Power Hour Optometry: Vegas Innovator Series Part II

Episode Date: October 2, 2025
Host: Eugene Shotsman
Guests: Renan Naftalovich (Shamir), Dr. Justin Prasad (Long Beach Family Optometry), Steve Druckmann (Contacts Portal), Darren Horndash (Wisconsin Vision, Heartland Vision, iBoutique)

Episode Overview

This episode, part of the "Vision Expo Innovator Series" from Las Vegas, dives deep into cutting-edge technology reshaping the optometric industry. Host Eugene Shotsman guides listeners through two major areas:

• Innovations from Shamir including the Spark measuring device and driver intelligence lenses—with hands-on feedback from end users.
• The rise of Contacts Portal, a new solution to reclaim lost contact lens revenue, discussed with both the startup’s CEO and one of its largest group practice clients.

For the first time, the show blends executive insights with candid, real-world experiences from doctors and optical practice leaders who implement these innovations.

Key Discussion Points and Insights

1. Shamir: Advances in Optical Measurements and AI-powered Lenses

A. The Spark Measuring Device

• Problem Addressed: Traditional manual measurements for glasses are time-consuming, prone to error, and create inconsistent experiences.
• Solution: The Spark is a compact device that uses AI and imaging to capture all optical measurements in 20 seconds with no physical jigs or chin rests required.
  • Renan Naftalovich (04:29):

    “What we’re talking specifically about this show is about two innovations. One is the Spark—it... allows you to do all the measurements in a very fast way and very efficient, taking the pictures without any jig or anything like that.”

• Benefits:
  • Rapid onboarding for optical staff (no months of training needed).
  • Greatly reduced remakes due to improved measurement accuracy.
  • Ability to capture and store multiple frame images per patient—useful for post-visit marketing/sales (08:12).
  • Works even with sunglasses and most tinted lenses, except pure red tints (09:50).
• Staff and Patient Experience:
  • Patients wowed by the speed and technology.
  • Staff see it as an assistant, not a replacement, for their expertise.
  • Consistency across dispensing tables (07:02).

B. Practice Insights: Long Beach Family Optometry

• Dr. Justin Prasad shares practical impact:
  • Revenue per patient: ~$425; 90%+ of lenses are digital, nearly all with anti-reflective coatings (13:20).
  • Describes Spark integration as seamless, making staff “excited,” and improving both workflow and documentation (15:03).
  • Big win: Fewer measurement disputes and remakes; improved follow-up sales using stored images (17:00).
  • Dr. Prasad (17:36):

    “I’ve never actually had a device where my opticians are excited about it, and they did a trial for us... the staff was begging me, please get that back in the office.”

C. AI-Driven Lenses: Autograph Intelligence and Driver Intelligence

• Evolution and customization:

  • Shamir uses AI to create personalized lens designs based on age, digital device use, and lifestyle habits (21:36).
  • Research led to “430,000 different options” for progressives, categorized by age (22:20).

• Driver Intelligence Lenses:

  • Separate lens designed specifically for driving—especially at night—which expands distant/intermediate zones (25:00).
  • Prescription Strategy: Not “all-purpose”—meant as an add-on lens, much like a “computer” lens or workspace glasses (25:00).
  • Dr. Prasad’s analogy (26:35):

    “I always use that analogy with some of my patients with shoes... I never understood why we just have one pair of glasses that can do it all... That’s why I delve into lifestyle a lot with my patients.”

• Night Myopia & Younger Patients:

  • Many young people with no daytime Rx still complain of night-driving vision due to “night myopia.” Shamir now offers single vision “moon” lenses to address this (32:31).
  • Post-LASIK application: Even patients with “perfect” vision may benefit from a specialized night-driving lens (33:08).

• Driving at Night Campaign:

  • Shamir is collaborating with practices to run multi-week campaigns (10 weeks, social media and direct to patients) to raise awareness about night-driving issues (28:32).

2. Contacts Portal: Recapturing Lost Contact Lens Revenue

A. Industry Challenge

• 50% of patients who complete a contact lens exam buy lenses elsewhere—usually online (35:15).
• Only about 20% of those who purchase in-practice return for subsequent orders; the rest buy online (49:48).

B. Contacts Portal Solution

• Steve Druckmann (35:53):

  “We try and do is identify the patients that walk out the door and we recapture them by co-marketing to those people.”

• How It Works:
  • Integrates with practice EHR/CRM.
  • Identifies patients who leave without buying or with only a partial supply.
  • Co-branded automated marketing (texts, emails) offers 50% off first online order, nudging patients into a subscription program (36:31).
  • Doctors/practices earn 20% of all revenue generated by those sales—“pure profit” with no added staff effort.
• Key Features:
  • Practices get a branded landing page.
  • No monthly fees, no added software for staff to learn.
  • Streamlined via API; no extra work for optical staff (40:33).
  • Flexible for both large retailers and independents (59:32).

C. Darren Horndash (Wisconsin Vision) Perspective

• Motivation: Recapture patients lost to online sellers, streamline team workflows.
• Selected Contacts Portal due to willingness to build needed integrations, not as a standalone, “extra” process (42:25)
• ROI Focus: “Bottom line, we want to see that rev share coming in... patient retention, getting them back into our practices, communications, outreach.” (56:57)
• Incremental profit: 20% of revenue on patients who otherwise would bring nothing, and reinforced retention as those patients keep reordering and returning for annual exams (51:26).

D. Commerce/Subscription Strategy

• Most patients buy in 3- or 6-month increments (44:20); annual supply left for best in-office pricing.
• Online price often sharper than in-store to compete with e-commerce expectations (45:56).
• Subscription management—pause, change, flexible rescheduling—offered directly to patient (50:53).

E. Practice Considerations

• No extra workload (“nothing incremental to do in store” – 42:47).
• Works for both large chains and independents.
• Practice should consider: What % of patients leave without buying? How many prescription verifications are requested by online vendors?
• Free to use; practice prescribes as they wish, only steps in when patient walks out (53:09).

Notable Quotes & Memorable Moments

• Renan Naftalovich
  • “We can do better glasses if you give us all the measurement. That just helps a master optician to be better.” (10:53)
• Dr. Justin Prasad
  • “I’ve never had a response from staff in 20 years tell me to bring something back...” (18:18)
  • “Patients are absolutely wowed by it. They’re like, we’re done? That’s it? The opticians, it’s seamless for them.” (15:03)
• Steve Druckmann
  • “Industry data shows...only 20% of those people come back after those 90 days, 80% of those people get that next order online.” (00:50)
• Darren Horndash
  • “It is pure bottom line profit with no cost of goods to us.” (41:15)
  • “20% of zero when they’re not coming to us is still zero.” (51:26)

Timestamps for Key Segments

| Timestamp | Topic | |------------|-------------------------------------------------------------------| | 04:12 | Shamir’s Spark device & lens innovation introduction | | 05:31 | Spark’s technical explanation and workflow | | 07:02 | Impact on staff onboarding and optical workflow | | 13:20 | Dr. Prasad shares office stats & high-tech culture | | 15:03 | Practical impact of Spark in a busy office | | 17:36 | Staff enthusiasm and technology adoption | | 21:36 | AI-driven, personalized lens design at Shamir | | 24:49 | Customization of lenses—driver intelligence details | | 26:35 | Multi-pair strategy: Tying glasses to lifestyle | | 28:32 | Night driving campaign and patient education | | 32:31 | Addressing “night myopia” and single vision options | | 35:15 | Contacts Portal: Problem & solution summary | | 36:31 | Co-branded marketing and the subscription model | | 40:33 | API integration—minimal staff workload | | 44:20 | Commerce flow—supply cycles and price | | 49:48 | Retention stats: 70% repeat with subscription vs 20% in-office | | 51:26 | Economics: Comparing Contacts Portal with in-store sales | | 53:09 | What to consider when choosing a platform | | 56:57 | Success metrics for a group practice pilot | | 57:40 | Product roadmap and innovation/testing commitment |

Conclusion

This Power Hour episode delivers a detailed, hands-on examination of the latest optometric tech shaping not just the “exam lane” but the entire optical patient experience and practice bottom line.

• Shamir’s Spark device and AI-based lens innovations are making precise, lifestyle-based eyewear both practical and profitable for practices of all sizes.
• Contacts Portal exemplifies how digital tools can convert lost sales into recurring revenue, transforming both patient retention and practice profitability.

Both segments reveal a future where optical practices win with a commitment to technology, seamless patient experience, and data-driven strategies—to the delight of both staff and patients alike.