Only 6% of all prescription eyeglass lenses are polarized, representing an enormous potential for growth in your average optical sale. Second pair sales are a challenge in our industry, with some sources citing average second pair sales as low as 13%.
These facts help you position sunwear in your office:
Polarized sunwear is not just a summer time thing.
Over 1/3 of all traffic accidents list glare as a contributing factor to the accident. There is some thought that the reality could be much higher since this is only documented accidents
Wearing polarized lenses provide improved visual recognition resulting in an additional 23 feet of stopping distance while driving at 50 miles per hour, the normal size of a traffic intersection
Polarized sunwear knocks out glare on snow and snowy roads keeping you safe in a hazardous road conditions
Polarized sunwear is important for all ages.
Children under age 18 are the most susceptible to damaging UV light so protecting their eyes the earliest possible time is critical
Polarized sunwear is good for eye health.
25% of all cataracts are UV related
86% of patients know they need sunscreen for skin protection but only 6% know they need sun protection for their eyes
Tips to educating your patients:
Uncover patient needs using a questioning process, preferably a written one
Doctors make your recommendations from the chair – to EVERYONE
Provide benefit statements to ensure understanding – benefits are what a feature does for a person
Discuss lenses first – before discussing frame choices – people will splurge on a frame they want but will cut back on lenses and upgrades
2nd pair discounts should always be communicated
If no purchase is made, include a tangible reminder such as a card or flyer conveying the 2nd pair discount for a period of time after they leave