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Tional Retailing. Learn How Consumer Choices and The www.visionmonday.com MARCH 17, 2008 VOL. 22 NO. 3 $15 M Buy a Frame. Plant a Tree. Summit Acquisition by Houchens facilitates Global expansion by Cohen’s Cool the Globe. April 9, 2008 in NYC Fashion Optical See For every Global ReLeaf frame purchased, Register at www.visionmonday.com our ad American Forests will plant a tree. page 8 inside for www.NouveauEyewear.com details. 800.292.4342 www.visionmonday.com MARCH 17, 2008 VOL. 22 NO. 3 $15 MondayThe Newsmagazine for the Eye Care Industry NEWSMAKERS Building the Modern Independent “Super” Charmant USA at 25 A look back at this titanium leader’s achievements and the Practice firm’s plans for the future. page 14 EXAM LANES The SECO Scene SECO Int’l sees increase in atten- dance; Bill Lord, OD, installed as new president. page 45 • A Q&A with Barney Dougher, president of Hoya Vision Care North America. page 10 • Federal Appeals Court rules Today’s independent eyecare professionals are on the move. Many of the most suc- VSP not entitled to federal cessful “super” practices are as proactive about their eyecare delivery as they are tax exemption; not-for-profit company to appeal. page 16 about the business of dispensing. Vision Monday takes a look at four such prac- tices to highlight how these groups are carving out an important niche for their • Updated environment, sleek- businesses and the markets they serve. Page 39 er mix drives Sunglass Hut growth worldwide. page 26 Eastern States Eyewear 800.645.3710, Ultra/Palm Optical 800.327.5185 AZAL 4136 CAZAL 982 CAZAL 983 C See us at Vision Expo East Booth #3462 Impel Ultra-light, secure-fit performance eyewear ©2008 NIKE Inc. Marchon is an authorized licensee of Nike Vision ©2008 NIKE Inc. Marchon ©2008 Nautica Apparel, Inc. Produced and Distributed by Marchon Eyewear, Inc. 1-800-645-1300. Style: N5504S Made Right for H-201 Today’s Man H-203 H-204 FLEXIBLE TITANIUM HFT-524 HFT-525 HFT-526 www.i-dealoptics.com 800-758-6249 VISION EXPO EAST BOOTH #1768 HAGGAR® EYEGLASS FRAMES MANUFACTURED UNDER LICENSE BY I-DEALOPTICS www.visionmonday.com THIS MONTH IN VM VISION MONDAY/MARCH 17, 2008 5 IN THIS ISSUE EDITOR’S NOTE News Steps to Success: Not the Same Old Thing U.S. Vision chain to take over leased opticals in BJ’s Clubs . 8 One of my favorite quotes attitude to how a practice is run, even if that’s OWA to honor De Long has always been the one meant past success, isn’t always healthy. It does- with Pleiades Award . .19 from Albert Einstein: “The n’t mean that change for change’s sake is Cooper Companies names definition of ‘insanity’ is absolutely necessary but actually, it can be a good head of CL unit . .20 doing the same thing over idea to be proactive about considering new ideas JMI acquires Gerber Communications, 32 Practice Advancement Associates . 22 and over again and expect- and implementing them. New speakers set for VM’s ing different results.” All of the independents we feature in this Global Summit . 28 We’re all a bit guilty of month’s Cover Story are taking actions to stay Expo East Conference Preview 36 Marge Axelrad this in our lives and working ahead and in control of their positions in their Scene & Heard Editorial Director worlds, which I guess means local and regional markets and in the minds of Drivewear launched in Trinidad we’re all just a bit crazy. their patients. They are building and rebuilding; & Tobago . .26 But I was struck by the way some people in they are planning and accommodating change; SECO Int’l draws ECPs from 36 across nation . .32 fact do step out of the norm and try to reinvent they are investing in systems that not only help Exam Lanes their businesses when we were putting together them manage their business and daily time bet- Luxottica gets aggressive with the “super practices” profiles we feature in this ter and more profitably but are using technolo- EyeMed managed vision plan . 45 month’s VM. gies to ‘wow’ patients during the exam and dis- Retail Dispensary The optical marketplace and vision care envi- pensing process. Launches ronment of 2008 is certainly unlike the one that Finding ways to spark new perceptions of eye- Charmant introduces decorative existed 10 or even five years ago. The competi- wear and communicate the real “value’ of eye- ladies titanium . 46 45 tive landscape is different. Modern technology is care, its complexity and scope, to patients is the A&A Optical bows XXL sun . 48 Second Looks different. The consumer is different. Vision care next successful horizon for independent ECPs Fendi offers new styles solutions are different. The economy is different. and all optical retailers. for Spring ’08 . 50 To remain unchanged in one’s approach and And there’s nothing loony about that. ■■ Allison presents new styles in the Dunhill Collection . 51 Nine West celebrates 10 years WHAT’S ONLINE in optical . 52 50 Columns F.Y.Eye . .54 Contact Lenses . .56 Inside the Lab Santinelli introduces new Extra entry-level edger . 58 Business Essentials 52 Visionmonday.com VMail EXTRA VM Archives OptiStock Anticipating workplace changes in 2008 . 66 Visit our new site, Be ‘in the know.’ Sub- As a VMail EXTRA For the latest stock quotes, Opinion completely redesigned, scribe to this e-news subscriber, search financial and investment reorganized with search The ‘business’ of giving . .68 service. Twice a week beyond the Current news for publicly traded by rank or date, new plus “Breaking News” and Last Issues of VM vision care companies, go Balance Sheet navigation and exclusive in HTML. Your sub- to review and access to www.visionmonday.com Advanced Medical Optics posts “On the Web” stories losses for Q4, FY ’07 . .70 and up-to-date scription lets you access thousands of VM news and click on the FGX ’07 sales rise 14.9 percent industry news. visionmonday.com stories, special reports OptiStock button to $240.5 million . .70 58 features and archives. and company profiles. on the left. 8 VISION MONDAY/MARCH 17, 2008 IN THE NEWS www.visionmonday.com NEWS VIEWS Houchens Acquisition to Aid Cohen’s Growth NEW YORK—With the and looks forward to them Most of the GVS stores will be convert- purchase on Feb. 29 by continuing to manage and ed to the Cohen’s Fashion Optical format, Bowling Green, Ky.-based grow the business.” a process that has already begun with the Houchens Industries, Inc. Cohen, who will contin- conversion of four GVS stores to date, of the franchise division of ue in his current role Cohen said. In addition, Cohen’s has Cohen’s Fashion Optical, directing and overseeing opened three new stores this year, includ- one of the largest optical daily operations of the ing one in Puerto Rico and two in Massa- chains in the U.S., Cohen’s business, along with chusetts; another in Fairfield, Conn., will expansion will be accelerat- Cohen’s Fashion Optical’s open next month and more locations are ed via new franchises as current management being explored in New York City and well as potential acquisi- team, pointed out that other markets, for a total of about 10 this tions within the next sever- Cohen’s has experienced year, he noted. al years, Robert Cohen, record double-digit sales “By 2009, we should be expanding at president and CEO of gains in the past several the rate of about 25 stores per year,” Cohen’s told VM. years. according to Cohen. Houchens, Cohen point- “We have been outpac- The 106 stores generated sales of ed out, a diversified con- ing the industry. We approximately $115 million in 2007, glomerate, is one of the The exterior of a Cohen’s Optical store in the Queens Center Mall in Queens, N.Y. believe that our proven Cohen said. The terms of the cash deal country’s largest 100 per- market positioning, the were undisclosed. cent employee-owned (ESOP) firms, opportunities permit,” Cohen said. strength of our advertising and marketing The Cohen’s chain was launched in with current revenues of almost $2 bil- “This acquisition truly marks a mile- and the commitment of our franchisee 1924 with a single optical store in New lion. The company owns some 22 busi- stone in the 80-year-plus history of our owners has contributed to our success York City; it began franchising in 1978. nesses including insurance agencies, recy- company.” and there is great opportunity in the mar- Prior to the Houchens acquisition, cling companies, construction firms, Web Said Jimmie Gipson, chairman of ket today to build upon that,” Cohen Cohen’s Fashion Optical was owned by developers, grocery stores and others. Houchens, “The acquisition represents said. brothers Robert Cohen, OD, and Alan “This move will enable us to finance an opportunity to further diversify our The purchase covers 106 franchised Cohen, OD. further expansion under the Cohen’s business operations into a new area and Cohen’s stores in the Northeast and The Cohen families also own Gener- umbrella, both within the markets in territory.” Spencer Coates, the company’s Florida, primarily in the greater New al Vision Services; Alan Cohen is CEO which we currently operate as well as president, said Houchens “is excited to York/New Jersey area. Of those, the of GVS and Jeffrey Cohen, Robert’s son, into new territories across the country, as be working with Cohen management Cohen family is retaining 30 franchised is president. optical locations, consisting of 14 Bob Cohen is also a shareholder of Essilor Posts 8.1 Percent Cohen’s Fashion Optical locations as Sterling Optical parent Emerging Vision; well as 16 General Vision Services Alan Cohen is chairman of that compa- Revenue Gain in FY 2007 (GVS) stores.
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