The 2017 Premium Lens MarketPulse Survey of eyecare practitioners provides fresh insights into the types of spectacle lens designs, materials and treatments being prescribed and dispensed by independent optical retailers. These highlights from 20/20’s exclusive annual study provide valuable data that can help an independent eyecare practice or retail store benchmark its lens sales against the 251 other independents who participated in the survey.

To read the complete report, contact senior research analyst Jennifer Waller at [email protected].

–Andrew Karp

TOTAL SALES
Compared to three years ago, 62 percent of retailers said that spectacle lenses and treatments made up a larger percentage of their location’s total gross dollar sales in 2016. In 2016, 53 percent said pricing on spectacle lenses and treatments has increased compared to three years ago as well, and 45 percent said that Rx sun lenses as a percentage of total dollar sales increased over the same period.

LENS SALES
When asked to rank lens design by popularity, standard or aspheric single vision was ranked most popular by 47 percent of retailers. Customized or personalized progressives were ranked most popular by 30 percent, and standard progressives were ranked most popular by 14 percent.

A little more than one-third of retailers (37 percent) said less than 3 percent of single vision Rxs sold are digitally enhanced.
Sixty-two percent of retailers said less than 3 percent of single vision digitally enhanced lenses use actual vertex, tilts and wrap measurements done in the office by the retailer.

More than two-thirds (71 percent) of retailers said that customized or personalized progressives lenses made up a greater proportion of their total lens sales in 2016 than they had versus three years ago, and 48 percent said computer/variable focus sales had increased over the last three years, while 38 percent said that sales of standard progressives had decreased as a percentage of total lens sales over the last three years, respectively.

Seventy-nine percent prefer lens manufacturer brands over lab private labels for digital progressive lenses.

COMPUTER/OFFICE LENSES
Almost all retailers surveyed (93 percent) say they determine whether a patient should have computer lenses by their occupation/vocation as opposed to add power.

LENS MATERIALS
When asked to rank lens material by popularity, polycarbonate was ranked most popular by 50 percent of the retailers. Standard plastic was ranked most popular by 29 percent. Tribrid, the newest material, was ranked least popular by the most retailers (52 percent).

Fifty-three percent of retailers said that their 2016 polycarbonate lens sales increased as a proportion of total lens pair sales compared to one year ago. Forty-nine percent and 41 percent said the same about their super high-index lens and Trivex lenses, respectively.

Sixty percent said that their mid-index lens sales had stayed flat. Glass was the worst performer, with 55 percent saying that glass made up a smaller proportion of their total lens sales in 2016 than last year.

LENS TREATMENTS
Eighty-eight percent of retailers said they offer a new AR lens that also reduced blue light. Forty-eight percent switched some of the products to ones where material substrate is instead attenuating blue light. They say it has replaced, on average, 20 percent of standard AR.

IMPACT OF REFRACTIVE SURGERY
Thirty-eight percent of retailers agree that because of the increase in patients having refractive surgery, their sales of reading glasses have increased while 30 percent say specifically high-powered lens sales have decreased. Sixty-two percent, however, say sales have not been affected at all.

PERSONALIZED PROGRESSIVES
Retailers said that 34 percent of their progressive lens sales are personalized, on average.

Sixteen percent of the progressive lenses with personalized designs include actual vertex, tilt and wrap measurements.

Just under half (44 percent) use the manufacturer’s or lab’s default measurements.

DIGITAL MEASURING DEVICES
Forty-seven percent of retailers said that they have a digital measuring device in their office. Among them, 29 percent say they use it 75 percent to 100 percent of the time. Most (61 percent) are tablet based.

LENS PACKAGES
Forty-one percent of retailers say that they use package pricing. The average price of a lens-only package was $244.06.

OUTDOOR EYEWEAR
Sixty-two percent said they have increased discussions with their patients on the importance of UV and HEV-absorbing eyewear for outdoor use, and 49 percent have actually written more Rxs for them in the last three years.

Fifty-four percent said they have increased discussions with their patients on the importance of children’s outdoor eyewear/sunwear, and 37 percent have actually written more Rxs for them in the last three years. ■