EssilorLuxottica Instruments Division · Sales Excellence Program
July 2026 | INTERNAL USE ONLY - CONFIDENTIAL | DRAFT v1
Match the Device to the Practice
Qualify the Opportunity & Uncover the Real Need
Purpose: Establishes provider type and the incumbent device — the single biggest driver of which tier (and which competitive argument) fits.
Follow-up: How old is it, and what do you like or wish were different about it?
Purpose: Times the opportunity and surfaces which competitors are in the deal so you can pre-position.
Follow-up: Is this a straight replacement, an added lane, or a second location?
Purpose: Separates a like-for-like screening buyer (PTS 925W) from a capability buyer who needs kinetic / peripheral / progression depth (PTS 2000).
Follow-up: Do you refer out any field work today — kinetic, VA, or neuro — that you'd rather keep in-house?
Purpose: Opens the door to progression analysis (DPA™, 5-year trend) and the clinical-validation story.
Follow-up: How do you track change over time today, and how confident are you separating real progression from test-to-test noise?
Purpose: Sets up the compact footprint (925W) and the external Mini-PC serviceability / swap story that lowers total cost.
Follow-up: Does your IT team have domain / networking requirements? What does downtime cost you when a device goes down?
Translate Capabilities into Practice Outcomes
Feature: Independent white paper (Kittner Eye Center, University of North Carolina at Chapel Hill) comparing ZETA Fast on the PTS 2000 to SITA Fast on the HFA 860 — read the study on Optopol USA.
Benefit: Results the doctor can trust as HFA-equivalent — and shown to be even more sensitive to early glaucomatous defects.
Impact: Removes the “is it really as good as Zeiss?” barrier → earlier detection → confident switching without clinical risk.
Citation: Mathews B, Laux J, Barnhart C, Fleischman D. Comparison of ZETA Fast (PTS) and Humphrey SITA Fast (SFA) Perimetric Strategies. Journal of Ophthalmology, 2022. | Peer-reviewed source: doi.org/10.1155/2022/5675793
Feature: Full field library (30-2, 24-2, 10-2, 5-2, 24-2C/30-2C, Esterman, Superior/Ptosis) plus the ZETA / ZETA Fast / ZETA Faster strategy family; the PTS 2000 adds G1, N1/N2, FF-120 and full kinetic.
Benefit: One platform covers screening through advanced diagnostics — including VA-approved kinetic — with fast test strategies that shorten chair time.
Impact: Keep more field work in-house → fewer referrals out → more billable studies per lane per day.
Feature: Multi-lingual Voice Guide (16 languages), eye tracking, blink detection (test pauses/resumes automatically), head tracking, and V-Eye™ eye-preview recording for review.
Benefit: More reliable fields with fewer technician interventions and less retesting — and a smoother patient experience.
Impact: Cleaner data the doctor trusts → fewer repeat visits → higher technician throughput.
Feature: Windows 11 Pro external Mini-PC (Intel Core i5, 16 GB RAM, 512 GB NVMe SSD) — easy to network, meets IT/IS domain requirements, remote-support ready.
Benefit: If the PC ever fails it can be shipped overnight and swapped on-site by staff — no service visit required.
Impact: Lower service cost and near-zero downtime → a total-cost-of-ownership advantage IT and the practice owner both feel.
Feature: Global indices and report layouts that match HFA (and Octopus) format — data in the same place, same look; DICOM-compatible with DICOM / PDF / JPG export at no added charge.
Benefit: Staff and referring doctors read the report with no learning curve, and it drops straight into existing workflows and record systems.
Impact: Neutralizes the “switching means retraining” objection → faster adoption → shorter time-to-value.
Feature: DPA™ Defect Progression Analysis with reduced baseline fluctuation, 5-year trend prediction, confidence intervals and GSS2 trend plots — plus fundus-oriented perimetry (import a fundus photo, overlay the field with RGC displacement correction).
Benefit: Separates true progression from short-term noise and ties the structural picture to the functional field on one report.
Impact: More confident treat/monitor decisions → stronger glaucoma program → a differentiated referral story.
Feature: Roughly one software upgrade per year, historically never charged; included review stations (unlimited, license-based) so doctors can read and analyze away from the device.
Benefit: The device keeps gaining features after purchase, and multiple providers can review fields without buying seats.
Impact: Protects the investment over time → lowers effective cost per provider → reinforces the value-vs-incumbent message.
Turn Hesitations into Confidence
Acknowledge it — the HFA earned that reputation. Then reframe: the PTS platform produces HFA-style reports and global indices, and an independent UNC white paper found ZETA Fast equivalent to SITA Fast and more sensitive to early glaucomatous defects. You're not asking them to trade down — you're offering equivalent-or-better clinical data with a more modern feature set at a lower price.
The reports are deliberately standardized to the HFA/Octopus format — same indices, same layout, same place on the page — so there's minimal learning curve for staff or referring doctors. Add free remote training and the software's low-learning-curve interface, and adoption is fast.
Start with the build: both PTS models are 100% European-manufactured, modern-design instruments engineered for quality and low failure rates — downtime is rare to begin with. When service is needed, the design is built around uptime: the external Mini-PC can be shipped overnight and swapped by your own staff — no on-site service visit needed. Support is handled internally by Essilor Instruments, with secondary support from Optopol USA. Because the kit is now purchased through Optopol USA, both the device and the kit are covered under warranty.
Price reflects a direct, efficient manufacturer — not a compromise. Optopol is a global perimetry leader on its 3rd generation, with 10,000+ units in 90+ countries, 100% European-manufactured, and backed by independent clinical validation. Much of an incumbent's premium is simply the name itself — the brand alone is understood to command a double-digit percentage uplift. You're paying for the perimeter and its clinical output, not for that.
Don't rule out the PTS 925W against an HFA 740/740i — it's an even match on what matters. Neither the 740/740i nor the 925W has SWAP (blue/yellow) or kinetic, so there's no gap there. The only tests a 740/740i does that the 925W doesn't are the larger peripheral fields (FF-120, 60-4) — and those are far less commonly used. It's still worth asking the question, because need can vary regionally: for example, the 60-4 is part of the State of Virginia driver's-testing requirement, one of the few places it comes up regularly. If a practice genuinely needs FF-120 or 60-4, that's the cue to step them up to the PTS 2000 — otherwise the 925W competes head-to-head with the 740.
Position the Two Tiers Cleanly
| Capability | PTS 925W (compact) | PTS 2000 (projection) |
|---|---|---|
| Core fields (30-2, 24-2, 10-2, 5-2, C-tests) | ✓ | ✓ |
| Esterman & Superior / Ptosis | ✓ | ✓ |
| Kinetic testing (incl. VA-approved) | — | ✓ |
| Peripheral FF-120 & G1 / N1 / N2 | — | ✓ |
| Head tracking | Vertical only | Horizontal & vertical |
| Voice Guide, blink detection, V-Eye™ | ✓ | ✓ |
| DPA™ progression & fundus overlay | ✓ | ✓ |
| Standardized HFA/Octopus reports, review stations | ✓ | ✓ |
| Best-fit buyer | Screening-led, limited space, price-sensitive | Glaucoma/advanced, kinetic & peripheral, referral accounts |
Fields marked kinetic / FF-120 / G1 / N1 / N2 are available on the PTS 2000 only. Both tiers share the same software, reports, reliability suite and review stations.
Where Each PTS Wins
Sell the PTS 2000 as the most comprehensive, feature-rich perimeter in the room. It carries what may be the largest library of fields and strategies of any visual field on the market, and it's the one device that combines HFA, Octopus, and Optopol analysis and report options in a single unit — flexibility without compromise, so a practice never has to choose one ecosystem over another. On top of that, lead with capabilities the incumbents typically don't bundle: multi-lingual Voice Guide, dark software mode, a Windows 11 Pro networkable Mini-PC, fundus-photo overlay, blink detection, and included review stations — all with HFA-style reporting and independent clinical validation, at a price thousands below the projection incumbents.
In the compact tier the PTS 925W brings features the value competitors generally lack: Voice Guide, dark mode, Win 11 Pro, blink detection, built-in DPA™ progression analysis, fundus overlay, ptosis testing, and included review stations — a fuller feature set than Octopus 600 or Tempo in the same footprint and price class. Against a pre-owned Matrix or HFA, the win is current-generation hardware, warranty, and a service model built for uptime.