Align Technology (ALGN) investor relations material

Recent performance and market environment

• Achieved 5% revenue growth and nearly 8% volume growth year-over-year, with broad-based stability across markets, including double-digit growth in DSOs, Latin America, APAC, and Europe.

• Both teen and adult segments showed strong results, with teens up 7% and adults up 8%, supported by new product introductions and effective execution.

• Exited a challenging year in a strong position, with improved results as the year progressed.

• Stability in the operating environment is seen as key, with active conversion strategies and financing options helping drive patient adoption.

• Macro factors like tax refunds and global events are monitored, but overall stability continues, with some economies showing notable growth.

Business drivers and growth strategies

• Growth is balanced across ortho, GP, adult, and teen segments, with under-penetration in the teen market representing a significant opportunity.

• Active conversion, local advertising, visualization tools, and financing are driving higher conversion rates, especially in DSOs.

• Expansion in emerging markets like China, India, Brazil, and Turkey is contributing to growth, though at lower average selling prices (ASP).

• Product and geographic mix are the main ASP drivers, with new doctors starting with simpler, high-margin cases.

• DSOs represent about 25% of volume, with consolidation trends and partnerships (e.g., Smile Doctors, Heartland Dental) supporting further growth.

Competitive landscape and legal matters

• Main competition remains traditional wires and brackets, though clear aligner competitors mostly compete on price and have recently raised prices.

• Scale, technology, and brand are seen as key differentiators, with DSOs recognizing these advantages.

• Ongoing litigation with Angel Aligner over patent infringement, with preliminary injunctions won in Europe and actions in the US and China.