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Align Technology, Inc. 2006 Annual Report

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Align Technology, Inc. 2006 Annual Report our path is clear... Align Technology, Inc. Inc. Technology, Align 2006 Annual Report2006 Annual 881 Martin Ave. Santa Clara, CA 95050 408.470.1000 www.aligntech.com Align Technology, Inc. 002CS-13275 2006 Annual Report in every sense officers and directors EXECUTIVE TEAM Len Hedge Joseph S. Lacob Thomas M. Prescott Vice President, Operations Partner Kleiner Perkins Caufield & Byers President and Michael Henry Chief Executive Officer Vice President, C. Raymond Larkin, Jr. Eldon M. Bullington Information Technology Chairman of the Board Vice President, Finance and Chief Information Officer Align Technology, Inc. and Chief Financial Officer Gil Laks George Morrow Hossein Arjomand Vice President, International Executive Vice President Amgen, Inc. Vice President, Research Darrell Zoromski and Development Vice President, Global Marketing Thomas M. Prescott Sonia Clark and Chief Marketing Officer President and Chief Executive Officer Vice President, Human Resources BOARD OF DIRECTORS Align Technology, Inc. Dan S. Ellis H. Kent Bowen Vice President, Bruce Rauner Professor of Greg J. Santora North American Sales Business Administration Former Chief Financial Officer Harvard University Graduate Shopping.com Roger E. George School of Business Administration Vice President, Legal and Warren S. Thaler Corporate Affairs, General Counsel David E. Collins President and Corporate Secretary Former Vice Chairman Gund Investment Corporation Johnson & Johnson shareholder information CORPORATE INVESTOR RELATIONS TRANSFER AgENT HEADQUARTERS For additional information about Align, Computershare Trust Company, N.A. Align Technology, Inc. additional copies of this Annual Report P.O. Box 43078 881 Martin Ave. and Align’s Annual Report on Form Providence, RI 02940-3078 Santa Clara, CA 95050 10-K as filed with the Securities and Shareholder Inquiries: 781.575.2879 408.470.1000 Exchange Commission, or other finan- Website: www.computershare.com cial information, contact: business description WEB SITE INDEPENDENT REGISTERED www.aligntech.com Investor Relations PUBlic AccOUNTING FIRM Align Technology, Inc. is a medical device company engaged in the design, manufacture and marketing of tlanta, Georgia tlanta, Align Technology, Inc. PricewaterhouseCoopers LLP A Invisalign®, the world’s leading clear, removable orthodontic product. / 881 Martin Ave. Ten Almaden Blvd., Suite 1600 Invisalign is a series of clear, removable aligners that orthodontists and general dentists prescribe to help their Santa Clara, CA 95050 San Jose, CA 95113 patients achieve a better smile. Since 1997, more than 40,800 doctors worldwide have made Invisalign a part of Email: [email protected] see eye GENERAL COUNSEL their practice, and more than 529,000 patients have undergone Invisalign treatment. 408.470.1000 Wilson Sonsini Goodrich & Rosati Align is one of the world’s largest manufacturers of mass customized products, with more than 22 million 650 Page Mill Road unique aligners manufactured to date. Palo Alto, CA 94304 designed and produced by designed and produced 2006 Annual Report everyin sense Ten years ago, Align Technology began to revolutionize orthodontic treatment with the Invisalign system. Since then, we’ve shared the benefits of Invisalign clear aligner therapy with an ever-growing base of general practitioner dentists and orthodontists. More than 529,000 patients have under- gone treatment with Invisalign. We’ve won awards for financial growth and product innovation, and seen everyone from supermodels and CEOs to grandmothers and college students improve their smiles with Invisalign. Align has also faced the challenges inherent in any young company’s rapid growth – the pressure to deliver better/faster/ cheaper, the need to scale, the struggle to define long-term objectives and a battle to defend our technology and lead- ership position. Today, Align Technology is more focused and energized than ever before. Our strengths are evident: tremendous market potential, first-mover advantage in the clear aligner field, strong IP and a tested patent portfolio, two different yet equally passionate customer groups, a history of innovation and a commitment to product excellence. We have only begun to tap the market of more than 77 million potential patients. Align’s strategy for success is simple: establish product leadership with unique products and tech- nology, create a customer-focused organization and achieve operational excellence. Execution is the key to building long- term value for our shareholders and to reaching our goal of $1 billion in annual revenue. We have the potential, the vision and the strategy. Our path is clear … in every sense. 1 Align Technology, Inc. 2 2006 Annual Report ourlistening to customers Listening to our customers isn’t just a good thing to do – at Align, it’s a strategic initiative that guides product development and impacts every part of our business. Customer focus and responsiveness have led to a greater under- standing of how the needs of general practitioner dentists and orthodontists overlap, and how they differ. As a result, we are evolving the Invisalign user experience to meet the unique needs of our two customer channels. While our goal is to help all doctors improve their confidence and effectiveness with the Invisalign system, we are adapting distinct suites of software tools for GP dentists and for orthodontists. We are simplifying case assess- ment and treatment planning to help GP dentists identify the right cases, and we are revamping tools for orthodontists to give them greater control and flexibility in a wider range of cases. At the same time, we are transforming Align into an organiza- tion that is easier to do business with and that increases Invisalign’s value to our doctors’ practices. In 2006, we expanded our incentive programs to provide volume discounts for our most committed doctors, and we are in the final stages of unveiling new, more customer-friendly product packaging. Through our national advertising campaign, we continue to build the Invisalign brand and generate consumer awareness and demand, and patient leads that fuel practice growth for our customers. Align Technology, Inc. innovationdelivering Delivering innovative, effective tools and technology is how Align will increase utilization and sustain product leadership in the years to come. We have changed our approach to prod- uct development by tailoring product platforms to the unique needs of GP dentists and orthodontists. We are separating today’s Invisalign into GP dentist-specific and orthodontist- specific tools and optimizing the overall user experience for each type of doctor. In 2006, we launched a pilot program of ClinAdvisor™, a new suite of software tools designed to make it easier for GP dentists to select cases appropriate to their skill level, simplify diagnostic and set-up processes and ensure great results. This is just the first in a series of product rollouts Align plans to release over the next few years. For GP dentists, these prod- ucts will focus on increasing treatment efficiency and reducing the time and labor involved in each case. Products and tools for orthodontists will offer wider applicability, greater control and tools for more challenging cases. In all products, we are incorporating data and lessons learned from thousands of Invisalign cases to standardize treatment protocols and reflect clinical best practices. Self-help and treat- ment planning tools will be more user-friendly and reflect customer preferences. With every new release, our goals are to deliver greater predictability, simplicity and value. 2006 Annual Report 5 Align Technology, Inc. 6 2006 Annual Report possibilitiesseeing the When we visualize our market opportunity, we see more than traditional orthodontic patients. We’ve set our sights on the millions of consumers who are aware, interested and motivated to improve their smiles through procedures such as whitening, veneers and straightening their teeth. Consumers who have the desire to look better and feel better about themselves are fueling dramatic growth for products and services that deliver improved health and appearance. In partic- ular, there is a significant trend in dentistry to incorporate high-margin, high-value restorative and esthetic procedures – including Invisalign – into practices. More than 80 percent of the 10,000 general practitioner dentists in the U.S. now offer cosmetic dental procedures. Practice revenues from these ser- vices have increased more than 67 percent in the past two years. Align is competing for a greater share of procedures and patients in those dental offices. Of the more than 117 million people in the U.S. alone who see a dentist regularly, approximately 77 million have Class I crowding and are over age 15 – our sweet spot. Of the more than 2 million cases started each year by U.S. orthodontists, approximately 900,000 are teens and adults who could be treated with Invisalign. The market potential is clear. In 2006, Align Technology’s case volume was 150,100, a 22 percent increase over 2005. Our long-term goal is $1 billion in annual revenue and an operating margin of 20 percent in the next five to seven years. We expect to achieve this goal through increased adoption and utilization as well as growing our base of doctors. To do this, we will deliver unique, differentiated products and technology that meet our customers’ clinical and business needs. 7 Align Technology, Inc. letter shareholdersto Thomas M. Prescott President and Chief Executive Officer Dear
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