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Vision Expo East Gets High Marks From Exhibitors, Show Attendees

Expo Wrapup: VM Staff Report

April 26, 2008 2:20 PM

NEW  YORK--Despite the country’s gloomy economic climate, this month’s International Vision Expo East was generally rated a success by show organizers, exhibitors and Expo attendees.

 
Marchon’s Al Berg welcomes Sean Combs as he arrives for a surprise Expo appearance.
Both during and after the event, exhibitors told VM they felt the eyecare practitioners and optical retailers who came to Expo East were those whose practices and stores are doing well so far this year. Those whose businesses may be faltering, pretty much stayed home, they said.

Although Expo attendance statistics are not yet finalized, show management said that pending a third-party audit, preliminary figures indicate a 3 percent increase in industry professionals at Expo East over 2007. “We’re very pleased with the success of the 2008 event,” said Tom Loughran, event director. “Despite these challenging economic times, International Vision Expo continues to make meaningful contributions to the sustained growth of the industry by providing a forum for eyecare professionals to network, advance their careers and get business done.”

Exhibitor Views
Although many exhibitors cited a slowdown in traffic on the last day of Expo East, most told VM they were pleased with attendance--in both quality and quantity--during the show’s first two days. Retailers and ECPs were drawn to new eyewear designs, equipment and lens technologies, suppliers said, and many, particularly independents, arrived ready to buy.

Said Dick Russo of Sàfilo USA, “The show was very exciting--our most successful show in recent years, despite the general malaise in the overall economy. Our customers are upbeat about the year so far, and optimistic about the future. Our new booth generated great excitement and an energetic environment in which Sàfilo conducted business.”

“The action and enthusiasm at our booth proves the glass can be half-full,” declared Rem Eyewear’s Mike Hundert. “With all the gloom-and-doom scenarios being told, we’re focused on--and enjoying the results of--our positive approach to the endless opportunities in the global eyewear community. The traffic, enthusiasm and business generated at our Vision Expo booths, both Rem and Base Curve, from U.S. and foreign retailers confirm the merits of our strategy to educate and execute both locally and globally.”

Don Howard of Kenmark Group said the Expo action was steady from the first day of the show, describing it as “really terrific” with booth traffic up a little versus last year. Said Howard, “Many East Coast retailers were seeing our new Dana Buchman line for the first time--when you have something new to show, it definitely helps. We haven’t heard too many negative comments about the economy, although some retailers said sales in recent weeks have been spotty.”

 
American Idol winner Jordin Sparks with Gary Martin at the Revolution booth.
Clearvision Optical’s Peter Friedfeld noted a slightly different atmosphere at this year’s Expo East than at previous shows: “This is becoming a very focused show. Those who attended were ECPs and retailers with good businesses, who were looking for solutions in interesting times. They came to find ways to make sure their businesses continue to do well. Generally, I think the optical business is very healthy.”

Veteran exhibitor Roger Shyer of Eastern States Eyewear commented, “We’ve been a part of Expo for its whole existence, and this [was] the best show we’ve ever had, based on just the amount of business I personally did at the table with customers; I’m quite sure we’re up nearly 20 percent from previous shows. It has to do with a number of factors, but for us the payoff comes from having the right products and a comfortable layer of collections aimed at directed needs of the market. When you sit down with customers at this show you really need to hear their story, so you can perfectly shape your story to their needs. It’s a slightly different technique from when you visit a store--it’s a show, and the seller needs to keep the atmosphere of that show in mind. That really helps.”

Rob Maser of WileyX Eyewear told VM, “We’re hoping this show puts the sport spin on the sport sunwear part of the optical market. It’s a powerful niche, and we feel it’s equal to the merchandising and marketing currently going on for luxury eyewear. We saw this show as a turning point in a positive direction.”

At Opsales, “We introduced a new sports fishing line, and saw a nice reception to it at Expo,” said that company’s Jerry Bedingfield. “Our new logo also got a good response. Overall, business went very well, thanks to the newness of the line.”

Vendors in the Galleria and The Underground also generally reported satisfaction with the show’s three days.

Galleria exhibitor Cedric Moreau of Mykita North America, said, “The 2008 edition of Vision Expo was terrific; many thanks to our existing clients, new clients and Mykita friends.”

Rivka Estroff of Grant Italia-USA, another Galleria exhibitor, commented, “Attendance wasn’t phenomenal, but we did well. Our customers in general said they weren’t buying as much from anyone as in the past because the economy is not good on any level. Our clients were interested in a lot of different things--our Grant Junior collection of colorful metals for children did well, as did our leather eyewear from Alviero Martini, because it’s unusual.” Said Alessandro Lanaro of Modo Eyewear, “Expo East was a great success for Modo. Customers were looking for new ideas, particularly in smart details of hinges like our new mono-block laser-cut T-flex in the Modo 600 series. Bold plastics from our Linea collection were also in high demand.”

 
A generation of Zyloware Shyers share American Idol Icon Randy Jackson with a massive Expo crowd. America has voted and the winners are (back row) Chris, James and Henry Shyer with Randy and Brianna Glick, Ashley Mintz and Samantha Shyer in the front row.
In The Underground, “We were pleasantly surprised with the turnout this year,” said Lori Robinson Blas of Legacie. “With everything going on with the economy and the recent airline troubles, we were a little skeptical, but the show was far from quiet. We really enjoy being a part of The Underground--the serene setting is great for our team and our customers, and a nice backdrop for our luxury products. Expo East is always very strong for both our Kata and Leiber brands, but we were thrilled at the enthusiasm from many new accounts for Betsey Johnson, one of our newer collections. The show was a great success, and we look forward to a great balance of the year.”

Ross Vance of Sama Eyewear, another exhibitor in The Underground, described attendees’ response to his company’s products as “great.” Said Vance, “We had some exciting new launches, and the focus on sun seems to be seasonless. We saw business as usual; we might have missed out on some new business because of travel issues or the perception that the economy might suffer, but it hasn’t affected our overall business. Our customer list is just as strong, and people seem to be looking for new brands, which is exciting for us. People are becoming more careful with the product they select, but luxury brands like ours are excelling.”

The lens and equipment booths were also consistently busy, Expo exhibitors there said. Linda Reynolds of Transitions Optical commented, “Traffic was as busy as I’ve ever seen it in my 16 years in the industry. We were very busy with all the excitement created by the new Transitions VI.

Said Glynn Montemayor of Kaenon Polarized, “This was our second year in the lens area rather than the sunglass section--it makes sense for us because we distribute our lenses as well as sell sports sunglasses. This location helps us to stand apart; as a result, traffic and business were very good.”

Noted John Corsini of Fast Grind/Super Systems, “There was a lot of traffic. We’re very, very pleased--we wrote a lot of business.” And Karen Gillen of Practical Systems (PSI) declared, “Sunday was better than Saturday. It was hopping--maybe the colder weather Sunday brought people indoors.” Added Gillen, “Everyone’s looking for a pad that will work with the new superhydrophobic lenses, and we have the new SecurEdge Plus.”

Attendees’ Attitudes
Expo East attendees, while not denying their concern about the economic outlook for the coming year, said coming to the show still made sense to help keep their businesses moving ahead.

 
Carson Kressley of Queer Eye for the Straight Guy and How to Look Good Naked fame emceeing the Sàfilo fashion show.
Anita Mizrachi, with Dr. Melman’s Eyeland in Voorhees, N.J., told VM, “We went to Vision Expo to see new trends in the eyecare arena. Each office member had a separate agenda, then we met during the day to go over our findings. We did some buying of sports goggles, women’s eyewear and sunwear, some show specials and some new releases. We also reconnected with some accounts we only see at the show. We always strive to add a little springtime post-Expo punch to our current lines. Sunwear with heavy bling seems to be hot, as are slightly larger women’s frames, some with animal prints. The new Juicy Junior was cute and will complement the adult line; Swiss Flex Italee brought some interesting twists to its current lines.”

Cleve Barham of upscale Fine Eyes in Ridgeland, Miss., noted, “I’m moving to a new location, just a few blocks away, so I wanted to look for product and fixtures for the new store. The two new lines I bought are Betsey Johnson from Legacie, and Emilo Pucci from Marchon. I buy the bulk of my eyewear at Expo East or West, but my core lines such as Maui Jim sunglasses I buy throughout the year.”

Added Barham, “When I go to Expo, I’ve learned I need a specific plan; otherwise, I don’t have enough time to get everything done. I set up appointments with existing vendors and map out the exhibit hall for whom I want to see; while doing that, I run into some old friends to see what’s new and exciting with them. Networking is one of the most important aspects about Vision Expo--I really value what my friends in the business are doing, and this is where I see them.”

“I came here with the whole team from my office, and we browsed around and bought the machines we were looking for,” said Allan Kravitz, OD, of College Point Optometrics, College Point, N.Y. “We always buy Coach frames, and we always visit our Oakley rep to see their new stuff. We generally dedicate one solid day to looking around at the show, and it is always very productive.”

On the other hand, Patrick Lamy, an optician at Le Monocle in Cincinnati, commented, “There are too many similar frames--it’s not worth the money to come to Expo just to see them, especially when a rep can show them to me in my store. The reason I come to Expo is social; the personal relationships are what’s important.”

“I was thinking of not going to Expo this year, because the impression I got in the past couple of years was that it was pretty flat,” said Robin Herod of New York City’s Selima Boutique. “But our owner just renovated our flagship store, and we’ve got a new mindset. Our lab is doing on-line ordering, and 95 percent of our AR is Crizal. We’re exploring digitally surfaced product like Varilux 360. Since we’re selling better-quality lenses, I wanted to come to the show to see what’s new.”

Ruth Krass of Bedazzled Boutique in Newtown Square, Pa., looked at women’s accessories, particularly sunglasses. “I picked up some sunwear from Dolce & Gabbanna I really like,” Krass said. “I also bought some from Ultra Palm, because it has lots of tortoise, which goes with the handbags we carry.”

Father and daughter optometrists Ronald Seger, OD, and Jenifer Webb, OD, of Shoreline Optometry, Mountain View, Calif., said, “We came looking for new eyewear, current designs and fashion frames. The Underground is where we did all our shopping, buying from Kata and Freudenhaus; we also went up to the Galleria. And we took a course on progressive lens design.”

First-time Expo attendee Stacy Hunter of Watertown Medical Optical, Watertown, N.Y., commented, “I found it very exciting. Walking the aisles was a great experience, with so much to take in. I especially enjoyed the Ed Hardy sunglass line.”

Arnold Craft, OD, of Elmwood Eyecare, Elmwood Park, N.J., said, “I come to Vision Expo East and West every year; this time I signed up for nine CE credits focusing on therapeutics. I come for the education, and to check out innovative product offerings.”

 
Revolution’s Gary Martin (r) with NY Giants quarterback Eli Manning.
Noted Robert Gollance, MD, of Eye Associates, Wayne, N.J., “Getting all three Os in the same room can be quite an accomplishment, but getting them on a wavelength that captures all of their missions from surgery to branding is the only way we’re going to make an impact on our patients in a positive way that improves their vision and their outlook on themselves. Doctors need to realize there is more to optical than the medical aspect; in turn, opticians need to see beyond all the glamorous brands and popular sunglasses. It would seem Vision Expo is the perfect place to have that professional chat.”

Rick Hogan of Optical Designs in Santa Monica, Calif., said, “Although I had a full day of off-site appointments on Thursday, I’ve developed an Expo agenda: at the show: I don’t really make appointments. I walk the main floor, the Galleria and The Underground, and pick a time when someone looks free so I can get in to see product. That way I don’t waste time waiting for appointments, and the vendors don’t waste any time waiting for me if I show up late.”

Said Stephen Gerard, OD, of Peoria, Ill., “I always enjoy the New York show. I mostly attend to check out the new equipment--I always enjoy seeing what’s new, especially in technology. It seems the show was pretty busy this year, too.”

And attendee Richard Robbins, MD, president of Partners in Vision, commented, “The show floor seemed busier than in past years, and the exhibits seemed newer and fresher than ever. Despite the gloomy outlook of the economy, the industry seems poised to grow due to innovations in lens technology and the introduction of exciting new frame brands.”  ■
--By Cathy Ciccolella with contributions from Melissa Arkin, Deirdre Carroll, Mary Kane, Andrew Karp, Jackie Micucci, Gloria Nicola, James Spina, Lauren Taylor, and Christie Walker.

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