An optimal experience
UK business development manager at EasyScan, Graham Avery, discusses the growth of AI and using imaging devices as a point of conversation around eye health with patients
20 June 2019
Can you tell me three interesting facts about the company?
- EasyScan is a Dutch company that is uniquely dedicated to supporting independent practices
- We have not only developed a state-of-the-art retinal imaging device, but we also offer the tools and support to enable practices to use retinal and eye health to differentiate and prosper
- EasyScan is market leader in the notoriously critical and quality-focused German market.
What makes your imaging device unique?
It is easy to use. There’s no dilation through small 1.5mm pupils allowing imaging of all patients, even in a brightly lit room. Two lasers are used – green, with high contrast on the blood vessels at the top of the retina and infrared that can visualise any changes all the way down to retinal pigment epithelium layer.
What is the latest product release and why does it stand out from the crowd?
EasyScan Experience, which is a cloud-based platform where images can be saved and shared with consultants in real time. For an optical retail practice, having state of the art equipment is not sufficient. It includes animations and information helping practitioners explain the importance of retinal health, creating a better connection with the patient and bringing more validity to the optometrist recommendations for premium products and thus increasing average spend.
Rental options for the EasyScan device and the EasyScan Experience are now available. Together with a new suite of customisable marketing materials that will help grow the practice.
How are your customers responding to the company’s latest product?
The feedback we have received so far is positive. Independent practice owners understand the need for them to differentiate and better communicate about the different level of service they offer in an easy to understand way and make the link with the better products they are selling.
What are the company’s main ambitions for the next 12 months?
Grow our brand awareness and get opticians to think about the reasons for making a retinal imaging equipment purchase or exploring options to differentiate and grow their business. EasyScan offers an excellent return on investment to those opticians wanting to get on the retinal imaging ladder or upgrade from a fundus camera to optical coherence tomography (OCT). In particular, when retinal imaging is used as a starting point for a conversation about importance of eye health and wellness.
What external factors is the company taking into account when planning for the future, and why?
At the moment the default choice when investing in retinal imaging equipment seems to be OCT. We see OCT prices coming down. However, when factoring in the required extra training and increased exam times for many practices, the return on investment is not there. The ease of making and interpreting EasyScan images combined with the supporting tools to improve the customer communication enables optometrists to focus on making sure the customer has an optimal experience and can make the right product choice. This makes the EasyScan an ideal investment.
What innovations in the imaging market is the company excited by, and how do you see this changing clinical practice?
Artificial intelligence is growing and we see more companies entering this field with new innovative software that can screen for retinal pathologies such as diabetic retinopathy, age-related macular degeneration and glaucoma with high accuracy, matching or exceeding human performance screening. This could impact on the cost effectiveness of screening for sight threatening pathologies.