Jeff Johnson: Thank you. Good evening, guys. Two things stood out to me in the quarter guys and I want to ask on both of them. One, your Western European growth is strong again. This is second quarter in a row that I think your three-year compound annual growth rate, so not even a stack growth, just your compound annual growth rate over a three-year period now up into the upper single, if not low-double-digits. I think over the last couple of quarters that acceleration sounds like it’s timed pretty well to some DSO wins you’ve had with Spark over in Europe. So, one, I mean, is there anything €“ what can you say about the underlying market, I guess, ex-Spark in Western Europe? Is the consumer demand there for dental services still solid or is it more outperformance on your part?
And two, how to think about that European growth then once you anniversary through a couple of those DSO wins in the back half of this year? Does that come back down? Does that normalize the, kind of that end market growth or can you sustain, kind of that elevated growth?
Howard Yu: Thanks, Jeff. So, the simple answer is a lot of it has to do with execution. But let me just walk you through why we feel confident that that growth is going to continue. As you recall, if you go back and I’ll walk you through both implant, as well as the ortho part of our business. We started a very systematic approach and geography by geography. Training a small number of orthodontists carrying them to ramp and then we move to the next level and the next level and countries such as Spain became really a poster child for us of how do you go systematically change the business and create a sustainable growth over time? You mentioned DSO, yes, it is a factor, but it’s a lot broader Western Europe is a lot broader than DSOs. If you look at the number of individual practitioners that they have signed up to our program and they’re ramping up.
That is a very wide implementation and execution plan. And it wasn’t only the product, it’s training education after sales support, as well as what we call digital clinical success capabilities that we put in place. We took that model, we went to the next geography, and we replicated from Spain to France and so on and so forth and we’re beginning to see that momentum taking shape, geography by geography, and we have a lot more room to go in the European side and specifically on ortho side. Our bracket and wire had always performed well. We always had a great relationship with orthodontist in Europe and that has given us the opportunity to open the door to show him additional capabilities to make him successful. And we have an incredible team on the ground that also really plays an important role and partners that really they see this company as their own company.
They see the product, they have a responsibility to show other peers what products can do. On implant side, as you recall, I mentioned that before, about two years ago, we really changed our go to market activities. We had some challenges around customer experience. We consolidated a lot of our order and management contract activities, just to give you a feeling that two-year time period, we had close to about 350 people in and we built the Envista Prague Center based on continuous improvement, daily management, and standard work, it consolidated with 15 different languages, really changed the model of our customer experience from a low call 1 to 1 to a more of a broader holistic approach. And our implant at the outcome has continued to perform every quarter positively.
