The tears of joy

IIPM Mumbai Parables - Stories that change life

‘Beauty lies in the eye of the beholder.’ And if your eyes were once hidden behind those woefully staid spectacles, here’s a company that has upped the hip quotient by giving you the license to perfect that come-hither look. Bausch & Lomb, a generic name for eye-care, has pioneered the movement from spectacles to contact lenses. Bausch & Lomb Eye care (India), a wholly owned subsidiary of Bausch & Lomb (USA) entered India in 1992. Immediately capitalising on the first mover’s advantage, Bausch & Lomb completely revolutionised the Indian eye-care industry. Today Bausch & Lomb can boast of market leadership with an enviable 70% market share (according to AC Nielsen). And the man behind this movement in India is J.P. Singh, Managing Director, Bausch & Lomb (India). An MBA from IIM, Kolkata, J.P. Singh joined Bausch & Lomb in 1994.

It was an afternoon appointment, as we struggled through the routine traffic woes on the Delhi-NCR roads, in the scorching summer heat. When we first came face-to-face with J.P. Singh, we were promptly taken aback. The first thing that you notice is, this man – the MD of India’s largest contact lens company – is wearing spectacles and lo & behold that too with thick glasses! Now who would have thought that. Another question that cropped up in our mind: do people still prefer wearing glasses and consider lenses as a mere fashion accessory? Struggling to keep the thoughts to ourselves, we asked J.P. (as he likes to call himself) the same thing. He sheepishly replied, “My eyes have some problems on putting lenses for a long time.” However, he went on to explain how difficult it was to break the cult status that the somewhat hideous spectacles had acquired. States J.P., “Way back in 1996, the Indian optical industry was dominated by spectacles and to establish Bausch & Lomb in the next 4-5 years, we had given ourselves an internal objective – a slogan called ‘Optics India 2000’ and surely by 2000, we had made a dent in the regular spectacles market and established ourselves as soft contact lenses provider.”

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Source : IIPM Editorial, 2007

An IIPM and Professor Arindam Chaudhuri (Renowned Management Guru and Economist) Initiative

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