Yes You Can: What can we learn from ECPs about unlocking more toric opportunities?

Challenging old assumptions

“When I first qualified, fitting daily toric lenses was always a challenge,” Malik explained.

A lack of availability meant she would often feel forced to fit a best vision sphere unless a higher level of astigmatism was present.

Her approach today is different, with patient feedback playing the most important role in that change.

“The biggest thing has actually been patients coming back when they’re not wearing toric lenses, they’re in best vision spheres, and they’re noticing their vision isn’t great. I can see everything, but the clarity is not there.”

Those conversations – including patients describing difficulties such as night driving, tired eyes or glare – helped Malik reconsider opportunities where toric contact lenses could be discussed.

Start with the patient, not the lens

One theme Malik repeatedly returns to is conversation.

Understanding what someone needs from their contact lenses can reveal more than simply looking at their prescription.

Malik describes lifestyle conversations as a fundamental part of her approach, exploring areas such as driving, computer use and what patients do outside work.

“My non-negotiable overall in testing is having a conversation with a patient about their lifestyle. If I don’t understand their lifestyle, I can't recommend,” she said.

For Malik, asking questions is the key to understanding individual patients and how contact lenses may support their everyday life: “The advice I’d give to practitioners on the best way to uncover patient needs, from my personal experience, is ask questions.”

That can mean asking about work, driving, computer use, hobbies and what patients do when they’re not working – building a better picture of their lifestyle and needs.

Ashley Povall – H6 Marketing

Opportunities can start before the test room

The wider practice team has a key role to play.

Malik believes front-of-house colleagues can help start conversations by recognising lifestyle cues and asking whether someone has considered contact lenses.

She explained: “The front of house actually plays a huge role in contact lens recommendations because they ask the questions. They introduce different things. They plant the seed with each patient.”

Those initial conversations create opportunities for practitioners to explore the patient’s needs further in the consulting room.

Building confidence through experience

For any practitioners looking to build their confidence with toric lenses, Malik points to the value of learning from other ECPs.

“What has had the biggest impact for me is actually colleagues – my peers,” she said.

Discussing cases and experiences with colleagues can provide another valuable way to learn, share experiences and build confidence over time.

Malik’s own experience has reinforced the importance of introducing toric lenses earlier where appropriate.

She explained: “What I found is that the earlier I’ve introduced the toric lenses, it’s much easier for the patient to adapt.”

Take the Unlock10 Challenge

Malik’s experiences reflect the thinking behind the Unlock10 Challenge – an invitation to practitioners to identify 10 patients who could benefit from comfortable toric lens wear, whether they are new wearers or existing patients still looking for lasting comfort.^1-3

With toric parameters now extended to -2.75 cyl, Alcon’s WATERINNOVATIONS™ toric portfolio can support a broader range of astigmatic patients than ever before.

See how many more patients you could fit.

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