Specialist
Former manager at Shanghai Smartee Denti-Technology Co Ltd
Agenda
- China’s invisible orthodontics market competition, plus market share and growth rate dynamics of Angelalign (HKG: 6699), Invisalign and Smartee
- Smartee’s academic system competencies – core KOL resources, doctor training system and clinical support system development
- Invisible orthodontic product competencies, plus product competitive strategies facing Angelalign and Invisalign
- Public hospital and private clinic client structure, plus channel cooperation strategies
- Digital dentistry solutions and maturity
Questions
1.
Let’s start today’s interview with Smartee’s invisible orthodontic product pipeline. Can you first introduce to us Smartee’s product series plus these product series’ raw materials, indications, prices and marketing positioning? Can you talk about the competition between Smartee’s product series and those of some other leading players in the industry such as Angelalign and Invisalign?
2.
You just elaborated on the positioning and prices of Smartee’s various products and the competition between these products and those of Angelalign. You also introduced which of these products are aimed to increase the sales volume and which to promote Smartee’s academic achievements. Based on the caseloads and sales performance of Smartee’s products, can you rank these products?
3.
Can you tell us about the digitisation level of Smartee orthodontic product system? What brands’ products can Smartee’s intraoral scanners be compatible with? What about Smartee’s software compatibility, solution generation speed and solution accuracy? What about the competencies and completeness of the whole system?
4.
Can you dwell on the core academic resources of Smartee? What are the academic system competencies of Smartee like compared with those of Angelalign and Invisalign?
5.
Under the cultivation system established by Smartee, how many doctors can Smartee cultivate each year and how large will its doctor team grow? What about the growth speed of its doctors? Can you also compare Smartee’s systems and those of other brands?
6.
What is the feedback on the system given by doctors? According to the feedback, what are the disadvantages of Smartee’s services or products?
7.
What is the client structure of Smartee in regions you are familiar with? What are the proportions of public hospitals, private hospitals and private clinics in its client structure? What is the level of Smartee’s market performance in the industry?
8.
What is the influence of the cooperation between Smartee and Professor Shen’s team on its sales? What is the proportion of Taikang Bybo Dental’s contribution to it? Would you elaborate on its sustainability and actual performance in terms of academic and business fields?
9.
According to Smartee’s marketing strategies, what kind of clients does it focus more on these years? What is the scale of its target clients in regional markets and what about the clients’ contribution to the annual sales volume of its orthodontic products?
10.
Does Smartee have a risk by providing products for cosmetic surgery clients that are not professional institutions of orthodontics? Will its brand be affected if its products sold by cosmetic surgery institutions go wrong? In addition, price control is quite challenging in the cosmetic surgery industry. Does Smartee face any problem in this aspect?
11.
Clinics don’t sign exclusive contracts with Smartee. Do doctors or patients decide what products are used? What are Smartee’s sales strategies in clinics? Compared with the strategies of Angelalign and Invisalign, what are the advantages of Smartee’s strategies?
12.
From the perspectives of products, clients and academic promotion, what are the growth drivers of Smartee? What will be the growth rate of its caseload and sales revenue in the next few years?
13.
How long will Smartee retain the annual caseload growth rate of 100%? Judging from its development of lower-tier markets, will it hit the ceiling in the next 3-5 years or far future?
14.
Among the R&D, production quality control and academic teams, which teams of Smartee are strong? Which teams have weaknesses? What do you think of its teams and organisational structure?
15.
What’s the gap among Smartee, Angelalign and Invisalign? In which aspects does Smartee have advantages? What do you think of its core advantages?
16.
Angelalign is the largest domestic player. Which domestic players can compete with Smartee for the third place in the next few years? Which domestic players develop well and deserve our attention?
17.
Over the past few years, foreign players and some domestic players promoted the M2C (manufacturer to consumer) model and sold invisible orthodontic products directly to consumers. Is this business model feasible in the domestic market? Which problems will occur in the promotion process?
Gain access to Premium Content
Submit your details to access up to 5 Forum Transcripts or to request a complimentary one week trial.
The information, material and content contained in this transcript (“Content”) is for information purposes only and does not constitute advice of any type or a trade recommendation and should not form the basis of any investment decision.This transcript has been edited by Third Bridge for ease of reading. Third Bridge Group Limited and its affiliates (together “Third Bridge”) make no representation and accept no liability for the Contentor for any errors, omissions or inaccuracies in respect of it. The views of the specialist expressed in the Content are those of the specialist and they are not endorsed by, nor do they represent the opinion of, Third Bridge. Third Bridge reserves all copyright, intellectual and other property rights in the Content. Any modification, reformatting, copying, displaying, distributing, transmitting, publishing, licensing, creating derivative works from, transferring or selling any Content is strictly prohibited
