The Problem: Nicaragua Study

As part of the team's market research and business planning, we wanted to learn the intricacies of the glasses market in one country. Pursing this goal, we commissioned Rachel Ross to do a detailed study (available by request) of the country's eyeglasses market in February and March, 2001.

With the help of two volunteer optometrists, Rachel conducted three prevalence tests of the Nicaraguan population-one in a remote village, one in a small town, and one in the second largest city. Of the five million people in the country, she estimates that there is a high unmet need for glasses. Serving this population are an estimated 60 optometrists- a ratio of 1:83,000. This is roughly 10% of the coverage typical in the Unites States. In the department of Managua, which includes over 1/5 of the population and the capitol city, the ratio is 1:66,000; in Matagalpa, it is 1:270,000. There is no education program for eye care in the country, and most of the practicing optometrists do not have a university degree. Sixty percent of the optometry retail outlets are owned by two retail chains.

Outside of the Managuan central market, the least expensive glasses available for sale are $40-about one month's wage for the median income person.