The document discusses the importance of recommending multiple pairs of eyewear to patients as part of a healthy eye care solution. It notes that single pair sales do not fulfill an optometrist's responsibility to inform, educate, advise, and restore or maintain patients' vision. The document provides statistics on eye diseases and conditions that multiple pairs can help prevent. It offers tips for optometrists and opticians to focus on prevention, benefits over features, value over price, and driving the conversation to recommend the best solution for healthy vision.
Mining Health & Safety practices in North AmericaMatej Makovický
Read about the latest trends in mining HSE regulations, real injury costs, fatality trends and occupational risks in our latest infographic. If you want to know more: http://bit.ly/1gRnIL6
Mining Health & Safety practices in North AmericaMatej Makovický
Read about the latest trends in mining HSE regulations, real injury costs, fatality trends and occupational risks in our latest infographic. If you want to know more: http://bit.ly/1gRnIL6
Workplace safety has come out as one of the top priorities for senior level executives in Mining. A safety management system is a set of rules, guidelines and proper procedure developed and put in place to ensure that everyone in the workplace are working in a safe and secure environment.
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This month we welcomed our first Optical Forum Editorial Board wave of members. A lot of responsibilities await us in the future. With the help of diverse, competent, and qualified board members we are confident that a lot will also be accomplished.
September is healthy aging month. The risk of vision loss due to age-related macular degeneration should not be underestimated. Eye care professionals spend a significant amount of time consulting with patients and presenting to the community about ways to reduce the risk of eye diseases as we age. We repeatedly emphasize on regular yearly eye exam, healthy diet, protection against Ultra Violet sunlight, appropriate protection against light transmitted from electronic devices, etc.
At Optical Forum and during September we continued to post new original content on daily basis. This month’s topics revolved around Eye Health, Technology, Practice Management, Motivation, emotional intelligence, along with other topics of entrepreneurship, leadership, marketing, etc…
Orthodontic specialty got in a great crisis. The specialty loses patients every day, tries to compete with general dentist and uncontrolled commercial influence. We tend to blame GPs, the economic environment, but if we really want to help the specialty survive we must analyze what we as a specialty made wrong in recent years. The lecture tries to help in this analysis
Ear Science, Hearing disability, if managed at the right time, with the right technology and the right medical assistance, there is no reason for an individual to suffer the consequences of hearing disability.
Convergence insufficiency is one of the most frequently encountered binocular vision problem in children and adults. It is often associated with a variety of symptoms, including eyestrain, headaches, blurred vision, diplopia [double vision], sleepiness, difficulty concentrating, movement of print while reading, and loss of comprehension after short periods of reading or performing close activities. Have your doctor diagnose and treat this significant visual problem.
Workplace safety has come out as one of the top priorities for senior level executives in Mining. A safety management system is a set of rules, guidelines and proper procedure developed and put in place to ensure that everyone in the workplace are working in a safe and secure environment.
ANFO, Emulsion and Heavy ANFO blends - Useful explosive and blasting agent fo...partha sharma
AN being oxygen positive, is often used as oxygen supplier in addition to being an explosive base. It forms the explosive base in ANFO (Ammonium Nitrate – Fuel Oil) explosives,which are now widely used.
This month we welcomed our first Optical Forum Editorial Board wave of members. A lot of responsibilities await us in the future. With the help of diverse, competent, and qualified board members we are confident that a lot will also be accomplished.
September is healthy aging month. The risk of vision loss due to age-related macular degeneration should not be underestimated. Eye care professionals spend a significant amount of time consulting with patients and presenting to the community about ways to reduce the risk of eye diseases as we age. We repeatedly emphasize on regular yearly eye exam, healthy diet, protection against Ultra Violet sunlight, appropriate protection against light transmitted from electronic devices, etc.
At Optical Forum and during September we continued to post new original content on daily basis. This month’s topics revolved around Eye Health, Technology, Practice Management, Motivation, emotional intelligence, along with other topics of entrepreneurship, leadership, marketing, etc…
Orthodontic specialty got in a great crisis. The specialty loses patients every day, tries to compete with general dentist and uncontrolled commercial influence. We tend to blame GPs, the economic environment, but if we really want to help the specialty survive we must analyze what we as a specialty made wrong in recent years. The lecture tries to help in this analysis
Ear Science, Hearing disability, if managed at the right time, with the right technology and the right medical assistance, there is no reason for an individual to suffer the consequences of hearing disability.
Convergence insufficiency is one of the most frequently encountered binocular vision problem in children and adults. It is often associated with a variety of symptoms, including eyestrain, headaches, blurred vision, diplopia [double vision], sleepiness, difficulty concentrating, movement of print while reading, and loss of comprehension after short periods of reading or performing close activities. Have your doctor diagnose and treat this significant visual problem.
Cannes Lions is the world's biggest celebration of creativity in communications. For 60 years it’s been home to the biggest ideas changing how brands interact with customers. This year, it turned its attention to health. 800 people from 50 countries gathered to share, judge and celebrate the life-changing creativity of the world’s best healthcare agencies. Inside, you’ll find a quick-scan summary of the conference’s content, including short stories, memorable quotes, great creative, and even a few share-worthy tweets.
Anti ulcer drugs and their Advance pharmacology ||
Anti-ulcer drugs are medications used to prevent and treat ulcers in the stomach and upper part of the small intestine (duodenal ulcers). These ulcers are often caused by an imbalance between stomach acid and the mucosal lining, which protects the stomach lining.
||Scope: Overview of various classes of anti-ulcer drugs, their mechanisms of action, indications, side effects, and clinical considerations.
Title: Sense of Taste
Presenter: Dr. Faiza, Assistant Professor of Physiology
Qualifications:
MBBS (Best Graduate, AIMC Lahore)
FCPS Physiology
ICMT, CHPE, DHPE (STMU)
MPH (GC University, Faisalabad)
MBA (Virtual University of Pakistan)
Learning Objectives:
Describe the structure and function of taste buds.
Describe the relationship between the taste threshold and taste index of common substances.
Explain the chemical basis and signal transduction of taste perception for each type of primary taste sensation.
Recognize different abnormalities of taste perception and their causes.
Key Topics:
Significance of Taste Sensation:
Differentiation between pleasant and harmful food
Influence on behavior
Selection of food based on metabolic needs
Receptors of Taste:
Taste buds on the tongue
Influence of sense of smell, texture of food, and pain stimulation (e.g., by pepper)
Primary and Secondary Taste Sensations:
Primary taste sensations: Sweet, Sour, Salty, Bitter, Umami
Chemical basis and signal transduction mechanisms for each taste
Taste Threshold and Index:
Taste threshold values for Sweet (sucrose), Salty (NaCl), Sour (HCl), and Bitter (Quinine)
Taste index relationship: Inversely proportional to taste threshold
Taste Blindness:
Inability to taste certain substances, particularly thiourea compounds
Example: Phenylthiocarbamide
Structure and Function of Taste Buds:
Composition: Epithelial cells, Sustentacular/Supporting cells, Taste cells, Basal cells
Features: Taste pores, Taste hairs/microvilli, and Taste nerve fibers
Location of Taste Buds:
Found in papillae of the tongue (Fungiform, Circumvallate, Foliate)
Also present on the palate, tonsillar pillars, epiglottis, and proximal esophagus
Mechanism of Taste Stimulation:
Interaction of taste substances with receptors on microvilli
Signal transduction pathways for Umami, Sweet, Bitter, Sour, and Salty tastes
Taste Sensitivity and Adaptation:
Decrease in sensitivity with age
Rapid adaptation of taste sensation
Role of Saliva in Taste:
Dissolution of tastants to reach receptors
Washing away the stimulus
Taste Preferences and Aversions:
Mechanisms behind taste preference and aversion
Influence of receptors and neural pathways
Impact of Sensory Nerve Damage:
Degeneration of taste buds if the sensory nerve fiber is cut
Abnormalities of Taste Detection:
Conditions: Ageusia, Hypogeusia, Dysgeusia (parageusia)
Causes: Nerve damage, neurological disorders, infections, poor oral hygiene, adverse drug effects, deficiencies, aging, tobacco use, altered neurotransmitter levels
Neurotransmitters and Taste Threshold:
Effects of serotonin (5-HT) and norepinephrine (NE) on taste sensitivity
Supertasters:
25% of the population with heightened sensitivity to taste, especially bitterness
Increased number of fungiform papillae
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- Video recording of this lecture in English language: https://youtu.be/lK81BzxMqdo
- Video recording of this lecture in Arabic language: https://youtu.be/Ve4P0COk9OI
- Link to download the book free: https://nephrotube.blogspot.com/p/nephrotube-nephrology-books.html
- Link to NephroTube website: www.NephroTube.com
- Link to NephroTube social media accounts: https://nephrotube.blogspot.com/p/join-nephrotube-on-social-media.html
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6. As Eyecare Professionals it is our responsibility to inform educate advise our patients of all that restores maintains or enhances their vision . Our Mission Our stated mission cannot be accomplished with single pair sales.
7. “ When someone needs eyewear- the assumption must be that more than one pair will be required to accomplish the vision solution.” -Michael DiSanto
13. 1) 70% more HEV &UV transmits to a child’s retina Source: Sidney Lerman, M.D. Clinical Light Damage to the Eye FACTS
14. 2) Approx 80% of lifetime outdoor sun exposure occurs in the first 20 years of life Source: Skin Cancer Foundation FACTS
15. 3) Sun damage to the eye is cumulative Source: Environmental Protection Agency SunWise program FACTS
16. 4) 81% of children aged 12 to 15 in an Australian study showed evidence of solar-related eye disease Source: Minas Coroneo, M.D. American Journal of Ophthalmology FACTS
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22. Remember Our Mission?- to Educate and Inform …. It’s wise not to let the economics drive the vision solution. Rather, let the best vision solution drive the economic discussion .
23. Managed Care & Pricing The key to success with managed care is NOT to present it for what it is not: the beginning and end of what the patient ‘can get’ … but rather to present it for what it is:
24. … an advance towards what the patient really wants: A VISION SOLUTION ‘BY DESIGN’
25. Insurance today is not the Healthy Eye Care Solution. It’s the down payment .
35. How Do We Present the Healthy Eye Care Solution?
36. Bottom Up? Top Down? What is the number one driver? How many decisions are there? How many options are there? Packages? How do I know if I made the right choice?
47. -Michael DiSanto If you put all your effort into building a premium primary pair first then try to shift gears and start the process over to sell a second pair you will send the patient into sticker shock . “ OK, so your clear pair is wonderful and they cost $400 --- Now how about purchasing prescription sunglasses also?”
48.
49.
50. Let’s Talk Value Instead The First Law of Sales: People Buy With Emotion and Justify with Logic.
51. Let’s Talk Value Instead The First Law of Sales: Emotion = Benefits Logic = Features … . where do we spend most of our time?
52. We Need A Story…. The dispensers today need help in formulating the words to tell the benefit story ? We have to be able to answer the question So What?
53.
54.
55.
56. What do ya think? Protect your patients. Preserve and grow your practice. That’s Added Value Benefit in mutual partnership for you and your patient!
57.
Editor's Notes
For many years now we have been trying to increase the sales of multiple pairs at the ECP level.
Has it been working?
Is this how the ECP’s and their staff view what we are trying to do?
We have talked to them about how to label the additional pairs>
We have given them a Mission Statement to use to justify what they are trying to accomplish. And they all agree, it is something they need to do! So why are multiple pair sales still low?
We make an assumption that they need more than one pair to solve all of their visual needs, but fail to justify and sell them on the concept.
One area we may have failed to help them understand is the area of disease prevention.
Let’s examine some of the facts… Highlight the bullet points
We know that many of this disorders are due to UV light and are cumulative over one’s lifetime.
Everyone needs protection from the damaging effects of UV light, some may be at higher risk than others. Highlight the bullet points
First, lets look at why Children, those under 18 years of age, need UV protection.
The crystalline lens in the child’s eye is perfectly clear. This allows more of the UV light to be transmitted into their eyes.
Children spend more time outdoors. Combine this with the previous fact that more UV light is transmitted into their eyes, and we can see that the majority of the cumulative effects occur early in life.
And as we have said before, the damaging effects are cumulative.
There is evidence of this in numerous studies. Highlight the bullet point
But much of the more recent research is showing us that is not just the UV light that is the problem.
The more recent research is showing us that the High Energy Visible (HEV) light may be even more dangerous than UV. Sunlight is composed of over 300 different wavelengths in the visible spectrum and ranges from 380 to 700 nm. These are the wavelengths that are needed for vision to occur. HEV is the band from 380 to 500 nm. The higher the energy, the higher the risk of tissue damage. The absorption of HEV light effects the retina, is cumulative, and the damage occurs later in life, most often in the form of Macular Degeneration.
New products are available to provide the additional protection needed to maintain a healthy eye. Highlight the bullet points
So what is the ECP doing? Are they dispensing or are they selling?
Let’s remember what the mission is, to educate and inform… Instead of letting the economics drive the vision solution, lets let the best vision solution drive the economic discussion!
90% of our industry is managed care driven. We all hate it, but the reality is it is here to stay! So get over it and learn to deal with it! The first step is to learn how to present it. It is not the limits to which your managed care patient need to stay in! Don’t tell the patient that their plan just covers this or that, but turn it around and use it in a positive way…
It is an advance or down payment towards what they really want and need, a total vision solution designed to restore, enhance and maintain their vision! Don’t forget our mission!
If you just give the patient what is covered by their insurance, you are not giving them a Healthy Eye Care Solution! The insurance is just the down payment!
Stress the healthy eye care solution and let it drive the economic discussion!
Do not let the patient compromise their eye health by letting the economics of managed care drive the discussion. The goal is now a Healthy Eye Care Solution.!
It starts at the beginning! When the patient calls to make their appointment for an eye exam, instruct them to bring their sunwear with them on the day of the exam. We already know that over 80% do not have sunwear! Don’t apologize for them! When they say they don’t have sunwear, make a note of that. If asked why they need sunwear, explain briefly and tell them that the doctor and staff will discuss it in more detail on the day of the exam.
When they arrive for their exam, make sure they fill out a Lifestyle questionnaire. You may get some resistance, but reassure them that the doctor needs the information to make sure nothing is overlooked during the exam. And most important, make sure the doctor and support staff read it and reference it while assisting the patient.
A recent study showed that most are still not aware of the damaging effects of sunlight to their eyes. 82% knew that sunlight exposure may cause damage to their skin and cause skin cancer, but only 9% knew it could also be harmful to their eyes.
Another study shows us that ECP’s are among the most trusted professional. Your patients will respect and follow your advise. Practice saying, “For you I recommend…”
The transition from the exam room to the dispensary is very important. The patient and the staff must feel comfortable with the hand off. Highlight the bullet points
This may sound like a silly question, but let’s look at some facts.
A recent Jobson Publishing study showed that while the independent ECP performed over 65% of the refractions, they sold less than 44% of the lens pairs! But look at the other retailers! We know, many are not making it to the dispensary.
Let’s look at how to present the Healthy Eye Care Solution.
Highlight the bullet points
Most eyewear consumers do not understand the different options that are available to them. Glaucoma is s perfect example. Another study also showed that most are unaware of ARMD unless they know of someone who has it.
The best way to present the healthy eye care solution is by first bundling a package and presenting the best first.
Let’s look at what influences an eyewear consumer when purchasing lenses and lens options. Highlight the slide
As you can see, the vast majority is based on the recommendations of the ECP!
The numbers are changing, but most only get to the ECP once every 2 to 3 years.
Always start at the top, with the best solution, and handle the objections from that point. It is much easier to remove and lower the cost than it is to add on and increase the cost. They may not end up buying the best, but it will be easier to get them to buy a “better” package. Highlight the slide
Prejudging and making assumptions is still one of the biggest obstacles that needs to be overcome.
Here are some more interesting statistics. Highlight the slide
The best approach, start at the top and offer the patient the best solution. If they object, offer the next best solution. Continue until you find the patients comfort level.
The ECP needs to take an honest look at some of the stumbling blocks. Highlight the bullet points
Don’t send the patient into sticker shock! Present a total eyecare solution that consists of all of the pairs they need to solve their problems and to provide the protection that they need! Remember, use top down selling. When you receive price objections, take items off but explain the lost benefit. Highlight the slide
We all buy on perceived VALUE. That does not mean the lowest price! The best value is the most benefits for the price. The Chevy Aveo is a perfect example. Heard of it? See many on the road? Low price, but is outsold by Hummers at ten times the price. Recently, high gas prices are changing this perception.
Why? It is not perceived as a good value. Imagine the energy required to open a window with a crank instead of a simple push of a button. If I want to exercise, I will go to a gym!
We need to stress the value, not the price. Highlight the slide
It is essential that we understand the differences between Features and Benefits. And even more important, understand that consumers buy benefits, not features.
Features are the attributes of the product. They answer the question “What is it?” Features have advantages and answer the question “What does it do?” But the consumer wants to know “What is in it for me?” or “so what?” Examples of benefits are saves time, saves money, protects your health/vision, comfort, looks better, see better and peace of mind.
Highlight the bullet points
Highlight the bullet points
And finally what does the ECP need to do? Highlight the bullet points
