The Contact Lens Institute presented data that confirmed the profitability of contact lenses over spectacle lenses in a new report that debuted at the American Academy of Optometry in Anaheim. Professor Philip Morgan, PhD, MCOptom, of the University of Manchester and Professor Lyndon Jones, PhD, DSc, FCOptom, of the Centre for Ocular Research & Education (CORE) at the University of Waterloo explained the findings at events throughout the week: Among 20 optometric practices and 600 patients around the United States, the researchers found that, over 4 years, spherical and toric contact lenses increased profitability by 80% when compared with single vision and progressive spectacle lenses. Multifocal contact lenses were also 30% more profitable than single vision and progressive spectacle lenses. Even increasing contact lens fitting by a small percent can substantially increase overall profit, they said.

The biggest takeaways Professors Morgan and Jones explained were that practices now have an economic reason to encourage contact lens wear in addition to the benefits the lenses have for patients’ vision. They added that clinicians shouldn’t see patients as either contact lens wearers or glasses wearers, but should instead present all the available options and allow the patient to decide what’s best for them and their lifestyle.

To combat dropout soon after the initial fitting, they suggested that staff can assist with addressing handling issues, and can help ODs check in regarding any vision problems, as well as understanding the patient’s motivation for trying contact lenses. To prevent dropout in long-term wearers, address dryness and discomfort by introducing new technology, which also helps when reintroducing contact lenses to patients who previously dropped out but want to try again. Understanding why their previous contact lenses didn’t work for them and how long ago they last tried can point ODs in the right direction.

Regardless of whether the patient is trying contact lenses for the first time, they’re at risk of dropping out, or they’re coming back after a time away from contact lens wear, ODs should proactively communicate and check in with patients to head off dropout, Professors Morgan and Jones concluded.