Specialist
Former Regional General Manager at Beijing Arrail Shengbin Medical Technology Co Ltd (Arrail Group)
Agenda
- Arrail Dental’s expansion strategies in south China and mid-to-long term strategic directions
- Clinic market positioning, main competitors and clinic operational indicators
- Dental implant, orthodontics, prosthodontics and paediatric dentistry services – average revenue per customer, customer traffic, plus revenue and profit contribution
- Doctor and nurse talent cultivation system development
Questions
1.
Today we will discuss some of the problems that we failed to cover in our last interview about Arrail Dental. Can you first give us an idea of the customer traffic, average revenue per customer (ARPC) as well as gross and net profit margins of orthodontics, dental implant and prosthodontics services?
2.
What is the core competency of dental clinics across dental implant, orthodontics and prosthodontics services? Do you think their core competency lies in their dentists’ skills or their equipment?
3.
You mentioned Angelalign and Invisalign. Do you think dental clinics are willing to promote the products of Angelalign and Invisalign? What are the profit margins that dental clinics can have on the products?
4.
About aesthetic prosthodontics, you mentioned that the market is not as big as that of dental implant or orthodontics. How big is the aesthetic prosthodontics market now? What about the room for further growth?
5.
For clinics looking for clear aligners, what factors may make them choose Angelalign or Invisalign? Who is the decision maker? How should manufacturers lift their penetration rate?
6.
Some specialists believe that paediatric dentistry has been a rising segment over the past few years. The ARPC of guided orthodontics for children can be as high as RMB 30,000 or so. Can you talk about the current market demand of paediatric dentistry and the pricing of related services?
7.
Can you talk about the commercial value of commercial insurance for the dental industry? Currently, Taikang and its Bybo Dental are doing an in-depth resource integration in the dental field. Could you comment on the feasibility of this DSO (dental service organisation) model, which is deeply bound with insurance in China? Are there difficulties in its localisation?
8.
Can you tell us about CareCapital’s resource integration and long term competencies in the dental medical service sector? Do upstream consumables manufacturers or supply chains have strategic planning in downstream services?
9.
Which regional players or players in tier 2-3 cities have developed well in the past few years?
