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Doctors of Optometry | Course Notes

B4 OD – 1CE

Dailies Total 1 Multifocal

Supported by Alcon

Sunday, February 26, 2017

7:00 am – 7:55 am Oxford/Prince of Wales – 3rd Floor

Presenter: Michael Kim, OD

Dr. Kim is an Edmonton-based optometrist, practicing for 19 years at two locations. He graduated from the University of Alberta with a B.Sc. in Pharmacy, and later from the University of California, Berkeley as a Doctor of Optometry. He is a Partner in Sight, and is experienced in the fields of ocular therapeutics and contact lenses. Dr. Kim is keenly interested in the science behind eye care product, and, as an astute practice owner he shares his knowledge on both the business of optometry and the clinical aspect of patient care.

Course Description

This program introduces a new contact lens material and discusses the benefits of using a Multifocal lens in patients with presbyopia. Attendees will gain a full understanding of the differences between the core modulus, the surface modulus, and its importance in the comfort of the Dailies Total 1 Multifocal lens. They will also learn about how this technology works and its interaction with the cornea and lids. The mechanism and structure of the corneal tear layers will be reviewed.

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Doctors of Optometry | Course Notes

NOTES:

DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES

A DAILIES TOTAL1® DINNER SERIES MEETING

AN IDEAL FIT FOR YOU AND YOUR

PATIENTS

2

LEARNING OBJECTIVES

• Recognize the needs of the current and emerging presbyopic patient population

• Describe which patients would benefit from Dailies Total 1® MULTIFOCAL Contact Lenses

• Understand the psychological impact to the patient to provide better success

• Describe the technical features and advantages of DAILIES TOTAL1® MULTIFOCAL Contact

Lenses

• Explain how DAILIES TOTAL1® MULTIFOCAL Contact Lenses can positively impact your business

3

CLINICAL PRACTICE MEETS THE MATURE EYE

4

CHALLENGE:MATURE EYE DROPOUTS START AROUND AGE 40

• Presbyopia contributes to patient dropout from contact

lenses starting around age 401,2

• 93% of dropouts were not in multifocal lenses1

References: 1. In a survey of 1,012 contact lens dropouts aged 35-50. Alcon data on file, 2013.. 2. Dzurinko V, Quinn, Woods J. Today's Multifocal Opportunity: To grow your practice with a new generation of

presbyopes, use the next generation of multifocal contact lenses. Contact Lens Spectrum. February 2012:2-3.

5

PATIENTS WITH MATURE EYES REPRESENT A GROWING OPPORTUNITY FOR OPTOMETRISTS

7.5 Million1

4.9

Million1

Emerging

Presbyopes

30 to 40 years of age

Current

Presbyopes

40-55 years of age*

Average of

2,100 potential

presbyopes

for each

Optometrist*2

2015 2020

FP

O

FP

O

*Presbyopia generally occurs after age 45; the presbyopic population was calculated using patients 45 to 64 years of age.

References: 1. Statistics Canada 2. The state of the optometric profession: 2013. Available at:

https://www.aoa.org/Documents/news/state_of_optometry.pdf. Accessed April 21, 2016.

6

CANADIAN PATIENTS AGED 38-54 WERE ASKED:WHO WOULD YOU TURN TO FOR INFORMATION ON PRESBYOPIA?

Reference: Age Perception Impact Study Results – Quantitative Results, Nov. 13, 2015

Over half look to

their Optometrist

for both

information on

presbyopia and

for a solution

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PRESBYOPIA IS MORE THAN A BLUR PROBLEM

• The most prevalent reactions when experiencing signs of mature

eyes for the first time1

Reference: 1. Alcon data on file. Multifocal Motivations—Consumer Segmentation. July 2014.

Getting Old

51%

Frustrated

43%

Temporary

Eye Strain

25%

Sad

18%

Anxious

15%

Denial

14%

Program Title: TBD

Proactive patient education and discussion are crucial

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TODAY’S PATIENTS WITH MATURE EYES WILL NOT BE SLOWED DOWN BY THEIR VISION

Advanced careers/

disposable income1,2

Physically and

socially active1

hours/week online3

27

43%belong to a

social network3

Embrace

technology3,4

Own a mobile phone4

(Age 50-64 years; smartphone

ownership: 58%)

90%

References: 1. Alcon data on file, 2013.2. Marketingcharts.com. Boomers to Control 70% Of US Disposable Income. Thetford Center, Vermont: Watershed

Publishing. http://www.marketingcharts.com/uncategorized/baby-boomers-control-70-of-us-disposable-income-22891. Accessed 7 June, 2016. 3. Szumski

E. Baby Boomers DO use Social Media but how? Available at:https://www.linkedin.com/pulse/baby-boomers-do-use-social-media-how-evelyn-szumski.

Accessed April 21, 2015.4.Anderson M. Technology Device Ownership: 2015 Pew Research Center, Washington D.C.(October 29, 2015)

http://www.pewinternet.org/2015/10/29/technology-device-ownership-2015/. Accessed May 19, 2016. 5. Age Perception Impact Study Results –

Quantitative Results, Nov. 13, 2015

In a recent survey, 94% of current

contact lens wearers said they intend

to continue wearing contact lenses

as they age5

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MULTIFOCAL CONTACT LENSES CAN HELP PRESBYOPES SEE, LOOK, AND FEEL THEIR BEST

Freedom From

Glasses

Improved Appearance

References: 1. 2013 Gallup Study of the US Multifocal Contact Lens Market. MS 13039. January 2014; 2. Age Perception Impact Study

Results – Quantitative Results, Nov. 13, 2015

Top Reasons for Interest in Multifocal Contact Lenses

Among Prospective Wearers1

• 19% of Canadians would or

currently avoid wearing readers

because they would make

them look older2

• 16% of Canadians would

rather squint than wear

readers2

10

66

75

82

80

87

89

94

92

Ability to Change Focus

Vision During Night Driving

Intermediate Vision

Distance Vision

Multifocal

Monovision

TODAY’S PATIENTS WITH MATURE EYES PREFER MULTIFOCAL CONTACT LENSES TO MONOVISION

*Multifocal contact lens using Precision Profile Design.†Ratings by emerging presbyopes on a scale of 0 to 100, with 100 being excellent satisfaction.

Reference: 1. Woods J et al. Eye & Contact Lens. 2009;5:221-226.

Even early presbyopes prefer multifocal contact lenses* over monovision

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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES WITH RECISION PROFILE™ DESIGN

A HIGH PERFORMANCE LENS TO ADDRESS THE NEEDS OF TODAY’S PATIENTS WITH MATURE EYES

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DAILIES TOTAL1® CAN HELP PATIENTS WHO EXPERIENCE END-OF-DAY CONTACT-LENS–RELATED DRYNESS

Nearly 8 out of 10 adult patients

experienced an overall

reduction in end-of-day

dryness1*

Increase in hours of

comfortable wear for

patients with contact

lens dryness vs

habitual lenses2

+3.1

© 2016 Novartis 6/16 GL-DTM-16-MK-2379

1. Pérez-Gómez I, Giles T. European survey of contact lens wearers and eye care professionals on satisfaction with a new water

gradient daily disposable contact lens. Clin Optom. 2014;6:17-23. 2. Michaud L, Forcier P. Comparing two different daily disposable

lenses for improving discomfort related to contact lens wear. Cont Lens Anterior Eye. 2016;39:203-209.

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DAILIES TOTAL1™ MULTIFOCAL CONTACT LENSES

A Positive Impact on Your Business

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CONTACT LENS PATIENTS GENERATE HIGHER REVENUE AND PROFIT

• Extra revenue from contact lens purchases

• Give your patients the most up-to-date

technology so they return to your practice

• Increased frequency of visits compared

with spectacle wearers

– Opportunity to sell additional products

– Daily disposable lens wearers return more

frequently for eye exams1,2

References: 1. Dumbleton K, Richter D, Bergenske P, Jones LW. Compliance with lens replacement and the interval between eye examinations. Optom Vis

Sci. 2013;90:351-358. 2. Alcon data on file, 2013.

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MULTIFOCAL CONTACT LENSES ARE ANUNDERDEVELOPED MARKET OPPORTUNITY

68%

88%

9%

3%23%9%

0

20

40

60

80

100

Bi-Weekly/Monthly Clear Daily Disposable Clear

TORIC

MULTIFOCAL

SPHERE

6 Point

Multifocal Growth

Opportunity

MA

RK

ET G

RO

WT

H

References: 1. Alcon data on file, 2013. 2. Marketingcharts.com. Boomers to Control 70% Of US Disposable Income. Thetford Center, Vermont:

Watershed Publishing. http://www.marketingcharts.com/uncategorized/baby-boomers-control-70-of-us-disposable-income-22891. Accessed 7

June, 2016. 3. Graph Source – CLI & GFK Combined Report - 2013 Q3 YTD

• Current and emerging patients with mature

eyes have disposable income1,2

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Wearers Complaining About Near Vision1

Told aboutmultifocal contactlenses

Not told aboutmultifocal contactlenses

8%told about

multifocal

contact lenses1

OPTOMETRISTS ARE HESITANT TO BRING UP MULTIFOCAL OPTIONS

• Only 8% of current contact

lens wearers report being

told about multifocal

contact lenses when first

complaining about their

near vision1*

*Wearers complaining about near vision in a survey of 500 presbyopic wearers.

1. Studebaker J. Soft multifocals: Practice growth opportunity. Contact Lens Spectrum. 2009;40-43.

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Aware

Not aware

OPTOMETRISTS CANNOT RELY ON PATIENTS TO ASK FOR MULTIFOCAL CONTACT LENSES

• Canadians aged 35+ have a very low awareness that multifocal

contact lenses exist1*

*Based on a sample of 504 consumers answering the question: “Are you aware of the following regarding various contact lens brands available on the market? […] Multifocal contacts exist that can replace

reading glasses or multifocal glasses.”

Reference: 1. Fresh Intelligence Alcon TV Ad Tracking Report. Alcon data on file, 2015,

16% are aware1*

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DAILIES TOTAL1 MULTIFOCAL CONTACT LENSES

Are an Opportunity

to Bring Dropouts Back to Your Practice

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PROACTIVELY ADDRESSING PATIENT NEEDS BENEFITS THE PATIENT AND THE PRACTICE

*Over the lifetime of the patient.

Reference: 1. Rumpakis J. New data on contact lens dropouts: An international perspective. Rev Optom.

January 15, 2010.

• Maintain quality of life

• Minimize negative

emotions

• Satisfy patients

• Maintain patients in

contact lenses

Every patient that does not drop out

of contact lenses brings an

additional $24,000 to the practice1*

Patients Practice

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CONTACT LENS DROPOUTSHALF OF ALL DROPOUTS ARE DUE TO DISCOMFORT

1. Dumbleton K, Woods C, Jones L, Fonn D. The impact of contemporary contact lenses on contact lens discontinuation. Eye & Contact Lens.

2013;39(1):93-99. 2. Rumpakis J. New data on contact lens dropouts: An international perspective. Rev Optom. 2010:147(1):37-42.

1

22

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CONTACT LENS DROPOUTSMOST PATIENTS STRUGGLE WITH LENS DISCOMFORT

86%80%

76%

24%

11% 10%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Eyes dried out when wearingcontact lenses

Contact lenses feltuncomfortable at end of day

Eyes felt irritated whenwearing contact lenses

Total experiencingat time ofappointment*

Total mentioning todoctor at exam*

*Among contact lens patients who bought a new supply of the same brand of contact lenses at the last eye exam.

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OVER 3 TIMES MORE MATURE EYE PATIENTS COULD BE WEARING MULTIFOCAL CONTACT LENSES

Vision needs in people under 601* Soft contact lens vision correction options

currently worn2†

*Presbyopes with astigmatism are omitted from this pool. †Colour lenses are not included.

References: 1. Vision Parameters Study; Alcon data on file, 2007. 2. GfK Equity Report. Alcon data on file, 2014.

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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES ARE AN OPPORTUNITY TO GROW YOUR BUSINESS

• DAILIES TOTAL1® have improved all-day comfort, satisfaction, and reduced

dropouts due to increased compliance

• DAILIES TOTAL1® combined with a multifocal offer patients the most

comfortable daily lens available with a multifocal

– Bring back dropouts due to presbyopia, discomfort, dryness, and visual

acuity

• DAILIES TOTAL1® Multifocals are made of the optimal material for the mature

eye

– Expand your practice to emerging presbyopes

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DAILIES TOTAL1® MULTIFOCAL CONTACT LENSES

• Recommend and fit first, for compliance and profitability

• Streamline your business

– Learn how to fit multifocal contact lenses that share the Precision Profile™

Design

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THANK YOU