Specialist
Former Regional Sales Manager at Straumann (Beijing) Medical Devices Trading Co Ltd
Agenda
- Invisible orthodontics penetration in China’s orthodontics market and growth potential
- Orthodontist shortage, training cycle, plus orthodontist workforce’s impact on the market size
- Straumann’s (SWX: STMN) cooperative marketing model with Zhengli Technology – orthodontist training, academic promotion and channel establishment
- Zhengli Technology’s Smyletec and Magicalign products – market positioning and competency comparison with Angelalign and Invisalign
- Zhengli Technology’s dental digital solutions, intraoral scanner partners, plus software and hardware product maturity
Questions
1.
Can you first recap on the development of China’s invisible orthodontics market? What do you think of the growth potential of this market? What is the penetration of invisible orthodontics in China’s entire orthodontics market at present? How much do you expect the penetration to increase in the next 3-5 years?
2.
You said that Smartee is the only second-tier player, while Zhengli Technology is quite a small player at present. Can you brief us on Smartee’s development history? Why do you think it is in the second tier?
3.
In 2019, Straumann and Zhengli Technology jointly launched an invisible orthodontic product called Smyletec. Can you explain the cooperation model between these two companies? Are they complementary to each other in any way? What are their respective responsibilities in cooperation projects?
4.
You said that China’s invisible orthodontics market has been growing rapidly since 2015 and has now turned into a red ocean. However, it seems that there are only two leading players in the market. Do you think the competitive landscape in the market has stabilised? Will it be difficult for new players to enter the market?
5.
Let us turn back to the cooperation between Zhengli Technology and Straumann. Can you update us on the development of their academic promotion systems in the invisible orthodontics market? Can Straumann take advantage of its rich academic resources in the dental implant market to facilitate the development of its academic promotion system in the invisible orthodontics market?
6.
How are Zhengli Technology and Straumann doing in the development of dentist training systems? Can you compare them with Invisalign and Angelalign in terms of the investment in dentist training system development and the number of cooperated dentists?
7.
You’ve introduced dentists’ learning curve, and Straumann and Zhengli Technology have different starting points in dentist training. At present, how do dentists’ actual learning curves differ? Can you introduce related arrangement of training centres, the specific training periods and dentists’ certification systems?
8.
Will you please compare the market positioning and performance of Zhengli Technology’s Smyletec and Magicalign products? Are the two products benchmarked with those of Angelalign, Invisalign or others?
9.
What are dentists’ feedback of Zhengli Technology’s products and Straumann’s services? Can you cite examples to introduce the products’ evaluation and reputation?
10.
Let’s turn to the specific market performance. What are the targeted markets of the cooperative product of Zhengli Technology and Straumann, namely Smyletec?
11.
You have mentioned the penetration into public and private institutions. If Zhengli Technology wants to outperform Invisalign and Angelalign, what kinds of clients does it need to attract? Will it arouse good market responses in the next few years?
12.
Can you elaborate on the rebate and payment period that Zhengli Technology and Straumann offer to their distributors? Are their distributor policies better than those of other players?
13.
Zhengli Technology promotes Magicalign independently. Does it establish new channels or rely on the sales channels of Smyletec to sell Magicalign?
14.
What do you think of the growth potential of Zhengli Technology’s products? Judging from current trends, what will be the market share or sales revenue of Smyletec in the next 3-5 years?
15.
How many regions and dentists have the four expert centres covered exactly? As for the influence of KOLs or experts, how big is their influence in the market?
16.
In regions that you are familiar with, how well are Angelalign’s training centres operating? It may have some new moves in capital market. Is it competitive academically? Has it engaged in competition with Invisalign?
17.
What’s your take on Straumann’s potential in China’s invisible orthodontics market? Will its products, once launched in China, be able to replicate the success in implanting and possibly pose a threat to Invisalign? How long will it take to roll out its product in China?
