The Kids Are All Right

In the 21st century, old ways just won’t cut it. And while many practices that truly specialize in pediatric opticianry do well in this regard, too many of us simply interact with our younger patients and their parents the same way we interact with the rest of our patients. This approach is at best ineffective, and in some regards may even approach malpractice. After all, the primary reason we are a licensed and monitored profession is to protect the safety, health and welfare of our clients. Therefore, we have to do everything reasonable to see that our clients - especially our youngest and most vulnerable ones – receive the best care and products available today.

To that end, I would say that “cutesy” is out. I physically kringe (probably with the same revulsion you felt when you read that misspelled word) when I see a dispensary that features a “Kid’s Korner.” First, I would question the use of the apostrophe. Second, that kind of patronizing approach is simply ineffective on all levels. Think about it. The kids who are young enough to not be offended by it, don’t get it, and those who get it, are probably old enough to be offended. We don’t have a section named “Women’s World,” or “Man Cave Department,” so why not simply have a separate section, with children’s and teens frames tastefully and respectfully displayed?

ECPs would also be wise not to alter the tone of their voice too much when speaking with children either. They don’t like to be talked down to, and these days they are usually sophisticated enough to realize when that is happening. That’s not to say we shouldn’t stress different things when we are speaking to children and the guardian who makes the ultimate decision to buy. The kid wants to know that the frame they will be wearing looks good and will generally be perceived by his or her friends as “cool,” and/or “popular.” In fact, I encourage you to use those words when speaking to them. The more you can communicate those features to the wearer, the more they will be perceived as benefits, and the more they will pester the parent to make the purchase.

And speaking of parents, while on some level it is comforting for them to know their kid will be seen as cool and popular, they are generally motivated to purchase by different things: safety and value. Polycarbonate or Trivex lenses are a must for all kids, except in very rare cases. The increased impact resistance is undeniable, and as ECPs we should do everything in our power to persuade the parent to purchase them. I feel so strongly about this, that if a parent balks at spending the “extra” money for impact-resistant lenses, I simply provide them at the CR-39 fee and absorb the additional cost of goods. I sleep better at night knowing I provided the best for my young patient, while enjoying slightly less profit on one transaction. Be careful demonstrating things like the impact-resistance of the lenses or how a flexible titanium frame can be tied in knots. The parent needs to see this, but not the kid. Twisting a titanium frame in front of a kid is a sure-fire way to ensure that he will make the demonstration at school for each of his classmates!

In addition to polycarbonate and Trivex, consider UV protection and sunglasses for your juvenile patients as well. Talk to the parent about what they do to protect the child from sunburn. Then ask what they do to protect their eyes from the same damaging ultraviolet rays. Amazingly, this is something few parents consciously consider, so it’s our job to educate them. Explain that the youngster’s eye is not fully formed, and that any damage done now is cumulative throughout their life. Talk about macular degeneration and premature formation of cataracts. That kind of conversation is usually enough to motivate half of the parents to act, and purchase some form of protection. If they cannot afford a separate, second pair, that’s one of the few times I try to “sell” Transitions. While many schools do not allow sunglasses on campus, most do allow Transitions, and the protection those lenses offer is better than nothing.

There are two kinds of “child encounters” I find most troubling. The first one I find particularly disturbing is a parent who is unwilling to buy a new pair of glasses or pay for a repair because the kid has broken the glasses for the “hundredth time.” While admittedly rare, at least once a year I will encounter a parent who comes in for a repair or replacement for his or her kid’s glasses, and when informed they are out of warranty, refuse to plunk down the money for the repair or replacement. I’ll hear something like, “She can just go without them for a few weeks. Maybe then she’ll appreciate them and take better care of them.” Sometimes the parent puts the “blame” on the insurance company with something like, “He’s not eligible for a new frame and lenses for three months. He’ll have to wait ‘til then.” If the kid has a correction under a plus or minus one diopter, I might let it go. But inevitably, the kid is in the 4-6 diopter range.

What I try to do then is to educate the parent or guardian to try and give them an idea of how this youngster sees without the glasses. While it’s a bit rudimentary, I will just place trial spectacle lenses in front of the parent’s eyes, to give them an understanding of how her kid perceives the world without glasses. For example, if the kid is a -6.00 diopter myope, I’ll hold up some +6.00 diopter lenses in front of the parent’s eyes and say something like, “…by the way, this is how little Johnny sees when he doesn’t wear his glasses.” I’ve brought tears to more than one parent’s face with that little exercise, and I think that’s a good thing. Finally, they have an appreciation for the child’s visual problem they never had before. Somehow they find the funds.

The second Close Encounter with Kids I have less patience for as I grow into a GECP (Geriatric Eye Care Professional) is the parents who are seemingly oblivious to the obnoxious, loud, disruptive behavior of their little angel(s) who doesn’t necessarily need glasses, they’ve just been brought along for the ride – probably because every babysitter in the county refuses to watch the kid at any price. Through over 30 years of experimentation, I have found you are better off speaking directly to the demon child, for the parents are usually blissfully content to ignore the situation. After all, it’s not their office that’s getting attacked, nor their patients who are getting visibly annoyed. So I might approach a child and say, “Excuse me, would you mind [insert whatever command is appropriate here, usually prefaced by the word “not”]. For example, I might say, “Excuse me, would you mind NOT throwing those frames at your sister? They are very expensive, and I wouldn’t want you to hurt her.” Believe it or not, that kind of direct approach is successful, at least for 10-12 seconds. Repeat as necessary.