EssilorLuxottica Instruments Division - Sales Excellence Program
January 2026 | INTERNAL USE ONLY - CONFIDENTIAL
🚀 Space-Saving Game Changer: Vision-S 700 combines breakthrough liquid-lens technology and patented vectorial algorithms with revolutionary space-saving design — eliminates need for 20 ft (6 meters) chart distance, reducing total refraction space by approximately 50%. Enables multiple compact lanes, small-format locations, and efficient pre-testing workflows. 3-minute refractions clinically validated*.
* EssilorLuxottica - Data on file 2021 - Vision-R™ 700 clinical validation study – Independent third party – Portugal – N=41
Focus Your Sales Efforts Strategically
Understand Before You Sell
Purpose: Identify space constraint — ~50% reduction opportunity
Purpose: Position efficient delegation opportunity
Follow-up: What if technicians could perform accurate refractions for standard/non-complex cases as a standardized starting point under your supervision, with you only verifying/fine-tuning in the exam room? Have you experienced this workflow yourself?
Purpose: Highlight lower buildout costs and flexibility
Purpose: Quantify lost revenue that more lanes can recover
Purpose: Highlight immersive value
Follow-up: Have you experienced it yourself?
Purpose: Address distance simulation concern
Follow-up: Would knowing it's clinically validated with the same accuracy as a 20-foot automated phoropter reassure you?
Connect Features to Customer Outcomes
Benefit: Smooth, precise power changes and simultaneous compensation
Impact: Faster, more comfortable, and accurate refractions (3 minutes validated)
Benefit: Eliminates 20-ft distance, no chair/stand, flexible installation
Impact: Lower rent/buildout costs + increased patient capacity
Accuracy Note: Distance simulation clinically validated (equivalent to traditional 20-ft setup)
Benefit: Lifelike scenarios for real-world prescription demonstration
Impact: Better patient understanding → higher premium lens conversion
Benefit: Guided workflows for standard/non-complex cases under physician supervision
Impact: Frees doctor time, consistent results regardless of operator
Address Concerns Confidently
Initial Response: Yes — the distance simulation is clinically validated.
Approach: Uses wide FOV at optical infinity + 20-ft equivalent chart. Independent validation shows identical accuracy to traditional automated phoropter (no deviation vs. APH500/CV-5000 equivalents). Offer: "The best way to confirm is to experience it yourself."
Initial Response: I understand the concern. But ask: how do you currently demonstrate prescription/lens value to patients?
Approach: It's a real education tool: patients see improvement in realistic situations (driving, reading, outdoors). Drives confidence, higher progressive/AR/SunRx conversion, and satisfaction. Not a gimmick — strategic patient education that increases revenue. "Have you experienced it yourself?"
Initial Response: I respect that — many excellent doctors enjoy and excel at it.
Approach: Position as choice + efficiency. Pre-test gives accurate starting point → quick verification (2-3 min). Frees time for medical assessment, complex cases, and relationships. "Have you experienced this workflow yourself?"
Initial Response: Great question — both use the same breakthrough technology.
Approach: Depends on need: Vision-R 700 for traditional doctor-led rooms; Vision-S 700 for space constraints, pre-testing, multiple compact lanes, and immersive experience. Many practices use both.
Win Against Key Competitors
Their Strengths: Familiarity, mechanical reliability, often lower initial cost, large installed base.
Our Key Advantages:
Positioning: Traditional is reliable, but locks you into outdated space/time constraints. Vision-S 700 solves real business problems: space cost, capacity limits, patient engagement, and workflow efficiency.
⚠️ Trap to Avoid: Never dismiss traditional — acknowledge its quality, then focus on the specific pain points it cannot solve.
Their Strengths: Compact all-in-one design, binocular automation, guided software, space-saving attempt.
Our Key Advantages:
Positioning: Chronos is a good integrated attempt, but still relies on traditional lens technology. Vision-S 700 delivers next-generation optics and unmatched patient experience.
Its Strengths: Same liquid-lens technology, ideal for traditional exam rooms with doctor-led refraction.
Vision-S 700 Advantages:
Positioning: Both excellent and complementary. Many practices use both to cover different needs.
⚠️ Trap to Avoid: Never position as better/worse — help the customer identify their main constraint.
Guide Decisions, Don't Push
"Traditional rooms require 20 ft + equipment = [X] sq ft at $[Y]/sq ft/year. Vision-S 700 cuts that in half — $[Z] annual savings + more patients. Does this ROI make sense for your growth?"
"Technicians handle the accurate starting point for standard cases under supervision, you verify in 2-3 minutes. This frees [Z] doctor hours per week for medical work. How valuable is that time to you?"
"Add [Y] more lanes in your current space without renovation → [Z]% capacity increase. What would that additional revenue mean for your practice?"
"Immersive scenarios turn refraction into a memorable experience patients talk about and that drives higher lens sales. How important is this differentiation to your brand?"
"The best way to feel the space savings and immersive experience is hands-on. Can we schedule a live demo with your team and real patients?"