Author Archives: Envision Magazine

Quest for the Holy Grail

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By Shirley Ha, BSc., O.D.

makingcontactIt’s no secret that traditional hydrogel daily disposables, and, more recently, silicone hydrogel daily disposables, have added a new dimension to our practices. The ease of fitting, convenience, easier care instructions, and the oxygen benefits of silicone hydrogels are fueling the growth of this market in Europe, Japan and North America. Yet, they are still not the be-all solution for every patient.

Despite the greater oxygen transmissibility these lenses provide, the higher modulus, the poorer wettability and affinity to lipid deposits are causing patient symptoms and comfort problems. Data from 372 completed surveys in 27 countries around the world cite discomfort (41.9 – 52.9 per cent) as the primary reason patients drop out of contact lenses, followed by poor vision (3.8 – to 17.5 per cent) and cost (11.6 – 17.5 per cent).[1] Over time, this can negatively impact practice economics.

What, then, should the holy grail of contact lenses possess so that all patients can readily uptake these lenses? There is increasing focus among researchers on the frictional forces between the lens surfaces and the ocular tissues during blinking that cause end-of-day discomfort. Clinical complications exacerbated by friction or decreased lubricity include contact lens papillary conjunctivitis (CLPC) and pathognomonic conditions, such as lid-wiper epitheliopathy (LWE) and lid-parallel conjunctival folds (LIPCOF). Notwithstanding the idealistic properties such as high oxygen permeability, ease of handling, good optics, and stable pre- and post-lens tear film, the contact lens surface should also be “corneo-mimetic”, says Dr. Desmond Fonn, Distinguished Professor Emeritus at the University of Waterloo School of Optometry. Not only should it retain moisture, it should also have a low coefficient of friction (COF) or lubricious surface.[2]

There is an ongoing race to develop the “perfect” contact lens that is “biocompatible” with the ocular environment. Different manufacturers have taken different approaches in designs to retain moisture and increase lubricity.

For example, Proclear® 1 day (62 per cent water Omafilcon A, CooperVision) has phosphorylcholine (PC) molecules within the lens matrix to attract and surround the lens with water, increasing hydration. DAILIES® AquaComfort Plus® (69 per cent water Nelfilcon A, Alcon) has three moisturizing agents: hydroxypropyl methylcellulose (HPMC) in the blister pack and polyethylene glycol (PEG) and polyvinyl alcohol (PVA) within the lens. The PEG is released from the lens early in the day and the PVA is released over time when the patient blinks throughout the day. Unfortunately, the lower Dk/t values, 28 and 26 respectively, can still put patients at risk for corneal edema and keratitis.

With advances in manufacturing technology, we are again on the cusp of an exciting new era in contact lens product enhancements, thanks to the dedicated teams of eye health researchers, bio/chemical engineers and clinicians around the world.

First is the Biotrue® ONEday lens from Bausch & Lomb. It is made with HyperGel™ (Nesofilcon A), a completely new hydrogel material that contains 78 per cent water to match the natural water content in the cornea. It has UV protection and can transmit, without silicone, sufficient oxygen (Dk/t=42) required for daily wear to prevent hypoxia. The surface of the high water content lens mimics the properties of the natural tear film to give excellent hydration, lipid resistance, lubricity and the comfort of traditional hydrogels. Because of its ability to maintain hydration and retain its shape, vision is also more stable throughout the day.

Next is DAILIES Total1® from Alcon with phosphatidylcholine, a phospholipid found in cell membranes. With an impressive Dk/t of 156, the material (Delefilcon A) is a silicone hydrogel at its core with a “water gradient” that graduates from 33 per cent water content at the core to more than 80 per cent at the lower modulus hydrophilic surface. The innovative design is easy to handle, wettable, lubricious, highly breathable and comfortable because of its soft gel front and back surfaces.

Available in early 2014 is MyDay™ from CooperVision, made with 54 per cent Stenfilcon A material with a Dk/t value of 100. It features a long network of oxygen-delivering silicone channels with hydrophilic arms called Smart Silicone™ chemistry. The company claims that since there is less silicone and more hydrophilic sites, the lens is easy to handle and naturally wettable.[3]

Despite very different approaches from these three lens manufacturers, the goal of creating a bio-mimetic lens that is wettable, lubricious or both remains the same. As with any “breakthrough” product, they require further study to see if they are really beneficial for our patients. Will the higher water content at the lens surface increase other deposits? What about lens desiccation and its effect on lens shape and optics as the ocular environment reaches homeostasis? And how much oxygen does the eye require?

In summary, patient success and retention in contact lens wear depend on your determination of what is the most appropriate lens for them. Patients want good vision and all-day comfort above all else. You want lenses that are safe and eye healthy. Understanding the newest lens designs and materials is crucial to solving comfort issues and to prescribing the best alternatives for your patients, now and in the future.


[1] RUMPAKIS, J. “New Data on Contact Lens Dropouts: An International Perspective”, Review of Optometry, vol. 147, January 2010, p. 37-42

[2] FONN, D. “Clinical Relevance of Contact Lens Lubricity”, Contact Lens Spectrum/Special Edition 2013 The World’s First and Only Water Gradient Contact Lens, vol. 28 no 13, June 2013, p. 25-27

[3] Company website. CooperVision. http://ow.ly/pbltw (Accessed September, 2013)

 

 

 

POP Art

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The right marketing materials can help simplify dispensing premium lenses

By Brian P. Dunleavy

lensfocusLet’s face it: Selling frames is easy – at least when you compare it to pitching lenses. Frames are the first things patients see when they walk into most optical stores. They can shop the frame boards, pick out styles they like and check a nearby mirror to see how they look. Computerized frame-on-face programs have made the process even easier. Sure, opticians have to deal with stubborn or overly price-conscious patients now and again, but the benefits of frames are tangible and, thus, easy to demonstrate.

Not so lenses. Yes, lens manufacturers and optical laboratories have done their best to develop point-of-purchase (POP) materials that highlight the unique selling points of their products, but it’s difficult to demonstrate exactly how patients will see out of their new lenses before they have been processed according to their individual prescriptions.

“Given all the new technology available, having effective lens displays is more important than ever,” notes David Watson, an instructor at the BC College of Optics in Surrey. “Opticians really need to sit down with patients and discuss their home and work environments to properly assess exactly what lenses and coatings are best for them.”

According to Watson, having the right sales aids at your disposal can make this process easier. Here are some tips:

  • Too much or not enough?

Watson cautions against having too many lens-related displays in the store, as they can ultimately confuse patients. Study your patient base. Does your optical/practice have a pediatric focus? Then make sure you have POP for polycarbonate. Have a lot of young, fashion-conscious patients? Then high-index and free-form sales aides are a must.

  • Ask around.

More and more lens manufacturers and labs are creating POP for their customers. Find out what’s available. Watson also recommends visiting optical stores in other markets – he likes to do this while on vacation – to see how they display lens technology.

  • There may be an app for that.

With the advent of free-form lenses, lens manufacturers have created special applications for smartphones, tablets and other devices to enable eyecare professionals to easily collect the additional measurements – including monocular PDs, fitting height, vertex distance, wrap and pantoscopic tilt – needed to fit these products. While not POP per se, these apps demonstrate to patients the high-tech nature of these lenses better than any samples, says Brian Paul, OD, an optometrist at Brantford Medical Centre in Ontario. “When they see that, they know they are getting something special: a lens with customized optics and cosmetic benefits,” he explains. “It’s the best sales tool [for free-form lenses], even though it’s really not a sales tool.”

  • Take questions.

What patients ask about lenses can be a guide to what lens POP you need in your store. If a lot of patients come in asking about how photochromics work, for example, it might be time to ask vendors about any available displays – or create your own.

  • If you like it, frame it.

Lens POP you create yourself doesn’t have to be that elaborate: a nice, trendy frame with an uncoated regular plastic on one side and an anti-reflective coated high-index lens on the other can be very effective. “It’s a simple way to let customers see the difference in thickness, weight and cosmetics,” Watson says.

Whether you use premade POP or create your own, it is imperative that the materials fit the design and tone of your store – and match the priorities of your patient base. Even the best lens sales aides won’t be as effective as frame boards, but they can make dispensing spectacles easier.

“Whatever you do, it must be creative and eye-catching – something that will draw a customer, like a wall display with lenses as art,” Watson notes. “Displays are effective at getting patients to notice what’s available, and the best ones work so well a patient will ask about a product instead of the optician having to start the conversation.”

In Conversation with Cirillo Marcolin

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By Paddy Kamen

interviewAt the recent Silmo show in Paris, Envision: seeing beyond  magazine publisher Martine Breton met with Cirillo Marcolin, president of the Italian optical industry association (ANFAO) and the MIDO trade show, to discuss Italy’s eyewear industry and the future of MIDO. Here is the text of that conversation:

MB: There has been tremendous turmoil in the European Union recently and Italy is among the countries experiencing significant economic difficulty. How is this affecting the Italian eyewear industry?

CM: Italy is experiencing a very difficult situation but it’s not as bad as it might be for (eyewear) manufacturers. These companies export more than 90 per cent of their production and, in the first six months of 2013, Italian (eyewear) exports increased by more than five per cent. So, despite the recession, their situation is better than (that of) other Italian industries.

MB: What motivates you to get up every morning and go to work on behalf of Italy’s eyewear industry and MIDO?

CM: At the end of June, I was re-elected president of ANFAO and MIDO for another four years. My colleagues and I are working together to give the market what it wants. We must show that we can do more for ANFAO on one side and for MIDO on the other. MIDO is still the world’s most important eyewear show but we need to offer something new every year. That is what motivates me.

MB: MIDO 2013 was a great success, with an increase in visitors and exhibitors. What were the keys to that success?

CM: We set up a train that brought opticians from central Italy to the show. It was a great success, with almost 600 opticians, representing almost eight per cent of Italy’s opticians, in attendance. Next year, with the MIDO train continuing, we think we can attract even more opticians, despite the recession in Italy.

MB: Will MIDO participate in Milan’s Design Week again in 2014?

CM: Yes. Two-thirds of MIDO’s participants come from outside Italy and we need to offer them something new. The idea with Out of MIDO was for companies to sell directly to consumers. That’s why it was good to participate in Design Week last April. In 2014, the format for Out of MIDO will be nothing like MIDO. It will be more in line with Design Week, with more creativity and innovation.

MB: Is there anything else planned for Mido 2014 that you’d like to share with our readers?

CM: Our job is to look ahead three to four years. We want to work more closely with the city of Milan, which is a world fashion leader. We can showcase shoes, bags, etc., along with eyeglass frames and sunglasses. It may not happen next year but Expo Milano is taking place in 2015, and that will create lots of opportunities.

MB: Thank you for this.

CM: My pleasure.

Sales Soar with Superior Office Design

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By Paddy Kamen

eyeonindustryModular Design Systems Inc. (MDS) is an overnight success, 25 years in the making. Owned and operated by Frank Fumagalli and Brian Wolcovitch, MDS has impressed and influenced the optical industry since its inception in 1989.

What started out as a chance meeting in 1998 between Fumagalli, a general contractor and Wolcovitch, a frame sales rep and office space planner, turned into an amazing collaboration, for each man had one of two essential skill sets required for designing and building world class offices.

The two met when Fumagalli, a contractor with a background in architecture and furniture design, was building an office that Wolcovitch had designed.

As they got to know each other and worked together, they became friends. Wolcovitch told Fumagalli about a new display concept he envisioned, which was a variation of the acrylic frame rod he introduced to the optical industry in 1976.

Wolcovitch wanted to make the new display totally flexible, but he wasn’t sure how to go about it. Fumagalli came to him a week later with a full set of blueprints, resolving the flexibility issues. Together, they developed and patented the display system.

As it turns out, Fumagalli was training to be an architectural technician in his home country of Argentina. Typical of foreigners entering a new country, Canada didn’t recognize his credentials and like so many others before him, Fumagalli had to find a way to make a living. He learned everything there was to know about the building industry and at the time of their meeting, was one of the best general contractors Wolcovitch had ever worked with.

Wolcovitch taught his new partner everything there is to know about designing an optometric office and Fumagalli in turn, taught Wolcovitch every aspect of building an office and designing furniture.

Consequently, both men bring considerable know-how to bear on every office they design. Elena Fumagalli, Frank’s wife, makes two essential contributions to the company: she runs the office, and also creates the gorgeous colour schemes that complete every office designed by MDS.

Wolcovitch knows the optical business thoroughly and is very clear about the complex web of needs, all of which must be met in the well-designed office.

“Aesthetics are a critical element because when people love an environment, they enjoy spending time in it and they purchase better product, much more often. But just as important to our clients is the flow aspect of the design,” he says.

By ‘flow’ Wolcovitch is referring to the way people – both staff and patients – move through the space. While patients move in a natural flow from the reception desk to the waiting room, on to the pre-test area and examination rooms, staff have to move efficiently behind the scenes, all day long. He explains: “It’s all about understanding the complex needs of our client, and my 38 years in the industry has given me that knowledge.”

Placement of the dispensary is key to letting patients know that all of their eyecare needs will be met at your location. “The best results you can achieve from your dispensary come from the dispensary’s location – front and center,” says Wolcovitch. “Patients must sit next to it, pass right by it or directly through it en route to and from the diagnostic areas of the office. Everything about the dispensary must have a ‘Wow’ factor that will ensure the best possible return on your investment.”

The patented display system that helped to launch MDS is another major element in the unique package of skills, expertise and products that makes MDS the leader in office design. The success of the MDS frame display system lies in its visual beauty and its versatility. It signals to customers what they can expect to find when they get up close. “There’s no longer any need to have stunning posters leaning against a wall, or on the floor, or POP displays cluttering up counters and table tops,” says Wolcovitch. “When patients walk through a dispensary that employs our system they are drawn in by the posters which are displayed directly, in amongst the frames. The frame products are beautifully lit and dynamically displayed. Patients don’t have to guess what brands you carry.”

A wide variety of holders are available for the MDS frame display system, from single acrylic frames holders to trays of frames, allowing you to display as many or as few frames as you want. Holders can easily be repositioned at any time, so there won’t be gaping holes in the display after sales have been made, or empty holders can be removed and stored until new product comes in. Stock rotation is simple and convenient, and the whole board can be redesigned quickly for fresh impact.

The frame dispensary is, or should be, the largest profit center in the office and Wolcovitch has the clients to prove that with MDS designing your office, it is. “The return on investment for the eyecare professional (ECP) can be phenomenal. On average, ECPs dispense to five out of 10 patients who need eyeglasses. Our dispensaries garner sales from 7 out of 10 to 10 out of 10 patients. This represents a huge increase in profits.”

Not long ago, a client told Wolcovitch that in the first month after their newly renovated office re-opened, they experienced the strongest month of sales in their 25-year history and that month was January, traditionally the slowest month of the whole year. Also recently, MDS had a group of doctors tell them they wanted to double the size of the dispensary in their new office design, citing the fact that frame sales represented 60 per cent of their revenues.

With MDS, it’s about so much more than aesthetics. “We create beautiful offices, with wonderful colour schemes and sensory inputs on every level,” notes Wolcovitch. “But perhaps more importantly, we make every work day a pleasure for staff because they can do their jobs effectively and efficiently. Fluid design gives competent staff the tools necessary to help grow a practice and gives patients the impetus to remain with the client for all of their services.”

You can see many examples of MDS magic at www.modular-design.com.

 

Silmo 2013: Small is Beautiful

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By JoAnne Sommers

event_silmoCreativity and innovation took centre stage as Silmo 2013 played host to the global eyewear community in Paris in early October.

Much to the delight of André Bélanger, president of Montreal-based Mood Eyewear, the event, which attracted more than 35,000 visitors – 44 per cent French and 56 per cent international – showcased boutique eyewear designs among the products presented by the 950 exhibitors.

“Many large manufacturers stayed away this year and we saw greater creativity in the collections from smaller companies,” says Bélanger.

During the recent recession, many companies, including smaller ones, played it safe with vintage styles, for which there was a ready market, he notes. “Boutique products were less bold than they had been and it got very boring.”

Realizing that they couldn’t compete with major manufacturers on those terms, smaller companies have returned to their strength, which is creativity, says Bélanger.

For Joseph Tallier, owner of New York-based OGI Eyewear, Silmo 2013 was a great success.

“We had a fantastic show. Attendance was up and people were there to buy. There’s an appetite for original, innovative products from smaller boutique companies like ours and we had our best show in five years.”

Visitors to OGI’s booth came from Southeast Asia, Russia and the Middle East and the company opened in Mauritius, the Seychelles and the Philippines, Tallier says.

Amin Mamdani, vice-president of operations and buyer for Toronto’s Josephson Opticians, noticed a lot of acetates at this year’s show. “Acetates will remain strong for the foreseeable future because metal is more expensive to manufacture,” he predicts. “We also saw more colour and a lot more matte finishes than before.”

Bélanger noticed that eyewear companies are looking at new ways of making frames. “Acetates are twisted together, for instance. They’re re-thinking the vintage trend, with classic shapes in interesting fluorescent colours, such as orange and hot pink inside, with black outside.”

Unlike Mamdani, he thinks that metal is set to make a comeback in the near future. “The market is saturated with acetate right now and some manufacturers said their next collections will be half metal.”

Show organizers outdid themselves with this year’s Silmo d’Or ceremony. The setting was the Showcase nightclub, beneath the Pont Alexandre III in Paris and designer Mathieu Lehanneur, president of the selection committee, awarded trophies in eight categories, as well as the Jury’s Special Award designated by the committee.

Next year’s Silmo show will run from Sept. 26-29, 2014. Mark your calendar now.

Vision Expo West Looks Back While Keeping an Eye on the Future

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By Nicky Fambios

event_vewAfter 25 years, you might think that International Vision Expo West (VEW) would run out of ways to innovate and improve the annual ophthalmic conference and expo at the Sands Expo & Convention Center in Las Vegas. But the four-day event that took place  October 2-5 demonstrated that nothing could be further from the truth. In fact, there was a 12 per cent increase in conference attendance and a five per cent increase in overall show attendance compared with 2012.

What’s the secret to the show’s success? “International Vision Expo is unlike any other medical meeting,” says Courtney Muller, group vice president for Reed Exhibitions, which co-owns the event with The Vision Council. “Each year, we are challenged with sourcing and delivering the most innovative eyewear and eyecare products, technologies and comprehensive solutions for our attendees, their businesses and – ultimately – their patients.”

And meet that challenge they did. This year, an interactive map feature, SmartRoute, was added to the Vision Expo Mobile application, making it a breeze for participants to navigate the show floor – an extremely convenient feature considering all the expo had to offer.

While the show celebrated its past with special activities like a cocktail event and commemorative champagne glasses, VEW’s silver anniversary also had an eye on the future with the expansion of the six fashion and medical-related pavilions to include a brand new interactive showcase area called the Eye2 Zone.

The section offered attendees a look into some of the most interesting products unveiled at high-tech events like the International Consumer Electronics Show, and included daily Tech Talks which allowed for live demonstrations. Products and technologies featured in the Eye2 Zone varied from entertainment enhancers, like the Cinemizer by Carl Zeiss, and multimedia video glasses that combine 3D movie enjoyment with outstanding image quality and stereo sound, to advanced medical devices like the Argus® II Retinal Prosthesis System by Second Sight, an implant designed to bypass damaged photoreceptors in order to restore some functional vision to people suffering from blindness.

In fact, cutting-edge technology seemed to be the order of the day during the conference, with a number of exhibitors displaying never-before-seen materials, processes, designs and devices.

Transitions Optical announced the newest addition to the Transitions® family of products: Transitions Signature™ VII lenses with Chromea7™ technology. Using a new proprietary methodology – Life360™ – Transitions Signature VII lenses are more responsive to UV in more situations. The patented Chromea7 dye formulation allows the lenses to be more reactive to indirect sunlight and reflected sunlight.

SPY Optic was on hand with the recently debuted Happy Lens™, a patent-pending lens formula that provides 100 per cent UV protection and blocks more than 99 per cent of glare; it is also designed to harmonize with the body’s physiological preference for a specific colour transmission optimized through the wavelengths between 450 and 500 nanometers, where the uplifting effects of blue light are most prevalent.

ClearVision Optical led the discussion on 3D printing in the optical industry with a panel that included the company’s president, David Friedfeld, and Bruce Bradshaw, the director of marketing for Stratasys, a 3D printing company. Visitors to the booth were able to watch the printer in action, speak to 3D experts and question the group on this latest manufacturing development.

And amidst all the breakthroughs and advancements, Emmy Award-winning scientist Bill Nye was a special guest brought in by VSP Optics Group to help illustrate the science behind photochromic and blue light.

Indeed, with over 425 exhibitors featuring some 5,000 brands, lines and products, along with conference speakers delivering 325 hours of top-notch education, VEW organizers have proven admirably that, like a fine wine, they are only getting better with age!

WestGroupe Launches Spy’s John John Florence Folding Glasses

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westgroupeSpy has introduced the Fold, a foldable sunglass inspired by Spy’s John John Florence and distributed by WestGroupe. As a pro surfer, John John knows how to pack tight and travel light. With this in mind, John John and Spy designed the multi-hinged Fold frame, which “folds” up to fit neatly in its pouch or a pocket.

The Fold is custom-built from Grilamid and features a bridge hinge, five barrel hinges at the frame and temple and mid-temple pin hinges for quick folding and stowing, as well as six-base curve polycarbonate lenses, 100 per cent UV protection. A custom, collapsible pouch with a slot for cards completes the set.

The Fold will also feature Spy’s revolutionary new Happy Lens technology, an innovative lens designed to let in the sun’s “good” rays that promote balance in the body – fostering a positive uplift in mood and alertness – while simultaneously blocking the “bad” rays.

The Fold is available in three colour ways – matte black with Happy bronze polar with a black mirror lens, matte black with bronze with a Red Spectra lens and matte black with a grey lens.

A Happy Line for a Happy Birthday

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happylineJean-François Rey, wishing to pay tribute to the famous artist Maurice Renoma on the occasion of the 50th anniversary of Renoma’s mythic Parisian boutique, launched an exclusive sunwear line.

An unavoidable place for Parisian fashion, the Renoma boutique celebrated 50 years in October. For this very special event, the Renoma eyewear design team developed two exclusives sunwear frames. Made in acetate for the Roch model or metal and acetate combination for the Radison, these two frames are proposed in four or five colours and are available in three-piece exclusive boxes.

The two innovative creators, Maurice Renoma in fashion and photography, Jean-François Rey in eyewear, greatly appreciated the opportunity to meet at such a momentous occasion.

The Main Assets of Ogi

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ogiCreating durable handcrafted frames with original, sexy and sophisticated style is what sets Ogi Eyewear apart. The Ogi Evo-Tec Collection utilizes mixed materials in an advanced way, achieving innovation at the forefront of eyewear technology. The Seraphin lightweight frames are structured with a stainless steel core enveloped in luxurious Italian acetate, exemplifying originality by infusing classic, vintage shapes with modern materials. Utilizing quality custom hinges, working rivets and a double-laminated steel core, Ogi blends sexiness with sophistication at unparalleled affordability.

As an example, the Ogi 4803 model of the Evo-Tec collection presents a vintage round style and offers bold sophistication with modern complexity. Pioneering a new era of eyewear, all Evo-Tec styles are created with the latest innovative material. Designed to mimic the feel of titanium, the extremely ultra light 4803 also offers the richness and depth of high quality acetate.

In the Seraphin collection the Dunwoody model features deep hues of acetate with fine silver rivets. Designed with comfort in mind, this rectangular shape is a modern interpretation of vintage classic, made of uniquely thin Italian acetate reinforced with a stainless steel core, which fuses superior strength with lightweight durability. The Dunwoody’s skeleton subtly peeks through the multi-faceted coloured temples, while the silver details enhance this traditional frame with superb style.

Match Eyewear Unveils New AV Models

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Tmatchhe much anticipated Fall/Winter Collection from Adrienne Vittadini Eyewear debuts with 10 new ophthalmic styles.

Inspired by the warmth and variety of the season, the collection brings a rich colour palette and thoughtful details to sophisticated silhouettes for a fresh yet timeless elegance. Taking inspiration from the romantic allure of the latest sportswear and accessory lines, the new eyewear styles embrace the accessible luxury of the Adrienne Vittadini brand. “The provocative blend of colours, accents and proportions adds an intriguing appeal to the classic polish and refinement that defines the Adrienne Vittadini collection,” says Ethan Goodman, president of Match Eyewear Canada.

Delicate semi-rimless models 1118 and 1124 receive depth and dimension from iridescent mosaic patterns, sculpted metal detailing and subtle AV logo emblems on smooth zyl temples.  Acetate styles 1126 and 1128 each feature striking eye shapes complimented by exquisite temple treatments adorned with premium Swarovski crystals. Adrienne Vittadini Eyewear is carefully crafted from the finest quality materials for chic and stylish women, 30 and over.