1
Doctors of Optometry | Course Notes
B4 OD – 1CE
Dailies Total 1 Multifocal
Supported by Alcon
Sunday, February 26, 2017
7:00 am – 7:55 am Oxford/Prince of Wales – 3rd Floor
Presenter: Michael Kim, OD
Dr. Kim is an Edmonton-based optometrist, practicing for 19 years at two locations. He graduated from the University of Alberta with a B.Sc. in Pharmacy, and later from the University of California, Berkeley as a Doctor of Optometry. He is a Partner in Sight, and is experienced in the fields of ocular therapeutics and contact lenses. Dr. Kim is keenly interested in the science behind eye care product, and, as an astute practice owner he shares his knowledge on both the business of optometry and the clinical aspect of patient care.
Course Description
This program introduces a new contact lens material and discusses the benefits of using a Multifocal lens in patients with presbyopia. Attendees will gain a full understanding of the differences between the core modulus, the surface modulus, and its importance in the comfort of the Dailies Total 1 Multifocal lens. They will also learn about how this technology works and its interaction with the cornea and lids. The mechanism and structure of the corneal tear layers will be reviewed.
DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES
A DAILIES TOTAL1® DINNER SERIES MEETING
AN IDEAL FIT FOR YOU AND YOUR
PATIENTS
2
LEARNING OBJECTIVES
• Recognize the needs of the current and emerging presbyopic patient population
• Describe which patients would benefit from Dailies Total 1® MULTIFOCAL Contact Lenses
• Understand the psychological impact to the patient to provide better success
• Describe the technical features and advantages of DAILIES TOTAL1® MULTIFOCAL Contact
Lenses
• Explain how DAILIES TOTAL1® MULTIFOCAL Contact Lenses can positively impact your business
4
CHALLENGE:MATURE EYE DROPOUTS START AROUND AGE 40
• Presbyopia contributes to patient dropout from contact
lenses starting around age 401,2
• 93% of dropouts were not in multifocal lenses1
References: 1. In a survey of 1,012 contact lens dropouts aged 35-50. Alcon data on file, 2013.. 2. Dzurinko V, Quinn, Woods J. Today's Multifocal Opportunity: To grow your practice with a new generation of
presbyopes, use the next generation of multifocal contact lenses. Contact Lens Spectrum. February 2012:2-3.
5
PATIENTS WITH MATURE EYES REPRESENT A GROWING OPPORTUNITY FOR OPTOMETRISTS
7.5 Million1
4.9
Million1
Emerging
Presbyopes
30 to 40 years of age
Current
Presbyopes
40-55 years of age*
Average of
2,100 potential
presbyopes
for each
Optometrist*2
2015 2020
FP
O
FP
O
*Presbyopia generally occurs after age 45; the presbyopic population was calculated using patients 45 to 64 years of age.
References: 1. Statistics Canada 2. The state of the optometric profession: 2013. Available at:
https://www.aoa.org/Documents/news/state_of_optometry.pdf. Accessed April 21, 2016.
6
CANADIAN PATIENTS AGED 38-54 WERE ASKED:WHO WOULD YOU TURN TO FOR INFORMATION ON PRESBYOPIA?
Reference: Age Perception Impact Study Results – Quantitative Results, Nov. 13, 2015
Over half look to
their Optometrist
for both
information on
presbyopia and
for a solution
7
PRESBYOPIA IS MORE THAN A BLUR PROBLEM
• The most prevalent reactions when experiencing signs of mature
eyes for the first time1
Reference: 1. Alcon data on file. Multifocal Motivations—Consumer Segmentation. July 2014.
Getting Old
51%
Frustrated
43%
Temporary
Eye Strain
25%
Sad
18%
Anxious
15%
Denial
14%
Program Title: TBD
Proactive patient education and discussion are crucial
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TODAY’S PATIENTS WITH MATURE EYES WILL NOT BE SLOWED DOWN BY THEIR VISION
Advanced careers/
disposable income1,2
Physically and
socially active1
hours/week online3
27
43%belong to a
social network3
Embrace
technology3,4
Own a mobile phone4
(Age 50-64 years; smartphone
ownership: 58%)
90%
References: 1. Alcon data on file, 2013.2. Marketingcharts.com. Boomers to Control 70% Of US Disposable Income. Thetford Center, Vermont: Watershed
Publishing. http://www.marketingcharts.com/uncategorized/baby-boomers-control-70-of-us-disposable-income-22891. Accessed 7 June, 2016. 3. Szumski
E. Baby Boomers DO use Social Media but how? Available at:https://www.linkedin.com/pulse/baby-boomers-do-use-social-media-how-evelyn-szumski.
Accessed April 21, 2015.4.Anderson M. Technology Device Ownership: 2015 Pew Research Center, Washington D.C.(October 29, 2015)
http://www.pewinternet.org/2015/10/29/technology-device-ownership-2015/. Accessed May 19, 2016. 5. Age Perception Impact Study Results –
Quantitative Results, Nov. 13, 2015
In a recent survey, 94% of current
contact lens wearers said they intend
to continue wearing contact lenses
as they age5
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MULTIFOCAL CONTACT LENSES CAN HELP PRESBYOPES SEE, LOOK, AND FEEL THEIR BEST
Freedom From
Glasses
Improved Appearance
References: 1. 2013 Gallup Study of the US Multifocal Contact Lens Market. MS 13039. January 2014; 2. Age Perception Impact Study
Results – Quantitative Results, Nov. 13, 2015
Top Reasons for Interest in Multifocal Contact Lenses
Among Prospective Wearers1
• 19% of Canadians would or
currently avoid wearing readers
because they would make
them look older2
• 16% of Canadians would
rather squint than wear
readers2
10
66
75
82
80
87
89
94
92
Ability to Change Focus
Vision During Night Driving
Intermediate Vision
Distance Vision
Multifocal
Monovision
TODAY’S PATIENTS WITH MATURE EYES PREFER MULTIFOCAL CONTACT LENSES TO MONOVISION
*Multifocal contact lens using Precision Profile Design.†Ratings by emerging presbyopes on a scale of 0 to 100, with 100 being excellent satisfaction.
Reference: 1. Woods J et al. Eye & Contact Lens. 2009;5:221-226.
Even early presbyopes prefer multifocal contact lenses* over monovision
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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES WITH RECISION PROFILE™ DESIGN
A HIGH PERFORMANCE LENS TO ADDRESS THE NEEDS OF TODAY’S PATIENTS WITH MATURE EYES
1212
DAILIES TOTAL1® CAN HELP PATIENTS WHO EXPERIENCE END-OF-DAY CONTACT-LENS–RELATED DRYNESS
Nearly 8 out of 10 adult patients
experienced an overall
reduction in end-of-day
dryness1*
Increase in hours of
comfortable wear for
patients with contact
lens dryness vs
habitual lenses2
+3.1
© 2016 Novartis 6/16 GL-DTM-16-MK-2379
1. Pérez-Gómez I, Giles T. European survey of contact lens wearers and eye care professionals on satisfaction with a new water
gradient daily disposable contact lens. Clin Optom. 2014;6:17-23. 2. Michaud L, Forcier P. Comparing two different daily disposable
lenses for improving discomfort related to contact lens wear. Cont Lens Anterior Eye. 2016;39:203-209.
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CONTACT LENS PATIENTS GENERATE HIGHER REVENUE AND PROFIT
• Extra revenue from contact lens purchases
• Give your patients the most up-to-date
technology so they return to your practice
• Increased frequency of visits compared
with spectacle wearers
– Opportunity to sell additional products
– Daily disposable lens wearers return more
frequently for eye exams1,2
References: 1. Dumbleton K, Richter D, Bergenske P, Jones LW. Compliance with lens replacement and the interval between eye examinations. Optom Vis
Sci. 2013;90:351-358. 2. Alcon data on file, 2013.
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MULTIFOCAL CONTACT LENSES ARE ANUNDERDEVELOPED MARKET OPPORTUNITY
68%
88%
9%
3%23%9%
0
20
40
60
80
100
Bi-Weekly/Monthly Clear Daily Disposable Clear
TORIC
MULTIFOCAL
SPHERE
6 Point
Multifocal Growth
Opportunity
MA
RK
ET G
RO
WT
H
References: 1. Alcon data on file, 2013. 2. Marketingcharts.com. Boomers to Control 70% Of US Disposable Income. Thetford Center, Vermont:
Watershed Publishing. http://www.marketingcharts.com/uncategorized/baby-boomers-control-70-of-us-disposable-income-22891. Accessed 7
June, 2016. 3. Graph Source – CLI & GFK Combined Report - 2013 Q3 YTD
• Current and emerging patients with mature
eyes have disposable income1,2
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Wearers Complaining About Near Vision1
Told aboutmultifocal contactlenses
Not told aboutmultifocal contactlenses
8%told about
multifocal
contact lenses1
OPTOMETRISTS ARE HESITANT TO BRING UP MULTIFOCAL OPTIONS
• Only 8% of current contact
lens wearers report being
told about multifocal
contact lenses when first
complaining about their
near vision1*
*Wearers complaining about near vision in a survey of 500 presbyopic wearers.
1. Studebaker J. Soft multifocals: Practice growth opportunity. Contact Lens Spectrum. 2009;40-43.
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Aware
Not aware
OPTOMETRISTS CANNOT RELY ON PATIENTS TO ASK FOR MULTIFOCAL CONTACT LENSES
• Canadians aged 35+ have a very low awareness that multifocal
contact lenses exist1*
*Based on a sample of 504 consumers answering the question: “Are you aware of the following regarding various contact lens brands available on the market? […] Multifocal contacts exist that can replace
reading glasses or multifocal glasses.”
Reference: 1. Fresh Intelligence Alcon TV Ad Tracking Report. Alcon data on file, 2015,
16% are aware1*
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DAILIES TOTAL1 MULTIFOCAL CONTACT LENSES
Are an Opportunity
to Bring Dropouts Back to Your Practice
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PROACTIVELY ADDRESSING PATIENT NEEDS BENEFITS THE PATIENT AND THE PRACTICE
*Over the lifetime of the patient.
Reference: 1. Rumpakis J. New data on contact lens dropouts: An international perspective. Rev Optom.
January 15, 2010.
• Maintain quality of life
• Minimize negative
emotions
• Satisfy patients
• Maintain patients in
contact lenses
Every patient that does not drop out
of contact lenses brings an
additional $24,000 to the practice1*
Patients Practice
20
CONTACT LENS DROPOUTSHALF OF ALL DROPOUTS ARE DUE TO DISCOMFORT
1. Dumbleton K, Woods C, Jones L, Fonn D. The impact of contemporary contact lenses on contact lens discontinuation. Eye & Contact Lens.
2013;39(1):93-99. 2. Rumpakis J. New data on contact lens dropouts: An international perspective. Rev Optom. 2010:147(1):37-42.
1
22
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CONTACT LENS DROPOUTSMOST PATIENTS STRUGGLE WITH LENS DISCOMFORT
86%80%
76%
24%
11% 10%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Eyes dried out when wearingcontact lenses
Contact lenses feltuncomfortable at end of day
Eyes felt irritated whenwearing contact lenses
Total experiencingat time ofappointment*
Total mentioning todoctor at exam*
*Among contact lens patients who bought a new supply of the same brand of contact lenses at the last eye exam.
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OVER 3 TIMES MORE MATURE EYE PATIENTS COULD BE WEARING MULTIFOCAL CONTACT LENSES
Vision needs in people under 601* Soft contact lens vision correction options
currently worn2†
*Presbyopes with astigmatism are omitted from this pool. †Colour lenses are not included.
References: 1. Vision Parameters Study; Alcon data on file, 2007. 2. GfK Equity Report. Alcon data on file, 2014.
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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES ARE AN OPPORTUNITY TO GROW YOUR BUSINESS
• DAILIES TOTAL1® have improved all-day comfort, satisfaction, and reduced
dropouts due to increased compliance
• DAILIES TOTAL1® combined with a multifocal offer patients the most
comfortable daily lens available with a multifocal
– Bring back dropouts due to presbyopia, discomfort, dryness, and visual
acuity
• DAILIES TOTAL1® Multifocals are made of the optimal material for the mature
eye
– Expand your practice to emerging presbyopes
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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES
• Recommend and fit first, for compliance and profitability
• Streamline your business
– Learn how to fit multifocal contact lenses that share the Precision Profile™
Design
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