Despite advances in contact lens materials and an increase in lens options available, some eye care practitioners appear reluctant to upgrade patients to the latest technology, according to a recent survey conducted by CooperVision and Optician[1].
Nearly half (49 per cent) of practitioners surveyed said they would leave a patient in a contact lens for one or two years before offering an upgrade and only a small minority (7 per cent) said they would wait three years or more or wait for the patient to ask (7 per cent). However, in reality, market data for the same year showed that only one in eight contact lens appointments resulted in a switch to an alternative lens[2].
When asked why an upgrade to another lens would not be recommended, practitioners were most likely to cite ‘there is no clinical reason for changing’ (96 per cent) or ‘the patient is happy with their current lenses’ (86 per cent). Whereas those who advised switching from a hydrogel to a silicone hydrogel daily disposable were most likely to cite ‘ better ocular health’ (92 per cent) or ‘better for long-term wear’ (82 per cent).
Most practitioners questioned did advise, however, that they recognised the positive effects of a proactive approach to upgrading for themselves and their practices, whilst acknowledging the necessity of support from manufacturers by way of point-of-sale materials as well as training in customer service, communication and the technology itself.
To read the full article entitled Mind the upgrade gap take a look at the Contact Lens Monthly section in the 04.12.15 issue of Optician. And, as always, your Business Development Manager is on hand to answer any questions you may have on CooperVision products and services available.
