LAB INNOVATOR OF 2010 - Luzerne Optical Labs

LAB INNOVATOR OF 2010Q&A WITH NEIL DOUGHERTYThis part of the countryis known to be thebiggest for uncutlenses. More practicieshave edgers in thisarea than in anyother region.JG: What kind of promotions do you run?ND: We participate in manufacturersponsoredprograms, and we haveunique Luzerne promotions. We don’twant to be a “me too,” so we come upwith things other labs haven’t done.Our “Luzerne Millennium MaximumDiscount Program” is geared towardVarilux ® and Zeiss premium progressivelenses and their AR that we do in-house.There’s a one-time membership fee forECPs. It’s like a Wholesale Club, buy amembership to get the best possible pricingon commonly used items. Members getentered to win money or lunch for theoffice or a travel certificate to go anywherethey want to go. When ECPs join,Luzerne gives them certificates to try afree pair of progressives with AR andgas-permeable contact lenses.JG: What percentage of your customersparticipate?ND: Of the customers using those products,99%. It’s been very successful.We also have in-house graphic designcapabilities and will customize brochuresand presentations for our customers.JG: How much do you charge for that?ND: We don’t. It’s based on feedbackfrom our field consultants. It’s how wehelp practices grow.Several trademarked products help usstand out as well, such as our SightStar progressive lenses and our Photo.Fashion photochromics. Shortly, we’re going to bereleasing a new product that is also exclusiveto Luzerne—a new free-form product thatis going to be our SightStar 365 free-formlenses available in both progressive andsingle vision.JG: You mentioned your proprietaryPhoto.Fashion lenses. What are those?ND: They are a series of six fashion colorsthat stay the same color but get muchdarker outdoors. We add mirror treatmentsthat turn into a solid mirror outdoors.JG: Any other unique products?ND: Our Polar365 polarized is a seriesof different colors with a special warranty,our house brand EVC (Enhanced VisualClarity) is a premium AR with a twoyearwarranty at a competitive price,our gas-permeable (GP) DuraCurve aspheric contact lens designs are trademarked,and our FeelSoft PlasmaTreatment GP contact lenses provide amore comfortable fit. We’re proud to beone of a select group of contact lens labswho have the Contact Lens ManufacturersAssociation Seal of Excellence Award forthe manufacture of our contact lenses.MANUFACTURING TECHNOLOGYJG: You’re running both Zeiss andEssilor AR plus your own house brand?ND: Yes, plus KODAK, Zeiss Teflon ® ,and Zeiss mirror coatings as well.JG: For standard production, whatkind of generators?ND: We’re using V-Pros and Schneider.We’re constantly upgrading. We justadded a couple new Satisloh PRAblockers in the last two years and a couplenew backside coaters from Satisloh.About two years ago, we installed the“Control and Blocking Unit” fromAutomation & Robotics in Belgium[A&R, U.S. headquarters in Milwaukee].22 november/december 2010