By Gloria Nicola with contributions by Melissa Arkin
Photographs by Karen Schuld
Clockwise from top left: SYDNEY LOVE Reader 8309 from Evolution Eyes; READER 5004, striped reader with coordinated case, from Hilco; SULTANA, hard case, from LBI Cases & Accessories; ROXY, cat eye reader, from Corinne McCormack
"I never sold accessories until I met
Corinne McCormack [owner of Corinne McCormack,
an optical accessories company] and she taught me
how to merchandise accessories to go with individual
purchases. Now in addition to the complimentary cases
we provide with each frame, we also present a selection
of cases, chains and contact lens care products that
coordinate with the eyewear for those who want to have
additional fun with their wardrobes. We teach our customers they
can change a look just by having different eyeglass cases—one for the
office, one for evening, another for the weekend. It’s an easy sale
because there are so many stylish—and very important—quality optical
accessories available. Chains instead of being purely functional
retainers now look like jewelry and can actually double as a necklace,
bracelet or ankle bracelet when not being used to hold glasses.”"Photographs by Karen Schuld
Clockwise from top left: SYDNEY LOVE Reader 8309 from Evolution Eyes; READER 5004, striped reader with coordinated case, from Hilco; SULTANA, hard case, from LBI Cases & Accessories; ROXY, cat eye reader, from Corinne McCormack
—RUTH DOMBER, OWNER, 10/10 OPTICS, NEW YORK
"Our accessories sales have increased over time, mostly because there is more variety and neat styles out there. I sometimes do accessories as giveaways. If we’ve made a mistake or don’t get something in on time, I’ll throw in an extra contact lens case. I also give them occasionally to long-time patients to show appreciation."
--CLARISSA BROWN, OWNER,
BELCHERTOWN EYECARE, BELCHERTOWN, MASS.
"In retail today accessories are out
performing clothing because accessories—
whether they be shoes, handbags or
watches—are functional add-ons, but
they also make a major fashion statement.
For the optical market, eyeglass accessories
are an easy add-on sale. This is
especially true now because color has
entered the accessories market in a big
way. We are no longer limited to black,
brown and maybe blue eyeglass cases
and cords. All the colors and patterns
available to the fashion world are also
enhancing eyewear.
“One of the key reasons
for the increased interested
in optical
accessories is
people are spending
a lot of money
on eyewear. They want to protect it with the proper
accessories and they also want to be able to update and
coordinate their look with the change of season. Accessories are
a perfect, inexpensive way to do this and are perfect for the
optical business because they encourage multiple sales.”
—KRISTEN REGINE, PRODUCT MANAGER FOR CONSUMER GOODS,
HILCO, PLAINVILLE, MASS.
Clockwise from left: MOD HANDLE CASE from Astucci U.S.; CONTACT LENS CASE SC-3018B, wallet-style case that holds two contact lens pairs and mirror, from California Accessories; READER HA027 from Seeqa International; LOREE RODKIN Eyewear Necklace from Sama Eyewear
“Accessories are a great way to increase revenue. 1) Accessories are giftable
2) They are impulse purchases and can be bought in increments—customers may
buy one pair of eyewear and two or three chains, cases and readers—and come
back for more. 3) Accessories are ideal for the time-starved shopper who wants to
find everything in one place. Optical needs to think of itself as a category killer,
like Office Max—one-stop shopping where consumers can satisfy all their optical
needs, from cleaning materials to chains, cases and readers. To do this, retailers
must merchandise appropriately with eye-catching accessories displayed in hightraffic
areas. The selection of accessories, too, should be changed several times a
year and offered in seasonally appropriate colors to encourage on-going sales.”
Clockwise from left: MOD HANDLE CASE from Astucci U.S.; CONTACT LENS CASE SC-3018B, wallet-style case that holds two contact lens pairs and mirror, from California Accessories; READER HA027 from Seeqa International; LOREE RODKIN Eyewear Necklace from Sama Eyewear
—CORINNE MCCORMACK, FOUNDER/OWNER,
CORINNE MCCORMACK, INC., NEW YORK
“Eyeglass accessories are good
point-of-purchase items. I have a freestanding
board that I display the
accessories on. We also have cases,
sun clips, chains and cleaning items
on display throughout the store. I find
eyeglass chains and sun clips are
the best-selling accessory items.”
—LARRY FRANKEL, OWNER/OPTICIAN,
EYE SUPPLY, PORT JEFFERSON, N.Y.