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Glasses and Contact Lenses - US - September 2011

  • What is driving sales of glasses and contact lenses?
  • Does medical necessity prevent competition?
  • What products are performing well within the category?
  • What challenges are chains, mass merchandisers and online retailers posing to optometrists?
  • Who is dominating the market?
  • What are the key influencers on contact lens brand and type?

This report covers sales of prescription eyeglasses and contact lenses, OTC reading glasses, and eye care/lens care products at opticians/vision care centers, optometrists, drug stores, and other outlets.

Excluded from this report are sunglasses, eye creams, gels for the skin around the eyes, and prescription eye medications. In addition, boric acid has been excluded from the eye care/lens care category as this product has a range of uses and purchases and therefore cannot be directly linked to eye care.

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Table of contents

  1. Scope and Themes

    • What you need to know
      • Definition
        • Data sources
          • Sales data
            • Vision Council retailer definitions
              • Consumer survey data
                • Advertising creative
                  • Abbreviations and terms
                    • Abbreviations
                      • Terms
                      • Executive Summary

                        • 171 million adults wear eyewear, generating $23 billion in revenue
                          • Driving sales: an aging population, increased public health efforts, and fashion
                            • Medical necessity does not prevent competition
                              • OTC reading glasses bright spot in the category
                                • Chains, mass merchandisers, and online retailers challenge optometrists
                                  • A plethora of brands, yet only a few players dominate the market
                                    • Increase purchase frequency and grow the market
                                      • Most adults wear prescriptive eyewear; usage increases with age
                                        • From “four-eyes” joke to trendy accessory
                                          • Most adults eager to save money on their eyeglass purchases
                                            • Doctors are a key influence on contact lens brand/type selection
                                              • Black and Hispanic adults present a compelling opportunity
                                              • Insights and Opportunities

                                                • Using technology to improve eye health, transmit information, or provide entertainment
                                                  • Marketing programs to increase purchase frequency
                                                    • Better demographic targeting
                                                      • Packaging
                                                      • Inspire Insights

                                                          • Trend: Make it Mine
                                                            • Trend: Life Hacking
                                                            • Market Size and Forecast

                                                              • Key points
                                                                • Sales are flat
                                                                  • Older population turning to OTC reading glasses
                                                                    • Sales and forecast of glasses, lenses, and care products
                                                                      • Figure 1: Total U.S. retail sales of eyeglasses, contacts, and eye/lens care products, at current prices, 2006-16
                                                                      • Figure 2: Total U.S. retail sales of eyeglasses, contacts and eye/lens care products, at inflation-adjusted prices, 2006-16
                                                                    • Fan chart forecast
                                                                        • Figure 3: FDMx sales and fan chart forecast of market, at current prices, 2006-16
                                                                    • Market Drivers

                                                                      • Key points
                                                                        • Older population growth driving demand for eyewear/eye care products
                                                                          • Figure 4: Use of eyeglasses or contact lenses, by age, June 2011
                                                                          • Figure 5: U.S. population aged 18 or older, 2006-16
                                                                        • Fashion
                                                                          • Figure 6: Impact of glasses and contacts on appearance, by gender, June 2011
                                                                        • Eye health
                                                                        • Competitive Context

                                                                            • Laser surgery
                                                                              • Figure 7: Laser eye surgery—use and attitudes, by age, June 2011
                                                                            • Contact lens wearers more likely to be planning to have laser surgery
                                                                              • Figure 8: Laser eye surgery—use and attitudes, by wearers of glasses and contact lenses, June 2011
                                                                            • Non-laser surgical options
                                                                              • Online ordering—inexpensive and chic
                                                                              • Segment Performance

                                                                                • Growth in the smallest segments cannot offset losses in the largest
                                                                                  • Sales of glasses, lenses, and care products, by segment
                                                                                    • Figure 9: Total U.S. retail sales of eyeglasses, contacts, and eye/lens care products, by segment, 2009 and 2011 (est.)
                                                                                • Segment Performance—Prescription Eyeglasses

                                                                                  • Key points
                                                                                    • Prescription eyeglass sales stagnant
                                                                                      • Make a fashion statement
                                                                                        • Sales and forecast of prescription eyeglasses
                                                                                          • Figure 10: Sales and forecast of prescription eyeglasses, at current prices, 2006-16
                                                                                      • Segment Performance—Contact Lenses

                                                                                        • Key points
                                                                                          • Contact lens sales slide
                                                                                            • Opportunity with tinted lenses
                                                                                              • Sales and forecast of contact lenses
                                                                                                • Figure 11: Sales and forecast of contact lenses, at current prices, 2006-16
                                                                                            • Segment Performance—Eye Care/Lens Care Products

                                                                                              • Aging eyes and product innovations lead to sales growth
                                                                                                • Sales and forecast of eye care/lens care products
                                                                                                  • Figure 12: Sales and forecast of eye care/lens care products, at current prices, 2006-16
                                                                                              • Segment Performance—OTC Reading Glasses

                                                                                                • Key points
                                                                                                  • Solid sales growth
                                                                                                    • OTC reading glasses provide convenience and value
                                                                                                      • Sales and forecast of OTC reading glasses
                                                                                                        • Figure 13: Sales and forecast of OTC reading glasses, at current prices, 2006-16
                                                                                                    • Retail Channels

                                                                                                      • Revenue down for chains, mass merchandisers, and department stores
                                                                                                        • Figure 14: Sales of glasses and contact lenses, by channel, 2009 and 2011 (est.)
                                                                                                      • Eye care and lens care products have significant share in many channels
                                                                                                        • Figure 15: Sales of eye care and lens care products, by channel, 2009 and 2011 (est.)
                                                                                                    • Retail Channels—Eyeglasses and Contact Lenses

                                                                                                      • Key points
                                                                                                        • Buying glasses/contacts from an optometrist still most popular option
                                                                                                          • Figure 16: Prescription eyeglass/contact lens purchase location, February 2010 - March 2011
                                                                                                        • Luxottica is largest retail player in the U.S.
                                                                                                          • Leading mass merchandisers sold more than $2.3 billion in 2010
                                                                                                            • Additional key glasses and contact lens retailers
                                                                                                            • Retail Channels—Eye Care and Lens Care Products

                                                                                                              • Key points
                                                                                                                • Eye care product growth strongest in drug stores
                                                                                                                  • Mass channel has promise
                                                                                                                    • Figure 17: Total U.S. retail sales of eye care and lens care products, by channel 2006-2011 (est.)
                                                                                                                • Leading Companies

                                                                                                                  • Key points
                                                                                                                    • Handful of manufacturers make the majority of eyeglass frames
                                                                                                                      • Luxottica Group
                                                                                                                        • Marchon Eyewear
                                                                                                                          • Safilo Group
                                                                                                                            • Charmant Group
                                                                                                                              • Marcolin
                                                                                                                                • De Rigo
                                                                                                                                  • Silhouette International
                                                                                                                                    • Viva International
                                                                                                                                      • Contact lens market belongs to scant few
                                                                                                                                        • Figure 18: Contact lens companies and their brands, 2011
                                                                                                                                    • Brand Share—Glasses/Lens Care Solution Products

                                                                                                                                      • Key points
                                                                                                                                        • Manufacturer sales of eye/lens care products
                                                                                                                                          • Figure 19: FDMx sales of eye/lens care solution, rolling 52 weeks ending July 10, 2010 & 2011
                                                                                                                                      • Brand Share—Lens Care Tablets and Accessories

                                                                                                                                        • Key points
                                                                                                                                          • Manufacturer sales of lens care tablets and accessories
                                                                                                                                            • Figure 20: FDM sales of lens care tablets and accessories, rolling 52 weeks ending July 10, 2010 & 2011
                                                                                                                                        • Innovations and Innovators

                                                                                                                                          • Eye exam smartphone app
                                                                                                                                            • No middleman
                                                                                                                                              • Convenience of online shopping plus the benefit of proper fit
                                                                                                                                                • Reading glasses and light
                                                                                                                                                  • An innovation in lens care
                                                                                                                                                  • Marketing Strategies

                                                                                                                                                    • Overview
                                                                                                                                                      • TV presence
                                                                                                                                                        • Figure 21: Transition lenses, television ad, June 2011
                                                                                                                                                        • Figure 22: Bausch & Lomb PureVision 2, television ad, May 2011
                                                                                                                                                        • Figure 23: Ciba Vision Night & Day, television ad, May 2011
                                                                                                                                                        • Figure 24: 1-800-Contacts, television ad, September 2010
                                                                                                                                                        • Figure 25: Pearle Vision Centers, television ad, July 2011
                                                                                                                                                        • Figure 26: LensCrafters, television ad, September 2010
                                                                                                                                                      • Social media presence
                                                                                                                                                        • Figure 27: Facebook pages, by eyewear company
                                                                                                                                                    • Most Use Corrective Eyewear

                                                                                                                                                      • Key points
                                                                                                                                                        • Seven in 10 adults wear glasses or contact lenses
                                                                                                                                                          • About 7% of adults no longer need eyewear thanks to surgery or natural changes
                                                                                                                                                            • Figure 28: Use of eyeglasses or contact lenses, by gender, June 2011
                                                                                                                                                          • You know you are getting older when glasses become necessary
                                                                                                                                                            • Figure 29: Use of eyeglasses or contact lenses, by age, June 2011
                                                                                                                                                        • Types of Prescription Eyewear Worn

                                                                                                                                                          • Bifocals worn by half of adults who wear prescription eyewear/contact lenses
                                                                                                                                                            • Figure 30: Types of eyewear used, by gender, February 2010 - March 2011
                                                                                                                                                          • Bifocal use increases dramatically after age 45; contact lens use decreases
                                                                                                                                                            • Figure 31: Types of eyewear used, by age, February 2010 - March 2011
                                                                                                                                                        • Appearance and Eye Health

                                                                                                                                                          • Key points
                                                                                                                                                            • More agree that glasses have positive impact on appearance
                                                                                                                                                              • Figure 32: Impact of glasses and contacts on appearance, by gender, June 2011
                                                                                                                                                            • Adults 18-34 more likely to agree that glasses make people look smarter
                                                                                                                                                              • Figure 33: Impact of glasses and contacts on appearance, by age, June 2011
                                                                                                                                                            • More contact lens users think glasses make people look older, less attractive
                                                                                                                                                              • Figure 34: Impact of glasses and contacts on appearance, among eyeglass/contact lens wearers, June 2011
                                                                                                                                                            • Glasses, contacts, and eye health
                                                                                                                                                              • Figure 35: Glasses, contacts, and eye health, by gender, June 2011
                                                                                                                                                          • Purchase Habits and Glasses Needs

                                                                                                                                                            • Key points
                                                                                                                                                              • Cost is an issue; most adults keep same frame for a long time
                                                                                                                                                                • Figure 36: Glasses purchase habits, by gender, June 2011
                                                                                                                                                              • Adults 18-44 more likely to buy designer frames
                                                                                                                                                                • Figure 37: Glasses purchase habits, by age, June 2011
                                                                                                                                                              • Wealthier adults less cost conscious, more likely to buy designer frames
                                                                                                                                                                • Figure 38: Glasses purchase habits, by household income, June 2011
                                                                                                                                                              • Market opportunity exists to improve peripheral vision
                                                                                                                                                                • Figure 39: Glasses interests and needs, by gender, June 2011
                                                                                                                                                            • Choosing Contact Lenses and Solution

                                                                                                                                                              • Key points
                                                                                                                                                                • Contact lens selection
                                                                                                                                                                  • Doctors’ recommendations drive brand choice for contact lenses
                                                                                                                                                                    • Figure 40: Choosing contact lenses, by gender, June 2011
                                                                                                                                                                  • Contact lens users from lower-income households are cost conscious
                                                                                                                                                                    • Figure 41: Choosing contact lenses, by household income, June 2011
                                                                                                                                                                  • Contact lens solution selection
                                                                                                                                                                    • Consumers follow doctors’ advice, but affordability also matters
                                                                                                                                                                      • Figure 42: Choosing contact lens solution, by gender, June 2011
                                                                                                                                                                  • Attitudes toward Contact Lenses

                                                                                                                                                                    • Key points
                                                                                                                                                                      • Men prefer extended wear lenses
                                                                                                                                                                        • Figure 43: Attitudes toward contact lenses, by gender, June 2011
                                                                                                                                                                      • Adults 18-24 like extended wear contacts but fear infection
                                                                                                                                                                        • Figure 44: Attitudes toward contact lenses, by age, June 2011
                                                                                                                                                                    • Non-Contact Lens Wearers

                                                                                                                                                                      • Key points
                                                                                                                                                                        • Insertion a barrier to use
                                                                                                                                                                          • Figure 45: Reasons for not wearing contacts, by gender, June 2011
                                                                                                                                                                        • Youngest adults hold several negative opinions
                                                                                                                                                                          • Figure 46: Reasons for not wearing contacts, by age, June 2011
                                                                                                                                                                      • Race and Hispanic Origin

                                                                                                                                                                        • Key points
                                                                                                                                                                          • Usage
                                                                                                                                                                            • Figure 47: Use of eyeglasses or contact lenses, by race/Hispanic origin, June 2011
                                                                                                                                                                          • Appearance and eye health
                                                                                                                                                                            • Figure 48: Impact of glasses and contacts on appearance, by race/Hispanic origin, June 2011
                                                                                                                                                                          • Purchase habits and glasses needs
                                                                                                                                                                            • Figure 49: Glasses purchase habits, by race/Hispanic origin, June 2011
                                                                                                                                                                            • Figure 50: Glasses interests and needs, by gender, June 2011
                                                                                                                                                                        • Cluster Analysis

                                                                                                                                                                            • Utilitarian Users
                                                                                                                                                                              • Demographics
                                                                                                                                                                                • Characteristics
                                                                                                                                                                                  • Opportunity
                                                                                                                                                                                    • Simply Satisfieds
                                                                                                                                                                                      • Demographics
                                                                                                                                                                                        • Characteristics
                                                                                                                                                                                          • Opportunity
                                                                                                                                                                                            • Trendy Triers
                                                                                                                                                                                              • Demographics
                                                                                                                                                                                                • Characteristics
                                                                                                                                                                                                  • Opportunity
                                                                                                                                                                                                    • Cluster characteristic tables
                                                                                                                                                                                                      • Figure 51: Glasses and contact lenses clusters, May 2011
                                                                                                                                                                                                      • Figure 52: Impact of glasses, contacts on appearance and eye health, by clusters, May 2011
                                                                                                                                                                                                      • Figure 53: Glasses interests, needs, and purchase habits, by clusters, May 2011
                                                                                                                                                                                                      • Figure 54: Attitudes toward contact lenses, by clusters, May 2011
                                                                                                                                                                                                      • Figure 55: Choosing contact lenses and lens solution, by clusters, May 2011
                                                                                                                                                                                                      • Figure 56: Laser eye surgery, by clusters, May 2011
                                                                                                                                                                                                      • Figure 57: Attitudes toward laser eye surgery, by clusters, May 2011
                                                                                                                                                                                                    • Cluster demographic tables
                                                                                                                                                                                                      • Figure 58: Glasses and contact lenses clusters, by gender, May 2011
                                                                                                                                                                                                      • Figure 59: Glasses and contact lenses clusters, by age, May 2011
                                                                                                                                                                                                      • Figure 60: Glasses and contact lenses clusters, by household income, May 2011
                                                                                                                                                                                                      • Figure 61: Glasses and contact lenses clusters, by Hispanic origin, May 2011
                                                                                                                                                                                                      • Figure 62: Glasses and contact lenses clusters, by presence of children in household, May 2011
                                                                                                                                                                                                    • Cluster methodology
                                                                                                                                                                                                    • Appendix—Other Useful Consumer Tables

                                                                                                                                                                                                        • Figure 63: Laser eye surgery—use and attitudes, by gender, June 2011
                                                                                                                                                                                                        • Figure 64: Impact of glasses and contacts on appearance, by household income, June 2011
                                                                                                                                                                                                        • Figure 65: Glasses, contacts, and eye health, by age, June 2011
                                                                                                                                                                                                        • Figure 66: Laser eye surgery—use and attitudes, by household income, June 2011
                                                                                                                                                                                                        • Figure 67: Glasses, contacts, and eye health, by household income, June 2011
                                                                                                                                                                                                        • Figure 68: Glasses, contacts, and eye health, by race/Hispanic origin, June 2011
                                                                                                                                                                                                        • Figure 69: Glasses interests and needs, by age, June 2011
                                                                                                                                                                                                        • Figure 70: Glasses interests and needs, by household income, June 2011
                                                                                                                                                                                                        • Figure 71: Choosing contact lenses, by age, June 2011
                                                                                                                                                                                                        • Figure 72: Choosing contact lens solution, by age, June 2011
                                                                                                                                                                                                        • Figure 73: Choosing contact lens solution, by household income, June 2011
                                                                                                                                                                                                        • Figure 74: Attitudes toward contact lenses, by household income, June 2011
                                                                                                                                                                                                        • Figure 75: Reasons for not wearing contacts, by household income, June 2011
                                                                                                                                                                                                    • Appendix—Trade Associations

                                                                                                                                                                                                      Companies Covered

                                                                                                                                                                                                      • Adidas (USA)
                                                                                                                                                                                                      • Alcon, Inc.
                                                                                                                                                                                                      • Alexander McQueen
                                                                                                                                                                                                      • Allergan, Inc.
                                                                                                                                                                                                      • Banana Republic
                                                                                                                                                                                                      • Bausch & Lomb Inc.
                                                                                                                                                                                                      • Burberry (USA)
                                                                                                                                                                                                      • Calvin Klein, Inc.
                                                                                                                                                                                                      • Chopard & Cie SA
                                                                                                                                                                                                      • CIBA Vision Corporation
                                                                                                                                                                                                      • CooperVision
                                                                                                                                                                                                      • Dolce & Gabbana
                                                                                                                                                                                                      • Donna Karan International Inc.
                                                                                                                                                                                                      • Emilio Pucci
                                                                                                                                                                                                      • Escada
                                                                                                                                                                                                      • Esprit
                                                                                                                                                                                                      • Essilor Ltd.
                                                                                                                                                                                                      • Fendi SRL
                                                                                                                                                                                                      • Foster Grant
                                                                                                                                                                                                      • Giorgio Armani S.p.A.
                                                                                                                                                                                                      • Givenchy
                                                                                                                                                                                                      • Gucci Group N.V.
                                                                                                                                                                                                      • Highmark Inc.
                                                                                                                                                                                                      • J C Penney Company, Inc
                                                                                                                                                                                                      • Johnson & Johnson
                                                                                                                                                                                                      • Juicy Couture, Inc.
                                                                                                                                                                                                      • Lacoste
                                                                                                                                                                                                      • LensCrafters, Inc
                                                                                                                                                                                                      • Luxottica Group S.p.A.
                                                                                                                                                                                                      • Luxottica Retail
                                                                                                                                                                                                      • Macy's, Inc.
                                                                                                                                                                                                      • Marchon Eyewear Inc.
                                                                                                                                                                                                      • Missoni S.p.A
                                                                                                                                                                                                      • National Institutes of Health
                                                                                                                                                                                                      • Nestlé USA
                                                                                                                                                                                                      • Nine West USA
                                                                                                                                                                                                      • Novartis AG
                                                                                                                                                                                                      • Oakley, Inc.
                                                                                                                                                                                                      • Polo Ralph Lauren Corporation
                                                                                                                                                                                                      • Prada USA Corp.
                                                                                                                                                                                                      • Safilo S.p.a
                                                                                                                                                                                                      • Saks Incorporated
                                                                                                                                                                                                      • Silhouette International Schmied AG
                                                                                                                                                                                                      • Sketchers U.S.A., Inc.
                                                                                                                                                                                                      • Tiffany & Co.
                                                                                                                                                                                                      • Tommy Hilfiger Corporation
                                                                                                                                                                                                      • University of Washington, The
                                                                                                                                                                                                      • Valentino
                                                                                                                                                                                                      • Vera Wang
                                                                                                                                                                                                      • Walmart Stores (USA)
                                                                                                                                                                                                      • Yves Saint Laurent

                                                                                                                                                                                                      Glasses and Contact Lenses - US - September 2011

                                                                                                                                                                                                      £2,684.63 (Excl.Tax)