looking forward - Haag-Streit AG · 2019. 3. 15. · Management, how the current Zeiss and...

News and information for opticians and hearing aid dispensers.

looking forward

Your IT management

EXPERTS.

2 3IPRO looking forward | Issue 01 2019 IPRO looking forward | Issue 01 2019

Dr. Heinrich Gentner

IPRO International

[email protected]

UK-phone 020-3868-7794

Looking forward – Looking goodThere are lots of good reasons why hearing aid dispensers

and opticians should choose winIPRO: the modern design,

the flexible, modular construction, the wealth of experience,

the 3,000+ users and our outstanding customer service. If

you ask our users why they bought winIPRO, many of them

will cite our experienced support as the main reason.

No wonder!

IT is a matter of confidence.

IPRO managing director Martin Himmelsbach: My employ-

ees and I have a lot of experience in implementing winIPRO

in many different businesses. Invite us to your business.

We’ll show you how simple and successful the transition

can be, from the transfer of data from your existing system

to the training of your employees.”


their eyes checked by a specialist every six months. Some

suppliers are now changing this position. They explain the

change in strategy by referring to new studies which say

something different. We are also seeing increasing numbers

of suppliers who are coming together and joining forces

in order to increase their influence and market share. As a

result, they are also increasingly in direct competition with

us, their customers.

lf: How have you reacted, what has changed, and how

have you dealt with these changes?

Rob Tokkie: We have to make even greater efforts to put

together the right range of products and services. We have

repositioned our company, which also included changing

Brilservice becomes EyecareRob Tokkie

Hans Zwijsen, owner of Opti-Bytes, IPRO consultant for Belgium and the Netherlands. “Used correctly, winIPRO irrevocably results in higher returns”.

IPRO EXPERT®

lf: There has been movement in the market for opticians

for years. In your opinion, what have been the most

ground-breaking changes in recent years? Your com-

pany has grown quickly and has 36 branches today,

it is considered to be a prime example of intelligent

entrepreneurship in a competition-oriented market.

What happened?

Rob Tokkie: New technologies make it easier for compa-

nies to do business with the end user. This applies not only

for retailers, but also for suppliers. Consumer demand for

additional convenience and efficiency is also increasing.

What’s more, we see changes in the attitude of certain sup-

pliers. For example, the contact lens industry had claimed

for years that it was very important for the user to have

the name to EyeCare. We believe that Care will become

more important for us in the near future than offering four

pairs of glasses for the price of one, for example. We need

to concentrate more on being relevant to the consumer. It’s

not enough to want to be relevant. You have to be relevant.

lf: What role have digital processes and software

played here?

Rob Tokkie: A major role. It is important to be able to

carry out good analysis. To have the option of connecting

your data with all possible systems in an efficient manner

in order to achieve greater efficiency and reduce costs, for

example.

lf: What are the challenges and hurdles which currently

need to be overcome? Are there ideas and approaches

for how to deal with these problems?

Rob Tokkie: We are currently concentrating on improve-

ments within our IT system such as quicker and more

efficient data processing from point of sale through to

accounting software. We want to have more control over

our inventory as a result. Not just for frames and sunglass-

es, but also for contact lenses. We need better tools from

our IT system for marketing purposes. If consumers register

for EDM (electronic document management), for example, it

would be great if that could then be processed automatical-

ly in our database.

lf: What measures are you introducing right now

or very soon?

Rob Tokkie: We have taken stock of our requirements and

discussed them with our partners.

lf: What do you see as the big challenges of

the future?

Rob Tokkie: Costs, prices, competitors.

Costs: Staffing costs will increase because there aren’t

enough new opticians being trained and who can be

prepared to take over the work of their colleagues who will

soon retire.

Prices: The influences from the predominantly price-driven

online market will have an impact on the margins in offline

business. And on the online margins.

Competitors: New competitors with new sales concepts

will enter the market. Suppliers who also become competi-

tors may push through market decisions which affect us as

operators. Branded products have always been important

for our business, but it may be the case that the role of

brands in retail and in opticians will change.

lf: Where do you see your business model…

in 5 years?

Rob Tokkie: We believe that the changes which seem to

take place ever more quickly also bring new opportunities.

We are very optimistic. We will continue to grow and want

to further increase the number of branches. The EyeCare

Group currently covers 36 branches, we want to expand to

50 to 60 branches in the coming years.

lf: ... in 10 years?

Rob Tokkie: It’s hard to say what the market will look like in

ten years. We currently consider five years to be long-term

and two years to be short-term. We concentrate on the

points which we have planned for this period and on doing

them right. We are thus ready for the years which follow.

lf: What role will other digital solutions and

processes play in the future?

Rob Tokkie: A very important one. Efficiency and easier

access to data are crucial. Reduction of costs, improve-

ment of efficiency, and optimisation of marketing activities

through IT systems will become even more important.

Rob Tokkie, owner of 36 opticians practices in the Netherlands, has initiated an unusual and bold change of name in his operations and has replaced the established “Brilservice” brand with “Eyecare”. At the same time, each business was refined to have a brilliantly styled modern ambience. Even the home page has had a redesign. All news is communi-cated in a topical and very attractive online magazine. The new Eyecare motto is: “alleen het beste voor jouw ogen”. We found all this extremely exciting, so we asked Rob: why?


We find that we can pride ourselves to some extent on being

the leader for interfaces for industry software. We integrate

almost all relevant devices. We offer interfaces with industry

programs, centration systems, database software, EC cash

terminals, DATEV – for hearing aid dispensers with NOAH,

accounting centres, health insurance accounting, ear mould

scanners. And just recently we have implemented the win-

IPRO ear mould order management system with the smart

optics 3D scanner. If you have not yet integrated one of your

optometric instruments or your workshop equipment, for

example, then simply ask your IPRO consultant whether there

is an appropriate interface.

looking forward asked Stefan Mancuso, Head of Project

Management, how the current Zeiss and Rodenstock inter-

faces came about. Here’s what he said:

We have implemented, triggered, and achieved a lot on the

topic of interfaces with both partners in 2018. And thus, in

general, an idea becomes the interface: the supplier generally

informs us at an early stage about a new product which will

be coming onto the market. We then work together to con-

sider how the interface to be established fits into the optician

or hearing aid dispenser’s process. Over the phone, via email,

and in face-to-face meetings. Since we have known each

other for several years now, we are able to gauge the other’s

preferences, meaning that we usually reach a consensus

quickly – the idea becomes a project. This is then passed

on by project management to the appropriate development

department for further definition and planning of implemen-

Good communication: good interfaces

“From the beginning, we have planned the changeover as

a project which stretches over several years because we

wanted to avoid inconvenient effects. We are actually

meeting all sorts of user requests and requirements with the

project, and this programming takes a lot of time,” explains

development manager Thomas Barth.

New database – new functions. Users can see that the

plan to also consistently offer new functions with the

renovation of the database connection is consistently being

followed through numerous improvements. For example, it

is now possible to enter multiple frames in a glasses order,

the topic of “lending of glasses and hearing aids” has been

expanded, and a new module for merchandise orders has

been developed.

Furthermore, there is now a procedure for bringing old

order lists up to date without this resulting in unnecessary

and incorrect accounting entries. Sending of invoices as a

PDF email has also been implemented. They appear on

your letterhead if you want them to.

The switch from the old database to the new one will be

implemented with each new version of winIPRO in the

coming months. This internal conversion should then deliver

further improvements to winIPRO.

That works: with the new winIPRO database! If you

still don’t know anything about the new database or haven’t

noticed anything, simply contact your IPRO consultant or the

support team in Leonberg. We will check whether your

system meets the operating system requirements and

release it.

How does the changeover work? Installation of the

new winIPRO database starts automatically on the server

after regular winIPRO maintenance.

What does the database cost? IPRO users with a

maintenance contract get the new database free of

charge and automatically with maintenance of Version 8.2.

State of affairs

tation. At the end of the implementation phase, internal

testing begins. For this, we get the appropriate access

permissions and the supplier gets an appropriate version of

winIPRO. When both sides are happy, pilot users who work

intensively with the new feature and get in touch if some-

thing could be improved are “selected”. When the pilot us-

ers are able to work seamlessly with the new interface, it is

approved by both sides. In the end, it is reviewed, and we

determine whether everything went according to plan and

what we could do even better in the future. What sounds

relatively quick here actually takes weeks at least, usually

months in real life. We are proud to now be able to present

our current results to you:

Interface with Zeiss Visuconsult 500 (Visufit 1000)

Interface with Zeiss Visustore

Interface with Rodenstock Consulting (Impressionist 4)

Upgrades to the interface with Dneye® Scanner

Upgrade to glasses order management

The interfaces can simply be ordered from your IPRO

consultant. Help yourself!

The topic of a “new database” has now been a common thread in issues of “looking forward” for several years – first as a vision, then increasingly tangibly. A few months ago, installation of the Microsoft SQL Express database software began for all IPRO users. A comparatively quiet and unremarkable operation which had only a few immediately noticeable effects.

Creating interfaces between winIPRO and our many industry partners’ software and hardware is relationship work first and foremost. Sometimes one side wants more, sometimes the other. Sometimes one lags behind the timetable, sometimes the other has a cold. Sometimes people get on well, sometimes they get on each other’s nerves. But when the interfaces finally work, every-one involved rejoices together – and you, our customers, most of all.


Enables you to use your IPRO system

from anywhere! All you need is an

Apple iPad or a portable computer and

winIPRO2Go.

2Go Fully integrated.

From the first patient consultation to aftersales service

and repairs, every step is clearly laid out. Full integration

of manufacturers’ lens-consultation programmes. Plus

all our experience regarding patient loyalty programmes,

work-flow optimisation and management

IPRO is independent.

IPRO enables you to work with all manufacturers. You

remain flexible and independent. Electronic catalogues with

supplier-specific data are available via the IPRO-Download

Service.

Interfaces.

winIPRO contains a lot of interfaces for all requirements

in a practice. From workshop machinery to refraction

instruments. The benefit for you: All data only needs to be

entered once.

A new dimension.

You will be impressed by the integrated patient contacts,

the direct EPoS integration, the easy-to-use stock control

and the branch networking.

TAILOR-MADE SOFTWAREwinIPRO Practice Management System

More than 3,000 businesses currently rely on IPRO. winIPRO Practice Management Soft-ware comprises 35 years of experience, and has been developed and optimised in close co-operation with our users, professional bodies and the industry. We look forward to demonstrating the benefits and possibilities to you. at a glance

1 Full patient data

2 Email and SMS facility

3 Full patient promotion function, with filter

options and mail merge facility

4 Instant overview of all patient contacts

5 Complete diary function and appointment

history view

6/7 Full list of all spectacles/CL dispensed

8 Recall and reminder facility to make sure

your patients are always coming back

9 Documents Manager, for scanning in

or importing documents

IPRO-specialists convert your data.

1 5

62

3

7

9

4

8


Simply digital.

For any optician who works with winIPRO, it’s a matter of

course: the lenses are entered into the glasses order and

electronically ordered with winIPRO. This takes just a few

clicks of the mouse – the lens supplier has already received

all of the necessary information. We are talking here about a

process which has been largely “digitalised” for many years

and which, frankly, is not worth a new report.

Unless we’re talking not about ordering lenses, but rather

about ordering glasses complete with lenses. And unless

the complete glasses are Ray-Bans. Then a digital process

which has long been known and is in fact very familiar

suddenly becomes a real innovation.

The first steps began rather quietly with the fact that the

Ray-Ban price list catalogue can be loaded by the winIPRO

online data service. Until now, the desired Ray-Ban lenses

and frames had to be entered and ordered separately on

the MyLuxottica website. Even if this form can be called

“digital”, it didn’t match what winIPRO users are used to

when ordering their lenses. The drawbacks of the additional

effort for the double entries were clear.

From the beginning of this year, the first IPRO customers

are able to enter complete Ray-Ban glasses in the glasses

order and order them electronically. Entering the lenses and

the desired frame is done almost as normal. But only al-

most. Because the desired frame comes from the Luxottica

frame catalogue which can be loaded from the winIPRO

online data service. No matter which Ray-Ban frame it is:

tedious manual entry of the frame is no longer necessary as

of now. If the frame should be ordered as a complete pair

of glasses, then you simply need to select the appropriate

options in the frame window.

Ordering of the complete glasses is done as usual via

the winIPRO lens ordering list, for which one click of the

order button is sufficient. Of course, you will also get order

confirmations from the Luxottica server which keeps you

informed about the current order status.

The pilot phase ends in March 2019. After that, all IPRO

customers will be able to get the new winIPRO Luxottica

complete glasses order management system and benefit

from this true innovation. This option will initially only be

available to IPRO customers.

Complete Ray-Bans: with a click of the mouse in the future

This frame should be ordered as a complete pair of glasses.

While a few years ago we all still expected invoices and

communications in writing and on paper, today ever-

increasing numbers of people are happy to deal with things

quickly and cost-effectively via email and PDF.

This is about more than just being able to send any desired

invoices, promotional letters, or other communications as

a PDF directly from the software. It – as was once the case

for paper and snail mail – is also about the results looking

good and meeting the legal requirements.

winIPRO contains numerous options for this, which the

personal IPRO consultants are also happy to set up and

provide training in so that the invoice is ultimately sent on

the current stationery for the company as a PDF. Users with

a maintenance contract have already received the option

of PDF printing and sending as part of their updates –

however, the function for getting PDF print-outs on digital

stationery should be set up and configured by experts.

Recent years have signi-ficantly changed our ex-pectations with regard to digitalisation. This applies for all sectors of commu-nication.

Order

Glazing

from the frame suppliers


Roland Brömmel, with IPRO since 1986. Large parts of winIPRO are the result of his clever programming ideas. And there’s more: he’s a great cook and tireless supporter of musical talents.

IPRO EXPERT®

As an old programming adage goes – which the experts in

the IPRO Technical and Development Department violate

time and again when they haven’t the heart to leave users

who don’t have an up-to-date data backup out in the cold

after a hardware crash.

Data which is accidentally deleted, faulty hard drives,

faulty file systems after a power cut, or encryption of entire

systems by so-called Trojan viruses – time and again it is

necessary to fall back on data backups. If there is a current

backup from last night, then restoring the data is an easy

task and it is possible to be back up and running in a short

space of time.

But sometimes the experts rub their eyes in disbelief when

they are presented, when they ask for the last data backup,

with a backup which is four weeks, two months, or even

more than a year old. Then the long-winded, laborious, and

expensive attempt at data retrieval begins. Sometimes it is

still possible to reconstruct the data reasonably completely

from a faulty hard drive. In other cases, e.g. following high

overvoltage in a lightning strike, the hardware is sufficiently

destroyed that the attempt of a data retrieval is hopeless.

Backup Plus is the right solution for all IPRO users who

want to effectively protect their valuable data. Backup Plus

automatically runs every night with no need to do anything

and saves not only the latest data, but also complete

backups of the last week, the last month, and the last year.

As a result, even data which has been accidentally deleted

without anyone noticing immediately can be retrieved.

The entire backup is also mirrored in a second location –

generally in your home – for which so-called NAS (net-

work-attached storage) is used. If one of these backups

doesn’t work, then you are informed by email. The IPRO

experts also monitor the completeness of the backups and

get in touch if data backups fail to run multiple times.

We recommend a daily local copy in addition to Backup

Plus so that you can immediately continue working on a

workstation in the event of a server failure.

Check your own data backup with the help of the following exam-ples and answer the simple question: would you be protected?

Incident

A text, a price list, or even an entire storage unit

has been accidentally deleted, which has been

noticed immediately.

Data is deleted, but this is not noticed

immediately.

Old data needs to be accessed for any reason

(Medical Devices Act, prosecution, tax audit).

Server hardware failure. Faulty hard drive. Local

copy available.

Server hardware failure. Faulty hard drive. No

local copy.

A virus has encrypted the server hard drive and

some workstation hard drives. The local copy is

often also disabled in the process.

A virus has encrypted the server hard drive

and some workstation hard drives. It has also

attacked the local backup media because the

backup media were not separated.

A disaster – for example a fire – destroys the

company. Both the server and the backups

generated within the company are ruined.

winIPRO Backup Plus

The latest backup is one day old.

The data is found in the backup.

Backup Plus backs up the last three days,

the last week, and the last month.

Backup Plus guarantees access to the last year.

We also recommend saving annual back-ups in

the safe.

You can continue working with the local copy

during the repair.

Backup in Backup Plus – the data loss is less

than one day.

Backup in Backup Plus – the data loss is less

than one day.

Backup Plus ensures that the connections are

only open while the backup is running.

Backup Plus duplicates all backup files on an

external medium which is in your home, for ex-

ample. As a general rule, the data loss is one day.

Your solution

No backup,no sympathy


VOLKER MEYER, OPTIMUM, BRUCHKÖBEL

lf: I remember your enthusiasm at the PASKAL 3D

cinema event in Frankfurt three years ago. Has it per-

sisted, or even deepened?

Volker Meyer: The enthusiasm has turned into a firm con-

viction – for us, PASKAL 3D is the best option for refraction

available on the market. The wide variety of electronic tests

are constantly being further developed. There are great

add-on modules such as the COM Visus module. Soon,

we will be able to completely darken our refraction room in

order to eliminate colour vision. We can then perfectly test

night blindness in our patients with the COM Visus module.

lf: Do you carry out refractions with the standard

Paßmann and Kalder series of tests?

Volker Meyer: Yes, but adapted to our conditions. That’s

the great things: each employee can put together their

own range of tests. That provides additional reliability in the

refraction.

lf: PASKAL N for the close-up test will be presented at

opti. Interesting?

Volker Meyer: I’ll certainly take a look. That would be a

wonderful addition.

KRISTINA OTTO, BRILLENMACHER OTTO,

REICHENBACH AN DER FILS

lf: How long have you been carrying out refractions

with PASKAL 3D?

Kristina Otto: Since 2016. And exclusively so.

lf: What do you appreciate about this system?

Kristina Otto: I offer patients an experience, “natural” con-

ditions, and more show. I like the precision. The optotypes

seem much brighter to me than in comparable systems, for

example. It’s great that I can show the patient the images

from the DNEye Scanner on the same monitor.

lf: Are there patients who aren’t comfortable with “3D”?

Kristina Otto: That happens. Then I simply switch to 2D

and carry out conventional refraction.

lf: A resumé?

Kristina Otto: I like to show modern digital professional-

ism. My goal is to digitally implement as many processes as

possible. PASKAL 3D is a significant step towards that.

lf: A question for the future: what motivates you, what

do you believe in, what do you want as an optician?

Kristina Otto: Definitely digitalisation. Because my col-

leagues and I have to wrap up warm and stay on the ball.

On the other hand, I rely on personal human consulting and

on optometry.

SILKE JAUDES, OPTIK JAUDES, BACKNANG,

WEINSTADT AND WINNENDEN

lf: Ms Jaudes, how long have you been using

PASKAL 3D?

Silke Jaudes: Since the system came onto the market.

Since the beginning.

lf: And what do you predominantly use it for?

Silke Jaudes: For everything. We exclusively use PASKAL

3D for refractions.

lf: In your opinion, what is the key benefit in compari-

son with conventional methods?

Silke Jaudes: It allows us to help patients to see even

better. That’s the biggest advantage. In addition to that, the

method looks more impressive and offers a bit of a show

for the patient.

lf: Do you have fewer complaints?

Silke Jaudes: It’s hardly possible to have still fewer than

we had before.

lf: What functions do you use?

Silke Jaudes: In addition to the base module, we also

use COM Visus for the best possible correction of night

blindness with continuous movement. The driver tool for the

best glasses for drivers. Then the Kids & Teens children’s

optometry module. And the low vision module too. We

haven’t taken a look at the contact lenses module yet. For

us, PASKAL 3D is another significant step on the path to

the digitalisation of optometry. That’s exactly what we want

and need.

lf: How do your patients react?

Silke Jaudes: They like it a lot. We also use PASKAL 3D as

the basis for sight test advertising. You can do a lot with it.

lf: Where do you see potential for optimisation?

Silke Jaudes: At the moment, we are perfectly happy.

Particularly with our IPRO consultant.

PASKAL3D

Kristina Otto, Brillenmacher Otto,

Reichenbach

Simply the better show –looking forward talks to users

We sought out PASKAL 3D users and asked them about their experiences with sensational eye examination. We gained two impressions from these on-site interviews: 3D refraction is a perfect fit for day-to-day optics and is preferred by all refractionists. And more importantly: patients are aware of the innovation and are delighted by the good results.

IPRO InternationalSteinbeisstrasse 6D-71229 LeonbergGermanyUK-phone [email protected]

www.iprouk.com

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