Episode eight of Johnson & Johnson’s 10-part video series, which addresses 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.
Fitting and Providing Long-term MFSCL Care
Many practitioners worry that recommending multifocal contact lenses within their existing vision correction services will be difficult or will undermine spectacle sales. In this video – It’s challenging to clearly position multifocal contact lenses without detracting from spectacles or confusing the patient – Mr Samuels and Mr Ho offer ways to ensure complementary success.
“Multifocal contacts are a complementary option that can increase patient value and practice revenue when presented as a lifestyle choice,” said Mr Ho. Mr Samuels concurred, adding: “Multifocals complement, not cannibalise, spectacle sales. The key is to offer choice, trial, and context to grow patient satisfaction, and your own revenue.”
Key Takeaways
- Complementary usage: many patients appreciate being able to alternate between contacts and spectacles depending on activity and convenience.1,4
- Increased spend and loyalty: patients who value bespoke lens options often spend more and return for follow-up care.2,3
- Lifestyle framing: offering MFSCLs as a flexible solution for occasions when patients may not want spectacles (sports, social outings, motorbike riding) makes acceptance natural.1,4
Practical Tips for Practice
- Ask: “When are the moments during the week that you prefer not to wear your glasses?” to reveal opportunities to solve these challenges.
- Offer a trial during frame selection to let patients experience lenses firsthand.
- Position MFSCLs as an add‑on lifestyle solution, not a replacement. Suggest spectacle solutions for prolonged near work and contacts for active or social needs.
So, What’s the Verdict?
Positioning multifocal contacts can be simple: present them as a flexible, lifestyle choice that complements spectacles. This approach increases conversions, patient satisfaction and long-term 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
- Jones‑Jordan LA, Chitkara M, Walline JJ et al. A comparison of spectacle and contact lens wearing times in the ACHIEVE study. Clin Exp Optom. 2010 May;93(3):157-163. doi: 10.1111/j.1444-0938.2010.00480.x.
- Pucker AD. A review of contact lens dropout. Clin Optom (Auckl). 2020 Jun 25;12:85-94. doi: 10.2147/OPTO.S198637.
- Merchea M, Evans D, Nixon L, et al. Assessing a modified fitting approach for improved multifocal contact lens fitting. Cont Lens Anterior Eye. 2019 Oct;42(5):540-545. doi: 10.1016/j.clae.2019.06.006.
- Morgan PB, Efron N, Markoulli M, et al. BCLA CLEAR Presbyopia: Management with contact lenses and spectacles. Cont Lens Anterior Eye. 2024 Aug;47(4):102158. doi: 10.1016/j.clae.2024.102158.
