Eye Spy

Eye Spy
Uncover Profits By Promoting Eyewear

by Jenifer Hunt

“Eyes are very sensitive to UV light and should not be exposed while tanning,” says Jennifer Homola, product brand supervisor at Australian Gold®, manufacturer of Gold EZ Eyes™, Gold Eye Candy™, Special Eyez™ and SunGlobes™.“UV light is responsible for both short- and long-term injury to the eyes and can easily be avoided by properly using FDA-certified eyewear.”

UV light-induced eye damage is cumulative and awareness of the importance of wearing protective eyewear while engaging in activities that expose eyes to intense sunlight is lacking. These activities are not limited to indoor tanning. Eyes can be burned outdoors or from reflective surfaces such as snow and sand.

“The necessity of wearing protective eyewear can’t be stressed enough,” says Dorothy Applegate, president at Lucas Products Corporation, manufacturer of SUPER SUNNIES® iGear Eyeshields™.“Salons are obligated to supply or have eye protection for sale, and they must insist on usage with no exceptions. Even short-term exposure can cause temporary or permanent eye damage.”

Clearly, educating customers on the importance of eyewear use is paramount, and salon operators must take the lead.

“The biggest thing we hear over and over is that the tanner did not fully understand why they were asked to wear protective eyewear,” says Brenda Fishbaugh, president at Eye Pro, Inc., manufacturer of WINK-EASE® and VIEWkeepers!® disposable eyewear. “We find once they see photos of UV damage, most tanners immediately begin wearing eye protection.”

The intensity and proximity of tanning lamps to eyes has prompted the Food and Drug Administration (FDA) to institute protective eyewear regulations for the indoor tanning industry to prevent eye-related health risks such as photokeratitis (sunburn to the cornea), cataracts and cancer.

FDA regulations stipulate that salon owners are responsible for informing customers of health risks associated with excessive UV radiation, and protective eyewear use during indoor tanning sessions is required. To satisfy FDA regulations, limit legal liability and help increase customer safety, salon owners thoroughly must educate both customers and employees regarding the importance of wearing protective eyewear.

“With the amount of employee turnover at salons, the seasonality of the business, and the busy reception areas during high season, salon owners cannot spend as much time with each customer,” says Sabrina Little, director of communications at California Tan™, manufacturer of Peepers®, Pro-Specs™ and Sunsets® eyewear. “Consequently, many tanners may not be receiving the precautionary advice and explained benefits of proper eyewear use.”

Salon operators can help customers stay healthy and remain FDA compliant by offering both education- and product-based eyewear solutions. Begin by educating customers and employees of the following facts:

1. Eyewear protects against UV damage.
2. Cumulative UV damage may cause serious, permanent eye problems such as cataracts, loss of night vision and perception of color, cancer, etc.
3. Short-term UV damage may cause photokeratitis, characterized by pain and excessive tearing.

Salon owners should help increase eye protection compliance by making eyewear products available.

“Have sanitized loaners available, as well as eyewear for sale in a highly visible area,” Applegate suggests. “Include a free pair in their sign-up package and include an explanation as to why they must be worn. The average person will, once they know the dangers, wear protection.”

According to federally mandated regulations, eyewear must fit properly. That is, it should fit snugly around the eyeball. If the customer can see from out of the sides, or if light can enter, the item requires adjustment or replacement. Goggles designed to be worn with a strap, or strings, must be used with the attachments in place and be properly fitted to meet FDA regulations.

“If you provide goggles on your beds, they must have elastics on them or they are non-compliant,” Fishbaugh says.

Eyewear maintenance is equally important. All reuseable eyewear must be thoroughly cleaned and sanitized before each use to prevent risk of spreading viral and bacterial infectious diseases. Salon employees must be properly educated on cleaning protocols, including how to properly mix solutions to optimize sanitation but prevent wearer eye irritation.

“Eye irritations, viruses and infections can pass easily from user to user if the eyewear is not properly cleaned,” Homola says. “Customers trust they are tanning in a clean and safe environment and that should include eyewear.”

Eyewear lenses may lose their efficacy and fall below FDA standards if the cleaning solutions breakdown plastics and acrylics. Worn, frayed or broken eyewear must be replaced. If a salon distributes unclean or improperly maintained eyewear, the company’s compliance to FDA regulations is compromised.

Salons can emphasize that wearing eye protection will help customers preserve their vision and maintain beautiful, clear, sparkling eyes throughout life, and that neglecting protection may cause eye-related diseases, permanent loss of vision and pain. Warning signs of the dangers of not wearing protection should be posted in a highly visible area, and that failure to comply may result in severe burns and/or long-term eye injury.

Customers want tans—not tan lines, and products that can prevent them can resolve a chief objection to eyewear use.

“It is a myth that you get ‘raccoon eyes’ from eyewear today,” Applegate says.

Little agrees: “Point out that the materials, fit and design of tanning eyewear specifically is created by tanning manufacturers who understand the concerns of ‘raccoon eyes’ while providing important protection.”

Fortunately,a number of disposable and reuseable eyewear designs have made choosing between vanity and safety a dilemma of the past. Due to the unique design, WINK-EASE eyewear by Eye Pro does not cause tan lines. The disposable, individual eye pieces fold easily into small cone shapes and tap gently into place for complete UV protection. The sanitary, lightweight, adjustable eyewear features medical-grade adhesive, particularly suitable for wear during stand-up tanning, the company says. VIEWkeepers! offers the same features as WINK-EASE and provide extended room for longer lashes.

Australian Gold offers tanners unique eyewear options including EZ Eyes, Sydney Shades, Ultra SunGlobes, Special-Eyez and Eye Candy. EZ Eyes are disposable and strapless to prevent tan lines. Sydney Shades offer full coverage with minimal tan lines. Ultra SunGlobes eye-cups fit eyes snugly to allow maximum UV protection, and are sold in pairs and available in a variety of colors. Special-Eyez feature a unique dual-function design with an interchangeable lenses clip. Eye Candy is made with material that is both UV restricting and transparent for improved vision, and is available in purple, red, green and dark smoke.

SUPER SUNNIES iGear Eyeshields by Lucas Products meets all FDA protection requirements while also using color therapy to calm the body and mind, the company says. This eyewear features a flexible, high-rise nose bridge and an elastic headband to assure a perfect fit, and is available in a wide-range of therapeutic colors including energizing red, peaceful green, passionate purple and cool blue to promote light therapy.

Peepers by California Tan, are ergonomically designed to fit eye shapes exactly, and feature an adjustable string. Sunsets are modern-looking reflective goggles that do not have a nose-bridge. Pro-Specs are adjustable goggles that easily convert into two-piece eyewear by removing the nose bridge and string.

Experts agree that smart owners have seen a great return on investment from selling eyewear. Educating customers on the importance of wearing eye protection is a great transition into selling them their own pair for personal use.

Salons that push sales of protective eyewear benefit both the customer and the company’s bottom line. Tanners are more likely to wear protection if they have made a financial investment, which equals a value-added sale for the salon.

In the end, salon operators cannot be certain customers are wearing eyewear once the tanning room door is closed. However, salons must promote compliance with eyewear regulations so that customers are educated to make wise decisions regarding their health.

“We are a service-oriented industry and it is our professional responsibility to educate our customers on this subject,” Little says. “Customers look to their salons to provide them with the best tanning experience and trust they are in good hands. Stressing the importance of eyewear should be part of the overall tanning session.”