Align Technology, Inc. (NASDAQ:ALGN) Q2 2023 Earnings Call Transcript

Joseph Hogan: Elizabeth, I’d say our sales practices are consistent and dynamic in the same way, consistent in the sense of the number of salespeople we have, how we train those salespeople, how they go to market. We obviously offer different products in different areas. We split up orthodontics salespeople and general dentistry salespeople specifically because it’s just a different kind of a call. So there’s no I’d say, big change in the sense of how we go to market. And obviously, our iTero sales force works really closely with the Invisalign sales force and overlaps in some areas. But I might be missing your question, but there’s no, I’d say, material changes going on from a sales as salespeople, a number of salespeople standpoint and specifically the way we approach the market.

Elizabeth Anderson: Okay, thank you guys.

Operator: Thank you. Our next question comes from the line of Michael Ryskin with Bank of America. Please go ahead.

Michael Ryskin: Thanks for taking the questions. I got a couple of quick ones. One is well, actually kind of related. One is just related to the results, 1Q to 2Q and sort of your outlook for 3Q — just sort of a yes or no question. Is it safe to say that you’re kind of back to the usual seasonality you’ve seen historically, it’s been a little volatile for the last couple of years, but it seems like we’re setting the back in that routine. Is it safe to say that, that should be our base case approach going forward?

John Morici: Well, I think what we see is in terms of our Q2 to Q3 guide, that is more of a typical seasonality flat to slightly up from Q2 to Q3. So that’s — that is that how that goes going forward. I think given the commentary that we’ve given just the overall macro uncertainty, we’re not ready to say that. We’re completely back to normal seasonality. But what we see in the short term here in the guidance that we gave that reflects that.

Michael Ryskin: Okay. And then the second one would be on the Analyst Day. I mean, a couple of pieces there. One is, could you just what goes into the thought process that now is the right time to have the Analyst Day. As you say markets are still pretty uncertain. There’s still some volatility, visibility is not fully back. So kind of what goes into that decision? And then related to that, the long-term guide, is that something you’re going to be addressing just as we start thinking about modeling 2024 and going forward from there?

Joseph Hogan: We usually do this about every two years, Michael. It is a really sophisticated algorithm we use to figure that out, but it’s about every two years. And we think it’s just about time for that, too, from the standpoint of just to reinitiate the investor base in the sense of where we’re investing, how we see the marketplace. And just a good summary of a lot of the questions that have been asked.

Michael Ryskin: Got it.

Shirley Stacy: Yes, sorry. Is there one more question?

Operator: Our next question comes from the line of Jason Bednar with Piper Sandler. Please go ahead.

Joseph Hogan: Hi, Jason.

Jason Bednar: Thanks. Good afternoon. Thanks for taking my questions guys. I wanted to touch on a few things that stood out to us in the quarter. Maybe first, just the combination of a sequential increase in doctors you ship to plus higher utilization across all channels that you serve again, always good to see that combination come together. I know you don’t provide the granularity anymore on doctor shipped across the U.S. or international markets. But — just I guess, directionally, are you able to specify whether the increase in doctors is exclusive to China coming back online and expansion in APAC? Or did you see an increase in users in your North American channels and EMEA channels as well?