Vision Now. Introducing the NEW range of AIR OPTIX PERFORMANCE DRIVEN BY SCIENCE TM

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1 Vision Now A National Eyecare Group Publication AUGUST 2015 Introducing the NEW range of AIR OPTIX Lenses and solution together in one convenient pack 3 or 6 month supply ~ Home delivery now available NEW Satisfaction guaranteed * PERFORMANCE DRIVEN BY SCIENCE TM ~ 6 month supply only available with OPTI-FREE PureMoist and OPTI-FREE Express. ^ Available with OPTI-FREE PureMoist only postage fee applies. * Terms and conditions apply. VC Q Novartis AG. AIR OPTIX, AOSEPT PLUS, HydraGlyde, OPTI-FREE, PureMoist, Alcon and the Alcon logo are trademarks of Novartis AG.

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3 Vision Now Comment Vision Now magazine is published by Peekay Publishing Ltd for The PK National Eyecare Group Ltd, the UK s largest purchasing group for independent opticians. CONTENTS News 2 NEG welcomes 1,000th member 5 mark ennovy appoints new director 7 New GOS guidance issued 9 Dunelm expands Chantelle collection 11 Successful rimless training day 11 An independent view Getting on the front foot 13 Developing thoughts Not just a number 14 Product profile Get ahead of the curve 17 World Sight Day 2015 Achieving more together 19 BCLA bulletin BCLA goes Dutch 20 Charity Veteran rediscovers his independence 21 Falmouth sightings Playing it by the book 22 Style spotlight Trendy options for children 24 Suppliers directory EDITOR EDITORIAL PA FASHION EDITOR BUSINESS EDITOR DESIGNER PUBLISHER Nicky Collinson BA (Hons) nicola.collinson@nationaleyecare.co.uk Sharon Hicks s.hicks@nationaleyecare.co.uk Joan Grady jgparischats@wanadoo.fr Philip Mullins FBDO p.mullins@nationaleyecare.co.uk Rosslyn Argent BA (Hons) The PK National Eyecare Group Limited Managing Director: Michael Daunt Clermont House, Cranbrook, Kent, TN17 3DN Tel: Fax: P&P Litho Ltd Unit 4, Mount Road Ind. Estate, Mount Road, Feltham, Middlesex, TW13 6AR Tel: info@pplitho.co.uk Michael C Wheeler FCOptom DipCLP FSMC FAAO In this month s Falmouth Sightings (page 21), local bookshop owner Julius Hyde describes the impact of technology on the average High Street bookseller. Yet despite a general downturn in the bookshop business, Julius believes that those booksellers who develop into specialists, offering special editions and higher quality books, will actually become more valued in the future rather than less. What a neat parallel for the High Street independent optician I thought NEG recently celebrated a fantastic milestone by welcoming its 1,000th member to the Group (see News page 2). NEG managing director, Michael Daunt, said he believed this achievement was testament to the resilience of the independent sector and he praised the loyalty, commitment and support of all NEG members, past and present, since he co-founded the Group with Michael Wheeler in As 1,000th NEG member, Irena Morgan-Owens, said: The fact that we are now among 1,000 other members just shows that we have joined a growing number of like-minded fellow professionals. If you haven t already booked your place to join your likeminded colleagues at this year s NEG Conference in November, then there s no time like the present. Next month we will begin looking at this year s programme, which will include a mixture of CET and business lectures along with an exhibition of leading NEG Preferred Suppliers all designed to help members find the balance between clinical vs. retail. Are you off on your hols soon and interested in eyecare and eyewear abroad? If so, we d love to hear about (and see) any interesting discoveries. If you are keen to delve a bit closer into the different set-ups and practices of optometry abroad then do get in touch to discuss possible link-ups with practitioners and institutions in your destination country. nicola.collinson@nationaleyecare.co.uk. And if you are just packing up to get away from it all then have a great time and see you when you get back! Yours, Nicky Editor Vision Now The Editor welcomes letters, articles and other contributions for publication in the magazine and reserves the right to amend them. Any such contribution, whether it bears the author s name, initials or pseudonym, is accepted on the understanding that its author is responsible for the opinions expressed in it and that its publication does not imply that such opinions are those of The PK National Eyecare Group Ltd. Articles submitted for publication should be original, unpublished work and are accepted on the basis that they will not be published in any other journal. Acceptance of material for publication is not a guarantee that it will be included in any particular issue. Copyright 2015 for Peekay Publishing Ltd. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, including photocopying and recording, without the written permission of the publishers. Such written permission should also be obtained before any part of this publication is stored in a retrieval system of any nature.

4 2 NEWS NEWS 3 Eyespace 1 National Eyecare Group Morgan-Owen & Coates Optometrists of Petersfield, Hampshire, has become the 1,000th UK independent practice to join the National Eyecare Group (NEG). NEG managing director, Michael Daunt, commented: We are delighted to have reached this fantastic milestone of 1,000 members. I would like to thank all of our members, many of whom have been with us since we started in 1979, for their continued support and loyalty. We believe that the continued growth of NEG shows that there remains a strong independent sector in the UK optical market. Irena Morgan-Owens said: We look forward to a long and fruitful association with NEG, and the prospect of availing ourselves of the odd week in one of their properties for a well-earned rest! The fact that we are 1,000th NEG member celebrated now among 1,000 other members just shows that we have joined a growing number of like-minded fellow professionals. Here s to the next 1,000! Irena is pictured with business partner Graham Coates receiving a celebratory bottle of champagne from NEG business manager, Sandi Charlesworth. 2 Théa Pharmaceuticals Théa Pharmaceuticals will hold its first-ever Eye Health Conference on 28 September at the Royal College of Physicians in London to coincide with the end of National Eye Health Week. NEG members who book a place before 31 August, using the code NEG15, will qualify for a 15 per cent discount. The conference includes lectures, peer discussions and workshop streams on dry eye, glaucoma, nutritionals and red eye, offering up to 16 CET points. The keynote speaker is Professor Maurizio Rolando, associate professor of ophthalmology at the Department of Neurosciences, Ophthalmology and Genetics at the University of Genoa. Helen Owens, national optometry sales manager at Théa Pharmaceuticals, said: The Dry Eye project was a very successful event held every year around the country to educate professionals on the syndrome and how they can help patients to best manage symptoms. As Théa Pharmaceuticals is dedicated to education in all eye conditions, we have taken the feedback and comments from the Dry Eye Project into account and created a one-day Eye Health Conference that covers a wide spectrum of eye health related issues. For more information and to book visit Eyespace has been shortlisted for the Lloyds Bank New Business of the Year Award, whose previous winners include household names like Ikea, Hermes and Ella s Kitchen. Managing director, Julie Abel, said: To be recognised by such an esteemed awards panel as one of the UK s most promising young businesses is an incredible accomplishment for us all at Eyespace. Knowing we are standing head and shoulders with some of our country s most recognised and admired brands has bolstered our vision for the future and gives us confidence to invest still further. Finalists were chosen from hundreds of businesses that entered or were nominated across 18 award categories. The winners will be revealed on 10 November at Park Lane s Grosvenor House Hotel in London. 4 Capitol Eyewear Capitol Eyewear is pleased to announce that it is the new sole distributor of Kenzo French fashion frames in the UK and Ireland. Targeted towards men and women in the 25 to 50-year age group with inspiration drawn from Kenzo s ready-to-wear jewellery and bag collections, the range showcases the brand s distinctive jungle and camouflage patterns. High quality is assured thanks to the product s Made in France tag. Model KT (pictured) is a vintage bi-colour acetate frame featuring the distinctive K logo and tiger head inlay on the end tips. 5 Rodenstock Top business award nomination French fashion from Kenzo Winners of each award category in the 2015 Rodenstock Club Awards will enjoy a trip to Oman in spring Practices from across the UK will compete in a number of product specific categories, including Perfection lenses, Solitaire coatings, Wimbledon eyewear, Ergo lenses, luxury brand eyewear and Rodenstock eyewear. Excellence in marketing will also be recognised. Niels Jensen, general manager of Rodenstock UK, said: I m really looking forward to rewarding our loyal customers and thanking them for their continued support. The competition runs until 30 November and the winning practices will be announced at the five-star Jumeirah Carlton Tower Hotel in Knightsbridge, London, on 16 December.

5 If only I had a Infrared Blue Peak Autofluorescence Anterior Segment Choroidal MultiColor Ultra Widefield Premium Glaucoma OCT Angiography* SPECTRALIS in space OCT 55 o Widefield Fundus and OCT (16.5mm) Upgrade your SPECTRALIS to simultaneous 55 o widefield OCT and fundus imaging and discover the security of investing in the expandable SPECTRALIS platform for life UK.BE15 Heidelberg Engineering GmbH *Work in progress, not for sale.

6 SILMO, PARIS 25TH - 28TH SEPTEMBER continental-eyewear.co.uk Continental Eyewear MODEL WEARS JAEGER SUN 1409

7 NEWS 5 6 mark ennovy Chris Carter has joined mark ennovy in the new position of group sales and marketing director. With a long tenure and an outstanding track record for driving business growth across consumer goods and healthcare products with major multinationals including Unilever and Kimberly Clark, Chris has led Bausch + Lomb s eyecare business in Europe, the Middle East and Africa for the past five years. A spokesperson from mark ennovy said: With his background in strategic brand management, successfully executing the innovation pipeline at Chris Carter Bausch + Lomb, and a consistent record of accomplishments in his previous assignments, the group has appointed Chris to lead on its continued mission of providing eyecare professionals with a comprehensive range of premium, optician-only vision products to make the greatest impact on their patients eyesight. 9 Fight for Sight Fight for Sight is calling on supporters to dine and donate this October as the charity launches its new fundraising initiative, Feast Your Eyes. The latest challenge, running from 16 to 22 October, replaces the annual Carrots NightWalk launched in 2011, which has raised over 480k to support eye research. The event is sponsored by Optegra Eye Health Care, and also has the support of other eye charities. Catherine Woodhead, director of fundraising at Fight for Sight, said: We re excited to add this latest fundraising initiative to the Fight for Sight portfolio and we would encourage everyone to take part and help raise vital funds for pioneering eye research. We re looking for diners and charity partners to join the fight against sight loss and work in collaboration with us, in order to fund much needed research into a number of different eye conditions. Free packs, including a blindfold, can be obtained at * Fight for Sight s 21st Annual Golf Day, organised by Warwickshire fundraiser, Debbie White, raised nearly 9,000 with all 19 teams successfully completing the 18-hole golf course on one of the hottest days of the year so far. 7 Ridgway Optical Scandinavian design treats WestGroupe s KLiiK Denmark range, available in the UK from Ridway Optical, has been expanded with new ophthalmic styles for next season. Inspired by Scandinavian trends, the collection encapsulates the paredback minimalism of Northern European design, with softer, easy-to-wear traits for young women and men with smaller face shapes. On-trend with classy references to vintage glasses of former decades, the collection s colour palette welcomes new shades of classic and dusky blues, bright colours such as turquoise, brown and Marsala the Pantone Colour of the Year. Model K-538 (pictured) is a metal offering in the new series a bold modified cat-eye shape for women with a two-tone stainless steel front with accented brow bar. Its quirky elegance is accented further by a choice of bold colour combinations, from brown/peach, and burgundy/fuchsia to black/purple and navy/turquoise. 10 Norville Eyewear Feast Your Eyes in October Now available from Norville is the new Progear H 2 O a high quality large cup recreational swimming goggle available in violet (pictured), indigo and smoke. Features of the goggles include hypo allergenic, latex free silicone eye seals and head strap, three interchangeable bridge sizes and a generous 41.5mm eye. Every frame is also supplied with a soft neoprene pouch. The recommended prescription range is a +6.00D to -8.00D with up to a cylinder, however, the H 2 O is also suitable for more complex prescription needs, said the company, which also recently introduced the SRX10 multipurpose head strap goggle to its own range. 8 CentroStyle Following his recent departure from the Federation of Manufacturing Opticians, Kevin Gutsell has joined CentroStyle as sales manager. Freddy Lehmann, CentroStyle UK managing director, said: Kevin s appointment has come at a strategic time for CentroStyle as we further invest in this important market. As we move into a new stage, there was a need to appoint a high quality, well-respected individual whose professional approach and business relationships reflect the ambitions held by the company. Kevin brings this and much more to the role and he will strengthen our team in the UK. Watersports addition

8 Mod. BB6015 C1 #lovewhatwesee eyespace-eyewear.co.uk

9 NEWS 7 11 Brien Holden Vision Institute The late Professor Brien Holden The global optics industry was rocked last month by the sudden passing of world leader in eyecare research, Professor Brien Holden, on 27 July at the age of 73. In a statement released on its website, the Brien Holden Vision Institute (BHVI), of which he was CEO, paid this tribute: Professor Holden was known as the most influential optometrist of our generation. His career was spent inspiring scientists and health care professionals around the world with his dream of vision for everyone, everywhere. Read more at Professor Holden was a huge contributor to the British Contact Lens Association (BCLA) over many years. BCLA president, Brian Tompkins, commented: Brien will be sorely missed by many people and especially by the BCLA and our thoughts are with his family. On a personal level, he was a friend, a mentor and a valued colleague. We shared many things over the years beer, food and stages but importantly the aim to promote contact lenses and healthy vision. He was a legend in his time and will be sorely missed by those who were lucky enough to know him. Brian will pay tribute to Professor Holden at his Presidential Address on 7 September at the Royal College of Physicians, London. 12 Adidas Eyewear the Scottish GOS system of primary and supplementary tests. The advice comes in response to increasing disquiet in the optical sector and requests from AOP members for clear guidance on the topic. AOP members in England, Wales and Northern Ireland have been sent a new booklet, GOS sight tests in and out, with members in Scotland receiving a Primary Eye Examination Guide through AOP journal, Optometry Today. AOP chief executive, Henrietta Alderman, said: Members have been looking for clarity on the delivery of GOS, particularly in light of the ongoing investigations on behalf of the NHS into the eligibility of some claims. This guidance aims to assist members when carrying out a GOS test and to remind them of the importance of clear record keeping. The guidance for Scottish members incorporates what is included in both a primary and a supplementary eye examination. 14 Orange Eyewear A new selection of men s frames is available from Orange Eyewear s own portfolio boasting a mixture of classic and contemporary styles featuring a nickel-free emission coating. Model OR515 (pictured) is a tri-coloured linear design available in black/blue/grey and black/slate/grey. The bold design on the front of the frame flows into satin acetate sides in black. Hanna Nussbaum, managing director of Orange Eyewear, said: The Orange gents collection offers opticians reliable, competitivelypriced quality products that customers will return to time and time again. We re pleased to have added such Bold and stylish gent s frame a variety of styles to this range and are confident that we have catered for those looking for an understated, updated look, as well as those who want to make more of an impact. 15 Essilor Golf pro, Justin Rose Until 31 August, Adidas Eyewear is offering a new Kumacross 2.0 window display for customers.practices that order eight pieces of Adidas sports frames will receive a display featuring PGA Tour Pro Justin Rose, along with a free Adidas golf bag worth 100. In addition, practices that send in a photo of their golf window display will be entered into a competition to win a round of golf at one of the UK s most exclusive golf courses. 13 Association of Optometrists The Association of Optometrists (AOP) has issued new guidance to its members across the UK about the contents of a general ophthalmic services (GOS) sight test and, for Scottish members, guidance specific to A national campaign to raise consumer awareness of the impact overexposure to harmful UV light is underway led by Essilor. Backed by the British Skin Foundation, the Think About Your Eyes #PractiseSafeSun campaign reveals that consumers in the UK are exposed to an average of one hour and 45 minutes of sunlight per day seven times over the safe daily limit recommended by experts. The survey results have attracted widespread media attention, while a social media campaign Eddie the Eagle with the Protectors and roadshow are also helping to raise public awareness, with Essilor s Think About Your Eyes mascots, the Protectors, touring the UK s UV hotspots. Jonathan Cohen, Essilor s head of marketing, said: It s a sad fact that many consumers don t appreciate their vision until they ve lost it and we all know that prevention is an easier solution than a cure. If through the TAYE campaign we can provide advice that consumers take note of whilst supporting our customers then the campaign will continue to meet its ongoing objectives. Free point-of-sale material is available to all independents upon request.

10 Drifting down the Nile stretched out on a silk pillow, fanned by the breeze of a thousand hummingbirds. Impossibly comfortable. A contact lens so comfortable that it tests your patients powers of imagination? Absolutely. Thanks to Aquaform Comfort Science, CooperVision Biofinity lenses deliver a combination of breathability and moisture higher than the leading silicone hydrogel brands. In sphere, toric and multifocal designs. Biofinity contact lenses coopervision.co.uk This promotional material is limited for distribution outside of the U.S CooperVision, Inc. 11/2013

11 NEWS 9 16 Dunelm Optical Smaller, and beautifully formed Chantelle Dunelm has added nine new petite frames to its Chantelle collection, especially designed to complement delicate features with a smaller 48 and 49 eye size. The petite styles are available in a number of subtle shades, from the more traditional brown and gold to a range of pastel hues, ideal for the mature spectacle wearer. Materials include both acetate and contemporary metal, catering well for multifocal designs. Peter Beaumont, managing director at Dunelm Optical, said: The Chantelle collection is already extremely well established, and the petite range has been specifically created to provide more excellent frame solutions for mature female patients. thank her for her commitment, and look forward to seeing Ian take on the mantle. * The College of Optometrists third Optometry Tomorrow Bitesize conference will be held at the Renaissance Manchester City Centre Hotel on Sunday 27 September. Delegates can earn up to nine interactive CET points via the programme that includes five lectures and five workshops on topics such as myopia and soft contact lenses, and glaucoma through the eyes of the patient. Five peer discussion sessions will discuss case studies on binocular vision, infection control and optical appliances. 19 International Eyewear Ian Humphreys 17 Heidelberg Engineering First Class Honours optometry student, Simran Kaur, has graduated from Glasgow Caledonian University with top marks in the final year module, Shared Care, which covers the advanced understanding of common ocular disorders and the skills required for participation in today s comanagement schemes. She has won an educational grant to attend a course at the Heidelberg Engineering Academy to learn more about OCT and the advanced scanning capabilities of the Spectralis. Simran is pictured with Nick Timms, Heidelberg Engineering technical support and sales manager for the North East. Elegant and refined eyewear Zoffani is International Eyewear s most luxurious range, designed for the progressive lens wearer. Models from the collection feature fine temple detailing and striking metal decorations. Sumptuous style Zoffani 3082T (pictured) is a ladies full rim Titanium-P model incorporating titanium components to make the model extremely lightweight and durable. Ornate opulence is added with precious Swarovski crystal detailing in a flower design on the twisted temples. The frame is available in soft shades of gold and pink. 20 Revo/BHVI Top of the class 18 College of Optometrists Ian Humphreys will become the new chief executive of the College of Optometrists on 1 January Currently deputy chief executive, Ian will replace Bryony Pawinska, when she retires after 12 years in the post. College trustee Dr Cindy Tromans said: Ian is passionate about the College and the profession, and truly understands the needs of our members, and that makes him the ideal candidate to take the organisation forward. Bryony has achieved a great deal for the College over the last 12 years; I Revo and U2 lead singer Bono have announced a partnership with the Brien Holden Vision Institute (BHVI) in Australia to help prevent vision impairment and blindness in more than five million people by The initiative, Buy Vision, Give Sight, aims to drive US$10m to the fight to improve access to eye screening, prescription glasses and eye health care in under-resourced communities around the world. When a consumer purchases a new pair of Revo sunglasses, US$10 from the sale of every pair, up to a total of $10m, will be donated to the initiative. The funds will help pay for basic eyecare services, and build stronger eyecare services, in target communities by training local people to provide eyecare and detect eye diseases. Revo is distributed in the UK by Menrad. US star supports eyecare campaign

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13 NEWS Kirk & Kirk Following its successful launch of Vivarium at Silmo 2014, Kirk & Kirk are preparing to launch two new models at the 2015 edition of the Paris show next month (25-28 September). We created the Vivarium collection to make a very clear statement about what Kirk & Kirk stands for, said Karen Kirk, creative director. Being the only optical company to make our frames entirely from acrylic showed our desire to innovate and create a unique product. Our Karen Kirk wearing Vivarium clients appreciated the light weight of the glasses, which is an increasingly important factor in consumer choice of eyewear, as well as the unique style. As a result of the collection s global success, the Vivarium collection will grow to include two new shapes, Huxley and Wallace. For the feminine shapes, a new butterfly pin has been designed which floats in relief against the acrylic. There will also be four new colours in a brand new finish black, matt crystal, midnight blue and mottle all sand-blasted to create a matt finish that complements the nine carat gold and sterling silver jewellery. 22 Silhouette Silhouette hosted its first CET rimless training day in Scotland recently, welcoming more than 40 customers to the Hilton Strathclyde Hotel in North Lanarkshire. Peter Black, president of the Association of British Dispensing Opticians, delivered four rimless CET workshops and other activities including a rimless discussion and a VRT earning each guest eight CET points. The programme also included training from specialist Silhouette frame technicians along with an exclusive preview of new Adidas and Silhouette 2015/16 collections. Guests were treated with Silhouette and Adidas goodie bags as they left. * Silhouette met up with actor and presenter Stephen Fry recently to discuss its new eyewear collections. Fry viewed a range of Silhouette s award-winning eyewear designs and eventually chose a pair of TMA Icon frames with vivid blue arms. The actor is pictured with Silhouette marketing manager, Hatty Scrace. 23 De Rigo High profile dispense De Rigo Vision and Nina Ricci, the historic couture French fashion house, have announced a licence agreement for the design, production and worldwide distribution of Nina Ricci-branded frames and sunglasses. Founded in 1932 by Maria Nielli and her son Robert Ricci, the Nina Ricci brand is a pioneer of French haute couture. The licence agreement with De Rigo Vision will become effective in September with the launch of the first Nina Ricci collection. Michele Aracri, Nina Ricci deal CEO of De Rigo Vision, said: I believe in the strategic value of this partnership, which has tremendous potential for growth both in the French market and in the international market, thanks to the unique and extraordinary heritage of the brand that Guillaume Henry reinterprets with a contemporary and personal touch. * Global fashion and lifestyle brand Police, part of the De Rigo portfolio, has announced that Brazilian footballer Neymar Jr will stay on as its ambassador for another two years. AN INDEPENDENT VIEW Getting on the front foot As the Ashes Test series is well and truly underway at the time of writing, a cricket analogy comes to mind in describing the challenge that faces the independent sector. It is fair to say that independents have for some time felt themselves to be the victims of a changing environment, which they have little or no control over. In cricketing terms, they have been on the back foot dodging bouncers as they strive to protect their practices from the onslaught of multiples on the High Street. A bit like England s batting at Lords The challenge for the sector is how to get on the front foot, hitting the ball to the boundary and being a little bit more like England at Cardiff with a winning strategy. The key to the long-term success of independents is building awareness on the High Street of the excellence of eye health care and the service that the sector routinely provides. What the sector offers is different to the corporates but consumers do not know this and are making uninformed choices. The difference in care is perhaps typified by the difference in language used by the different sectors independents talk about patients and multiples talk about consumers. Awareness comes down to communication and, of course, the sector does not have the advertising buying power of large corporates to get their message across. The day when independents can promote their practices through TV advertising is clearly some way off. So there has to be a different way and there is. The AIO will be providing expert promotional support for subscribers to the new AIO Code of Conduct that will be launched at the Annual Conference in Nottingham in October. This support will focus on the local community where Code subscriber practices operate, and will use local media promotion to get the message across. It will also involve working with key stakeholder groups in those communities to build awareness amongst key influencers. The Code will become a mark of distinction on the High Street that will help consumers to identify the different propositions that are available to them when choosing their eyecare provider. It will not happen overnight and will require a lot of hard work on the part of the practitioners and their representative body. It is achievable, however, and the rewards will be long lasting. Back to the cricket analogy: it is all about getting on the front foot and being positive about what the sector offers. That is the key to a long-term successful and sustainable future.

14 EVERYTHING A CONFERENCE ENCE SHOULD BE NETWORKING N CONFERENCE E N C E EXHIBITION I I EVALUATE COMPETION ENHANCE ENGAGE NEW IDEAS FACE TO FACE UP-TO-DATE NEW INSPECT PRODUCTS EXHIBITION LATEST SOLUTIONS INNOVATIONS MEET THE MANUFACTURERS ALL WELCOME ABDO UPGRADE INSIGHT ALL UNDER ONE ROOF REGISTER ONLINE NOW T h e 2015 AB DO Conference and Exhibition will be held at Manchester Central - an E xhibitors confirmed so f ar include: ABDO ABDO College ABDO CONFERENCE AND EXHIBITION award winning venue located in the heart of Adidas AOP BCLA Sunday 20 and Monday 21 city centre Manchester. As well as an exciting Brulimar Centro Style September 2015 CET conference programme and unique Essilor Eyes Fabris Lane Manchester er Central networking opportunities, the event features an Hilco Hoya ITN Productions exhibition to showcase the latest developments Maui Jim Menrad PRE-CONFERENCE GOLF in fashion, technology and business solutions. Mondottica Nation nal TOURNAMENT AN EXHIBITION THAT S FREE TO ATTEND Eyecare Group Nikon Saturday 19 September 2015 Oakley Ocuco Optician OWP Performancee Finance PRE-CONFERENCE Safilo Shamir Sight Care WELCOME E PARTY Group Signet Armorlite Saturday 19 September 2015 Stepper Stylish Eyewear Wolfson Reading Room, Manchester er Central Library Tokai Optical Topcon Ultravision William Morris ABDO GALA DINNER Wolf Eyewear Zeisss Sunday 20 September 2015 BOOK ONLINE abdo-conference-and-ex bition The Midland d Hotel, Manchester Association of British Dispensing Opticians

15 Developing thoughts PRACTICE MATTERS 13 Phil Mullins Not just A NUMBER TWO DIFFERENT BUSINESS MODELS EXIST IN UK OPTICS AND EACH PRACTICE HAS TO DECIDE WHICH MODEL IT WILL FOLLOW You can either follow the multiple model, which is to keep the cost to the end user low, have a large number of outlets and ensure that the majority of customers buy something during each visit. The drawback to this model is that due to having to see large numbers of patients, they can often feel like just a number and under pressure to purchase. On the other side is the independent model, where you have limited outlets and see fewer patients, but the average income per patient is high. Although there is much to be said for this option, it can mean that there is a limit to your income and patients feel that you are expensive. There are, of course, good and bad points on both formats and there are patients who naturally want to be in one practice compared to another. So for the quick coffee, jump in to Starbucks and don t pay too much for an average cup of coffee type of person there will be the multiple: a quick test, pay 49 for two pairs and don t worry too much if they have to be replaced. For the sit down with real tea, drunk from a china cup, served at your table type, there is the independent: a 30-minute full eye examination, a 40-minute dispense and a bill of 500, but the service is great and the products last for years. As you are reading this article, I assume you have chosen the china cup service and you re not writing someone s first name on a paper cup. But how do we make sure your patient appreciates your service and products and does not feel they are being over-charged or even ripped off. Immerse patients in the process The first thing to remember is that the patient has chosen to come to your practice and not any of the competition out there, so you already know they are unlikely to be a paper cup type. Now you need to immerse the patient into the centre of the whole examination and dispensing process and experience. They need to understand what is happening, why and what they are actually paying for. To do this you need the patient making informed choices that they feel resolves their visual needs. To achieve this we need to make sure we listen to what the patient is saying and that s why we have two ears but we need to ask the right questions. A good way to do this is by using patient lifestyle questionnaires. That doesn t mean giving the patient a massive form and asking them to complete it; instead have a form for you and your staff. This form can be completed as the patient moves around the practice, with each member of staff completing the next few questions. This means that, at the end, you can review the responses and talk through with the patient why you are recommending certain products. And if you use the form well, you can also set up future returns to the practice for more purchases. So, for example, the receptionist welcomes the patient, checks that details like their address and phone number haven t changed, then takes them to the waiting area where they may just confirm what spectacles they currently have, and asks if they have them with them (as we all know people can arrive without their specs or contact lenses). The next question could be: What do you like about your specs and what would you like to change? You can comment on their condition, so if there is a scratch, you can say: I ll make a note of that and you can discuss the options with the dispensing optician later. Questions like: Have you ever considered contact lenses? can also be introduced at this point, thereby opening the patient s mind to more than what they actually came in for. As the patient goes through the practice, the questionnaire can be completed by, for example, asking them about their hobbies and pastimes, what visual problems they have, and what they would like to be better at doing, from sports to knitting. Then, at the point of dispensing, the dispensing optician can sit with the patient, respond to their answers and recommend different products to meet their specific needs. As they know what they have told you, they will be receptive to your recommendations and because they never actually sat down and filled in a big form, it didn t feel like the Spanish Inquisition. This method of engaging with your patients is a great way to lead in to marketing and further purchases. For instance, We have ordered your new office pair today and I ll put you down for an invitation to our spring range launch so you can have a look at something new for your main pair in a couple of months. Or, We ll send you some details about ski goggles in the autumn before your winter ski trip. The options are almost endless; the patient doesn t feel pressured or over-sold to, but engaged and part of the buying process so leading to higher loyalty and satisfaction and not the feeling of being just another number.

16 14 PRODUCT PROFILE GET AHEAD OF THE CURVE A new category in sports eyewear VISION NOW UNWRAPS THE PACKAGING ON A BRAND NEW FASHION AND SPORTS LENS RANGE FROM SEIKO OPTICAL SEIKO CURVED AND SEIKO CURVED X During the year up to March 2015, 15.5 million people aged 16 years and over in England played sport at least once a week, according to Sport England. That s an increase of 1.4 million since 2005/6, the first year of the organisation s Active People survey the largest survey of sport and active recreation ever carried out in Europe. Swimming, athletics, cycling, and football are amongst the most popular sports in 2013/14. As the third most popular sport, the number of weekly cyclists now stands at 2.1 million people. This is all great news for independent practices, which take an active interest in the lifestyles of their patients, in order to tailor their services and products to their specific needs. And you don t have to be a sports vision clinician to take advantage of, and offer, the latest frames and lenses designed for sportsmen and women. Brand new to the world of fashion and sports eyewear, Seiko Curved and Seiko Curved X, are taking fashion and sports eyewear to a higher (curved) level. Complete sports eyewear portfolio Through its long history of involvement with athletics, Formula One, Indian premier league cricket, Barcelona FC, sailing and tennis, with the world s number one tennis player and 2015 Wimbledon champion, Novak Djokovic, as Seiko Brand Ambassador, Seiko Eyewear is a globally recognised brand name in the twin industries of fashion and sports. Now the company is bringing this prestige to the High Street practice and patients who require (and desire) higher curved lenses for sports that function exceptionally well whilst looking seriously fashionable. Frank Lautenbach, Seiko Optical Europe product manager, explains: This innovative new range of lenses, Seiko Curved and Seiko Curved X, offers a complete product portfolio for stylish frames for sport and fashion. Extremely curved sport spectacles, fashionable sunglasses and trendy prescription frames all require suitable spectacle lenses and due to the utilisation of Seiko s High Curved Technology (HCT) in the production of Seiko Curved and Curved X lenses, the wearer can now benefit from perfect panoramic vision during both sport and leisure. How an uncompensated spherical lens is affected Seiko Curved and Curved X lenses are available in a range of materials and indices, including 1.67, Tribrid, 1.60 and 1.50, which can all be at least 85 per cent tinted, with further options planned in the future. All are available with a choice of 245 tints from the Seiko Colours portfolio, photochromic lenses for all indices and polarising lenses in three colours. The varied range of coatings includes five trendy Seiko Mirror coatings that patients can select.

17 PRODUCT PROFILE 15 lenses are used, the resultant distortion can be so restrictive it actually detracts from the dynamic use these products are intended for. As well as compensating for the change in effective prism, Seiko Curved and Curved X also give extremely large fields of view. The result is edgeto-edge, natural vision, even for larger frames. The 360º atoric, inner surface design is further enhanced by the individualised frame and lens parameters of each wearer. Even with complex prescriptions and large frames, the result is much wider fields of view and comfortable, natural vision, Richard adds. Seiko Curved and Seiko Curved X are individualised, 360º atoric, inner surface designs, giving extremely large fields of view The lenses are compatible with all the latest fashion and sports eyewear collections. The range comprises various base curves to enable optimal glazing of trendy and sporty frames: BC 4 Regular Fit; BC 6 Fashion Fit; and BC 8 Sports Fit. The products are made with freeform technology that incorporates an individual optimisation of the as-worn power to enable large viewing fields with unlimited optical quality up to the edges, in spite of the base curves required by the frames. Through the use of Tribrid, Seiko Curved lenses are also very robust while the Seiko SuperResistantCoat makes them particularly durable. In the UK, Seiko Specialist Lab and fellow NEG Preferred Supplier, Lenstec Optical Group, has a state-of-the-art MEI edger, ideal for the processing of Seiko Curved and Curved X lenses. Managing director, Nigel Castle, explains: Lenstec Optical Group has the ability to bevel, polish, groove and cut wrap sport lenses with precise steps, as well as the technology to adapt the tool cutting angle to the lens curvature. The MEI BiSphera TBA and MEI 641 auto makes simple what is normally complicated, and helps us to produce high curved lenses to meet the latest fashion and sports needs. By utilising Tecnocam software, we can design complex frame shapes and cutting processes for all leading sports and fashion wrap frames and complex coated lenses. Opportunity for differentiation So what are the key benefits for both practitioner and wearer? Seiko Curved and Curved X lenses offer UK independents a great opportunity to build a clear differentiation from the chains, says Richard Hollings, Seiko Optical UK commercial manager. By utilising the exceptionally broad pallet of options that accompany the lens range, it is possible for the independent practitioner to provide a tailored product and service that is difficult for the chains to replicate. When developing the range, Seiko was keen to facilitate the building of practice business by encouraging (and enabling) the wearer to make value-based decisions, rather than cost-based ones. Seiko believes that achieving the desired lens solution depends on three essential elements design, material and treatments, as Richard explains: Seiko HCT permits the production of a wide prescription range in larger diameters without any compromise to visual performance. This advanced technology compensates the prescription for the effect of the higher base curve across all points of the lens by utilising the individual parameters of each wearer. This is achieved through the freeform production of a 360º atoric, inner surface design that provides a high level of visual performance in every direction right to the edge of the lens a prerequisite for dynamic and extreme sports enthusiasts. High base curves, combined with large frames, can present a challenge when producing quality, high performance lens designs for sports and fashion frames, Richard continues. As well as prismatic effect, the astigmatism and power error caused by higher face form angles is further accentuated by larger eye sizes. If uncompensated or poorly compensated Seiko Curved X has three corridor lengths, along with the Seiko Best Inset Design, to enable the independent practitioner to create the ideal progressive lens design for the lifestyle of the wearer Combined with the individualised characteristics of Seiko Curved and Curved X, the advanced atoric design eliminates power error, providing a perfect solution for both cosmetic requirement and optical performance. Compared to conventional freeform lens designs, Seiko Curved X progressive lenses with High Curve Technology provide pin sharp optics, even with oblique cylinder powers. Seiko Curved X has three corridor lengths along with the Seiko Best Inset Design to enable the independent practitioner to create the ideal progressive lens design for the lifestyle of the wearer. Both lenses are available in a choice of four, six and eight bases that are combined with up to 80/90mm blank sizes to accommodate virtually all fashion and sports frames. As mentioned earlier, Seiko Curved and Curved X are available in a wide range of materials, including Tribrid. Ultra-thin Tribrid material is a particularly good choice for larger frames and active lifestyles, Richard suggests. All day wearing comfort is guaranteed from one of the lightest and thinnest lens materials, with a specific gravity of 1,23g/cm 3 whilst the Abbe Number of 41 ensures no visual compromise. Tribrid is up to five times stronger than other 1.6 and 1.67 lenses due its unique hybrid material technology that is a combination of Trivex lens material and high index lens technology. Add to this the 245 tints available through Seiko Colours, the five mirror coating options via Seiko Mirrors, coating and polarising options, and the sports and fashion enthusiast will be spoilt for choice whilst deciding on the ultimate tailored lens solution for their requirements, Richard continues. Seiko Curved and Curved X allow the independent practitioner to truly distinguish themselves on the High Street as a fashion-led sports optician with a tailored service at exceptional value for money. A choice of five fantastic mirror options are available

18 DO YOU HAVE CLOUDED VISION? by EYEMAGINATIONS CAN HELP ECHO is a single, cloud-based platform that allows you to communicate and engage with your patients, wherever they are thinking about their health: before an appointment, in the waiting area, the consulting room or after the appointment, setting your practice apart from the competition. We call these areas patient touch points and with ECHO you can communicate across all the touch points, by sending visual presentations from one platform, which is flexible enough to work from any PC, tablet or smartphone. ECHO integrates with s, Twitter, Facebook and other leading media. Before an appointment Waiting area Consulting room Post visit Available in the UK from PK National Eyecare Group Ltd

19 WORLD SIGHT DAY Achieving MORE TOGETHER TAKE THIS YEAR S WORLD SIGHT DAY CHALLENGE AND RAISE FUNDS FOR PEOPLE IN NEED OF VISION CARE It s bad, really bad. They are not having any eyecare. Not at all. That s how Dr Carl Dumas, an ophthalmology resident working at the Public Eye Hospital in Haiti described the state of eye health in his country, which has a population of 11 million people and only three optometrists. Now in its ninth year, and coordinated by Optometry Giving Sight (OGS), the World Sight Day Challenge invites eyecare professionals, their staff, patients, industry partners and students of optometry to raise funds throughout September and October to help the 600 million people around the world who are needlessly vision impaired, including those in Haiti. This year, OGS in the UK is joining forces with Vision Aid Overseas (VAO) in its 30th anniversary year to support them, and achieve more together. Participation in the Challenge is fun and easy to do, says Clive Miller, OGS CEO. Whether you choose to write a cheque, purchase a wristband, take part in Optics Cycling for Sight, become a monthly donor, run a promotion such as I Care and Share, or get involved in fundraising, this is the time when the global optometric profession and industry rallies together to ensure that all people can gain access to the vision care they need. Fundraising activities in the practice, office or school are always a highlight of the campaign. Last year saw practitioners shaving their heads, practice staff wearing their t-shirts throughout October, companies finding creating ways to engage their staff and management, patients joining in the fun, and students trying to win the coveted Global Fundraising School of the Year Award. Our patients really appreciate us getting involved in the World Sight Day Challenge and this really does create a buzz amongst our patients, staff and community, says Jeremy Heynes, director of Barraclough & Stiles Opticians in East Sussex. The World Sight Day Challenge has contributed to supporting the funding of 72 projects in 42 counties, offering millions of people access to the eyecare they need. This year the Challenge invites the UK optical profession to take part and help both charities achieve even more together. We have the opportunity to make a direct impact by having fun in our day-to-day activities whilst eliminating avoidable blindness due to the simple need of an eye examination and spectacles a very empowering role that I invite everyone to join in with, says Nicholas Rumney, OGS National Committee chair and trustee. For an idea of how donations can help: 30 can help provide a study kit to an optometry student 60 can help provide 20 people with access to an eye exam and glasses 200 can help to provide a child size trial frame for a community based vision centre 800 could pay a month s salary for an optometrist to see up to 40 patients a day To register to take part and receive a free kit of materials, donate or pledge participation, visit UK@givingsight.org or call and reference World Sight Day Challenge. World Sight Day is on 9 October. Helping the children of Haiti Annie and Sonia are two of 1,500 children who benefitted from a recent screening programme in Cap Haitian, Haiti. Poor vision made it very difficult for them to see the teacher s writing on the blackboard. They were identified as having astigmatism and were referred to the Vision Plus Clinic, part funded by OGS, for a full examination and to obtain glasses. Thank you for helping my daughters see the world, a grateful Mrs Charles said after her sixyear-old daughter, Sonia, put on her first pair of glasses. OGS is currently raising funds to support the establishment of the first School of Optometry in Haiti, which the charity hopes will accept its first students in Photo courtesy of Vision for the Poor in Haiti

20 Proudly cycling for the Cycle for sight and help people around the world get access to eye care. Get fit, have fun and raise funds! Join in and collectively cycle the world 25,000 miles! Every mile makes a difference Start anytime from now until World Sight Day Thursday 8th October Are you up for the Challenge? You can choose to do as little or many miles as you like anywhere in the country, on your own, a static bike or as part of group, or Join an organised CET cycle organised by Eyecare on Sunday 30th August For more information info@oc4s.co.uk or visit For the CET cycle by Eyecare visit: Sponsors

21 BCLA BULLETIN 19 BCLA GOES Dutch THE BCLA IS IDENTIFYING FRESH OPPORTUNITIES FOR MEMBERS TO SHARE RESEARCH AND BROADEN THEIR KNOWLEDGE AHEAD OF ITS NEXT CONFERENCE IN 2017 BCLA president, Brian Tompkins Following the success of its three-day clinical conference in Liverpool in May, the British Contact Lens Association (BCLA) has undertaken a review of its existing offering to members. BCLA CEO, Cheryl Donnelly, explained: This review has provided us with the chance to offer many new opportunities to both members and partners, including a number of collaborations with other respected organisations. The first of these collaborations is a link-up with the Nederlands Contactlens Congres (NCC), which will see the BCLA run a research symposium as part of NCC The BCLA s academic team, led by Professor James Wolffsohn of Aston University and chair of the BCLA Academic Committee, will develop and oversee the abstract submissions criteria and review process in collaboration with Dr Carolina Kunnen and Dr Eef van der Worp from the NCC. The symposium, themed Get in charge, will take place in Veldhoven, the Netherlands, on March The event is designed to showcase world-class, clinically relevant research from new researchers and young academics. All abstracts will be published in Contact Lens & Anterior Eye (CLAE), the BCLA s own peer-reviewed journal. The NCC has grown to become a respected congress within the contact lens community and provides an ideal opportunity to hear about new research, commented Professor Wolffsohn. Our younger researchers are carrying out interesting studies in this field, and the BCLA sponsored symposium will allow them the opportunity to share their findings with the wider community. A call for papers will be announced shortly, meanwhile further details can be found at both and Staying on track The Association will run a symposium at NCC 2016 in Holland The BCLA is also working with the Association of British Dispensing Opticians (ABDO) to provide a special contact lens and anterior eye track at the ABDO conference in Manchester (20-21 September). It will take place on Sunday 20 September and offer 11 CET points. The aim of the programme is to give delegates a snapshot of some of the key subjects that were covered at the BCLA clinical conference, explained Cheryl. Highlights include an interactive session on red eye, an overview of Demodex and its management, the delivery of specialist contact lens services, and risk factors for contact lens complications. Dr Nicola Logan, senior lecturer in optometry at Aston University, a convenor of the Myopia Consortium UK and a global authority on myopia management, will present the keynote lecture, Myopia control management update: the role of the DO and CLO. The programme will also include practical advice on enhancing everyday clinical skills and providing greater confidence in successful contact lens practice and anterior eye management. The world of contact lenses is continually evolving and the publication of new research allows practitioners to keep abreast of the latest thinking, whilst providing the guidance and confidence to utilise this in everyday practice, continued Cheryl. These two partnerships will do just that. NCC 2016 will provide an opportunity for researchers to publish the results of new studies, providing continuity in a non-bcla-conference year while the symposium at ABDO will give fellow contact lens opticians, trainee contact lens opticians and dispensing opticians who were unable to attend the BCLA conference, the chance to capture present thinking on current topics. Recipe for contact lens success A business theme for contact lens success is the focus for this year s Presidential Address by the new BCLA president, Brian Tompkins. In his presentation, A recipe for contact lens success, Brian will look at the parallels between being a chef and a successful contact lens practitioner. In his own unique way, Brian will review everything from working with lens suppliers to managing practice staff to patient satisfaction and how getting it right will result in a successful business, outlined Cheryl. The address will take place at the Royal College of Physicians on 7 September starting at 6.30pm. Cheryl continued: As Brian will explore as part of his address, it is important that all members of practice staff involved in discussing and promoting contact lenses are confident in all aspects of the process. Our new BCLA course, Gaining, retaining and maintaining your contact lens wearers, will help your staff to not only assist you with generating new wearers, but also to consider strategies to rescue the about to cancel the direct debit wearer instead of thanking them for letting you know. This course for optical advisors will cover promotion of lenses, and managing customers by focusing on retention and techniques for growing the contact lens patient base. The course is suitable for any member of staff from new starters to more experienced staff, keen to contribute to the ongoing and long-term success of the practice. The course will take place on 9 September at the Ambassadors Hotel in London. Early bird rates are available until 14 August. Find out more and book at

22 20 CHARITY VETERAN REDISCOVERS HIS INDEPENDENCE A Royal Navy veteran has spoken about the benefits and independence he has enjoyed since contacting national charity Blind Veterans UK after losing his sight to age-related macular degeneration Norman Roper with a photo from his wedding day Ex-Serviceman Norman Roper from Witney joined the Royal Navy on 9 June He served in the UK and Far East and was a Leading Signalman by the time of his discharge on 23 May Following his service in the Royal Navy, he joined the police force where he worked his way up to the Criminal Investigation Department, finishing his policing career in the Serious Fraud Squad. He then went to work for the Oxford branch of Selfridges where he was chief security officer. Using his extensive background in police work and security, he then opened and ran his own detective agency until After leaving work, Norman, 84, suffered from age-related sight loss and this had a major impact upon his life, plunging him into a dark place. Norman says: Losing my sight was devastating and put a massive strain on my whole family, whilst robbing me of my independence. I was an active man and really enjoyed cycling before I lost my sight; not being able to do what I used to be able to do frustrated me immensely. I was depressed and angry and this put a strain on my marriage. Thankfully, Norman regained his independence through training and specialist equipment he received from Blind Veterans UK. I found out about the charity through a chance encounter with a representative from Dolphin Guide, which provides computing software for the vision-impaired. I was talking to the company representative when the name Blind Veterans UK came up and from what I learned about the charity during that conversation, I felt that I could benefit from the charity s help. That s why I got in contact with them. Emotional and physical support Blind Veterans UK provided Norman with equipment, which helped him manage his sight loss, including magnifiers, readers, letter readers and a printer enabling him to communicate and organise essential paperwork. He also received an adapted exercise bike to use in his home, while the computer software Norman needed was installed on his home computer for free. Norman visited the charity s Brighton centre with his wife, Jean. I found the experience really uplifting, as other vision-impaired ex-service personnel were at the charity s centre receiving training and help to overcome and live with their sight loss too. There was a feeling of unity and camaraderie. The support of my wife, Jean, also really helped me recover the loss of motivation I felt when I lost my sight. It ended my feeling of isolation. The impact of sight loss can be shattering to the individual it affects and it can put a strain upon close relationships, says a spokesperson for the charity. But with the right support it can become much more manageable. The free services and lifelong support Norman has received from Blind Veterans UK helped him to rebuild the relationship with Jean and the rest of his family. Norman adds: Blind Veterans UK has helped me and my family enormously. I ve got so much of my independence back. I ve been able to meet other veterans in a similar situation and have been given lots of equipment and training to help adjust to my sight loss. Life is much better now. I am so grateful to Blind Veterans UK for providing the skills and support I needed to allow me to live with my sight loss and regain my confidence. Blind Veterans UK is a national charity providing vital services and support to ex-service men and women and their families. The charity s No One Alone campaign is reaching out to the tens of thousands of vision impaired ex-service men and women who are now battling severe sight loss and could be eligible for support but don t currently realise it. The charity has three training and rehabilitation centres in Brighton, Sheffield and Llandudno, North Wales, and a network of welfare officers around the UK. Regardless of how a veteran lost their sight or when they served, Blind Veterans UK will provide free, lifelong support to them and their families to help them discover life beyond sight loss. If you know a vision impaired ex-service man or woman, you and they can find out more at or telephone:

23 FALMOUTH SIGHTINGS 21 Playing it by the book IN THIS MONTH S FALMOUTH SIGHTINGS, SUE KITTOW MEETS LOCAL BOOKSHOP OWNER JULIUS HYDE Greenbank Books on Falmouth s High Street Falmouth has always been a great book town, says Julius Hyde. The fact that we have a choice of secondhand and new bookshops makes the town much more interesting as people have a greater choice. I don t see it as rivalry but a big advantage. Julius should know, as he runs Greenbank Books on Falmouth s High Street. He took over this shop in January 2014, but I ve been going to book fairs and auctions and collecting books for 30 to 40 years. He leans over to pick up a book from the carefully laid out display inside. I d like a much bigger bookshop. I d like to keep building up the stock and I will eventually have a website and sell online but I didn't want to do that at first I wanted to have a physical bookshop. But his previous experience was much more practical. I was a furniture designer in London for about 20 years, so books on design and art have always been important, he says. I was working in London in the week and coming back here at weekends and I d had enough of that. Then I had a triple heart bypass operation, which coincided with me wanting to spend more time here. So when the opportunity to take over this bookshop came up, Julius jumped at it. I had a big collection of my own that I could use as a base to start off with, and I knew that I d be taking the shop over about six to nine months beforehand so I started collecting stock. I get most of my books from auctions as far Falmouth bookshop owner, Julius Hyde away as Somerset, and private people selling off collections. It s a question of what turns up at the time. Childhood fascination Julius s interest in books goes back to when he was a child. I ve always been interested in lots of different subjects, and I went to books to find out about them. I ve always spent a lot of time in libraries as a child, looking at the reference section. This interest is reflected in his specialist subjects: maritime, motoring, railways, art, architecture, design and crafts, children and Cornish history. Down here there s a huge specialist interest in maritime pursuits because of Falmouth s historical maritime importance. There s also the holidaymaker s interest in Cornish history and anything to do with Cornwall and its authors. If you can supply what people are looking for, or cater to their specific interests, you ll be all right. Having specialist interests myself, I can appreciate other people s and know where to look. But you don t get the mass market appeal any more. Julius says his customers are a very varied lot. I get regular locals and regular holidaymakers and everyone else in between. Some people you only see once a year; some you see three or four times a year. I also get regular collectors and dealers and local people who are interested, and they can be right across the age range from young to very old and everyone in between. And what about students, given the university? They do come in, but there are a lot of research alternatives available to them, he says. They also have fantastic libraries, so they re well catered for. The advent of the internet has obviously had a huge impact on the publishing industry. Bookshops have been a dying breed for some time, says Julian. One of the reasons I wanted to take the shop on was that I thought the number of bookshops had probably reached its lowest point, because so many have closed in the last 10 years; because there were so few left I felt that I d have a chance. But you have to really work hard at having good stock. It s not just the internet that has brought about such powerful changes. Twenty years ago you had to have a physical book, in your hand, to read a novel, says Julius. Now everything s changed. Fundamentally, as soon as you ve got a new technology or a new way you can read text, like Kindles and computers, then books become under threat. Does that make business better or worse? It s a transitional time and a very interesting time because of that, says Julius. People haven t abandoned books; it just means that there s an alternative. Looking ahead, what does he think will happen? I think in the future, there will be more special books and special editions and higher quality books so they will become more valued. All the things that make books unique will continue to be enjoyed and appreciated. He pauses and smiles. I think that s already happening. So if ever you re in Falmouth enjoying a well-earned break at the NEG apartment, treat yourself to a browse in Greenbank Books. Who knows what you may find?

24 22 STYLE SPOTLIGHT Trendy options for children BY JOAN GRADY, FASHION EDITOR Cheerful colours, playful patterns, appealing shapes, plus metal and acetate designs that reflect grown-up trends, are all part of the landscape for children s eyewear School girl chic and style by Zoobug Toddlers will delight in bouncy, bright colours in fruit punch pink, and iced mint julep, plus turquoise and pale blue. Young budding sophisticates will appreciate tones of marine blue, red, aubergine, tortoiseshell and olive green, along with layered colours and marbled tones. Cool, classic shapes with sporty vibes enhance quality designs that are functional and fashionable. Children, and their parents, will be excited with the latest collections of eyewear for boys and girls. The variety is amazing so that youngsters may make a statement in their stylish specs, whilst benefitting from a visual aid to heighten their studies and school day activities. Latest trends Dunelm Optical has launched a Back to school optical collection with WhizKids that was dictated by increasingly style-conscious youngsters. Peter Beaumont, managing director of Dunelm Optical, notes: Opticians have done a brilliant job of getting rid of the stigma once attached to children s eyewear, and making young patients not only feel at ease, but excited about their new eyewear. Youngsters are more aware about fashion and eyewear than ever, and glasses in particular are about personal identity. That is one of the reasons why children respond so positively to eyewear Back to school eyewear from Whizkids by Dunelm Optical shapes that echo adult styles. Peter observes: Children are much more visually aware of their surroundings and what their older siblings, parents or favourite celebrities are wearing so the latest colour palettes and shapes in the adult market cross over. Among the most popular shapes are wayfarers and rectangular frames; and girls will love updated versions of cat-eye designs. Included in Dunelm s recent releases are lightweight, acetate and metal frames with solid colours and two-toned effects. Important details include curly sides that fit snugly around small ears, and remain firmly in place on active toddlers, while extra padding on bridges protects delicate noses. British brand Zoobug features fresh shapes in lovely acetate colours that include tortoiseshell, soft mint and deep purple. The shapes are especially striking, with quirky vintage traits. As eye surgeon Dr Julie Le creates the frames, she fully understands the importance of fit, durability and function, plus she adds great fashion details and colours that children are delighted to wear. Parisian Caroline Abram, whose designs are available throughout Europe, has created a kids collection of frames in fine acetate and cheerful colours. Spirited, stylish frames from Tête à Lunettes links design, Têtes à Lunettes by Caroline Abram colour, safety and technical aspects that are especially important in children s eyewear. Childhood icons Frozen the groundbreaking Disney animated film that smashed box office records is immortalised with the phenomenal Disney Frozen eyewear collection from International Eyewear. Aimed at girls aged between four and 10 years old, the Frozen Eyewear collection provides a flurry of frames featuring enchanting colour combinations, and spellbinding characters and patterns on the temples. Frozen Love inspired by the hit Disney film Modern eye shapes have been designed with children in mind, ensuring most prescriptions can be accommodated. The Disney Frozen Love frame is a magical acetate model sure to enchant the imagination of any little princess. The high definition printed temple pattern in a Nordic floral print is available in cerise pink and burgundy.

25 STYLE SPOTLIGHT 23 Scottish fling: Rififi by Lafont Paris Whimsical (and wonderful) colours have been the foundation of the children s specialised eyewear collection at Lafont Paris since its inception 15 years ago. The latest designs reflect style trends with delightful floral prints, and tartan plaids. Quality acetate with superb details and meticulous production that expertly fit young faces, add further appeal to this premium brand in children s eyewear. Style alert Fun, colourful designs are among the new additions at Top Secret from Brulimar, including two Rocky frames. One hundred and eightydegree spring hinges add strength and durability to the frames, which is especially important when children play rambunctiously. A soft rubber coating and super vivid colours are perfect for vibrant, stylish kids. Rocky by Top Secret from Brulimar Original Penguin Youth is a collection for boys featuring hip, high-spirited frames that unite the best of classic and technical advancements in eyewear. The frames are artfully crafted and, depending on the style, are available in superb colours from contemporary tortoiseshell to olive gradient, Aegean blue, and black and red. The motto at Original Penguin is: Clothes make the man, but accessories define him. Original Penguin Youth frames offer a solid foundation for future style, comfort and self-confidence. The Vulkani collection for boys and girls from Orange Eyewear features colourful, lightweight yet sturdy frames with stylish eye shapes. Laser cut-out detailing, and satin metal finishes are additional face-flattering accents. For babies, the Ivko designs also from Orange Eyewear are totally adorable, and fit little faces with ease and comfort. School days in smart eyewear by Vulkani from Orange Eyewear For style and confidence look to Original Penguin Youth The designs at Red Optical in the Netherlands cater to the fashion interests of young boys and girls. For very young children, there are adorable little round designs and, for older children, shapes and colours reflect fashion trends, predicated on kid s preferences. Children s eyewear is a gratifying part of optics. Introducing eyecare and quality products to youngsters gives them a solid, positive start for their future. Also, with quality frames, safety, adaptability and durability, the financial investment parents expend for children s eyewear is fully protected. Cheery colours and comfort for baby by Ivko from Orange Eyewear With the start of a new school year on the horizon, this is an ideal opportunity to encourage parents to schedule a professional eye exam. The family can then evaluate the exciting and contemporary frame options in appealing designs and colours currently available to them. Style and charm for youngsters: Philou by Red Optical Rock Star Style for boys and girls by Eyespace

26 Vision Now PREFERRED SUPPLIERS DIRECTORY Preferred Suppliers are suppliers who, by prior arrangement, offer members of the PK National Eyecare Group preferential terms. For full details and terms offered to the membership, please call Directory listings are available free of charge to all preferred suppliers, with a larger listing available to Vision Now Advertisers. To make changes to the directory listings, please call Sharon Hicks on or s.hicks@nationaleyecare.co.uk ACCEPT CARDS Tel: Richard.west@acceptcards.co.ukww BRULIMAR OPTICAL GROUP Tel: Fax: COOPERVISION Tel: Fax: orders@coopervision.co.uk OCT isn t Everything ARENA EYEWEAR Tel: BRANDS DAILIES TOTAL1 DAILIES AquaComfort Plus DAILIES AquaComfort Plus Toric DAILIES AquaComfort Plus Multifocal Focus DAILIES All Day Comfort TM Focus DAILIES TORIC Focus DAILIES PROGRESSIVES AIR OPTIX COLORS AIR OPTIX AQUA AIR OPTIX for ASTIGMATISM AIR OPTIX AQUA MULTIFOCAL AIR OPTIX NIGHT & DAY AQUA FreshLook Colors FreshLook ColorBlends FreshLook ONE-DAY FreshLook Dimensions DAILIES FreshLook Illuminate TM OPTI-FREE PureMoist OPTI-FREE RepleniSH OPTI-FREE Express AOSEPT PLUS AOSEPT PLUS with HydraGlyde Systane Ultra Systane Balance Systane Gel Drops Systane Lid Wipes Call Customer Services www. myalcon.co.uk ASSOCIATED OPTICAL Tel: Fax: sales@assopt.co.uk Novartis AG. CENTRO STYLE LTD Tel: Fax: sales@centrostyle.com Charmant UK Co Ltd tel fax sales@charmant.co.uk DAVID THOMAS Tel: Fax: orders@davidthomas.com DIBBLE OPTICAL SUPPLIES Tel: Fax: barry@dibbleoptical.co.uk DUNELM OPTICAL Tel: Fax: dunelm@dunelmoptical.co.uk ESSILOR Tel: Fax: MultiColor HENRY BEAUMONT Tel: Fax: info@henrybeaumont.com HILCO EUROPE Tel: info@hilco.co.uk HOYA LENS UK Tel: Fax: enquiries@hoya.co.uk orders@hoya.co.uk BluePeak Autofluorescence BAUSCH + LOMB UK Tel: BIB OPHTHALMIC INSTRUMENTS Tel: sales@bibonline.co.uk INTERNATIONAL EYEWEAR LTD Tel: Fax: JOHNSON & JOHNSON Tel: BONDEYE OPTICAL Tel: Fax: sales@bondeyeoptical.co.uk Tel: Fax: sales@continental-eyewear..co.uk LENSTEC Tel: Fax: office@lenstec.co.uk

27 DIRECTORY 25 LUXOTTICA (UK) LTD Tel: No7 CONTACT LENSES Tel: Fax: RAWDON OPTICAL LIMITED Tel: Fax: SHAMIR UK Tel: Fax: Open your eyes to RIDGWAY OPTICAL Tel: Fax: SILHOUETTE UK LTD Tel: Fax: SPEC-CARE LIMITED Tel: See Better Look Perfect THEA PHARMACEUTICAL Tel: Fax: MARK ENNOVY Tel: Fax: MENRAD OPTICS Tel: Fax: MID-OPTIC Tel: Fax: NATIONWIDE FRAME REPAIRS Tel: Fax: NORVILLE OPTICAL GROUP Tel: Fax: ORANGE EYEWEAR Tel: Fax: PERFORMANCE FINANCE Tel: Fax: POSITIVE IMPACT Tel: PRACTICE BUILDING Tel: PRO-OPTIC Tel: SAUFLON PHARMACEUTICALS Tel: Fax: SEIKO OPTICAL UK Tel: Fax: SERIOUS READERS Tel: STEPPER UK Tel: STONE OPTICAL Tel: Fax: TANT LABORATORIES Tel: THREE SIXTY Tel: Fax: TOP VISION UK Tel: Fax: ULTRAVISION Tel: Fax: YOUNGER OPTICS EUROPE UK Tel: UK Mobile: FOR FULL DETAILS AND TERMS OFFERED TO THE MEMBERSHIP, PLEASE CALL or

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