Ortho

Question 1

Average annual Ortho practice spend on marketing

Answer 1

2 1/2 % of net revenue

Question 2

In 2017, experienced Invisalign orthodontists saw:

Answer 2

an increase of 43% in the number of teens asking for Invisalign treatment

Question 3

What we know about Consumers. They…..

Answer 3

• live in an “on-demand economy.”
• prefer an experience
• favor technology
• prefer a mobile experience

Question 4

Orthodontists’ blind review of 30 finished cases

Answer 4

Could not differentiate cases treated with aligners vs. braces.

Question 5

same day consults

Answer 5

have the highest chance to convert

Question 6

65% of consumers cite this as their reason for not starting treatment

Answer 6

inflexibility in financing

Question 7

4x more likely to recommend Invisalign treatment than metal braces

Answer 7

Teens in Invisalign treatment

4x higher NPS

Question 8

By 2020, Generation z will:

Answer 8

make up 38% of consumers

influence over $600 billion in family spending

Question 9

1% of US population

Answer 9

Seek Orthodontic treatment each year

But, 75% of the population has malocclusion

Question 10

The overall ortho industry is growing at?

Answer 10

3 - 5% while Align’s business is growing at 20%.

Question 11

the national average for days to be seen has been 12 days,

Answer 11

with only 15% of consults scheduled under the 72 hour window

Question 12

59% quicker than conventional impressions

Answer 12

Digital impressions

Question 13

$1.5M in Pediatric production (non Medicaid) will result in

Answer 13

$1M in referral production for ortho (non Medicaid)

Bentson et al

Question 14

94% of experienced Invisalign orthodontists say

Answer 14

teens in their practice are compliant with Invisalign treatment

Question 15

conversion rate drops by

Answer 15

40% if a consumer is scheduled after 72 hours

Question 16

Starting Jan 1, 2017 we shifted all our adult media to target men and women equally. As a result,

Answer 16

adult male patient starts grew 27% YoY, with ~10K incremental cases driven by men estimated by yearend

Question 17

Net Revenue per FTE. FTE stands for?

Answer 17

Full-Time Equivalents

Question 18

The Smile Concierge Team has scheduled

Answer 18

• 129 Consults/Day in 2017
• 227 Consults/Day in 2018

1000 per week

Question 19

1/3rd less on average than braces

Answer 19

Chair time with Invisalign treatment

Question 20

Average Net Revenue per FTE of bracket and wire practices

Answer 20

$180K

Question 21

96% of experienced Invisalign orthodontists agree:

Answer 21

offering Invisalign clear aligner treatment is important to their teen practice growth

Question 22

Consumers convert at a higher rate

Answer 22

who capitalize the first letter of their first name

with a Gmail domain name

Question 23

14% Net Revenue

Answer 23

Share of revenue generated by over 500 Apple Stores worldwide from sales of Apple products. The remaining 86% of revenue comes from their distribution network.

Question 24

In 2017, the Smile Concierge Team has:

Answer 24

contacted over 50K consumers

scheduled over 26K consultations

resulting in over 6K patient starts

Question 25

63% of adults surveyed would recommend

Answer 25

Invisalign clear aligners over braces for their teenager (source: Piper Jaffray).

Question 26

DSO locations have grown by?

Answer 26

111% since 2011

Question 27

A study of orthodontists with iTero Element scanners revealed:

Answer 27

23% increase in Invisalign case starts over 12 months

28% sustained increase in Invisalign case volume over 24 months

Question 28

In 2007 there were 4.3M children born/yr

Today there are:

Answer 28

3.7M children born/yr

Over the next 8 years the birth rate is expected to decline 10 - 15%.

Question 29

5 Million patients treated with Invisalign clear aligners:

Answer 29

over 1 Million are teens

270K of those teens had complex malocclusions

Question 30

Males convert

Answer 30

65% higher than females