Author Archives: Envision Magazine

Understanding Human Capital

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By Dana Sacco

managingyourbusinessWikipedia says that human capital is the stock of competencies, knowledge and personality attributes embodied in the ability to perform labour so as to produce economic value. My question to optometrists and opticians who are building, nurturing and evolving eyecare practices is: do you put enough emphasis on understanding human capital in your business?

Selection and recruitment based on a diploma or degree plus experience can work out well, and sometimes the talent gap in eyecare leaves us short of options. But often the skills and the personalities needed are not aligned.

Consider the financial implications of adding the wrong person to your team. The cost of a staff turnover is anywhere from 1 to 3.5 times base salary, according to ADP payroll services, one of the world’s largest providers of business outsourcing solutions.

To grow your team effectively, make sure that the people you bring on board have the core behaviours needed for longevity beyond 90 days. Is your company focused on cutting costs? Start with better “fit to role” (i.e. hire people who will naturally demonstrate the behaviours required for their specific roles with the company). Looking for an associate? Improve on boarding time (the speed at which new hires integrate into their roles) by understanding exactly how to coach and mentor new associates to success.

There are affordable, science-based methods to help you identify a person’s true core behaviours, allowing you to maximize your investment in the people you hire. The Human Capital Media (HCM) Research and Advisory Services Group recently released its findings on the annual Leadership Development survey, led by the Business Intelligence Board, Chief Learning Officer magazine. The findings, published in The Aberdeen Report (http://www.predictivesuccess.com/Free-HR-Report.html), speak to best practices in the field of human resource management and development. I have summarized the results as follows:

The report highlights how the effective use of assessments is incorporated into talent management practices in best-in-class organizations. Over 640 organizations participated in the study, more than 200 of whom used the Predictive Index® (PI®), a scientifically validated assessment that provides real-time data on people’s core personalities and behaviours.

This data allows us to compare how Predictive Index clients fare compared to best-in-class organizations and the results are impressive. Worldwide PI clients scored significantly higher in seven key areas. Two areas worth noting are:

  • Over 70 per cent of PI users incorporate PI knowledge into their everyday work habits, which is 39 per cent higher than best-in-class companies. PI is more than just a recruitment tool, it helps managers become better leaders.
  •  46 per cent of PI respondents can positively correlate ongoing employee performance results with using PI during the pre-hire process, which is 27 per cent higher than best-in-class companies.

The results of the Predictive Index provide managers with insight into developing better management strategies for those they work with. The result of having valid, reliable (not anecdotal) data about your people means those strategies will translate into results such as better engagement and better performance.

The Predictive Index was created by Arnold Daniels, who used Harvard-based research and an interest in organizational psychology to help the U.S. Eighth Air Force better understand the traits of fighter pilots and improve their success in the field.

After the Second World War, Daniels developed the Predictive Index, a business application that is used and taught by academic institutions, Fortune 500 companies, the manufacturing sector, sales forces and many other organizations. It helps employers maximize talent and, as business guru and author Jim Collins says, “put the right person in the right seat on the bus at the right time”.

If you are launching a business, it is crucial to have people on your team who quickly take “ownership” of building a new business. If yours is a mature business, you can design, train or coach a team to network and take the business to the next level. If you are thinking of retiring and passing the business to an associate or family member, you can prepare for that transition (succession planning) in advance.

In order to compete successfully in a global marketplace, small businesses should invest in affordable solutions that make their teams behaviourally complete and lead them to success. And the PI is one step to acquiring the power to create engaged, productive and dynamic teams.

Supply and Demand: What Eyecare Professionals Should Expect From Lens Vendors

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By Brian Dunleavy

lensfocusWhen it comes to exploring new products, optician Garry Oleksyn treats frames and lenses differently. 

“I’m always looking for new frame styles,” says the owner of Point Optical, which has two locations in the Saskatoon area. “But when it comes to lenses, I’ve really stuck with just three companies.” 

Make no mistake: Oleksyn does everything he can to make sure his shops dispense the latest and greatest lens designs. However, he has established relationships with certain vendors and believes in the quality of their products. He is willing to listen when it comes to discussing new lens designs from new vendors, but waits until they have a proven track record of providing quality vision before dispensing them in his shops. Oleksyn has taken the same approach in working with his lens-processing laboratory: he has been with the same one since he opened in the mid-1980s. 

And he is not alone. It seems many of Canada’s opticians and optometrists are much more conservative when it comes to the spectacle lenses they dispense – and the labs that process them – than they are with frames. That makes sense because while patients often want fashionable frames they ultimately wear eyeglasses to see properly. 

“Some of the new digital lenses designs may be great,” notes Oleksyn. “But I’ve had a number of patients who have worn them and experienced problems. I want people leaving my shop with the best vision possible.” 

Madelaine Petrin, R.O. Bc., professor of opticianry at Seneca College, says she understands the cautious approach but warns against taking it too far. “The number one thing is you have to provide what the client asks for,” she says. “Advertising directly to the public and to opticians drives the market. The client is more educated and knows what he or she wants.” 

So how do you know when changing vendors is right for you? And what criteria should you use for selecting new vendors? Consider the following: 

  • Quality rather than price. “I want more than low prices from the vendors I do business with,” Oleksyn notes. Indeed, don’t just ask about price. If you are unfamiliar with a company’s product offerings, ask around among people you trust to see how the lenses perform “in the field.” 
  • Support. Dr. Alan R. Boyco, OD, owner of Image Optometry, a 14-location chain of optometry clinics in B.C., says he focuses a lot on price because his patients do. “But given the competitive nature of our industry, the level of customer service must meet our expectations as well,” he adds. Ask potential new vendors about technical and sales support – and whether or not they will be available to assist if patients have problems with their lenses.
  • Sales assistance. According to Petrin, one of the keys to selling spectacle lenses is, “having something to show [patients]” about the quality of vision offered by the product. Ask vendors – both lens manufacturers and labs – what sort of marketing materials they have for their products, and make sure they work for your optical shop/dispensary. 
  • The process. As Petrin notes, not all lens processing laboratories process all lens designs. Ask any lab seeking your business what lenses they process and recommend. Product selection—from both labs and lens manufacturers – that matches the needs of your patient base is vital. 

Salespeople representing both labs and lens manufacturers will come calling. While it makes sound business sense to listen to their offers, being selective is important. Dr. Boyco, for example, insists on written introductions – usually by email – before meeting with sales representatives in person. For a partnership between vendors and eyecare professionals to work, he adds, both parties must share the same ultimate goal; providing quality vision care. 

Oleksyn agrees. “I want quality, service and backing and that’s what I get from my vendors,” he says. “If they want to stay in business with me, they have to give me that. I want to be looked after.” 

AMD and Vision Loss in Canada

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By Netan Choudhry, MD, and Jennifer George

eyeonhealthImagine you are sitting in a room with your family and friends, unable to see their faces properly. That is the reality for over 817,000 Canadians who currently live with some form of vision loss, much of which could be prevented or treated. Age-related macular degeneration (AMD) is responsible for more vision loss in Canada than any other condition, surpassing glaucoma, diabetic retinopathy or even cataracts. So, why have we not heard more about it?

There are two forms of AMD, dry (non-neovascular) and wet (neovascular). The term “neovascular” refers to a growth of abnormal blood vessels in the retina, more specifically in an area called the macula. Of the two forms of the disease, dry AMD is more common. It is caused by the accumulation of yellow deposits, known as drusen, in and around the macula. These deposits arise as part of a metabolic process within the retina. Dry AMD can gradually progress to a different eye disease known as geographic atrophy (GA), which is another severe form of vision loss, resulting in the degeneration of the retinal cells. This gradual loss of retinal cells leads to central vision loss and an inability to see faces.

While no treatment for dry AMD currently exists, the latest research has shown that specific high-dose formulations of vitamins C and E, with lutein, zinc and copper, help to reduce the risk of its development and slow its progression.

Dry AMD can also progress to a more serious form of eye disease known as wet AMD. In wet AMD, a devastating and rapidly progressive eye disease, neovascular growth takes place beneath the retina, resulting in the leakage of blood and fluid. These secretions permanently damage the retinal cells, creating scarring or blind spots in one’s central vision.  Once the retina is scarred, vision cannot be recovered so it is crucial to detect AMD in its initial stages.

Wet AMD, though less common than the dry form, is responsible for roughly 90 per  cent of cases of people with severe vision loss caused by macular degeneration. If detected early, there are several treatment options available for those with wet AMD; these aim to eliminate the fluid from the leaking blood vessels and cause the abnormal vessels to regress. These treatments are known as anti-angiogenic therapies.

Age-related macular degeneration, though widespread, affects certain groups of people more than others. In addition to its age-related component, usually affecting people over the age of 50, evidence now suggests that smoking increases the risk of AMD by four times. AMD has also been found to affect women slightly more than men. While Caucasians are more likely to suffer vision loss from AMD than African-Americans, Asians are affected at twice the rate of Caucasians. Other common risk factors include obesity, high blood pressure (hypertension) and lighter eye colour. Research also indicates a strong genetic link to the disease.

In 2008, genetic testing became available for the detection of AMD inCanada. The complement C3 gene has proven to be a good indicator for the genetic diagnosis of AMD. The presence of age-related macular degeneration has also been strongly linked to a deficiency of the gene variant known as complement factor H (CFH).

In addition to genetic testing, anti-angiogenic drugs are another treatment option for individuals suffering from wet AMD. These drugs (Lucentis, Macugen and Avastin, among others) target a protein known as vascular endothelial growth factor (VEGF), which is known to activate angiogenesis.

In recent years, a great deal of progress has been made in the treatment of macular degeneration but the key to avoiding its progression is, most importantly, early detection and eliminating lifestyle factors, such as smoking. Once AMD has advanced, complete recovery of one’s vision is unlikely so preventative measures are crucial. At home, patients can monitor their vision using the Amsler Grid, which has served in the early detection of wet AMD since 1945. It remains essential, however, that they regularly visit their eyecare provider to detect potentially blinding conditions such as AMD.

Transitions Academy Delivers New ‘Vantage’ Point for Participants

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By Paddy Kamen

transitionsacadamyThe 16th annual Transitions Academy (Jan. 29 – Feb. 1, in Orlando, FLA) was high on the innovation scale, with the launch of their incredible new lens, the Transitions® Vantage™. This amazing lens both darkens and polarizes in response to light. More on that in a moment.

Everyone who has had the privilege of attending the Transitions Academy knows how focused it is on helping everyone improve their business. And with over 1,300 attendees from many sectors of the industry – labs, manufacturing, independent retail and managed vision care professionals – it is no small task to keep the learning relevant for everyone. To that end, channel-specific tracks were created to ensure that everyone received the most pertinent information.

The core curriculum zeroed in on ‘Value-Focused Selling’ and attendees learned a powerful method for identifying organizational priorities and achieving goals. Canadian participants were treated to a marketing breakout session designed just for them, entitled ‘What’s Possible for 2012’. There’s no doubt that attendees learned more about their customers and businesses from every angle – by discovering new trends, products and tools they can leverage in 2012.

Brantford, Ontario-based optometrist Trisha Beal won the 3rd annual Eyecare Professional of the Year award at the Awards Recognition ceremony. Beal is effusive about Transitions Academy: “This was my 7th Academy. It always wows me and I’m reenergized and refocused by the event, which is a real class act. I’m also grateful to Transitions for being the kind of company that puts so much effort into helping eyecare professionals educate patients.”

The big news about the Transitions Vantage lens took centre stage throughout the Academy. Variable polarization is an entirely new concept in lenses, changing the paradigm from one where polarization was only available as a fixed film in a sun lens to one where the degree of polarization varies, depending on the degree of UV exposure.

“We are quite literally making the impossible, possible,” explained John Ligas, director of research and development for Transitions Optical, who presented Vantage lenses before 1,300 industry professionals at the Academy. “In the past, the only photochromic variable was clear to dark. Transitions Vantage lenses not only break the paradigm that tint is the only photochromic variable, but they also challenge conventional thinking that a clear lens can’t become polarized and a polarized lens can’t become clear.”

With Transitions Vantage lenses, the darker the lens via photochromic technology, the more polarization there is. Tests of actual wearers, comparing Transitions Vantage lenses to Transitions® VI lenses, are very positive, with eight out of 10 photochromic patients satisfied with the outdoor experience, and nine out of 10 satisfied with the indoor clarity of the lenses. Wearers also prefered the polarization benefits: visual contrast, crispness and sharpness of vision when worn outdoors.

A new Transitions global communication campaign – Life Well Lit™ – will help convey the practical and emotional benefits of Transitions lenses to consumers. To this end, Canadian television advertising will increase in 2012, with the aim of driving consumers to eyecare professionals.

“We’re going to be doing even more on TV, with a solid broadcast mix of prime time, top-20 programming and other appropriate shows, reaching 81 per cent of our target audience more than 20 times each,” said Isabelle Tremblay-Dawson, marketing manager for Transitions Optical.

Transitions will also host educational events for industry professionals in seven Canadian cities during May and June. The “What’s Possible” tour will focus on helping professionals excel with Transitions products. Look for events in Winnipeg, Edmonton, Calgary, Vancouver, Toronto, Quebec City and Montreal.

Kudos to Transitions for another successful Academy and most of all for another groundbreaking lens product!

Ogi Eyewear Will Now Distribute Directly to Canada

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Ogi Eyewear Will Now Distribute Directly to Canada

Ogi Eyewear is now going to a direct distribution model in Canada. The former company, Ogi Canada, will no longer distribute frames inCanada. Ogi Eyewear North America will handle all orders and shipments directly.

“Ogi Eyewear has perfected our supply side distribution over the last three years. Our implementation of SAP software has enabled us to reach customer service excellence with a 99 per cent fill rate worldwide,” said Joe Tallier, vice-president of global sales for Ogi Eyewear. “In the U.S., our customer service is second to none and we would like to bring that excellence to Canada as well. We have assembled a great sales team and we are very excited to announce Guy Boucher as our sales manager in Canada. He will be heading our team with a vast amount of experience and an impeccable reputation, and will be instrumental in hiring and training our new sales force in our distribution of Ogi Eyewear, Ogi Kids, Seraphin, and Scojo New York in Canada.”

Their new toll free number for customers in Canada is 1 888 560-1060.

Younger Optics Now Offers Transitions XTRActive Finished Lenses

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Younger Optics Now Offers Transitions XTRActive Finished Lenses

Younger Optics is the first to release Transitions® XTRActive™ finished single vision (FSV) lenses. Hard Resin lenses are available immediately and polycarbonate lenses will be arriving soon. These lenses are available in an Rx range of -4.00 to +4.00, cylinder out to -2.00. This means that labs have the ability to fill a greater number of prescriptions with finished lenses, rather than processing semi-finished XTRActive lenses.

This is the latest addition to Younger Optics’ extensive line of Transitions FSV lenses, which includes several materials and coating options.

“Younger Optics is committed to supporting the entire line of Transitions Optical lenses,” said David Rips, president and CEO of Younger Optics. “Now Younger is the world leader in Transitions XTRActive lenses.”

In addition to finished Transitions XTRActive, Younger Optics also offers XTRActive lenses in semi-finished hard resin, polycarbonate, Trilogy® and high-index 1.67.

Sàfilo Group to Acquire Polaroid Eyewear

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Sàfilo Group to Acquire Polaroid Eyewear

Sàfilo Group has signed an agreement with StyleMark for the acquisition of the Polaroid Eyewear business, a global eyewear manufacturer and distributor with a strong and recognizable market positioning. The completion of this USD 87.5 million (maximum €65 million) transaction, subject to certain conditions, is expected to occur during the first quarter of 2012.

Sàfilo Group and Multibrands Italy B.V, controlled by HAL Holding N.V., have signed an agreement and an investment whereby Multibrands Italy B.V. will provide a loan to Sàfilo Group, in the days immediately preceding the completion of the acquisition, for an amount of approximately €44 million. The residual portion of the purchase price for the acquisition transaction, approximately equal to a maximum of €21 million, will be financed by Sàfilo, through already available cash and/or credit facilities.

The acquisition of the Polaroid Eyewear business is consistent with Sàfilo Group’s strategy of building a strong portfolio of Sàfilo own brands, in order to complement its well performing licensed brand portfolio.

The inclusion of the Polaroid Eyewear business in the portfolio owned by Sàfilo will contribute to realizing the full potential of Sàfilo across markets, categories and channels by completing the offering in a market segment with a high growth potential, especially in markets outside Europe, where Polaroid is currently underrepresented and where the distribution network of the group will allow a prompt expansion.

“We are extremely happy to announce that a historical yet contemporary brand like Polaroid is becoming part of the new Sàfilo, bringing along its reputation of leader in the manufacturing of high quality polarizing lenses and the distribution of world class polarized sunglasses around the world,” commented Sàfilo Group CEO Roberto Vedovotto.

The Newest in Nose Pad Design

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The Newest in Nose Pad Design

20/20 Accessory Source introduces the newest in nose pad design. Protekt™ Ultra nose pads feature an innovative hollow shape, which prevents impressions on the skin and makes the pads exceptionally comfortable, anti-aging and antibacterial. The unique material, combined with the pad’s unique shape makes it a great alternative for your problem patients.

Comfort comes first on the basis of new pad ergonomics with five years of research. The hollow design of the nose pads decreases the moisture on the nose caused by sweat that is typically associated with traditional full-surface pads and helps to prevent skin allergies and acne, making them great for people with sensitive skin. Made from Thermoplastic Polyurethane (TPU), the raw materials used in the production of the Protekt Ultra nose pads are imported fromGermany.

Available in a Figure-8 and standard symmetrical shape, the nose pad’s frosted surface, together with its premium cushion design, prevents glasses from slipping on the nose as well as allows for greater ease in breathing for the wearer. TPU is a material which is easy to clean. Combined with the pad’s limited surface contact with the skin, the nose pads significantly decrease oil and bacterial build-up.

An IrREYsistible website

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An IrREYsistible website

If the J.F. Rey brand name from Marseille is frequently awarded at the most prestigious international trade fairs for its creative designs, it is definitely because of its active marketing.

The new website www.jfrey.fr won the Best French website prize by the 2011 Communication Trophies, considered to be the standard in awards by members of the profession. The selection committee, spread throughoutFrance, select websites, advertising and public relations campaigns based on originality, quality and innovative spirit.

This award recognizes the quality work of the designer’s marketing and communications team. 

Besides a large public forum and an area reserved for media partners, www.jfrey.fr equally integrates – and therein lies the originality – a professional space exclusively for sales outlets worldwide, providing access to a broad assortment of tools and sales aids.

Essilor Acquires Stylemark

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Essilor Acquires Stylemark

FGX International, an Essilor US subsidiary, has completed the acquisition of all outstanding shares in Stylemark, one ofNorth America’s foremost designers and distributors of non-prescription reading glasses and sunglasses.

Based in Ormond Beach, Florida, Stylemark employs approximately 340 people and generates around $140 million in annual revenue in North America. Each year, it sells more than 30 million readers and sunglasses in nearly 30,000 retail outlets, mainly in the food, mass retail, drugstore and department store segments. It boasts a large portfolio of licensed brands, including Nine West®, Dockers®, Reebok®, Hello Kitty® and various Disney® properties.

The acquisition will enable FGX International to add new customers, consolidate the two companies’ business and enter the fast-growing department store segment. The expanded business will also enhance the efficiency of its supply chain.

The Stylemark acquisition is fully aligned with the strategy launched two years ago, with the purchase of FGX International, to extend Essilor’s offering of eye health solutions, particularly in the presbyopia segment. “There are 2.4 billion people in the world who need corrective eyewear but don’t wear any,” said Hubert Sagnières, CEO of Essilor. “By strengthening our positions in the non-prescription reading glass market, we are speeding our expansion in a fast-growing segment and giving ourselves additional means to develop a high-quality offering of affordable eyesight correction solutions for a wide range of people around the world. In addition, Stylemark’s expertise in sunglass frame distribution will enable Essilor to effectively meet growing demand for eye protection solutions.”

The transaction will be financed using Essilor’s existing credit facilities. Based on current estimates, it is expected to be neutral to earnings per share in 2012 and accretive starting in 2013.