollections to Active Sport,all of which aim to offer agreat and consistent fit,comfort, durability andprotection. The company’s

focus is on quality, functionality and meeting the optician’srequirements – and the team will be on hand to meetestablished and new customers to show new products anddiscuss the requirements of practices, workshops and labs.

CONTINENTAL EYEWEARGet set for the return of Continental’s Wheel Deal and thechance to view new releases in all of the company’scollections. X-eyes and the premium Jaeger Pure Titaniumcollections will have several new additions to view, while

extra focus has been placed on the ever-popular Cameocollection. The Jacques Lamont classic collection will featurehand-made acetate and diamanté detailing on threeelegant ladies releases, as well as high quality plating androbust manufacturing techniques used on the men’scollection. The Lazer Plus and Lazer Junior ranges will alsobe on show, along with new releases in the Matrix budgetrange. All NEG members will benefit from their PreferredSupplier discounts at the show.

DUNELM OPTICALDunelm will be unveiling more than 60 new frame stylesoffering a mix of striking contemporary and classic designsfor male, female, teenagers and children, to suit allbudgets. There will be some stunning new styles fromdesigners Paul Costelloe and Janet Reger – with Aliza Reger,owner of luxury lingerie brand Janet Reger, on the stand onSunday 2 April to meet with visitors and discuss thecollection. The company’s largest selection of cases andaccessories will also be on display – and all visitors canenjoy music from a live DJ, plus free cocktails and mocktailsover the three days.

EYESPACEEyespace is launching morethan 100 new models at theshow, and giving visitors afirst-look at its newFluidFlex hinge technology,which will be introduced on10 new Jensen Blackmodels. The Jensen Blackcollection is designed anddeveloped exclusively in theUK, incorporating Japaneseperformance titanium,stainless steel and titaniummemory metal. With sixmodern and intrinsically

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A customisable Brulimar frame

Frames for active kids from Centrostyle

New X-eyes model 173

New Janet Reger model 4164

Jensen Black model JN8022


OPTRAFAIR PREVIEWBritish collections blending fashion with form, Eyespaceprides itself on its passion for eyewear, extremelycompetitive pricing, designer-led merchandising and“unparalleled quality contemporary designs”.

HEIDELBERG ENGINEERINGHeidelberg Engineering isbringing its popular OCT Liveformat to the show onSunday 2 April. The CETaccredited sessions, entitled‘A day in the life of aBirmingham Optometrist’,will take place on its stand,and will feature threepatients who localoptometrist Peter Waite hasinvited from his practice,K.G. Miles Optometrists.

Additional OCT Live sessions will take place in the samelocation on the Saturday and Monday featuring patientswith retinal pathology and glaucoma.

“Participants will be guided through the patient journey,from how multimodal imaging can be used to assess eyedisease to interpreting the images and making a decisionon patient management,” explained Christopher Mody,director of clinical services. “The ‘live’ format adds a morerealistic and interesting dimension to the session incomparison to printed case studies.”

All sessions are CET accredited with three peer discussionpoints and participant numbers will be capped at 10 people.Register via www.optrafair.co.uk/education/on-stand-cet

HOYAHoya will be offeringdemonstrations of Yuniku –described as “the world’sfirst vision-centric 3Deyewear”. Yuniku creates 3Dtailored eyewear designedaround the patient’s visionand face shape using arevolutionary vision-centricapproach to lens and framefitting. Advanced softwarecalculates the ideal positionof the lenses in relation tothe patient’s eyes and then3D prints the frame basedon those unique parameters.The system is the result of apartnership between Hoya

and Materialise, a leading provider of 3D printing softwareand services, and the Hoet design studio, a pioneer ininnovative eyewear designs.

INTERNATIONAL EYEWEAROptrafair 2017 will see International Eyewear’s new ‘shopstyle’ stand come to life, showcasing its products in a

unique environment, as well as giving visitors an insightinto the world of merchandising and ideas on how to dresspractice windows to best effect. As the sole sponsor of thisyear’s Window Dressing Feature, visitors can also gain lotsof handy hints and tips on how to make the best of practicedisplay space and increase customer interaction. The latestmodels from the company’s 15 in-house and brandedcollections will be on display offering a comprehensive mixof emerging and established product to suit all ages,genres and budgets.

OPTINETOptinet will be demonstrating the latest edition of the Flexpractice management software – which all NEG memberscan have a free 12-month trial of. “There have been a lot ofnew developments over the past 12 months, bringing newfeatures and integrations to Flex to save staff time andmake the business more profitable,” said Chris Smith,Optinet sales manager. Some of the latest integrations thatFlex users can benefit from include: NHS ScotlandeOphthalmic Payment System; Optical Payment Services;Eyeplan integration; and an updated dispensing system.

“Visitors will be able to see how easy it is to set up andpersonalise the clinical assessment record, allowing themto work the way they want,” Chris continued. “Dispensingstaff can easily create and track orders from dispensethrough to collection with the ability to scheduleautomated follow ups by email or SMS, while admin staffhave all the tools they need to ensure the smooth runningof the practice. Practice managers will see how to access

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OCT Live comes to Optrafair

3D tailored eyewear with Yuniku

Gain window dressing insights from International Eyewear

See the latest Flex features from Optinet


OPTRAFAIR PREVIEWthe information they need to make important businessdecisions – from dashboards containing key performancedata through to a library of built-in popular searches allowingfor targeted marketing campaigns. In addition, Flex opensthe practice up to cost savings by sending recalls by emailand SMS and time savings by automating jobs such asreminding patients of their appointments, by SMS.” Visit theOptinet stand for an eye-opening demonstration.

PERFORMANCE EYEWEARVisit Performance Finance to find out what financialpromotions are available to NEG members. The companyhas teamed up with some major manufacturers to offer lowstart finance, lens rebate schemes and zero per cent APR onspecific pieces of equipment. Its partners include BIBOphthalmic, Birmingham Optical, Heidelberg Engineering,Optos, Zeiss, Topcon and Essilor. “Fully authorised andregulated by the Financial Conduct Authority, our reputationfor completing arrangements with speed, efficiency andflexibility – backed by a friendly service – is unmatched inour market,” said managing director, Stuart Burn. “That’sprobably why we have a Trust Pilot rating of 9.6 out of 10.We are also very proud to be recommended by NEG.”

POSITIVE IMPACTPositive Impact will be exhibiting dry eye products as wellas Glasklar, offering up to 10 per cent savings on the latterand the chance to obtain a free dispenser. Visitors will beable to see the new wooden Glakslar dispenser range, andenter a competition to win a practice start-up system worthmore than £800. The Dry Eye Zone of the stand will have arange of BVI punctual plugs and InflammaDry tests, with ashow offer on InflammaDry sets just for NEG members.Don’t forget, NEG members also receive an ongoingdiscount on Glasklar and dry eye products.

SHAMIR UKShamir UK is inviting NEG members to its stand for afriendly chat, refreshments and the chance to win a greatprize. “Whatever optical need is identified, Shamir has theanswer – from all-purpose progressive and occupationallenses to sophisticated lifestyle designs for sport andfashion use,” said general manager, Phil Bareham. “Our lensconsultants will be on hand to show you this and answer allyour queries but predominately, ready to answer thequestion: why choose Shamir?”

Shamir will also beexplaining how its Spark Misystem can transform abusiness. Acting as a stylishtable top mirror, Spark Micaptures the patient’s image,which is then immediatelyshown on the optician’sscreen along with anaccurate PD reading. Theoptician can then access allmeasurements includingfitting heights, frame box,DBL, BVD, face form angleand pantoscopic tilt.

SILHOUETTE

Silhouette will be launching its new lens business calledSilhouette Vision Sensation, which sees the companytransform this spring into a complete optical supplieroffering frames and lenses from a single source. “We areexpanding our concept of the best possible vision evenfurther and setting a new milestone for our company,” saida spokesperson.

“The optical lenses are produced at our headquarters in Linzto the highest technical specifications and tailor-made forthe Silhouette eyewear collections. This means that theirfunctionality is perfectly attuned to the Silhouette eyewearmodel, the needs of Silhouette customers and requirementsof the partner opticians. The premium lenses – SilhouettePanorama – include single-vision and premium progressivelenses for rimless and full-rimmed spectacles, with a focuson progressive lenses and optimising vision right to thevery edge of the lens.”

Register for Optrafair 2017 at www.optrafair.co.uk

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View the new Glasklar wooden dispensers (seen far left)

New lens business to launch

See how theSpark Mi works

The show offers the chance to discuss new technology


A positive, enlightening ambienceprevailed at Opti Munich, the yearly showthat launches the eyewear season.Excellent attendance, a relaxed, happyatmosphere and an internationalrepresentation of fine eyewear companiesresulted in top reviews for the Januaryevent. Hundreds of exhibitors from 35countries confirmed that the fascinationfor eyewear continues in the spotlight.

The UK was well represented and theexhibitors were enthusiastic about theshow. Dunelm Optical has been a regularexhibitor at Opti for many years. OliverBeaumont of the company commented:“The weekend was very successful withmassive interest being shown by delegates,and many enquiries. We were rushed offour feet all three days, and we aredelighted with the event.”

Louise Brunton at Charmant observed: “Wesee this Munich show as growing in statureeach year, with an increasing number ofvisitors, especially from the UK. As thisshow is at the beginning of the year, it is agreat opportunity to show visitors all of ournew collections. Opti is well organised, easyto navigate, and has great facilities. I woulddefinitely recommend UK visitors to bravethe Munich cold and visit. We will offerthem a warm welcome!”

NEW OPPORTUNITIESAmong the positive feedback from UKcompanies was the possibility of makingnew contacts, and writing welcome orders.Jason Kirk at Kirk & Kirk noted: “Opti Munichis increasingly important as a venue tomeet international buyers. We have noticedan increase in orders year on year, and thequality of contacts made. It is also a greatenvironment in which to do business.”

David Strathie at Continental Eyewearremarked: “We have exhibited at every Opti

since it started in its present location at theMesse. An exhibition that started life as apredominately domestic show has nowbecome a truly international optical fair.Over the three days, we met a hugeamount of customers and distributors fromall over Europe, as well as several from theMiddle East and Northern Africa.”

UPBEAT AND EFFICIENTExhibitors particularly noted that the showorganisation, information available to visitors,the upbeat atmosphere and amenities allcontributed to the success of the event.

Georgina Thomas at Walter and Herbertsaid: “Opti Munich was a great experiencefor us. We had visitors from all over theworld. People love our story and the historyof our brand, and that our product is made

in England. The layout of the show waseasy to walk around, and the vibrantatmosphere made it a very pleasantexperience for everyone visiting.”

Claire Goldsmith at Oliver Goldsmithremarked: “The Opti show was super busyonce again; it seems to get busier everyyear. The halls were full, and the audiencewas really international. I also find that theefficiency of the show is excellent. It’s verywell organised, and one of the easiershows to manage logistically. Even the foodwas massively improved this year. I thinknext year we may invest more in the show,and take a larger space if we can get it.”

Mark your calendars now for Opti Munich in2018 on 12-14 January at Fairground MesseMünchen. www.opti.de

Busy and buoyant mood at Opti 2017

Positive vibe atOpti Munich

OPTI 2017

Joan Grady reports on this year’s Opti Munich trade fair in Germany

Y-Not sunglasses by Oliver Goldsmith

Victor by Kirk & Kirk

Retro styling: Carter by Walter & Herbert


STYLE SPOTLIGHT

Certain designs – whether in watches,bags, furniture, jewellery and eyewear –live through trends and transitions.Timeless design is usually based onsimplicity. Jewellery designer ElsaPeretti declared: “Style is to be simple.”This echoes in all designs that havestood the test of time. Peretti startedcreating jewellery for Tiffany & Co in1974, and today her organic, sensualforms are as relevant now as they weremore than 40 years ago.

Another example is the Hérmes Kelly bag,which was designed in the 1930s, and thenbecame memorable in the 1950s whenPrincess Grace of Monaco purchased severalvariations. Nowadays, vintage Kelly bagssell at auction for thousands of pounds.

Last year at Sotheby’s in New York, theauction Wyeth: the Art of Timeless Designfeaturing furniture and objects d’art,realised more than $US3m at the sale. Thespirit of Bauhaus continues to influencearchitecture, sculpture, painters – andeyewear designers.

“Timeless design is not a cliché,” declaresPhilippe Starck, the French designer ofeverything from chairs to eyewear,

“and timeless is the only way that is really ecological.”

THE PAST MAKES A LOVELY PRESENTThis slogan appears on a shopping bagfrom the Wien Museum in Vienna, Austria.Increasingly, this concept – past to present –applies to eyewear, as establisheddesigners re-introduce frames that were intheir collections 20 or 30 years ago.

Claire Goldsmith, director at Olivier Goldsmith,believes that the demand for vintageeyewear and other products stems from 20thcentury events. “It’s said that out of adversitycomes innovation, and the war years broughtabout huge adversity. What came off the backof that were decades of huge innovation inmany walks of life. In the design world,everything from eyewear to car design tofurniture to architecture – it’s all remainedrelevant from that period. There was a postwar optimism and a feeling that anything waspossible; quite unlike how we feel today.”

Olivier Goldsmith has recently re-introduceda frame worn by Audrey Hepburn – theelegant actress who remains a timelesspersonality. “We have just launched a newOops, once worn by Audrey and nowavailable in custom split colour lamination.Lens technology has come a long way to

improve designs. But Olivier Goldsmith isabout clean and classic styling, and I don’tsee us straying from that. The old saying,‘They don’t make ‘em like they used to’,does not apply to Oliver Goldsmith.”

SENSE OF TRADITIONWhen Charmant UK first started in 1995, thecompany launched a men’s frame – styleCH8105. Twenty-two years later, the designremains a constant in the CharmantTitanium Perfection collection. “This isbecause although trends have moved on,there is still a place for a strong, dependableand comfortable frame for men,” explains

Audrey Hepburn wearing the original Oops by Oliver Goldsmith

“The good design you make will be theemissary of your marque,” Paul Gauguin

Timelessdesign Oops by Oliver GoldsmithBy Joan Grady

CH8105 from the Charmant Titanium Perfection collectionBurbank by Barbara McReynolds and

Gai Gheradi at l.a.eyeworks

Louise Brunton at Charmant. “I think thatCH8105 has become iconic and will continueto sell well in the future. This reliable andfamiliar design appeals to many consumerswith a sense of tradition.”

Across the pond at l.a.eyeworks in LosAngeles, Gai Gherardi and BarbaraMcReynolds created a frame in 1988 thatastonished eyewear followers. Minimalistconstruction and daring, eloquent geometryheralded Burbank, which was first made inmetal alloy. Now the frame is crafted incobalt and beta titanium, with dramaticallyangled flat base lenses.

The first edition of the Burbank was arunaway success, embraced by fashionpioneers and design enthusiasts alike. The frame is named after the imaginativehorticulturalist Luther Burbank (1849-1926),whose unorthodox methods and radicaldevelopment of more than 800 strains and varieties of plants have become abotanical legend.

“With its right angles and striking flatness,Burbank was a challenging notion from anoptician’s perspective, not to mention thedifficulties of production at that time,” saysBarbara McReynolds, co-designer atl.a.eyeworks with Gai Gherardi, “and itpushed against the boundaries of what youwere supposed to do in frame design. Itwas the bumblebee of eyewear – it wasn’tsupposed to fly, but it did fly, and we’vealways been very proud of Burbank.”

RETRO PASSIONLafont Paris, who has been creating fine

frames for almost a century, debuted adesign called Genie in the early 1980s. “Theframe was designed by my mother,”explains Matthieu Lafont,” and it was asuper best seller. We withdrew it from thecollection in 1987, and reintroduced it in2015, and it is still a super best seller, and inour children’s collection too. There aresubtle changes in the frame now; it is neverexactly the same. Some shapes last a longtime, and others get lost. However, retrowill never really look old.”

Sven Götti has been creating beautifuleyewear for more than 20 years. The Swissdesigner has always advocated thin andfiligree glasses, with a desire to reinventthe design language. Götti’s latest frameDarcy draws on a retro silhouette,incorporating his passion for beautifulshapes and new technical solutions. Theaward-winning designer likes to rethinkstyle to create something new, yet timeless.

In sunny Marseille in the south of France,Jean-François Rey recently celebrated his30th anniversary designing distinguishedand revered eyewear. To note the occasion,the French designer reissued several frames that 30 years on are still current anda time-honoured testimony to JF Rey’savant-garde spirit.

Rey recalls: “In the 1980s, artists like DavidBowie, Andy Warhol and Karl Lagerfeldwere honoured, and had a great deal offreedom to create without limits, withoutconstraints. They took risks, they weredaring. Anything was possible.” Dynamicdesign in the re-launch highlights the

unrestrained spirit of the 1980s, whilemodern technology has enabledimprovements, and adapted them to thepresent day.

Timeless eyewear design never goes out ofstyle but continues to represent inherentclassical styling and concepts, as well as aproven success record. The slogan: ‘The pastmakes a lovely present’ becomes anageless, yet contemporary style statementfor eyewear collections.

Vision Now MARCH 2017 29

STYLE SPOTLIGHT

Genie by Lafont Paris

Genie by Lafont Paris Magneto from the JF Rey 1985 collection

Angel from the JR Rey 1985 Collection


Preferred Suppliers’ Directory

ACCEPT CARDS Tel: 01422 [email protected]

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Preferred Suppliers are suppliers who, by prior arrangement, offer members of the PK National Eyecare Group preferential terms.For full details and terms offered to the membership, please call 01580 713698

Directory listings are available free of charge to all preferred suppliers, with a larger listing available to Vision Now Advertisers.To make changes to the directory listings, please call Sharon Hicks on 01580 713698 or email [email protected]

Call Customer Services 0871 376 0017www. myAlcon.co.uk

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POSITIVE IMPACTTel: 08446 696907glasklar@positiveimpactsales.co.ukwww.positiveimpactsales.co.uk

PRACTICE BUILDINGTel: 0115 989 [email protected]

PRO-OPTICTel: 01884 [email protected]

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RAWDON OPTICAL LTDTel: 0113 288 3094Fax: 0113 288 [email protected]

RODENSTOCKTel: 01474 [email protected]

SEIKO OPTICAL UKTel: 01452 610033Fax: 01452 [email protected]@seiko-optical.co.ukwww.seiko-optical.co.uk

SERIOUS READERSTel: 01296 [email protected]

SHAMIR UKTel: 01954 785100Fax: 01954 785101 [email protected]

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TANT LABORATORIESTel: 01279 653785www.tantlabs.com

THEA PHARMACEUTICALTel: 0845 521 1290Fax: 01782 717 944www.thea-pharmaceuticals.co.uk

THREE SIXTYTel: 01686 627595Fax: 01696 [email protected]

TOP VISION UKTel: 0870 8402378Fax: 0870 8402379www.topvisiongroup.com

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Openyour

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A refreshing perspectiveTo help you enhance your contact lens practice, CooperVision offers an extensive product range designed to meet the needs of even more of your patients.

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*Calls cost 2p per minute plus your phone company’s access charge. T 01527 870550

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VVV - National Eyecare Group · LENSES CAT.1>3 Full Venting for optimal air flow, photochromic...

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