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“Seeing Things Clearly”
May 2001
Seeing Things Clearly
The Profitability of Contact Lenses for
European Eye Care Practitioners
Key Findings
•
Patients who wear spectacles and contact lenses are up to 80% more profitable than those who wear only spectacles
•
Contact lens plus spectacles patients are more loyal
•
At least 60% of contact lens patients also buy their spectacles from their eye care professional
Commissioned by Euromcontact
London Business School
Chapter 1 - 1
“Seeing Things Clearly”
May 2001
Chapter 1
Introduction
EXECUTIVE SUMMARY.................................................................................................. 3
1. INTRODUCTION............................................................................................................ 5
1.1. HISTORY AND BACKGROUND ................................................................................. 5
1.2. CURRENT MARKET TRENDS ................................................................................... 7
1.3. EYE CARE INDUSTRY CHARACTERISTICS .............................................................. 8
1.3.1.
Market Description ........................................................................................ 8
Spectacles................................................................................................................... 8
Contact Lenses ........................................................................................................... 9
Refractive surgery .................................................................................................... 10
1.3.2.
Industry Players ........................................................................................... 11
Manufacturers .......................................................................................................... 11
May 2001
Seeing Things Clearly
The Profitability of Contact Lenses for
European Eye Care Practitioners
Key Findings
•
Patients who wear spectacles and contact lenses are up to 80% more profitable than those who wear only spectacles
•
Contact lens plus spectacles patients are more loyal
•
At least 60% of contact lens patients also buy their spectacles from their eye care professional
Commissioned by Euromcontact
London Business School
Chapter 1 - 1
“Seeing Things Clearly”
May 2001
Chapter 1
Introduction
EXECUTIVE SUMMARY.................................................................................................. 3
1. INTRODUCTION............................................................................................................ 5
1.1. HISTORY AND BACKGROUND ................................................................................. 5
1.2. CURRENT MARKET TRENDS ................................................................................... 7
1.3. EYE CARE INDUSTRY CHARACTERISTICS .............................................................. 8
1.3.1.
Market Description ........................................................................................ 8
Spectacles................................................................................................................... 8
Contact Lenses ........................................................................................................... 9
Refractive surgery .................................................................................................... 10
1.3.2.
Industry Players ........................................................................................... 11
Manufacturers .......................................................................................................... 11