Align Technology Inc. (NASDAQ:ALGN) Q4 2017 Earnings Conference Call Transcript

Jan 30, 2018 • 04:30 pm ET

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Align Technology Inc. (NASDAQ:ALGN) Q4 2017 Earnings Conference Call Transcript

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Executive
Joseph M. Hogan

moderate to complex cases as reflected in our record utilization across all customer channels and we're grateful for their partnership. We're continuing innovating to deliver new technology and solutions that provide Invisalign doctors with the right tools, support and services to keep their practices flourishing. Even with growth rate significantly above the industry, our market opportunity is enormous and getting larger every day. With less than 10% share of the world orthodontic case starts each year, we have a long way to go to make clear aligners a standard of care, but our goal is to do just that.

There are more than 300 million people around the world who would or could benefit from straighter teeth. Reaching out to those consumers, helping them understand treatment options and getting them started in treatment will require new approaches and new models. We're committed to doing that in partnership with our customers. For 2018, we'll continue to focus on and execute our four key strategic priorities and I feel really good about our plans. We're continuing to expand our business in EMEA, APAC and will accelerate our investment in LATAM and Canada, bringing more resources closer to our customers and launching direct-to-consumer advertising in some markets like Canada for the first time.

The teenage market remains our number one priority across the ortho channel. For the first time, we will focus on teens and their moms and our consumer marketing programs in the EMEA region, making it easier for GP dentists to treat more cases also enables them to refer more complex ones to specialists. So we are creating dedicated GP resources across our sales and marketing organizations to ensure that we have a better understanding of how to drive Invisalign adoption among GP dentists and support their unique customer needs, including restorative and aesthetic dentistry. And finally, the Invisalign brand and our consumer marketing programs are key differentiators for the company.

So we'll continue to invest and to build capabilities that enable us to talk directly to consumers, improve the overall experience with our brand, connect more people than ever with Invisalign practices and ensure that they get started in treatment with Invisalign clear aligners every time.

With that, I'll turn it over to the operator, and we'll open the call up for your questions. Operator?