Before we use any material or solution in our practice of opticianry, we should read and comply with the guidelines on its manufacturer’s MSDS (Material Safety Data Sheet). For example, the MSDS provided by BPI (Brain Power Inc.) advises that no special ventilation is required to use its stripper. However, it also indicates that the wearing of a “protective lab coat, protective gloves, and eye protection” is all “strongly recommended.” You should also only attempt to strip the AR coating off lens materials as indicated by the manufacturer. Having said that, I have successfully stripped CR-39, polycarbonate, and high-index lenses. In addition, while it is infinitely easier to strip the “cheaper” brands (and despite manufacturer claims to the contrary), I have also stripped the more “premium” brands as well.

Additionally, I will also concede that if a patient’s AR-treated lenses are so degraded that stripping becomes an option, the first and best course of action is to sell that patient new lenses. Sometimes that works. Many times, however, the patient responds with something like this: “My insurance doesn’t kick in ‘til August…I can’t afford $350 for new lenses. Is there anything that can be done to take off these scratches?” As an eye-care professional, if you have answered that question by saying “no,” that is a lie.

Saying that to some opticians has prompted a defensive rationalization: “But I work at a Wal-Mart Vision Center; we’re not allowed to use a stripper in our stores.”

Well, then it seems that the honest and ethical response should be, “Yes, the scratches could be removed with a stripping solution, but we don’t do it here in our office.”

I am such an avid believer in using AR stripper because of the undeniable benefits to the patient and the practitioner. The obvious benefit to the patient is that a pair of lenses that, for whatever reason, have become virtually useless can be transformed in to what seems like a brand new pair of lenses in a matter of minutes. This is undeniably a good thing. Granted, the characteristic and function of the AR coating is gone, but at least they can see! Moreover, a pair of AR lenses that have become that scuffed and damaged (and yet is being worn by the struggling patient) endangers not only the patient, but others as well. Think about it. Would you want to be driving on the same highway with a driver wearing damaged AR glasses like those that we see every day? I think not.

Remember too, if you decide to start stripping in your dispensary, the manner in which you approach the entire transaction is critically important. Use it as a teaching moment. I believe that when they leave your office post stripping, they will either always insist on AR lenses, or they will never buy them again. The person most in control of which way that decision goes is you – the stripping optician. Think about the difference between the following two responses to the question: “Can you take off scratches from these lenses?”

Response #1: “Absolutely! You are very lucky too. You have what are called AR lenses – that stands for anti-reflection. That’s why when you first got them everything seemed so much clearer, and also why the reflections of light driving at night didn’t bother you. But since they weren’t cared for properly, that process has started to disintegrate from the other parts of the lens. But like I said, that AR can be stripped off, so you’ll have what seems like a new pair of lenses…the scratches will mostly all be gone. Now lights and reflections may bother you…but always insist on AR lenses and scratching will never be a problem.” (Notice I avoided using the “coating.” Research shows that customers do not respond well to that word, so avoid using it when talking to patients about ant-reflection.)

Response #2: “Oh…you have those anti-reflection coated lenses. The coating comes off sometimes. The lens underneath the coating is probably okay…but that AR thing can sometimes be a bit of a problem. I’ll strip it off for you and then they’ll be okay.”

I think we would all agree that a patient hearing the first response would be much more likely to purchase AR in the future. From experience I can tell you that is true. A person hearing the second response, in my opinion, will be much less likely ever to go near AR again – to him AR now stands for Awful Results!

So the benefits of stripping AR to the patients are clear – literally! They have a much clearer pair of spectacles to wear until they are ready to purchase a new pair, and they didn’t have to pay hundreds of dollars for a prescription that may change in a few months.

The benefits to you, the practitioner, may not be so immediately clear. There is the obvious financial benefit. I always respond to an inquiring patient with some version of the first response, adding, “It’ll take 20 minutes and costs 20 bucks.” I usually end up stripping five or six times a week. That’s an extra $5,000 annual profit. Consider the less-obvious benefits.

First, you have set yourself apart from most of the other ECPs (eye-care professionals) who have simply told them what you have just done was impossible to do. Second, and more importantly, you have a potential customer for life. I guarantee you the next time that patient’s prescription changes, he or she will make a beeline for your office. Treat them right, and that patient will be your most loyal client. Third, and finally, that patient becomes a walking advertisement for your practice. Based on previous experience, I can tell you that many of the people who come to me for a stripping, were referred by others. And so on, and so on…stripping can be a good practice builder.