2 2 ◊Page 1 year in 2021, both globally and in the EMEA region? Markus: Looking at our Q1-3 2021 per- formance, we have done well in the EMEA region, with the growth being driven by markets, such as Spain, France, the Netherlands and Germa- ny. A few countries did very well in the first part of the year compared to last year and we can attribute this to the acceleration of the digital treat- ments during the pandemic - for obvious reasons. Globally, we have announced numbers for the third quarter - and we did very well as an organization. For the Q3 2021, total company revenues were up 38.4%, year-over-year. It has been a strong quarter for the company, with 11.6 million patients treated to date. We couldn’t have achieved it without over 200,000 Invisalign trained doc- tors globally – dentists and ortho- dontists - their passion and commit- ment for transforming smiles and changing lives of their patients. What is remarkable is how we did on the scaling side: digitalisation really moved up significantly on every- one’s agenda. That’s one of the rea- sons why iTero scanners were in high demand during the first three quar- ters of the year - everywhere globally, but especially in Europe. With this continued trend towards digitalisa- tion, it is becoming more important for dentists to consider digitalisation for the future of their practices, and patients – also in the Middle East. You recently announced the devel- opment of Align’s first manufac- turing facility in the EMEA region - how will this impact business and how do you envisage it providing additional support for Drs in this region? Markus: This is another attempt by Align to get closer to dentists and or- thodotnists here, in the EMEA region – as part of our global operational expansion efforts. Three years ago, we moved three operational centres, where ClinCheck treatment plan- ning is done from Costa Rica to Eu- rope—Germany, Spain and Poland. This year, we also added a treatment planning facility in France. We are continuing this trend of regionalisa- tion, so that we can be present in all the major markets in the future with dedicated centres. Aligner fabrication also plays a major role for us in order to be much closer to dentists, which obviously has a number of advantages. We plan to open the manufacturing facility in Wroclaw, Poland in 2022, and over time, manufacture all our aligners for EMEA doctors from the new facil- ity. It`s a major investment for Align Technology, with our plans to add over 2,500 jobs over the next few years. Has the pandemic hindered these plans? Markus: The pandemic actually did not hinder the process as such - we were lucky to be able to continue with the original planning and prep- arations, despite the lockdownn. We started the construction earlier this year, after we announced that we are going into Poland with clear aligner fabrication, and we plan to be ready in early 2022. I’m confident that we will be up and operating from Poland in the first half of the year – according to the progress the team is making. Here, I would like to recognise our operations team, our vendors and of- ficials for their support and commit- ment to make this project happen. During the pandemic, what meas- ures did you take to help doctors and patients navigate the chal- lenges they were facing? Markus: First of all, we introduced an immediate recovery programme for dentists and orthodontists. We also introduced a couple of educa- Angelo Maura – General Manager for MEA at Align Technology INTERVIEW Dental Tribune Middle East & Africa Edition | 1/2022 “The affect of the pandemic IMPRINT on dental practices has PUBLISHER AND CHIEF EXECUTIVE OFFICER Torsten R. OEMUS demonstrated the importance of digitalisation in practices.” tional activities to help keep busi- nesses running. In some markets, dental practices were closed for sev- eral months, so we introduced the Invisalign Virtual Appointment tool through a platform called Smile Con- sult, in order to give them the oppor- tunity to connect with their patients virtually, during a time when access to the practice was limited or not al- lowed. We also put a lot of emphasis on the education and used this time to enlarge our footprint in education in order to help build doctors` con- fidence in handling and using our products in their day-to-day practice. We increased our investments signif- icantly during this time, because we knew that this was needed by den- tists and orthodontists. Honestly, we focused and listened very carefully to our customers to show empathy in this new situation, as well as un- derstand what they needed the most - and the need was obviously differ- ent from country to country. Also, the measures in place and the impact of the COVID-19 pandemic were very different across the re- gions, however we have taken the necessary measures to be able to provide the best service for our den- tists across the board, and I think the relationship has become even closer in the last year. We analysed the feedback from Invisalign trained dentists, and we are very happy with the feedback we have received, but we always know we have to do better each time. There is never a point where I would say we have reached all our objectives, because we still have a lot of oppor- tunities to train more dental profes- sionals, make clear aligner therapy available to more consumers - and to help dental practices operate bet- ter. Doctors are at the centre of eve- rything that Align does, and doctor- led therapy is essential to treating patients with great outcomes and in a safe way. Concerning risks, the direct-to-con- sumer segment poses a consider- able risk, and therefore we want to strengthen the dentist in order to cope with the situation and to give clear arguments that the quality and outcome of the treatment of a dentist-led process are the best ones possible. Our aim is to support them in the best possible way. Align Technology is known for ac- celerating new technology innova- tions. Can you tell us about some of the key innovations that distin- guish within the industry? Markus: I was at IDS (Dental industry and Dental trade fair) in late Septem- ber, and our approach was different this time, which is probably the fu- ture of the way Align will be present during these kinds of meetings. We did a hybrid model: we had a big booth of over 600m2 there and a live studio, where we had a lot of in- terviews, meetings, educational ses- sions, and presentations by dentists and by internal staff. We had over 20,000 dentists sign into our digital broadcast, and up to 8,000–10,000 dentists watched the sessions live every day. This international meet- ing, as you know, is the biggest dental conference in the world, and many dentists from Asia and from America joined the sessions—that’s our future! Everything at IDS was focused main- ly on two products: iTero intraoral scanners, especially our new series, the iTero Element Plus series, which we launched in the beginning of the year, and the Align Digital Platform. We connected all the dots, all the different opportunities with exocad and with the restorative element as well as the orthodontic element and the possibility of even combining both. That’s really the opportunity for us in the future. We are concen- trating a lot on the digital platform to explore the opportunity of the digital practice more in the future for our dentists. The next question is for Angelo. Align recently released a white paper in the Middle East around digitisation and patient care dur- ing the pandemic, why was this developed and what were the key findings? Angelo: The story behind it is that we really wanted to understand how the behaviour and how the attitude of the public and of dentists has shifted because of the pandemic. Teleden- tistry has always been here, but what happened with COVID-19 was that it accelerated the adoption of teleden- tistry because it had become neces- sary and no longer optional. We wanted to understand more, so we did two things. We ran a YouGov sur- vey for 1,000 respondents, half from the UAE and half from Saudi Arabia, from different walks of life, with dif- ferent demographics and in differ- ent geographical places. We also ran round-table discussions with some of the biggest key stakeholders in the region, such as Dr Mubarak Al-Saeed from Kuwait and Drs Reem al-Ansari and Suliman Shahin from Saudi Ara- bia. We asked how their attitudes had changed towards teledentistry, digital, and remote care. These individuals formed the Align Technology Advi- sory Council, upon which the white- paper we developed was centred. When it came to the research, we found that, even though only a third of prospective patients used digital tools to connect with their dentist during the pandemic, 78% of them said that they found it convenient - and even more convenient than before. Almost all of them said that they would like to keep using it also after the COVID-19 pandemic. On the dentists’ side, it was not only because they found it convenient; it was also because they found it more efficient, because it meant that they could see more patients in less time. One of the things that we spoke about as part of the Advisory Coun- cil was the value of a face-to-face interaction between the dentist and patient. The dentists advised that we keep pursuing digitalisation of tools, but without completely doing away with the importance of physi- cal interaction. They have appreci- ated our digital interaction tools ÿPage 4 CHIEF CONTENT OFFICER Claudia DUSCHEK DENTAL TRIBUNE INTERNATIONAL Holbeinstr. 29, 04229 Leipzig, Germany Tel.: +49 341 48 474 302 Fax: +49 341 48 474 173 www.dental-tribune.com General requests: info@dental-tribune.com Sales requests: mediasales@dental-tribune.com DENTAL TRIBUNE MEA EDITION EDITORIAL BOARD Dr. Aisha SULTAN ALSUWAIDI, UAE Prof. Paul TIPTON, UK Prof. Khaled BALTO, KSA Dr. Ninette BANDAY, UAE Dr. Nabeel HUMOOD ALSABEEHA, UAE Dr. Naif Almosa, KSA Dr. Mohammad AL-OBAIDA, KSA Dr. Meshari F. ALOTAIBI, KSA Dr. Jasim M. 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