Dispensing

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Spectacle Adjustments

David Wilson | 1 September 2009

The ODMA board is committed to the ongoing education and training of optical dispensers. To that end, in this issue we continue our series of articles from the ODMA Optical Retail Guide with advice on how to adjust a customer's spectacles.

The successful outcome of a prescription for spectacles and the quality of vision experienced by the patient is very much dependant on the fit of the frame. Many modern lens designs require precise pantoscopic tilt and facial wrap. Furthermore the physical comfort will significantly affect the enjoyment of the spectacles.

Adjustments to spectacles must be carried out in a particular order to avoid undoing work as you adjust the frame further. For example, any adjustments to the pantoscopic tilt or facial wrap will affect the length to bend and, therefore, length to bend must be done after the two front adjustments.

The basic principle of adjusting frames, then, is to always work from front to back. Frames should be adjusted prior to taking facial measurements and on delivery of the new spectacles.


Step 1: Check the horizontal alignment

Look at the spectacles from in front of the patient to ensure that it looks horizontal. If the spectacles are marked up, either in preparation for height measurement or with progressive lens marking on delivery of new spectacles, check that the fitting crosses are correctly aligned.


Step 2: Check the facial wrap (dihedral angle)

Look at the spectacles from above the patient. Check that the frame front follows the face. Make sure that it is not too f lat. The facial wrap is normally about three to five degrees.


Step 3: Check the pantoscopic tilt

Look at the spectacles from the patient's temple. The pantoscopic tilt is the angle between the spectacle plane and a line perpendicular to the f loor. Most lenses require a pantoscopic tilt between eight to 12 degrees. Use angling pliers to adjust the tilt.


Step 4: Check the temple width

Look again at the spectacles from above the patient. Ensure that the temples do not exert pressure against the side of the head in front of the top of the ear.


Step 5: Check the temple bow

While looking from above check that the temples follow the side of the head without touching or exerting pressure until they reach the top of the ear.


Step 6: Check the length to bend

Look behind the patient's ear. The bend should start just after the top of the root of the ear.


Step 7: Check the anatomical bend

The profile from the side should exhibit a definite hockey bend (as per the original manufacture). The profile from above should follow the mastoid area.

Spectacle Adjustments has been reproduced with kind permission from ODMA This article appeared in the ODMA Optical Retail Guide, in the Education and Training section, under the heading of ‘Spectacle Adjustments'. The first edition of the Optical Retail Guide was distributed to independent practitioners across Australia in early December 2008.


ODMA's TOP 10 TIPs: SELLING SUNGLASSES

1. Opening

Welcome the customer into the store with a non business related opening line, for example: "What did you get up to over the weekend?" or "What brings you into the store today?"

2. Establish Customer

Needs Ask open-ended questions to determine what the customer wants as well as why they want it - open-ended questions begin with: Who, What, Where, Why, When and How? 3

3. Product Selection

Once you have established what the sunglasses are needed for e.g. driving or playing golf, offer a style with a specialised driving lens or a specialist golf lens.

4. Recommend multiple pairs

Suggest buying a second pair for glove box of the car or specifc lifestyle choice.

5. Polarised Sunglasses

Recommend polarised sunglasses for activities on snow, sand or water. When normal rays of light bounce off any refective surface they become disorganised and produce glare. Highly refective surfaces include snow, sand and water.

Polarisation flters work like mini- Venetian blinds organising the chaotic light coming through the lens to eliminate glare and reduce eye fatigue.

6. Recommend styles

Recognising the best styles that suit particular face shapes is also an important part of product selection.

7. Demonstrate product

Show the customer the features and benefts of the product, eg: "One of the great things about this style is the polarised lenses which reduce glare and the eye strain and fatigue it can cause".

8. Present with enthusiasm

"One of the unique features of this style is the fashionable design similar to the one worn by favourite celebrity..."

9. Gain customer involvement

Get them to try the sunglasses on, to feel the comfort, ft and lens type etc.

10. Close the Sale

Either/Or Close: for example, "Would you like the black frame or the tortoise shell?" or

Assumptive Close: for example, ask the details of the purchase: "Would you like to pay on your Visa or MasterCard?

 

Independent practitioners, who would like to receive a copy of the ODMA Optical Retail Guide, should contact ODMA on E: marketing@odma.com.au

David Wilson is an optical dispenser and the Head Teacher Clinical Technology Open Training and Education Network (OTEN), TAFE New South Wales. He is currently on a year's study leave.