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
- Demonstrate
- 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
