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PMSI White Lion House 64 Highgate High Street London N6 5HX
T +44 (0) 20 8347 3500 F +44 (0) 20 8347 3501 E email@pmsi-consulting.com www.pmsi-consulting.com
30th May 2006
Report for the AOP
Contact Lens Strategies for the Future
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Disclaimer
Whilst every effort has been made to ensure the reliability of the information contained in this report, PMSI makes no guarantee as to the
accuracy or completeness of the information presented. PMSI expressly disclaims any and all liability which may be based on the use of
this information, errors therein or omissions therefrom.
Contact Lens Strategies for the Future
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Contents
Introduction………………………………………………………3
Executive summary……………………………………………..5
How has the market changed?………………………………..7
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Trends in contact lens sales
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Trends in the wider retail market
How do these trends affect optometrists?.........................22
What are the challenges for optometrists?………...……...28
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Challenges in the professional environment
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Realising contact lens opportunities amongst consumer groups
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Adapting the business model
What actions should optometrists take?.………..………...55
Appendix: Practice pricing models………………………….61
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Introduction (1)
Project Objectives
Define the strategic options for independent and multiple optometrists
facing supermarket and internet competition, in the context of an
economic model of the contact lens market
Research Method
• Initial review of existing material, development of initial hypotheses for research and discussion
with the AOP
• Consultation with industry experts in the UK and other European markets and detailed analysis
of published and unpublished material
• Telephone interviews with a sample of UK optometrists
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• Professional expertise offers potential to
capture higher spending customers via
a model emphasising quality,
ophthalmic experience, and all-round
care and service
• Develop a clear, communicable strategy
distinct from basic, price-led models of
supermarkets
• Build on existi