Myopia Expert 700 Consultative Sales Training Guide

Target Customer Prioritization

Focus Your Sales Efforts Strategically

            The opportunity: 2.5B people have myopia today · 50% of the world predicted myopic by 20505 · The younger a child becomes myopic, the faster progression can be6 · IMI recommends follow-up every 6 months2
        

Tier 1 — Primary Target: Myopia Management Practices with Essilor® Stellest® Interest

Practices prescribing or planning to prescribe Essilor® Stellest® needing objective monitoring
Practices offering ortho-K or specialty CLs needing axial length + topography
EssilorLuxottica coordinated Essilor® Stellest® training and ME700 implementation—one partner

Discovery Questions

Understand Before You Sell

Q: Are you aware Essilor® Stellest® received FDA market authorization (Sept 2025) as the first spectacle lens for myopia management?

Purpose: Gauge Essilor® Stellest® awareness—position ME700 as the tool to objectively monitor and demonstrate Essilor® Stellest® results to patients and families
Follow-up: Planning to prescribe Essilor® Stellest®? How will you show parents it's working?

Q: How are you currently monitoring myopia progression—refraction or axial length?

Purpose: Open the conversation around objective monitoring and parent communication
Follow-up: Would a growth curve against age-matched norms be easier for families to understand than a refraction number?

Q: When parents ask "Is the treatment working?", what objective data do you show?

Purpose: Highlight axial length growth curves as a parent communication tool
Follow-up: Would showing progression vs. normative data visit-by-visit strengthen parent confidence and adherence?

Feature-Benefit-Impact Framework

Connect Features to Customer Outcomes

Axial Length Monitoring

Benefit: Objective, easy-to-understand measure of progression — ±27 µm repeatability¹ detects the 50 µm change that signals meaningful progression³
Benefit: IMI recommends axial length as optimal monitoring methodology and 6-month follow-up cadence²
Impact: Parents see whether Essilor® Stellest® is working → Builds trust → Strengthens adherence → Aligns with professional standards

Axial Length Growth Curves

Benefit: Age-matched normative data with exportable progress reports
Impact: Axial length growth curve data parents can grasp at a glance → Stronger than refraction numbers → Supports treatment decisions with objective evidence

EssilorLuxottica Integration

Benefit: Essilor® Stellest® + ME700 from the same company — coordinated training and implementation
Impact: One partner for lens + instrument → Streamlined onboarding → Coordinated patient education resources

Keratoconus Screening (KPI) + Keratometry

Benefit: Identifies keratoconus/irregular corneas that contraindicate ortho-K · Keratometry guides optimal base curve selection
Impact: Screens before prescribing ortho-K → Prevents clinical complications → Single platform determines right treatment

Child-Friendly Design & Speed

Benefit: Complete acquisitions in seconds · Non-invasive · No anesthesia needed
Impact: Minimal chair time → Reduced patient anxiety → Smooth workflow integration

Comprehensive Topography

Benefit: Fluorescein simulation for ortho-K lens selection · Differential maps confirm treatment zone
Impact: Full treatment menu supported → Single device for multiple modalities

Common Objections & Rebuttals

Turn Concerns into Opportunities

"I Can Monitor with Refraction — Why Do I Need Axial Length?"

Hook: You're right—refraction has been the standard. But the question is what parents need to see.

A refraction number is hard for families to interpret — a growth curve against age-matched norms isn't
ME700's ±27 µm repeatability¹ reliably detects the 50 µm threshold that signals real progression³
IMI recommends axial length as optimal methodology² — fast, non-invasive, comfortable for children

Close: "Can you show Essilor® Stellest® families the progress they're hoping to see? ME700 makes that conversation possible."

"We Don't Do Enough Myopia Management Yet"

Hook: That's exactly when to invest — before the gap grows.

Essilor® Stellest® FDA market authorization removed the need for ortho-K expertise to start myopia management
ME700 provides the monitoring confidence practices need to expand
EssilorLuxottica delivers Essilor® Stellest® training and ME700 onboarding together — one program, one partner

Close: "This isn't just equipment — it's practice capability. Would it help to walk through our implementation support?"

"Do I Need This If I'm Only Doing Essilor® Stellest®, Not Ortho-K?"

Hook: Great question — Essilor® Stellest® practices may benefit most.

Replicates the measurement methodology from Essilor® Stellest® clinical trials — 71% slowing in myopia progression, 53% slowing in axial elongation, on average over 2 years*^,7
Growth curves give parents the visual proof that keeps them committed to treatment
Axial length aligns with professional standards and the IMI 6-month follow-up cadence²
Platform grows with the practice — ortho-K, specialty CLs, keratoconus screening all supported

Close: "Think of ME700 as your myopia management foundation — built for Essilor® Stellest® today, ready for whatever comes next."

* Compared to single vision lenses. Results from a prospective, randomized, double-masked, multicenter U.S. clinical trial in myopic children aged 6–12 years at initiation of treatment.

References:

¹ Visia Imaging (2021). ANNEX 18_7 Statistical Report. Data on file.

² Gifford KL, Richdale K, Kang P, et al. IMI – Clinical Management Guidelines Report. Invest Ophthalmol Vis Sci. 2019;60(3):M184-M203.

³ Wolffsohn JS, et al. IMI – Clinical Myopia Control Trials and Instrumentation Report. Invest Ophthalmol Vis Sci. 2019;60(3):M132-M160.

⁴ Moore KE, Berntsen DA. Optometric binocular vision and clinical applications. Optom Vis Sci. 2014;91(9):1106-12.

⁵ Holden BA, et al. Global Prevalence of Myopia and High Myopia and Temporal Trends from 2000 through 2050. Ophthalmology. 2016;123:1036-1042.

⁶ Sankaridurg P. Contact lenses to slow progression of myopia. Clin Exp Optom. 2015;98(6):494-6.

⁷ Essilor International, data on file (2025).

⁸ U.S. FDA. FDA authorizes marketing of first eyeglass lenses to slow progression of pediatric myopia. Sep 2025. https://www.fda.gov/news-events/press-announcements/fda-authorizes-marketing-first-eyeglass-lenses-slow-progression-pediatric-myopia

Competitive Positioning

Differentiate Against Key Competitors

Topcon Myah

The reality: Myah and ME700 are virtually the same instrument — Myah includes dry eye features at no extra cost. On pure hardware, there is no meaningful difference.

The real question for the ECP: Who do you want to do business with?

Prescribing Essilor® Stellest® + buying ME700 = one partner (EssilorLuxottica) for both lens and instrument
No finger-pointing between vendors — questions about instrument, lens, or workflow all go to the same company
First access to EssilorLuxottica's evolving myopia management ecosystem

Positioning: "The instruments are equivalent. The difference is who stands behind your myopia practice. With ME700 and Essilor® Stellest®, you have one partner — one training team, one support line, one company invested in your success."

⚠️ Never disparage Myah's hardware. The entire argument is the business relationship — EssilorLuxottica as a single partner for both the lens and the instrument.

Oculus Myopia Master

Their strengths: Objective refraction · compact footprint · good monitoring software
No topography — purely axial length + refraction; practices need a separate topographer for ortho-K or specialty CLs
ME700 advantage: Axial length + topography + fluorescein + keratometry + KPI in one device — plus coordinated Essilor® Stellest® support from EssilorLuxottica

Positioning: "Myopia Master is strong for monitoring. But without topography, you need a second device the moment you add ortho-K or specialty CLs. ME700 covers everything in one platform — and brings EssilorLuxottica's Essilor® Stellest® integration with it."

⚠️ Approach: Lead with platform completeness and Essilor® Stellest® integration. Acknowledge their monitoring strengths.

Consultative Closing Strategies

Guide Decisions, Don't Push

Integrated Platform Close

"Essilor® Stellest® and ME700 come from EssilorLuxottica. One partner, one training program, one company invested in your myopia practice. Would implementing both together make sense for your practice?"

Best for: Practices interested in Essilor® Stellest® · value single-vendor relationships

Clinical Confidence Close

"With Essilor® Stellest®, you have the lens. ME700 gives you the proof — a growth curve parents can actually see and understand. That's what builds confidence, drives adherence, and sets your practice apart."

Best for: Clinically-focused practices · doctors wanting to strengthen the Essilor® Stellest® patient experience

Gap Analysis Close

"You're seeing myopic children but monitoring a fraction of them. ME700 closes that gap — objective data for parents, professional standards for you, and a platform that grows as your practice does. What's your timeline for building this out?"

Best for: Growth-oriented practices · practices with untapped pediatric potential