Contact Lenses and Solutions in Argentina

PROSPECTS

Move away from conventional lenses to daily and frequent replacement ones

Frequent replacement lenses (FRP) recorded the fastest volume and value sales growth in 2019, followed by daily disposable lenses (DD). Growth derived mainly from consumers migrating from conventional to contact lenses for daily use.

In-store professionals play a key role in ensuring customers keep coming

Opticians continue to play a key role in the consumer decision making process. Although the use of contact lenses is often discussed by the patient and optician, the choice of brand and adaptation process are conducted in an optical shop.

Internet retailing emerges as a significant channel, with lower prices proving irresistible

While optical shops continues to dominate the distribution of contact lenses, internet retailing has emerged as a significant, if still small, channel. After a successful launch in other Latin American countries, lenteplus.

COMPETITIVE LANDSCAPE

Johnson & Johnson consolidates leadership with strong promotion and by capturing first-time users

Johnson & Johnson de Argentina consolidated its leading position in contact lenses in 2018 by slightly increasing the value share gap to second-ranked Augusto Express Visión Lens. The player overwhelmingly dominated value share in DD, while closing the gap marginally on Augusto Express Visión Lens in FRP.

Heavy international presence with local companies catering to niche demand for complex prescriptions

Four international GBOs, Johnson & Johnson, Novartis, Bausch Health Cos and The Cooper Cos overwhelmingly dominated value share in contact lenses in 2018. These companies either operate under subsidiaries in Argentina or via local distributors.

Price promotions stimulate interest among cash-strapped consumers

In the fastest-growing category, frequent replacement lenses, Novartis’s Air Optix, sold in Argentina by Augusto Express Visión Lens, maintained a strong lead in value share terms in 2018. Air Optix is perceived to offer the best price-quality ratios.

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