Eye Care Practices That Ship Soft Contact Lenses Directly to Patients Grow Faster
Than National Average, New Data from ABB OPTICAL GROUP Shows
ABB OPTICAL's data also shows that direct-to-patient shipments are seven times less likely to be returned
CORAL SPRINGS, Fla. (April 12, 2018) – ABB OPTICAL GROUP, a leading resource for identifying optical industry trends, released market data showing that eye care practices that ship more than 10 percent of their soft contact lenses (SCL) sales directly to patients outpace the national average for dollar growth. Conversely, eye care practices with little to no direct-to-patient shipping activity underperform the national average.
The national average for direct-to-patient dollar share was 25 percent and the national average for dollar growth in 2017 was 7.2 percent. Practices with more than 45 percent direct-to-patient dollar share grew 8.6 percent year-over-year, while practices with less than 10 percent direct-to-patient dollar share only grew at 6.3 percent.
"Our data also shows that patients are seven times less likely to return contact lenses when the product is shipped directly to their homes or workplaces," said Aaron See, vice president of marketing for ABB OPTICAL GROUP. "We are seeing that more and more independent eye care professionals are choosing patient-direct shipments as a means of competing on convenience with online retailers, instead of asking patients to make return office visits to get their lenses."
ABB OPTICAL's data also indicates:
- More than a third of direct-to-patient shipments are daily disposables.
- More than a quarter of direct-to-patient shipments are torics.
"When we look at how daily disposables and torics are trending, this information is not surprising," See added. "Overall in 2017, daily disposables were up nearly 19 percent and torics up nearly 10 percent. We predict that we'll continue to see growth in both categories, especially in direct-to-patient sales."
The analysis is based on 2017 sales data from approximately 11,000 eye care offices, which represents nearly 31 percent of total contact lens wholesale dollars in the United States.
ABOUT ABB OPTICAL GROUP
ABB OPTICAL GROUP is a leading distributor of optical products in the United States. The company supplies nearly two-thirds of eye care professionals across the country with brand name contact lenses, fully customizable gas permeable and custom specialty soft contact lenses, ophthalmic lenses and more. The company's DIGITAL EYE LAB Network is dedicated to producing eyewear that is truly personalized to patients' needs and lifestyles. ABB OPTICAL GROUP also offers practice building services such as pricing strategy tools, business reviews, annual supply staff training and e-commerce solutions. For additional information, visit ABBOptical.com.