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Align’s iTero Scanner Was Strong Growth Driver in 2017

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iTero scanner performance

In 4Q17, Align Technology (ALGN) reported $57.1 million in revenues from its scanner and services business, registering a YoY (year-over-year) growth of ~37% and a sequential growth of ~30.8%. The robust growth was mainly driven by the company’s continued investments in its scanners and services business around the world, sales promotions, and its go-to-market strategy. The company also attributed its robust scanner and services growth to its US distributor Patterson Dental as well as shipments to its DSO (dental service organization) partners. The company registered record iTero scanner shipments in 4Q17.

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For 2017, Align Technology registered a rise of 37.5% in its iTero scanner shipments. It had strong iTero scanner business growth in the EMEA (Europe, the Middle East, and Africa) and APAC (Asia-Pacific) regions. The company received iTero certification in Japan in 3Q17 and expects to see strong growth in the Japanese market going forward.

iTero scanner and Invisalign utilization rates

Expansion in Align’s iTero scanner customer base is one of the key drivers of the increase in Invisalign utilization rates around the world. In 4Q17, North America Invisalign cases submitted with a digital scanner rose ~64.1% compared to ~51.3% in 4Q16. International cases rose ~40.8% compared to ~24.9% in 4Q16. For 2017, iTero scanners reported a YoY volume growth of ~37.5%.

According to Align Technology, the iTero scanner provides the best Invisalign workflow. However, the company has a list of qualified scanners for Invisalign treatments that include the 3M (MMM) True Definition Scanner and the Cerec Omnicam by Dentsply Sirona (XRAY). The Planmeca PlanScan intraoral scanner by Henry Schein (HSIC) is another competing scanner.

In November 2017, Align Technology entered into a distribution agreement with Glidewell Dental in North America for its iTero Element scanner. It will be used with the newly unveiled glidewell.io In-Office Solution, a chairside restorative ecosystem by Glidewell Dental. The deal is expected to accelerate the uptake of Align’s iTero scanners.

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