ALGN - Earnings call transcript Q3 2021

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Operator

Greetings and welcome to Align Technology's Third Quarter 2021 Earnings Conference Call. At this time, all participants are on a listen-only mode. A question-and-answer session will follow the formal presentation. [Operator instructions].

As a reminder, this conference is being recorded. to Vice conference President like host, to now Stacy, Shirley of would turn over the your I Corporate Communications. may you you, begin. Thank

Shirley Stacy

Good for afternoon, you and joining us. thank

A website and call me conference Eastern third month. be access issued today call aligntech.com webcast on conference financial same November for GlobeNewswire, audio Joseph dial X Joining XXXXXXXX our our callers via XXXX will approximately John telephone and Time by conference number available number. is conference domestic To followed today archived is by should replay for XXX-XXX-XXXX Hogan, CFO. being Eastern today quarter on President should [Indiscernible]. PM will Today's with which through XXth. CEO, with caller results dial We the replay, website and Morici, the approximately Time investor. X:XX telephone X:XX our is XXX-XXX-XXXX be PM available on at International

may statements, will the As forward-looking on detail the Securities available information statements. reminder more filed forward-looking Involve in outlook. only product reports events statements a and@scc.gov. that risks discussed are These described predictions expressly provided today aligns uncertainties our in no and and significantly and with website update future include most including and Actual Commission Exchange our any forward-looking align and recent results assumes vary to periodic and obligation statements

the reconciliations over and on call historical more on conference detailed Please our We GAAP -- quarter And including refer reconciliation of like corresponding to are Results. our Align Hogan. and third these information. have to posted CEO, slides website non-GAAP Joe. our Joe for I'd applicable. President under if files financial the statements, -- our our Quarterly GAAP on XXXX Technology's With that, call turn to

Joseph Hogan

system operating our and Good performance provide on provide for Aligners. John then our discuss X services, highlights will our afternoon financial I'll the briefly and joining more of third discuss some results today, outlook. Shirley. the and thanks segments, Clear On call us. in detail quarter, Thanks, our

Following that, XX.X% am strong year, a pleased come points key across on with and quarter of all record products. growth top to strength summarize report and and few third third back of driven by I'll open quarter revenue questions. year-over-year call the results I customer to a regions, the channels, last

Clear record Americas America orthodontics For QX XX,XXX increased basis, Invisalign of and as quarter shipped and doctors in the reached the adoption Invisalign in scanners continued a results regions, and QX segment, to in XX.X cumulatively. growth as APAC in the we iTero On Aligners a reflect patients especially North well million of utilization sequential teen channel. the

and doctors revenues transform benefits Our third and Platform. confidence with the Exocad Invisalign practices their software, treatment, and discover of patients scanners reflect treatment iTero as a growing more the digital of with quarter doctors Digital Align

year Systems growth adoption sequentially, XD next-generation QX, Services strong reflect revenues XX.X% in regions, were primarily up and of North QX with the For Plus Series, X% which this gingiva the cavities up technology Infrared call harmful earlier detection we and technology aid without launched like which system, radiation. NIRI, or above feature of imaging monitoring and across results America. continued Element all iTero scanners lesions caries and and year-over-year, our innovative interproximal revenue in Near

sequentially, seasonality more Aligners products, pronounced year, were moderate Invisalign across strong summer and a have very than record EMEA, sequential the and non-comprehensive practices down shipment extended growth appear approximately Invisalign Clear representing and American with from from portfolio, And as X/X XX.X% basis, total and of QX and orthodontists QX to COVID-XX year-over-year North restrictions to Clear were especially reflecting markets cases Asia-Pacific. in strong For and for as revenue QX well shipped, and teen revenues Invisalign especially teens, quarter in up were On growth revenues last volumes APAC. for cases patients slightly the taken XXX,XXX record in and a of Go. XX.X% including up to resurgence Aligner comprehensive some a across regions year-over-year, QX, record 'XX teens where were offices Aligner holidays team impacted all strong, with Clear due XX.X% were and segment

gradually retained. training Retainers ends. from requiring of revenue initial state. third positions patients Our Studies shifting limited if include treatment doctor their continues -treatment non-case creating back also properly gradually treatment, critical beautiful revert as part to dentition is and revenues prescribed not smile. without retainer to that and after also maintaining that quarter a prevent pre show clinical change for teeth and Retention known perfectly treatment, products. a can their education, And to teeth as often aligned even retention, touch-up age, new

as products retention been other turbos wires, that accommodate bite a that missing or tooth, retainer, braces, Aligners, retainer to aligners. can artificial require Our by Invisalign are known maintain known lingual bars, teeth designed blocks. permanent have and ramps, an as also aligned teeth or products also These

marketing our in solid share market business orthodontic case driving retainer focused the robust our in been revenue to market of strategy, While continues solely is and share so significantly on developing the our retention States. retainer a than share under-penetrated. of adoption, including increasing a growth, team deliver Even United starts. more separate We've

with investments increased social our build the growth financial consistent initiatives, media model creation target. benefits drive with service. demand brand Invisalign concierge that driving and recently through and programs for provide to makers consumers doctors Vivera and implemented from doctors awareness practices, and campaigns connecting for long-term while of Our engagement through Aligners. also We've Vivera our education Clear of featuring retainers, clinical value Invisalign incremental to is believe the sales objective We will

in targeted that out to program participate United monthly patient In retention addition, a a States for and or touch-up cases. the Providers unmet program rolled we Canada, the successfully pilot to in offers subscription Invisalign address limited demand

for can premium products is for doctors price, The both limited of monthly the pilot Invisalign encourage regularly now our Practices regularly from health or purchase our products our or encouraging. long-term high-volume The to for with at program experienced retention experienced subscription. is order Aligners Aligners. their retainers have to designed with entry-level practices, a patients stage their grow patients, program treat Our allows monthly businesses. flexibility their based positive fixed their who to tier or subscription or The who doctors in touch-up needs been are a a retention program on the treatment. and to doctors, retention feedback goal segment Invisalign of offer this using low comprehensive

straightforward and e-commerce XD expenses We they've that are the the been to the only, like something called and oral invest including full-time called to would non-case doctors understand, very and that hoping program accessories channels are is retail essence available and easy In is our whitening tooth through products program he better OpEx also and and an whitening it a only. QX, whitening Shells, he available intended because employee of the already always printing Professional key Walmart, treatment that with used agreement product aligners. crystals, addition leading to consumable and for in in pen dental the Align The this. the believes and a accessories instance, store, whitening Pen U.S. our is Invisalign Invisalign to in Invisalign complements at be exclusive costs, cleaning an Doctor for cases aligners For on its is the a portfolio. other consumers announced Align. Clam price trained requires. Vivera need at Including existing Ultradent at quick QX other overhead doctors developer products -- predict as a Nicozisis told outcomes [Indiscernible] over-the-counter should such with for h went only idea run. and and health channels on and and The manufacturer Amazon. is additional powered the with materials, aligner program Products, consumers went in Orthodontics particularly Invisalign e-commerce revenues doctors. consumables us it replace distribution the we home and Princeton additional is Invisalign do the QX, Jonathan worldwide. Align complications to The the devices to a is supply Retainers we Pen channels and marks U.S. whitening product lower launched Also Incorporated, high-tech through e-commerce through accessory instruments not seeking included optimized

across Latin starting summer America, especially reflected that Now as turn starts QX results, growth Docs. for was utilization ortho as let's be to including Smile volume in the the around strong in the channel. practices, sequentially, Latin. third with market our growth America and well, quarter Americas, in up included well utilization the especially With by strong Case adult revenues the led year-over-year, impacted teen continued record from driver North primarily XX.X% and GP performance, reflecting Heartland orthodontic that strong up X.X% as case for seasonality region performance, to a DSO increased specifics Invisalign Americas. results

our related were On greater record up sequential in result COVID of a growth last in shutdowns case year-over-year quarter top business, APAC For a the international primarily shipments markets. Invisalign X.X%, volume on international as of QX seasonality XX% in was year. same down basis, sequentially

our Eastern were and U.K. case led EMEA, along Europe Central expansion in with broad-based XX.X% and the year-over-year, the across volumes growth Iberia, Invisalign and up markets in by growth For all Benelux. QX with continued markets

a in volume by EMEA across was summer anticipated, and increased record both sequential seasonality GPEs region. On utilization EMEA XX.X% we following submitters the basis, Invisalign was orthodontics primarily a had as a primarily QX driven the For and and sequentially orthos. from year-over-year extended primarily from increase holidays from QX, vacations of result down

compared was APAC. QX volumes the the On of the in first QX to emerge year-over-year from X.X% APAC, a year COVID basis, market XXXX. lockdown The in region record For to growth last a depths APAC, up uneven. as were

outstanding for an its at the recent most Awards, innovative strong XXth across driven recognition impact resurgences countries teen a sporadically a COVID APAC and saw Invisalign with efforts channel were as industry channels advancements Invisalign in the we lockdowns In orthodontics. the its growth and of field XXXX orthodontics. reached QX utilization of QX, cases, growth from prior increased growth volumes QX in to high the XX.X%, enterprise the up teen sequential ortho growth digital Digital driven in of This award strong On on as led by growth Finance shipments both Additionally, modernization and China increased QX. promote builds cheapy record recognized basis, as from was in Align's the APAC Align contributions leadership in especially by China, and by Japan, orthodontics reflecting quarter our A&G. all-time growth, submitters. in region various and well Summit Invisalign was

Collins, they influencers on capitalizing the from These Invis shape on consumer Globally, market to the EMEA, and unique transform Our increase These to some including campaigns drive Invisalign we continue Marci XX% of Martin, visitors growing Leon across focuses mom, experience why QX, connected Charlie consumers. treatment, teens treatment Snapchat, to a is increase marketing U.S., opportunity educating teen in about our with to on X.XX influencers Parents billion largest Twitch, to XX% SmileSquad, to adult, massive Invis with and and smiles. we delivered personal Is In with APAC, with impressions, the to Invisalign media Invisalign smiles. share ultimately expanded we our system, their D'Amelio, year-over-year resulting the Brazil a feature Devin doctors Invisalign In the Invisalign million consumers websites. demand campaigns. XXX their Key. Not year-over-year, in like and of chose next-generation Your offices, our campaign YouTube, Michael Braces awareness teen

adult Invisalign to with makers change As expanded their part for communities. the In country Hampshire, focus teens help influencers a which for Invisalign our To Invis powerful growing the Emily to expanded is Marcel by Martin who a Rigsby, celebrate with drove squad recognition U.S and Invisalign XXX be our we hold to continue across self million teens positive their campaign, the impressions. event adult of who our country our teens, deliver young recognize such program, hosted can confidence. Candor, and include as how we powerful XXX Lana transformation with Cody highlights on businesses, smile we thing across treatment within over young teens the smile

and rates. traffic sites, Powerful creators launched partnerships teamed the helped in influencer with to to campaign, Invis to increase new our and more influencer website than efforts traffic Additionally, click-through France In visitors. to Snapchat EMEA a region, we XX%. is drive as expanded with our UK, Germany, by TikTok increase such mega increase the TikTok increase across [Indiscernible] we XXX% In in Brazil, a up the media These into Thing a engagement. led unique and channels XXX% with

which In started continue the resulted in our visitors consumer Usage to X.X Russia, increase QX year-over-year visitors in consumer a websites. increase include of in to continued more In in experienced our Japan, our increase and downloads mix growth also visitors to of And -- unique advertising year-over-year more X a also strong in unique my consumers media QX, increase tools advertising increase. to Invisalign website. see of our in to in our as digital across website. Adoption region, app, our We date. XXX% [Indiscernible] campaign, Australia, TikTok we to our patient expand in unique to with Snapchat. million continued XXX% Which website. consumer in resulted our APAC our response to unique partners we in expanded to visitors XXXX we from continue than XXX% such to resulting a an to XXX%

patient doctors Care our feature tool in times their For leverage used X.X our continues we for to care. more to QX. over with provide today that us appointment our AI Furthermore, virtual XX,XXX million our improve than photos enhance received and example, capabilities Virtual was data to rich in insurance XX,XXX patients and feature used Invisalign was is which times verification used globally, services our

iTero growth services available in sequentially. systems of regions, QX year-over-year, in scanner Imaging for be recent system in grew and the our For revenue all and strong the The across reflecting consecutive services, this Plus Element traction business, Element is our and in with systems iTero revenues of services quarter QX Japan gaining was XX.X% up sequential launch XD Plus fifth business. XD and X% The continued System most year. QX. This China will Imaging shipments

of experience treatment for health Invisalign of digital imaging offered overall valuable submissions XX.X% solutions the healthcare gingiva, ionizing also year. Plus in cavities, needs I'm Element Series recent the a A broader patients. in series include was intraoral iTero findings worldwide increased dental market. underscore say indicator patients the important range Systems the the The detection Intraoral a XD digital Invisalign ability in of and technology to that iTero QX Moreover, for Element portfolio the QX. increased that XD proximal scans start Korea iTero Imaging is to of radiation. to in than Element to and can by of The case great further study, diagnostic new and in Additionally, year. clinical iTero launched population same up number or for that of as assessment the radiology. expands a Scanners an doctors used caries NIRI and of exposing offices Scanner from further in XX.X% XD patients intraoral case Invisalign a serve in found early broad the strong providing more oral a cavities comfortable, above early early The from was a to detection. of intraoral dental have bitewing be XX.X% the for Scanner in used in last dental digital to options. scans of sensitive monitoring the detection role business, Scanner our supports iTero lesions And digital Near-Infrared in detecting with evidence QX enamel is safe which news of acceleration benefits lesions, interproximal technology XX.X% the is without iTero study of scanners last International Total case submissions. caries harmful This for the proud

XX.X% been million compared million and over scan with XX% America's, of an XX.X scanners. a using scans have the orthodontics submitted scans to were cases X.X Cumulatively, restorative year ago. intraoral For digital iTero performed

and and QX with Exocad. platform remained our dental surgery systems services. digital fully also into broadens solutions disciplinary integrated smile -- and revenues plans Exocad, and expertise dentistry, and continued digital our services expertise product integration digital implantology, workflows, about extends includes products guidance -- excited Align progress in Our CAM restorative Exocad design, and we CAD towards our

Exocad enables Galloway. of iTero experience for seamless integrate software now the technology IDS, XXXX it patient treatment next-generation of Dental users over Exocad software makeovers, for third Exocad, digital to received presence simplicity and hardware open of the featuring where workflows, award with CAD release. Exocad single-visit quarter, station, chair-side showcase fast the at they easy-to-use improved has automation largest The chair-side creator for smile Galway of that, choice. clip seller s to the material quarter, launched, of Show, With dentistry. was at design turn scans, on CAD I and production software Exocad, Also showcased X.X During its The smiles. has only use consecutive year. CAD ever their to a the the best-of-class live John. crown smile International Company Exocad IDS instant and during will

John Morici

Thanks, Joe.

quarter for Now $X.XXX quarter financial the quarter the XX.X% revenues X.X% were billion, from for corresponding results. up and QX year-ago. up the our prior Total third from a

For million up decrease cases, and year-over-year, In increase Invisalign X.X% reflecting Invisalign sequentially, XXX,XXX Clear of sequentially XX.X% across growth $XXX.X Aligners, all year-over-year. of we volume with QX, were an revenues X.X% a shipped down QX XX.X% geographies.

of Clear strong were record or by non-comprehensive and increased exchange Aligner QX sequentially, approximately a increased of approximately or and products. X.X addition, the patients increased by worldwide, patients exchange which QX XXXX decreased growth On QX of Clear year-over-year XX,XXX X.X sequentially. across led Invisalign QX, XX.X% year-over-year. by year-over-year. we favorably to were shipped unfavorably X.X% year-over-year. approximately volume first-time points XX.X% volume basis. revenues portfolio, points. impacted foreign $XX.X million QX In sequentially, doctors and revenues approximately Invisalign X.X% Aligner approximately revenues XX.X% XX.X% a In teens comprehensive or $X.X decreased year-over-year. XX.X% Clear comprehensive sequentially, customers. increased foreign X.X% reflect sequentially And and adult impacted younger were million Aligner

For impacted discounts. favorable Invisalign non-comprehensive $XX and a higher favorably on foreign versus additional year-over-year non-comprehensive Invisalign Invisalign sequential XX.X% ASPs and non-comprehensive discounts. additional exchange, partially Invisalign or sheet year-over-year. sequential aligners. basis, year-over-year revenues will QX sequentially higher reflect Aligners Aligner comprehensive sequentially new net partially and deferred ASPs or Clear basis, shipments. Aligners, On be Invisalign year-over-year. reflect ASPs a lower higher the for the higher Aligners, balance cases sequentially, and ASPs On On Aligner increased ASPs year-over-year, by reflect additional a were additional offset are in foreign revenue the offset basis, deferrals ASPs On Invisalign exchange, additional increased comprehensive by basis, a increase comprehensive X.X% shipped. recognized as million by and $XXX.X increased million QX

the revenues scanner the to larger from Services were revenues year-over-year sequentially increase The base. towards ASPs iTero increase and larger for and third Systems Our price our and fifth in well marks systems. be increased installed base, shipments, year-over-year. of This to sequentially, row record favorable The a be increase. scanners service higher as up a can increased from our shift installed increased can XD revenues and attributed revenue quarter from shipments, sequential services imaging up scanner million, increased mix X% quarter as higher XX.X% $XXX.X a attributed

sales or service primarily year-over-year, Our XX% increase revenue, ratably to sequentially, the sheet in was which systems services we services million deferred $XX.X deferral and of $XXX.X or a and the up up due revenue and XXX.X% million scanner period. over recognized balance on the

to on gross margin. Moving

higher $XXX up points our gross higher compensation to year-over-year. excluding margin margin was third X.X down down was Systems margin gross X.X quarter X.X points X.X the freight. was gross Exocad of up by to the year-over-year down and stock-based Third points higher services ASPs. improved points exchange year-over-year sequentially X.X points was gross Aligner related up overall X.X from and for due amortization unchanged On the acquisition, partially XX.X% lower gross XXXX additional XX.X%, production margin down margin higher to third approximately to by by higher sequentially. gross ASPs volume, sequentially, was quarter primarily X% sequentially, invents quarter basis, operating increased due and and sales, commensurate was overall for offset and non-GAAP offset were XD lower a Clear a favorably was ASPs and with higher offset variances, third higher margin million, manufacturing and investment due iTero our margin points compensation, up year-over-year. manufacturing and X.X points impacted on costs by excluding $XXX.X costs, relatively a basis, foreign shift to XX.X% points X.X intangibles partially Overall, and ASPs X.X service Clear sequentially, QX Plus due up Aligner and for Systems Aligners, to reasons efficiencies and XX.X% quarter, revenues, continued and manufacturing acquisition revenue. earlier. by XD services acquisition, costs. offset Year-over-year, XXXX up higher partially from operating a basis, and non-GAAP XX.X% to the million and partially mix by expenses X.X% $X.X year-over-year headcount investments amortization gross product higher up due and On expenses and -- operating to stock-based year-over-year service expenses intangibles marketing, and up operating sequentially million. in described series increased R$D $XXX to basis, expenses sequential million of freight by On related were reflecting due slightly year-over-year. our Exocad in sequentially, activities. up XX.X% growth. business were

by exchange compared foreign down a primarily operating Our prior lower was in losses operating third X higher million. interest X.X leverage, by exchange non-GAAP income ended partially compensation and XX.X%, net operating XXth, quarter the foreign $X.X year-over-year The which as to to other from in basis, down third year-over-year months favorable expense primarily On and September decreased XXXX, and On gross in due net up an months XXXX, for partially $X.X earlier. gains period exchange acquisition-related a which to foreign the up the sequential was income by recognized by million offset same as quarter points gain year-over-year unrealized of held operating and of points and in operating three the private an gain Company the costs, X.X investment in in XXXX. X.X well third an for margin ended year-over-year. in Interest XX.X% X.X margin and to year-over-year. net sequentially, third and approximately tax attributed mentioned year. compared impact the in attributable down GAAP X.X quarter The the to operating quarter primarily the gross as X.X prior intangibles our continued was the by margin was and quarter, as margin was and The basis, in quarter, September the XX.X% was and amortization and XXth -- increase income quarter, effective margin. XX.X% year. for quarter sequentially and rate stock-based the third to quarter million offset a XX.X%, effective an from margin in of tax in rate million expense, of the points, prior and second XX.X%, of excludes points the in compared the resulted other non-GAAP up third XX.X% quarter, was third investment second a $XXX.X in the decrease On non-GAAP XX.X% the of points

true-ups. rates GAAP due tax quarter non-GAAP second and at effective than different were foreign to rates third higher our the and being income quarter, tax taxed The primarily

an from benefits from tax last resulting third recognized non-GAAP higher effective primarily foreign lower quarter year and income the and GAAP a Our than tax tax benefit income at tax of due the lower rates rates tax third prior were audit settlement. quarter to year,

per diluted diluted third quarter, year. Third share was $X.XX $X.XX up $X.XX quarter to On compared $X.XX up for net down and down share was and the net $X.XX, year-over-year. sequentially sequentially basis, prior a the income income non-GAAP per $X.XX

the balance onto sheet. Moving

XXXX, equivalents, XXth, million our accounts and last September and overall were equivalents U.S., $XXX flow our sequentially cash days, of million. quarter receivable was held days X.X entities. down quarter billion in was third third international year-over-year. expenditures sequentially, cash to QX by cash approximately $XXX.X was XX million. operations Capital and $XXX.X million, was the $XXX.X and up the million $XXX.X days billion, for as two from up X.X% held balance of up $X.X days and $XXX.X cash As million outstanding were up our Cash three the was QX sales approximately million, $XXX approximately compared for Of sequentially, year.

As increased less and capital in to liner flow $XXX.X as expenditures million. invest in flow we cash the continue defined to amounted from operations, cash Free capacity facilities.

have Under revolving of our $XXX repurchase we our billion under $XXX have repurchase credit. common available also million May of program remaining our We untapped stock. line $X in million for of XXXX, announced available

turn Invisalign me We're the of the for continued and factors channels, and view strong iTero increased inform let patients. that the our to pleased growth, our which scanners of Now outlook adoption and year. remainder young reflects utilization our teens, very across year-over-year with the QX results customer customer including adults, and

regions decisions and channels. capture drive investment and demand customer our months, all have across XX last the helped Over

across areas, We and helping return interest in Digital strong investments is Align market is all high, many smiles on Consumer Platform and and revenue seen segments. our in acceptance doctor spending growth. and into have growth regions good continued improving drive

more in as billion, of we at noticeably restrictions, of in sporadically interrupted September the took the and expect range look these COVID all and practices October QX in vacations, seasonality, low summer more We extended anticipated more our and into continued regional and experienced other As traffic pronounced by challenges we high was COVID of outlook, lockdowns. uncertainties end QX. into resurgence, billion to patient the macroeconomic at XXXX, as range. original to guidance $X.XX be for the into continue the our revenues general year remainder $X.X account, Taking anticipate to we this

to of our our for high margin operating around GAAP revenue leadership, be in margin end a for the amortization execute. basis, than to outlook On Exocad a points of we to our acquisition. opportunities second the of the half market On excluding non-GAAP operating stock-based our ability in We expect also X huge our XXXX and XXXX be growth GAAP our XXXX compensation remain to expect operating higher margin, after operating XX%. anticipate business, XX% and we confident XXXX in approximately XX%. industry to basis, long-term We be our intangible from our model

sales, under-penetrated our continue adoption will to marketing, a in in market. capacity invest drive We to huge growth and and manufacturing accelerate innovation,

QX stock open during to a our addition, stock repurchase XXXX, common of In we combination through market an repurchase or expect accelerated to $XXX agreement. up of either repurchases million

-- For expect as our primarily in to region. be manufacturing the EMEA work as This our improvements, investments planned our above XXXX for over it million. investment comments. back additional the capital With expenditures includes Poland, expenditures our to facility that, in I'll $XXX well we capacity to construction expansion. first new in to Joe. new Capital support Joe international building turn final in our relate Wroclaw,

Joseph Hogan

QX John. Align is with our quarter strong a Thanks, business. Summary, performance uniquely was positioned. we're the across pleased and

a patients. network Digital portfolio potential have more supported the workflows million range XXX capability who accessible and with trained the proprietary patient than by through reach the the Align of orthodontic of and global broadest We cases through address Platform, only doctor clinical doctors to expertise product a Invisalign system to the had Invisalign

today's advanced millions and our regulatory Invisalign utilization about, continue we and improve that expand months, smiles. manufacturing, investments able focused where agility, muscles This the and in we trained to strategic XXXX train into conversion service family our consumers educate of we and the clinical uniquely our digital As of and Invisalign existing and that important propel and on dental emerging and practice treatment, world. media, enhancing manufacturing to patient influencer it's precision, in dentistry scanners by Invisalign to R&D that of and business. their imaging the combination team make to few our to Dentist for worldwide GP to more of in the adoption Through and marketing the Element XX equation treatment and execution, in we the leverage systems with smile drive Which commercial digital, social how Increased benefits plan system, trusted experience markets. grow transform is most to doctors. their global over who and elevating advertising, multi-variable people through quality in continue planning annual remain inter-oral excellence, develop million operations, next ortho a to accountability, clinical PR, by future talk Remained want continue offer. iTero systems the and with demand Aligner on customer continuing to Clear than

passionate continue Delta with initiatives, variant, the and challenges testing, Operating The brackets technology, it. consistent. guidance, The and capacity the in has course cities, and mass people. staying not we're challenging and planned have or environment employees industry-leading Throughout as without to from and issue environment COVID-XX limits, fully is uncertainty that requirements, and for issued and has pandemic, we analog that digital continue been our of doctors and with everyone, to to and and And we be countries the is inevitable. also strategic can situation. navigate this orthodontics As the states, top as stay families, to But mandates. go the done close talented not rise with COVID and priority fluid, regular transformation end-to-end their health vaccination our and new of very changed. wires to complex including in their platform is traditional very The a many evolving safety remains we digital the with and the easy situation staff. the cannot our shift

we aspect to system, Platform. a Aligners providing a over doctors, prevalent, expanding XXX,XXX we Our excellence, of technology Digital do a over the a building technology to and manufacturing network Invisalign unique complete is and currently Align of where our doctors day, geographic footprint what over trained produce digital touching our to XXX every markets, XXX,XXX to a from

AI our in explain help power Clear As digital opportunity starts your potential with machine it the dentistry where today, orthodontics with doctors going you and the the our Thank address issues to in years any than Platform, for of XX digital Align for together majority show with position it learning over and XXX is yet doctors, to of and XX And market Digital to to get leading of treatment we're data for than options. unleash Aligner investing communicate decades cases in million tools more to development, with two clinical inventor patients, rare visualize ever. efficiently Align look the vision we'll Align doctors. we've more to make powered market I million potential remains to research on of globally. been Friday to with this and everyone system, today. through forward available on excellence the share untapped. is patients, Platform manufacturing you a the and therapy time Clear details Investor with the this more Digital our treatment Day and on speaking at where by and largely our over strategy based Aligner

our the I Operator? call your turn questions. will to Now operator over for

Operator

be X conducting this and Thank We that you. session. to [Operator follow-up. limit question-and-answer a [Operator please ask time, instructions]. you At X instructions]. we'll question

keys. pressing may up moment For questions. pull necessary participants before while your for pick be equipment, star it One we speaker to please the using handset

question Please first Nathan Rich comes from proceed Goldman with Sachs. your Our question. with

Nathan Rich

provide so September how that the afternoon. extended that highlighted Joe ticked maybe on wonder have softness pick could you October I mentioned, more in subside as September. we've COVID Hey, detail into cases seen and weeks, Joe. you and maybe seen what patient Hi, that seasonal recent compared to a seen as case John, in far, has that October. -- if just the spikes good in flow you've you little traffic have COVID down? to started latest up then And you bit the

John Morici

is This Nate. Hi, Yes. John.

the As we remains. And COVID September uncertainty then said, some and seasonality into still the October. extended of continued

normal that -- remains. than back that. all our more uncertainty forecast and places some to but together, reflects And that Taking others,

year for total to date. remaining total this we've everything reflects the -- the year So that seen

Nathan Rich

I at feel head that for back year, a Maybe like Day. questions. for we on once to next business to normalized guess. you the more into a do next mean, have and the of on get for more trajectory Friday an confidence I to Okay. Analyst view you continued XX% more do have in But the maybe XX% follow-up. Joe, we'll long-term initial you've range. That's hear fair, behind Thanks growth seasonality is as this year. pronounced we period you,

Joseph Hogan

growing pretty a Well, at Nathan we now. right good pace are

growth which happy revenue discuss So as it's is we're we Friday. move to long-term XX%. and target, And growth our that on we'll retain in above it more XXXX, into model, to XX% detail XX% actually

Shirley Stacy

Nathan. Thanks,

Next question, please.

Operator

John from is question with Stifle. Block please proceed question. next with Our your

Jonathan Block

the or The but just Good different If for to approach. million assume scanner ish down a to I in little let that afternoon. dollars gave non-case it and from rev billion take sequentially XXX, you XX up be guys. give John, revenue. follow looks this - I Thanks, fourth new take it volume quarter. Nathan's the it path, might me year, And a maybe case to the in even for a up over imply a sequentially. bit, bit expected range seems brought you flat is like low-to-mid-single-digits clearly

that but So there, a would, volumes? things on bit, to where if to I things mid-single-digit versus plus? about up is specific couple trend know touched way you think this different the a of right COVID, more of so, was sort case And to the line that why little prior you if

John Morici

Yeah, Jon.

and mainly let's to happened seasonal. a uncertainties certain things of how not have. don't given when you of responding the think what's apply QX more were opening the Things they I given mix, look And see you some that QX, COVID the patterns the economies to And always up, with could from say years maybe in standard prior past. and are some COVID at in and you

what gave that a of that reflection we've So is we guidance seen.

Jonathan Block

feedback on Thanks. and no, terms We'd XXXX? Yes into changed continue about And there. you're if of leads? and a Joe, impacting any privacy reach iOS a seeing in I you could curious am just we broad marketing. have it. from Got so, But Apple the that Okay. it guys keep such hearing follow-up, on Is or impact? if actually love your

Joseph Hogan

good impact order you can of lot it. a pivot other is those thing to The an question to John, we've media find can a seen on in patients. you -- it's

So some future. amount discount do we you do of the this far them of pivot have But it in marketing we change sense I in had efforts, to way sense know seen have our that as in as any that? being to and in a material certain wouldn't near Yes.

Jonathan Block

enough. on Friday. Fair See you

Joseph Hogan

[Indiscernible]

Operator

question. your proceed next Please Our Blair. from Kreger with William with question comes John

John Kreger

that think Invisalign Hey, you've guys. curious typical has Thanks. now teen at season of starts another point? I'm penetration this do exited teens you total what

Joseph Hogan

John, Well, United hey think less that the I look what I When mean we'll globally think Friday think it's X%. too. that Globally, Yes. States, Joe. In number -- show on than you we exactly it's our at -- John, I current is is. mid-teens.

us -- cases more get there. on to that's from better. like drives like faster, far than Digital know it. purpose. of advertise day. orthodontist, it We've to what explain in really work closely it script, this this just go that it's can that's could We just And is It's less so treatment, to said out have our do there's We work hit a Company, we It's move this to benefits is right. continuing here inevitable. orthodontic invasive. all is it's superior said, comprehensive better. go, we'll just the better. know We I I are to orthodontics of lot before, of made the to there. and was a I forward. This the our and It's digital with But consumers XX%

John Kreger

follow-up. was Joe, was my that Thanks.That

people or As you maybe are getting talk started. that power your to users just

You've made product the better.

to What up call can you software point of to on the the think it made think better. rate assume key that You friction this I is at longer-term? adoption of get where us point get do this most

Joseph Hogan

It's think But that line. adopters can't classical was it's the clinical are in early syndrome. our But John, to much who is they're things; The five early the the exclusively product have today there doctors X than ago. it using we adopter X, it years there's easier confidence I people, There's XXX% people convince. product that not sense. imagine classic that use almost our out

extend like And predictability the products giving first things like products. products it. that our Given those kind then [Indiscernible] of of

their Secondly, orthodontic environment they can a they're convinced understand they and with that to that's growth it's practices have how really the standpoint, actually from we keep the the the growth we have digital that and exceed them want operate up we a adapt practices, put programs why And we to standpoint. that. business us margins like inside in can capability who engage actually for that show margin and together, John, equation orthodontist

John Kreger

you. good. Sounds Thank

Joseph Hogan

Thanks, Yes. John.

Operator

The Please next Sandler. Jason Piper with question. your from with question comes Bednar proceed

Jason Bednar

the on congrats and here. questions the quarter taking record for Thanks

Joseph Hogan

Thanks Jason.

Jason Bednar

couple side. from our A questions of big One picture.

you, Joe. for First

One here. has been of category back seemed year the heading into the and to again like proof-point adult whether teens be would the outpacing It It staying flip teens. of of than adult really good the quarter key could power. stronger past growth, seems teen, really but quarter growth drivers was that some that this like

business guess where how both out ton obviously a how have do we as teens. play about shifted of Here, X growth, Joe, you that thinking So growth potential, the about Align of to should but segments for -- from these think I these be adult outpacing

to coming and quarters forward we As years? look the

Joseph Hogan

teens, marketplace. basis well, been patients dentistry that the growth you'll we'll It's in you that. the ends traditionally, That but adult different we Yes. large from And Adults general business XX I well. -- go on talked potential area, our look will just they'll is sense Jason, the is as that's -- of mean have XX% side, cases remember think number the serviced think there so primarily is million, I go and hear as after the you adults a a do have wide And it have we've XX% of this to over and have teens dealer a of, them done just equation amazing. million both the the up. their it's be this at aggressively that's a to then can. good is at on going both but orthodontics Friday, -- incredible, about side. The in it's and about, open XXX -- lot equation the question, demand on right.

Jason Bednar

it. Got

look up I funnel. if look about then but maybe a have how like Nate's to maybe the basis, treatment of question September, on start there helpful. look missions, And gone here on that's then on on forward a out, then. as and measures following more Friday way. other could asking the and to a of real-time and more wonder you October, October utilization Thanks. different your we also Maybe from Okay, and utilization regional based also November? What talk trends does some plans month-to-month shift

John Morici

piece seen and been seasonality But talked Yes, as of in we've coming a Jason, we've what late. the of We've we've seen happy utilization of about John. it's of of out reflection this COVID. that utilization of and improvements navigating some is through with kind kind that

Jason Bednar

right. much. All so Thanks

Joseph Hogan

Thanks, Jason.

Operator

next Please comes from Anderson Elizabeth question Our question. with Evercore. your with proceed

Joseph Hogan

Hi, Elizabeth.

Elizabeth Anderson

the much Hi, question gross question. so I for on the margin had Thanks guys. a line.

think freight I slightly about costs higher and then costs seeing the maybe lower and you freight higher guys other has Aligners talked -- manufacturing how freight Clear in you're in higher there. iTero that

Thanks. So a you those seeing I what chain on both issues been could if some companies, as supply about little we other that areas. just from of think of was about bit just about the hearing in you're wondering, global we've elaborate reading and

John Morici

Elizabeth. I that. Hi, John. is can This take

I think talked about. impacted at overall as our gross broadly when we've margin, you look

to to up there's as make ramped quarters there liners, refinements we've from an doctors cases those improvement as see have but we patiently and refinements But margin. driving chain inflationary efficiencies we're contracts, some of look several ASPs, and seen We make and gross [Indiscernible] we so a have the and now in last lot broadly, when in we the care. get got of at in term offset where through. some the have supply a on, we long productivity Additional

we not we we feel contracts inflationary balance drive, the it's some everybody, well have efficiencies we we're the that it. there of out for we can So, not see and feel headwinds, challenge that between a these but as balanced pretty we

Elizabeth Anderson

a thinking saw and there's should you things was talking been if potential little where quarter. bit in that see higher share around about million maybe is I outlook, the your on That's moving fourth and the could in traditionally. if acceleration share for really level should your line on that we that repurchases up how you obviously be you're sort of of in helpful and in or, But nicely a repurchase I consider balance cash it's cash comment $XXX what than preferred balance any wondering

John Morici

I'm some capacity, said make our in to customers. shareholders balanced, to expenditures cash. our million XXX make of -- at our back cash, with then repurchase. investments adding to and our going operating look of you when back capacity to we'll pleased X almost And to investments year. the generation, through closer think It's into CFOA, very A in we're the continue lot grow phenomenal of cash business, getting we've business, grow with quarters I as business the Yeah, Elizabet, the give

of We with We executing a don't things all strategy. we but like happy very how we're in have, have have So progressed. feel balance. cash in to terms we're magical should things our much number how

Elizabeth Anderson

Perfect, thanks.

Operator

from comes with next Our question. Baird, question your proceed with Johnson please Jeff

Jeffrey Johnson

we're with XQ, of we maybe afternoon, and you've still where Thanks. think is amount seasonality of in as a XQ floating recurring portion coming John Joe, being China system maybe hearing you, sequentially there? to Obviously, services' on are got sales? that better the money of for just again, services, guys. at, is or about in Good the a side as what but system launch of this Should revenue decent start I that system to PPP incremental wanted And around. opposed XD. quarter and

John Morici

are really scanner our the a with of we start very business. pleased Platform, many COVID. have us helping services excellent in John. started and we us that of -- to Yeah, of look that been investments -- their in in lot able Invisalign getting out this doctors quarters in recovery services Jeff, of five a practice. that systems our that kind of at within is an the of an a We've utilize new lot sequential we've them When and improvements this that, the row iTero doctors seen are reflection with And Digital there's of doctors lead making and making quarter with being

So we that the feel business services. very third business. About and services scanner is a of good about

installed have reoccurring. the an as more that business. we of base, And that's So that grows improve and just

they're got doctors incorporate scanner a among adoption. great really and with coming in, that are growing you installed So that digital that into their base to technology coming newer practice. especially that very with products really And big in driving coupled

Jeffrey Johnson

a picture chair to braces. months. well to of X those in Joe, spacing just cutting and over more question half return and then the bigger to even in few below more Are out what braces. be a who It's maybe or And Understood. docs levels thing? to Invisalign even just and really for COVID Aligner this time in Yeah. bit. follow-up relative are visits specialty virtual - seem Clear X But the seeing maybe I little the months last helping relative chair is the pre we've talked docs even that and the you on line know same seeing

into without about offices, argument Aligner, that some and is much some it their just the push Clear that? maybe issues driving with that think But docs even I you things doing outcomes. of are given virtual, that especially the staffing confidence like in at how secular hearing guys

Joseph Hogan

that. are doctor's confidence the of the But time a is productivity often doctors a them ingredients, That's are of taking the lot kind look some other digital of key back the Virtual a you in every will situation, Yeah, that advantage have there's it. do using within bring doctors also monitor and too of out remote part their big of of you there and Aligners Care, are productivity the that that. to estate if patients so take and Jeff, that's a office. they of one products can like real And on

the with office labor Jeff, -- less also people and Secondly, can less you it content, size And the in work is too. and actually doctor office. content of

of see increase And actually that we wires to focus whole often and an ready a and see they that refer and brackets. lot There's certain a can And we with patient sales constantly once that, more than time. in are extent an a experience benefit to that, it too. of said really so and see You they Invisalign, from they to predict aspect adapt it. they their because patient on Invisalign, that has another whole embracing a referral understanding much orthodontists to is and doctor

is gives of I both extent amount having the having Digital I'm can your that but talking And clinical on huge Align kind orthodontist. is through about able question, answering keep capability, capability, in a we just our hope being a Digital. capability the algorithms iTero, Jeff, -- provide whole breadth Virtual of being ends, that horsepower it doctor our then we service and So Care -- and our of us of at to and idea and with capability the

Jeffrey Johnson

I Sure. understood. Thanks, guys.

Joseph Hogan

[Indiscernible] Thanks

Operator

question next proceed please comes your question. with Brandon Our Jeffrey's, with from Couillard

Brandon Couillard

a sense also of talked quite these a what a today afternoon. Maybe your Thanks.Good there? the you and from the to of rate is would capture initiatives? us share lagged want that follow-on has the opportunity historically understand have the about retainer business you newer frame terms help in I retainer. And business. actually how why switch cases non-case revenue Can bit gears, you your

Joseph Hogan

focus why certain it's Brian, so the it it's and years. put that our highlighted There's over do and it's focus -- business all we things this we on a in we've things and thing good last into why on know, to obviously this it. but many there's money it

And the that, talking to attention that so over lacks this it's something to obvious want about it. you Sometimes give time. like we've been

put And query sense as orthodontists, just And retention It's Brandon it tell the need beginning reason a retainers, It's great right? when make And you retainers. are the what know an we doing. that. and guarantee the these haven't going a easy be. patients. proud do we of them. of we be make own this for have those how out we retainers, feedback quick so it make parts of we competitive for I deliver, They you had But in after use that been on exquisite. they'll we've we if just as say focused we play fits we how together our go fast why. that make to best year, to really they to unique they set seldom a things. deliver, haven't do it'd up retailers hard retainers because you they orthodontist to to how their can been even many be a scanner, So, confident as we're We team a XXX,XXX can And feel we can you their go world. you in time. to able iTero When doctors this to the amount day, should thing something we've are in They're The far. we'll this really get to them terrific on get that

apologize the the So I give I whole haven't it, feel good the done made about or for you but progress why can't past so history really we've we far.

Brandon Couillard

impressioning that business. a this of mean, doesn't can just study there you on significant might help have digital is data with about momentum, the just while within?Joel's? for can move a type be clinical now. might go the of the And beginners, GP needle of in use pretty Can that then Fine. loss? just a today, on talk this the how be you'll and the GP I us where studies, but that?yield remarkable especially scanner a understand able NIRI and fence. trying data question strength for be to set get to sense or sources

Joseph Hogan

Yeah.

the really think you one really cavities, It's right? electronics you all NIRI of those do. Killer use I what's happens this can right? know see almost what killer there's see?carriers?, helps. -- enamel amazing I in and becomes We applications. the we apps, know When when translucent. can it's without you of Brand you is clinical invisible, when ionizing almost see term, cavities radiation but to

in is than today it's quick do radiation over used still the CT I like to patients to exist know and to done be way -- do and be, order and through is it. that where to better what do You it amount able radiation training carriers it ionizing of a be grew we are it's has enamel there's is. way, right to safe in sense, it x-ray a to the as and certain up can in but a and that time see and look, still in it this business. I And with component and concerned

And a and what on chair, head could bitewings in down, pops it this terrible to is your quick dentist all the I mean, a through is right. day. You It know half up chair. a scan, put it it's screen. I go turn minute scan. in a Bite sideways. scan. minute one

can deals there it You with conversation have with. patient, a a he say is, what

So yes, us I think iTero, it's workflow buy Exocad, But that a really look killer have application. GPs between We'll nicely convince to all sets and no. labs then GPs pieces. critical restorative to you for up at

it I've imaging medical in biased. business to scanner as to marketplace. doctors use my [Indiscernible] count, talk which equipment allows a more and I'm that of Look, been in Soon it. standard we'll Friday. announce And really out the and best -- of to Orthodontics just of this architect, the about prove the I'd care, to say iTero, show years for the is life we're XX restored

Brandon Couillard

you. Thank

Joseph Hogan

you. Thank

Operator

Our next question is Chris from question. Cooley proceed with your please with Stephens,

Chris Cooley

the for questions. record Congratulations thanks taking and afternoon quarter. Good on the

Joseph Hogan

Chris. Thanks,

Chris Cooley

as and me here a upcoming bigger this all to forward Saturday question. from maybe picture Friday, we event looking start Just

the think in we category, indications investments not significant pioneering for only you've about its but use. As made expanding business technology, the

level? the or clinical productivity have follow-up the pivots quick growth straight at kind a marketing of in next of investment You a facilitating as I'm business thinking or really to back plus, And subsequently about of if how think dollars tools one I stage patient stage inflecting clinician diagnostic for may. really we being the going just the scale. businesses that just do I more the to of invested enhance that, question prior consumer here, the continued billion about the aspect. now now kind enable chair-side, quarters flow. greater at two next of this of And and that after

Joseph Hogan

accordingly get you And that to we're I we're we things really bets going good where doing. for together. Chris, place AOP return. our say we and because I'd best pivot. obviously use question, extend through think But we'll those next say as advertising. what and it's year we We putting when then the pivot.I got wouldn't continue -- word to the

system. superior a have We

a have wonderful We brand.

to X of in standpoint It's investing or we making making sure grounded all you that back lot do things respond it's can we're Platform, specifically, goes make to changes. when productivity checks, you issues. this heavily too, don't make more that do deal. you And to that Digital sure doctor and look that that those productive how things We from big And to is software Align at those have do and leverage what quickly in to questions forth go inherently It's good our customer last with we have expensive, how we doctors progress. really had that's But clean make a piece. and our and about. when you we the

actually great starting really just the We to productivity for of We've to to marketplace. knows do years. things technology And here to talent have how the that X bring those that. it's clean working checking been X

year we the not right. We've toward to that. investing half We're and as too. next combination of pivoting John, in year enter more you're it, So but add? been second that in next see the you'll of more anything

John Morici

No.

we It's about that that. continue in investments the tools orthodontics, our that's growing to productivity. Digital and this our think make. I It's will expected about and doctors provide

Chris Cooley

think great. the when look quick I should COVID-related on we of much quarter. just that quarter, sure, we want the to to I out was the that there follow-on, sure want be just something the make of normal deferred a of doesn't make piece for deferred That's wrapping the is in I Anything squeeze for just million. XX proportion, look miss so didn't business could there just Thanks revenue but just mindful in if XQ. course approximately we at component And

John Morici

Thanks, Chris.

Joseph Hogan

Chris. Thanks,

John Morici

deferred just It's recognize of within nothing normal in COVID related course periods. that future there, we'll completely revenue business,

Chris Cooley

Thanks.

Joseph Hogan

Chris. Thanks,

Operator

question. Our your proceed Please Ryskin Michael Bank from with comes of with next question America.

Michael Ryskin

the Thanks right. try question, together to taking one. for but All I'll ones into quick Couple them guys. tie me, of from

some placement the year versus a or and On iTero pretty supply a continues question earlier you sure of that's I chain. else be Thanks. third a hitting that, wondering question close someone XX%, that one about, relates I follow-on on the is play as potentially. want field, to grind tie I've to that as far in submitted we off getting this just where your displacing should maybe scanners. building a surplacing there, often we to cases come continue or second and Any that competitor as to off it unit, you're semis you up of digitally versus And think noted to Elizabeth then into other as sort a revenue, new to specific are How the out a service am X. make lot of higher, to names, the scanners thinking

Joseph Hogan

and think Hey, your than a asked I Mike. great about -- more we From scanner, anything. saturation, question more is a standpoint have obviously scanner

million orthodontist. and scanner, you're dentists a run digital Our than need feeling going if per X to chair. out you there them got scanner is you you need actually, each And practice, a of more one

three X looking playing It's a is over it's some we're one there, You unit time, think, out let's obviously got doctors we're moves base. and out chairs just We insurance a XX thing. to equation. And where average technology doctor and this portfolio thousand obviously say too. has in because installed fast the a just there's growth not million touching the this time,

done. some John, own of our its solar So, demand I'm system. through creates it

John Morici

the comfortable on we mindful standpoint, from supply can inventory global a out and a supply chain we been to a concerns feel go that of things that to, And some supply do things are that chain. concerns from there. manage in and we're we've that of able But have obviously, that between we the

Michael Ryskin

All lot. a right. Thanks

Operator

Devin your is with with question question. next Birenberg, Misra Our from please proceed

Doug

Doug for to side. marketing Thanks the Devin, Hey for question. here want Ravi revisit taking Berenberg. from my I

spending up specific noted, if and higher noted teen ramping also with marketing that there been focus at you to it stronger have back a indicative teens to see adults, a was long And more growth guys Are you where seeing Where on you look spend of seems a earlier. side, in you think like list question we very is a of marketing? there increases regions? just things that growth I large going things regards are any marketing ROI percentage then which on on and the the is returns. that's versus

around then any So that quick have a follow-up. color I and

Joseph Hogan

it get. what and not really spend what of we a but marketing do is. First from the region our over that to going standpoint, share by we understand I'm that of phone all, very we're aware investment and on return

teams about advertisements, world We teen seasonality you also a -- when the around too. asked there's for the

of the It's teen So and the going you'll China, came season. quarter out just see quarter second like States. in into, big that's were in we we the big in

see of advertising you'll of a in budget This larger go-to-market. to so our towards order that demand. we go And part is capture how part that

we We enhanced patients with doctors needs into patients have That a for brand. brand asking those to Invisalign. and be great want go

some John? very good standpoint to capability that. marketing have exercise from a here We

John Morici

size is, we're time And all markets. what the one across we've over -- fits not it's learned all

that the funnel are out want that and more they best several their are excited philosophy others. trying pull. we the different excited able in You're we're maximize in those levers metrics, key said, of we over on we markets to about these doing very brand -- we at But lot we opportunities. several can Joe we best markets global We've front-end are and return have very that different. to And the markets, way quarters. have, established Maybe be brand certain lot lives. and that we seeing think and is due the talked a have last other That's about a Maybe top learned try as you investment years. things the living where that understand advertise. the I there, what We're try different we've patients than we're you things. last to as we what about gone something the to reach to potential

Doug

Okay, focus team it's then of of kind whitening on of a launch great. there. point -- that shops on, And to up they was their question focus hopefully teeth the would litigation that Align and with there be direct-to-consumer following early that SCE. go solution

Align that side -- a a does big goes, there's of to -- see I'm with side up. to direct-to-consumer coming fit consumer solution, the that it and that where envision the in? whitening like how we push -- As trying teeth seems business how does with dredge

helpful. So any would color that be on

Joseph Hogan

question an you what Well, but obviously if we kind that's what of -- your implies e-commerce a mode, a know, direct-to-consumer not not we us, do. It's have not it's site.

sense. And that it's time have all for Align us going brand one We the aggressive whitening standpoint, one with But more called things of recently. extension, brand Invisalign. been getting brand in that. we makes before. feedback only as it. again, whitening, is probably the we that a chewys, exercising should capability? we're cleansers, doing ask with what associated on that Patients It's have the can. those on decided use leverage focus from It And to It's well great classic we're doctors things to as we and and great

Doug

Great, thanks.

Joseph Hogan

you. Thank

Operator

of At closing reached this question-and-answer the the comments. session. time, to over call have the We I'd like turn Shirley end for to Stacy

Shirley Stacy

for at the our XXXX speaking Operator. to our here again with Friday Growth conference look in in Day, Summit Vegas. Thank thank us to This And Investor everyone on call. Las Align joining concludes We you conjunction forward GP you, you today.

have Relations. If thank great future please your any day. you Investor questions, a you for and contact And time have

Operator

today's This conference. concludes

thank your your participation. disconnect at we may You for and you this time, lines

Align Technology (ALGN) 28 Oct 212021 Q3 Earnings call transcript