ALIGN TECHNOLOGY INC — Call Transcript 2026

William Blair analyst covering medical devices, dental, and animal health, where I am required to tell you for a complete list of research disclosures and potential conflicts of interest, please visit our website at williamblair.com. We're excited to have with us Align Technology this morning. We'll have Joe Hogan, President and CEO, and John Morici, CFO, going through a corporate presentation. If we have a little bit of time, I might do a Q&A here. If not, we will go out to the breakout room with Mayer after this for a follow-up breakout session. Thanks. Good. Yeah, thanks, man. Just to start off, this is our platform page overall. When you think about aligners and how we go to the marketplace, I think it's best to think it's not just about clear aligners because obviously we have a lot of competition out there from a clear aligner standpoint. It's like, what kind of platform do we stand on? If you just walk through this slide quickly on the connect piece, we really have the only brand in the orthodontic or dentistry market that consumers really understand. We do a lot in that first part of connect is connecting that consumer with a doctor. Secondly, scan. Scan has come up now 95% of our cases are scanned, versus 10 years ago, only 5% were scanned. Once you have that digital image, you diagnose, you plan, you treat, monitor, and then retain all the way up to treat now in the plan and treat side. We can do these within 20 minutes of a patient being in a chair for about 20% of our patients. The technology has really advanced that far on this platform, and you'll see us continue to work at different parts of this platform over time so we can improve speed, improve the confidence of our doctor base, and also the consumer piece, too. Overall, when you look at it, 75% of malocclusions globally. That's a fancy name for people's teeth are crooked overall. The market breaks up into 30% adults and 70%, 75% teens. Our business is actually completely reversed in that. We're about 73% of our total are adults and 23% is teens. That has nothing to do with clinical competency or efficacy of our product line. That has to do with orthos choosing to use wires and brackets over digital over time. We have found that as we work the teen marketplace, the most compliant part of the teen market is what we call the tweens or young children before they reach the teen age. This is where bone is most malleable and you can move it. The traditional devices like we're showing down below, braces and also that Hyrax appliance that's shown below, have been the traditional devices that have been used in orthodontics for phase 1 treatment when patients are young and their teeth are not coming in properly. We've introduced two products. Our most successful one has been Invisalign Teen, which is for early intervention. It expands the palate and lets those teeth come in. For very severe cases, we have Invisalign Palatal Expander, a removable device, first 3D-printed medical orthodontic device in the world that does that in about the same period of time, but just a lot better way for a patient to be able to experience that than a patient going into someone's room every night and turning a screw in some way, is what you have with the old Hyrax device in some way. We've seen great use of these product lines, and this is the most compliant group of patients that we appeal to, are the younger patients. They're actually still listening to their parents at this age and before they hit the teenage. Invisalign System for all ages and cases. Down below you can see that horizontal line. It shows the ages that we're working through, anywhere between five up to eight years old for palate expansion, teen. Our teen product will give you 5 mm of expansion. When you look at the Invisalign Palatal Expander, it can go up to almost 7 mm of expansion. A doctor just looking at where that child is, they'll take a CBCT, understand how much expansion is needed, and figure out the device. In between that 10 and 11, you see that Invisalign Vivera retainer piece. That will be our new 3D-printed retainer. You see the kind of odd construction of that. You need a combination of thickness and strange geometry to be able to hold kids' palates at that age, and you can only do that with 3D printing. You'll see that product begin to hit the marketplace in the third and fourth quarter of this year. Phase II treatment, I think we all know, is based our normal product and then our Mandibular Advancement product for phase II, which is when you have a chin that's being recessed and you want to move that forward. You have to catch that patient in a bone growth era when that's going on. If we do, when you look at a Class II, probably 60% of our cases are in Europe. It's like a genetic aspect. Class III would be mainly Asia. John, you can hit this piece. Yeah. With the portfolio that we have in terms of the products that Joe talked about, but really having a ClinCheck. This is the AI version of what we have, where we've been able to, with our doctors, 23 million+ cases that we've been able to do. We learn a lot about how to treatment plan, what tendencies that doctors use, and then we repeat that. If they scan, we can get them that treatment that doctor would like for that particular case that they have many times, right when they're having a conversation with the potential patient right there. You're kind of hitting them in the moment so that they can visualize, have that conversation, and then do the other technologies to be able to make sure once they go into treatment, are they tracking to what they thought with some of the Virtual Care and other AI tools that we have, and then ultimately getting them into retention. A lot of technology that's gone in both on the appliance side itself, the actual product, and then the treatment planning. It's really a testament to all the cases that we've been able to help with and what we've learned from those cases. ClinCheck software enables scale. This is just a chart to show you what's happened in five years. When you look at 2021, that was our first year that we really got off of individual computers and ended up being able to do ClinCheck on servers and do ClinCheck in the cloud. Since that period of time, we've put a lot of technology into being able to incorporate, whether it's a ClinCheck Live, which is you do the ClinCheck, you immediately understand where that patient would be, how many aligners it would take to finish that at some point in time. All the way when you look at Plan Editor and ClinCheck software, you can make those changes. I call that almost like Photoshop, where ClinCheck will come up, the treatment plan will be done. The doctor can make some teeth adjustments or tooth adjustments that they might want to compensate from what wasn't covered in our algorithms in some way. You can send that on to manufacturing. Again, about 20%, 25% of our cases are done live that way today. We talk about these Global Clinical Preferences. This is used a lot in the general dentistry community, meaning that we've done 24 million cases. We scan a patient, we've seen that case before in some way. We understood how it comes out. We'll tell the GP in that sense, "You should run this play. You should run these algorithms in order to make this work." Again, in 20%, 25% of those cases, they just flow through and it works. You see a tremendous amount of automation since 2021 of using the cases that we've done and using advanced algorithms in order to put these cases together. A 3D face scan today, which a lot of doctors, particularly orthos, want to understand the bone structure and how when you change your teeth, how it's going to really change your overall physical appearance, both chin and cheeks. You can do that with incorporating CBCT scans and 3D face scans. Then ClinCheck Live Plan, which is you scan, you basically get a case. They're based on your protocols as a doctor or protocols that we've suggested that you'd give to other doctors or two. You can check ClinCheck Live, and it can go right to manufacturing without any kind of back and forth. Remember, if you flash back like 2021, most of these ClinCheck cases took two weeks. Today, it's odd to see them take over three days or two days. Most of them are done in a day. John, go ahead. To further that, many doctors and dentists and orthodontists that we have, they want their own ClinCheck. They want their own technique and an idea where they have the plan. We were able to incorporate that plan into that treatment plan that comes right to them. It's very personalized for these orthos and dentists, and it just makes it much easier for them to be able to get that treatment plan back how they want it, kind of in that moment when they're thinking about that patient. Many times when that patient is right there, the potential patient is right there. They can be able to get a treatment plan based on the preferences that they want, and that's just something that we've been able to build over time. As Joe said, it used to take us days, sometimes weeks, to have this. Now you're down to minutes, and you're able to give chairside view of a clinical experience to that potential patient. It's kind of an ortho's workflow, too. That's the way they think when they're doing wires and brackets. They're actually thinking through what that treatment plan's going to be, and so this kind of mimics the normal workflow that an ortho would have. Patient compliance, digital engagements, monitoring, and support. We have a product called Virtual Care today, where we can track through AI algorithms every week. You take a picture of your teeth as you're going through treatment. We can tell if you're on plan, if you're not on plan. If you are, we tell you to advance to the next piece. It takes about, now it's about, what, 30%, 35% fewer trips that a patient has to go to a doctor because you have this kind of advanced technology that can see the patients outside and be able to flag if there's going to be some issue in some way. Remember, if you're an ortho and you're doing wires and brackets, 35% of your day is emergencies. Patients running in because a wire came loose or something came undone or whatever. You go to a digital plan like this, you go broadly digital, you change, you cut your real estate in half. You cut your staff in half, too, or to make that work if you really adopt this digital technology. Profitability, John, that's right up your alley, man. As Joe was saying, just fewer office visits. When you have digital technology and you really encompass a very predictable, reliable way to be able to treat patients, you don't have the emergencies as you would have with wires and brackets. You have fewer doctor visits. It's just what it is. You have a certain set of aligners. You stay on track with some of the monitoring tools, with virtual care, and so on. You just don't have to have the staff because you just don't have as many visits. It's really a benefit on the doctor side, where you can staff that appropriately. Think about it as a patient or as a parent, where you don't have to take your child or yourself to the dentist's or orthodontist's office because you don't have the emergencies, that you don't have as many office visits that you need. You get done faster. There's a lot of benefits that from a time standpoint that the patient or the patient's parents get, but also on the doctor side from a profitability standpoint. GP opportunity is a big one for us because in general, GPs aren't taught in dentistry school how to move teeth. That's changing in some universities today. Obviously, we bring those skills to them through our sales force and our training programs and our key opinion leaders overall. When you look at this, a GP opportunity overall, again, that's 75% is at 75% of the people in this room, if you haven't had your teeth treated, you have some kind of malocclusion that should be treated, not because of aesthetics, because your teeth are wearing. If they're not going to match in occlusion in some way, your teeth are wearing every day. There's a big push more and more about oral health and the vector of oral health from a teeth standpoint and someone's overall health through their lifetime. Maintaining your dentition through life, a big part of that up front is the right hygienics, but to make sure that your teeth aren't eroding themselves because they don't have the right occlusion in some way. The other side is comprehensive dentistry, and comprehensive dentistry is when you're doing implants, or particularly, I'll show you on the next slide, when you're doing aesthetics or whatever, we can use our product line, too, to help to move teeth to save enamel that normally would be ground off in some way in those procedures. We'll show you a few pictures overall. Say, if you were going to do an implant, and you had been missing a tooth for 6-12 months, those teeth that are next to it have closed. When you'll put the implant in, you're going to shave off the enamel of the adjacent molars to put that new implant in. When we talk about Invisalign ART, and we'll walk you through it and those kinds of things, and this is why we made significant investments in these areas. You can save that enamel on those teeth. You can save the lifetime of those teeth if you just take another two or three months, move the teeth apart to insert that piece. When we talk about ART, it's restorative treatment that we're trying to move into the mainstream of dentistry. Before you had digital, you could never think this way. You'd never do that with wires and brackets. Obviously, with plastic aligners and in a digital kind of a footprint, you can make changes like this in dentistry that weren't available before. Global trends toward preventative health, patients and consumers, dental professional societies, government and healthcare systems. That's a piece that they're talking about. It's not just aesthetics. It's about how to make sure that your teeth are a vector for health and how do you take care of those teeth. Go ahead, John. When you think about the oral health, it fits into our overall digital workflow that we have. Where you get that scan, you're able to start to get an idea of what is the overall health of your dentition. Are your teeth moved in the right places? Do you have caries or other cavities or other restorative things that you might need? Really trying to make sure that when you look at the comprehensive treatment, it starts from the beginning of getting some identification of people who might need to go in for some type of treatment and then working them through that journey to get to that, ultimately, to provide better oral health. That's a big push that we have when you think about the comprehensive dentistry and what we're trying to go to. Many of these patients, they're in those dental chairs on a regular basis. Do they understand their overall oral health? These capabilities that we bring to those dentists give them that capability to say, "Hey, this is a problem. This is clashing here. This is how your teeth are wearing. This is what you would look like with treatment," and improving the overall oral health. These are really big, very good visualization tools that we help doctors with. Yeah, that diagnosis piece is really important. If you're going to a dentist today and that doctor's walking in the room saying, "Now, what I see back in your third molar," or whatever, you know you're in the prehistoric days. There should be a screen in front of you. You should be looking at your teeth. They should be pointing at those teeth and saying, "Here's where the issue is, and what are we going to do next?" Or whatever. That's modern-day dentistry. Honestly, in your personal lives or whatever, you should be looking at that because it's a completely different world when we have somebody explaining to you. You think in medical, John and I grow medical devices, too. I can't imagine with a CT scan or MRI, when your knee hurts, you want to see it. You want to see if your ACL is separated. You want to see what loss, instead of some doctor saying, "I think this is what you have." Visualization in dentistry is what's coming. We're really leading that when you think about the diagnostics that we offer with iTero and what we're doing. One integrated solution for comprehensive exams. Have an overview. What's your tooth health, not teeth health, but individual tooth health overall. Gum health is huge. We'll be able to read that, the diagnostic, to say, "Here's where your gums were six months ago off in iTero. Here where they are today. You have a certain amount of recession somewhere. Do less of this, do more of this overall. What's your bite? That's your occlusion. Is it occlusion or non-occlusion? What's the alignment overall?" This is the digital platform that we talk about. These are the different components of it, but it really is the road to modern-day dentistry, and I think how we'll be treated and the tools that we're bringing to dentistry overall. Go ahead, John. Yeah. This is some of the treatment planning and the personalization, just another slide of that. Every dentist, every clinician, people within, they have preferences that they want to follow. We look at the cases that they've done, be able to give them treatment plans in real-time that follows the overall journey that we have. Again, getting those doctors to be able to have those treatments in the moment while that patient is there, it increases the conversion tremendously when, as Joe said, you can show them exactly, and you're really taking that potential patient along for the journey to say, "Hey, this is what's happening. Let me show you this. Let me show you what your treatment would be," and help them visualize. They can see themselves before and after. They can see themselves before ortho, after restorative, and get to the end result. That visualization is very powerful. It's very powerful when you put it into a treatment plan that the doctor will follow. The video piece is a key piece of the conversion. Not only just a static view of before and after treatment to what we started with, really. Now you get into this where you have a video. Somebody's talking, and they're talking, and when they're talking, they're showing their upper and lower teeth, just as they're talking about whatever it was before. Now, as they take a scan, it goes into that plan that doctor has in terms of how they want to treat the patient. It shows up in that smile video as after treatment, so that person can see what they're clinically going to look like with a treatment. They see side by side, before treatment, after treatment, and it's very powerful, and it helps doctors close a lot of these cases. We've been able to develop this more and more, and it gets potential patients very excited about their treatment. It's like a 50% higher close rate if you show the video, and it's because, like John said, you can see the bottom teeth. Just for entertainment sometime, get a Netflix, find a British movie, like 1950s, and watch it, okay? You'll see a huge amount of opportunity. A comprehensive dentistry. We have a program called ART. We have a business we bought over in Germany. Back in June, we held hands on that one in 2020, an exocad. The idea always is how do we do comprehensive dentistry, right? How do we actually move teeth out of harm's way in order to have dental treatment would be less invasive in some way. That's what the purpose of the exocad acquisition was. I hate even showing this chart, but when you talk about the Social Six, that's your upper six. What has been normally done around the world for aesthetic treatment is you see up on top is the initial smile. What they do is a dentist will grind those teeth down to those pegs that you're looking at on the bottom right-hand side of that screen. They'll order caps and crowns from a local lab and then temporarily give you almost like a plaster cast to put over these, so you live with that for a couple of weeks or a week, and then you put the caps on. What we're talking with Invisalign ART, and John and I will get into it, is you don't have to do that. We're going to spread those teeth out so you don't have to grind them, and then you can use veneers over top of those teeth without losing all that enamel and losing all that tooth life that you'd have. If you're talking about this to your friends, family, or yourself, and you're looking at that, and some aesthetic dentist says, "I'm going to fix that," you don't have to go that route. You might get instant gratification, if that is, to get those veneers put on or something. Yeah That's what it is. You just look at the size and just the dentin that's there and just how it's going to last, you're going to need something later on those other teeth. If you move them, you're keeping your healthy dentition that you have. Yeah, you still need to do some restorative or whatever else, but you're starting from a much better position. Takes a little bit more time, but I think if you go back to taking that patient along for the journey of some type of treatment, I think all of us would look at that and say, "Well, okay, what does that take in time? How much more does it cost?" If those are reasonable, and they are, I think most people would choose for give me the right solution. This is what we call advanced restorative treatment. That's Invisalign ART. We don't go through each one of these pieces, but we're basically talking about the six by six, which would be your top six teeth and bottom six teeth, of how you can move those out of harm's way and use veneers and other things rather than grinding those teeth down and having caps and crowns. We do that through a lab more than we do it through a doctor or through an ortho in some way because labs are the ones that basically set up those restorative treatments for the general practitioners overall. We use the exocad program that all those many labs around the world are using, and we embed in that the tooth movement that we have in ClinCheck so that they can make those corrections and send it back to the doctor with a choice of, "Hey, do you want to take another two or three months and move those teeth, or do you want us to grind them down?" They give the patient that option in order to do it, and here's what the pricing outcome would be of both. Continuous evolution of breakthrough technologies. This business is a really interesting and fun business. It's an incredibly large software business in how you do ClinCheck, how you do diagnostics, iTero, all these things it's used. It also has a big material science and production piece with the 3D printing that we do and the kind of plastics that you need. What this basically shows is just a lot of just breakthroughs that we've had over the last several years along the way. I don't want to go through each one of these, but the truly huge breakthroughs coming through, obviously, is machine learning and AI that we've done on 24 million cases in order to be able to project much better in the sense of where these cases are going to end. Material science and the 3D printing piece, where we're moving into direct 3D printing rather than making molds. It gives us much more control over the wall thickness and the shape of these aligners. As a result, their clinical efficacy and efficiency on what they do. Along the way, this takes a huge amount of R&D and time in both software and hardware and now in processing technology in order to do that, which John is so painfully aware of right now. If you look at this chart, really on the right-hand side of the chart is about customer experience and clinical effectiveness. On the left-hand side of the chart, the kind of technology we brought to bear in order to change dentistry and to make digital dentistry a reality out there in digital orthodontics. Go ahead, John. Yeah. Different types of movement that we have that we've introduced, the chart that Joe just showed, SmartForce, moving teeth in the right manner, positioning things the right way based on a lot of the cases that we've done, having the right material, the SmartTrack that we use now, soon to be additional with some of the direct fab material and so on. How you move teeth in terms of the staging, what tooth moves first, and how you change things and anchor as you want to be able to move the teeth, but again, based on what the clinical preferences are for that particular doctor. Properties needed to align material, deliver gentle forces. Don't want to go through this. We started off where we used to do displacement. Every aligner would basically represent what the next stage looked like. What we do now is we actually program energy into those aligners. It's not exactly a replica to where it's going to be. It actually drives these teeth through how you place that energy inside that plastic aligner when you form it. This is a material science equation, though. All plastics aren't the same, and you have to find the right plastics. In this case, you need ductility, and you need rigidity. That's why you have to do multifaceted plastics, which are layered plastics of polyester, in this case, and polyurethane, in order to take those forces and be able to translate those forces into teeth. Our teams are expert in the sense of understanding what materials can do that and how you configure those materials. Innovation at scale always. Look, this is what we do. Across the board, we're always driving innovation in this business because it needs innovation, and there's opportunities for innovation in this business more than really any other business that I've been in. Go ahead, John. When we think about what we're able to try to bring, it's innovation around the products, what we provide from service and treatment planning and so on, but also business models. Working with our doctors, our customers, to be able to help drive conversion, be more active about the conversion, and tools, especially in this environment, in this economy around the globe. Those doctors that take more of an active approach, we see it with a lot of our DSOs, our Dental Service Organizations. They're really trying to nurture those potential patients through and drive that incremental volume. Go ahead, John. When you look at some of the things that we have, you're able to come up with different innovative business models to be able to help those doctors who want to be able to drive potentially more traffic to their practice. They want to digitize, be as efficient as possible, how do we partner? That's why it lends itself well to work with Dental Service Organizations, because they're leveraging aspects of our company that are unique, aspects around scale, the efficiency that we can bring, aspects around technology, what we were just talking about with a lot of the digital technology as well as the product technology, and access to our brand, being able to leverage what they want to do at their practice, plus leveraging our brand. When you see some of the models that we have, this is a doctor subscription program. That's essentially saying a doctor wants to have a commitment of a certain amount of cases or a certain amount of aligners that they need. Some of those aligners are then going to be used for retention over a period of time. Some will be used for what we call touch-up cases. Cases that they just need to do minor movement and so on, they want to be able to have flexibility. Maybe in some cases, you want to do a full case, that's how they purchase a product. In other cases, they just want a certain amount of aligners that they can commit to and use over a period of time. Giving them that flexibility, especially in this market, has been great, this is one of our most successful programs. Go ahead, John. Financial friction is a big piece. Financial friction at the potential patient level. You hear a lot about consumer confidence and what people are seeing from inflation or oil prices, whatever is on their minds. You've got to be able to get to a patient financing. Not on our books. We don't take the end risk from the financing, but partnering with many other companies, and this is a global issue that we work through where those external financing companies are finding ways to be able to finance potential patients. Because patients don't want to put a lot of money down, and they certainly don't want to pay a lot on a monthly basis. Yeah. HFD is a great example. I was talking a lot about that. It's very high approval rates, many times pre-qualification. It's great for the practice because the practice then gets more of their cash up front, and they don't have to bother with the collections. HFD, in this case, will do that, and it integrates into many customers that we have. When we think about the last mile and what we're trying to do to help conversion, financing with the external patients is a key way. It's a big deal. Yeah. You can see some of the benefits that we have, products that we have as another way to go after trying to drive utilization. We used to have, and we still have a product called Comprehensive Unlimited, but that's five years with unlimited refinements. In this product, it's saying, look, it's still a comprehensive product, but you don't have any refinements. You don't have any "service" built into that product initially. If they need service or need a refinement later, they can purchase it. Again, it's giving those customers of ours flexibility in how they want to purchase. Maybe they purchase a service plan up front, maybe they don't. What we see is when they don't, the pricing is a little bit better for them, and it helps drive utilization. This is more of that. This is basically rolling out to different areas. It really started with our Dental Service Organizations. They really like that, having that flexibility. Again, we have a product portfolio that has really evolved through technology to be able to give them this type of product. That's a quick snapshot of all the different things. I don't know, Joe. No, I think that's our story and we're sticking to it, okay? It's an evolution. We are pushing things forward, really trying to help drive conversion, especially in this environment. It's a lot of technology, a lot of breakthroughs that we've had, and we're winning in those places. We just have to be active about driving that conversion piece in this market. Especially in the U.S. right now. Can't wait for people to say, "Yeah, I'm going to wait for something in the future." You want to hit those potential patients in the moment and drive that conversion. Ultimately, it's going to drive more throughput for those doctors. Yeah. We didn't leave you much time there, Brent. It's all right. We will go to the Mayer breakout room now, and then we'll go into some of these different ones.

Speaker 3: William Blair analyst covering medical devices, dental, and animal health, where I am required to tell you for a complete list of research disclosures and potential conflicts of interest, please visit our website at williamblair.com. We're excited to have with us Align Technology this morning. We'll have Joe Hogan, President and CEO, and John Morici, CFO, going through a corporate presentation. If we have a little bit of time, I might do a Q&A here. If not, we will go out to the breakout room with Mayer after this for a follow-up breakout session. Thanks. William Blair analyst covering medical devices, dental, and animal health, where I am required to tell you for a complete list of research disclosures and potential conflicts of interest, please visit our website at williamblair.com. william blair analyst covering medical devices dental and animal health where i am required to tell you for a complete list of research disclosures and potential conflicts of interest please visit our website at williamblair.com We're excited to have with us Align Technology this morning. we're excited to have with us align technology this morning We'll have Joe Hogan, President and CEO, and John Morici, CFO, going through a corporate presentation. we'll have joe hogan president and ceo and john morici cfo going through a corporate presentation If we have a little bit of time, I might do a Q&A here. if we have a little bit of time i might do a q&a here If not, we will go out to the breakout room with Mayer after this for a follow-up breakout session. if not we will go out to the breakout room with mayer after this for a follow-up breakout session Thanks. thanks

Speaker 1: Good. Yeah, thanks, man. Just to start off, this is our platform page overall. When you think about aligners and how we go to the marketplace, I think it's best to think it's not just about clear aligners because obviously we have a lot of competition out there from a clear aligner standpoint. It's like, what kind of platform do we stand on? If you just walk through this slide quickly on the connect piece, we really have the only brand in the orthodontic or dentistry market that consumers really understand. We do a lot in that first part of connect is connecting that consumer with a doctor. Secondly, scan. Scan has come up now 95% of our cases are scanned, versus 10 years ago, only 5% were scanned. Good. good Yeah, thanks, man. yeah thanks man Just to start off, this is our platform page overall. just to start off this is our platform page overall When you think about aligners and how we go to the marketplace, I think it's best to think it's not just about clear aligners because obviously we have a lot of competition out there from a clear aligner standpoint. when you think about aligners and how we go to the marketplace i think it's best to think it's not just about clear aligners because obviously we have a lot of competition out there from a clear aligner standpoint It's like, what kind of platform do we stand on? it's like what kind of platform do we stand on If you just walk through this slide quickly on the connect piece, we really have the only brand in the orthodontic or dentistry market that consumers really understand. if you just walk through this slide quickly on the connect piece we really have the only brand in the orthodontic or dentistry market that consumers really understand We do a lot in that first part of connect is connecting that consumer with a doctor. we do a lot in that first part of connect is connecting that consumer with a doctor Secondly, scan. secondly scan Scan has come up now 95% of our cases are scanned, versus 10 years ago, only 5% were scanned. scan has come up now 95% of our cases are scanned versus 10 years ago only 5% were scanned Once you have that digital image, you diagnose, you plan, you treat, monitor, and then retain all the way up to treat now in the plan and treat side. We can do these within 20 minutes of a patient being in a chair for about 20% of our patients. The technology has really advanced that far on this platform, and you'll see us continue to work at different parts of this platform over time so we can improve speed, improve the confidence of our doctor base, and also the consumer piece, too. Overall, when you look at it, 75% of malocclusions globally. That's a fancy name for people's teeth are crooked overall. The market breaks up into 30% adults and 70%, 75% teens. Our business is actually completely reversed in that. We're about 73% of our total are adults and 23% is teens. Once you have that digital image, you diagnose, you plan, you treat, monitor, and then retain all the way up to treat now in the plan and treat side. once you have that digital image you diagnose you plan you treat monitor and then retain all the way up to treat now in the plan and treat side We can do these within 20 minutes of a patient being in a chair for about 20% of our patients. we can do these within 20 minutes of a patient being in a chair for about 20% of our patients The technology has really advanced that far on this platform, and you'll see us continue to work at different parts of this platform over time so we can improve speed, improve the confidence of our doctor base, and also the consumer piece, too. the technology has really advanced that far on this platform and you'll see us continue to work at different parts of this platform over time so we can improve speed improve the confidence of our doctor base and also the consumer piece too Overall, when you look at it, 75% of malocclusions globally. overall when you look at it 75% of malocclusions globally That's a fancy name for people's teeth are crooked overall. that's a fancy name for people's teeth are crooked overall The market breaks up into 30% adults and 70%, 75% teens. the market breaks up into 30% adults and 70% 75% teens Our business is actually completely reversed in that. our business is actually completely reversed in that We're about 73% of our total are adults and 23% is teens. we're about 73% of our total are adults and 23% is teens That has nothing to do with clinical competency or efficacy of our product line. That has to do with orthos choosing to use wires and brackets over digital over time. We have found that as we work the teen marketplace, the most compliant part of the teen market is what we call the tweens or young children before they reach the teen age. This is where bone is most malleable and you can move it. The traditional devices like we're showing down below, braces and also that Hyrax appliance that's shown below, have been the traditional devices that have been used in orthodontics for phase 1 treatment when patients are young and their teeth are not coming in properly. We've introduced two products. Our most successful one has been Invisalign Teen, which is for early intervention. It expands the palate and lets those teeth come in. That has nothing to do with clinical competency or efficacy of our product line. that has nothing to do with clinical competency or efficacy of our product line That has to do with orthos choosing to use wires and brackets over digital over time. that has to do with orthos choosing to use wires and brackets over digital over time We have found that as we work the teen marketplace, the most compliant part of the teen market is what we call the tweens or young children before they reach the teen age. we have found that as we work the teen marketplace the most compliant part of the teen market is what we call the tweens or young children before they reach the teen age This is where bone is most malleable and you can move it. this is where bone is most malleable and you can move it The traditional devices like we're showing down below, braces and also that Hyrax appliance that's shown below, have been the traditional devices that have been used in orthodontics for phase 1 treatment when patients are young and their teeth are not coming in properly. the traditional devices like we're showing down below braces and also that hyrax appliance that's shown below have been the traditional devices that have been used in orthodontics for phase 1 treatment when patients are young and their teeth are not coming in properly We've introduced two products. we've introduced two products Our most successful one has been Invisalign Teen, which is for early intervention. our most successful one has been invisalign teen which is for early intervention It expands the palate and lets those teeth come in. it expands the palate and lets those teeth come in For very severe cases, we have Invisalign Palatal Expander, a removable device, first 3D-printed medical orthodontic device in the world that does that in about the same period of time, but just a lot better way for a patient to be able to experience that than a patient going into someone's room every night and turning a screw in some way, is what you have with the old Hyrax device in some way. We've seen great use of these product lines, and this is the most compliant group of patients that we appeal to, are the younger patients. They're actually still listening to their parents at this age and before they hit the teenage. Invisalign System for all ages and cases. Down below you can see that horizontal line. For very severe cases, we have Invisalign Palatal Expander, a removable device, first 3D-printed medical orthodontic device in the world that does that in about the same period of time, but just a lot better way for a patient to be able to experience that than a patient going into someone's room every night and turning a screw in some way, is what you have with the old Hyrax device in some way. for very severe cases we have invisalign palatal expander a removable device first 3d-printed medical orthodontic device in the world that does that in about the same period of time but just a lot better way for a patient to be able to experience that than a patient going into someone's room every night and turning a screw in some way is what you have with the old hyrax device in some way We've seen great use of these product lines, and this is the most compliant group of patients that we appeal to, are the younger patients. we've seen great use of these product lines and this is the most compliant group of patients that we appeal to are the younger patients They're actually still listening to their parents at this age and before they hit the teenage. they're actually still listening to their parents at this age and before they hit the teenage Invisalign System for all ages and cases. invisalign system for all ages and cases Down below you can see that horizontal line. down below you can see that horizontal line It shows the ages that we're working through, anywhere between five up to eight years old for palate expansion, teen. Our teen product will give you 5 mm of expansion. When you look at the Invisalign Palatal Expander, it can go up to almost 7 mm of expansion. A doctor just looking at where that child is, they'll take a CBCT, understand how much expansion is needed, and figure out the device. In between that 10 and 11, you see that Invisalign Vivera retainer piece. That will be our new 3D-printed retainer. You see the kind of odd construction of that. You need a combination of thickness and strange geometry to be able to hold kids' palates at that age, and you can only do that with 3D printing. It shows the ages that we're working through, anywhere between five up to eight years old for palate expansion, teen. it shows the ages that we're working through anywhere between five up to eight years old for palate expansion teen Our teen product will give you 5 mm of expansion. our teen product will give you 5 mm of expansion When you look at the Invisalign Palatal Expander, it can go up to almost 7 mm of expansion. when you look at the invisalign palatal expander it can go up to almost 7 mm of expansion A doctor just looking at where that child is, they'll take a CBCT, understand how much expansion is needed, and figure out the device. a doctor just looking at where that child is they'll take a cbct understand how much expansion is needed and figure out the device In between that 10 and 11, you see that Invisalign Vivera retainer piece. in between that 10 and 11 you see that invisalign vivera retainer piece That will be our new 3D-printed retainer. that will be our new 3d-printed retainer You see the kind of odd construction of that. you see the kind of odd construction of that You need a combination of thickness and strange geometry to be able to hold kids' palates at that age, and you can only do that with 3D printing. you need a combination of thickness and strange geometry to be able to hold kids' palates at that age and you can only do that with 3d printing You'll see that product begin to hit the marketplace in the third and fourth quarter of this year. Phase II treatment, I think we all know, is based our normal product and then our Mandibular Advancement product for phase II, which is when you have a chin that's being recessed and you want to move that forward. You have to catch that patient in a bone growth era when that's going on. If we do, when you look at a Class II, probably 60% of our cases are in Europe. It's like a genetic aspect. Class III would be mainly Asia. John, you can hit this piece. You'll see that product begin to hit the marketplace in the third and fourth quarter of this year. you'll see that product begin to hit the marketplace in the third and fourth quarter of this year Phase II treatment, I think we all know, is based our normal product and then our Mandibular Advancement product for phase II, which is when you have a chin that's being recessed and you want to move that forward. phase ii treatment i think we all know is based our normal product and then our mandibular advancement product for phase ii which is when you have a chin that's being recessed and you want to move that forward You have to catch that patient in a bone growth era when that's going on. you have to catch that patient in a bone growth era when that's going on If we do, when you look at a Class II, probably 60% of our cases are in Europe. if we do when you look at a class ii probably 60% of our cases are in europe It's like a genetic aspect. it's like a genetic aspect Class III would be mainly Asia. class iii would be mainly asia John, you can hit this piece. john you can hit this piece

Speaker 2: Yeah. With the portfolio that we have in terms of the products that Joe talked about, but really having a ClinCheck. This is the AI version of what we have, where we've been able to, with our doctors, 23 million+ cases that we've been able to do. We learn a lot about how to treatment plan, what tendencies that doctors use, and then we repeat that. If they scan, we can get them that treatment that doctor would like for that particular case that they have many times, right when they're having a conversation with the potential patient right there. Yeah. yeah With the portfolio that we have in terms of the products that Joe talked about, but really having a ClinCheck. with the portfolio that we have in terms of the products that joe talked about but really having a clincheck This is the AI version of what we have, where we've been able to, with our doctors, 23 million+ cases that we've been able to do. this is the ai version of what we have where we've been able to with our doctors 23 million+ cases that we've been able to do We learn a lot about how to treatment plan, what tendencies that doctors use, and then we repeat that. we learn a lot about how to treatment plan what tendencies that doctors use and then we repeat that If they scan, we can get them that treatment that doctor would like for that particular case that they have many times, right when they're having a conversation with the potential patient right there. if they scan we can get them that treatment that doctor would like for that particular case that they have many times right when they're having a conversation with the potential patient right there You're kind of hitting them in the moment so that they can visualize, have that conversation, and then do the other technologies to be able to make sure once they go into treatment, are they tracking to what they thought with some of the Virtual Care and other AI tools that we have, and then ultimately getting them into retention. A lot of technology that's gone in both on the appliance side itself, the actual product, and then the treatment planning. It's really a testament to all the cases that we've been able to help with and what we've learned from those cases. You're kind of hitting them in the moment so that they can visualize, have that conversation, and then do the other technologies to be able to make sure once they go into treatment, are they tracking to what they thought with some of the Virtual Care and other AI tools that we have, and then ultimately getting them into retention. you're kind of hitting them in the moment so that they can visualize have that conversation and then do the other technologies to be able to make sure once they go into treatment are they tracking to what they thought with some of the virtual care and other ai tools that we have and then ultimately getting them into retention A lot of technology that's gone in both on the appliance side itself, the actual product, and then the treatment planning. a lot of technology that's gone in both on the appliance side itself the actual product and then the treatment planning It's really a testament to all the cases that we've been able to help with and what we've learned from those cases. it's really a testament to all the cases that we've been able to help with and what we've learned from those cases

Speaker 1: ClinCheck software enables scale. This is just a chart to show you what's happened in five years. When you look at 2021, that was our first year that we really got off of individual computers and ended up being able to do ClinCheck on servers and do ClinCheck in the cloud. Since that period of time, we've put a lot of technology into being able to incorporate, whether it's a ClinCheck Live, which is you do the ClinCheck, you immediately understand where that patient would be, how many aligners it would take to finish that at some point in time. All the way when you look at Plan Editor and ClinCheck software, you can make those changes. I call that almost like Photoshop, where ClinCheck will come up, the treatment plan will be done. ClinCheck software enables scale. clincheck software enables scale This is just a chart to show you what's happened in five years. this is just a chart to show you what's happened in five years When you look at 2021, that was our first year that we really got off of individual computers and ended up being able to do ClinCheck on servers and do ClinCheck in the cloud. when you look at 2021 that was our first year that we really got off of individual computers and ended up being able to do clincheck on servers and do clincheck in the cloud Since that period of time, we've put a lot of technology into being able to incorporate, whether it's a ClinCheck Live, which is you do the ClinCheck, you immediately understand where that patient would be, how many aligners it would take to finish that at some point in time. since that period of time we've put a lot of technology into being able to incorporate whether it's a clincheck live which is you do the clincheck you immediately understand where that patient would be how many aligners it would take to finish that at some point in time All the way when you look at Plan Editor and ClinCheck software, you can make those changes. all the way when you look at plan editor and clincheck software you can make those changes I call that almost like Photoshop, where ClinCheck will come up, the treatment plan will be done. i call that almost like photoshop where clincheck will come up the treatment plan will be done The doctor can make some teeth adjustments or tooth adjustments that they might want to compensate from what wasn't covered in our algorithms in some way. You can send that on to manufacturing. Again, about 20%, 25% of our cases are done live that way today. We talk about these Global Clinical Preferences. This is used a lot in the general dentistry community, meaning that we've done 24 million cases. We scan a patient, we've seen that case before in some way. We understood how it comes out. We'll tell the GP in that sense, "You should run this play. You should run these algorithms in order to make this work." Again, in 20%, 25% of those cases, they just flow through and it works. The doctor can make some teeth adjustments or tooth adjustments that they might want to compensate from what wasn't covered in our algorithms in some way. the doctor can make some teeth adjustments or tooth adjustments that they might want to compensate from what wasn't covered in our algorithms in some way You can send that on to manufacturing. you can send that on to manufacturing Again, about 20%, 25% of our cases are done live that way today. again about 20% 25% of our cases are done live that way today We talk about these Global Clinical Preferences. we talk about these global clinical preferences This is used a lot in the general dentistry community, meaning that we've done 24 million cases. this is used a lot in the general dentistry community meaning that we've done 24 million cases We scan a patient, we've seen that case before in some way. we scan a patient we've seen that case before in some way We understood how it comes out. we understood how it comes out We'll tell the GP in that sense, "You should run this play. we'll tell the gp in that sense "you should run this play You should run these algorithms in order to make this work." Again, in 20%, 25% of those cases, they just flow through and it works. you should run these algorithms in order to make this work." again in 20% 25% of those cases they just flow through and it works You see a tremendous amount of automation since 2021 of using the cases that we've done and using advanced algorithms in order to put these cases together. A 3D face scan today, which a lot of doctors, particularly orthos, want to understand the bone structure and how when you change your teeth, how it's going to really change your overall physical appearance, both chin and cheeks. You can do that with incorporating CBCT scans and 3D face scans. Then ClinCheck Live Plan, which is you scan, you basically get a case. They're based on your protocols as a doctor or protocols that we've suggested that you'd give to other doctors or two. You can check ClinCheck Live, and it can go right to manufacturing without any kind of back and forth. Remember, if you flash back like 2021, most of these ClinCheck cases took two weeks. You see a tremendous amount of automation since 2021 of using the cases that we've done and using advanced algorithms in order to put these cases together. you see a tremendous amount of automation since 2021 of using the cases that we've done and using advanced algorithms in order to put these cases together A 3D face scan today, which a lot of doctors, particularly orthos, want to understand the bone structure and how when you change your teeth, how it's going to really change your overall physical appearance, both chin and cheeks. a 3d face scan today which a lot of doctors particularly orthos want to understand the bone structure and how when you change your teeth how it's going to really change your overall physical appearance both chin and cheeks You can do that with incorporating CBCT scans and 3D face scans. you can do that with incorporating cbct scans and 3d face scans Then ClinCheck Live Plan, which is you scan, you basically get a case. then clincheck live plan which is you scan you basically get a case They're based on your protocols as a doctor or protocols that we've suggested that you'd give to other doctors or two. they're based on your protocols as a doctor or protocols that we've suggested that you'd give to other doctors or two You can check ClinCheck Live, and it can go right to manufacturing without any kind of back and forth. you can check clincheck live and it can go right to manufacturing without any kind of back and forth Remember, if you flash back like 2021, most of these ClinCheck cases took two weeks. remember if you flash back like 2021 most of these clincheck cases took two weeks Today, it's odd to see them take over three days or two days. Most of them are done in a day. John, go ahead. Today, it's odd to see them take over three days or two days. today it's odd to see them take over three days or two days Most of them are done in a day. most of them are done in a day John, go ahead. john go ahead

Speaker 2: To further that, many doctors and dentists and orthodontists that we have, they want their own ClinCheck. They want their own technique and an idea where they have the plan. We were able to incorporate that plan into that treatment plan that comes right to them. It's very personalized for these orthos and dentists, and it just makes it much easier for them to be able to get that treatment plan back how they want it, kind of in that moment when they're thinking about that patient. Many times when that patient is right there, the potential patient is right there. They can be able to get a treatment plan based on the preferences that they want, and that's just something that we've been able to build over time. As Joe said, it used to take us days, sometimes weeks, to have this. To further that, many doctors and dentists and orthodontists that we have, they want their own ClinCheck. to further that many doctors and dentists and orthodontists that we have they want their own clincheck They want their own technique and an idea where they have the plan. they want their own technique and an idea where they have the plan We were able to incorporate that plan into that treatment plan that comes right to them. we were able to incorporate that plan into that treatment plan that comes right to them It's very personalized for these orthos and dentists, and it just makes it much easier for them to be able to get that treatment plan back how they want it, kind of in that moment when they're thinking about that patient. it's very personalized for these orthos and dentists and it just makes it much easier for them to be able to get that treatment plan back how they want it kind of in that moment when they're thinking about that patient Many times when that patient is right there, the potential patient is right there. many times when that patient is right there the potential patient is right there They can be able to get a treatment plan based on the preferences that they want, and that's just something that we've been able to build over time. they can be able to get a treatment plan based on the preferences that they want and that's just something that we've been able to build over time As Joe said, it used to take us days, sometimes weeks, to have this. as joe said it used to take us days sometimes weeks to have this Now you're down to minutes, and you're able to give chairside view of a clinical experience to that potential patient. Now you're down to minutes, and you're able to give chairside view of a clinical experience to that potential patient. now you're down to minutes and you're able to give chairside view of a clinical experience to that potential patient

Speaker 1: It's kind of an ortho's workflow, too. That's the way they think when they're doing wires and brackets. They're actually thinking through what that treatment plan's going to be, and so this kind of mimics the normal workflow that an ortho would have. Patient compliance, digital engagements, monitoring, and support. We have a product called Virtual Care today, where we can track through AI algorithms every week. You take a picture of your teeth as you're going through treatment. We can tell if you're on plan, if you're not on plan. If you are, we tell you to advance to the next piece. It's kind of an ortho's workflow, too. it's kind of an ortho's workflow too That's the way they think when they're doing wires and brackets. that's the way they think when they're doing wires and brackets They're actually thinking through what that treatment plan's going to be, and so this kind of mimics the normal workflow that an ortho would have. they're actually thinking through what that treatment plan's going to be and so this kind of mimics the normal workflow that an ortho would have Patient compliance, digital engagements, monitoring, and support. patient compliance digital engagements monitoring and support We have a product called Virtual Care today, where we can track through AI algorithms every week. we have a product called virtual care today where we can track through ai algorithms every week You take a picture of your teeth as you're going through treatment. you take a picture of your teeth as you're going through treatment We can tell if you're on plan, if you're not on plan. we can tell if you're on plan if you're not on plan If you are, we tell you to advance to the next piece. if you are we tell you to advance to the next piece It takes about, now it's about, what, 30%, 35% fewer trips that a patient has to go to a doctor because you have this kind of advanced technology that can see the patients outside and be able to flag if there's going to be some issue in some way. Remember, if you're an ortho and you're doing wires and brackets, 35% of your day is emergencies. Patients running in because a wire came loose or something came undone or whatever. You go to a digital plan like this, you go broadly digital, you change, you cut your real estate in half. You cut your staff in half, too, or to make that work if you really adopt this digital technology. Profitability, John, that's right up your alley, man. It takes about, now it's about, what, 30%, 35% fewer trips that a patient has to go to a doctor because you have this kind of advanced technology that can see the patients outside and be able to flag if there's going to be some issue in some way. it takes about now it's about what 30% 35% fewer trips that a patient has to go to a doctor because you have this kind of advanced technology that can see the patients outside and be able to flag if there's going to be some issue in some way Remember, if you're an ortho and you're doing wires and brackets, 35% of your day is emergencies. remember if you're an ortho and you're doing wires and brackets 35% of your day is emergencies Patients running in because a wire came loose or something came undone or whatever. patients running in because a wire came loose or something came undone or whatever You go to a digital plan like this, you go broadly digital, you change, you cut your real estate in half. you go to a digital plan like this you go broadly digital you change you cut your real estate in half You cut your staff in half, too, or to make that work if you really adopt this digital technology. you cut your staff in half too or to make that work if you really adopt this digital technology Profitability, John, that's right up your alley, man. profitability john that's right up your alley man

Speaker 2: As Joe was saying, just fewer office visits. When you have digital technology and you really encompass a very predictable, reliable way to be able to treat patients, you don't have the emergencies as you would have with wires and brackets. You have fewer doctor visits. It's just what it is. You have a certain set of aligners. You stay on track with some of the monitoring tools, with virtual care, and so on. You just don't have to have the staff because you just don't have as many visits. It's really a benefit on the doctor side, where you can staff that appropriately. Think about it as a patient or as a parent, where you don't have to take your child or yourself to the dentist's or orthodontist's office because you don't have the emergencies, that you don't have as many office visits that you need. As Joe was saying, just fewer office visits. as joe was saying just fewer office visits When you have digital technology and you really encompass a very predictable, reliable way to be able to treat patients, you don't have the emergencies as you would have with wires and brackets. when you have digital technology and you really encompass a very predictable reliable way to be able to treat patients you don't have the emergencies as you would have with wires and brackets You have fewer doctor visits. you have fewer doctor visits It's just what it is. it's just what it is You have a certain set of aligners. you have a certain set of aligners You stay on track with some of the monitoring tools, with virtual care, and so on. you stay on track with some of the monitoring tools with virtual care and so on You just don't have to have the staff because you just don't have as many visits. you just don't have to have the staff because you just don't have as many visits It's really a benefit on the doctor side, where you can staff that appropriately. it's really a benefit on the doctor side where you can staff that appropriately Think about it as a patient or as a parent, where you don't have to take your child or yourself to the dentist's or orthodontist's office because you don't have the emergencies, that you don't have as many office visits that you need. think about it as a patient or as a parent where you don't have to take your child or yourself to the dentist's or orthodontist's office because you don't have the emergencies that you don't have as many office visits that you need You get done faster. There's a lot of benefits that from a time standpoint that the patient or the patient's parents get, but also on the doctor side from a profitability standpoint. You get done faster. you get done faster There's a lot of benefits that from a time standpoint that the patient or the patient's parents get, but also on the doctor side from a profitability standpoint. there's a lot of benefits that from a time standpoint that the patient or the patient's parents get but also on the doctor side from a profitability standpoint

Speaker 1: GP opportunity is a big one for us because in general, GPs aren't taught in dentistry school how to move teeth. That's changing in some universities today. Obviously, we bring those skills to them through our sales force and our training programs and our key opinion leaders overall. When you look at this, a GP opportunity overall, again, that's 75% is at 75% of the people in this room, if you haven't had your teeth treated, you have some kind of malocclusion that should be treated, not because of aesthetics, because your teeth are wearing. If they're not going to match in occlusion in some way, your teeth are wearing every day. There's a big push more and more about oral health and the vector of oral health from a teeth standpoint and someone's overall health through their lifetime. GP opportunity is a big one for us because in general, GPs aren't taught in dentistry school how to move teeth. gp opportunity is a big one for us because in general gps aren't taught in dentistry school how to move teeth That's changing in some universities today. that's changing in some universities today Obviously, we bring those skills to them through our sales force and our training programs and our key opinion leaders overall. obviously we bring those skills to them through our sales force and our training programs and our key opinion leaders overall When you look at this, a GP opportunity overall, again, that's 75% is at 75% of the people in this room, if you haven't had your teeth treated, you have some kind of malocclusion that should be treated, not because of aesthetics, because your teeth are wearing. when you look at this a gp opportunity overall again that's 75% is at 75% of the people in this room if you haven't had your teeth treated you have some kind of malocclusion that should be treated not because of aesthetics because your teeth are wearing If they're not going to match in occlusion in some way, your teeth are wearing every day. if they're not going to match in occlusion in some way your teeth are wearing every day There's a big push more and more about oral health and the vector of oral health from a teeth standpoint and someone's overall health through their lifetime. there's a big push more and more about oral health and the vector of oral health from a teeth standpoint and someone's overall health through their lifetime Maintaining your dentition through life, a big part of that up front is the right hygienics, but to make sure that your teeth aren't eroding themselves because they don't have the right occlusion in some way. The other side is comprehensive dentistry, and comprehensive dentistry is when you're doing implants, or particularly, I'll show you on the next slide, when you're doing aesthetics or whatever, we can use our product line, too, to help to move teeth to save enamel that normally would be ground off in some way in those procedures. We'll show you a few pictures overall. Say, if you were going to do an implant, and you had been missing a tooth for 6-12 months, those teeth that are next to it have closed. Maintaining your dentition through life, a big part of that up front is the right hygienics, but to make sure that your teeth aren't eroding themselves because they don't have the right occlusion in some way. maintaining your dentition through life a big part of that up front is the right hygienics but to make sure that your teeth aren't eroding themselves because they don't have the right occlusion in some way The other side is comprehensive dentistry, and comprehensive dentistry is when you're doing implants, or particularly, I'll show you on the next slide, when you're doing aesthetics or whatever, we can use our product line, too, to help to move teeth to save enamel that normally would be ground off in some way in those procedures. the other side is comprehensive dentistry and comprehensive dentistry is when you're doing implants, or particularly i'll show you on the next slide when you're doing aesthetics or whatever we can use our product line too to help to move teeth to save enamel that normally would be ground off in some way in those procedures We'll show you a few pictures overall. we'll show you a few pictures overall Say, if you were going to do an implant, and you had been missing a tooth for 6-12 months, those teeth that are next to it have closed. say if you were going to do an implant and you had been missing a tooth for 6-12 months those teeth that are next to it have closed When you'll put the implant in, you're going to shave off the enamel of the adjacent molars to put that new implant in. When we talk about Invisalign ART, and we'll walk you through it and those kinds of things, and this is why we made significant investments in these areas. You can save that enamel on those teeth. You can save the lifetime of those teeth if you just take another two or three months, move the teeth apart to insert that piece. When we talk about ART, it's restorative treatment that we're trying to move into the mainstream of dentistry. Before you had digital, you could never think this way. You'd never do that with wires and brackets. Obviously, with plastic aligners and in a digital kind of a footprint, you can make changes like this in dentistry that weren't available before. When you'll put the implant in, you're going to shave off the enamel of the adjacent molars to put that new implant in. when you'll put the implant in you're going to shave off the enamel of the adjacent molars to put that new implant in When we talk about Invisalign ART, and we'll walk you through it and those kinds of things, and this is why we made significant investments in these areas. when we talk about invisalign art and we'll walk you through it and those kinds of things and this is why we made significant investments in these areas You can save that enamel on those teeth. you can save that enamel on those teeth You can save the lifetime of those teeth if you just take another two or three months, move the teeth apart to insert that piece. you can save the lifetime of those teeth if you just take another two or three months move the teeth apart to insert that piece When we talk about ART, it's restorative treatment that we're trying to move into the mainstream of dentistry. when we talk about art it's restorative treatment that we're trying to move into the mainstream of dentistry Before you had digital, you could never think this way. before you had digital you could never think this way You'd never do that with wires and brackets. you'd never do that with wires and brackets Obviously, with plastic aligners and in a digital kind of a footprint, you can make changes like this in dentistry that weren't available before. obviously with plastic aligners and in a digital kind of a footprint you can make changes like this in dentistry that weren't available before Global trends toward preventative health, patients and consumers, dental professional societies, government and healthcare systems. That's a piece that they're talking about. It's not just aesthetics. It's about how to make sure that your teeth are a vector for health and how do you take care of those teeth. Go ahead, John. Global trends toward preventative health, patients and consumers, dental professional societies, government and healthcare systems. global trends toward preventative health patients and consumers dental professional societies government and healthcare systems That's a piece that they're talking about. that's a piece that they're talking about It's not just aesthetics. it's not just aesthetics It's about how to make sure that your teeth are a vector for health and how do you take care of those teeth. it's about how to make sure that your teeth are a vector for health and how do you take care of those teeth Go ahead, John. go ahead john

Speaker 2: When you think about the oral health, it fits into our overall digital workflow that we have. Where you get that scan, you're able to start to get an idea of what is the overall health of your dentition. Are your teeth moved in the right places? Do you have caries or other cavities or other restorative things that you might need? Really trying to make sure that when you look at the comprehensive treatment, it starts from the beginning of getting some identification of people who might need to go in for some type of treatment and then working them through that journey to get to that, ultimately, to provide better oral health. That's a big push that we have when you think about the comprehensive dentistry and what we're trying to go to. When you think about the oral health, it fits into our overall digital workflow that we have. when you think about the oral health it fits into our overall digital workflow that we have Where you get that scan, you're able to start to get an idea of what is the overall health of your dentition. where you get that scan you're able to start to get an idea of what is the overall health of your dentition Are your teeth moved in the right places? are your teeth moved in the right places Do you have caries or other cavities or other restorative things that you might need? do you have caries or other cavities or other restorative things that you might need Really trying to make sure that when you look at the comprehensive treatment, it starts from the beginning of getting some identification of people who might need to go in for some type of treatment and then working them through that journey to get to that, ultimately, to provide better oral health. really trying to make sure that when you look at the comprehensive treatment it starts from the beginning of getting some identification of people who might need to go in for some type of treatment and then working them through that journey to get to that ultimately to provide better oral health That's a big push that we have when you think about the comprehensive dentistry and what we're trying to go to. that's a big push that we have when you think about the comprehensive dentistry and what we're trying to go to Many of these patients, they're in those dental chairs on a regular basis. Do they understand their overall oral health? These capabilities that we bring to those dentists give them that capability to say, "Hey, this is a problem. This is clashing here. This is how your teeth are wearing. This is what you would look like with treatment," and improving the overall oral health. These are really big, very good visualization tools that we help doctors with. Many of these patients, they're in those dental chairs on a regular basis. many of these patients they're in those dental chairs on a regular basis Do they understand their overall oral health? do they understand their overall oral health These capabilities that we bring to those dentists give them that capability to say, "Hey, this is a problem. these capabilities that we bring to those dentists give them that capability to say "hey this is a problem This is clashing here. this is clashing here This is how your teeth are wearing. this is how your teeth are wearing This is what you would look like with treatment," and improving the overall oral health. this is what you would look like with treatment," and improving the overall oral health These are really big, very good visualization tools that we help doctors with. these are really big very good visualization tools that we help doctors with

Speaker 1: Yeah, that diagnosis piece is really important. If you're going to a dentist today and that doctor's walking in the room saying, "Now, what I see back in your third molar," or whatever, you know you're in the prehistoric days. There should be a screen in front of you. You should be looking at your teeth. They should be pointing at those teeth and saying, "Here's where the issue is, and what are we going to do next?" Or whatever. That's modern-day dentistry. Honestly, in your personal lives or whatever, you should be looking at that because it's a completely different world when we have somebody explaining to you. You think in medical, John and I grow medical devices, too. I can't imagine with a CT scan or MRI, when your knee hurts, you want to see it. You want to see if your ACL is separated. Yeah, that diagnosis piece is really important. yeah that diagnosis piece is really important If you're going to a dentist today and that doctor's walking in the room saying, "Now, what I see back in your third molar," or whatever, you know you're in the prehistoric days. if you're going to a dentist today and that doctor's walking in the room saying "now what i see back in your third molar," or whatever you know you're in the prehistoric days There should be a screen in front of you. there should be a screen in front of you You should be looking at your teeth. you should be looking at your teeth They should be pointing at those teeth and saying, "Here's where the issue is, and what are we going to do next?" Or whatever. they should be pointing at those teeth and saying "here's where the issue is and what are we going to do next?" or whatever That's modern-day dentistry. that's modern-day dentistry Honestly, in your personal lives or whatever, you should be looking at that because it's a completely different world when we have somebody explaining to you. honestly in your personal lives or whatever you should be looking at that because it's a completely different world when we have somebody explaining to you You think in medical, John and I grow medical devices, too. you think in medical john and i grow medical devices too I can't imagine with a CT scan or MRI, when your knee hurts, you want to see it. i can't imagine with a ct scan or mri when your knee hurts you want to see it You want to see if your ACL is separated. you want to see if your acl is separated You want to see what loss, instead of some doctor saying, "I think this is what you have." Visualization in dentistry is what's coming. We're really leading that when you think about the diagnostics that we offer with iTero and what we're doing. One integrated solution for comprehensive exams. Have an overview. What's your tooth health, not teeth health, but individual tooth health overall. Gum health is huge. We'll be able to read that, the diagnostic, to say, "Here's where your gums were six months ago off in iTero. Here where they are today. You have a certain amount of recession somewhere. Do less of this, do more of this overall. What's your bite? That's your occlusion. Is it occlusion or non-occlusion? What's the alignment overall?" This is the digital platform that we talk about. You want to see what loss, instead of some doctor saying, "I think this is what you have." Visualization in dentistry is what's coming. you want to see what loss instead of some doctor saying "i think this is what you have." visualization in dentistry is what's coming We're really leading that when you think about the diagnostics that we offer with iTero and what we're doing. we're really leading that when you think about the diagnostics that we offer with itero and what we're doing One integrated solution for comprehensive exams. one integrated solution for comprehensive exams Have an overview. have an overview What's your tooth health, not teeth health, but individual tooth health overall. what's your tooth health not teeth health but individual tooth health overall Gum health is huge. gum health is huge We'll be able to read that, the diagnostic, to say, "Here's where your gums were six months ago off in iTero. we'll be able to read that the diagnostic to say "here's where your gums were six months ago off in itero Here where they are today. here where they are today You have a certain amount of recession somewhere. you have a certain amount of recession somewhere Do less of this, do more of this overall. do less of this do more of this overall What's your bite? what's your bite That's your occlusion. that's your occlusion Is it occlusion or non-occlusion? is it occlusion or non-occlusion What's the alignment overall?" This is the digital platform that we talk about. what's the alignment overall?" this is the digital platform that we talk about These are the different components of it, but it really is the road to modern-day dentistry, and I think how we'll be treated and the tools that we're bringing to dentistry overall. Go ahead, John. These are the different components of it, but it really is the road to modern-day dentistry, and I think how we'll be treated and the tools that we're bringing to dentistry overall. these are the different components of it but it really is the road to modern-day dentistry and i think how we'll be treated and the tools that we're bringing to dentistry overall Go ahead, John. go ahead john

Speaker 2: Yeah. This is some of the treatment planning and the personalization, just another slide of that. Every dentist, every clinician, people within, they have preferences that they want to follow. We look at the cases that they've done, be able to give them treatment plans in real-time that follows the overall journey that we have. Again, getting those doctors to be able to have those treatments in the moment while that patient is there, it increases the conversion tremendously when, as Joe said, you can show them exactly, and you're really taking that potential patient along for the journey to say, "Hey, this is what's happening. Let me show you this. Let me show you what your treatment would be," and help them visualize. They can see themselves before and after. They can see themselves before ortho, after restorative, and get to the end result. Yeah. yeah This is some of the treatment planning and the personalization, just another slide of that. this is some of the treatment planning and the personalization just another slide of that Every dentist, every clinician, people within, they have preferences that they want to follow. every dentist every clinician people within they have preferences that they want to follow We look at the cases that they've done, be able to give them treatment plans in real-time that follows the overall journey that we have. we look at the cases that they've done be able to give them treatment plans in real-time that follows the overall journey that we have Again, getting those doctors to be able to have those treatments in the moment while that patient is there, it increases the conversion tremendously when, as Joe said, you can show them exactly, and you're really taking that potential patient along for the journey to say, "Hey, this is what's happening. again getting those doctors to be able to have those treatments in the moment while that patient is there it increases the conversion tremendously when as joe said you can show them exactly and you're really taking that potential patient along for the journey to say "hey this is what's happening Let me show you this. let me show you this Let me show you what your treatment would be," and help them visualize. let me show you what your treatment would be," and help them visualize They can see themselves before and after. they can see themselves before and after They can see themselves before ortho, after restorative, and get to the end result. they can see themselves before ortho after restorative and get to the end result That visualization is very powerful. It's very powerful when you put it into a treatment plan that the doctor will follow. The video piece is a key piece of the conversion. Not only just a static view of before and after treatment to what we started with, really. Now you get into this where you have a video. Somebody's talking, and they're talking, and when they're talking, they're showing their upper and lower teeth, just as they're talking about whatever it was before. Now, as they take a scan, it goes into that plan that doctor has in terms of how they want to treat the patient. It shows up in that smile video as after treatment, so that person can see what they're clinically going to look like with a treatment. That visualization is very powerful. that visualization is very powerful It's very powerful when you put it into a treatment plan that the doctor will follow. it's very powerful when you put it into a treatment plan that the doctor will follow The video piece is a key piece of the conversion. the video piece is a key piece of the conversion Not only just a static view of before and after treatment to what we started with, really. not only just a static view of before and after treatment to what we started with really Now you get into this where you have a video. now you get into this where you have a video Somebody's talking, and they're talking, and when they're talking, they're showing their upper and lower teeth, just as they're talking about whatever it was before. somebody's talking and they're talking and when they're talking they're showing their upper and lower teeth just as they're talking about whatever it was before Now, as they take a scan, it goes into that plan that doctor has in terms of how they want to treat the patient. now as they take a scan it goes into that plan that doctor has in terms of how they want to treat the patient It shows up in that smile video as after treatment, so that person can see what they're clinically going to look like with a treatment. it shows up in that smile video as after treatment so that person can see what they're clinically going to look like with a treatment They see side by side, before treatment, after treatment, and it's very powerful, and it helps doctors close a lot of these cases. We've been able to develop this more and more, and it gets potential patients very excited about their treatment. They see side by side, before treatment, after treatment, and it's very powerful, and it helps doctors close a lot of these cases. they see side by side before treatment after treatment and it's very powerful and it helps doctors close a lot of these cases We've been able to develop this more and more, and it gets potential patients very excited about their treatment. we've been able to develop this more and more and it gets potential patients very excited about their treatment

Speaker 1: It's like a 50% higher close rate if you show the video, and it's because, like John said, you can see the bottom teeth. Just for entertainment sometime, get a Netflix, find a British movie, like 1950s, and watch it, okay? You'll see a huge amount of opportunity. A comprehensive dentistry. We have a program called ART. We have a business we bought over in Germany. Back in June, we held hands on that one in 2020, an exocad. The idea always is how do we do comprehensive dentistry, right? How do we actually move teeth out of harm's way in order to have dental treatment would be less invasive in some way. That's what the purpose of the exocad acquisition was. I hate even showing this chart, but when you talk about the Social Six, that's your upper six. It's like a 50% higher close rate if you show the video, and it's because, like John said, you can see the bottom teeth. Just for entertainment sometime, get a Netflix, find a British movie, like 1950s, and watch it, okay? it's like a 50% higher close rate if you show the video and it's because like john said you can see the bottom teeth. just for entertainment sometime get a netflix find a british movie like 1950s and watch it okay You'll see a huge amount of opportunity. you'll see a huge amount of opportunity A comprehensive dentistry. a comprehensive dentistry We have a program called ART. we have a program called art We have a business we bought over in Germany. we have a business we bought over in germany Back in June, we held hands on that one in 2020, an exocad. back in june we held hands on that one in 2020 an exocad The idea always is how do we do comprehensive dentistry, right? the idea always is how do we do comprehensive dentistry right How do we actually move teeth out of harm's way in order to have dental treatment would be less invasive in some way. how do we actually move teeth out of harm's way in order to have dental treatment would be less invasive in some way That's what the purpose of the exocad acquisition was. that's what the purpose of the exocad acquisition was I hate even showing this chart, but when you talk about the Social Six, that's your upper six. i hate even showing this chart but when you talk about the social six that's your upper six What has been normally done around the world for aesthetic treatment is you see up on top is the initial smile. What they do is a dentist will grind those teeth down to those pegs that you're looking at on the bottom right-hand side of that screen. They'll order caps and crowns from a local lab and then temporarily give you almost like a plaster cast to put over these, so you live with that for a couple of weeks or a week, and then you put the caps on. What we're talking with Invisalign ART, and John and I will get into it, is you don't have to do that. We're going to spread those teeth out so you don't have to grind them, and then you can use veneers over top of those teeth without losing all that enamel and losing all that tooth life that you'd have. What has been normally done around the world for aesthetic treatment is you see up on top is the initial smile. what has been normally done around the world for aesthetic treatment is you see up on top is the initial smile What they do is a dentist will grind those teeth down to those pegs that you're looking at on the bottom right-hand side of that screen. what they do is a dentist will grind those teeth down to those pegs that you're looking at on the bottom right-hand side of that screen They'll order caps and crowns from a local lab and then temporarily give you almost like a plaster cast to put over these, so you live with that for a couple of weeks or a week, and then you put the caps on. they'll order caps and crowns from a local lab and then temporarily give you almost like a plaster cast to put over these so you live with that for a couple of weeks or a week and then you put the caps on What we're talking with Invisalign ART, and John and I will get into it, is you don't have to do that. what we're talking with invisalign art and john and i will get into it is you don't have to do that We're going to spread those teeth out so you don't have to grind them, and then you can use veneers over top of those teeth without losing all that enamel and losing all that tooth life that you'd have. we're going to spread those teeth out so you don't have to grind them and then you can use veneers over top of those teeth without losing all that enamel and losing all that tooth life that you'd have If you're talking about this to your friends, family, or yourself, and you're looking at that, and some aesthetic dentist says, "I'm going to fix that," you don't have to go that route. If you're talking about this to your friends, family, or yourself, and you're looking at that, and some aesthetic dentist says, "I'm going to fix that," you don't have to go that route. if you're talking about this to your friends family or yourself and you're looking at that and some aesthetic dentist says "i'm going to fix that," you don't have to go that route

Speaker 2: You might get instant gratification, if that is, to get those veneers put on or something. You might get instant gratification, if that is, to get those veneers put on or something. you might get instant gratification if that is to get those veneers put on or something

Speaker 1: Yeah Yeah yeah

Speaker 2: That's what it is. You just look at the size and just the dentin that's there and just how it's going to last, you're going to need something later on those other teeth. If you move them, you're keeping your healthy dentition that you have. Yeah, you still need to do some restorative or whatever else, but you're starting from a much better position. Takes a little bit more time, but I think if you go back to taking that patient along for the journey of some type of treatment, I think all of us would look at that and say, "Well, okay, what does that take in time? How much more does it cost?" If those are reasonable, and they are, I think most people would choose for give me the right solution. That's what it is. that's what it is You just look at the size and just the dentin that's there and just how it's going to last, you're going to need something later on those other teeth. you just look at the size and just the dentin that's there and just how it's going to last you're going to need something later on those other teeth If you move them, you're keeping your healthy dentition that you have. if you move them you're keeping your healthy dentition that you have Yeah, you still need to do some restorative or whatever else, but you're starting from a much better position. yeah you still need to do some restorative or whatever else but you're starting from a much better position Takes a little bit more time, but I think if you go back to taking that patient along for the journey of some type of treatment, I think all of us would look at that and say, "Well, okay, what does that take in time? takes a little bit more time but i think if you go back to taking that patient along for the journey of some type of treatment i think all of us would look at that and say "well okay what does that take in time How much more does it cost?" If those are reasonable, and they are, I think most people would choose for give me the right solution. how much more does it cost?" if those are reasonable and they are i think most people would choose for give me the right solution

Speaker 1: This is what we call advanced restorative treatment. That's Invisalign ART. We don't go through each one of these pieces, but we're basically talking about the six by six, which would be your top six teeth and bottom six teeth, of how you can move those out of harm's way and use veneers and other things rather than grinding those teeth down and having caps and crowns. We do that through a lab more than we do it through a doctor or through an ortho in some way because labs are the ones that basically set up those restorative treatments for the general practitioners overall. This is what we call advanced restorative treatment. this is what we call advanced restorative treatment That's Invisalign ART. that's invisalign art We don't go through each one of these pieces, but we're basically talking about the six by six, which would be your top six teeth and bottom six teeth, of how you can move those out of harm's way and use veneers and other things rather than grinding those teeth down and having caps and crowns. we don't go through each one of these pieces but we're basically talking about the six by six which would be your top six teeth and bottom six teeth of how you can move those out of harm's way and use veneers and other things rather than grinding those teeth down and having caps and crowns We do that through a lab more than we do it through a doctor or through an ortho in some way because labs are the ones that basically set up those restorative treatments for the general practitioners overall. we do that through a lab more than we do it through a doctor or through an ortho in some way because labs are the ones that basically set up those restorative treatments for the general practitioners overall We use the exocad program that all those many labs around the world are using, and we embed in that the tooth movement that we have in ClinCheck so that they can make those corrections and send it back to the doctor with a choice of, "Hey, do you want to take another two or three months and move those teeth, or do you want us to grind them down?" They give the patient that option in order to do it, and here's what the pricing outcome would be of both. Continuous evolution of breakthrough technologies. This business is a really interesting and fun business. It's an incredibly large software business in how you do ClinCheck, how you do diagnostics, iTero, all these things it's used. We use the exocad program that all those many labs around the world are using, and we embed in that the tooth movement that we have in ClinCheck so that they can make those corrections and send it back to the doctor with a choice of, "Hey, do you want to take another two or three months and move those teeth, or do you want us to grind them down?" They give the patient that option in order to do it, and here's what the pricing outcome would be of both. we use the exocad program that all those many labs around the world are using and we embed in that the tooth movement that we have in clincheck so that they can make those corrections and send it back to the doctor with a choice of "hey do you want to take another two or three months and move those teeth or do you want us to grind them down?" they give the patient that option in order to do it and here's what the pricing outcome would be of both Continuous evolution of breakthrough technologies. continuous evolution of breakthrough technologies This business is a really interesting and fun business. this business is a really interesting and fun business It's an incredibly large software business in how you do ClinCheck, how you do diagnostics, iTero, all these things it's used. it's an incredibly large software business in how you do clincheck how you do diagnostics itero all these things it's used It also has a big material science and production piece with the 3D printing that we do and the kind of plastics that you need. What this basically shows is just a lot of just breakthroughs that we've had over the last several years along the way. I don't want to go through each one of these, but the truly huge breakthroughs coming through, obviously, is machine learning and AI that we've done on 24 million cases in order to be able to project much better in the sense of where these cases are going to end. Material science and the 3D printing piece, where we're moving into direct 3D printing rather than making molds. It gives us much more control over the wall thickness and the shape of these aligners. It also has a big material science and production piece with the 3D printing that we do and the kind of plastics that you need. it also has a big material science and production piece with the 3d printing that we do and the kind of plastics that you need What this basically shows is just a lot of just breakthroughs that we've had over the last several years along the way. what this basically shows is just a lot of just breakthroughs that we've had over the last several years along the way I don't want to go through each one of these, but the truly huge breakthroughs coming through, obviously, is machine learning and AI that we've done on 24 million cases in order to be able to project much better in the sense of where these cases are going to end. i don't want to go through each one of these but the truly huge breakthroughs coming through obviously is machine learning and ai that we've done on 24 million cases in order to be able to project much better in the sense of where these cases are going to end Material science and the 3D printing piece, where we're moving into direct 3D printing rather than making molds. material science and the 3d printing piece where we're moving into direct 3d printing rather than making molds It gives us much more control over the wall thickness and the shape of these aligners. it gives us much more control over the wall thickness and the shape of these aligners As a result, their clinical efficacy and efficiency on what they do. Along the way, this takes a huge amount of R&D and time in both software and hardware and now in processing technology in order to do that, which John is so painfully aware of right now. If you look at this chart, really on the right-hand side of the chart is about customer experience and clinical effectiveness. On the left-hand side of the chart, the kind of technology we brought to bear in order to change dentistry and to make digital dentistry a reality out there in digital orthodontics. Go ahead, John. As a result, their clinical efficacy and efficiency on what they do. as a result their clinical efficacy and efficiency on what they do Along the way, this takes a huge amount of R&D and time in both software and hardware and now in processing technology in order to do that, which John is so painfully aware of right now. along the way this takes a huge amount of r&d and time in both software and hardware and now in processing technology in order to do that which john is so painfully aware of right now If you look at this chart, really on the right-hand side of the chart is about customer experience and clinical effectiveness. if you look at this chart really on the right-hand side of the chart is about customer experience and clinical effectiveness On the left-hand side of the chart, the kind of technology we brought to bear in order to change dentistry and to make digital dentistry a reality out there in digital orthodontics. on the left-hand side of the chart the kind of technology we brought to bear in order to change dentistry and to make digital dentistry a reality out there in digital orthodontics Go ahead, John. go ahead john

Speaker 2: Yeah. Different types of movement that we have that we've introduced, the chart that Joe just showed, SmartForce, moving teeth in the right manner, positioning things the right way based on a lot of the cases that we've done, having the right material, the SmartTrack that we use now, soon to be additional with some of the direct fab material and so on. How you move teeth in terms of the staging, what tooth moves first, and how you change things and anchor as you want to be able to move the teeth, but again, based on what the clinical preferences are for that particular doctor. Yeah. yeah Different types of movement that we have that we've introduced, the chart that Joe just showed, SmartForce, moving teeth in the right manner, positioning things the right way based on a lot of the cases that we've done, having the right material, the SmartTrack that we use now, soon to be additional with some of the direct fab material and so on. different types of movement that we have that we've introduced the chart that joe just showed smartforce moving teeth in the right manner positioning things the right way based on a lot of the cases that we've done having the right material the smarttrack that we use now soon to be additional with some of the direct fab material and so on How you move teeth in terms of the staging, what tooth moves first, and how you change things and anchor as you want to be able to move the teeth, but again, based on what the clinical preferences are for that particular doctor. how you move teeth in terms of the staging what tooth moves first and how you change things and anchor as you want to be able to move the teeth but again based on what the clinical preferences are for that particular doctor

Speaker 1: Properties needed to align material, deliver gentle forces. Don't want to go through this. We started off where we used to do displacement. Every aligner would basically represent what the next stage looked like. What we do now is we actually program energy into those aligners. It's not exactly a replica to where it's going to be. It actually drives these teeth through how you place that energy inside that plastic aligner when you form it. This is a material science equation, though. All plastics aren't the same, and you have to find the right plastics. In this case, you need ductility, and you need rigidity. That's why you have to do multifaceted plastics, which are layered plastics of polyester, in this case, and polyurethane, in order to take those forces and be able to translate those forces into teeth. Properties needed to align material, deliver gentle forces. properties needed to align material deliver gentle forces Don't want to go through this. don't want to go through this We started off where we used to do displacement. we started off where we used to do displacement Every aligner would basically represent what the next stage looked like. every aligner would basically represent what the next stage looked like What we do now is we actually program energy into those aligners. what we do now is we actually program energy into those aligners It's not exactly a replica to where it's going to be. it's not exactly a replica to where it's going to be It actually drives these teeth through how you place that energy inside that plastic aligner when you form it. it actually drives these teeth through how you place that energy inside that plastic aligner when you form it This is a material science equation, though. this is a material science equation though All plastics aren't the same, and you have to find the right plastics. all plastics aren't the same and you have to find the right plastics In this case, you need ductility, and you need rigidity. in this case you need ductility and you need rigidity That's why you have to do multifaceted plastics, which are layered plastics of polyester, in this case, and polyurethane, in order to take those forces and be able to translate those forces into teeth. that's why you have to do multifaceted plastics which are layered plastics of polyester in this case and polyurethane in order to take those forces and be able to translate those forces into teeth Our teams are expert in the sense of understanding what materials can do that and how you configure those materials. Innovation at scale always. Look, this is what we do. Across the board, we're always driving innovation in this business because it needs innovation, and there's opportunities for innovation in this business more than really any other business that I've been in. Go ahead, John. Our teams are expert in the sense of understanding what materials can do that and how you configure those materials. Innovation at scale always. our teams are expert in the sense of understanding what materials can do that and how you configure those materials. innovation at scale always Look, this is what we do. look this is what we do Across the board, we're always driving innovation in this business because it needs innovation, and there's opportunities for innovation in this business more than really any other business that I've been in. across the board we're always driving innovation in this business because it needs innovation and there's opportunities for innovation in this business more than really any other business that i've been in Go ahead, John. go ahead john

Speaker 2: When we think about what we're able to try to bring, it's innovation around the products, what we provide from service and treatment planning and so on, but also business models. Working with our doctors, our customers, to be able to help drive conversion, be more active about the conversion, and tools, especially in this environment, in this economy around the globe. Those doctors that take more of an active approach, we see it with a lot of our DSOs, our Dental Service Organizations. They're really trying to nurture those potential patients through and drive that incremental volume. When we think about what we're able to try to bring, it's innovation around the products, what we provide from service and treatment planning and so on, but also business models. when we think about what we're able to try to bring it's innovation around the products what we provide from service and treatment planning and so on but also business models Working with our doctors, our customers, to be able to help drive conversion, be more active about the conversion, and tools, especially in this environment, in this economy around the globe. working with our doctors our customers to be able to help drive conversion be more active about the conversion and tools especially in this environment in this economy around the globe Those doctors that take more of an active approach, we see it with a lot of our DSOs, our Dental Service Organizations. those doctors that take more of an active approach we see it with a lot of our dsos our dental service organizations They're really trying to nurture those potential patients through and drive that incremental volume. they're really trying to nurture those potential patients through and drive that incremental volume

Speaker 1: Go ahead, John. Go ahead, John. go ahead john

Speaker 2: When you look at some of the things that we have, you're able to come up with different innovative business models to be able to help those doctors who want to be able to drive potentially more traffic to their practice. They want to digitize, be as efficient as possible, how do we partner? That's why it lends itself well to work with Dental Service Organizations, because they're leveraging aspects of our company that are unique, aspects around scale, the efficiency that we can bring, aspects around technology, what we were just talking about with a lot of the digital technology as well as the product technology, and access to our brand, being able to leverage what they want to do at their practice, plus leveraging our brand. When you see some of the models that we have, this is a doctor subscription program. When you look at some of the things that we have, you're able to come up with different innovative business models to be able to help those doctors who want to be able to drive potentially more traffic to their practice. when you look at some of the things that we have you're able to come up with different innovative business models to be able to help those doctors who want to be able to drive potentially more traffic to their practice They want to digitize, be as efficient as possible, how do we partner? they want to digitize be as efficient as possible how do we partner That's why it lends itself well to work with Dental Service Organizations, because they're leveraging aspects of our company that are unique, aspects around scale, the efficiency that we can bring, aspects around technology, what we were just talking about with a lot of the digital technology as well as the product technology, and access to our brand, being able to leverage what they want to do at their practice, plus leveraging our brand. that's why it lends itself well to work with dental service organizations because they're leveraging aspects of our company that are unique aspects around scale the efficiency that we can bring aspects around technology what we were just talking about with a lot of the digital technology as well as the product technology and access to our brand being able to leverage what they want to do at their practice plus leveraging our brand When you see some of the models that we have, this is a doctor subscription program. when you see some of the models that we have this is a doctor subscription program That's essentially saying a doctor wants to have a commitment of a certain amount of cases or a certain amount of aligners that they need. Some of those aligners are then going to be used for retention over a period of time. Some will be used for what we call touch-up cases. Cases that they just need to do minor movement and so on, they want to be able to have flexibility. Maybe in some cases, you want to do a full case, that's how they purchase a product. In other cases, they just want a certain amount of aligners that they can commit to and use over a period of time. Giving them that flexibility, especially in this market, has been great, this is one of our most successful programs. That's essentially saying a doctor wants to have a commitment of a certain amount of cases or a certain amount of aligners that they need. that's essentially saying a doctor wants to have a commitment of a certain amount of cases or a certain amount of aligners that they need Some of those aligners are then going to be used for retention over a period of time. some of those aligners are then going to be used for retention over a period of time Some will be used for what we call touch-up cases. some will be used for what we call touch-up cases Cases that they just need to do minor movement and so on, they want to be able to have flexibility. cases that they just need to do minor movement and so on they want to be able to have flexibility Maybe in some cases, you want to do a full case, that's how they purchase a product. maybe in some cases you want to do a full case that's how they purchase a product In other cases, they just want a certain amount of aligners that they can commit to and use over a period of time. in other cases they just want a certain amount of aligners that they can commit to and use over a period of time Giving them that flexibility, especially in this market, has been great, this is one of our most successful programs. giving them that flexibility especially in this market has been great this is one of our most successful programs

Speaker 1: Go ahead, John. Go ahead, John. go ahead john

Speaker 2: Financial friction is a big piece. Financial friction at the potential patient level. You hear a lot about consumer confidence and what people are seeing from inflation or oil prices, whatever is on their minds. You've got to be able to get to a patient financing. Not on our books. We don't take the end risk from the financing, but partnering with many other companies, and this is a global issue that we work through where those external financing companies are finding ways to be able to finance potential patients. Because patients don't want to put a lot of money down, and they certainly don't want to pay a lot on a monthly basis. Financial friction is a big piece. financial friction is a big piece Financial friction at the potential patient level. financial friction at the potential patient level You hear a lot about consumer confidence and what people are seeing from inflation or oil prices, whatever is on their minds. you hear a lot about consumer confidence and what people are seeing from inflation or oil prices whatever is on their minds You've got to be able to get to a patient financing. you've got to be able to get to a patient financing Not on our books. not on our books We don't take the end risk from the financing, but partnering with many other companies, and this is a global issue that we work through where those external financing companies are finding ways to be able to finance potential patients. we don't take the end risk from the financing but partnering with many other companies and this is a global issue that we work through where those external financing companies are finding ways to be able to finance potential patients Because patients don't want to put a lot of money down, and they certainly don't want to pay a lot on a monthly basis. because patients don't want to put a lot of money down and they certainly don't want to pay a lot on a monthly basis

Speaker 1: Yeah. Yeah. yeah

Speaker 2: HFD is a great example. I was talking a lot about that. It's very high approval rates, many times pre-qualification. It's great for the practice because the practice then gets more of their cash up front, and they don't have to bother with the collections. HFD, in this case, will do that, and it integrates into many customers that we have. When we think about the last mile and what we're trying to do to help conversion, financing with the external patients is a key way. HFD is a great example. hfd is a great example I was talking a lot about that. i was talking a lot about that It's very high approval rates, many times pre-qualification. it's very high approval rates many times pre-qualification It's great for the practice because the practice then gets more of their cash up front, and they don't have to bother with the collections. it's great for the practice because the practice then gets more of their cash up front and they don't have to bother with the collections HFD, in this case, will do that, and it integrates into many customers that we have. hfd in this case will do that and it integrates into many customers that we have When we think about the last mile and what we're trying to do to help conversion, financing with the external patients is a key way. when we think about the last mile and what we're trying to do to help conversion financing with the external patients is a key way

Speaker 1: It's a big deal. Yeah. It's a big deal. it's a big deal Yeah. yeah

Speaker 2: You can see some of the benefits that we have, products that we have as another way to go after trying to drive utilization. We used to have, and we still have a product called Comprehensive Unlimited, but that's five years with unlimited refinements. In this product, it's saying, look, it's still a comprehensive product, but you don't have any refinements. You don't have any "service" built into that product initially. If they need service or need a refinement later, they can purchase it. Again, it's giving those customers of ours flexibility in how they want to purchase. Maybe they purchase a service plan up front, maybe they don't. What we see is when they don't, the pricing is a little bit better for them, and it helps drive utilization. This is more of that. This is basically rolling out to different areas. You can see some of the benefits that we have, products that we have as another way to go after trying to drive utilization. you can see some of the benefits that we have products that we have as another way to go after trying to drive utilization We used to have, and we still have a product called Comprehensive Unlimited, but that's five years with unlimited refinements. we used to have and we still have a product called comprehensive unlimited but that's five years with unlimited refinements In this product, it's saying, look, it's still a comprehensive product, but you don't have any refinements. in this product it's saying look it's still a comprehensive product but you don't have any refinements You don't have any "service" built into that product initially. you don't have any "service" built into that product initially If they need service or need a refinement later, they can purchase it. if they need service or need a refinement later they can purchase it Again, it's giving those customers of ours flexibility in how they want to purchase. again it's giving those customers of ours flexibility in how they want to purchase Maybe they purchase a service plan up front, maybe they don't. maybe they purchase a service plan up front maybe they don't What we see is when they don't, the pricing is a little bit better for them, and it helps drive utilization. what we see is when they don't the pricing is a little bit better for them and it helps drive utilization This is more of that. this is more of that This is basically rolling out to different areas. this is basically rolling out to different areas It really started with our Dental Service Organizations. They really like that, having that flexibility. Again, we have a product portfolio that has really evolved through technology to be able to give them this type of product. That's a quick snapshot of all the different things. I don't know, Joe. It really started with our Dental Service Organizations. it really started with our dental service organizations They really like that, having that flexibility. they really like that having that flexibility Again, we have a product portfolio that has really evolved through technology to be able to give them this type of product. again we have a product portfolio that has really evolved through technology to be able to give them this type of product That's a quick snapshot of all the different things. that's a quick snapshot of all the different things I don't know, Joe. i don't know joe

Speaker 1: No, I think that's our story and we're sticking to it, okay? No, I think that's our story and we're sticking to it, okay? no i think that's our story and we're sticking to it okay

Speaker 2: It's an evolution. We are pushing things forward, really trying to help drive conversion, especially in this environment. It's a lot of technology, a lot of breakthroughs that we've had, and we're winning in those places. We just have to be active about driving that conversion piece in this market. It's an evolution. it's an evolution We are pushing things forward, really trying to help drive conversion, especially in this environment. we are pushing things forward really trying to help drive conversion especially in this environment It's a lot of technology, a lot of breakthroughs that we've had, and we're winning in those places. it's a lot of technology a lot of breakthroughs that we've had and we're winning in those places We just have to be active about driving that conversion piece in this market. we just have to be active about driving that conversion piece in this market

Speaker 1: Especially in the U.S. right now. Especially in the U.S. right now. especially in the u.s right now

Speaker 2: Can't wait for people to say, "Yeah, I'm going to wait for something in the future." You want to hit those potential patients in the moment and drive that conversion. Ultimately, it's going to drive more throughput for those doctors. Can't wait for people to say, "Yeah, I'm going to wait for something in the future." You want to hit those potential patients in the moment and drive that conversion. can't wait for people to say "yeah i'm going to wait for something in the future." you want to hit those potential patients in the moment and drive that conversion Ultimately, it's going to drive more throughput for those doctors. ultimately it's going to drive more throughput for those doctors

Speaker 1: Yeah. We didn't leave you much time there, Brent. Yeah. yeah We didn't leave you much time there, Brent. we didn't leave you much time there brent

Speaker 3: It's all right. We will go to the Mayer breakout room now, and then we'll go into some of these different ones. It's all right. it's all right We will go to the Mayer breakout room now, and then we'll go into some of these different ones. we will go to the mayer breakout room now and then we'll go into some of these different ones