In El Salvador, VisionSpring reaches out through its VEs to potential clients through vision health campaigns, principally in and around the city of Santa Ana (about a hour from San Salvador where I live). The VEs are basically franchisees of the larger non-profit organization. They are given extensive training in eye assessment and business, and then are given a “business in a bag”: all the tools necessary to carry out campaigns, including the glasses to sell. The VEs then go out and manage their own franchise, and after making money from sales they pay a consignment fee to VisionSpring. Instead of microfinance, this is micro-consignment. That is to say that not only is VisionSpring providing low-cost eye glasses to the people who need them most; it is also creating good jobs in the communities in which it works.
The VEs contact schools, churches, mayors’ offices, friends and neighbors, and other groups and individuals to attract people to the campaigns, where attendees receive free eye exams. From the get-go, VisionSpring sets itself apart, as all traditional retailers in El Salvador charge for eye exams, some for just $1.00 but the vast majority for upwards of $25. What is more, most of these exams do not test for one’s overall eye health; rather, they just tell people what prescription they need.
VisionSpring glasses range from $5 to $15 for basic corrective lenses.
VEs Don Renee and Don Nicolas pose with glasses in the VisionSpring office
And they also sell a variety of models of sunglasses, including sweet aviator glasses, for just $5! Here's me sporting a pair:
No wait, that's not me
Okay, there I am with Don Renee and Don Nicolas. I guess I'm more of a Goose than a Maverick anyways.
This is compared to anywhere from $40 to $100 at competitors, many of whom are none too pleased that VisionSpring is able to undersell them. BJ Optical in particular must be thrilled that VisionSpring set up shop across the street.
Across the street
At VisionSpring campaigns, attendees take a basic eye exam. If all they need are basic corrective lenses for presbyopia, VisionSpring has them on site for sale. In addition, VisionSpring tests for a variety of other more serious eye conditions, including myopia, astigmatism, hyperopia, and cataracts. But more on this in a second.
My first weekend in Santa Ana I attended a campaign with Heidy, the country director, and her husband Nelson, a VE. It was held at a local religious school. VisionSpring had done a campaign previously for children, and this weekend the parents were invited to get checked out. Approximately 30 people attended, about 20 of whom purchased glasses on the spot.
There's a lot going on in this pic: in the foreground, patients waiting for eye exams; behind them, Nelson gives an eye exam; in the background, Heidy is helping a patient try out a pair of glasses.
Nelson and Heidy work their magic
Of the remaining patients, five were invited to a bi-weekly clinic where they could see a licensed optometrist (as is required by El Salvador law for more serious eye conditions); the rest either did not need glasses or decided to wait on purchasing them.
I attended the clinic the next day, where Oscar, an optometrist from San Salvador was checking out once again about 30 attendees who had accumulated from the previous two weeks’ campaigns. After checking each person out, he either wrote them a prescription for custom-made glasses or made referrals for serious conditions such as cataracts. The glasses cost in a range of $25 to $50, whereas most competitors charge between $70 and $300.
Of the attendees, I cannot generalize, only relay how different each person and their needs were. Examples include young Michelle, who was told she needed surgery for $800 to correct her vision, or at best had to buy glasses for $100. VisionSpring’s partner organization was able to address her problems with a pair of $30 glasses.
Michelle poses in her new glasses
Don Santos had glasses from an optical center in town which he paid $60 for. VisionSpring’s partner organization was able to provide him an updated prescription for just $35.
Patient Don Santos with optometrist Don Oscar
Oscar with another patient
Oscar and patient close up
Other examples include a 10 year old girl who’s had vision problems for 10 months. Nothing too major, but a pair of permanent glasses will help her with short and long-range vision; a 20 year old woman who has had headaches for five years, and just needed a pair of permanent glasses for long-range vision; a 38 year old woman who works as a secretary and has had vision problems in one of her eyes for over a year – she was prescribed a pair of permanent glasses; a 45 year old man who got a pair of glasses to help him with reading (his prescription was outside the range of what VisionSpring’s glasses cover); and a 70 year old who unfortunately needs cataract surgery and who was referred to a surgeon.
What’s important to note about this clinic is that VisionSpring currently contracts out this service to another organization in El Salvador. While we have a good relationship with this organization, VisionSpring is looking to study whether it would be feasible to take over this aspect of the business themselves, and then improve it and scale it to help even more people access affordable eyewear.
This is where I come in (more in the next post).
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