“...So with these numbers, we can say that if you buy a scanner on the first of January, in April you have already paid for that scanner and at the end of the year you can buy two more scanners and end the year with three scanners andbreak even?”
In August 2020, Jason Buttz, associate director of iTero marketing in EMEA, gave Christian Coachman a training session on one of iTero’s newest innovations: the iTero Element Scanner ROI Calculator.
This flexible online tool allows clinicians who are considering investing in an iTero intraoral scanner to estimate and visualize the potential return on investment they stand to gain. In a one-hour webinar, Jason Buttz demonstrated how inputting your own values for patient numbers, treatment fees and more allows you to get a result that is completely tailored to the potential success of your own dental clinic.
Watch the whole webinar here or read the full transcript below 👇🏽👇🏽
Jason Buttz:
Hi everybody. My name is Jason. I'm from Align Technology. I work as the associate director for iTero Marketing across EMEA. Today I'm really happy to introduce you to the iTero ROI calculator, which, as the name says, is really a tool which doctors can use to look at the return on investment of buying an iTero intraoral scanner.
Today we're going to step through the tool a little bit together and walk through the different parts of the tool. And ultimately, see what the takeaways are from that. So what can we do from stepping through the tool is to see how is that investment actually going to pay for itself?
Christian Coachman:
And if you allow me, Jason, I'm going to be here as a student learning from you, and also playing the moderator, the devil's advocate – questioning and interacting with you as much as I can here to really try to understand this tool. I heard the title and I really love even the name that you guys have given to this solution. It caught my attention because, as you probably know, a big part of the DSD courses is return on investment and how dentists should look into that, and how we can use new technologies to help us with that. From return on investment, to return on marketing, on new surgical solutions, on digital dentistry. I talk so much about the power of having an intraoral scanner and how intraoral scanners can generate profit but having a tool to actually provide numbers on that topic would be amazing.
Jason Buttz:
And I think that's a great point, Christian, because sometimes I think it's easy for people to say, "Hey, actually this is going to have a benefit to you as a clinician," but you don't really see where, right? So it's hard to quantify exactly how that's going to work.
So really, we'll see two parts: How does going digital help me to become more efficient and actually save cost and time? And furthermore, then, what is the upside? So I'll go digital, and that may bring a benefit to what I'm doing today, but a digital workflow shouldn't necessarily be the same as what I’m doing today from an analogue point of view. Does that make sense?
So in the new world, what else can I do? If I have more time or if I have additional tools, visualization tools to show patients their smile or what their smile might look like, how does that really influence treatment uptake and additional incremental rate?
Christian Coachman:
And this solution, I believe, shows one thing that I always say to people when I'm lecturing about the Align company and why I'm a fan of the company and the way the company behaves. Because once again, Align is showing that it's not about just selling a scanner or selling a solution; you guys are constantly trying to understand how to support people to succeed – how to create a strategy. And Invisalign and iTero are just tools that should fit into a strategy in which you should be able to measure to get metrics and understand, "Okay, this is working for me and this is how much I'm growing because of this."
So, I'm really happy to hear this and to learn about this because it shows, once again, this philosophy, this culture of Align: of looking at the dentist not only as a clinician but as a clinic owner, and how you can actually implement strategies to succeed as a business owner.
Jason Buttz:
Yeah, indeed. And I think, from our point of view, having the scanner go into the clinic, you could argue that's actually the easiest part. The harder part is actually how that becomes an integral or a trusted member of the practice team, to actually work for you and with you. So it's easy to put anything in a practice, from a technology standpoint. The question, how then does it get used in line with that strategy? So that's really, I think, an important point. It isn't just about purchasing a piece of technology. It's about what you really want to do with it. And then integrating that into your workflow and your strategy.
How does the iTero ROI Calculator work?
Jason Buttz:
So the tool can actually be found on itero.com. It's live at the moment. And if you scroll down to the bottom of the page, you'll see this section which clearly says, "Calculate your ROI." So if I click on that, I would then get a tool which looks like this.
First and foremost at the top, the calculator actually serves different languages and different currencies across Europe. So at the top, I can dive into this dropdown menu and choose my language of choice. Just next to that then, I can also choose my currency of choice. So if I'm working in Euros or Swiss francs or GBP, that can then all be tailored for the doctor, depending upon where they are.
So the first section of the tool is really going to look at what is going on in the practice today. What am I doing? What kinds of treatments am I doing? And roughly what am I charging for that? To get a baseline view of numbers, in terms of treatments, but also numbers in terms of revenue.
So really then that bit is broken down over four types of categories. So category one would be restorative treatments. Now we could've made this more complex to say, "What do you do in terms of crowns? What do you do in terms of implants?" Or whatever the other procedures people do would be. But really we said, "Okay, let's make this simple." So it's really about trying to make it simple and easy to understand and use. So we said, "Let's just put this into restorative treatments."
And then in this part, you would just say, "Okay, what is my annual volume?" So I think it's fair to look, maybe, over a 12-month period. That could be your fiscal year last year or that could be your trailing 12 months, however you feel is representative of your practice. So that would be inputted. Here I've just put some sample values. So I've chosen 100. And then, beside that you say, "Well, what is my average patient fee?" So again, with different treatments, you're probably charging different rates. But approximate rate. So what's my average patient fee for restorative treatments?
Christian Coachman:
When you talk about restorative treatment, annual treatments, are you talking about per patient or per unit? Or can you pick whichever?
Jason Buttz:
You can pick whatever. If you're charging per patient, you can pick by patient. If you're charging by unit, you can pick per unit. Whatever suits you. I think that's the beauty of this: it's flexible.
Christian Coachman:
And, for example, can I choose per the number of patients, the number of restorative patients that I treated, and then place in the second part the average ticket price that I had with these patients?
Jason Buttz:
Exactly. And the average patient fee is, again, what did you charge the patient? So the product of that, then on the right-hand side, which is labelled here as "production". You could call it "revenue". That's really what it is. So you would say, "Okay, from restorative treatments on an annual basis, roughly my gross revenue is 120K," in this miracle example.
Christian Coachman:
Just to clarify, because restorative dentists - sometimes the ones that are more organized - they even have the number of units that they did that year, right? Different from orthodontics which is usually calculated per treatment, the restorative dentist is calculating per unit. For example, 10 units, 6 units, 4 units, 20 units. So then, if I know the units, I can be even more precise with this graphic by placing the number of units and putting the price that I charge per unit.
Jason Buttz:
Again, the values are 100% open, so you can adjust this as high or as low as you want. And really, then, tailor it to your practice. And that's, I think the biggest point of all of this, which is most of these values, if not all of them, are 100% customizable in terms of what you input. There's no hard coding in the calculator to say, "This is exactly how it's going to be," or, "This is some average that we got from a study." It really and truly is customizable per doctor per practice to say however I want to look at it, as you just gave a great example, you can tailor that and adjust the calculator to fit with that.
The rest of the section works very similarly. So it's simply looking at, then, your annual volume. The next section is orthodontic treatments. So we're really talking about tooth movement, again with a similar concept. So annual number of treatments, average patient fee, and then an annual production number.
We've broken that out between that and the third line, which is Invisalign treatments, for one reason. Mainly because it's important to understand that many times, doctors will charge different rates for, say, more esthetic treatments or things with a different product, and maybe charge a different fee for Invisalign. So actually here we wanted to be very specific about, "What am I doing in terms of tooth movement, maybe with a non-Invisalign product?" And then later, "What am I doing with Invisalign specifically?"
That'll also come back into play and be important later in the calculator when we really start to look at uplift. So it's really important not to blend the two because then you might get wrong figures later when you say, "Actually, I charge a little bit more for Invisalign and I will see an uplift in Invisalign, but I do not see that same uplift in a less or a lower-revenue product." Does that make sense?
Great. So the final bit there, really, then, is how many, what we say, treatment of caries (or I'm from the US so we say cavities), how many caries are you treating on an annual basis? Again, this is going to be important later as we look at the potential uplift for the iTero Element 5D scanner and the Niri technology which is really critical in detecting interproximal caries above the gingiva.
So all of this here is just simply a sum of, what is the number of treatments I'm doing on an annual basis? What is my average patient fee? Then, as a result of that, what's my annual production? And the green bubble on the right hand side is a sum of this section. So, easy. There's no complex math involved. It's just simply that bubble there will show you what the sum of that section is.
Jason Buttz:
Great. So moving on to section two. So section two really starts to look at costs of impression, and also other costs of having impressions around the practice. So really these first and second sections are kind of looking at what we'll see just one section below: how am I really going to benefit from going digital from what I do today? And then we'll look a little bit later at that uplift or incremental revenue that I mentioned earlier.
Let's look at impression costs. So this note also mentions this could include other shipping costs which you incur as a result of sending, say, traditional impressions. So all these costs can be included here. And we have, again, a very similar process. So what is the per unit cost for taking an alginate impression and what volume, again, was done in the last 12 months? And then what is the per unit cost of silicone impressions? Which can vary between alginate and silicone. And again, what is the annual volume, and then therefore the cost?
So this is really saying, in terms of my actual physical costs, what is this costing me? So another section that we can look at is, are there any additional costs that are incurred as a result of having impressions, physical models around the practice? So I worked in the UK for three years and I met a lot of doctors there who actually had additional storage units for all of their study models. And they would say, "You know, actually, I ran out of room in my practice. I'm renting a storage unit down the street. It's actually costing me a couple hundred quid a month and wow, if I could digitize my study models as well and get rid of that cost and be able to pull that down later if I ever need it, that would be a fantastic saving in and of itself."
So we really want to capture that current cost now, and that's what this top line here is. It's the annual cost of storage for physical models. So if that's in a corner in your practice and it's not costing you anything - or you think it's not costing you anything - then you could put zero. But if you are in that situation that I described, certainly here you can capture that cost of what that actually means to you at this point.
Christian Coachman:
Most of the offices have a space to store analogue models that could probably fit another dental chair.
Jason Buttz:
That's what I was kind of insinuating: you think it's not costing you anything but every square metre of your practice which you're not utilizing could be used for something else. Absolutely. So when we look at the next line, it's to say, "How much cost as well as volume is actually done in actually producing a physical study model?" So again here, if you're doing that, if that's something that's a cost to the practice, you can note down the per unit cost of a study model. So the first box is, "What does it cost to produce?" And the second box is, "How many of those am I doing on an annual basis?"
So here, then, we start to see the total sum of all of these costs. So for all four of the lines that we've reviewed already, then we can start to get a sense of what is that overall cost. So here in this example, it's 2,400€. The interesting part comes then: what about time and what about efficiency? So how long is it then taking me? And we're going to quantify - or help the doctor quantify - not only what are the material costs, but what is my time cost? And what is the value of that time to me? And what would I save by going digital on both time and cost itself? So this is going to be the sum of this section, and then maybe we'll take a short pause because there's kind of a transition in the calculator after this.
So the first bit there is, then, what is the average time in minutes to take an impression? So, I know that many practices say, "I can whip up an alginate impression in a few minutes," or something like that. Maybe. But I think in many other practices, it takes a little bit longer. Here I've used the example of 15 minutes.
Again, the annual volume of impressions is one of those hard-coded fields, but it's actually not hard coded. It's just pulling down the value that I put in the earlier section. So we're just not asking the doctor to input something we've already asked them to input.
So here, then (on the right-hand side) what is that time based on the number of impressions I'm doing multiplied by the number of minutes it's taking me to do them? How long in minutes is that taking me to do on an annual basis? We also need to consider how many remakes are actually being done a year as well. So nothing worse than having a patient come in, you take an impression, then you actually find out later it's not suitable and you get them back in and redo the whole process.
So we've had a section here to account for that, as unfortunate as it may be for the patient and for the doctor, but they do happen, so we do have a line here for ...
Christian Coachman:
Yeah. Here we could also include: losing the impression; the package being lost; breaking the model; the impression material getting dry and distorting; the technician not liking your prep. There are a lot of things here. There's a list of things here that the digital impression will give you advantages with.
Jason Buttz:
Yeah, absolutely. Yeah, great build. So again, here we just take that time and this is just simple math. So if I'm doing 20 remakes a year and we've used that same amount of time, so 15 minutes to do an impression, – it doesn't get any faster just because it's a remake. So again, that's another 300 minutes. So we've tried to then convert that minutes into hours to make it a little bit more easily digestible, so that's what this line is. So what are the hours then, as a result of that, which are spent on taking impressions annually?
So here in this case, we have 35 hours in this practice which are devoted every year to taking traditional impressions. So that's interesting in and of itself, but the more interesting piece is, what is the time value of that 35 hours? If I'm a doctor and I'm taking those impressions myself, that's a fairly expensive help, or it would be. If there's another person in the practice who's doing that on the doctor's behalf, that's great, but they also have a cost.
So here we're asking, then, to quantify that hourly rate. So again, if I have an employee, if I'm a doctor and I pay them to take these impressions and I know what I pay them on an hourly basis, based on their annual pay or monthly pay or whatever, then that's what we want the doctor to input here. So what is the time value of that hour which my employee or I am doing to take impressions? If I multiply those 35 hours by ... I've just used, again, another value of € 350. If I multiply those two things together, I can actually see that real-time value of my time, or that individual's time, is over € 12 thousand.
So the cost of the physical impression material itself is one thing, but really we actually need to account for the time that it's taken in the practice by the personnel to do that and put a value on that as well, because that is the real sum of what it takes to do traditional impressions.
So the bubble over here on the right then actually gives a flavor of saying, "Well, how much time could you save if you went digital?" So it's noting, "Well, you could actually save 21 hours a year by moving to intraoral scanning with a digital scanner." So one of the things we have here is some data which we have on file at Align that shows that actually digital impressions are almost 60% faster than conventional impressions. So to put that in a realistic time, if that impression is taking 15 minutes in a practice to do and we actually say, "Well, digital impressions would be 60% faster," we're talking about a saving of about seven minutes. Looking at, then, having your time per patient go down from 15 minutes to seven or eight minutes. So if you add all that up-
Christian Coachman:
So 60% quicker. That's a good number I didn't have. I'll definitely add that to my lecture. And that is not counting, for example, the time that you have to grab the materials, mix the materials, wait, and then clean everything afterwards and the mess that you create? Does this already include that, or is it just the part of the mouth scanning compared to making the impression?
Jason Buttz:
I think ... I need to double check, but I think the cite is actually from, what is the actual time it's taking to do the impression itself? It's not even really looking at all those other pieces that you noted. We've actually got this cited at the bottom of the calculator. So any of the claims we actually have, any of the things where we say we have data on file, all of that is nicely summarized at the bottom of the calculator in case anybody says, "Where did that number come from?"
Christian Coachman:
Yeah. Perfect.
Jason Buttz:
So we can then look at the sum of this section. So this last number that we have here in this section, ‘total costs of impressions annually’, is now the sum of time and materials. We just established that my 35 hours times my hourly rate is over € 12,000, I need to add that to the € 2,400 which I already calculated earlier in material costs. So this is just simply saying, in time and materials, again, what is it costing me to be analogue? What is that sum total of those two pieces?
What kind of revenue lift can be seen when a clinic gets an iTero scanner?
Jason Buttz:
This is kind of a transitional part of the calculator. So we've really looked at, so far, what is going on in the practice today in terms of treatments? And secondarily is then how much is that actually costing me in terms of time and materials? So if I did nothing else, we could leave the rest of the calculator blank and say even if I just simply became digital and I do exactly what I did before, I just did it a little bit faster and more efficiently. We're not quantifying the better patient experience, because that certainly happens. But just simply looking then at my time, my material costs and the effort, you're going to save money.
So here, though, we're giving doctors a little bit more information: what have we seen and what has been proven when an iTero goes into a clinic, what happens in terms of revenue uplift, which is incremental? So we have a study. There have been several versions of this study, which was all done with a third party, and it actually proves that once an iTero goes into a clinic, we see that uplift. And that's specific for Invisalign treatment. So this isn't really calling out that everything in the practice is going to go up just because a scanner shows up, but really we're saying-
Christian Coachman:
It does go.
Jason Buttz:
Yeah. Because the iTero has gone in, then we can clearly see the very close relationship between the increase in Invisalign cases post implementation of that scanner.
Christian Coachman:
Do you guys have the number of, on average, just by having the iTero, how much more Invisalign you do?
Jason Buttz:
Yeah. So that's a great point. So we actually have it split up into two different parts. So one is to say, what am I likely to do if I'm a general dentist? So what might that uplift in Invisalign look like for me? So in this section, we're summarizing this study and trying to make it as brief and concise a summary as possible.
What this study actually shows is there's incrementality in that uplift. So if I buy a scanner, in year one I'm going to do, according to the study, as a GP, an additional seven cases of Invisalign in that first year.
Over a two-year period, I'm actually going to do 16 Invisalign cases. So the seven from the first year and nine more in year two. And over a three-year period - we actually have a three-year time horizon that we've evaluated - is actually, I'm going to do 28 incremental cases of Invisalign than whatever I was doing before. So that's over that three-year time horizon.
Christian Coachman:
So here, just to have an idea. So this example of a GP that you're taking here, without the scanner, how many cases per year was this GP doing on average? Just to add context to the plus seven. "I was doing ten and now I'm doing ten plus seven"? Or how many more or less?
Jason Buttz:
So the key bit here is this cohort of people that were in the study were typically lower volume Invisalign users. So they're people who were most likely doing five cases or less, one case every two months. So this is incredibly important for people who are at the start of their Invisalign journey and saying, "What can I do to really bring the synergies of these two things together in my practice?"
Christian Coachman:
So in the first year you're more than doubling the amount of cases you're doing? So if you're doing around five, now you're going to do 12 in the first year, and then the rest of the story there?
Jason Buttz:
That's exactly right. So by the end of year three, I went from doing five cases to now doing over 30 cases in my practice of Invisalign.
Christian Coachman:
Got it, got it.
Jason Buttz:
Which is brought on by that implementation of the scanner, and introduction of the scanner.
Christian Coachman:
I'm just asking that because that was our journey in our clinic in Brazil, and the numbers are very, very similar. Just by buying the scanner at the beginning - without really learning all the strategies to take advantage of the scanner - the first year was more or less what you're saying. And our numbers in the second and the third were even bigger than that because we were not just using the scanner but we started to really learn how to take advantage of things - that we can comment on later - beyond what you're saying, and really make the scanner become even more powerful.
But yes – if you just have the scanner sitting there and you don't study or implement any extra strategy besides just using the scanner, you're going to definitely have, and we can confirm this with our own experience, something similar to the numbers you're saying there.
Jason Buttz:
Yeah, great. Well, I mean, that's great to hear, number one that it resonates and it feels like that's true. Certainly the data that we had in the study bears that out. But it's also great to hear that clearly in years two and three that was not the ceiling for you. That was only just a baseline and you guys were able to exceed that. That's great.
So what we've got here, then, in the box to the right of that is an average patient cost. Again, it's all cited data, which is what on average - so across Europe - what does a general dentist charge for Invisalign? So we're able to take those 28 incremental cases and then put a value on what that could be. So here we've noted that that's over 135,000 € of incremental money.
So again, I think the beauty of this, as you said, Christian, in your experience, is, "Well, actually, I feel that I could do more than that." Fantastic. So maybe this number isn't the right number for you, but let's have a conversation together between Align and the doctor to say, "What do you feel that would really be for you? So maybe it's more than this, and maybe you charge something ... whatever you charge, we can certainly do the math and then see, what does that actually mean for you?"
Christian Coachman:
And how much is the scanner in € today?
Jason Buttz:
We'll come to that. So it depends on which one you choose. We have a very wide product portfolio with different pricing. But I think once we get to the end of this that, really, it isn't necessarily about how much it costs, it's about when do I make that money back?
Christian Coachman:
Because I can see there could be almost four new scanners in the office just with that revenue.
Jason Buttz:
Well, that's the thing. So exactly this... If you look at it in terms of what that can bring to the practice, and we'll see that actually come to life in the next section. That's exactly why I said I wanted to take a little bit of time here on these figures to make sure it's very clear... This is inspiration, right? So this is a little bit of facts. It's a little bit of data. It's a little bit of inspiration to say, "This is what's possible."
And then, when we get to the next section, it's really down, once again, to the doctor to input what that might look like for him. But I really do feel that's a great time to sit back and actually think about that for yourself or have that conversation, is to say, "Why do I feel the way I feel?"
So as we get to the next section, you'll see, if I put in, I might do five more cases, five. Is five the right number? And it might be the right number for that doctor at that time, but there's certainly a conversation there to say much more is possible. Why is five the right number?
And Christian, it gets back to your earlier point of, what's my strategy?
Christian Coachman:
Yeah. Now to add another piece of information to this discussion, do you have the percentage of dentists, for example, in the US that have an intraoral scanner?
Jason Buttz:
I don't have that data on hand. I think we have some general views of what that looks like. I think it's hard for us as Align, we never see what we don't see. So if they don't have iTero, that's too bad, in our view. But certainly we don't always know when someone's purchased another scanner which is not ours. So I don't have the market data on hand, Christian, to be honest.
Christian Coachman:
I have a guess. I know the last time I saw a number, it was around 12% of dentists, 12 - 15, in the US, that is one of the countries that has greater adoption of this type of technology. What I want to point out here is the business opportunity – when you have something that is so obviously bringing so many advantages and still hasn’t become mainstream. It hasn’t become mainstream. This is like the recipe to succeed. It's like the best thing that any smart businessman would love. Any business owner would love to have a solution that is 100% sure to bring return without any doubt and any risk. It is almost impossible to have an investment or a strategy that doesn't bring risks. That has almost guaranteed return.
And, on top of that, it's such an obvious decision that only 10% of the business owners are using it right now. So on top of that, you're adding a huge marketing and word-of-mouth differentiation; patient experience; psychological experience; and all the other things that we may comment later on, on top of the numbers that you're showing.
How can an iTero scanner benefit the patient experience?
Jason Buttz:
And as I said earlier, there are more qualitative factors of, what is the benefit of a patient experience – when I don't have the goop go down my throat as a patient? When I was younger, I had orthodontic treatment and I hated it, to be honest. So that was a long time ago. But I didn't enjoy it really, and if I had the ability to go through digital dentistry today myself, that would certainly be a welcome change from what I went through.
Christian Coachman:
Since you mentioned that, let’s make a little parenthesis here just to take advantage of the fact that you did conventional orthodontics when you were young. We can point out the moments, the crucial moments, that made you hate that experience.
First of all, probably entering a dental office that really didn't look very cool, then that first alginate impression down your throat making you want to vomit or run away. And then having to come back, and the day that they were bonding the brackets and making you bleed, and then suffering for days with that thing in your mouth that you wanted to run away as well. And then, on top of that, the moments where the orthodontist was reviewing your case and wasn’t very happy with where things were going, having to change direction because the technology was not there, case assessment and progress assessment was not there, quality control was not there, time lapse was not there – all the technology that we have nowadays to control a case and to guide the outcome and make the outcome look like the initial design.
I can almost see a movie on a screen divided into two sides where you have a patient going to a conventional dentist without iTero and Invisalign to move teeth, and a patient going to a doctor that has iTero and Invisalign. They would do the same type of tooth movement and point out these moments that are so psychologically strong for people and make people hate coming to us so much.
Jason Buttz:
Yeah. Actually, I had all that. And I have to say, I had a very nice orthodontist and his team. They were great people. But even that didn't make me like it. So it was the impression. I felt like I was gagging. It wasn't fun. I didn't enjoy the bonding process. I didn't enjoy going home after that bonding process and feeling hungry because I went to the orthodontist right after school. I got home, typical kid, you're hungry, you go in the kitchen, you look for something to eat, I grabbed the first thing I saw which was a box of peanuts or whatever, tried to bite down and I got a real shock with the pain that went through my mouth.
I didn't enjoy going in again to have my wires changed or tightened, my rubber bands redone. I didn't enjoy any of that.
Christian Coachman:
We can go on and on.
Jason Buttz:
Things are bad enough for an adolescent when you're 12 or 13. There's a lot going on in your life, let alone ... I don't know. It's really strange to hear people say sometimes that braces are cool for kids. They certainly weren't cool when I was a kid.
Christian Coachman:
I don't know about that. I don't know about that.
Jason Buttz:
I wish more people would've felt that way when I was a kid. But that certainly wasn't the case for me.
Christian Coachman:
And we are not even talking about adults. If you go into adult orthodontics then it's even worse, the experience and so on. But anyway, this is just an add-on to this topic to show that-
Jason Buttz:
A little bit of editorial content. But yeah, my personal experience with orthodontics was not my favorite.
Christian Coachman:
No. That's cool, yeah. Good information. Okay. Continue with your topic now.
What kind of revenue lift can be seen when a clinic gets an iTero scanner?
Jason Buttz:
Let's dive back in. So I think the other thing just to mention here before we move on is we have that same data available for orthodontists. It's actually even bigger than it is for general dentists. Again, according to the study. So if you're an orthodontist who might be listening to this, that uplift and Invisalign was even greater over a three-year period.
Christian Coachman:
And what is the starting number of cases per year more or less?
Jason Buttz:
Same for them. So this is, again, low-volume orthodontists who ... low volume with Invisalign, I have to clarify. So again, they're doing fewer than five treatments on an annual basis. So that shows, I think maybe, it isn't about, "I can't," right? Many people can. So it's just a question of, how does that come to life for you as an individual?
So many people might feel, I don't know, that, "Yeah, I see how someone can do 80 cases of Invisalign a year, but I can't." But that may or may not be true. So it's been done, and then that happens all over the world. And again, we saw that with the study data here. So whether you're a general dentist or an orthodontist, this data can speak to you. It's tailored. And again, it's also for you to sit there and say, "What might this mean for me? What are the possibilities that could be in my practice?"
We've got one more slide of data and then we get to the fun part, which is putting that down and putting that impact down on the calculator. So the next one, though, this is specific to our iTero Element 5D scanner. Which, again, has the Niri (or near-infrared) technology which helps dentists detect interproximal caries above the gingiva. And really, we did have a study as well recently where we looked at doctors who had incorporated iTero Element 5D into their diagnostic protocol. And the interesting thing here as well is we actually saw three things happen.
So the first one was, they detected more caries that they actually weren't detecting before. That number for them increased in their business by 56% across the board. This cohort of doctors that we looked at said, "For me, once I put iTero Element 5D in my clinic, the amount of caries that I detected increased." Doesn't necessarily mean they had more patients just show up with caries, right? We need to get into the why it happened, but they were able to see things that maybe they weren’t before.
The second part is, and maybe that's more what the third box on the end was, they actually were able to have an increase in the number of patients who accepted that they needed to have some treatment for that carie. So whether that was interceptive treatment to say, "Hey, look, we need to tackle this now before it gets a bit worse," and they saw that that number actually also increased 71%. Which, finally - and that's kind of the middle box - is what does that mean for my business? So this is just strictly related to interproximal caries revenue. What did I increase from just simply that line alone? And they saw that their business revenue from interproximal caries went up over 33%.
So the sum of all of this, if you take those three data points, is: I actually detected more things, I had patients who said yes to treatment, which increased my top line revenue. So again, I think it's important that, from a 5D perspective, it isn't just about Invisalign, but it also has added benefit to other procedures in a dental practice. It's fully applicable to diagnostic, restorative and orthodontic procedures.
Christian Coachman:
And this doesn't include another factor that is very ... Because there are many factors here that are very hard to measure. I really like what you guys are doing because you're kind of giving a formula to measure everything that is measurable. But there are a lot of things and a lot of benefits that go beyond this which are not measurable.
For example, the fact that you're using such a high-end technology to detect something that you wouldn't see without this technology, and learning how to explain this to the patient and really make the patient feel protected and secure and trust you much more. Unconsciously, it’s the impact of trust: "Because of that technology my doctor is seeing things that he didn't see before, that the other guy down the street doesn't see, and this makes this doctor better. So whatever else he offers is probably better for me as well."
So this not only has an impact on growing the number of acceptances of the interproximal carie, but, for example, if you also want to offer the same patient a full mouth rehabilitation: 10 veneers, implants and other surgeries, this trust will impact all the other offers that you are showing them.
Jason Buttz:
And trust is one of those great things that’s super important in dentistry. We can't capture that in an ROI calculator, unfortunately. But I think to your point, there's more than just this. So I think it's a really important point, and if we knew how to quantify that, I'm sure we would try, but it's a nice added bonus to the numbers which you see here.
Christian Coachman:
Yeah, yeah.
Jason Buttz:
Okay? So that's kind of the transitional part of the calculator and then we come to steps three and four and then we're pretty much home. So step three is then, let's put an estimate on that projected increase. So based on what we've seen from the data, based on what we've seen the impact could be in the practice for Invisalign as well as other treatments, let's actually look now at what would be the incremental production that happens.
Again, you can put in whatever you want. So I've put in some sample values here. By no means am I saying this is going to be true for everybody. It's always going to be different in every case, and that's really what I mentioned earlier. This is really customizable to the doctor and to the practice and whatever they feel is true for them, they can put down. But I do think it's good to just have a reflection on that truth, so to speak, of why do I believe that is the right number?
Here I've used some examples. So I would say, well, due to the visual capabilities of iTero, due to what I can now see with all those tools that you mentioned - whether it's an outcome simulator or a time lapse, progress assessment or the Niri capabilities as well - what I see with iTero Element 5D, I feel like that's going to help to convert patients who need restorative treatment.
Here I've just put a number of incremental patients, again on an annual basis, of 20. So we're talking, actually, fewer than two per month. So that's the reality of 20. So I always like to think of it that way. That means roughly ... Yeah, about two patients or fewer on a monthly basis are going to actually say yes to treatment that they otherwise wouldn't have said yes to. Using the same calculations as-
Christian Coachman:
If they don't do DSD. If they do DSD, then you multiply by 10, then?
Jason Buttz:
We need a DSD multiplier, right? Make a special-
Christian Coachman:
We will think about that. We will create that. Because we have the numbers, by the way. We have the numbers. With the whole Emotional Dentistry strategy, first and second appointment experience and so on, we have some numbers, but that's a very ... what you said is a very real increase with this technology. You're not seeing a crazy number. That's very down-to-earth. So, realistic.
Jason Buttz:
Yeah. Yeah. And basically, the numbers, like I said before, that we put in at the top of, what is my average patient fee? All of this is the exact same, as you can see, from the beginning. So restorative, orthodontic, Invisalign, treatment of caries. We've used the exact same structure, and now it's just really about putting in that estimated increase in production. All the patient fee numbers are the exact same, and therefore then we can see what that revenue, incremental revenue would be. I think that's important just to drive home here is we're talking about incremental cases, not sum. If it was doing 100 restorative treatments before, I shouldn't put in 120 here. That's not the total. It's just the incremental treatments to be done on an annual basis. So I think that's really important in this section.
That also then allows me to see, what is my percent change in revenue for that particular treatment type? So again, for the restorative treatment group or bucket, so to speak, I can see that actually if I did 20 additional restorative treatments, that would drive a 20% increase in my restorative revenue.
So the same would be true for orthodontics. I've put in a rogue five treatments here for orthodontics. Maybe somebody had a bad day. They didn't like Invisalign, or they didn't want it or something. Five of those patients on an annual basis actually went into something else. Okay? But we use the exact same procedures there in terms of calculating the incremental revenue.
Christian Coachman:
Now, question. Quick question here. I'm already thinking about me logging into this platform and using this platform. Do you guys have little tutorials explaining each one of these steps: "Don't put 120, just put 20," and things like this?
Jason Buttz:
Yeah. It's a good question. It's a really good point. So we are working on making an easier step-by-step tutorial, and also then maybe even putting in some kind of hover tips throughout.
Christian Coachman:
That'd be great.
Jason Buttz:
To give people a bit of a sense of extra, how to really make sure that you're doing this properly. We do expect that most of the time, we would be there with a doctor to have a conversation, or this would be a conversation starter that we can then follow up with a doctor about to say, "Actually, we saw that you were interested in iTero. Let's talk about how we can help you, why you're interested."
Christian Coachman:
Or they just watch this video that will be available online for them to watch.We're working all the time.
I mean, this is fairly fresh off the press, so to speak, in terms of we are really excited about it and recently
just finished it, so we wanted to make sure that it's out there, especially during these times. I think everybody knows what's going on with the world, is really becoming conscious and aware of what they're spending on, and rightly so. And I think that's the whole point of this calculator is really to show it isn't about your cash outlay. It's about, what is that cash outlay going to actually bring back?
So, moving on, Invisalign treatments are the same concept. So here I've used 15. And again, this is just on a one-year basis. So I wouldn't put in 80 here to say I do 80 more over a three-year period. But again, this is just a one-year period. So I've used 15. You could, again, put in any number that you want, whatever you feel is right for you. So if you're going to have a big push on Invisalign, maybe it's higher. If you're still sceptical, you don't feel confident for whatever reason, put in whatever number you want.
But again, it's going to show you the exact same uplift and revenue, as well as percent change. Again, here I can also say, "How many caries treatments might I do in addition to what I'm doing today?" In particular, I think, if you're interested in purchasing the iTero Element 5D scanner. We'll see in just a second that we use this field to break out, then, what would be the increase in production? So that's why all of this we've broken out separately throughout the calculator to really now give doctors a view of, if I choose specific products in the iTero product portfolio, this is what I could look at in terms of a return. But if I look at 5D separately, this is what I could look at. It adds even additional business growth because of the technology
Christian Coachman:
Now, a suggestion here, because many dentists, hopefully dentists are preparing themselves more and more to understand KPIs and how to have these numbers and how to log these numbers. But I know that, as dentists, many times we don't have a very clear view of these numbers. So an interesting situation would be to find very common personas; Dentists that have a very common style of clinic – a normal clinic in the countryside or a GP in a big city. Certain profiles that are common, and guide them through the process and tell their story. "This is a profile and these are the numbers they logged in because this is probably what everybody that is similar to this guy is doing. So if you don't know your numbers exactly, just look at his story and it's probably the number that you're going to see at the end."
Jason Buttz:
I think that's a really good suggestion. I think we've also had some similar feedback, so I think it's a really great suggestion, Christian. We'll look at how we can maybe take that away and build that into the tool going forward, so thanks for the suggestion.
Christian Coachman:
Cool.
Jason Buttz:
Great. So at the end of this section, then, you get a sum of what that increase in production would be, again on that annual basis. So if I'm looking at, say, iTero Element 1 or Element 2 or our Element Flex unit, then I would say, "Okay, I didn't get the benefit of that treatment of caries revenue because I don't have the 5D technology, which is helping me to see that." So I think it would be a bit unfair of us to say that that would be counted if you're not choosing 5D. So we've then said that in this situation you can see that the sum of that production would be the top three lines from above, right? So the restorative treatments, the orthodontic treatments and the Invisalign treatments.
Surprisingly, in this case, with what we could maybe say are modest numbers, again depends, is over €100,000 in incremental revenue on an annual basis. So if I'm choosing iTero Element 5D, then I get that added benefit of the treatment of caries line which is going to add a little bit more to my top line and we can then compare that return, if that's the scanner that I want to choose.
So we've also been able to break that down again, just simple math. So we're taking that overall annual number. Many dentists and orthodontists look at things on an annual basis.
Christian Coachman:
I look at that number and I think about a fancy car and a great vacation with the whole family.
Jason Buttz:
Yeah. And that's the beauty of it, right? So whatever's important to you, whether it's working less or making more or making more and working less or spending time with family or whatever the case, that's really what all that time savings can be reinvested in. And certainly the revenue part can be either reinvested in or not.
So yeah. That's the whole point is, really, what is this going to add to the practice?
Christian Coachman:
Definitely. If the goal here is reinvesting, and for a dentist that is really willing to become more competitive, I would definitely think about most of this money for reinvestment. With that amount of money, I can say that you could differentiate your office and incorporate all the strategies that all the opinion leaders are talking about today in one year by doing this.
Jason Buttz:
Yeah. Again, however that investment strategy wants to be done. I think a little bit of that is also what we'll see in section four here: what is the cash outlay today versus that potential increase in the savings that we had from up above? So this number here is certainly going to, as you said, help pay for the initial investment in the iTero.
Christian Coachman:
Now, I just had another idea I just want to share before I forget. On our DSD courses, I want to do this live with participants. I want to pick some of the participants and guide them through this process and have a few participants fill this in and get to these numbers live on our courses. Maybe with your guidance, you can join us live Align and go through the journey with us.
Jason Buttz:
Yeah, sure. I'd love to. That would be great. Let me know when and where.
Christian Coachman:
Let's talk about it.
Jason Buttz:
Sounds good. Great. So this section then really lets me see that incremental uplift piece. And then we've got, as well, some bubbles on the right-hand side that show: what are the increased monthly savings that I would actually have both from my incremental revenue as well as picking from the top where we had that monthly savings on just the time and materials? So you can see that up above in these ones here.
So we're just simply saying, "What was that average monthly savings that we saw only in time and materials?" And let's add that into the additional incremental uplift that we have here. So this is a nice summary of saying, "Okay, if I go digital, I'm going to get more out of my production, but I'm also going to benefit from a more efficient process, fewer costs," and that's the sum value of both of those pieces.
Christian Coachman:
Got it.
Jason Buttz:
So the final step is really the fun part. And we allow people to look at what we call the total cost of ownership of an iTero scanner. So what is the total cost of ownership? So really, it's just simply to say, "What's it going to cost me to have an iTero and invest in an iTero?" And we're not just looking at the capital outlay for the scanner itself. There are other costs as part of being an iTero owner, and we're transparent with what that could be.
And you can look at those costs over any of the three time horizons that we have here. A one-year time horizon, a three-year time horizon or a five-year time horizon. So again, it all depends on what kind of time horizon you want to look at. If you're saying, "I'm thinking strategically, I'm thinking five-year plan," maybe five years is the right one for you. And so on and so forth.
So again, it's really about flexibility. I'll come back to the three- and five-year options in just a second. So here I'm going to leave my scanner model as is, but I think it's just to note that here you can pick whichever scanner model is in the dropdown list. So this is reflective of our current product portfolio and the doctor is able to choose whatever scanner that they'd like to look at.
So the next line here is then an estimate around the cost of actually purchasing the scanner itself, as well as any of the what we call iTero service plan, which then covers all of the additional pieces. It's really a value add in terms of what we provide around cloud storage, unlimited use of the scanner, free software updates. So any of these things that we're doing from an iTero perspective and pushing that out again as a part of this service plan.
So hardware on the unit itself. So if for any reason something doesn't work properly, then under that plan there is no additional cost. So it's important, I think, that we allow people to look at that cost and really evaluate, is that actually going to make any difference in terms of the ROI that this is going to bring?
In year one, the beauty of it is, there's no fee. So the first year of ownership for iTero, it's all included. So the first year, you're not going to pay anything in terms of the service plan. So really, if you're looking at a one-year time horizon, you're simply looking at, what's my capital outlay for the scanner itself?
So I've used a list price right now for 5D of around €40,000. Certainly if you're with a sales representative from Align, they may be able to quote you something different and bespoke based on some of the different options we have to purchase. But really I think, even using a list price here of what we have, I think you'll see that there's still a very significant return on investment coming from this value itself.
Christian Coachman:
And if you are a DSD member, you have a very, very good discount as well.
Jason Buttz:
Exactly. Speak to your local iTero or Align representative.
Christian Coachman:
That's true, by the way.
Jason Buttz:
Yeah, it is. So the last piece really here is then we do have single use disposable sleeves. They do have a cost. And again, we're being transparent with that. And this is, again, a fully open field. So if I feel like I'm going to scan every single patient in my practice for the next year – and I may scan them more than once, because it doesn't just need to be done at the beginning of treatment. iTero's not just an impression taking machine.
Christian Coachman:
Exactly.
Jason Buttz:
I think it's important to remember that. And yeah. If you're doing it that way, then there's a lot of value that you miss and a lot of value you don't bring to the patient, whether that's restorative or Invisalign. It doesn't make a difference.
So again, here, the point is we're allowing people to put in how many of those disposable sleeves would I use? There's a cost that's built into the background and then you see the sum of what that would be based on the per unit price.
How can an iTero scanner benefit your safety and hygiene protocols?
This is obviously not part of the calculator, but I think one of the things that people are very conscientious about, both in practice as well as from a patient perspective, is safety and hygiene at this point in dentistry.
So if I go in and I need to have an intraoral scanner and I need to have that part put into my mouth, how do I know as a patient, I guess, that that is sterile and clean and safe for me? So we've actually, as part of ... not a part of the calculator but in light of some of the recent situations in the world, we've also strengthened our dissemination of what we call "safety and hygiene protocols for disinfecting the iTero unit".
So one of these things is specifically around how that single use sleeve, in this case, is actually a key benefit. So it's not going to be autoclaved. There's no risk of additional infection because something was autoclaved or not. So really we see that as something that should help to ensure patients' safety, and give a doctor some hints on what they can do to really replace those in front of patients, sterilize the unit in front of patients to really make them feel like they're in a safe and hygienic environment. So a little bit of a tangent away from the calculator, but I think it's important to know about those sleeves.
How does the iTero ROI Calculator work?
Right, so then I get a sum here of, for my one year of buying my iTero Element 5D, in terms of the hardware cost as well as my scanner sleeve costs, I'm looking at a little bit over €40,000. Let's now contextualize that investment of €40,000 in terms of what do I get out of it?
So the last bit really is then saying, "Okay. I've chosen my iTero Element 5D intraoral scanner. I can now see that based on the time savings, cost savings and additional incremental revenue which I've projected for myself, this investment of €40,000 would pay itself back in four months." So, in finance, that's the ROI horizon or payback period. And really, that's exactly what we're saying. So actually, for a doctor who may feel, "I can't spend €40,000," it's actually not a lost amount. It's not a sunk cost, so to speak. So actually what I'm doing is investing €40,000 into my business, which, according to this, is paying itself back in four months.
After that four months, in that one year, I'm left with what's next after that which is my net profit. So, hey, I spent €40,000. I made more based on what we saw above. So actually, after all of that, I pay myself back in four months. And at the end of that year, I have roughly €70,000 right from my incremental revenue.
Christian Coachman:
So with these numbers, we can say that if you buy a scanner on the first of January, in April you have already paid for that scanner and at the end of the year you can buy two more scanners and end the year with three scanners and break even?
Jason Buttz:
Sir. That's correct.
Christian Coachman:
Got it.
Jason Buttz:
So this investment is saying, it's 176% ROI, my return on that investment. I wish my savings account was giving me 176% ROI at this stage. But that's certainly not happening. The decimal's in the wrong place.
So I think this for me is the take away. All of this has led us to this point, which is to say, "Look, if I bring an iTero Element scanner into my practice, yes there's a cash outlay. Yes I need to put some money on the table. But actually, what is that money going to do for me?" Really making it tangible from all the things that we've talked about. And it's no longer now: "I feel a scanner might help me." It's, "On paper, I see and do the math, that this is actually going to result in a payback for me in four months and net profit afterwards."
Christian Coachman:
Yeah. Something that I've been saying on webinars for the last four months during these crazy times, that fits perfectly here, is that investing in times of crisis, in the moments of recession that we are facing, is very risky. But not investing is even more risky. And it's all about handpicking the right investment since everybody is of course in a situation with maybe a little bit less money and so on, or are a little bit more careful or a little bit more worried about what to do with their money. Now, we need to research and first, understand that we cannot stay where we are. We need to really invest to grow, to differentiate and to be competitive, and we need to analyze the options and invest in the right thing.
And going back to what we said before, this is a done deal. It's almost zero risk. The return is there. The numbers are there. The numbers you're putting in this table are very down to earth, very realistic, and the consequences are pretty obvious.
Jason Buttz:
Yeah. And again, I think that's the beauty of the calculator. Whether or not anybody agrees with the numbers that I just inputted, if they do this exercise for themselves and put in numbers that they believe in, they'll get the truth. Well, they'll get their truth, at the end of it.
So this isn't anything where we've put in a lot of things and said, "This is what's going to happen for you." We've given some data along the way that maybe may give people peace of mind of what it can do. But really at the end of this, what part of this wasn't filled in by me? None. So if I reach the end of this and I feel like I believe in what I've inputted and the numbers are true, you should arrive at a value that's true at the end as well.
So I think that's what I'm saying. It's really important that people feel like this is reflective of their situation and really will represent them and their practice. So that's why we've left everything open, fully input-able by the user. Something that, by the time they get to the end of that, they want to click this button here at the end which is, "Hey, you know what? I don't want to have to take screenshots of this on my phone or whatever that might be. I can just click this button and I'll actually be able to email myself a copy of the output of this report."
So some simple steps: put in my name, my email address, some other contact details, click "send report" and I'll get a PDF version of this report for my review later. So I may be able to take it to my staff or may be able to take it to another investor or whomever else I have in the clinic," if it's not you. And then say, "Hey, look. I actually did a really cool exercise. Have a look at the numbers. Let's talk."
Christian Coachman:
Very cool. Very cool.
Jason Buttz:
Yeah. So we've reached the end of our calculator journey.
Have any other questions or thoughts?
Christian Coachman:
Well, is this a platform that can only be used by iTero users or anybody?
Jason Buttz:
Yeah. It's available on itero.com. So if you go to itero.com. If you're in Europe, please choose a European version. There is a slightly different version in North America. But for Europe or if you're EMEA, the broader region, certainly if you're anybody who's interested in incorporating iTero into their practice, or even incorporating another one if you already have one or two in your practice. It's fully open to the public on itero.com.
Christian Coachman:
And is this already up and running?
Jason Buttz:
Indeed. It's live.
Understanding the value of what we can and cannot measure
Christian Coachman:
Fantastic. And I made some notes here about everything that I learned – maybe a little conclusion here. There are different ways to get a return on your investment in anything you do. In your dental office, when you purchase a system, a technology, an equipment, a new technique, or have a new team member, there are different aspects of what is going to bring the return on your investment.
You talked very well about certain aspects of this calculation that are related to efficiency. Basically increasing profits by the fact that by incorporating this technology, you're going to save money, you're going to save material and save time and that's directly related to money. And even though the difference may be a small difference per procedure, if you calculate over an year, you get these very significant numbers. You also talked about more production in terms of using the system to see things, and because you see, you can suggest the treatment and you can convince through this technology. So you also bring this calculation into this number that we are seeing over there.
But, I just wanted to add, on top of that, we also need to understand the things that we cannot measure. And that is, for example, by using this technology: the quality of your diagnosis; the quality of your communication with the lab; the quality of your tooth preparation; reducing repetition; improving the visualization of mistakes beforehand; forecasting issues; registering the bite better; not distorting the models and the mounting and the pouring and hundreds of things that the analogue procedure brings.
And on top of that, you also talked about hygiene and the way we can incorporate this technology in hygiene and prevention, and because of that, the protection of your clinic. Train the assistants and train the hygienist in this technology to detect issues, to communicate better with the patient, to excite the patient, to change the experience, to transform patients into loyal clients, into loyal fans, into promoters.
On top of that, usually on the DSD courses I talk about return on investment and I say there are two major ways. It's either you increase efficiency or you create differentiation. And the efficiency is very easy to measure, or it's possible to measure. Not very easy. You guys made it easier through this tool. It's not that easy. It's easy now with this tool, but we can measure so it's very clear.
Now the differentiation part is even more powerful. So the number you said there with the profits at the end of the year that are real, it's only calculating the part of the return or the part of the impact that iTero brings that you can calculate. Now on top of that - we cannot calculate it but I can guarantee that it's even bigger than that number - there’s the psychological impact, the emotional impact, the experience, the differentiation, the impact of having technology and how technology makes patients trust us, believe us, embrace us, like us, get onboard, and talk about it, and the word-of-mouth of this technology. When they go back home and say, "You cannot believe what my dentist did to me today. So cool. So exciting.”
These things are impossible to measure. So these numbers are extremely powerful but extremely conservative. Extremely realistic and conservative, and that's the beauty of being a dentist but also stopping for a little bit and thinking a little bit more as an entrepreneur, as a business person, as the owner of a business. Because when we stop and we think a little bit about these things, we build better strategies. We make better decisions and we invest in the things that are worth investing in.
Jason Buttz:
Yeah. You said it beautifully. I can't improve on that. So I think the only other thing I would say is - bringing back my anecdote from earlier - I never had any of that with my orthodontic treatment either. So I didn't have a better patient experience. I certainly had nothing to share with my friends or family at the end of the day. And furthermore, I actually had no ability to visualize what was happening in my own mouth. I never saw my back teeth. When would I have done that as a 12-year-old kid? But I might've been interested in that if my orthodontist had shared a simulator or a time lapse or something with me so that I could visualize what my smile was at the time, or even how that was changing. I think it's also hard with braces. I had braces for probably three years. It wasn't crystal clear to me anything was getting better.
Christian Coachman:
Yeah, for sure.
Jason Buttz:
We never had any of those checkpoints along the way to feel like, "Oh, you know what-"
Christian Coachman:
You're blind.
Jason Buttz:
"... good diligence of brushing my teeth every night and flossing and changing my rubber bands or wearing my elastics, if that was what I needed to-"
Christian Coachman:
If you go to a dentist that doesn't have this technology, you are blind. And when you're blind, you have to trust on a different level – and modern consumers don't like to trust like that. Modern consumers don't like that experience. This is gone. This is like patients from my father and my grandfather’s time. Don't ask questions, open your mouth and trust me. This is gone.
Congratulations to you. Great presentation. Congratulations to the whole team that was involved on this idea and on the construction of this solution. I can guarantee we're going to bring this to the DSD courses. We're going to make this cool. We're going to make this fun. And we're going to make this powerful to make people understand how to do better business.
Jason Buttz:
Great. That's fantastic to hear. If you guys have any questions along the way, if there's anything that comes out, certainly let us know. We're certainly willing to help out on that journey. If there's great feedback we get from participants and users of the tool, we'll certainly make that happen as well.
So this is only the beginning and we'll improve it however we can going forward. It's really great to hear that you feel that it would be a valuable tool, something that really brings a bit of value to the experience and is a nice, I guess, piece for people, really, to evaluate the impact that iTero can bring to their practice.
Don’t forget that you can watch the full webinar here!
This content was created in collaboration with Align Technology®
