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mance and how these features contribute to lifestyle benefits and overall patient satisfaction.
HANDS-ON LEARNING
Beyond presentations and clinical discussions, the programme also emphasised experiential learning.
Through interactive workshops and practical activities, practitioners were encouraged to explore real-world scenarios related to astigmatism correction and toric lens fitting. This hands-on approach
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allowed participants to apply concepts in a more engaging, practical setting.
Feedback from participants across the four-day programme was highly encouraging.
“ From the ECP standpoint, they don’ t always get the opportunity to upskill themselves,” Goh shared.“ They actually look forward to these trainings because these trainings enable them to serve their patients better.”
The strong participation and engagement reflected the growing appetite
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among practitioners for clinically relevant education that supports day-to-day practice needs.
STRENGTHENING PARTNER- SHIPS IN EYE CARE
Underlying the entire initiative is Vision, J & J’ s longstanding commitment to collaboration with ECPs.
Goh acknowledged the important role practitioners continue to play in advancing patient care and reaffirmed the organisation’ s commitment to ongoing
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education and partnership.
As astigmatism management continues to evolve, initiatives such as these reflect Vision, J & J’ s ongoing commitment to supporting ECPs through clinically relevant education, collaborative engagement and practical learning opportunities.
By strengthening practitioner confidence and facilitating deeper clinical discussions, the broader goal remains consistent: helping practitioners deliver better vision experiences and outcomes for patients.
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Supporting Clearer Clinical Discussions |
Enhancing Clinical Communication Skills |
Greater Value to Practitioner Conversations |
Interactive Practitioner Engagement |
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FOR Vision, J & J’ s( Malaysia) Professional
Education Specialist, Uma
Mageswari Batumalai, the programme
was designed to strengthen how teams
facilitate clinically relevant discussions
with practitioners while continuing to
support ECPs with evidence-based
product and clinical knowledge.
She explained that the initiative
focused on the company’ s daily disposable
lens portfolio, encompassing
both spherical and toric lenses, while
strengthening clinical communication
and facilitation skills through conversations
tailored to customer mindsets.
Uma noted that professional beliefs
surrounding low astigmatism management
remain a key challenge in practice.
“ Professional beliefs are often skewed
toward masking low astigmatism,” she
explained, adding that challenges can
influence this in convincing patients of
clinical benefits as well as practical considerations
such as inventory availability.
The programme, therefore, aimed
to equip teams to confidently facilitate
clinically led conversations and trainings
that support clearer understanding and
stronger conviction around toric lens
technology and astigmatism
management.
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VISION, J & J’ s( APAC) Associate Director,
Commercial Education, Srikanth Gongulur
, highlighted that, within the medtech
environment, strong clinical knowledge
remains essential, alongside the ability
to communicate that information
effectively to practitioner needs.
“ It’ s not just about the clinical knowledge
that one needs to know, but one should
also know how to articulate and verbalise
that information so that it meets the
needs of the customers,” he said.
The programme focused on integrating
clinical information, disease understanding
and available technologies into
structured conversations that are both
clinically relevant and aligned with
practitioner expectations.
Srikanth also shared that the programme
incorporated AI-powered avatar tools
that simulate customer behaviour and
provide immediate feedback.
“ What this does is create a safe environment
for a rep to practise,” he explained.
“ The avatar will be non-judgemental, and
you can practise anywhere while receiving
feedback on what can be improved.”
He added that with astigmatism
prevalence estimated at around 45
per cent, strengthen-
practitioner discus-
around specialised
lens
solutions
remains increasingly
important.
i n g
sions
toric
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VISION, J & J’ s( Malaysia) Senior Customer
Development Manager Jesmine Lee
Sook Ching shared that the programme
provided an opportunity to strengthen
clinically driven engagement with
practitioners further.
With more than 20 years of experience
in sales and 12 years with Vision, J & J,
Jesmine explained that the initiative
helped participants strengthen their
ability to facilitate discussions in front of
larger audiences while delivering more
clinically focused conversations.
“ I think I’ m able to be the facilitator in
front of a bigger audience,” she shared.
“ We know that we have to deliver
clinically-based selling to the audience
and to fellow ECPs.”
She also emphasised the importance of
helping practitioners translate product
knowledge into practical recommendations
for patients.
For Jesmine, the programme reinforced
the importance of bringing value and
knowledge to practitioners in ways that
support patient care and vision correction
decisions.
“ I would like to bring the image that we
are consultants to our ECPs,” she added.
“ So they know that what
we are bringing them is
value and knowledge
that can actually help
their patients.”
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FOR Vision, J & J’ s( Malaysia) Senior
Customer Development Manager Bryan
Tee Han Chew, the programme provided
an opportunity to refine engagement
approaches and strengthen communication
with practitioners.
With close to 15 years in the sales industry
, Bryan explained that the training
encouraged participants to focus more
intentionally on delivering messages
effectively and ensuring that conversations
remain relevant to practitioner
needs.
“ With the training given, it changed my
mind that there are some things better
that we can adopt or apply,” he said.
One of his key takeaways from the
programme was the importance of
effective communication and audience
engagement during presentations and
workshops.
“ Most of the time, the audience requires
more interaction and engagement,”
Bryan explained.“ With effective engagement
or interaction, we can create more
interest among the audience and eventually
understand our customers better.”
He believes this more interactive
approach will help strengthen relationships
with practitioners and
foster more meaningful,
valuable discussions
about patient care and
vision solutions.
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Uma Mageswari Batumalai
2026PP11014
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Srikanth Gongulur |
Jesmine Lee Sook Ching |
Bryan Tee Han Chew |