Maria Sampalis, OD.
The universe of contact lens wearers is impressive—approximately 45 million Americans, approximately one out of six people in the U.S., wear contact lenses, according to data from the Centers for Disease Control and Prevention (CDC). Around three-quarters of contact lens wearers are 25 years of age or older, with 31 being the average age overall, and roughly two-thirds of all contact lens wearers are female, with the vast majority—about 93 percent—using soft contact lenses rather than rigid gas-permeable lenses. The contact lens market can offer ECPs an attractive revenue stream if they approach it correctly.
“Contact lenses are very profitable if you do dailies and incorporate insurance and rebates,” said Maria Sampalis, OD, a Contact Lens Institute Visionary and owner of Sampalis Eye Care in Cranston, R.I. “We focus on yearly supplies delivered direct to patients’ houses. Over the last five to 10 years, it has become more competitive so you have to price match.”
While contact lenses are not suitable for every patient, non-wearers frequently cite concerns like vision quality relative to glasses or potential discomfort as their primary reasons for abstaining. Likewise, previous contact lens wearers tend to drop out due to various personal considerations. With targeted guidance and compelling reasons to try them, both former and non-wearers offer significant potential for expanding contact lens adoption.
Strategies for Expanding Adoption
Using clear, open dialogue about wear and proper care is fundamental to building patient confidence—whether introducing first-time wearers to contact lenses or re-engaging those who previously dropped out. By discussing specific vision needs and lifestyle demands, addressing potential limitations, and highlighting essential hygiene protocols, practitioners can effectively guide patients toward successful long-term lens adoption.
According to the American Optometric Association (AOA), ODs should talk to patients about contact lenses using clear, non-technical language, a collaborative tone, and provide structured safety education as stated in AOA guidelines.
Advances in contact lens technology provide optometrists with compelling reasons to recommend them. Modern options include lenses specifically designed for dry eye management, UV-protective materials, and Ortho-K—a technology enabling patients to maintain clear vision throughout the day without wearing glasses or contacts. Looking ahead, future developments in contact lens technology encompass smart lenses, drug-delivering systems, and extended-wear designs.
“Contact lenses for astigmatism are more comfortable now and require less chair time,” said Dr. Sampalis. “I also talk to my glasses-only patients about contact lenses for vacations and weekend sports activities. For my patients that have previously dropped out, I tell them that the lenses and technology have changed and will sometimes let them try a pair for comfort.”
The bottom line: increasing contact lens adoption offers mutual advantages, providing patients with greater flexibility while simultaneously boosting practice revenue, enhancing patient satisfaction, and securing stronger retention rates.
