Canadian Optometry

Episode 95 - The Future Of Canadian Optometry - Dr. Stanley Woo, Director Of The Waterloo School Of Optometry

Dr. Stanley Woo is the Director of the Waterloo School of Optometry and Vision Science. In his role, he is an avid advocate for the advancement and growth of optometry. In this episode, Dr. Woo shares his views on the future of optometry in Canada from the point of view of a person responsible for the education of future optometrists. Dr. Stanley Woo also shares the role of Waterloo School in several disruptions in the industry. We cover all the relevant topics to what is changing in the landscape of Canadian optometry. Tune in to this episode to find out more.

Check out these links:

Seeing Beyond 2020 Campaign: https://uwaterloo.ca/seeing-beyond-2020/

Canadian College of Specialties in Optometry: https://ccso-ccso.ca/en/

 

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The Future Of Canadian Optometry - Dr. Stanley Woo, Director Of The Waterloo School Of Optometry

I'm honored to have Dr. Stanley Woo on the show. He is the Director of the School of Optometry and Vision Science at the University of Waterloo. That is the only English-speaking optometry school in Canada. They have a large presence in the industry and the profession of optometry here in Canada. I'm honored to have you here, Dr. Woo. Thank you for joining me.

Thank you very much for the opportunity. It is certainly a pleasure to be here. I appreciate all the great work that you are doing to promote awareness and education through your show. It is an honor to be here. Thank you so much.

Dr. Woo, before we jump into it, I love for you to give us a little bit of self-intro. What is your position at the University of Waterloo?

As Director of the School of Optometry Vision Science, we lead the school mission, vision, values, and certainly the multiple missions that we have there, our talented faculty, staff, and students. We have a big presence in delivering patient care. We are also responsible for clinical education and training for the contemporary practice of optometry. Last but not least, being able to do innovative research from self to society to be able to encompass new techniques, technologies, and research that we can translate into practice to improve health outcomes. It covers the gamut, and I'm fortunate to be the spokesperson for all the great people back home.

You are a great spokesperson. I want to quickly throw this in there before we jump into it, but I have heard you speak multiple times. You come to BC for the conference every year to share what is happening and what is new at Waterloo and remind everybody that this is the preeminent institute in Canada, especially on the research side.

It is always fun to hear you talk because you are always entertaining and charismatic on stage. It is part of the reason why I was excited to have you on. I knew you would be a good guest from that side of things. We will dig a little bit more into that stuff toward the end of the show. The research side is interesting to me. That is a side that perhaps we don't think about enough and how important that is to our profession. We will get into that.

To set the stage, one of the reasons I was so excited to have you on is the future of Canadian optometry. I have had multiple conversations now with guests and talk about the future of Canadian optometry. What is the future of the profession? What does the presence of certain entities in the profession mean? What does the education look like? What does the training for students coming out of school look like? What do we expect the future to look like for our profession? Is it bright or dim? Is it positive? Is it negative?

What better person to have this conversation with than the Director of the University here in Canada who is leading the educational programs for the new graduates? I wanted to dig into this conversation with you, Dr. Woo. There are seven previous episodes and this is the eighth in this vein here of the future of Canadian optometry. The first question I've asked every guest is, in your opinion, what is the current state of optometry in Canada?

That’s an excellent question and a challenging one. There is no simple answer. We are at a bit of a crossroads in Canada. Optometry is a profession. We are well-positioned to assume a primary care role to address the growing eye and vision care needs of an aging population. By the same token, we often fall outside of the priorities for health systems. Remuneration has lagged significantly behind the level of education, skill, and training that we are able to bring into play. Those challenges put us in a position where there is a great opportunity, but there are challenges to be better recognized within the system, and how we can help to improve access while also being appropriately remunerated.

I would agree on that crossroads. There are good and bad in there. We have to look at how we are always going to progress. In your opinion, how do you see us improving the remuneration and recognition within the healthcare system?

One of the pivotal areas is to be able to raise awareness and public education of both potential patients and communities, but also with the government to highlight that there is a public health crisis in vision care. It is often taken for granted at the margins. Yet we do recognize it with various organizations. The evidence is there to point out that it is something that needs to be urgently addressed.

Raise awareness, so public education of potential patients and communities, also with the government highlights the public health crisis in vision care.

In 2019, the World Health Organization pushed out its first vision report ever. It highlighted over 2.2 billion people with vision loss, almost half of which could be preventable. We might think that the World Health Organization is only addressing issues that are abroad where there might be less well-developed infrastructure. In point of fact is that a lot of the challenges they’ve identified also face us right here at home.

We recognize that there are a tremendous number of Canadians who are at risk of vision loss. Not everybody recognizes the ability or the need to get comprehensive eye examinations to address it. The economic impact is projected to be about $56 billion by 2015 as far as the annual cost of vision loss, and it is at about $33 billion now.

There is an urgent need to raise awareness to drive the recognition that it is a challenge that could and should be addressed. We need to be thoughtful and strategic in how we organize ourselves and be able to meet this challenge both as individual optometrists in our own communities and also through our provincial associations, colleges, and the national association.

One of the things that makes it somewhat optimistic is that there is a little bit greater awareness. There is a Private Member Bill by MP Judy Sgro for C-284, calling for a national vision care strategy. There is a growing awareness that we often take our sight for granted, but those who have been touched by vision loss and if you live long enough, everybody will have some experience with impaired vision. It is important to recognize that early diagnosis, intervention, and management treatments are critical to maximizing everybody's independence, quality of life, and the like.

One of the questions that come up quite a lot is the scope of practice and whether or not it is important for us to continue pushing to grow or expand that scope of practice. I think I know your answer to this, but where do you sit as far as expanding the scope of practice? How do we go about doing that?

The scope of practice is something that every health profession continues to expand and drive. We always want to be able to incorporate new technology and treatments, and accelerate that translation into practice so we can take the best possible care of our patients. The scope of practice isn't something that should be limited or constrained. It should be something that we promote and accelerate to leverage the rapid pace of technology and treatments available.

TTTP 95 | Waterloo School Of Optometry

Waterloo School Of Optometry: Every health profession should continue to expand and drive the scope of practice. We always want to incorporate new technology and treatments and accelerate that translation into practice so we can take the best possible care of our patients.

The other challenge is we recognize that North America has the most well-developed optometry profession and programs in both education and research. We lead the way as far as being able to be primary eye-care providers and address particular medical eye-care needs. It is a challenging problem. We have an aging population and medical eye diseases like age-related macular degeneration, glaucoma, and diabetic retinopathy. These are all things that optometry is well-positioned to be able to incorporate and adapt to.

Some of the scopes of practice are a bit frustrating because technologies like lasers for glaucoma have been around for decades. They have been successfully deployed by optometrists in Oklahoma for over twenty years successfully and safely with improved access to patients to get better care and better outcomes. It is challenging that it has taken so long to do what seems to be self-evidently beneficial to the public, the health system, and the individual patients in remote communities that may not have access to care.

The scope of practice is critical. It is important to recognize that the school has a responsibility to be able to deliver that contemporary education, and to enable all of our graduates to practice at the highest level of scope available. Also, to support those in the profession with continuing professional development to be able to have access to education skills and training so they can deploy that into their communities.

We’re working together closely with the associations for their advocacy efforts with the colleges, with their duty to protect the public, and with the school providing the educational foundation. Having that collaboration among all three entities enables us to put together the evidence. It also enables us to demonstrate, particularly to the government, that it is imperative that optometrists are recognized for their full capabilities to help meet that growing demand, helps relieves stress on the health system, and look after folks in the community where they reside or are closer to home.

That is one of the more common frustrations, myself included. It has been a while since I graduated. Even with newer grads who are studying, whether it is in Canada or in the States, they’re coming back home and realizing that a good chunk of the medical training they have is not valuable or applicable. Our scope of practice is fairly narrow compared to the level of education. What do you think has been the main obstacle over the past couple of decades or however long it has been since we have been trained to a certain level but not able to practice to the same level?

First off is that we want to be able to educate to the highest level. Hopefully, that creates a passion, desire, and sense of initiative where new grads will want to press to say, “Why can't we do what we have been trained to do? Why can't we do the most that we can to support our patients and our community?” With that grassroots effort, the hope is that can help coordinate with provincial associations like the Alberta Association of Optometrists.

They have been effective in being able to build the case. They are a large province. They have a very wide geographic distribution. They have a strong case for improving rural access to medical eye care. They have assembled the evidence, the education, the research, and the impact. It is a question of being able to say, “At what stage does this have to be implemented? What is the hold-up?” The frustration comes down to a balance of awareness of reviewing the evidence, and not being afraid to institute change.

Health systems and lots of systems are resistant to change. Oftentimes, that disruption of the status quo can cause challenges. In this case, it might be a little bit upsetting to some. If we put patients first and recognize what their best interest is to get accessible medical eye-care, optometrists are well positioned.

TTTP 95 | Waterloo School Of Optometry

Waterloo School Of Optometry: Optometrists are well positioned if we put patients first and recognize their best interest is to get accessible medical eye care.

We are in many more communities. There are many more of us than other eye-care providers. The opportunity to look after folks closer to home would be a benefit to those individuals in those communities, not having to travel as great a distance, getting more convenient care, and with the doctor that has already been looking after them. It is a natural extension to be able to promote it. The challenge is to get that first province like Alberta to be able to say, “It is overdue. The time is now to help make this happen.”

Kudos to our colleagues in Alberta for leading the way and paving that path a little bit. We look to them to see the progression they have made in serving their patients in different ways to prescribe and treat diseases that we are not able to in BC. I know other provinces are not yet, but we will hopefully continue moving forward. I was chatting with our mutual friend, Dr. Richard Maharaj, and he gave me a quote from you that I was hoping you might expand on which is, “Education before legislation.” Is that what you are talking about here or is there more to that?

It is a common mantra. I spent over two decades down in the US. I spent most of my academic career down there. I had been involved with the American Optometric Association, our state association in Texas, and this was a common refrain. When I was at the University of Houston, the College of Optometry there, we worked with the Texas Optometric Association.

The notion was if the criticism from folks who are reticent or concerned is there is no sufficient education for optometrists to be able to deliver this care safely and effectively, we then have to address that. We have to provide that foundation and make sure that we educate before legislation or before those changes are enacted to promote the opportunity. It does make good sense to make sure that the educational foundation is sound and that folks are prepared and able to deliver competent care.

Education before legislation resides within the school. We deliver the content first to our students but also to the profession. We have an advanced procedures course that we have incorporated. We have learned from our colleagues down in Oklahoma who have been doing this for over two decades. We have adapted it for the Canadian context.

Our healthcare systems are different. Some of the values are different. It is an opportunity to be able to provide that education. As associations go to their various legislatures, they can reassure those members that we have addressed the safety concerns and efficacy concerns. It is an important change that can help to improve the system.

Provide education so as associations go to their various legislatures, they can reassure those members that we have addressed the safety and efficacy concerns. It's an important change that can help to improve the system.

The other thing to consider is that education before legislation also reflects on educating the public and government officials. We have been fortunate to have MPs and NPPs come to visit the school. Their perception of what optometry is, where we are, where we have been, and where we have been going is a bit limited or narrow. Being able to come and visit the school, see the facilities and imaging technology, and see how we use lasers for YAG capsulotomies and SLT. It all of a sudden makes sense. They go, “You use that bio microscope every day. You put an energy source on there and you are still using the same technique. That isn't as big a reach.”

The dangers and the things we manufacture in our minds about what that could mean and how it might be a threat division demystifies the whole thing. Education before legislation has two arms. One is for the profession and students. The other is for government officials so that they understand that this is realistic, credible, defensible, and ultimately to the benefit of patients.

Speaking of the education of students, these are two-pronged questions here. One is what types of disruption do you feel you have seen or should we expect to see coming in the profession? Two is regarding the education of students. How would you think Waterloo is addressing potential disruptions in the industry?

One of the things that are both exciting and a little anxiety-laden is technology. The pace of technological development and how that impacts the way we practice is growing by leaps and bounds. If we embrace that and help to shape it in a way that helps us do our jobs more efficiently and effectively, it can show great promise and potential. On the other hand, if we are resistant and we think we can delay or postpone it, it creates anxiety about, “What is our role? How can we adapt?”

One example is tele-optometry. Within telehealth and telemedicine, optometry is developing the technology that is at the cusp of being able to deliver comprehensive remote eye examinations. On the one hand, that could be a good thing. On the other, it might be disruptive and may even be challenging. From a positive standpoint, the notion is that it could be leveraged to help deliver access to care for rural and remote communities, in particular the indigenous communities, first nations, Inuit, and Métis.

It is not a panacea and a cure-all. Folks recognize that we have a big geographic distribution in Canada, and the weather is challenging sometimes. If tele-optometry technology can help us to improve year-round access and assist in the management of chronic eye diseases like glaucoma, that would be a benefit. The flip side is that tele-optometry is not limited to those areas. It also can provide convenient care. Whether it is extended hours or shorter wait times because it is a new modality, not everybody is comfortable with it. For those who do, it offers an alternative.

Being able to reconcile where we want to be, what we want to do, and how we want to incorporate as a profession to benefit our patients is one example of a disruption that we are navigating now. To address that for our students, we need to make an investment in infrastructure. We are fortunate to have a tele-optometry lane that we have deployed so we can start to understand how that works.

Our faculty team and graduate students are looking at that and trying to get a better handle on how it works, what the limitations are, and how we might help support policymaking and guidance to make sure that it is used effectively to maintain the standards of care. The other technology that is quite disruptive is AI. We get to the extremes where we have Skynet and Terminator. That is more sensationalized.

I view AI as something that can be harnessed for clinical decision support. I don't see it as a replacement. There is an important role to play for optometrists in the doctor-patient relationship to be able to cast, educate and guide patients through their journey as they seek healthcare, whether it is eye and vision care or beyond. There is a trusted relationship there and a connection. While there may be some who are happy with everything being remote, there will always be an opportunity for AI to support the work that we do.

TTTP 95 | Waterloo School Of Optometry

Waterloo School Of Optometry: Optometrists have a role to play in the doctor-patient relationship to counsel, educate, and guide patients through their journey as they seek healthcare, whether it's eye vision care or beyond.

The challenge is we have to help shape how that unfolds. We need to be able to look under the hood and make sure that we understand how those algorithms are designed and built. Make sure that it is trustable and explainable, and helps to support the work that we need to do, particularly in a primary care setting.

With ophthalmic imaging, optometrists have OCT, fundus cameras, and technology for ophthalmic imaging. It is important that we recognize and harness that resource to work collectively to help shape how AI is developed. As you can imagine, we are the ones who see folks before they develop eye disease. If you are going to develop predictive models, it is not the end stage of identification. It is the things that are further upstream.

That enables us to create the infrastructure with the school as a potential resource and partner to now aggregate that information all across and address things like de-identification, privacy, and cybersecurity. We can create a public good to help support the next level and next generation of innovation. Those are two examples of some of the disruptions, and the role that we are trying to position the school as a national resource to support students, the profession, and the public.

Those are probably the two types of technology and disruption at the forefront of most people's minds. You mentioned that you felt like tele-optometry was on the cusp. I have spoken to some people who feel it is beyond that. It is here and ready. Would you disagree?

On the cusp, I referenced the middle of the normal distribution. There are early adopters who have already been implementing and doing it and doing a good job. There are still some gray areas from a regulatory standpoint and an efficacy standpoint. That is again a charge to the two schools, both us and Montreal, to develop the research protocols to find the evidence to support the efficacy and the effectiveness, and be able to look at it from both the patient experience and outcome lens and from a provider experience.

One of the things we need to explore is the pain points for folks to adopt technology like tele-optometry. Rather than simply leaving it in the gray area, it would be helpful to better understand when does it work well? When is it limited? How do we address the various patient pathways so that we can make sure that patients are looked after regardless of the technology or tool that we use to implement it?

With the AI thing, the whole Skynet thing is half a joke. I also think about the movie iRobot. I don't know if you remember seeing that one. Eventually, the machines take over. A real fear for many ODs is that machines will take over our jobs, but not necessarily control our world. Maybe one day, but I'm a bit of a conspiracy theorist. There is a fear that AI and virtual technology will bump the OD out of the exam room entirely. Do you think that is a concern?

It is always a concern. As technology gets better, and patience and the public choose their own pathway for how they want to seek and receive care, we have to be able to respond to that. It is incumbent upon us to demonstrate our value to our patients, the public, and the government about why it is important to have an optometrist to still be in the role to interpret that data and override the AI when it is incorrect. Recognize that there is a person behind all of the data that is gathered, and there is still a human component to what is required in being able to deliver the art and practice of optometry.

It is a potential threat. We have seen disruption in all sorts of industries, including manufacturing and the automotive industry. We are not immune and I recognize there is that challenge. I see that as our opportunity to harness that technology and make sure that we use it to be even better than we already are, and to recognize how it can make us more efficient and effective and deliver better care.

I prefer to see the glass half full. We can benefit from it. We shouldn't fear it. If we adapt and we incorporate it into what we do and demonstrate the evidence to support our value and what we can deliver, I'm confident that we can be even more effective. There are lots of folks who need care and who are unaware that they need care. This can help us be able to help address that challenge.

It comes up enough times during these conversations about the future of optometry in Canada. There are certain groups that are more vocal about this particular point. Particularly in Canada, there are not enough optometrists to meet the need of the general public. Do you agree that there is a shortage of optometrists and not enough optometrists in Canada?

My answers are more nuanced because I don't think it is an either-or. The way I would reframe that question is based on where the need is. Let me start first with where I believe there is a shortage. That is with the number of primary eye-care providers addressing the medical eye-care needs of an aging population.

In that regard, there are for sure not enough optometrists and ophthalmologists to be able to meet the needs. Everybody has declared that. We need to make sure that the optometrists that are graduating and the ones that are practicing are recognized, and that there are opportunities for them to be able to meet that need largely in rural and sometimes more remote communities. They need to have folks out there who are able to address those things most of the time to be able to deliver good care, and help improve and relieve the burden on the system. That would be one facet. We need more highly qualified optometrists ready to deliver contemporary eye-care.

On the flip side, if you go to any big urban center or city, there are lots of optometrists there. In that sense, in both locations, there is plenty of supply. If they limit their scope to more traditional refractive needs, whether that is glasses or contacts, arguably, you have a saturation point where there are sufficient options and choices where you wouldn't necessarily need to grow that segment of the industry.

This has been faced in the States as well, as they look at the increasing supply of optometrists and what the needs are. The take-home message would be that in Canada, in particular, medical eye care needs to outstrip the supply of optometrists and ophthalmologists. We need to continue to attract, recruit, and retain optometrists who are prepared to deliver full-scope contemporary optometry.

Your feeling is that it is more of a geographic imbalance. It is a poorly distributed supply of optometrists. We tend to gather into those metropolitan centers, and the rural areas and get less supply. Do you feel like that is primarily the shortage? There are certain areas that don't have enough primary eye-care providers. It is not that there is a global shortage of optometrists.

In Canada, it is a combination. It is easy to point to rural access to geographic distribution as one area of need. We need more practitioners out in those rural communities. Within the cities and major urban centers, there are still waiting times and demands for medical eye-care access. There is an opportunity for folks to carve out a different niche. The other aspect is growth within the services that are provided.

The depth and breadth of optometry continue to expand. You mentioned Dr. Richard Maharaj earlier. Dry eye, myopia control, medical eye-care management, vision therapy, low vision rehabilitation, there are a lot more that we can do now than we could 30 years ago. In that sense, there is a need for more folks, practitioners, and optometrists to be able to deliver that next level of care. There are folks who are happy to spend more time in those more specialized areas to help meet that growing demand.

The notion overall is if I had to say, “Do we have enough optometrists in Canada?” My short answer would be no. With the cautionary tale that we don't necessarily need everybody doing the same thing. What we need to recognize is we need a better distribution. There are more specialized areas in that there is growing demand, whether it is medical eye care or those others that I mentioned. That could be an opportunity for growth and improved access.

We are in a good state for all of Canada. There are only two schools of optometry here, ourselves and in Montreal, which is a French-speaking school. We recognize that we have a lot of Canadians who are interested in optometry school. Unfortunately, we don't have enough seats for all of the qualified Canadians who are talented and capable enough. They have to go down to the States, other areas, or jurisdictions to be able to get that training and return. There is clearly demand as far as the number of students. There is an opportunity for us to help to address that.

It is a perfect segue because the next part of that question and conversation often is that certain people are more vocal about this than others, but there is a need for more schools. Do you agree with that?

We had strategic planning exercise a number of years ago. One of the priorities that did emerge was to recognize that there are insufficient seats for the number of qualified Canadians who are interested in optometry school and practicing in the profession. One of the things we had proposed that was a bit different than perhaps what has been done previously is that rather than trying to start up a new school from scratch, it would be to work with the School of Optometry here at Waterloo. We already have the expertise and accreditation. We partner with another institution with the infrastructure to deliver health professions education. We work collaboratively in a joint program where we would have a satellite campus of the School of Optometry Waterloo at another location, ideally in a rural location.

The mantra is you recruit from the north for the north. You make it more accessible to folks who might not want to come to Waterloo or go to a big city. It makes it more comfortable, familiar, and closer to home, and leveraging technology. Through COVID, we have learned a lot about hybrid education. We are more comfortable with technology. We can achieve the same learning outcomes and use them to our advantage where it is appropriate and intentional.

Instead of somebody trying to create a school from scratch, which has happened, to my knowledge. I grew up in Waterloo. Every decade somebody decides they want to start a school, but the limitations are threefold. One is you have to have local optometry support. Those docs locally are the ones who are oftentimes that is going to the clinical preceptors to help support the clinical education training. They have to recognize that there is both a greater good and a need because it has been proven that in optometry schools, people end up connecting and settling down. They may start to gravitate and create an oversupply in that region.

Optometrists have to recognize, “We have a shortage. We want that. We want to recruit more folks from those communities, and it is okay if they stay.” Local OD support is one aspect. The second aspect is government. The government has to recognize that there is a need and a workforce shortage to meet healthcare priorities like medical eye care and to be willing to make the investment. Tuition and grant have continued to be flat or regress over the years. This is in every province is my understanding.

With tuition and grant insufficient to match the cost of delivering clinical education and training, there has to be a willingness to make that investment. If you can set tuition and grant, and you can get local OD support, the next part is to make sure you have an accredited program that has the quality that the public deserves and needs to meet that demand. This is where the School of Optometry at Waterloo could be a valuable partner because we have that know-how, accreditation, experience, and expertise. By lending that to a partner and working together collaboratively to co-design what the curriculum could look like, both the didactic, the laboratory, and the clinical education training, we could create that infrastructure in that partnership.

There are those three components. You have to have local support from the optometrist and the government, the economics make sense, and a guarantor for the accreditation and quality of the education that is being delivered. We don't need more folks practicing at different levels. What we need are more graduates practicing to the full scope of optometry with a fire in their belly to go and make that happen so that they can do what they are trained to do.

The last piece there is the accreditation and quality of training. It is certainly something that has been part of the discussion over the past years that I have been having these conversations. There have been rumblings in other countries perhaps to try "to meet the need." There needs to be a change in the level of training. The equivalent would be the nurse practitioner next to the MD, some equivalent in the OD space. That way, more people can have that need met. Is that going to be a possibility or maybe not ever? Is that anywhere on the horizon for Canada? How would we avoid that if you think that is a negative move in the wrong direction?

It is an interesting challenge because, on the one hand, we want to promote access. On the other hand, we already have a public that is not always aware of what eye care is and what is important about it. For example, children oftentimes have coverage for a comprehensive eye examination, but kids are resilient. Not every kid gets an eye exam even though they're eligible and it is covered.

It is fantastic that benefit is available, but the fact is that folks don't take their kids in whether it is awareness, education, or other access problems like transportation. It is a complex question. The challenge is if the public is already struggling with the value of getting an eye exam and then understanding the difference between screenings and comprehensive eye examinations, the last thing we need to do is to cannibalize the profession where you have different levels in different tiers.

Some optometrists do one thing that's not primary care, and others do a different level without it being clear to the public. Advanced practice type stuff specialization is different, but the core is primary eye care. We have to have a common fundamental foundation because that is the entry point. That is why it is primary care. Folks need to know that when they go see an optometrist, they are going to get this level of care. Not maybe this, that, or something lower. They need to understand this is the place to get a comprehensive eye examination for early diagnosis, prevention, treatment, and wellness, all the way through the diagnosis, management, and treatment of disease.

There is a struggle there. When you allow these different levels, it makes it more confusing in a situation that is already challenging. I would go the other direction and want to work with the government, public health, and those kinds of agencies to champion and get a comprehensive eye examination. It is essential to be able to see clearly and comfortably, particularly the children who aren't necessarily going to complain. They are going to adapt. If they can't see clearly, they will work around it.

I know many folks who come, and they have seen it for the first time. They go, “I had no idea my kid couldn't see the board or couldn't see this or that.” It is a shame because there is no reason why they couldn't. Sometimes they are affluent and professional, but it is not top of mind. I push back against this notion of watering down or allowing different aspects because if we are committed to being able to do it and willing to make the investment, we can elevate the expectation and that access without compromising the quality of care. That is what Canadians expect and deserve. That is why we all support each other with the health system. That is the commitment that we make as a profession.

Our offices are in fairly busy metropolitan areas. Even I have felt, as an owner of two offices, the difficulty in recruiting ODs. I’m not sure if there is a shortage or if it is one of those COVID-related things where people want to work less. Whatever the case is, there does seem to be a demand for ODs these days. With that, there are certain entities within the industry that are offering incentives to recruit ODs. Some large entities have more power to do that. They will give loans, pay larger salaries, or signing bonuses.

You are the head of this institution that is grooming these graduates and students to come out into the world of the profession. From that perspective, do you feel like these incentives are a good thing? The students are coming out of school like, “I can pay off my debt like this. I'm going to jump into the profession a lot faster?” Do you think it is somehow clouding their judgment a little bit in the way they are practicing? On one end here, you are trying to train them to the highest level, but perhaps they are taking jobs that are not in line with that because they are just going for the money.

Student debt is a concern whether you go to a Canadian school or a US school. It limits options and opportunities. It delays plans, whether buying a house, starting a family, or becoming a pathway for ownership or partnership in practice. First and foremost, we need to recognize the pressure on new graduates, in particular. Understandably, it will help to shape the choices they make.

I appreciate that there is an important vehicle to be able to help offset some of that student debt. There are some virtuous ways to be able to do that. There were programs where you can incentivize folks to practice in areas that are underserved. There are programs like that in the States. You get one-year loan forgiveness for one year of service to an underserved community. That is a win-win. That would be something that would be helpful for the government, in particular, to be able to help incentivize new grads to practice in communities that don't have as regular or effective access. That would be a pause. I don't want to mislabel relief of student debt as a bad thing only.

To your point, does it unduly influence students and new grads in a pathway that may not necessarily be best in the long term? I have a tremendous amount of respect for all optometrists and optometry graduates. They are smart and capable, but they need to be encouraged to ask the right questions, seek out the right resources, and not fall into the trap that many of us do where we think we are smart and we don't need to get help.

Whether that is accountants, lawyers, or the like, coming out with student debt, you are trying to save money. You think, “Maybe I could do this on my own.” My advice there would be if it sounds too good to be true, maybe it is too good to be true. Get professional advice to help you make those determinations. Ask the questions and see what the fine print means. Make sure it matches both your short-term needs and long-term desires for the profession. New grads are in it for the rest of their life and they are professional careers.

If it sounds too good to be true, it is too good to be true. But get professional advice to help you make those determinations to ask the questions, see what the fine print means, and ultimately ensure that it matches both your short-term needs and your long-term desires for the profession.

The challenge is you don't want to sacrifice, no matter how painful, that short term is to not make your future opportunities quite as promising. It is tough. It is a big sacrifice that we are asking folks to make. We all make it when we graduate. We have to make those trade-offs. I don't think we begrudge anybody for those choices.

At the end of the day, it is about making an informed choice, an objective and not necessarily emotional one, and being able to make an informed one based on all the evidence and the answers to all the questions that are most critical to have addressed. The most important thing is, how do you want to practice? What does that look like? Is that going to be sustainable for you in the future?

One of the key takeaways from that is making sure you ask the right questions at every step of the way, whether it is of other optometrists or from other professionals who will be involved financially or whatever interaction it might be. That is always important. I always feel like a lot of our colleagues, new grads, or whoever it might be could be a little myopic with seeing what is right in front of you and not seeing what the long-term impact is on your own career or the profession as a whole.

If the majority of our colleagues choose a certain path, it is going to lead to the public and the government seeing, “A lot of optometrists seem to practice like this. Maybe we don't need to expand the scope. Maybe we need to keep it to just this.” If more of us are looking at how we are going to grow the profession and the scope of practice by doing those more specialized types of things, then the public, the government, and everybody else will see, “It looks like optometrists do a lot of different things. Maybe we do need to give them what they are looking for.”

That is a much broader view that I'm hoping that more of us will have so our profession does continue to thrive. I assume you agree with that to some degree, but trying to do that in the most politically correct way without calling out too many people and without demeaning or making anyone feel bad. It is important we try to see things from a larger perspective.

Being able to see the big picture and our role in it is important. It is not necessarily the default. I get that you got pressures that you have to address. The other groups that I would give a shout-out to help with that broader perspective for new grads, in particular, are their provincial associations. They understand what the different challenges are, what the current state is, and what the tools and resources are to make that transition from student into practice. They are ready, willing, and able to help support new grads in being able to be successful. They are an important resource.

The other would be college. The college can help provide guidance on what the right responsibilities and duties are in each jurisdiction for each optometrist. Being aware of what you can and can't do, no matter what other folks are telling you. It is important to know what your rights are, but also your responsibilities because you don't want to inadvertently abdicate some of that. At the end of the day, you still have to be able to answer for the professional standards to which we all subscribe. I would encourage folks to be able to look to those two organizations in each province because they do help provide that context or that big picture, and to be able to see where things land.

The last point there is to emphasize we want folks graduating where they are hungry to do everything they are trained to do. We want them to go, “I am frustrated. I don't understand why I can't do an SLT to help my patient with glaucoma. It makes sense. I'm confident, capable, and ready to do it,” and be able to be that agent for change. We want new grads to be the ones who are going out there saying, “How come this can't get done? What can I do to help? How do I make sure that I can educate before legislation and make sure that my patients, who deserve the best possible care from me, can get it?”

I want to talk about the Seeing Beyond 2020 campaign, but do you have any other thoughts on the future of Canadian optometry? Where do you think we are going, and how can we do our part to make sure the profession thrives in the future?

It is wonderful to be able to look forward. I love the tagline at the top, The Future of Canadian Optometry. I'm optimistic. There are lots of things to dig to be able to do with that entry. One of the things we haven't talked about in-depth, but is worth expanding on, is the depth and breadth of optometry.

There is an increasingly critical mass in specializations. While we are not able to designate that for various reasons and different jurisdictions, largely because of marketing and advertising, there is a growing awareness that you can limit your practice to specific areas and do it well. You spend additional time and training. You see more complex patients in that space. It is beneficial for both our colleagues who may be doing primary care, and not low vision rehabilitation as a specialty. To do that takes time, energy, and expertise. That can be cultivated and developed. The patient benefited by not being limited to what we think is the limit of what we are able to do, but rather working collaboratively together.

TTTP 95 | Waterloo School Of Optometry

Waterloo School Of Optometry: There's a growing awareness that you can limit your practice to specific areas, and do it very well, that you spend additional time and training that you see more and more complex patients in that space.

There is a group called the Canadian College of Specialties in Optometry, spearheaded by Alberta. They are working closely with Forac, which is the national association of the regulatory bodies of all the provincial colleges, to be able to recognize that there is some benefit to the public to know who might be in those different areas who might have had the additional training, education, and credentialing. Recognizing that it is not all about school and education. There is a great deal of clinical wisdom and experience that is brought there as well.

The CCSO is working on trying to create that framework and a pathway for the Canadian context, being able to help support both the regulators and the profession in having a reasonable, attainable, credible, and defensible path, and being able to recognize specialties and they are doing some good work. In full disclosure, I'm one of the directors there. I'm interested in being able to engage with the profession to help address any pain points or concerns, and help promote that credentialing as a benefit to the public and the profession. We start to understand who might be able to do those kinds of things in a way that would maintain the standard and quality that we expect.

The last episode I did on this topic, the Future of Canadian Optometry, was with Dr. Maharaj. He mentioned that. Being one of those ODs, he has spent time specializing. One of the pain points he was talking about was the fact that you can't call yourself a specialist in any particular area even though you have done all the training and specialized beyond what the majority of the profession is.

This is a great initiative to hopefully eventually provide that ability for us to say, “Yes, I'm specialized in this area.” I encourage specialization. It is important. Before I say the next thing, if you can't find the website, Google it, Canadian College of Specialties in Optometry. It will show up right away. Google filled that in for me. I started typing Canadian College of Specialties, and it came up. It is coming up. The website is CCSO-CCSO.ca. That will take you to the homepage there.

This is another example of education before legislation. There are two provincial colleges that are able to make the change and say, “Yes, we can recognize specialists.” The majority would require a legislative change. That is more complex. It would take a lot more effort to be able to make those changes. In the meantime, we can provide the foundation, the education, and the evidence to help support it. When the window of opportunity opens to make those legislative changes, we can be able to help promote that.

There is generally an understanding that it is permissible to say, that you have had additional training in a specific area. We may not say it is a specialty, but residency trained in low vision rehabilitation. In this sense, hopefully, the CCSO can provide a pathway saying recognition through CCSO for a particular specialty area. As that continues to grow in momentum and the evidence, and the support from the public and the profession continue to build, legislative change can happen after the education and awareness.

To go back again to this idea of specializing or having additional training and offering specialty services, when I'm talking to the previous guests in this series talking, how do we offer ourselves from disruption and changes in the industry or how do we make sure that we are the ones that are succeeding or thriving through the changes that are happening? One of the most common things was to offer specialty services.

It was to make sure that you have had additional training. You are not doing the standard stuff. We all understand the standard refraction in the sale of eyewear, if it hasn't already, started to fade as part of our allure for what is drawing people in for their comprehensive eye exam. You start to get these offers and other specialty services like myopia management, dry eye vision therapy, and all these things.

If you can offer those things and let the public know that you offer those things, you are going to be able to continue to succeed from a business perspective to a clinical perspective. It is important for us collectively to think about how we are going to continue to offer those services. CCSO is a valuable resource for us as it grows over the years. Thanks for helping to put that together.

I couldn't have said it better. I'm getting goosebumps as you are describing it because that is why optometry has a bright future. We can continue to do more stuff and be able to help patients in new and innovative ways. That technology and research will continue to be translated into practice. This is why there will always be a role for optometry.

We are primary eye care providers, but as we start to differentiate ourselves for patients professionally and in the marketplace, there is a lot of value that we bring. Coming back to Canada, it has been fun to see those cultural differences. We are modest and self-effacing individually as a profession and as a culture. Having been down in the States for quite a while, I relish the opportunity to champion how wonderful the work is that we are able to do. We need to trumpet that more from the get-go.

We are not good at trumpeting, that is for sure. I love going to conferences. When I got to chat with my friends and colleagues down in the States, it was amazing to see how comfortable many of them are at talking with pride about what they do. They are comfortable with telling people that they are good at it, whereas we are self-effacing and we don't like to brag. We need to start doing that a little more. Let's talk about Waterloo a little bit. Let's talk about the Seeing Beyond 2020 campaign. This is a big campaign for the Waterloo Eye Institute. I love for you to tell us a little bit about what it is. What can we do as ODs and as a community to support them?

The Seeing Beyond 2020 campaign is a once-in-a-generation project. We have a $35 million target. We have already raised $26 million. Thanks to optometry, the industry, and folks. The outpouring of support has been incredible. What we are trying to achieve is to modernize the way we are able to be a national resource. There are three different components to that. One is clinical education and training, another is research, and the last part is patient care.

TTTP 95 | Waterloo School Of Optometry

Waterloo School Of Optometry: The Seeing Beyond 2020 campaign is a once-in-a-generation project. What we're trying to achieve is to modernize and be able to be a national resource.

From a clinical education and training standpoint, it is a modernization of our facilities to better reflect the way that optometrists practice. Being able to now break things out to reflect so that there is pretesting, and less emphasis on the data gathering aspect and more about having the progression into being able to incorporate clinical decision-making. Being able to match that patient experience so that they go through that experience, and not like it used to be back in the day when you took a patient back. They spend the entire time in the room or however long that may be.

There is a notion that there are more streamlined pathways that can still result in good outcomes but not necessarily compromise that experience. It is important for our students to be able to experience that. They will have an integrated way of being able to explore that, and certainly an increased emphasis on ophthalmic imaging, how that works at the core of all the different services, primary care, and specialty services, and being able to emphasize and build up those specialty services that provide a unique resource.

Along with that are things like tele-optometry. Making sure that technology is available to them so that they can be prepared to jump into practice and help lead the way. From a research standpoint, there is going to be a second floor as part of our 16,000-square-foot extension that is going to be a center of excellence. On the one side, it will have biomedical research. On the other, it will have imaging research. We are covering the gamut from cell to society, the basic fundamental science of discovery, translational work, and clinical work. We can cover the whole gamut of not vision science but neuroscience and the like.

Make sure that technology is available to them so that students can prepare to jump into practice and help lead the way from a research standpoint.

Those are ambitious plans where our faculty have rallied together to identify where we have strengths, how we can double down and increase that capacity, and build out. Along with that is the ability to partner with the rest of the University of Waterloo. We have excellent faculties in Engineering, Math, Health, and others.

We can help to shape what that AI might look like to help build those bridges and resources that can help support AI and machine learning research to build out the ability to look at big data to help inform not just the individual patient care but population health, and support informed public policy and decision making.

Last but not least, being able to have state-of-the-art patient care so that our students are able to integrate and embrace that. Translating that research into practice more quickly and efficiently. Supporting the development of future clinical practice guidelines, helping to support the rational framework for incorporation of new technologies like tele-optometry, and then supporting that increased depth and breadth, particularly in specialty care.

The Waterloo Eye Institute is going to be a 16,000-square-foot addition to the existing building. It is going to be a complete re-modernization of our clinical facilities where all of that patient care will take place on the first floor. We will also have a tele-optometry hub or mission control to be able to recognize that we want to be able to integrate with that as we look towards the future.

It has been exciting. We are going to the final design. We anticipate being able to go to construction and tender it soon. We are hoping that folks are as excited about our ability to anticipate where the future will go. They see us as a national resource. I didn't go to Waterloo myself. I can relate to those who may not have attended Waterloo. If you are practicing in Canada, there are two schools of optometry. If we are talking about education before legislation and research for the Canadian context, I hope that everybody looks to Waterloo as being that support for your associations, colleges, and your practice.

That is ambitious. That is a word that comes to mind. I like the phrase cell to society. That is cool. That encapsulates everything in between. I didn't go to Waterloo. I went to the New England College of Optometry. NECO asked me for money all the time understandably. I'm sure every school does of their alum. I like to donate to the school and the undergraduate school that I went to. I want to help support the students coming through. I didn't ask bluntly, “Why should I help Waterloo?”

There is so much in there, and I'm asking facetiously here “Why should I?” You mentioned that Waterloo is working with our associations and with the Canadian Association. We're going to see potentially many of the graduates working in our offices, or our colleagues are going to be from Waterloo. It is only to our entire benefit overall for the profession and for the future of Canadian optometry.

This institute sounds pretty amazing. Research is not something I think of often, but it is extremely important, not just in the biomedical sciences but in the technological side and AI. It is amazing what you are doing there. What can we do then to support? The other question is when this is all done, who can come and see it? I love to see what I donate and contribute towards. What does that look like?

Thank you very much for your support. I do not begrudge those. You always want to support your alma mater, and I appreciate that. NECO is a great school. I know Howard Purcell, their president, very well. You do that because that is where you cut your teeth. That is the school where you came from. That is important to do. You framed it well.

The notion is that you always want to support your school. In Canada, with just the two schools, it is important to be able to support us because we support the profession. That can help to support you individually and grow. Those dollars invested will have a tangible benefit because we have the ambition to be able to support and be that national resource. It is not just a tagline or rhetoric that we are prepared to make the investment in time, talent, energy, and resources, and be able to direct that back to support the public and the profession.

You always want to support your school. But in Canada, it's essential to support us at Waterloo School because we support the profession and help support you individually and grow.

In that regard, we are going to have lots of events to be able to help celebrate. We do anticipate having a groundbreaking ceremony, whether ceremonial or actual. It will depend on the timing of working with the architects and the construction folks. We welcome everybody and anybody to come and attend our programs, visit the school, and see what we envision certainly during construction.

It is an exciting time because it has been something that has been in the making for a few decades, and the ability to come together. I'm the spokesperson for it, but it is a collection of folks who have been dedicated, passionate, and persevered to be able to make it happen. We are closer than we have ever been. It is exciting to know that we will be getting a shovel in the ground. Anybody is welcome to visit. We are happy to talk with folks about what the plans are. We are excited about the potential to be able to support the profession and continue all the good works you all do in your communities.

I might want to come by that groundbreaking ceremony. When it is ready, whatever the timeline is, the ribbon cutting ceremony, or whatever happens at that time, I will be there for that too. It is very exciting. Thank you again, Dr. Woo. I appreciate all the insight and for adding your perspective to this important conversation about the future of Canadian optometry. Are there any final words on that note you would like to share before we wrap up?

You are doing important work. This medium is not natural to me. When we visit in meetings and things, I'm comfortable doing those kinds of things, but I appreciate how professional, how polished, and how well you do this. It is important to help to get that message out there. Thank you for what you are doing. Thank you for the thoughtful questions and the challenges to the leaders in the profession in all the different segments. It is important that we get that word out there that we all want to work together and make ourselves available to your audience, the profession, and folks that they know. I can't thank you enough for the opportunity. You were flattering earlier, but I'm equally humbled and honored to be a guest.

It was very kind. Thank you very much for your time. I know you are a busy person. To have you on here has been an honor for me. Thank you, everybody, wherever you are. Make sure you check out the Seeing Beyond 2020 campaign and the Waterloo Eye Institute. See all the great work that is going on there and what they are ambitiously trying to build. All the support we can provide is going to be valuable. It is going to come back and pay off for the rest of us here in Canada in the future. Thanks again for tuning in. I will be back again soon with another episode. Stay tuned. Take care, guys.

Important Links

About Dr. Stanley Woo

TTTP 95 | Waterloo School Of Optometry

Dr. Woo is passionate about helping people see. As an optometrist, he works tirelessly to promote eye and vision care for people of all ages across the continuum of care from wellness through chronic disease management to vision rehabilitation. Whether helping a child to see clearly for the first time, or a senior with legal blindness recapture the joy of sight with assistive technology, his sense of wonder never ceases. Education and scholarship have been avenues of inspiration.

Stan has mentored students and residents as they sought to fulfill their potential in health care. He strives to better understand how rehabilitation and technology may help the visually impaired optimize their remaining vision to maximize quality of life and independence, and even has a couple of US patents.

Stan enjoys pushing the boundaries of what’s possible and exploring how we can enhance vision and health. Dr. Woo has had the good fortune to be part of strong teams and is devoted to giving back through service. As President of the Texas Optometric Association, he learned invaluable lessons in collaboration with government and regulatory agencies. His Rice MBA team in medical and health care management presented a model for urgent care clinics to fill the network gap in the Texas Children’s Hospital system.

As the Dean of the Southern California College of Optometry, he applied a health systems perspective to help support the transformation of Marshall B. Ketchum University into an interprofessional health sciences institution. After many years in the US, including optometry school at the University of California at Berkeley, Stan is delighted to return home.

Serving as the Director of the School of Optometry & Vision Science since 2017, he and the team are rolling up their sleeves and poised to do great things in eye, vision, and health care at the University of Waterloo.

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Episode 85 - Mr. Alfonso Cerullo, President Of LensCrafters - The Future Of Canadian Optometry

TTTP 85 Alfonso | LensCrafters

Given the challenges in our country, like COVID, and the current state of Canadian optometry, Canada still has a solid market from a business perspective. As a profession, Canadian optometry still has a high demand for doctors to grow because of the elements which play a massive role in the industry. In the fifth installment of The Future of Canadian Optometry Series presented by Aequus Pharma, Dr. Sian speaks with Mr. Alfonso Cerullo about his perspectives on the profession's future. Mr. Cerullo shares his thoughts on the following topics: independent vs. corporate optometry, what increasing access to care means, the value of the eye exam, and emerging technology. Tune in to this episode and be sure to check out the entire series of interviews with leaders from various large organizations in the Canadian optometry space.

Watch the episode here

Listen to the podcast here

Mr. Alfonso Cerullo, President Of LensCrafters - The Future Of Canadian Optometry

This is the fifth of six installments or the fifth of six interviews that I'm doing with leaders from various organizations across Canada that have footprints within the Canadian optometric market and in the industry. Generally speaking, they are large players in the industry. We are talking FYIdoctors, Specsavers, IRIS, and LensCrafters, which is going to be our interview.

If you haven't heard the previous four interviews, I highly encourage you go check out Dr. Alan Ulsifer from FYIdoctors, Dr. Daryan Angle from IRIS, and Mr. Bill Moir from Specsavers. All of these interviews have been valuable and truly insightful into what the future of Canadian optometry is going to look like from the perspective of these different leaders in different organizations.

What I have said along the way is that some of these guests have been very candid and very open. They have been open to discussion, open to face these questions head-on, and open to answering the question that I'm asking. Some guests are not so open. It has been interesting to hear your feedback as these episodes have been rolling out and to hear feedback from people who are listening and from my colleagues who tell me, “This person was open. This person was not so open.”

I appreciate that feedback. I appreciate you sharing. As I always make the request, please do share this with our colleagues across the country, whether you post it on Instagram, or post a link on LinkedIn or Facebook. Send a text with the link to your friends so they can tune in, whether they are watching on Facebook, YouTube, Spotify, Apple, Stitcher, or wherever platform because all of these conversations are valuable.

What I would love for everyone to take away from this is that we all need to be collaboratively, as optometrist and as colleagues, pushing in the right direction. Pulling in the right direction or however you want to look at it, and making sure that the public has the highest possible perception of our profession and what we do in the service we provide.

The fifth of the six episodes is with Mr. Alfonso Cerullo who is the President of LensCrafters and For Eyes. LensCrafters is one of the biggest retail met brands in North America and the biggest one under the EssilorLuxottica banner. Having Mr. Alfonso Cerullo on was very interesting and sharing some valuable insights. One, I'm going to tell you right off the top. I love that Alfonso shared that optometrists have the power. We have the power to decide which direction our profession is going, and which corporation we want to work with, whether we want to work independently. Ultimately, we have the power

 If we make a decision to work with a certain organization that may not be driving the profession in the right direction, that's on us. If we make the decision to work in a certain direction to make sure the perception of our profession is always elevated, that's on us. That's our responsibility. Without giving away too much from this interview, here is the conversation with Mr. Alfonso Cerullo. I hope you enjoy it.

Mr. Alfonso Cerullo, thank you so much for taking the time to join me here on the show, in particular for this very special set of conversations that we are having that I have called The Future of Canadian Optometry. Thank you very much for joining me here.

Thank you, Dr. Harbir, for the opportunity. Thank you so much.

My pleasure. Alfonso, you probably know this now. A few months back, I put an invitation on the show to invite leaders like yourself and from other organizations to come on to share their thoughts about what's going on in our profession right now. I ask every guest at the beginning of each interview that I would love it if you could be as candid and open as possible to share your thoughts on what you think is going on these days. I start every guest with the same question. From your perspective as president of LensCrafters and For Eyes, what do you think is the current state of optometry in Canada now?

I have to say that from a business perspective, Canada is a very strong market for us. Looking back to the last months, this 2022, then also starting from the middle of 2021, we are doing very well. It's a very solid and strong market. We are very happy to be there. We are also experiencing some trends that start a little bit early here in North America. Many related to the doctor and supply. There is a strong need for doctors, and if we don't handle this carefully, it could be a potential challenge for the Canadian market.

TTTP 85 Alfonso | LensCrafters

LensCrafters: There is a strong need for doctors, and potentially if we don't handle this carefully, it could be a potential challenge for the Canadian market.

For optometry as a profession, from what you've seen in Canada, particularly, and from the service provider's or optometrist's perspective, do you think that the profession is strong? Is it growing or is it doing well? Do you see some pitfalls or challenges right now?

There are several types of challenges. We cannot forget COVID. COVID-19 starting in 2020 has been a strong element of disruption for all of us and any professional in this market. Including the ODs. All of us out there are trying to rethink how to do the things that we used to do in a different way. Technology played a strong role during COVID. As a result, people change their mindset personally and also the ODs. The work-life balance became even more a very important element in the life of people and the life of doctors.

This generates some change in some disruption in the industry. On top of those that I just mentioned, let me say there’s a lack of supply. We need more doctors. We know that there are more practices that are growing. There are new players coming into the market. The demand for doctors is going to grow. Let me say together with these different needs that the people have over work-life balance, this can generate some disruption. As I said before, technology can come in our favor like tele-optometry and remote care. This could be an element that can mitigate these potential needs.

That's something we are going to touch on in a little bit. You use the term disruption there a couple of times. That is going to be my next question. It is related to disruption and the various disruptive forces. COVID was maybe the biggest global disruptive force that we have faced together. Here in Canada, what other forces would you say are potentially disruptive? We hear a lot about consolidation, new players, and eCommerce. Which of those do you feel is maybe playing a bigger role? What do you think optometrists should be looking for?

All of the things that you mentioned are already there. All of the things that we know in the market. There are new players that are coming out there that have their own strategies. eCommerce is playing a big role. Considering how important is eye care or vision care, one of the most important elements that we should look at very carefully is the availability of doctors or the number of doctors that we have in the market. LensCrafters operates in US and Canada, but looking overall at North America, we know that on average, there are 1,700 new grads joining the community. It’s a little bit less or a little bit more every year. They are joining the family.

When you look at the number of doctors every year who retire, they are almost in the same range. You have 1,600 or 1,700. In terms of head counts, and the number of people or doctors that are available to serve the community, we are almost there, but then there is a material element in terms of work-life balance that is reducing the availability and the access to the care to the entire market and community. Together with the fact that there are more doors. Yes, there are new players coming, but there are also private entities in corporate businesses that want to open new practices in the market.

On one hand, this is something very good for us because it means that this industry is very healthy. There are new operators that want to come. What is important is to make sure that we are continually giving access to care, which is the final goal of all of us. We are continuously giving high-quality vision care to patients.

What is important is to ensure that we are continually giving access to care and high-quality vision care to the final patient.

We need to make sure that we make it appealing to new people or young potential doctors in this profession, the doctors and the ODs. We need to work with schools and make sure that the school of optometry are very visible and there are more doctors that are joining them. We are supporting ASCO in all ways possible. One of their last campaigns is Optometry Gives Me Life.

We have been a leading supporter of this campaign to make sure that new generations see optometry as a very solid and strong profession from a business and professional standpoint. They can be very instrumental in serving the community, for access to care, and giving the gift of sight to the people. I strongly believe that as long as we have enough doctors and the doctor community is strong out there, all the other elements that can be disruptive are mitigated. That's what I think.

There has been a lot of talk about this during the series of conversations that I have had. There’s a fair amount of talk about the demand or the potential lack of supply of optometrists. You touched on a couple of things that make the profession seem desirable and attractive to potential candidates and students who may be going into that path. That's one of the questions I will probably be asking you again towards the end of the interview. Do you feel that having more schools is part of the answer?

I don't know if it is a matter of the capacity of schools and if we need more schools. There are some states at least in the US where there are areas that are not covered by schools. This can facilitate access to the schools and make sure that the people choose to go and choose an optometry school that they want to go to. What we need to do even more than most schools is to create a strong awareness of this profession. Making sure that when the students out of high school have to decide, they know that there is a strong profession out there that the market needs. There is a stronger demand. It’s a good moment to join this industry.

These are the things that we need to make sure from everywhere, and that these new potential doctors are knowledgeable and they know. They have this awareness that the doctor, the ODs, and the optometrist are out there. It’s something that can be good for them. I guess that now, optometry doesn't have the same level of awareness of the people that should choose a school that another type of profession has.

As part of that conversation of there being not enough doctors, some have suggested through these conversations that there should be more schools. There should be more acceptance of students, and therefore greater output of ODs on the other side of it. I will say within the OD community, there's some concern that if that's the case, then it lowers the bar to entry and therefore lowers potentially the quality of the professional that's being out there and being put out there. It then devalues almost the profession in a way, if there's now potentially an oversupply of ODs at some point. Do you feel that that's a legitimate concern? Is that something that may happen?

I have had several opportunities to talk with the schools. The schools of optometry will never allow that. They will never ever lower the bar down to let more people get in. It's something that I don't think is going to happen. All the schools that I had the opportunity to speak to always made this point. It's more a matter of having more people trying to start this school, trying to start this profession, and trying to become optometrists, rather than saying, "Considering that we don't have much, let's lower the bar down.” I don't think that this is something that is going to happen. It’s a risk. I don't think it's happening, and I hope that it is not going to happen.

The schools of OME will never allow lowering the bar down to let more people get in.

The core question that I post when I put that initial invitation to the various organizations in our industry was, what is your organization doing to support the profession of optometry as a whole to help the profession in Canada to grow and thrive in the future? I would like to know from your perspective and as president of LensCrafters or if you are willing to speak beyond that to EssilorLuxottica as a whole, what would you say is the organization doing to support optometry?

A quick introduction. We know that LensCrafters is part of the EssilorLuxottica group. EssilorLuxottica is a new company that is coming from the integration of Essilor and Luxottica. It's the bigger player on a global scale in this industry, and LensCrafters is the optical retail chain here in North America. It’s the corporate retail chain.

We are part of a vertically integrated business. All we do is all about spectacle and eye care instruments. We round the industry. We’re trying to be an open player to elevate the industry. Even because of the position that we have as the leader of the industry, we strive to let this industry grow. Only if the industry grows that we can grow in terms of business.

Looking at LensCrafters, it's our biggest optical retail chain in North America. We have overall 1,000 stores split between the United States, Canada and Puerto Rico. All we do is make sure that we provide high-quality eye care and eyewear. That's what we do. If you look at our brand value proposition, we want to set the standard in the industry to make sure that every patient every day in every store can have these high-quality eye care and eyewear.

Also, we always say, and this is something public that we are always sharing in the market, we want to be the trusted optical retailer in the community. Trust is something very important for us. You build trust. Thanks to the many things that you have to do as an optical retailer. Good stores, equipment, product and environment, but mainly good doctors. When you look at the community and you want to be a trusted optical retailer, the doctor is essentially one of the main characters of what we are doing.

TTTP 85 Alfonso | LensCrafters

LensCrafters: So when you look at the community and want to be a trusted optical retailer, the doctor is essentially one of our main characters.

We work around you to make sure that the doctor is very visible in the community. He can showcase the high-quality service that we can provide. The question is, what do we do? First of all, we are always committed to making sure that we are always a cutting-edge store. Our remodeling and relocation of new stores is something that is part of our strategy. It’s a constant element. We are talking huge investment in terms of CapEx, and this is one of the elements. The doctors that want to join us can see that they are joining a company that is looking at the store as a key element of the community, and put them in a position to showcase a high-quality journey. That’s the first one.

The second one. When a doctor joins us, in both cases, if it is an employee where it is allowed by law or if it's a sublease, a doctor that is joining but is a completely independent doctor, at which we are subleasing part of our stores. In both cases, we make sure that we always have up-to-date equipment for this doctor. We make sure that all the best technology that is out there in the market is present in this practice at a very convenient price.

This equipment can be very expensive. You can have an optomap. You can have the Drum, this digital refraction equipment and all this stuff. Setting up the practice can be a challenge mainly for new graduates because they are also paying for their schools. By joining LensCrafters, they can have all this technology in a very beautiful store with a very good deposition in the community, and at a very affordable price. Everything is included in the lease.

It's important to say that you will never feel alone in LensCrafters because this doctor is going to join a huge community. We are more than 800 sublease doctors and more than 2,300 employees. The community is very big. When I say 800, it is the sublease holder. In each practice or the sublease holder, there are other doctors. You can multiply the 800 by 2. We are talking about thousands of doctors that are part of this community. They will receive newsletters. We have a moment that we come along together and so on and so forth.

Also, we are a leading player in all the major industry events. Many of them are in the United States, but I also know that the majority of doctors that I know from Canada used to join it when they were talking about AOA, the Academy, Vision Expos, and East and West. Everyone is coming there to understand where the industry is going. In all of these, there's always a leading player. It's a solid company that invests money to make sure that we are providing high-quality eye care. You can join a huge community of doctors, so you can be up to date and be part of it, and you can have a leading position in all major industry event

In the terms of making sure the profession continues to grow. You've described there a setting for an optometrist to grow and pursue their career, and be part of a community. It's nice from that individual optometrist's perspective. We are looking across the entire country, for example, with various challenges that are happening such as in Ontario with their negotiations with the government there and things like that. How would you say LensCrafters is elevating the profession or strengthening the profession of optometry in those types of situations?

The example that I always used to share is the following. Now, if you want to be an independent doctor and you are a new grad, it is not going to be easy. You have a lease. You need to build the practice so you have CapEx investments. You need to keep your practice up to date, always beautiful, and showcase who you are. You need to maintain this practice. You need to have personnel and people working for you. It depends if you just want to be a doctor at just an eye care practice, or you’re also selling spectacle products out there. That situation is even more complicated. You need to manage a back office. It's not just about people, but you need to have also technology and instruments to manage the back office.

You need to have a website. You need to invest in marketing to be visible in the community. You need to have an HR and a system to let you manage the practice. You need to have an appointment booking management tool to make sure that you can handle your booking in a good way or in a seamless way. All these things are all challenges that when you are a doctor managing your practice by yourself can be a headache instead of joining a big optical retailer or a big organization like LensCrafters where you can have a lot of these things with a very affordable sublease contract.

You are already joining a company that has a strong guide within the community. You have a company that is already giving you a practice that is remodeled and fresh with equipment and everything. You already have a system and back office. Now, if you have any kind of equipment or instruments that is not working, it’s independent. It’s on the practice to make sure that this is working.

We have all back office, contact centers, and eye care operation teams that are making sure our doctor community can be always up and running in a good way. Nobody is perfect. You can have areas for improvement, but in terms of the operative model, we always try to serve our doctors in the best way possible, and the service level is pretty good.

TTTP 85 Alfonso | LensCrafters

LensCrafters: You can always have areas for improvement, but in terms of the operative model, we always try to serve our doctor to come in the best way possible.

You touched on the word corporate or corporation. That is the next question I was going to ask you. From when I was in school, and I know it’s from higher years as well, but the conversation starts to happen while you are in optometry school. It’s this division between independent and corporate optometry. I would like to hear your thoughts on what you think and if you could define each of those, and then where does the LensCrafters model fall in that?

What I’m going to say is pretty straightforward. It could be strong. This definition is one of the most confusing definitions in the industry. When I joined this industry, I'm a managerial engineer. I'm an engineer and I spend most of my life in consulting. During my professional life, I joined Luxottica, and then I start looking after this optical retail business, first in Australia and then here.

At a later age, I got in contact with this definition, and it's confusing because you have corporate and independent. Normally, what we mean by this is corporate are all the big operators of the optical retail chain. That's the overall definition that the majority of the people land on. We have the independent that is the single doctor with his own practice and so on and so forth.

It's a way to define something. If this is the definition, it's pretty clear. Where I focus on is what we want to mean with the corporate retail chain and independent. If all of us have the interest to define what type of eye care service we are providing to the community, so then it is worth understanding and clarifying.

For me, the important thing in any definition that we use is to make sure that the doctor is independent in the sense that he can manage and execute his profession in the best way possible without any condition. That's the way because you need to provide an eye care service to the community, and this should not be influenced by anything else. You should be independent.

Make sure the doctor is independent because he can manage and execute the profession in the best way possible without any conditions.

If instead you are employed in an organization, you should make sure that you are this independent. You are executing your job in a way that you are still providing this service to the community. In LensCrafters, to keep our life easy, we have both of them. The majority, more than 800 stores have this sublease model. What does this mean? For me, it’s one of the best ones because you have an independent sublease doctor that is operating in his own practice as an independent. He is not influenced at all by any sales coming from the product and material because he's not sharing any profit from the product and material. He's just operating next to LensCrafters.

It’s all the things that I told you before. He made his own decision and say, “I want to join LensCrafters. It's a strong brand. I can have traffic over there. They invest in marketing for me. They give me all these eyecare operation tools that I can operate in my practice. It's good to go there,” but he's independent. He’s got nothing to do with us. This is the model that we have in Canada.

In the United States, we have the majority of subleases but we have also employed doctors. When it comes to employed doctors in the United States, we strive for continuous employment, with continuous learning, with the processes and procedures to make sure that whatever is happening on the other side of the business, the doctor follows on the eye care. There is no difference in terms of equipment. The equipment is the same.

There is no difference in terms of the time that we dedicate to the patient in employed stores or in sublease stores. All the metrics and KPIs, when you look at it, are very much comparable. We are obsessed to make sure that these KPIs on both channels are very aligned because what we want is to provide high-quality eye care. Personally, the sublease model can remove any doubt because you are providing the best eye care backed by strong operators that can provide the best eyewear.

TTTP 85 Alfonso | LensCrafters

LensCrafters: The LES model can remove any doubt because you are just providing the best eyecare begged by a strong operator. So that can provide the best.

The definition is implying something, especially the way that it was always presented to us in school, and the implication is that corporate optometry is the less desirable route. The evil corporations will set you up that way, and the understanding or implication is that they are determining how you practice. They are determining how many patients you see. I know in some organizations, from what I understand anyways, that is the case. How many patients do you see? How much time do you spend on each patient? I would like to know your thoughts on that. Is that something that is generally the LensCrafters' perception of that?

I have to be very honest. I spoke with our independent doctors and then we look at our business as LensCrafters. There are two answers to your question. The first one is the availability of the doctor and the access to care. If you ask me, considering how important is access to the care, everybody, independent, corporate, hybrid model like LensCrafters, we have sublease and we’re corporate. Everybody should strive to increase access to care. If there is someone in the community that need an exam, he should be in the position and in the condition to have an exam.

Seven days, that's the goal where I try to strive to give access to care to the community as much as possible. Every day over the week. How we can achieve this is a little bit different because if you want to provide high-quality eye care, you cannot have a doctor seven days a week, ten hours a day. That's unfair. That's not good. This doctor is tired. He is not in the best position to provide a high-quality service. You need to organize your practice in a way that you can maximize access to care and make sure that you can guarantee your people a good work-life balance to keep them fresh and relaxed to provide the best service. One is access to care.

TTTP 85 Alfonso | LensCrafters

LensCrafters: Organize your practice in a way that you can maximize access to care and make sure that you can guarantee your people a good work-life balance and keep them fresh and relaxed to provide the best service.

The other one is productivity and the way you want to execute your practice. I think that we are pretty much aligned. There are practices that used to see 10 to 12 people on peak days, and there are practices that on average used to see from 5 to 8. At the end of the day, if you have a doctor in the room managing twelve exams throughout the day is a fair amount of exams to provide a good quality eye exam, and also manage the productivity to keep financial stability for independent practice. Between 12 and 15 is something that is very fair to manage.

You mentioned that you had spent some time in Australia.

I have been there from 2017 until 2020.

The big elephant in the room these days in Canada is Specsavers, and the splash they have made in the last several months or whatever it is since they have made their entrance here in BC. It wasn't directly because of Specsavers, but a lot of the impetus for this conversation and these conversations that we are having is due to the second order, third order effects that have happened.

Other somewhat organizations are recruiting harder ODs and staff, poaching ODs from other places, and things that are happening in response to these waves that are being made. A lot of ODs, all of us essentially, across the country are a little bit on edge like, what is this going to mean for the profession? What is it going to look like 10 years from now?

We try to look to other markets where changes like this have happened and where Specsavers has come in. They originated in the UK, but Australia was the market where we know that they made a big impression if we want to use a diplomatic word. I would like to hear your thoughts as much as you are comfortable sharing. From your time in Australia, wow do you know or what do you understand of the market changing in the period of time after Specsavers entered?

In Australia, I was looking after the OPSM chain. In Australia you have OPSM and you have two historical optical retail chains in this market. When Specsavers came into the market, I was not there. I came later on. What I have been told is that they made the promise to the market, “We’ll open 100 stores in 100 days." This was the call to action that they open in this campaign and this journey in Australia, and they made it.

They did a great job. They went there and they opened a practice. They respected exactly the timeline of what they did. About how they operate, I cannot comment. I cannot say anything. Everybody out there is trying to do their best or what they can. Any kind of effect that you may have from the coming of an operator like Specsavers into the market, this effect is completely in the hand of the doctor. The doctors have 100% the power to make this phenomenon a big disruption or nothing. Specsavers, like all of us, need doctors. The only way that they can be successful is if the doctor is going that way.

It's a little bit interesting the dynamic because you see doctors that are very scared about this. I don’t know if they would be successful like Australia, but in case they will be, that scenario would be exactly the doctor that will allow this. Isn’t it interesting, this stuff? The only thing that I can say is that the doctor has the power. They should understand exactly what they are going to do, and then make their choice. You cannot eat the cake and have it.

That's a fair point. The optometrists are demanding. We want the cake and we want to eat it too. That's the way we work. We have talked about the importance of the eye exam. One of the questions that I'm asking everybody is how do we create the perception of value through the eye exam service? How do we leave a patient feeling that the eye exam was worth the amount of money that they paid, hopefully, beyond or exceeding the amount of money that they paid? In your opinion, what have you seen on that side of the business in the eye exam? From the eye doctor's perspective, how do we create that value?

There are two key elements on this point. The first one, which is your first point, is perception. This is based on the awareness that the people have about the site and about eye care. In a world where the industry becomes a commodity, there are many operators that go in that direction. It's about price. It was about cheap. It's about the spectacle on the face of people because, with the price that they have, they cannot afford all the extra costs to provide high-quality eye care. The more we go into a world where the industry becomes a commodity, the more the customers don't see the worth of an eye exam.

TTTP 85 Alfonso | LensCrafters

LensCrafters: The more we go in a world where the industry becomes a commodity, the more we play and communicate as much as possible in the industry as a word of mind instead.

Instead, the more we play together and communicate as much as possible in the industry through word of mouth when a customer or a patient is in the doctor's room, or any magazine of the industry. How important is it to take care of your eyes? How much can you discover about your health testing and have an eye test? I don't remember, but it’s probably something like 80 or 90 different types of disease. You are a doctor, you know better than me, but how many can be discovered by just inspecting the eye? You can save lives by having an eye exam.

The more we are able to let the patient in their interest know that they should have annual exams. They know that it's important to have an annual exam for their safety and for their health, and they take care of their eyes like they take care of their teeth. You go to the dentist probably every month, every eight weeks, or every three months. There are many people that don't visit an optometrist every year. This is something that all of us need.

If we do a good job in letting everybody understand how important it is to do annual eye exams and how important it is to inspect your eye, not only for the good side, it is the main things, but for many other things, the more the customer has the attitude to approach the eye exams and strive and look for a high-quality exam. He’s also willing, if he has to pay, to pay more because he understands the value.

I have been in practice where the customer has been moving across pre-test and test, across 6, 7 and 8 different equipment without telling him anything. He doesn't see any value. We spend time in LensCrafters explaining what an optimal piece is. What are we doing with the vision fee? What does this mean when I'm doing the refraction? We spend time after the eye test. The doctor spends time with the patient to make him understand, “That's the overall situation. That's where you are.” Let him understand the situation regarding his health and his eye. The more we do that, the more he is willing to pay and so on and so forth.

The second question is the feeling. Do I feel good enough? Is it worth the money that I spent? Honestly, back to the first point. When you have a good expectation, then you can evaluate if this expectation is fulfilled, and then you can make a choice. It’s not only based on the price, “It’s a very good deal. I didn't pay anything.” You can make a choice on price and on service. You create the feeling later on. If you are in a world where everybody understands the importance to take care of their eye, so then people are willing and open to pay if you are a good operator in the community and you are providing a high-quality service. The competition then is on the service rather than on the price.

If everybody understands the importance of taking care of their eye, then people will pay. And if you are a good operator in the community, you are providing a quality service, then the competition will be on the service rather than the price.

Many of us understand or appreciate the fact that if it's a race to the bottom and if it's a matter of commoditizing and lowering the price, it's ultimately going to devalue the service or the perception of the service. On the flip side, I'm curious to hear what you think about if you do have a patient in front of you who values the service that they are getting. They understand that we can potentially find these multitudes of diseases.

The service provider or the clinic provides a very high-quality eye exam with all of the things that you mentioned like the technology and education aspect. On the low-end, you could go all the way down to $0 and give an eye exam for free, but on the high-end or the other end, it doesn't have to be at the very high-end. How much do you think a provider with that high-quality comprehensive eye exam should be charging?

Canada is a little bit different from the US with insurance. There is a copay. Even then, there is a world about the copay. How much should be the copay? How much are you charging? Even there, it depends. I give you an example of lawyers. With the same lawsuit, you can visit ten lawyers asking for the same service, but you can go from someone that is pretty much zero or very cheap to someone huge and super expensive.

They both have degrees. They both are lawyers. They both can practice, but you have a choice because you have a clear expectation. It’s the same thing when you go to a doctor or any specialist. There is any kind of price. I think that the price of a specific practice should be made by the doctor. He knows what he's offering and he is able to explain it.

With that said, let me give you an answer based on what I think, making the conversation general. How much you can charge? You have the best interest. You know what are you doing and the service you are providing. You can define a price, so you should be free to charge whatever you want as a doctor. I think on average, a pre-test is optimal. An eye test in the range of $100 is a fair price.

Your example of a lawyer is an interesting analogy. It is relevant because many of us have the perception that lawyers may be overcharging sometimes. We can appreciate that there is got to be a balance in there somewhere. Let's say I gave you the example of a lawyer, the same lawsuit as you said. One lawyer charges $50 an hour and the other charges $300 an hour. What would your perception of their work be?

On a like-for-like basis, let me say this. If you are providing safety, it should be like for like. If you get an eye test, you just go in for a pre-test, adjust refraction, and then you got the right test and you are out, you charge $50. You need to understand what are you buying. On a like-for-like basis with the same level of charge, you cannot grow 600 times, $50 and then you go to $300. That's unfair. This is not good. On a like-for-like basis, it's not acceptable. Most likely, the $300 doctor is not going to have a big following in the community on a like-for-like basis.

You need to understand what you are offering because, for $50, you are having a very basic exam. You are getting into the doctor's room for a very basic pre-test, and then you go to the refraction for a few minutes, and you get out. On the other side, if you walk through a deep pre-test examination, you go there, you walk through the visual field, you go to the outer refraction, you go to the optomap, you have an OCT, then you go to a slit lamp, and so on and so forth, you are having a comprehensive eye exam. I don’t know if you can reach the $300, but you can for sure double or $100 or $150 compared to the other one.

I used the lawyer example because I wanted to make it dramatically different. You are right. In an eye exam case, it wouldn't be six times the difference. More so the question was because you assume from the outside before you've met them or before you've gone through the due diligence that they provide a similar service. Would you perceive the higher-cost one to be potentially providing a more diligent and comprehensive service versus the one that's the lower fee?

It's back to the awareness. If you ask a potential patient what is an OCT, what is an optomap, what is a slit lamp, or what are the benefits of this stuff, we are not doing a good job. We are creating a good condition for the $50 and not giving anything. It’s commoditization. I totally agree with you. The patient is confused and the price becomes a key element to define where you go, but it's because of the industry commoditization. That's the main issue.

We need to spend time with the patient and the community. Let them understand what are you buying because otherwise, you are like the guy that is going around in Ferrari and the guy with the bicycle coming next to him and saying, "How much did you pay for this stuff to go around?" He said, "$200,000." He said, "How much do you pay for your stuff to go around?" "$200." The guy felt frustrated. He says, "How is it possible?" He didn't realize that this Ferrari is completely different stuff. You know what I mean. We need to work more.

We need to create more awareness about what a comprehensive eye exam is. What are the services that you should expect? What the different tests that you have can give to you?" When you go there, you don't see many steps of this journey. You don't see much information that you should collect. It's $50, but mainly when it comes to yourself and to the people you love, the $50, $100 or $150 is not a life change. If you can feel confident that your son or daughter is perfect, they don't have any issues. Awareness is very important. We need to make sure that we let the industry step far out from commodization.

We need to ensure that we let the industry step out from commoditization.

One of the things that you touched on right at the very beginning of the conversation that I was hoping to bring back to you now was technology. You mentioned telehealth. I would like to get your thoughts on what technology should we see coming forward, and how is it going to impact the way we perform an eye exam. How is it going to impact the optometrist's job and position as the eyecare provider?

In my point of view is the following. The current condition is creating a very favorable field for growth over tele-optometry. Back to what we said before. We have 1,700 doctors on the market. We have 1,016 that are leaving the industry because they are retired. There is a work-life balance. There are more doors and rooms coming into the market. The physical connection between a doctor and a room is going to be an issue. More rooms and fewer doctors. How can this happen? Technology is creating a highway, and I'm in favor of certain conditions that I'm going to share with you.

It is creating a highway to break this link between the physical doctor and the physical room. Putting a doctor remote that can cover more room. You are increasing access to the care. You are making this care more available to more communities. You are supporting the demand. The point is that we need to be very careful not to create a jungle because, in the world of tele-optometry, you can find lots of things.

This can be a tele-optometry between me. It's a video conference tele-optometry. In EssilorLuxottica and LensCrafters, we have the first chain in the group that we are testing this suite. We haven't created. We have built an end-to-end suite with all the equipment integrated into the same environment under a very restricted protocol that is very aligned with the comprehensive eye exams because this is what we strive for. Comprehensive eye exams, so in that case, the doctor is remote, but he has all the information to take and prescribe glasses or any medical decision.

How far is AI from taking over that? If via remote or virtual apparatus were able to collect all the data, how many steps is it until artificial intelligence takes that optometrist seat to compile the data and give a result?

We are in a situation where the doctor is remote, the patient must be in the practice. That's where we are now. If I understand what you ask, you say how far are we from both.

How far are we from the doctor potentially not being part of the equation?

That's impossible. I had the opportunity to spend a few years now in this industry, Australia and here. The eye is so complex. Not just these, you need to make sure that you are analyzing these patients and you are executing the subject interview with the patient by asking questions to him and interacting with him, and ask the following questions based on the first question that you asked him. Many venues can be open when you are doing the exam.

Only human beings have the experience that can reach this quality. We are all different from one another. Even if you are very close to another one, everything is different in terms of age or lifestyle. I strongly believe that an algorithm can never substitute a doctor. I don't think that in twenty years, we can have artificial intelligence that can substitute a doctor.

The other thing that we touched on earlier was the demand. We touched on that fair bit about the demand and the lack of supply of optometrists. Part of the impetus for this whole series of conversations was that there is a demand for optometrists. There's a mad scramble right now to recruit optometrists or new graduate optometrists. Part of that is some incentive programs that have been rolling out with certain organizations, whether it's signing bonuses or large salaries to work in certain locations or forgivable loans from some organizations.

It all looks very lucrative and glamorous for that new optometrist, but my question to you is based on all of that, do you think that that new optometrist is the person who would leverage looking at all of these incentives in front of them and making a decision based on those incentives? Is that new grad the person with the leverage or is it that these corporations are potentially clouding this optometrist decision and their career path and there could be long-term implications to those decisions?

I think that the market is in distress. There is a strong demand for doctors. Everyone wants a doctor. This is a general market rule. The more the demand is strong, the more the price goes high. We cannot do anything. It is what it is. It's an input for us. What we need to look for is a fair market value. When there is a fair market value, then there’s a fair market value to operate and that's what we have to do. Then there's the chain. The $50 cannot be anymore the $50. The $50 becomes $60, $70 or $80.

At the end of the day, it is a spiral that closes on itself. The more everything goes up, the more the service is going to go up, the more the people have to pay, and that's it. It is what it is. These are money. This is the market. This is a condition that it’s creating there, but how much this one can influence the decision of new grads? I don't see the risk because it’s the same stuff when the profession was much cheaper. You graduated yourself. I make it up. You can get $100. There is someone that can give you $120. You were moving from $100 to $120. Now, the situation is much worse. You start from $200, doubling. I make it up. You are moving from $200 to $250, but it's the same. The mindset of the doctor is exactly the same.

Money is money. These people are out of school. They have to repay the loan. They need to take the best decision in their interest from a financial standpoint. They need to repay the loan. They need to start building their lives. They need to grow and be successful in their life. I don't think that this can influence more or less the way our doctors used to make a decision and now they are making decisions. I make it up. If a doctor would like to be independent, and they were striving for this, he's going in that direction. No matter if before you could have $100 several years ago, and now you are getting $200. That's what you want to do. You go there.

I don't think that this is something different from what it used to be. If you are independent, you know that if you need a doctor operating in your practice, you pay more. You need to ask for more money. I don't think that this one can influence the way how would the doctor will operate. It's a market condition. It is what it is. There is no market that is only $100. An operator in the market is offering $500, so then yes. This can influence the potential decision of a doctor, but if everyone is on $500, you move from $490 to $510. It is what it is.

TTTP 85 Alfonso | LensCrafters

LensCrafters: If you need a doctor operating in your practice, you pay more.

Let's go a little earlier on in the educational timeline. If we rewind a little further to a student who is like how you were talking about earlier, potentially thinking about going into optometry or evaluating their options in the healthcare field. What advice would you give to that person regarding optometry?

Do it. At this moment, this is one of the best choices that a young student can do, 100%. There is no other industry so healthy as the optical industry. It's good for them. It's good for us. It's good for the patient. There is a strong demand there.

The last question I want to ask you is any other words of wisdom or any other thoughts or insights that you have regarding the profession or regarding optometry from your time in the industry that you would like to share with the audience.

The doctors in the optical industry are the main player. Most of the time, they don't come together. Listening to the view and the voice of the doctor sometimes is not easy. Instead, there are some communities, in a certain way, that should strive to make it easier to understand the need, and then all the operators can act in the direction to support them. They are amazing. They are the main player.

Without the doctor, the industry is not there. Everything starts with an exam. Everything starts from a prescription. That's what it is. It's the number one player in the industry. I personally have experienced being someone that wants to listen to the doctor play in my favor. Sometimes it is not easy. There are lots of different interests and you cannot go bold on a few things. You should do probably lots of more soft things in order to make sure that you can make everyone or as many as possible happy. I'm very happy about this kind of initiative. I can listen. I can learn which are the main concern. Personally, in my little space in the industry, I can take it into consideration, but then also the other can take into consideration all these needs. If we are all aligned, we are all moving in the direction that the doctor is looking for.

There are many different interests, and you cannot go bold on a few things. You should probably do a lot of soft things to make sure that you can make everyone happy as much as possible.

I appreciate that. That is one of the messages I'm hoping to share throughout this series of conversations. It’s that the doctors have the power and ability to make certain decisions. They have the ability to direct the profession the way we would like it to go and grow and thrive in the future. It's up to us to take that control of that. Take the reins and make those decisions and not leave it up to other players who may not have optometry's best interests at heart. I appreciate you sharing that, Alfonso. Thank you very much and thanks again for joining me on the show for The Future of Optometry series. I hope you get a chance to listen to the other conversations. They are going to be valuable if you get a chance to tune into those as well.

Please share with me everything. I can understand how far I am from the others.

That will be a good learning experience for everybody to tune into each other's conversations. I agree.

I thank you for that. Thank you for hosting me. I appreciate it.

My pleasure. Thank you, everybody. This is the fifth episode out of the six episodes in The Future of Canadian Optometry series here on the show. I will see you in the sixth and final episode.

That was the fifth of the six interviews that I conducted for The Future of Optometry series, presented by Aequus Pharmaceuticals here on the show with Mr. Alfonso Cerullo, President of LensCrafters. As he mentioned, that means he oversees Canada, the USA and Puerto Rico, a very large demographic, a very large geographical area, and a very large brand.

I hope you were able to take away some useful insights from what Alfonso had to share. Whether you feel it's positive or negative, it's all very important that we take this information and we use it for the betterment of our profession working towards growing our profession in the long term. Don't forget, there's one more episode. This was the fifth. The last and sixth episode is coming up with Dr. Kerry Salsberg. I wanted to round up this whole series of interviews with a conversation with a successful and independent optometrist, and Kerry fits the bill. He will share some very candid insights into what we need to do as optometrists to make sure that our profession succeeds.

If you haven't heard some of the previous interviews, please go back and check them out. They are going to live on the internet forever. Whether you are on Apple, Spotify, YouTube, or wherever platform, go back and check them out, and please give me your feedback. I would love to hear your thoughts.

There's a chance that I will have some of these guests back on again in the future. If there's something you think I missed, I want to go back and ask them again down the road. As always, don't forget to share this with your friends. Send a text message, put it on LinkedIn, put up a screenshot on Instagram, and I will see you guys in the next episode.

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Episode 82 - Dr. Daryan Angle, VP At Iris Visual Group - The Future Of Canadian Optometry

TTTP 82 | Canadian Optometry

Dr. Daryan Angle, VP of Business Development at Iris Visual Group, has seen many changes in the Canadian optometry landscape. He was heavily involved in many changes in Ontario in the late 2000s when the profession shifted away from the fee-for-service dispensing model. That (plus the fact that he has acted as chairman of the board for Iris and currently oversees much of their expansion) makes Dr. Angle an ideal guest to discuss the direction Canadian optometry is heading.

In this episode, Dr. Angle discusses:

•         his thoughts on significant shifts which happened in the past (such as the changes in Ontario and the deregulation in BC caused by Clearly)

•         what the current disruptive forces are in the profession

•         how to create value in an eye care practice

•         what is his organization doing to support optometry

•         where the profession is heading

Aequus Pharmaceuticals present the Future of Canadian Optometry series. So stay tuned for all six interviews with guests from different large organizations within Canadian eye care.

Watch the episode here

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Dr. Daryan Angle, VP At Iris Visual Group - The Future Of Canadian Optometry

As always, I am truly grateful for you taking the time out of your day to join me here to learn and grow, especially for this series of conversations that is going to be invaluable for us as optometrists in Canada, to understand where our profession is going, what we need to know that going well, what we need to be careful of, what we need to change, how we should approach the coming disruption and the changes that are inevitable and are happening.

This interview is the second interview in this series of The Future of Canadian Optometry with Dr. Daryan Angle who is Vice President of Business Development at IRIS, which is part of the larger New Look Group. In the last episode, I interviewed Alan Ulsifer who's the CEO of FYidoctors. We got a good perspective of this large organization, FYidoctors, what their presence is, what their plans are and what Alan being at the top of this organization sees as our profession in the future.

Daryan was no different in that being part of a larger organization, being in the leadership of this larger organization and having a very different perspective of the profession as a whole, where we are going and what IRIS is doing within that profession. Keep in mind that the point of these interviews is not to promote these organizations like FYi, IRIS, Essilor, LensCrafters or anyone else. The point is to ask the leaders within these organizations questions that we don't normally get a chance to ask. We will see a large organization making a move, an acquisition and say, “What was the point of that? What does that mean for me as an optometrist or a profession in the future?”

That is exactly what I'm hoping to achieve with this series of conversations, to have this show as a platform to ask hard and direct questions. What is your organization doing to support optometry? What is your organization doing to make sure the profession thrives and that future optometrists have a strong profession that they are passionate about and want to be part of?

What are you doing about these things that are maybe not so positive? What about this thing that your organization did that didn't seem like it was a step in the right direction? As I'm asking these questions, we are able to draw a lot of valuable insight, especially from guests like Alan in the last interview and Daryan in this interview who are willing to face the questions head-on.

They're not scared to take on those challenging questions. They invite them so we can learn about their perspective on the profession. This interview is with Dr. Daryan Angle and this is the second installment in The Future of Canadian Optometry series presented by Aequus Pharma. I hope you love it. Don't forget to share it. Put it up on Instagram or LinkedIn. Send a text to your friend. Let them know that this conversation is happening so we can all learn and thrive in the future.

Dr. Daryan Angle, thank you so much for taking the time to join me for this very important and special series of discussions that we're having on the show. I appreciate you being here.

It's my pleasure. Thanks for having me.

As you know, I put this call out through the show to various organizations in the country to invite them on and chat about where we're heading and what the changes are that are happening in the industry. Since your response and others who have responded to me, I've been reaching out to colleagues across the country to get the temperature collectively. Nationally, how are we feeling? What's going on? What's on our minds? There are some obvious things. There are some elephants in the room and subtle things that are under the surface that seem to be very consistent when I'm having these conversations.

A lot of the questions, discussions and topics we're going to cover in this episode are those questions that have come from those conversations that I've had with our colleagues. Daryan, yourself and most of the other guests that we're going to have on for these conversations are in somewhat of a unique position. You're in a position that most of us are not. You're in a leadership position in one of these large organizations.

You've seen, if not been directly involved, in a lot of the change that’s happened in our country and our profession over the last decade or more. I feel like you and our guests that are coming on will have this perspective that the majority of us will not. I hope that we're able to have a candid conversation. You're comfortable with this. I hope you'll be able to share as much information as you can from his perspective that the majority of us do not have. I understand there'll be some things that perhaps you get to hold close to the chest but as much as you're comfortable sharing, we will all appreciate that. Let's start with this. From that perspective, how would you describe the state of optometry in Canada?

Optometry in Canada has never been so strong in terms of each province, the awareness in the public and the market share that's held. In the majority of provinces, optometrists have been very good in terms of entrepreneurs. There may be some exceptions there based on regulatory history but over the last few years especially, there's been a lot of strong leadership in a lot of colleges and associations.

We're seeing the dividends of that hard work. That's to say there aren't some headwinds coming that we have to be aware of but having been in practice for many years, I've seen a lot of change in a few years for the positive. That certainly makes me proud. Optometry is unique in Canada compared to the US and certainly as a profession globally. In Canada, in terms of all those best attributes you could have in a health profession, we're not just fortunate but we have to give ourselves credit for the efforts as a collective that we've done as a profession. To me, we're in a great spot at present time.

I'm glad to hear you have such a positive outlook. From this perspective of a 30,000-foot view that you might have that the majority of us don't have to feel that we're in a positive place is great. We'll talk a little bit more about where we think we're going and will be down the road but before we get there, let's talk about some of the other questions that are on our colleagues' minds. First of all, the common theme is a question about corporate versus private. If you could define for me in your mind, what is private practice optometry? What is corporate optometry? Where do IRIS and New Look as a larger brand fit within that?

I've never liked this binary labeling of private versus corporate. I never understood what corporate practice meant. There are some definitions thereof. Private practice to me is independently owned by an optometrist wearing all hats of all things in the practice whether that's marketing or HR. All are on the shoulders of the owner. That may or may not be affiliated with some buying group but in terms of the actual function of serving the patient, that's all on the individual.

Where IRIS sits, if I had to give a name, it would be more of a branded co-ownership model. Being part of a brand that's national and having all the tools that a large group can wield but having that ownership at a local level. Having some entrepreneurial abilities to maneuver in your present market as a local owner but using some of the tools that may be other competitors are only there for the benefit of a large corporate entity.

I feel we sit in the middle between what might be considered corporate. One way to look at corporate would be that the dispensary is 100% owned by a large company and then the optometrists have an exam service-only business either within the walls of that or beside. Under the New Look Group, we certainly have that model in some of our optical banners that are not IRIS. To me, that makes sense based on those two terms but IRIS to me sits firmly in the middle trying to grab the best of both sides.

Optometrists have full autonomy to practice to the full scope and even specialization based on their interests. So long as the brand attributes are maintained, there's some consistency across the network.

The thought here is that with corporate, there's this top-down. All of the directives are coming from the top and then there's a loss of autonomy. Whether that's true or not, that's where the negative connotation comes from. Generally, as we're having these conversations, there is a concern that that's going to be the direction that the profession may be heading to a point where optometrists are losing their autonomy and they're therefore wanting that distinction between what is each entity or corporation's perspective on that?

It depends on how you define autonomy. In our network, our optometrists have full autonomy to practice to the full scope and even specialization based on their interests so long as the brand attributes are maintained and there's some consistency across the network. For us, we've learned. We've been built on an optometrist and started in franchising and built up into a partnership model so we know the strength comes from the professionals that are in the clinics doing the work and treating the patients.

We've learned in the past that a top-down approach is a recipe for finding an organization in danger because the fragility of having to centralized approach is pretty apparent. You can see it in maybe other industries where you see large giants fall pretty easily based on some mistakes made by people that maybe are disconnected from what goes on in the real world and we understand that.

With our partners, we've never been more interactive in terms of hearing from them what it is that works and what doesn't work and getting their feedback and contribution on how we define the way we operate moving forward in our clinic. It's about sharing best practices but having consistent scaffolding. The best practices sometimes are hard to share if the way your clinics run is so different amongst the independent colleagues and things like that.

Yes, you can hear something from a colleague that's working but maybe your clinic isn't set up that way. With our network, that consistency makes it easy for us to grab a best practice and then roll out or share it with everybody. All the base things are similar so any innovations are easy to scale up. I was in DC meeting with our VC partners. I'll be also in Alberta and Ontario. That's exactly what our meetings are about.

It's looking at consistent information about the practices because that's the thing. Having tools that can gather data that may be an independent practitioner may not have or you may have the data but how do you crunch the data? How do you use the data to guide where you're going? How do you ask questions? How do you take information with conclusions you think you might have and get feedback from some of the smartest brains that there are in the profession?

Those are the ways that you build strength. To go center top down, any of us who is on Rogers can have an example of how being top-down centralized might put yourself in a much more fragile position than being able to reach into the minds of people that are practitioners who are skilled at what they do and see the effects of everything that you can bring to the table daily with each patient.

There are some consistencies or standardization. I imagine there has to be a model like that. What types of things are we looking at there that would be standardized? Only a few of them, if you want, off the top of your head.

We're on the same EMR model that we've designed ourselves on an iPad base. We have a seamless nine-stage patient experience where all the information gathered from each patient and every touch point is shared on the common platform so that a patient's never having to say more than once what their problem is. Once you intake them, they say, “I'm having trouble in the distance.” They're not going to get asked that same question five times. That information seamlessly flows from intake pretests to optometrists so that patient feels heard. “They heard me. They're a team working for me.”

That platform allows for that seamless communication. In the end, it's trying to increase the perceived value of the experience that a patient has. That's one of the consistencies we have to have because ultimately, that's the promise that our brand is offering to the public. When it comes down to location and the name of the location, we try to keep some consistency there.

There are variations based on whether we've acquired a practice that looks beautiful and we don't want to touch a beautifully renovated practice. Maybe we change some of the display items that are minor and the product mix. Although we do adapt the product mix somewhat to the markets, certainly, there are more consistencies across. Ultimately, what that comes down to is to a patient or a customer, consistency is more valuable even than excellence.

TTTP 82 | Canadian Optometry

Canadian Optometry: Optometry is unique in Canada compared to the US and certainly as a profession unique globally.

We strive for excellence. That's in our DNA. Most optometrists are overachievers, in general, but it's very interesting to learn that consistency is something more powerful in a market than it is in excellence. That can be shown by a lot of brands that are successful and other industries that you’re like, “This place is crappy,” but you go there because you know what it's like. You expect it. It's comforting to you and humans like certainty. I practice in my partnership location out of Waterloo two days a week, in addition to my leadership roles. I see people migrate from all over the country to my location. They're from BC or Alberta and they moved to Ontario. They wander into a location and it's because they're comfortable there.

That to us is the power of our network. Do you give up some of the minutiae of variation? Yes, and some of the things there. You don't control everything as a partner but certainly, you control the quality of care you provide and how you provide that in terms of optometric clinical skillset and focus. That platform gives you so much more power to we're not worried necessarily about even HR, payroll, POS, inventory and some of the things that are not so much. Some people might find it fun. I don't find fun. I like patient contact and that one-on-one experience with each patient and making sure that you're doing an outstanding job.

One of the things that's on a lot of people's minds and I've heard you speak about this on perhaps another show or something, is consolidation. That's something that's been going on for a long time but it seems to be more prominent perhaps as the groups that are consolidating more and getting bigger. In your mind, being part of one of these groups, do you feel consolidation is necessarily inevitable? I suppose we can say it's inevitable. It's happening already but is it necessary for optometry in Canada to remain strong? Is it only necessary from a business standpoint? What is your perspective on that?

The pressures and economic forces are pushing us towards more consolidation. It's ramping up as challenges are out there. Other organizations are looking for expansion. We're a very attractive industry from a pure business standpoint. You look at the margins that I have. People in the financial or general business salivate because these are some good margins. They don't always understand what goes into getting those margins from a service standpoint but it's a very attractive industry for return on invested capital. There's that. With that competitive landscape, it becomes harder to do it on your own.

I'm not saying that the whole landscape will consolidate into a major group or brand. There's always room for very entrepreneurial and strong, independent optometry but there is certainly a lot more consolidation to come. It will certainly hit a plateau. I don't know what that will be but I don't think that it's always going to be 100%. You've got to be a part of one group or another. There'll be a significant chunk of the market like that. Also, for the strong entrepreneurial optometrists, they'll do fine but you'll have to be strong. There's no resting on your laurels. You're going to have to be a pretty smart business person, as well as a professional.

That's not always a hat that someone can switch up based on what you're trained in school. Maybe even how we determine who makes a good optometrist entering school. Is that the skillset that we're recruiting for? You can be very good in school and 90% in your classes but are you entrepreneurial? Can you take the pain of losing money for 3 or 4 years? Can you grind out for hours as you've never ground up before and do things you've maybe never done before, learn as you go and take the failure until you get the success?

That requires a special kind of grit that maybe doesn't even come from school. Maybe it comes from how you were raised or what. If you want to remain separate from a larger banner, that's the skillset that you have to have. More power to anyone who's got that because you'll make a pretty strong business for yourself. You have to love it, love every part of it and do it well.

That strong entrepreneurial person who's built a strong business can survive. What happens to everybody else? They either get taken up, fold or close the doors.

If you've got an existing practice, you've got lots of exit opportunities, whether that's with us or others. The exit strategy for existing practices is pretty robust. You've got lots of choices there. It all depends on how you want your legacy to look when you go, how that transition will look and what the timeframe of that is. A lot of new ODs are not necessarily looking for ownership right away. They want to have an environment where they've got a team or they're around people that can help mentor them. They may find themselves working in different environments to find what they like and go from there. That may be joining a strong entrepreneurial independent practice or joining us and going from an independent contractor into the co-ownership model.

If you're new to the profession, you got to work in a lot of different places to figure out where you like to be and you'll find it. There are always going to be different market segments served by different groups. To be independent, you have to find your niche and be a strong entrepreneur but those independent practices may be quite big and have a lot of associate doctors as well. It's an interesting demographic challenge as the Baby Boomers move towards retirement and we have the Millennials and Gen Zs come up and what that's going to look like. That's why we try to grab the best of both worlds. Lifestyle is also very important to a lot of people and hard to be an entrepreneur to have a balanced lifestyle.

It's not a balanced lifestyle thing if you're a strong, independent entrepreneur. That's where we come in and try to bridge the gap. To build some equity and some long-term value for yourself or retirement or for just having an asset that serves you over time with cashflow and resells value but also gives you a lifestyle so that you don't have to do everything all the time. That's where we tried to bridge that gap.

Being top-down and centralized might put you in a much more fragile position than being able to reach into the minds of practitioners who are skilled at what they do and see.

With this consolidation, I supposed one of the big concerns is that you have entities that are so large that they can affect change themselves. Is that something that you see as potential with some of the consolidation with the organizations that we have in Canada of creating change whether it's legislative or other forms that can affect the future of the profession or the direction that we're heading?

It's always a threat. No matter what, you can't rest on your laurels. We've worked very hard as a profession and in most provinces being independent contractors and always being self-employed. Never being an employee. I don't think there's any province that allows you to be an employee of a corporation. It's pretty clear in most regulations that it's a go-zone for everybody. That's important to maintain. To me, that is why Canadian optometry is awesome. Even if you're in a corporate setting for a year, you're self-employed. You got the tax benefits and write-offs of that. You get that extra bit of freedom and income that comes from that. You don't want that to change.

We need to always be vigilant about the regulations that over the last few years have been put in place in each province and make sure that we have a voice in government and at the table. Also, we're all aligned as much as possible. Ontario is a great example. When I moved to Ontario in '06, it was a mess but slowly over time, the leadership that has risen into the association of college and association with our coordinated action to renegotiate OHIP is outstanding.

We have 95% to 96% participation in the job action unheard of for many years. No one even thought it could happen. That’s aligned with everybody. All the bigger groups were like, “This is healthy for optometrists to do this,” but that's the kind of coordination we need to have to keep the momentum going in the right direction. We all have to be vigilant and get better at how we strategize those things. The Ontario examples are very good ones.

There's always going to be forced to change, especially when you've got bigger groups that have a benefit. We have to be better in that regard, whether that's through associations, colleges or even individual groups using their resources to make sure that we're defending the status quo from a structural professional regulation standpoint but allowing for evolution in the ways that we want through scope expansion and all that. That's critical.

I was looking at that. You're quite involved in those earlier changes that happened back in '06, '08 or '09.

We've made a challenge to some of the regs in Ontario. We responded to being taken to task for our business model in '07 and come to a settlement in '08 but then the regulations wound up changing on the books in '14 kicking off that revolution of regulatory change. 2014 in Ontario was a pretty big year to change and it created a lot of catch-ups.

If you look at markets that may be fertile ground for groups coming from outside of Canada to come in and scoop up market share, there is some risk in Ontario because optometry having been on a dispensing fee, no profit model for eyewear has shifted into either these side-by-side models or private practice, which required your eye exam fees to be sustaining income levels.

As a result, optometry doesn't own necessarily eyewear. There are a lot of independent optical chains that own eyewear. Eyewear, we're talking $3.2 billion a year in business Canada, which my estimate would be 4 to 5 times what your service revenue is in the country. That is the powerhouse. Having a piece of that is what allows you to determine your influence in a country and a province. That's where Ontario in 2014 changed but a lot of catching up has to be done for optometry to grab market share before somebody else comes in and takes it. That's where things get steered.

When the big dollars of eyewear are being captured by entities that can wield that resource in a way that maybe is not favorable to the profession, that's where the race is on. Other provinces have their challenges. BC is more of an open regulatory environment there. The best defense is an offense in terms of getting a stronger presence, being competitive and making it about eye care first. For instance, if you look at Quebec, they're protected by language but optometry has a significant portion of the majority of the eyewear market there. They do steer the ship and keep everybody out but they've got some advantages that a lot of us don't have from a language perspective.

Are you saying we should all start speaking French?

TTTP 82 | Canadian Optometry

Canadian Optometry: Iris sits firmly in the middle, trying to grab the best of both sides of private practice and corporate optometry.

Maybe but there would have to be rules around companies.

You mentioned BC and some of the regulatory changes here. In that period when you were involved in those changes in Ontario, in that case, it was IRIS getting called out for the way that IRIS was behaving in that market that they were not supposed to but it worked out to the benefit of optometry. IRIS was doing something that generally was going to help optometry but a similar type of thing happened in BC where a corporation was doing something. They were getting called out for doing whatever or acting a certain way that wasn't according to regulations.

They took that to court and unfortunately, that's where the deregulation happened. It was performing in a way that they were not supposed to and they ended up getting the regulations to change. For someone who's practiced their whole career in BC, that's where my concern would lie if I'm going to make this a bit more personal. It is in the corporation where they come in and say, “These regulations are not working to my benefit.” The changes that they want to make are not to the benefit of the profession as a whole.

How difficult would it be to stop a large organization from making those changes? That was early in my career so I didn't see the inner workings of it but from what I saw, it seemed like a steamroll. There wasn't a whole lot of stopping that. How do we fortify ourselves? You mentioned the best defense is offense or however you said it but what do optometrists need to do to batten down the hatches and be prepared for potential regulatory changes like that in the future?

In BC, it was interesting and we could probably do a whole episode on it and dissect it but it was a political coup d’état. When you start to track the people, the players and where they were, they were in positions of political influence. There was a plan. It was not that they just came in there, went all willy-nilly and expected to win at the courthouse. They had their political ducks lined up. That's something the profession has to do as well. It's important to get yourself in those rooms and conversations connected to the right political people in various ways to be able to be there to effect change. I could tell you in Ontario, what happened is exactly that.

We were on our own in some ways because there wasn't necessarily the same push to allow optometrists to work with opticians and sell for retail in the colleges and maybe a bit more the associations at the time. Our strategy was very diverse in the sense that I had a lobbyist that I was working with who got me in to meet with some of the bureaucrats because sometimes, the politicians change but the bureaucrats stayed the same. They often hold the power of a file. You need to get to know these people, more than necessary, the politician in some respects. I don't want to speak ill of government bureaucrats but they like to be spoon-fed with information. They don't want to have to work for it.

You don’t go into government because you're a hard-working entrepreneur. You want an easy schedule. Both of my parents were civil servants so I can say that. If they have a file, they want someone to spoon-feed them in the framework in which they're working. If they've got a mandate, you've got to deliver the information that aligns with their mandate to make them look smart when they're talking to the politician or whoever's in their department. There's that aspect. Different regulatory arms are always gathering reports. You got to get in there, get those connections and deliver that.

It was a different media landscape when we were doing all this but we had a proactive PR strategy that was very effective at the time. The media is different now than it was back then. When we start to get into conflict, we were able to leverage the media to our favor and that's a particular skillset. It takes a lot of plans, coaching and the right thing. Also, through the legal aspect. The legal aspect is certainly the most costly. I have in my office volumes of our charter challenge litigation lined up. It's a point of pride.

It was a year of my life where you were researching down to building this legal case under the charter of rights. The legal landscape may have changed as well since that time. The bottom line is you need multiple strategies in the halls of power to even keep things how you've made them. If other forces are coming in, you got to get there. It's hard because the profession is not necessarily huge in terms of dollars to collect, this and that but also with the larger groups like myself and others, working collaboratively together in some aspect is important too.

In Quebec, they are more organized in that way, in which a lot of the major eye care groups are competitors in the marketplace but they're like, “We got to make sure that they don't go too crazy and make it hard for us to operate our businesses. Let's all get together and have some common things that we want to make sure that the government is not going to hammer us or surprise us with.” That's a model that we should be looking at in other provinces too if we want to be more effective. The government also likes alignment. They don't like an anti-competitive activity necessarily. In the eye care industry, it'd be like, “All of us want the same thing here. This is what we want. We're all aligned. We have all this mobilization.”

It’s like with the Ontario Association doing their OHIP negotiation. “We're all aligned. We can't divide these people. We're done. We can’t do anything. We're going to have to go to the table. We can't split them up and make that person want something different and upset.” That alignment is very powerful and that's going to be incumbent on us to set differences aside based on our different models if we want to keep eye care as it is, which I believe is in a very healthy place on the regulatory level.

Build value that far exceeds the dollar and reap the rewards.

With potential forces entering the market and looking to make those kinds of regulatory changes, it is one thing to look at the large entity but then I'm always curious about the optometrists that choose to work with those entities. I'm not picking on anybody here but speaking about us being collective as a profession, wanting to strengthen our profession and do what's best for the long-term for our profession, what would you say to someone if you were talking to somebody who was working at one of these places? It’s all theoretical, Daryan.

I certainly don't judge anyone based on where they choose to practice. You always got to go where your values are aligned. You need to look inside yourself and say, “What values do I have? Also, what long-term future do I see for myself? Is where I'm at contributing to that potential future?” Certainly, if the future puts you less in charge of your life, less self-employed and maybe an employee working not with your autonomy or the scope of the practice you want to, then you got to think about the long-term. What is going to support that level of autonomy and practice? Decide what environment you want to be in that does that.

It's tough because you come out of school with lots of debt. You got a lot of bills to pay and not necessarily looking to go further in the hole to start a business. Not everybody. Some people do and more power to them. It's about aligning yourself based on values. To me, that pretty much gives you the answer. If your values are short-term, I'm going to earn a lot and the profession is damned. It doesn't matter what five years will bring for me. I'm going to make hay while the sun shines. If you do that, you may reap the results of that. We all have to think long-term. It's one thing for us to be in a great place but we want to be in many years in a better place or at the very least the same if it's great now.

When I was young, I came out on my own. I didn't know anything. I was like, “I want to learn the business.” I practiced in so many different environments to find out what I liked to be. Finding a mentor that would fill a gap that was left with school and by sampling different places, I landed where I wanted to be and that evolved too. In my experience, I was like, “This is a pretty cool environment. I like these people.” I found a mentor in Francis Jean, the Founder. I played it cool for a while and practiced not full-time.

I got inspired and learned more about where I was. My career took a trajectory that was natural, exciting and felt like fun more than it did work. The key here is to get on these journeys but think about the long-term. “What's going to give me the best opportunity long-term? What's going to put me in the best position of autonomy long-term?” To do that, you're not alone because there are lots of market forces and groups coming in. What situations are going to make me happy in this situation? I'd hope that it would be in the one where you have some freedom to practice.

That question was off the cuff. I had questions related to that for later in the conversation but since we're on the topic and I derailed myself, I'm going to move on to the same topic. With new grads, you mentioned coming out of school with a lot of debt. That's nothing new. The debt may be a little higher now than it used to be but that's always been the case.

One thing that's different to me anyways and maybe you can confirm or deny this is there's a lot more demand for ODs with the growing organizations, the consolidation or whatever it might be. Also, the salaries that they're being offered or the signing bonuses. There are forgivable loans that are being offered as incentives to try to draw primarily new grads in but even other ODs. They try to sequester these ODs so they can have the manpower to run these businesses.

There are 2nd and 3rd-order effects on other businesses and practices when that thing is happening but specifically with these new grads, do you think that they're in a place of power and leverage because they're getting all this money thrown at them? Do you think that they're perhaps being influenced, almost blinded or at least obscured a little bit by the money and their path maybe potentially be negatively affected by what they're being offered? They're not seeing past that because of the simple math of, “I have debt and I need money,” and that thing happening.

It is tough when it's a mix of both because there's a lot of demand in remote areas. If somebody wants to live or practice in a major urban center, there's no shortage of other optometrists. The market is more saturated. As soon as you go outside the city, the demand is huge because those populations are usually underserved and it’s harder to get optometrists to be there. In those two remote areas, there's more demand than there is supply. That is a power position for a new grad or young optometrist.

When it comes to all the bonuses and things like that, it's getting pretty tough out there for that. We've certainly kept competitive in the market when it comes to some of those things but I like it. For us, it's always about culture, fit and values. It starts to make us feel uncomfortable when we start to lose or an optometrist takes another position because they got a bigger signing bonus or something like that. We're like, “We could pay for that or try to bid outbid but what kind of person are we getting that this is the start of our relationship?” It's a bidding war to get you into our relationship.

We've always been about, “Do you feel that there's a fit with our culture? Do you share our values and passion? Do you like this environment or this family feel that we have? Is that something that you're going to feel good about in 5 or 10 years?” We want that alignment. It sucks when you're out there with all those money being thrown around and we're like, “It doesn't even feel that great as an investment.” If you put yourself as a person who's like, “I'm going to the highest bidder,” then how long are you going to stay until someone else throws some flashes of money?

TTTP 82 | Canadian Optometry

Canadian Optometry: The strength comes from the clinics' professionals doing the work and treating the patients.

In the end, how long does that last? Maybe the dynamics change and suddenly, you've taken a couple of great exciting bonuses and forgivable loans but then maybe the dynamic changes in the market and suddenly, you’re like, “Who is going to be in a position to have a good spot?” It's somebody loyal, fits with the values of the practice and hasn't taken a silly advantage of this point in time.

Now is one thing but what do 5 to 10 years look like? Money doesn't necessarily buy happiness. It looks great in the beginning but ultimately, you've got to feel like when you get up and go to work every day that you're not even working but having fun. That's sustainable. Being paid a large sum of money, not being happy and being miserable is never a good trade.

That was a question that I was asking myself. I was like, “How long will this last?” It seems to have happened very quickly. I wonder how long this little blip will last and then what it's going to look like on the other side for ODs and the market in general when all this money has been thrown around and people are put in positions that perhaps they're not happy. I wonder if there's a correction, what that looks like. I guess we'll have to wait and see. Unless you have some foresight on that, I'm happy to hear it.

I wish I did honestly but it's like anything. It's going to have to correct at some point because it's not sustainable. Nobody can keep paying these things out indefinitely. Ultimately, there will be a return to maybe, “I shouldn't be going to the highest bidder or going into the environment that I want to practice in.”

The pendulum always swings. Perhaps, it's on one side and maybe it'll go the other way when people are not looking for money. I don't know if that's realistic but they're looking for an enjoyable workplace setting. It'd be interesting to see how far it swings back.

Our strategy has always been the same in terms of creating an environment and values that are clear so that somebody knows what they're getting into or feels a particular way in our locations and is in alignment or not. That was always put in there from the beginning. The pendulum swings all the time and the market does crazy things. If you're not consistent, you can get yourself tangled up. We've always tried to keep this straight and narrow. We've got to sometimes remind ourselves, “This is our identity and who we are,” so that there's not that variation and we attract those that have that similar DNA or depth.

You mentioned the perceived value of the services that we all provide. It's one thing if a patient is in the office already and you've got your pathways all set. You know that you have great service and that kind of thing. The patient feels that value as they're going through the process but what about a patient who's not yet in the office and still choosing where to go? To the public in general, how does that person in the public determine the value that this optometrist will perhaps provide? How does the optometrist try to show the public that they're going to provide the most value?

Perceived value is always where the customer or the patient feels they've received more than they've paid for. You need to always deliver more than what the dollar sign at the end of the day shows and that's increasing perceived value. We were like, “Maybe that was expensive but that was amazing.” You don't feel bad about it. You're like, “I felt like they treated me well. This was great. My doctor spent time with me and answered my questions. They have great equipment. They listened and solved my needs. They got great pair of glasses. I'm happy. The dollars didn't matter because they over-delivered what I expected.”

Execution in your location with the idea of that person must feel like they received more than they've paid is critical. It's better to do that by increasing what you deliver instead of decreasing what they pay because that'll get you in some pretty tight spots although that is a segment that doesn't require some lower costs options. In terms of getting out there, word of mouth is still number one. You could spend infinite amounts of money on marketing. There is no shortage of places where you can blow money in marketing. Focus on what you're doing every day in your location first because that person will talk about what their experience is. If it's great, then that person will bring more people in.

That's critical. If you want to keep your finances tight, don't overspend on marketing. Make sure you have an amazing outcome for every one of your patients. Naturally, things like Google Reviews and stuff will flow from that. Focus on the patient. Give that patient an amazing experience. Secondary to that, it becomes a game of how you get exposure out there in a noisy place with devices disrupting attention. It is tough. One of the reasons why we aligned around a brand is that brands are simpler when you build them up. They're addictive. They cut through the noise.

Once they've developed a trust level in the perception of the market, it becomes easier because people are like, “I know this place. I'm going there.” We're bombarded with all these things. Other than that, I don't have the recipe when it comes to marketing. We're still working through and it changes. The landscape has changed in the last few years where you could put millions of dollars and when it's going to yield. We're constantly revising strategies all the time because it's not always certain what's going to work and different markets have different things that work for them.

Humans need to feel they're cared for or listened to, trusted, and not judged. That's the key to building a long-term relationship with a patient or anybody.

Getting out there is tough. I don't think it's any easier if you're in a large group. You've got more money but you could waste that money easily if you're not smart about it. The core always comes back to word of mouth. It is always the most effective advertising that you can have. The rest of it is a learning process and I wish I had the secret sauce because that would make my life easier too.

Let’s say in a place where potentially there's going to be a lot of talk about lower costs of eye exams. A potential patient is standing there looking, “This place is charging me $50 for an eye exam. This place is charging me $150.” How do you think that patient's going to make that decision? Is it going to be based on technology? Is it going to be more so on word of mouth? Is it going to be certain patient going to say, “I don't have more than $50. I have to go to this place?” Is this going to be a mix of all of those things?”

It is going to be a mix of all those things and it depends on what population your practice is positioned to serve. If you are positioned to serve a lower-income population, you're going to have to get competitive on your pricing because that's one of the biggest determinations of what some people have in terms of what their ability to pay is. That's the reality.

If you're positioned for trying to get somebody who's maybe a little more after a client or someone that at least is desiring a good experience, then it comes down to the game of word of mouth and the game of reputation. One of the advantages an independent has too is you can get out in the community and meet a lot of people. You can be a social butterfly in your community and raise yourself to a pretty well-known presence there. That's also very helpful.

People see you around and you're committed to local community stuff. That's always great, for sure but it's tough. If somebody only has a price at which to make their decision, they may start at the lower price point before they realized, “I didn't feel very good. They didn't spend very much time with me. These glasses are crappy. They're falling apart.” It does initially when you get a wave of low-cost options. There are a lot of people that try it out and it may hurt short-term for some people.

Some of the patients or customers say, “I didn't like that experience. I’m going to go back to where I'm used to. I know why I pay more there.” You've got to justify it. That's the thing. That's why I come back to the experience that you give in your practice because if you are charging $150 and that patient didn't feel like you listened to them, that you explained everything or that they got good value for that $150, then you're at risk to lose that person for a $50 exam.

They're like, “I'm not paying $150. This was a terrible experience. I didn't feel important at all. I’m out. I'm going to try a cheaper next time.” I'm not trying to critique anybody but I dare say there are probably practices where the $150 exam is like a $50 experience. Yes, you and that practice are at risk. You got to up your level of experience and the location so that people know what they're paying for. Short-term, there's always disruption when a big player with lower pricing maybe comes in, people get curious and then they go out there. It's coming upon us to tighten up our ship and do better.

With your vast experience here across the country, how much do you think a high-quality and high-service eye exam should cost?

That's a difficult question because there are a lot of regional differences. Our pricing is different per province. The dollar sign doesn't matter. It is the value that you can deliver that exceeds that dollar sign and that's not an exact science. That is like, “What is it that we're able to do for each of our patients and customers? If we charge X, do they still feel that’s worth it?” There's a bit of calibrating that happens there. You introduced some new equipment into your practice and charged for it 100%.

Since the beginning of my career, you charge for what you're worth. You invest in equipment and in yourself to be at the top of your game clinically. Your time and expertise are worth something. You charge. Don't ever discount the services you provide but you got to explain that value to the patient in a way they get it. You got to be a good communicator and figure out how to take your brain from optometry school level science into lay-person. Maybe cuss words if you're working in a stressful environment.

It is about adjusting your communication style with your patients and the way they connect to you. It's a tough question for me to answer because it's like, “If you can deliver a $300 perceived value and only charge $200, then your exam should be $200.” How do you deliver that value? That's the ultimate challenge and the journey that you're on. If you want to keep your prices healthy and high, you got to go, “We've got to deliver more than that.”

TTTP 82 | Canadian Optometry

Canadian Optometry: We need to increase the perceived value of the experience that patient has.

All of us go on vacations. If you pick a luxury hotel or resort, there are little things that they do that may not cost them very much that you're like, “They treat me like a queen or king. “ You're like, “This is awesome.” The per night charge is not low at all but because they've been able to give you this experience, you're okay with it. There are many examples in many industries like that where little things here and there build value that far exceed the dollar and they reap the rewards.

We can all learn from that. I believe it's a strength and not a weakness. Optometry has got a lot of private revenue into it. To me, that's exciting because you have a green field in terms of what you can do to increase perceived value and revenue coming into your location. While if you're always having to ask the government for fees, it's tough to evolve.

This is a part of the reason why I wanted to do these things recorded one at a time and not put them all out. This is one of those questions that makes everyone uncomfortable. Let's say you read one of the episodes and you’re like, “He answered like that. I got a better answer.” I don't know if that would happen but that was part of the reason why I did that.

With this one, I'm not exactly looking for a number, to be honest with you. You said it yourself and I love that you said it. In your own words, you said, “It's about us as the service providers making sure we value our services and charge accordingly for them.” If somebody is coming in and deliberately lowering the cost of their eye exams, it's not only de-valuing the service of that particular provider but of the entire profession and all other providers by saying, “We are technically providing an eye exam and charging half of what the other people are charging.” Every hotel is giving you a bed to sleep in but the experience of that hotel resort is different. It leaves you feeling like a king or a queen and they charge accordingly. That's how we should look at our services too.

Thank you for answering that. Whether you put a dollar number on it or not is not important. Here’s one of the direct questions that I wanted to ask everybody and I put that call out into the world with IRIS, FYi or whoever. I see that you are providing opportunities to optometrists or new graduates. You are opening these doors of consolidation but what is IRIS doing to make the profession better in the long-term?

We've always been about raising perceived value in eye care services specifically. It's interesting because we talk about a divergence between optometrists and business people. Since the very beginning of IRIS, I've always been encouraging our optometrists to charge more. You're worth more. It's usually optometrists that don’t necessarily want to go there, at least historically.

For us always, we've promoted quality eye care and always been about ensuring that the public knows that that's worth something. It's worth paying for a quality eye care experience, quality technology and product. We are messaging in a way that is always educational and about assigning a high value to your vision and eye care.

In terms of the impact on the market, you can even see it historically. When I came to BC in '01, 60% of ophthalmic lenses sold were uncoated or something like that. It was a high number. We went to fully-coated lenses. That was our thing. On a very odd occasion, we would sell uncoated lenses but we went crazy in terms of 100% fully-coated and reflection coating is better for vision.

We hit that message hard and did it in our locations. We have a significant presence in BC. A few years later, overall in the industry, it was easier for everyone to sell reflection coating and it raised the penetration of that significantly. As you know, as an owner of a practice, coated lens, the price point is more and you do better with it.

Maybe some people reading this are like, “Uncoated lenses, what are talking about? What is an uncoated lens? Why would you sell them uncoated lenses?” Back in the day, you did and we pushed it. We’re fine. We brought the industry up because we were like, “We'll always be willing to push if it benefits our patients. We’ll put our machinery behind it and everyone will benefit.” We'd rather have the general value of eye care go up in quality because it makes it easier for us too. That's always been what we've done.

In terms of equipment too, we like to be scaling up on our equipment. We're rolling out our OCT program. We're doing innovations like teleoptometry in underserved areas. On a technology level, we've been involved in some AI projects as well. We take our resources not only in terms of improving the perception in the marketplace but even on the technology side. We've got some relationships with some schools that we'll be announcing coming up.

Human connection is always going to be priority number one.

We're giving back to education and the technology research side that benefits everybody, ultimately. That's good. We'd rather have everybody doing better than us to have a divergence in the market where people are pulled in different ways. Perceived value is everything. The public will always look at you differently if they see you as, “That person is an optometrist. They help people see better. My eyewear and my eyes are so important. That is worth something.”

When you charge for your services, people respect you and your profession. It all spills over into all these different elements including what we talked about in terms of being politically active and things like that. If the politicians or the bureaucrats who are members of the public perceive the profession highly, then when they meet with you, they're like, “I meet with an optometrist. This is good. This is somebody I should listen to.”

With IRIS being part of a larger group, do you feel that the same mentality and progress are going to maintain over the long-term? Is there a chance that being part of a larger entity will change the course of the way that IRIS is placed within the profession?

No, I don't think so because we occupy a pretty interesting niche in the Canadian landscape. We are unique globally. What we do has been well-recognized in other countries. It is pretty outstanding, even when it came to things like the fully-coated lenses. We moved to that model where we were pretty much 99% or 99.5% fully-coated. That resonated globally. They are like, “This group is doing what?” For us, that's the attractiveness of our group. We've always been this forward-thinking fusion of business and optometry.

We're known in terms of the financial community as strong operators. As long as we can continue to cultivate good leadership and partnerships in our group which is the perfect fusion of optometry and business, we will continue on that path because that is what we are. Changing what we're doing doesn't make any sense because it's always been somewhat looked at globally as a leader position. It would be very weird for someone to say, “They're doing all these things that no one's doing. Let's change it.” It doesn't make any sense.

In terms of our financial ownership structure, it's all financial. It's nothing to do with the operation. The consensus in the larger business world is, “If I'm a pension fund and I want to invest in a good business, I don't know anything about this. They're good. Let them do their thing.” That's what we've always done and that's part of also being decentralized as partners too. It's a bit of insurance because if ever something crazy happened on a central level, partners could be like, “I'm not doing that.”

You have an ownership stake in a local corporation with rights. It’s pretty tough to go against that if something crazy was happening. All these things are decentralized. The whole company could collapse under bankruptcy and our partners will be fine because that company is insulated from everything. They would wind up owning 100% of the practice for cents on the dollar if something were to happen. That's why I like our system because it is anti-fragile and decentralized. For those of you who follow the financial markets, those are things that a lot of businesses talk about because we've seen the impact when you're fragile and centralized a lot and it's not good.

The overarching concern there is a large organization perhaps deciding that they want to change not a business model but perhaps the market's not quite working the way they want it to. They want to change something about it. It's not aligning with the profession. It’s the concern that maybe I'm trying to express with you hear. On a local level, it's great that the optometrist can do what they want to do but it's that larger entity with the potential power to change things in the industry that is more the concern. What do you think IRIS or New Look looks like a few years from now?

We certainly will have a more significant presence in each province in the country. With IRIS, it's about gathering partnerships with optometrists and opticians through mergers and acquisitions. The other banner is the same but more on the market segments that they service. We will certainly have significant growth.

As we get bigger into a market and more financially benefiting, some of the things you and I talked about are things that we want to do like more political activity to ensure we keep the industry and profession strong because we believe it is strong. That's why everything has been built on this strength. We cannot see that go down and we do talk a lot about how would we ensure the future long-term. We also look out for the demography of things and how we service populations.

As we get bigger, we'll have more resources to do more things and we are optometrist-centered. That is the core of what we are and we need to always do things to strengthen the profession. Your track record is there. When I challenged the regulations in Ontario, it was not an inexpensive endeavor. We spent a lot of money to do that and it benefited everybody. That has always been the ethos of the organization. Otherwise, our business model doesn't work any other way.

TTTP 82 | Canadian Optometry

Canadian Optometry: We need to gather partnerships with optometrists and opticians through mergers and acquisitions to achieve significant growth.

A cynical person might say that it benefited IRIS so it made sense. IRIS had the power and the funding or money to do something like that whereas others who might've wanted to do the same couldn't do it. It's wonderful that it benefited the profession as a whole and that's always what we want to see but the concern going back to what we talked about is if those goals don't align with the profession and that individual entities don't align, that's where things could get a little bit scary and where we need to be more cautious.

I'll get you out of here on this Daryan. I've taken up a lot of your time and you've been very generous with answering all these questions. You've told me what IRIS was going to look like years from now. What do you think the individual optometrist's job is going to look like years from now? Is it going to be the same walking in, doing refraction, doing a health check, going outside and buying glasses or is it going to be remote in some capacity? Is there going to be some other technology you see down the pipeline that's going to change the way we practice dramatically? Feel free to be as dramatic as you want. What do you think that looks like?

I do think that there's certainly going to be a lot of delegation, whether that be to technicians or AI in some ways too. Ultimately, you'll wind up an optometrist breeding a lot of data being processed by artificial intelligence to deliver you a probability of something. It's up to us to make our judgment call based on these data inputs. It's going to be like that. It's all ready when you look at an OCT, especially over a couple of visits in history.

You are looking at trends, graphs and things like that. As AI is able to reach into more data sets and compare, it'll make it very interesting because we'll look at all this information. We'll have to draw our conclusions and communicate that to the patient. We may be less in terms of our physical like doing the exam and more about reading the inputs from all of these scans and different instruments that we'll be using.

Teleoptometry will be much bigger because there are a lot of underserved communities and it's tough to get people out there. There should be a strategy amongst schools to recruit optometrists from remote communities so that they return to them because that ultimately is better. One of the other aspects of what optometrists should be doing is a more expanded scope of medical things. You may find yourself doing a lot of emergency or more medically-based treatment as well. You need to have some physical presence in these locations and being remote isn't going to cover all the bases yet.

Maybe they'll have some robotic arms that you can use through the metaverse to be able to pull up foreign bodies or do some invasive procedure. The demand for our medical side is going to be continuing to expand because there is less ophthalmology. Like you’re doing Oklahoma with being able to do YAG caps and things like that, it's the natural evolution of what we'll be doing. It's pretty exciting as a profession that there are all these interfaces with technology and things that will move forward. That’s the way I see it.

I feel like the human connection is always going to be to me priority number one and that's what all optometrists should realize. They need to be able to listen to a person, explain complex things to them, put them into context and address their needs. The communication and the psychology in that aspect of things are going to be probably even more important as you're able to use technology to do some of the diagnostic. You need to be able to break it all down, be a human and build that connection with people. No matter what, humans are humans. They need to feel like they're cared for, listened to, trusted and not judged. That's the key to building a long-term relationship with a patient or anybody.

Thank you very much. Any final words before we wrap up?

No. We've covered a lot of territories. Thank you for having me. I certainly had a lot of fun.

Thank you, Dr. Daryan Angle. Thank you so much for being here, answering these questions and being part of this conversation, which is going to be an important big conversation across the country. Thank you to everybody who has been reading this series, The Future of Canadian Optometry on the show. I will see you again in the next episode. Take care.

That was the second installment and interview in The Future of Canadian Optometry series presented by Aequus Pharma here on the show. I hope you're able to take away a lot of insights like I was from Dr. Daryan Angle here who was very open to answering a lot of these questions and facing them head-on. Don't forget to share these insights, videos or audio with your friends and colleagues across the country. This is a conversation all of us Canadian optometrists need to be part of.

Take a screenshot, throw it up on Instagram, put a post on LinkedIn or send a text to your friend. Maybe, more importantly, send the link over so they can read it or watch it on YouTube. Don't forget to send me your feedback. If there are other questions that you want me to follow up with or other questions that we should be asking, I'd love to hear them so we can continue to challenge the status quo and make sure that we are all involved in the direction that our profession is heading in. Remember, we will be releasing new interviews and episodes that are part of The Future of Canadian Optometry series presented by Aequus Pharma. I'll see you in the next episode.

Important Links

About Dr. Daryan Angle

TTTP 82 | Canadian Optometry

Dr. Daryan Angle was born and raised in Edmonton, Alberta, and graduated from the University of Waterloo School of Optometry in 2001. He joined IRIS in British Columbia in 2002 practicing as an independent contractor, which eventually lead to co-ownership in 2 Vancouver area locations.

In 2006 he relocated to Ontario to serve as Vice President of Professional Relations (2006-2013) during which time he successfully led a political and legal challenge to the regulations governing the business practices of optometry in Ontario. The challenge eventually led to changes to allow open collaboration with Opticians and corporations, as well as the freedom to brand, advertise, and dispense eyewear at retail pricing.

Following that appointment his role became national as Executive Vice President and Chairman of the Board from 2014 to 2017, concluding with the sale of IRIS to New Look Vision Group Inc. Dr. Angle is an active, practicing Optometrist and co-owner of an IRIS location in Uptown Waterloo (since 2007).

Currently he serves as Vice President Business Development and Partner Relations at IRIS the Visual group (a division of New Look Vison Group). In this role he uses his extensive management experience in store operations, regulatory/legal jurisprudence and in mergers/acquisitions to grow the network of IRIS locations, while ensuring current and new partners are engaged and successful in their practices.

Dr. Angle currently resides in Kitchener, Ontario with his wife Jill and 2 young children. He enjoys Les mills fitness classes, stand-up paddle boarding and watching multi-season TV series such as Peaky Blinders and Ozark.

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Episode 74 - Eye2Eye: Wake Up Call

TTTP 74  | Canadian Optometry

Canadian optometry is at a pivotal point in its history. As various forces (private equity, eCommerce, international organizations) are vying for their market space, how will optometrists ensure that the profession thrives in the future?

 Today on Canada’s number one optometry podcast, Harbir Sian invites all organizations and key figures in the industry to come on the podcast and share what they envision for the future of optometry in Canada. Let's all get together and be better together across the country.

Watch the episode here

Listen to the podcast here

Eye2Eye: Wake Up Call

I have another Eye2Eye episode for you. If you are familiar with the show, then you know the Eye2Eye episodes are these short episodes where it's me talking to you guys, trying to share some knowledge and some information and experiences that I've had to hopefully, help you grow. Maybe you can implement the lessons I have learned into your life to help improve your professional or business career.

This conversation is one that I have wanted to have for quite some time. I haven't known, whether I should or how even to approach it. As time has gone on, and changes have happened in our industry and profession, I felt like now has to be the time. Otherwise, it's going to end up being too late. I like to talk about entrepreneurship and business-related and inspiring things that can help us all grow.

I like to bring on guests who can share their challenges and inspire us individually in optometry as a profession to grow and think outside the box. I would like for The 20/20 show to be a voice for the profession and Canadian optometry. A place where we can all come and say, "Here's how we can be better. Let's all be better together across the country, so we know that our profession will continue to flourish, grow and strengthen with time.” I feel like Canadian optometry and Canadian optometrists are at a pivotal point in the history of our profession.

If we work together for the greater good, we can all share in the benefits and that future that we built together

The very ground that our profession is built on is shifting below our feet. Unless we're careful, these tectonic shifts are going to result in an earthquake, and we, the optometrists, are going to be the ones who are left to pick up the pieces of what used to be optometry in Canada. Optometrists seem to be in demand these days. There are various entities and opportunities for optometrists all over the place. For the first time in my career, I feel like I'm seeing a scarcity of optometrists.

The question is, “Is this scarcity because these entities truly value our skillset or is it based on the rules and regulations they require our services for their businesses to succeed? If it's the latter, how long until one of these entities is large, strong, and influential enough to change the rules and regulations so that they don't need our services anymore or to change them so that we become automatons?”

They dictate the services that we provide and how we provide them. If you think that's farfetched, look back several years and see how one organization caused massive deregulation here in BC. I have heard many of these organizations claim that they have the optometrist's best interest at heart. They want to do right by the optometrist. My question to you is, “While you are doing right by the optometrist, what are you doing for optometry? What are you doing for the profession as a whole? What good is a fat paycheck if the profession is degraded over time?”

Canadian Optometry: Unless we're careful, these tectonic shifts will result in an earthquake. And we, the optometrists, will be the ones who are left to pick up the pieces of what used to be optometry in Canada.

I'm calling these entities and organizations to the floor. I would like to invite you to come forward and talk to us and share with us what you envision optometry looking like ten years from now. What do you think you and your organization are doing to help support optometry as a whole? Specsavers, Bailey Nelson, Ollie Quinn, Clearly, LensCrafters, FYI, New Look, what are you all doing to help make sure optometry survives and thrives in the future?

A fat paycheck and extra perks for the individual optometrist while behind the scenes looking forward to degrading and diminishing the profession is not what we are talking about. What are we doing to grow the scope of our profession in the long-term? I invite anyone and everyone willing and interested in coming forward to share their thoughts. I'm opening up the floor here on The 20/20 show to come forward, and let's have a conversation, open dialogue. Let's talk about where we think optometry is going to be 10, 20 years from now.

To my colleagues and my friends, we have to ask ourselves, “What are we doing to make sure our profession is growing?” Whether you like it or not, this is the profession that we sweat and cry for, that we stayed up late hours cramming for, that we spent years in graduate school and thousands and thousands of dollars on our education for. If we are not working to make this profession stronger, what did we do all of that for? I understand the need to make a living to pay off loans to support families.

What good is the money if this profession that we spent all this time working for is not around ten years from now? I like my philosophy, stoic philosophy, and quotes. My favorite ancient philosopher is Marcus Aurelius. He would always write about doing something for the greater good. One of the famous quotes is, "Have I done something for the greater good because then I can share in those benefits." If we are working together for the greater good, we can all share in the benefits and that future that we built together.

If you find yourself sitting there wondering if you as an individual or a small group of people can do anything to affect change, I'm going to leave you with the one last quote that is powerful when we have those concerns, "Never doubt that a small, thoughtful group of committed citizens can change the world." In fact, it's the only thing that ever has.

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