Episode seven of Johnson & Johnson’s 10-part video series, which address common beliefs and misconceptions about fitting multifocal soft contact lenses (MFSCLs), is now available.
With a light-hearted yet insightful approach, in ‘Word from the street: Multifocal myths explored’, Adam Samuels and Kerry Ho – optometrists and professional education consultants at Johnson & Johnson – challenge thinking around MFSCL fitting and long-term patient care, offering clinical insights with practical tips and ready-to-use resources.
The Value of Contact Lenses for the Practice
Some clinicians dismiss multifocal contact lenses as low value for practice. In this video – The value of multifocal contact lenses for my practice, is it too low for me to spend time on? – Mr Samuels and Mr Ho discuss the drivers of this belief and highlight how multifocal contacts are often a strategic, long-term revenue and retention play rather than an immediate one-off sale.
“With many of us being business owners, not just clinicians, we need to think beyond the one-off spectacle sale,” Mr Samuels said. “Multifocal contact lenses may be able to support you driving recurring revenue, loyalty and clinical differentiation.”
Key Takeaways
- Recurring revenue: contact lens purchases return year after year, often matching or exceeding the lifetime value of a single spectacle sale.1,3
- Patient retention: offering both multifocal lenses and spectacles often increases loyalty and creates multiple touch points for follow-up care.2,3
- Clinical differentiation: a practitioner-led, bespoke fitting experience can elevate perceived value and trust.4
Practical Tips for Practice
- Offer a quick contact lens trial while patients choose frames to spark interest.
- Book a dedicated follow-up contact lens appointment to complete fittings and secure ongoing purchases.
- Train front of house staff to present lenses as an option but keep the fitting and counselling clinician led.
- Consider subscription programs to simplify recurring purchases for patients.
So, What’s the Verdict?
Multifocal contact lenses are an understated but durable revenue stream that may strengthen patient relationships and clinical reputation. Viewing them through a long-term lens may unlock meaningful practice value.
Disclaimer: This content is intended for health care professionals only. The views and opinions expressed are those of the individual/s based on their personal experience. The clinical advice contained in this video is not a substitute for proper medical education and training or the exercise of independent health care professional judgement. Each situation should be considered unique to each patient, and all treatments should be individualised accordingly based on the respective health care professional’s judgement.
References
- Sulley A, Dumbleton K. Silicone hydrogel daily disposable benefits: the evidence. Cont Lens Anterior Eye. 2020;43(3):298-307. doi: 10.1016/j.clae.2020.02.001.
- Pucker AD. A review of contact lens dropout. Clin Optom (Auckl). 2020 Jun 25;12:85-94. doi: 10.2147/OPTO.S198637. PMCID: PMC7323801.
- Contact Lens Institute. The Culture Calculation: CLI Contact Lens Culture Report. 2023.
- Rathert C, Wyrwich MD, Boren SA. Patient‑centred care and outcomes: a systematic review of the literature. Med Care Res Rev. 2013;70(4):351-379. doi: 10.1177/1077558712465774.
