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Issue link: https://opticallabproducts.epubxp.com/i/92532
Q&As; VSP & CONTRACT LABS of ensuring financial stability was to ensure that a certain percentage of the work stayed in-house. At that time, many more states were assigned to the California and Ohio VSP labs. As volume increased, VSP's reliance on routing decreased and all states but California and Ohio were lifted from routing. It has now become evident that the margins created by this cost-effective, in-house work can be used to help sustain client rates. UNITY Q What is the relationship between the UNITY line of lenses and the VSP contract laboratories? Is the distributor- ship of the UNITY line required? A The distribution is not required to be a VSP contract lab. A distribution agreement was offered to all VSP contract laboratories, and all labs chose to participate. Q Will Contract labs be able to make the UNITY Progressive Addition Lenses (PALs) in-house in the future? A The plan is to enable labs in the future to produce UNITY lenses and anti-reflective (AR) coatings. Q Will the complete UNITY line of surfaced and stock finished lenses be available to the labs? A As the UNITY portfolio evolves, VSP will attempt to make product available to UNITY distributor labs. Q Will privately, independently owned labs that are not VSP Contract labs be able to distrib- ute UNITY lenses? A There are no plans currently to open distribution beyond the Contract labs at this time. We feel that with the strong network of current Contract labs we have sufficient production capabilities. Q With so many free-form progressives available to VSP Covered Lives, why did VSP feel the need to release yet another design into the marketplace? A UNITY offers many different things: simplicity, availability, and profitabil- ity. VSP is committed to the indepen- dent eyecare professional (ECP) and patient membership and feels that UNITY is just another option for independent eyecare to prosper. Most importantly, through the UNITY savings program, UNITY offers private practice a new source of revenue from VSP. Q From a design standpoint, what makes UNITY different from all the other available designs? A UNITY has many different features/ benefits. The point that stands out the most when discussing it with the ECP is the simplicity of dispensing —by having a design that is flexible to accommodate nearly every patient's visual needs. COLA participants enjoy an outdoor lunch at its semi-annual meeting in April in Temecula, CA. 16 november 2012 Q Does VSP understand the fear among Contract laboratories that we build up a network of satisfied UNITY customers and Jeff De Rose and Adam Winkelman's presentation was just one of several talks at COLA's spring meeting. then, down the road, VSP decides to take the business direct, circumventing the Contract laboratory? A Yes, VSP will do everything possible to maintain a strong working relationship with all its Contract laboratories in an effort to continue to support and grow independent eyecare. Q Is VSP still planning to seek clarity from the California Attorney General in relation to the California Business and Professional (B&P;) Code Section 650? A Yes, we are still planning to ask the California Attorney General for an opinion on whether California B&P; 650 applies to the sale of prescription lenses. We believe the intent of the statute does not apply to prescription lenses, but there is no clear guidance. Q VSP is offering one of the largest sales spiffs ($25) in the industry with the UNITY line of products. This is why the question regarding Section 650 is being asked. A VSP is constantly looking for ways to increase the ECP's bottom line and the UNITY portfolio of lenses and treatments is another example of that. VSP's "spiff" is in line with all other manufacturers in the marketplace, in fact many manufacturers offer even larger "spiffs." Q What is the VSP category for the VSP line of PALs, Reveal and UNITY? Does the assignment of the PAL category of the VSP line of lenses have the same criteria as other lens manufacturers? A UNITY is currently an "F" and "O" code for the progressives and added an "N" class lens on October 10. Reveal also has a free-form option that is an "N" code. VSP uses the same criteria to categorize UNITY as any other product in the marketplace. This article is the second of two parts. Part One appeared in the September 2012 issue. Adam Winkelman is Brand Sales Manager-West for VSP and Jeff DeRose is Manager, Ophthalmic Services at VSP. totallyoptical.com