愛齊科技 (ALGN) 2023 Q2 法說會逐字稿

Greetings, welcome to the Align Second Quarter 2023 Earnings Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. Please note this conference is being recorded. I will now turn the conference over to your host, Shirley Stacy, with Align Technology. You may begin.

大家好，歡迎參加 Align 2023 年第二季度收益電話會議。此時，所有參與者都處於只聽模式。正式演講之後將舉行問答環節。請注意，本次會議正在錄製中。我現在將會議轉交給您的主持人雪莉·史黛西 (Shirley Stacy)，她是 Align Technology 的負責人。你可以開始了。

Thank you. Good afternoon, and thank you for joining us. I'm Shirley Stacy, Vice President of Corporate Communications and Investor Relations. Joining me for today's call is Joe Hogan, President and CEO; and John Morici, CFO. We issued second quarter 2023 financial results today via Business Wire, which is available on our website at investor.aligntech.com.

謝謝。下午好，感謝您加入我們。我是雪莉·史黛西，企業傳播和投資者關係副總裁。與我一起參加今天電話會議的是總裁兼首席執行官 Joe Hogan；和首席財務官約翰·莫里奇。我們今天通過美國商業資訊發布了 2023 年第二季度財務業績，該業績可在我們的網站 Investor.aligntech.com 上獲取。

Today's conference call is being audio webcast and will be archived on our website for approximately one month. A telephone replay will be available today by approximately 5:30 p.m. Eastern Time through 5:30 p.m. Eastern Time on August 9. To access the telephone replay, domestic callers should dial (929)-458-6194 with access code 342791. International callers should dial 44-204-525-0658 using the same access code. As a reminder, the information provided and discussed today will include forward-looking statements, including statements about Align's future events, products and outlook.

今天的電話會議採用音頻網絡直播，並將在我們的網站上存檔大約一個月。今天下午 5:30 左右將提供電話重播。東部時間至下午 5:30東部時間 8 月 9 日。要觀看電話重播，國內呼叫者應撥打 (929)-458-6194，使用接入碼 342791。國際呼叫者應使用相同的接入碼撥打 44-204-525-0658。提醒一下，今天提供和討論的信息將包括前瞻性陳述，包括有關 Align 未來事件、產品和前景的陳述。

These forward-looking statements are only predictions and involve risks and uncertainties that are described in more detail in our most recent periodic reports filed with the Securities and Exchange Commission available on our website and at sec.gov. Actual results may vary significantly, and Align expressly assumes no obligation to update any forward-looking statements. We've posted historical financial statements, including the corresponding reconciliations, including our GAAP to non-GAAP reconciliation, if applicable, and our second quarter 2023 conference call slides on our website under quarterly result. Please refer to these files for more detailed information. With that, I'd like to turn the call over to Align Technology's President and CEO, Joe Hogan. Joe?

這些前瞻性陳述僅是預測，涉及風險和不確定性，這些風險和不確定性在我們向美國證券交易委員會提交的最新定期報告中進行了更詳細的描述，該報告可在我們的網站和 sec.gov 上獲取。實際結果可能會有很大差異，Align 明確表示不承擔更新任何前瞻性陳述的義務。我們已經發布了歷史財務報表，包括相應的調節表，包括我們的 GAAP 與非 GAAP 調節表（如果適用），以及我們網站上季度業績下的 2023 年第二季度電話會議幻燈片。請參閱這些文件以獲取更多詳細信息。說到這裡，我想將電話轉給 Align Technology 的總裁兼首席執行官 Joe Hogan。喬？

Thanks, Shirley. Good afternoon, and thanks for joining us. On our call today, I'll provide an overview of our second quarter results and discuss a few highlights from our 2 operating segments, system services and clear aligners. John will provide more detail on our Q2 financial performance and comment on our views for the third quarter and 2023 overall.

謝謝，雪莉。下午好，感謝您加入我們。在今天的電話會議上，我將概述我們第二季度的業績，並討論我們兩個運營部門、系統服務和透明對準器的一些亮點。 John 將提供有關我們第二季度財務業績的更多詳細信息，並評論我們對第三季度和 2023 年整體的看法。

Following that, I'll come back and summarize a few key points, and we'll open the call to questions.

接下來，我將回來總結幾個要點，然後我們將開始提問。

Overall, I'm pleased to report another better-than-expected quarter with Q2 revenues and operating margins that exceeded our guidance. Q2 results reflect improving trends across regions, strength in teen and younger patient volumes, driven by momentum in both submitters and utilization as well as continued growth from Invisalign First. In the Teen segment, which represents the largest portion of the 21 million annual orthodontic case starts, 195,000 teens and kids started treatment with Invisalign clear aligners during the second quarter. An increase of 7% sequentially and 10% year-over-year, reflecting the highest annual growth rate in the Teen segment since 2021.

總體而言，我很高興地報告另一個好於預期的季度，第二季度的收入和營業利潤率超出了我們的指導。第二季度的結果反映了各地區的改善趨勢、青少年和年輕患者數量的增長，這得益於提交者和使用率的增長勢頭以及 Invisalign First 的持續增長。青少年群體是每年 2100 萬例正畸病例中最大的一部分，第二季度有 195,000 名青少年和兒童開始使用 Invisalign 隱適美透明矯正器進行治療。環比增長 7%，同比增長 10%，反映了自 2021 年以來青少年細分市場的最高年增長率。

For Systems and Services, second quarter revenues of $169.5 million were up 10.5% sequentially and down very slightly 1% year-over-year. For Q2, sequential increases in systems and services revenues, reflects increased scanner volumes across the regions and higher services and nonsystem revenues, reflecting increased sales of certified preowned or what we call CPO scanners and higher subscription revenues. On a year-over-year basis, Q2 services revenues increased primarily due to higher subscription revenues from a large number of iTero scanners in the field. We also had higher nonsystem scanner revenues related to our certified preowned, again CPOs and our scanner leasing and rental programs.

對於系統和服務，第二季度收入為 1.695 億美元，環比增長 10.5%，同比小幅下降 1%。第二季度，系統和服務收入的連續增長反映了各地區掃描儀數量的增加以及服務和非系統收入的增加，反映出經過認證的二手掃描儀或我們所說的 CPO 掃描儀銷量的增加和訂閱收入的增加。與去年同期相比，第二季度服務收入的增長主要是由於該領域大量 iTero 掃描儀的訂閱收入增加。我們還獲得了更高的非系統掃描儀收入，這與我們經過認證的二手設備、CPO 以及我們的掃描儀租賃和租賃計劃有關。

For Q2, total Clear Aligner revenues of $832.7 million, up 5.4% sequentially and 4.3% year-over-year. Q2 sequential revenue growth rate is consistent with our historical 3-year average and reflects growth across all regions. Q2 non-case revenues at $80 million were up 6.2% sequentially and 18% year-over-year, reflecting continued growth from Vivera Retainers and Invisalign Doctor subscription program, or DSP, our monthly subscription-based clear aligner program and commerce sales for aligner-related consumables, like aligner cases and whitening and cleaning products. DSP has been successful in addressing an important and growing opportunity for experienced Invisalign doctors. It is our first subscription-based clear aligner program that enables doctors to reach new patients and provide them with a better overall experience.

第二季度，Clear Aligner 總收入為 8.327 億美元，環比增長 5.4%，同比增長 4.3%。第二季度的環比收入增長率與我們歷史 3 年平均水平一致，反映了所有地區的增長。第二季度非病例收入為 8,000 萬美元，環比增長 6.2%，同比增長 18%，反映出 Vivera Retainers 和 Invisalign Doctor 訂閱計劃（DSP）、我們基於月度訂閱的透明矯正器計劃以及矯正器商業銷售的持續增長-相關消耗品，例如矯正器盒以及美白和清潔產品。 DSP 成功地為經驗豐富的 Invisalign 隱適美醫生提供了一個重要且不斷增長的機會。這是我們第一個基於訂閱的透明矯治器計劃，使醫生能夠接觸新患者並為他們提供更好的整體體驗。

DSP enables doctors flexibilities to treat simple touch-up cases or offer their patients a superior, flexible and convenient retention solution. We introduced DSP in the United States and Canada in 2021. We expanded it to Spain and the Nordic countries in Q2 2023, and we'll launch DSP in France and the United Kingdom in the second half of this year. We have also extended DSP to DSO partners who recognize the value of our Invisalign subscription aligner model. Over the past 2 years, our DSP subscription program has continued to ramp and in Q2 drove strong volume growth in touch-up cases, typically 5 to 10 stage cases of aligners.

DSP 使醫生能夠靈活地治療簡單的修補病例或為患者提供卓越、靈活且方便的固位解決方案。我們於 2021 年在美國和加拿大推出了 DSP。我們於 2023 年第二季度將其擴展到西班牙和北歐國家，今年下半年我們將在法國和英國推出 DSP。我們還將 DSP 擴展到認識到我們的 Invisalign 訂閱矯正器模型價值的 DSO 合作夥伴。在過去的兩年裡，我們的 DSP 訂閱計劃持續增長，並在第二季度推動了修補案例（通常是 5 至 10 階段矯正器案例）的強勁銷量增長。

For Q2 '23, we shipped over 18,000 DSP touch-up cases in North America, up from 15,500 and in Q1 '23 and more than double the case volume in Q2 '22 last year. Given its continued success and contribution to our growth this year, DSP touch-up cases are included in my overall commentary for clear aligners. Otherwise, specified in my remarks, our case volumes and metrics do not include DSP and touch up cases. For Q2, total clear aligner volumes were up 5% sequentially and up 1% year-over-year. Q2 clear aligner volumes, including DSP touch-up cases, were up 5.4% sequentially and up 2.4% year-over-year. For the Americas, Q2 clear aligner volumes reflect sequential growth across the region from both ortho and GP dentist channels, an increase in teen case starts driven by momentum from Invisalign First and increased adult patients from the GP dentist channel.

23 年第 2 季度，我們在北美髮貨了超過 18,000 個 DSP 修補箱，高於 23 年第 1 季度的 15,500 個，是去年第 22 季度第 2 季度的兩倍多。鑑於今年 DSP 的持續成功和對我們增長的貢獻，DSP 修補案例包含在我對透明矯治器的總體評論中。否則，正如我在評論中所指出的，我們的案例數量和指標不包括 DSP 和修補案例。第二季度，透明矯正器總銷量環比增長 5%，同比增長 1%。第二季度透明矯正器銷量（包括 DSP 修補案例）環比增長 5.4%，同比增長 2.4%。對於美洲，第二季度透明矯正器銷量反映了該地區矯形和全科醫生渠道的連續增長，青少年病例的增加是由 Invisalign First 的勢頭推動的，以及全科醫生渠道成年患者的增加。

In North America, adoption of the Invisalign Comprehensive 3 in 3 product drove sequential volume growth. For Q2, North American ortho utilization was up sequentially and down a fraction year-over-year, including DSP touch-up cases. Q2 North American ortho utilization was up both sequentially and year-over-year as noted in our Q2 '23 earnings slides. For EMEA, Q2 clear aligner volumes were up sequentially in year-over-year, reflecting growth across the region and continued adoption of Invisalign Moderate, Invisalign Comprehensive 3 in 3 products, as well as an increase in teen case starts, which grew sequentially in year-over-year, driven by Invisalign First and our new Invisalign Teen case packs. On a sequential basis, clear aligner growth was led by Iberia, Italy, (inaudible) and Turkey.

在北美，Invisalign 綜合三分之三產品的採用推動了銷量的環比增長。第二季度，北美的正射利用率環比上升，但同比略有下降，其中包括 DSP 修補案例。正如我們在 2023 年第二季度的收益幻燈片中所指出的，第二季度北美正畸利用率環比和同比均有所上升。對於歐洲、中東和非洲地區，第二季度透明矯正器銷量同比連續增長，反映了該地區的增長以及 Invisalign 中度隱適美、Invisalign 綜合三分之三產品的持續採用，以及青少年病例開始數量的增加（2017 年連續增長）。同比增長，由 Invisalign First 和我們新的 Invisalign Teen 盒裝推動。從環比來看，矯正器的明顯增長由伊比利亞半島、意大利（聽不清）和土耳其引領。

For APAC, Q2 clear aligner volumes were up sequentially and up year-over-year, reflecting improving trends in China, as well as other key markets like Japan, Taiwan, Korea and India. Q2 APAC results also reflect increased Invisalign submitters and higher utilization, especially for teen patients, driven by growth from Invisalign First in the orthodontic channel, which is especially important as we enter the China teen season in Q3. Q2 APAC results also reflect growth in the GP channel with increased Invisalign submitters and higher utilization sequentially and year-over-year. During Q2, we continued to roll out the Invisalign Comprehensive 3 in 3 product in APAC, where it is now available in Hong Kong, Korea, Taiwan and India. We plan to launch Invisalign 3 in 3 in China in Q3. We are also pleased with the additional adoption of 3 in 3 product in APAC, where the majority of cases treated are comprehensive, allowing our doctor customers more flexibility within the Invisalign product portfolio.

對於亞太地區，第二季度透明矯治器銷量環比增長，同比增長，反映出中國以及日本、台灣、韓國和印度等其他主要市場的改善趨勢。第二季度亞太地區的結果還反映了 Invisalign 隱適美提交者的增加和利用率的提高，特別是對於青少年患者而言，這是由 Invisalign First 在正畸渠道的增長推動的，這在我們進入第三季度的中國青少年銷售季時尤為重要。第二季度亞太地區的業績還反映出全科醫生渠道的增長，Invisalign 隱適美提交者的增加以及連續和同比利用率的提高。第二季度，我們繼續在亞太地區推出 Invisalign 綜合型 3 合 3 產品，目前已在香港、韓國、台灣和印度上市。我們計劃第三季度在中國推出Invisalign 3 in 3。我們還很高興看到亞太地區三分之三的產品得到額外採用，該地區大多數治療的病例都是綜合性的，這讓我們的醫生客戶在 Invisalign 隱適美產品組合中擁有更大的靈活性。

In June, we hosted 2023 Invisalign APAC Summit in Singapore and brought together nearly 1,000 orthodontists and general practitioners, dentists and clinic staff from 18 countries across the Asia Pacific region. The Summit showcased Invisalign and iTero products, the Align Digital platform and the recent and upcoming innovations, while also highlighting our doctors' experience with digital transformation and how it improves the patient treatment journey. Attendees joined expert sessions focused on enhancing treatment planning efficiency, optimizing digital workflows, addressing the unique needs of teens and younger patients in exploring the essential aspect shaping today's digitally driven orthodontic practices. Teen orthodontic treatment is the largest segment of the orthodontic market worldwide and represents our largest opportunity for clear aligner sales to Orthos.

6 月，我們在新加坡舉辦了 2023 年 Invisalign 隱適美亞太峰會，匯聚了來自亞太地區 18 個國家的近 1,000 名正畸醫生和全科醫生、牙醫和診所工作人員。峰會展示了 Invisalign 和 iTero 產品、Align Digital 平台以及最近和即將推出的創新產品，同時還重點介紹了我們的醫生在數字化轉型方面的經驗以及它如何改善患者的治療旅程。與會者參加了專家會議，重點討論提高治療計劃效率、優化數字工作流程、滿足青少年和年輕患者的獨特需求，探索塑造當今數字驅動的正畸實踐的重要方面。青少年正畸治療是全球正畸市場中最大的部分，也是我們向 Orthos 銷售透明矯正器的最大機會。

We continue to focus on gaining share from traditional metal braces through teen-specific sales and marketing programs and product features unique to the Invisalign system. For Q2, total clear aligner cases for teenagers were up 7% sequentially and 9.7% year-over-year, reflecting improving trends across the regions. On a sequential basis, growth was driven by increased submitters in the APAC and EMEA regions on a year-over-year basis. Teen case starts were in the APAC region, driven by increased submitters, and in the EMEA region driven by increased submitters and utilization, both in the orthodontic channel.

我們繼續致力於通過針對青少年的銷售和營銷計劃以及 Invisalign 隱適美系統獨有的產品功能，從傳統金屬牙套中獲得市場份額。第二季度，青少年隱形矯治器案例總數環比增長 7%，同比增長 9.7%，反映出各地區的改善趨勢。從環比來看，增長是由亞太地區和歐洲、中東和非洲地區提交者的同比增長推動的。青少年病例的啟動主要發生在亞太地區（由於提交者增加）和歐洲、中東和非洲地區（歐洲、中東和非洲地區），這兩個地區都是正畸渠道的提交者和利用率增加。

Last year, we introduced the teen case packs in the United States and Canada, and in Q1, Q2, we launched them in France, Scandinavia and Iberia. For the quarter, teen case packs increased sequentially and year-over-year, driven by strength in EMEA. Invisalign First also was up sequentially in year-over-year across all regions and continues to drive adoption of Invisalign treatment among young patients. Invisalign First aligners are designed for Phase I treatment, typically in growing children 6 to 10 years old, making up about 20% of orthodontic case starts. For the dental service organizations, or DSO customers, Q2 clear aligner volumes increased sequentially, primarily from the Americas region. Overall, clear aligner growth rate from DSO doctors continues to outpace non-DSO doctors and our DSD touch-up cases are ramping nicely up as DSO doctors understand the value of the subscription program brings regarding pricing and flexibility for their patients.

去年，我們在美國和加拿大推出了青少年盒裝，並在第一季度、第二季度在法國、斯堪的納維亞半島和伊比利亞半島推出了它們。在歐洲、中東和非洲地區強勁的推動下，本季度青少年裝箱數量環比和同比增長。 Invisalign First 在所有地區的同比增長率也逐年上升，並繼續推動年輕患者採用 Invisalign 治療。 Invisalign First 矯治器專為 I 期治療而設計，通常針對 6 至 10 歲的成長兒童，約佔正畸病例的 20%。對於牙科服務組織或 DSO 客戶，第二季度透明矯正器銷量連續增加，主要來自美洲地區。總體而言，DSO 醫生的隱形矯治器增長率繼續超過非 DSO 醫生，並且隨著 DSO 醫生了解訂閱計劃為其患者帶來的定價和靈活性的價值，我們的 DSD 修補案例正在大幅增加。

Invisalign is one of the most trusted brands in the orthodontic industry globally among both doctors and patients. On the consumer marketing front, we delivered $10.3 billion impressions and had 30.9 million visits to our website in Q2 '23. To increase awareness and educate young adults, parents, teens about the benefits of Invisalign brand, we continue to invest in top media platforms such as TikTok, YouTube, Snapchat, Instagram across all markets, as well as key social media influencers and brand ambassadors. In the Americas, we focused on reaching young adults as well as teens and their parents through our influencer and creator-centric campaigns, partnering with leading smile squad creators, including Marsai Martin, Rylie Shaw and Jeremy Lin.

Invisalign 隱適美是全球正畸行業最受醫生和患者信賴的品牌之一。在消費者營銷方面，2023 年第二季度我們的展示次數為 103 億美元，網站訪問量為 3090 萬次。為了提高年輕人、父母和青少年對 Invisalign 隱適美品牌優勢的認識並對其進行教育，我們繼續投資於所有市場的 TikTok、YouTube、Snapchat、Instagram 等頂級媒體平台以及重要的社交媒體影響者和品牌大使。在美洲，我們與 Marsai Martin、Rylie Shaw 和 Jeremy Lin 等領先的微笑小隊創作者合作，通過以影響者和創作者為中心的活動，重點關注年輕人、青少年及其父母。

Each of these creators shared their personal experiences with Invisalign treatment and why they chose to transform their smile with Invisalign aligners. Additionally, in the United States, we work closely with athletes over time, a high school sports social media platform that showcases the benefits of Invisalign treatment. Brand interest remained strong throughout the quarter with 9.2 million consumers visiting our websites in the Americas region, representing 17% growth year-on-year. In EMEA region, we partnered with new influencers to reach consumers across social media platforms, including TikTok and Meta. In Germany, we launched new testimonial campaigns highlighting the stories of 7 young adults and teens who share why they chose Invisalign treatment and how it impacted their lives.

每一位創作者都分享了他們使用 Invisalign 隱適美治療的個人經歷，以及為什麼他們選擇使用 Invisalign 隱適美矯正器來改變自己的笑容。此外，在美國，我們與運動員長期密切合作，這是一個高中體育社交媒體平台，展示 Invisalign 隱適美治療的好處。整個季度品牌興趣依然強勁，美洲地區有 920 萬消費者訪問我們的網站，同比增長 17%。在歐洲、中東和非洲地區，我們與新的影響者合作，通過社交媒體平台（包括 TikTok 和 Meta）接觸消費者。在德國，我們發起了新的推薦活動，重點介紹 7 位年輕人和青少年的故事，他們分享了選擇 Invisalign 隱適美治療的原因以及該治療對他們的生活有何影響。

Our consumer campaigns delivered more than 1.7 billion media impressions and 9.7 million visitors to our website. We continue to invest in consumer advertising across the APAC region, resulting in more than 12 million visitors to our websites and over $4.8 billion impression. We expanded our region in Japan and India via TikTok, Meta and YouTube. We partner with key influencers like Rima Kallingal and Kamiya Jain. We saw increased brand interest in consumers as evidenced by 270% year-over-year increase in unique visitors to our website in India and a 46% year-over-year increase in Japan. Adoption of My Invisalign consumer and patient apps continued to increase with 3.1 million downloads to date and over 350,000 monthly active users, a 28% year-over-year growth. Uses of other digital tools also continue to increase.

我們的消費者活動為我們的網站帶來了超過 17 億次媒體曝光和 970 萬訪問者。我們繼續投資整個亞太地區的消費者廣告，為我們的網站帶來了超過 1200 萬訪問者和超過 48 億美元的印象。我們通過 TikTok、Meta 和 YouTube 擴大了日本和印度的業務範圍。我們與 Rima Kallingal 和 Kamiya Jain 等重要影響者合作。我們看到消費者對品牌的興趣有所增加，印度網站的獨立訪問者數量同比增長了 270%，日本的獨立訪問者數量同比增長了 46%。 My Invisalign 隱適美消費者和患者應用程序的採用率持續增長，迄今為止下載量已達 310 萬次，每月活躍用戶超過 350,000 人，同比增長 28%。其他數字工具的使用也在不斷增加。

ClinCheck Live Update was used by 40,000 doctors on more than 580,000 cases, reducing time spent in modifying treatment by 20%. Invisalign Practice app is increasing in adoption with 88,000 doctors who are actively using this app and 5.1 million photos were uploaded in Q2 via the Invisalign Practice app. With that, I'll turn the call over to John.

40,000 名醫生在超過 580,000 個病例中使用了 ClinCheck Live Update，將修改治療所花費的時間減少了 20%。 Invisalign Practice 應用程序的採用率不斷提高，有 88,000 名醫生積極使用該應用程序，第二季度通過 Invisalign Practice 應用程序上傳了 510 萬張照片。這樣，我就把電話轉給約翰。

Thanks, Joe. Now for our Q2 financial results. Total revenues for the second quarter were $1.002 billion up 6.3% from the prior quarter and up 3.4% from the corresponding quarter a year ago. On a constant currency basis, Q2 '23 revenues were impacted by favorable foreign exchange of approximately $1.3 million or approximately 0.1% sequentially. And unfavorably impacted by approximately $19.4 million year-over-year or approximately 1.9%.

謝謝，喬。現在是我們第二季度的財務業績。第二季度總收入為 10.02 億美元，環比增長 6.3%，比去年同期增長 3.4%。按固定匯率計算，23 年第 2 季度收入受到有利外匯影響約 130 萬美元，即比上一季度約 0.1%。同比受到約 1940 萬美元或約 1.9% 的不利影響。

Clear Aligners Q2 revenues of $832.7 million were up 5.4% sequentially, primarily from higher volumes, higher non-case revenues and higher ASPs. On a year-over-year basis, Q2 clear aligner revenues were up 4.3%, primarily due to higher ASPs, higher non-case revenues and higher volumes. For Q2, Invisalign ASPs for comprehensive treatment were down sequentially and up year-over-year. On a sequential basis, ASPs reflect larger discounts and product mix shift to lower-priced products, partially offset by price increases. On a year-over-year basis, the increase in comprehensive ASPs reflect price increases and higher additional aligners, partially offset by product mix shift, larger discounts and unfavorable foreign exchange.

Clear Aligners 第二季度收入為 8.327 億美元，比上一季度增長 5.4%，主要是由於銷量增加、非病例收入增加以及平均售價提高。與去年同期相比，第二季度透明矯治器收入增長了 4.3%，這主要是由於平均售價提高、非病例收入增加以及銷量增加。第二季度，Invisalign 隱適美綜合治療 ASP 環比下降，同比上升。從環比來看，平均售價反映出較大的折扣和產品組合轉向低價產品，但部分被價格上漲所抵消。與去年同期相比，綜合平均售價的增長反映了價格上漲和額外調整的增加，但部分被產品結構轉變、更大的折扣和不利的外匯所抵消。

For Q2, Invisalign ASPs for noncomprehensive treatment were up sequentially and year-over-year. On a sequential basis, the increase in ASPs reflect lower discounts, higher additional aligners, price increases and favorable foreign exchange. On a year-over-year basis, the increase in noncomprehensive ASPs reflect price increases and higher additional aligners, partially offset by product mix shift, larger discounts and unfavorable foreign exchange. In Q1 '23, we launched Invisalign Comprehensive 3 in 3 products in most markets, and we have continued to expand into more markets, as previously mentioned. The 3 in 3 configuration offers our doctor customers, our Invisalign comprehensive treatment with 3 additional aligners included within 3 years of the treatment end date, instead of unlimited additional aligners with 5 years of the treatment end date at the 2022 Invisalign comprehensive product price.

第二季度，Invisalign 隱適美非綜合治療的 ASP 連續上升且同比上升。從環比來看，平均售價的增長反映了較低的折扣、較高的額外調整、價格上漲和有利的外匯。與去年同期相比，非綜合平均售價的增長反映了價格上漲和額外調整的增加，但部分被產品結構轉變、更大的折扣和不利的外匯所抵消。在 23 年第一季度，我們在大多數市場推出了 Invisalign 綜合三合三產品，並且如前所述，我們繼續擴展到更多市場。 3 合 3 配置為我們的醫生客戶提供了我們的 Invisalign 隱適美綜合治療方案，其中包括治療結束日期 3 年內的 3 個附加矯正器，而不是按 2022 年 Invisalign 隱適美綜合產品價格在治療結束日期後 5 年內無限量附加矯正器。

Over time, we have come to learn that on average, Invisalign doctors complete a comprehensive Invisalign treatment with 2 or fewer additional aligners. We are pleased with the continued adoption of the Invisalign Comprehensive 3 in 3 product and anticipate that it will continue to grow, providing doctors the flexibility they desire and allowing us to recognize more revenue upfront with deferred revenue being recognized over a shorter period of time, compared to our traditional Invisalign comprehensive product. As revenues from subscriptions, retainers and ancillary products continue to grow globally, some of the historical metrics that only focus on case shipments are expected to account for a lesser percentage of our overall growth.

隨著時間的推移，我們逐漸了解到，平均而言，Invisalign 隱適美醫生會使用 2 個或更少的附加矯正器完成一次全面的 Invisalign 隱適美治療。我們對隱適美綜合三合三產品的持續採用感到高興，並預計它將繼續增長，為醫生提供他們所需的靈活性，並使我們能夠預先確認更多收入，並在更短的時間內確認遞延收入，與我們傳統的 Invisalign 隱適美綜合產品相比。隨著來自訂閱、保留和輔助產品的收入在全球範圍內持續增長，一些僅關注出貨量的歷史指標預計在我們的整體增長中所佔的比例較小。

In our earnings release and financial slides, you will see that we have added our total clear aligner revenue per case shipment, which we believe to be more indicative measure of our overall growth strategy. Q2 '23 clear aligner revenues were impacted from favorable foreign exchange of approximately $1.2 million or approximately 0.1% sequentially. On a year-over-year basis, Clear Aligner revenues were unfavorably impacted by foreign exchange of approximately $16.3 million or approximately 1.9%. Clear aligner deferred revenues on the balance sheet increased $13 million or up 1% sequentially and $138.6 million or up 12.2% year-over-year and will be recognized as the additional aligners are shipped. Q2 '23 Systems and Services revenue of $169.5 million were up 10.5% sequentially, mostly due to higher scanner volume, higher revenues from our certified preowned program and higher services revenue from our larger base of scanners sold, partially offset by unfavorable ASPs.

在我們的收益發布和財務幻燈片中，您會看到我們增加了每箱出貨量的透明矯正器總收入，我們認為這更能說明我們的整體增長戰略。 23 年第 2 季度透明矯正器收入受到有利外彙的影響，約為 120 萬美元，即比上一季度增長約 0.1%。與去年同期相比，Clear Aligner 的收入受到外彙的不利影響約 1,630 萬美元或約 1.9%。資產負債表上的透明矯正器遞延收入比上一季度增加 1,300 萬美元，即增長 1%，同比增長 1.386 億美元，即增長 12.2%，並將在額外的矯正器發貨時予以確認。 23 年第 2 季度系統和服務收入為 1.695 億美元，比上一季度增長 10.5%，這主要是由於掃描儀銷量增加、我們認證的二手項目帶來的收入增加以及我們銷售的掃描儀基數增加帶來的服務收入增加，但部分被不利的平均售價所抵消。

On a year-over-year basis, Q2 '23 systems and services revenue were down 1%, primarily due to lower scanner volume and unfavorable ASPs, partially offset by higher services revenues from our larger base of scanners sold and higher revenues from our CPO and leasing rental programs. Q2 '23 Systems and Services revenue were impacted from favorable foreign exchange of approximately $0.1 million or approximately 0.1% sequentially. On a year-over-year basis, Systems and Services revenue were unfavorably impacted by foreign exchange of approximately $3.1 million or approximately 1.8%. Systems and Services deferred revenues on the balance sheet was down $2.3 million or 0.8% sequentially, primarily due to the decrease in the deferral of service revenues included with our scanner purchase and up $8.6 million or 3.3% year-over-year, primarily due to the increase in scanner sales, and the deferral of service revenues included with our scanner purchase, which will be recognized ratably over the service period.

與去年同期相比，23 年第 2 季度的系統和服務收入下降了 1%，主要是由於掃描儀銷量下降和不利的 ASP，但部分被我們銷售的掃描儀基數增加帶來的服務收入增加和 CPO 收入增加所抵消和租賃租賃計劃。 23 年第 2 季度系統和服務收入受到有利外匯影響約 10 萬美元或比上一季度約 0.1%。與去年同期相比，系統和服務收入受到外彙的不利影響約 310 萬美元或約 1.8%。資產負債表上的系統和服務遞延收入環比下降 230 萬美元或 0.8%，主要是由於掃描儀採購中包含的遞延服務收入減少，同比增長 860 萬美元或 3.3%，主要是由於掃描儀銷量的增加，以及我們掃描儀採購中包含的服務收入的遞延，這些收入將在服務期內按比例確認。

As our scanner portfolio expands, and we introduced new products, we increased the opportunities for customers to upgrade, make trade-ins and provide refurbished scanners for certain markets. As such, our model is changing. We expect to continue growing our programs and as offering our CPO units for purchase and selling the way the customer -- our customers desire. Developing new capital equipment opportunities to meet the digital transformation needs of our customers and DSO partners, is a natural progression for our equipment business with a large and growing base of scanner sold. Moving on to gross margin. Second quarter overall gross margin was 71.2%, up 1.2 points sequentially and up 0.3 points year-over-year. Overall gross margin was unfavorably impacted by foreign exchange of approximately 0.5 points on a year-over-year basis.

隨著我們的掃描儀產品組合的擴大以及新產品的推出，我們增加了客戶升級、以舊換新以及為某些市場提供翻新掃描儀的機會。因此，我們的模式正在發生變化。我們希望繼續發展我們的計劃，並按照客戶（我們的客戶所期望的）方式提供我們的原棕油單位的購買和銷售。開發新的資本設備機會來滿足我們的客戶和 DSO 合作夥伴的數字化轉型需求，是我們設備業務的自然發展，因為掃描儀銷售基礎龐大且不斷增長。轉向毛利率。第二季度整體毛利率為71.2%，環比上升1.2個百分點，同比上升0.3個百分點。整體毛利率受到匯率影響，同比下降約0.5個百分點。

Clear aligner gross margin for the second quarter was 72.4%, up 0.7 points sequentially, primarily due to the lower mix of additional aligners, favorable manufacturing variances and higher ASPs. Clear aligner gross margin for the second quarter was down 0.9 points year-over-year, primarily due to increased manufacturing spend as we continue to ramp up operations at our new manufacturing facility in Poland and a higher mix of additional aligner volume, partially offset by higher ASPs and lower freight. Systems and Services gross margin for the second quarter was 65.1%, up 3.5 points sequentially, primarily from lower service and freight costs, partially offset by lower ASPs. Systems and Services gross margin for the second quarter was up 5.3 points year-over-year, primarily from lower service and freight costs and higher services revenue, partially offset by lower ASPs.

第二季度透明矯正器毛利率為 72.4%，比上一季度增長 0.7 個百分點，主要是由於附加矯正器組合減少、有利的製造差異和較高的平均售價。第二季度透明矯正器毛利率同比下降 0.9 個百分點，主要是由於我們繼續擴大波蘭新製造工廠的運營，導致製造支出增加，以及額外矯正器產量的增加，部分抵消了更高的平均售價和更低的運費。第二季度系統和服務毛利率為 65.1%，比上一季度增長 3.5 個百分點，主要是由於服務和貨運成本下降，但部分被平均售價下降所抵消。第二季度系統和服務毛利率同比增長 5.3 個百分點，主要是由於服務和貨運成本下降以及服務收入增加，但部分被平均售價下降所抵消。

Q2 operating expenses were $541.7 million, up sequentially 2.8% and up 8.5% year-over-year. On a sequential basis, operating expenses were up $14.5 million, primarily from higher consumer marketing spend and higher incentive compensation. Year-over-year, operating expenses increased by $42.3 million, primarily due to higher incentive compensation and our continued investments in sales and R&D activities, partially offset by controlled spending on advertising and marketing as part of our efforts to proactively manage costs. On a non-GAAP basis, excluding stock-based compensation, and amortization of acquired intangibles related to certain acquisitions, partially offset by restructuring and other charges, operating expenses were $505 million up 2.9% sequentially and up 8.4% year-over-year.

第二季度運營支出為 5.417 億美元，環比增長 2.8%，同比增長 8.5%。運營費用環比增加 1,450 萬美元，主要是由於消費者營銷支出增加和激勵薪酬增加。與去年同期相比，運營費用增加了 4230 萬美元，這主要是由於激勵薪酬的提高以及我們對銷售和研發活動的持續投資，但部分被我們為主動管理成本而控制的廣告和營銷支出所抵消。按非公認會計準則計算，不包括股票薪酬以及與某些收購相關的無形資產攤銷（被重組和其他費用部分抵消），運營費用為 5.05 億美元，比上一季度增長 2.9%，比去年同期增長 8.4%。

Our second quarter operating income of $171.9 million resulted in an operating margin of 17.2% up 3 points sequentially and down 2.2 points year-over-year. The sequential increase in operating margin is primarily attributed to higher gross margin, as well as favorable impact from foreign exchange of 0.1 points. The year-over-year decrease in operating margin is primarily attributed to investments in our go-to-market teams and technology, as well as unfavorable impact from foreign exchange by approximately 1.1 points. On a non-GAAP basis, which excludes stock-based compensation, amortization of intangibles related to certain acquisitions, offset by restructuring other charges, operating margin for the second quarter was 21.3%, up 2.8 points sequentially and down 2 points year-over-year. Interest and other income and expense net for the second quarter was a loss of $0.3 million compared to an income of $1.1 million in the first quarter and a loss of $14.6 million in the second quarter a year ago, primarily due to foreign exchange.

第二季度營業收入為 1.719 億美元，營業利潤率為 17.2%，環比上升 3 個百分點，同比下降 2.2 個百分點。營業利潤率的環比增長主要歸因於毛利率的提高以及0.1個百分點的外匯有利影響。營業利潤率同比下降主要歸因於我們對市場團隊和技術的投資，以及外彙的不利影響約1.1個百分點。按非公認會計準則計算，不包括股票薪酬、與某些收購相關的無形資產攤銷，並被重組其他費用所抵消，第二季度營業利潤率為 21.3%，環比增長 2.8 個百分點，同比下降 2 個百分點。年。第二季度的利息及其他收入和支出淨額為虧損 30 萬美元，而去年同期第一季度的收入為 110 萬美元，去年第二季度的虧損為 1,460 萬美元，這主要是由於外匯所致。

The GAAP effective tax rate for the second quarter was 34.8%, consistent with the first quarter effective tax rate of 34.8% and 35% in the second quarter of the prior year. As a reminder, in Q4 2022, we changed our methodology for the computation of our non-GAAP effective tax rate to a long-term projected tax rate and have given effect to the new methodology from January 1, 2022, and recast previously reported quarterly results in 2022. Our non-GAAP effective tax rate in the second quarter was 20%, reflecting the change in our methodology. Second quarter net income per diluted share was $1.46, up sequentially $0.32 and up $0.02 compared to the prior year. Our EPS was unfavorably impacted by $0.02 on a sequential basis and unfavorably impacted by $0.15 on a year-over-year basis due to foreign exchange.

第二季度 GAAP 有效稅率為 34.8%，與第一季度 34.8% 和上年第二季度 35% 的有效稅率一致。提醒一下，在 2022 年第四季度，我們將非 GAAP 有效稅率的計算方法更改為長期預計稅率，並於 2022 年 1 月 1 日起實施新方法，並重新制定了之前報告的季度報告2022 年的業績。我們第二季度的非 GAAP 有效稅率為 20%，反映了我們方法的變化。第二季度攤薄後每股淨利潤為 1.46 美元，比上一季度增長 0.32 美元，比去年同期增長 0.02 美元。由於外匯影響，我們的每股收益環比受到 0.02 美元的不利影響，同比受到 0.15 美元的不利影響。

On a non-GAAP basis, net income per diluted share was $2.22 for the second quarter, up $0.40 sequentially and up $0.07 year-over-year. Note that the prior year 2022 non-GAAP net income per diluted share in our prior year 2022 non-GAAP EPS reflects the Q4 2022 change in our methodology for the computation of our non-GAAP effective tax rate. Moving on to the balance sheet. As of June 30, 2023, cash, cash equivalents and short-term, and long-term marketable securities were $1.338 billion, up sequentially $112.4 million and up $56.6 million year-over-year. Of our $1.338 billion balance, $314.3 million was held in the U.S. and $719.5 million was held by our international entities.

按非公認會計準則計算，第二季度攤薄後每股淨利潤為 2.22 美元，環比增長 0.40 美元，同比增長 0.07 美元。請注意，我們上一年 2022 年非 GAAP 每股攤薄後 2022 年非 GAAP 淨利潤反映了 2022 年第四季度我們計算非 GAAP 有效稅率的方法的變化。繼續看資產負債表。截至 2023 年 6 月 30 日，現金、現金等價物以及短期和長期有價證券為 13.38 億美元，環比增加 1.124 億美元，同比增加 5660 萬美元。在我們 13.38 億美元的餘額中，3.143 億美元由我們的國際實體持有，7.195 億美元由我們的國際實體持有。

In Q2, we completed a $75 million equity investment in Heartland Dental, a multidisciplinary DSO with GP and ortho practices across the U.S. During Q1 2023, we announced that our Board of Directors authorized a new $1 billion stock repurchase program to succeed the 2021 $1 billion program. Currently, $1 billion remains available for repurchase under the 2023 $1 billion stock repurchase program. Q2 accounts receivable balance was $908.4 million, up sequentially.

第二季度，我們完成了對 Heartland Dental 的 7500 萬美元股權投資，Heartland Dental 是一家多學科 DSO，在美國各地擁有全科醫生和矯形診所。2023 年第一季度，我們宣布董事會授權一項新的 10 億美元股票回購計劃，以接替 2021 年 10 億美元的股票回購計劃程序。目前，根據 2023 年 10 億美元股票回購計劃，仍有 10 億美元可供回購。第二季度應收賬款餘額為 9.084 億美元，環比增長。

Our overall days sales outstanding was 81 days, down approximately 2 days sequentially and down approximately 4 days as compared to Q2 last year. Cash flow from operations for the second quarter was $251.9 million. Capital expenditures for the second quarter were $58.5 million, primarily related to our continued investments to increase aligner manufacturing capacity in facilities. Free cash flow, defined as cash flow from operations less capital expenditures amounted to $193.3 million. Now turning to our outlook. As Joe mentioned earlier, we are pleased with our Q2 results. While the macroeconomic environment still remains uncertain, we have seen improvements in the operating environment and the consumer demand signals that influence our outlook.

我們的總銷售天數為 81 天，比上一季度減少約 2 天，與去年第二季度相比減少約 4 天。第二季度運營現金流為 2.519 億美元。第二季度的資本支出為 5850 萬美元，主要與我們持續投資以提高設備的對準器製造能力有關。自由現金流（定義為運營現金流減去資本支出）為 1.933 億美元。現在轉向我們的展望。正如喬之前提到的，我們對第二季度的結果感到滿意。儘管宏觀經濟環境仍存在不確定性，但我們看到經營環境和消費者需求信號的改善影響了我們的前景。

For Q3 2023, we anticipate our worldwide revenue to be in the range of $990 million to $1.01 billion, up approximately 12% year-over-year at the midpoint. We expect our Q3 2023 GAAP and non-GAAP operating margin to be slightly up from Q2 2023 as we continue to strategically prioritize our investments in R&D and go-to-market activities to drive growth. For full year 2023, assuming no circumstances occur that are beyond our control, we anticipate our 2023 worldwide revenue to be in the range of $3.97 billion to $3.99 billion, up approximately 7% year-over-year at the midpoint. We also expect our full year 2023 GAAP operating margin to be slightly above 17% and our 2023 non-GAAP operating margin to be slightly above 21%, a 1 point improvement from the guidance we provided in April of 2023.

對於 2023 年第三季度，我們預計全球收入將在 9.9 億美元至 10.1 億美元之間，中值同比增長約 12%。我們預計 2023 年第三季度的 GAAP 和非 GAAP 營業利潤率將比 2023 年第二季度略有上升，因為我們將繼續戰略性地優先考慮對研發和上市活動的投資以推動增長。對於 2023 年全年，假設沒有出現我們無法控制的情況，我們預計 2023 年全球收入將在 39.7 億美元至 39.9 億美元之間，中值同比增長約 7%。我們還預計 2023 年全年 GAAP 營業利潤率將略高於 17%，2023 年非 GAAP 營業利潤率將略高於 21%，比我們 2023 年 4 月提供的指導提高 1 個百分點。

For 2023, we expect investments in capital expenditures to be approximately $200 million. Capital expenditures are expected to primarily relate to building construction improvements, as well as manufacturing capacity in support of our continued international expansion. With that, I'll turn it back over to Joe for final comments. Joe?

2023 年，我們預計資本支出投資約為 2 億美元。資本支出預計主要涉及建築施工改進以及支持我們持續國際擴張的製造能力。這樣，我會將其轉回給喬以徵求最終意見。喬？

At our continued growth despite the economic slowdown in uncertain environment, Q2 results demonstrate our resilience and adaptability. While we cannot predict future economic conditions, we're confident in our ability to focus and execute on our strategic growth initiatives. As a leader in digital transformation, we offer a powerful suite of innovative digital tools that make up the aligned digital platform, which provides a seamless end-to-end digital experience for doctors and their patients.

儘管在不確定的環境下經濟放緩，但我們的持續增長，第二季度的業績證明了我們的韌性和適應性。雖然我們無法預測未來的經濟狀況，但我們對專注和執行戰略增長計劃的能力充滿信心。作為數字化轉型的領導者，我們提供了一套強大的創新數字工具，這些工具構成了一致的數字平台，為醫生及其患者提供無縫的端到端數字體驗。

Innovations launched over the last year include ClinCheck Live Update for 3D controls. This enables doctors to generate modified Invisalign patient treatment plans in real time, reducing modifications that used to take weeks to as little as 2 minutes. Improving practice productivity while also improving the quality of treatment plans. Invisalign Personal Plan, or IPP streamlines the treatment planning process and helps doctors achieve their desired treatment plans more consistently and efficiently. Invisalign Smile Architect allows general dentists to integrate clear aligner therapy into their comprehensive treatment plans by combining tooth alignment and restorative planning in a single platform.

去年推出的創新包括用於 3D 控制的 ClinCheck Live Update。這使得醫生能夠實時生成修改後的 Invisalign 隱適美患者治療計劃，將過去需要數週時間的修改減少到僅需 2 分鐘。提高實踐效率，同時提高治療計劃的質量。隱適美個人計劃 (IPP) 簡化了治療計劃流程，幫助醫生更一致、更高效地實現所需的治療計劃。 Invisalign Smile Architect 將牙齒矯正和修復計劃結合在一個平台上，使普通牙醫能夠將透明矯正器治療融入到他們的綜合治療計劃中。

Invisalign Virtual Care, equips doctor with a next-generation remote monitoring solution that has new artificial intelligence-assisted capabilities to streamline their workflows. Cone beam computed tomography or CBCT, enables doctors to visualize the patient's roots as part of the digital treatment planning process. Invisalign Outcome Simulator Pro, expand Align's existing Invisalign Outcome Simulator technology and adds the benefit of the company's ClinCheck In-Face Visualization tool that combines a photo of a patient's face, with their 3D treatment simulation, creating a truly personalized view of how their new smile will look. iTero-exocad Connector integrates iTero intraoral camera and NIRI images with exocad DentalCAD 3.1 software, allows dental professionals to visualize the internal and external structure of teeth.

Invisalign 隱適美虛擬護理為醫生配備了下一代遠程監控解決方案，該解決方案具有新的人工智能輔助功能，可以簡化他們的工作流程。作為數字治療計劃過程的一部分，錐形束計算機斷層掃描 (CBCT) 使醫生能夠可視化患者的根部。 Invisalign Outcome Simulator Pro 擴展了 Align 現有的 Invisalign Outcome Simulator 技術，並增加了該公司 ClinCheck 面部可視化工具的優勢，該工具將患者面部照片與 3D 治療模擬相結合，創建真正個性化的新笑容視圖將要看。 iTero-exocad Connector 將 iTero 口腔內攝像頭和 NIRI 圖像與 exocad DentalCAD 3.1 軟件集成，使牙科專業人員能夠可視化牙齒的內部和外部結構。

In addition to these and other incredible innovations in the coming years, we'll continue to build a digital platform and add new capabilities to improve clinical outcomes and elevate the patient experience to drive continued practice growth and positive patient experiences. Thank you for your time today. We look forward to speaking to you at our upcoming Investor Day on September 6, where we'll share with you our views about the incredible market opportunity we have and how Align is uniquely positioned to continue to lead the transformation of the digital orthodontic industry. Now I'll turn the call over to the operator for questions. Operator?

除了未來幾年的這些和其他令人難以置信的創新之外，我們還將繼續構建數字平台並添加新功能，以改善臨床結果並提升患者體驗，從而推動實踐的持續增長和積極的患者體驗。感謝您今天抽出時間。我們期待在 9 月 6 日即將舉行的投資者日與您交流，屆時我們將與您分享我們對我們所擁有的令人難以置信的市場機會的看法，以及 Align 如何以獨特的優勢繼續引領數字化正畸行業的轉型。現在我將把電話轉給接線員詢問問題。操作員？

At this time, we'll be conducting a question-and-answer session. (Operator Instructions) Our first question comes from the line of Jeff Johnson with Baird.

此時，我們將進行問答環節。 （操作員說明）我們的第一個問題來自 Jeff Johnson 和 Baird 的對話。

Joe, congrats on a nice bounce back quarter here. I wanted to start really on the teen market. Obviously, that's where we all focus long term on the business. But that 9.7% year-over-year growth, when I look back last year, it was your first quarter in a long time of negative year-over-year growth in teens. So you had a bit of an easy comp there, although, obviously, '21 was a fantastic year.

喬，祝賀本季度的良好反彈。我想真正從青少年市場開始。顯然，這就是我們長期關注業務的地方。但當我回顧去年時，9.7% 的同比增長是青少年長期同比負增長的第一個季度。所以你在那裡的比賽有點簡單，儘管很明顯，21 年是很棒的一年。

So I guess I'm trying to figure out in this economy, when I think about comps from '21 that were so tough, when I think about competition that's out there, where do you think that 9%, 10% teen growth is relative to where you expect to be normalized? Are we still expecting a nice improvement of this over the next few years back to kind of mid, upper teens, something like that? I just would like to get your views on that.

所以我想我正在努力弄清楚，在這種經濟形勢下，當我想到 21 世紀的競爭如此艱難時，當我想到那裡的競爭時，你認為 9%、10% 的青少年增長是相對的嗎？您期望正常化到什麼程度？我們是否仍然期望在接下來的幾年裡能有一個很好的改善，回到十幾歲左右的水平，類似的東西？我只是想听聽你對此的看法。

Jeff, I mean you know how important that teen market is to us, like I talked about in the script of the 21 million case starts and the majority of those 75%, 80% being teen. So I look at that sequential growth in teens as being really positive. Now we did have a good number to compare against, like you said.

Jeff，我的意思是你知道青少年市場對我們有多重要，就像我在 2100 萬個案件開始的劇本中談到的那樣，其中大多數 75%、80% 是青少年。所以我認為青少年的連續增長是非常積極的。現在我們確實有一個很好的數字可以比較，就像你說的那樣。

But when I highlighted in our -- the Invisalign First product line and how well that product is doing overall, and it continues to grow phenomenally throughout the world in all 3 regions that we have. Our teen packs different business models or plans that we put together, really helps with that piece, too. So Jeff, when you look at our coming technology improvements and products and those kinds of things, they're targeted really well with the teen market also. So the numbers that you mentioned about potential growth and penetration in that marketplace, in line with our investments and where we think we'll go in the marketplace. But let's be honest, it's been -- that's a struggle to get orthodontists to really move on teens. But our top docs are almost exclusively Invisalign across the board. Our job is to bring this new technology out, but also infuse it well within doctors, so they're comfortable with the work practices and comfortable with the clinical outcomes. And I feel we've made really good progress in that area.

但是，當我在我們的 Invisalign First 產品線中強調該產品的整體表現時，它在我們擁有的所有 3 個地區繼續在全球範圍內顯著增長。我們的青少年將我們整理的不同商業模式或計劃打包在一起，這對這方面也確實有幫助。所以傑夫，當你看到我們即將推出的技術改進和產品以及諸如此類的東西時，你會發現它們也非常針對青少年市場。因此，您提到的有關該市場潛在增長和滲透的數字與我們的投資以及我們認為我們將進入市場的方向一致。但說實話，要讓正畸醫生真正對青少年採取行動，這是一場鬥爭。但我們的頂級醫生幾乎全都是 Invisalign 隱適美。我們的工作是推出這項新技術，同時將其很好地灌輸給醫生，以便他們對工作實踐和臨床結果感到滿意。我覺得我們在該領域取得了非常好的進展。

All right. That's helpful. And then just would like an update maybe on China. Obviously, third quarter tends to be a big teen season there, but we're also seeing some mixed macro feedback on China as a whole kind of from an overall economic standpoint. So just what's kind of current tenor of business in China? And just remind us how bad were things in third quarter last year in China, we just kind of lose track of the COVID shutdowns and all that, but should third quarter be an easy comp in China? Or were things opening back up there before we got to the beginning of this year where they shut back down again.

好的。這很有幫助。然後只是想了解有關中國的最新情況。顯然，第三季度往往是青少年的旺季，但從整體經濟的角度來看，我們也看到了中國整體宏觀反饋的一些好壞參半。那麼，目前中國的商業狀況如何呢？只是提醒我們，去年第三季度中國的情況有多糟糕，我們只是忘記了新冠疫情導致的停工等情況，但第三季度在中國應該是一個輕鬆的比較嗎？或者是在今年年初之前，事情又重新開放了，然後又重新關閉了。

Yes. China, obviously, from an economic standpoint, Jeff, it's -- we watch that closely as everybody does, too, but we have to take it as it is right now. And we had a good quarter. We had a good start in the first quarter, too. And so we're seeing good sequential momentum, an improvement in that sense in the business overall.

是的。顯然，從經濟的角度來看，中國——傑夫，我們也像每個人一樣密切關注這一點，但我們必須接受它現在的情況。我們度過了一個美好的季度。我們在第一季度也取得了良好的開局。因此，我們看到了良好的連續勢頭，整體業務在這個意義上有所改善。

Obviously, when you look at the third quarter, I mean, we all know you watch our stock closely. We know the third quarter is a huge teen market in China, as I mentioned in the script, too. And we're really glued on that, but we feel very confident in the sense of our positioning there and where China stands right now. I can't comment on future economic activity there with any more accuracy than you can. But what we've experienced in the second quarter and what we see going into the third, we feel good about it.

顯然，當你看第三季度時，我的意思是，我們都知道你密切關注我們的股票。我們知道第三季度中國是一個巨大的青少年市場，正如我在劇本中提到的。我們確實對此很著迷，但我們對我們在那裡的定位以及中國目前的處境非常有信心。我無法比你更準確地評論那裡未來的經濟活動。但我們在第二季度所經歷的以及我們在第三季度所看到的，我們對此感覺良好。

Our next question comes from the line of John Block with Stifel.

我們的下一個問題來自約翰·布洛克和斯蒂菲爾的對話。

I'll start on innovation. And Joe, going into '23, you called out this year is one of the biggest for Align in terms of innovation when we think about the company's history. At the end of the prepared remarks, that was really helpful. You laid out a handful of innovations. Where are you with the next wave? And when I say the next wave, any details that you can give with palatal expansion in terms of timing in the U.S., maybe if you can elaborate a little bit on the limited rollout in Canada to date.

我將從創新開始。喬，進入 23 年，當我們思考公司的歷史時，你指出今年是 Align 創新最大的一年之一。在準備好的發言結束時，這確實很有幫助。您提出了一些創新。下一波浪潮你在哪裡？當我說下一波浪潮時，您可以提供有關美國上顎擴張的時間安排的任何細節，也許您可以詳細說明迄今為止在加拿大的有限推廣。

And is there anything else that we should expect more near term, i.e., maybe next 3 to 12 months before some of those longer-term aspirations come into play on direct printing? And then I'll ask my follow-up.

在一些長期願望在直接打印上發揮作用之前，我們是否應該在近期（即未來 3 到 12 個月）期待更多的事情？然後我會詢問我的後續行動。

John, obviously, Invisalign palate expander has come a long way. You probably get -- that we've had some forays into Canada recently and good feedback on our product line. When we look at the investor conference coming up, we'll obviously give you a much more detailed discussion in the sense of where that product stands, and how we'll commercialize it.

約翰，顯然，Invisalign 隱適美腭擴張器已經取得了長足的進步。您可能會了解到，我們最近進軍了加拿大，並且我們的產品線得到了良好的反饋。當我們考慮即將舉行的投資者會議時，我們顯然會為您提供更詳細的討論，包括該產品的地位以及我們如何將其商業化。

But overall, what I'd tell you, John, we know how to make it. We have a process that makes it. Remember, with our business, though, just making it doesn't mean anything, you've got to scale this thing to million, and so that's what our focus is right now, is how we scale, how we roll this out. There's obviously a lot of regulatory qualifications we have to meet in each area because it's a new device, too, but I feel good about that. And John, when you look our development, you know this well, you can almost draw a line between the production of product and then the software that we talked about with the software piece. Obviously, IPE represents both of those, right? It's new software and new kind of treatment planning, but it's actually a 3D-printed device that we haven't launched before. So just think about in the scale-up mode, but when we see you on September 6, we'll have many more details for you.

但總的來說，約翰，我要告訴你的是，我們知道如何做到這一點。我們有一個流程可以做到這一點。但請記住，對於我們的業務來說，僅僅做到這一點並不意味著什麼，你必須將其規模擴大到數百萬，所以這就是我們現在的重點，就是我們如何擴展、如何推出。顯然，我們在每個領域都必須滿足很多監管資格，因為它也是一種新設備，但我對此感覺很好。約翰，當你看看我們的開發時，你很清楚這一點，你幾乎可以在產品的生產和我們談論的軟件之間劃清界限。顯然，IPE 代表了這兩點，對吧？這是新的軟件和新的治療計劃，但它實際上是我們之前從未推出過的 3D 打印設備。因此，請考慮擴大模式，但當我們 9 月 6 日見到您時，我們將為您提供更多詳細信息。

And then maybe as my second question, sort of one of those famous 2 partners. John, to start with you, can you elaborate on the ASP for comprehensive Q-over-Q? I believe you said it was down Q-over-Q, little confused because I think you would have had the full quarter the price increase on the 3x3 in the comprehensive. So if I've got that right, maybe if you can tease out why it would have been down Q-over-Q.

然後也許是我的第二個問題，有點像那些著名的兩位合夥人之一。 John，首先請您詳細介紹一下綜合 Q-over-Q 的 ASP 嗎？我相信您說的是季度環比下降，有點困惑，因為我認為您在整個季度的 3x3 綜合價格中都會上漲。所以，如果我沒說錯的話，也許你能弄清楚為什麼它會比 Q 值下降。

And then, Joe, the upside for the cases, I'm packing it around 10,000 relative to the implied guide that you gave back for 2Q. I've got the U.S. cases essentially in line with our estimate. International seems to have really been the driver of the upside. And maybe to build on Jeff's question, can you just give some more details where the outperformance was? Was it China? Was it EMEA? Where do you see maybe the better-than-expected results specific to those international regions?

然後，喬，箱子的好處是，相對於您在第二季度返回的隱含指南，我將其包裝在 10,000 左右。我得到的美國病例基本符合我們的估計。國際似乎確實是上漲的推動者。也許在傑夫的問題的基礎上，您能否提供更多關於表現優異的細節？是中國嗎？是歐洲、中東和非洲地區嗎？您認為這些國際地區的具體結果可能好於預期嗎？

Yes. Just first on the ASP, John. Yes, the comprehensive were down slightly, just a reflection of some of the product mix that we had as well as some of the discounts that we have partially offset by price decrease. So nothing out of the ordinary there, we actually saw an increase on a sequential basis for noncomp. But the comprehensive was just more mix.

是的。約翰，首先談談 ASP。是的，綜合價格略有下降，這只是我們擁有的一些產品組合以及我們部分被價格下降所抵消的一些折扣的反映。因此，沒有什麼不尋常的地方，我們實際上看到了非競爭性的連續增長。但綜合性的只是更多的混合。

John, back to me is -- yes, you're right. I mean, when you look at from a regional standpoint, EMEA and APAC stood out. Really across the board in EMEA, I mean, like I mentioned in my script, you had Iberia did well. U.K. did well. The Nordic side, we just introduced DSP and different things. We're excited about those areas, too. So -- and then the teen growth there overall across those geographies was good. So I mean, it's just -- I think just good strong performance.

約翰，回到我身邊的是——是的，你是對的。我的意思是，從區域角度來看，歐洲、中東和非洲和亞太地區脫穎而出。在歐洲、中東和非洲地區，我的意思是，就像我在腳本中提到的那樣，伊比利亞航空做得很好。英國表現不錯。在北歐方面，我們剛剛介紹了 DSP 和不同的東西。我們也對這些領域感到興奮。因此，這些地區的青少年整體成長情況良好。所以我的意思是，我認為這只是良好而強勁的表現。

And then when you think about the EMEA economy, too, John, I mean last year there was a lot of uncertainty with the Ukraine situation that hasn't gotten any better, but Europeans and the European countries, I think, have solidified their economies around that. And just we're seeing some improvement from a consumer sentiment standpoint, too. So that's reflected in our numbers also. On APAC, obviously, China was good year-on-year. Japan actually was very strong for us, too, along with Korea, in different parts of Asia, as I mentioned. So it's still broadly really good improvements in both of those regions by country and also specifically in that teen segment that I mentioned. So we're seeing good improvement John, from a sequential standpoint.

然後，當你也考慮歐洲、中東和非洲經濟時，約翰，我的意思是去年烏克蘭局勢存在很多不確定性，而且還沒有任何好轉，但我認為歐洲人和歐洲國家已經鞏固了他們的經濟圍繞那個。從消費者信心的角度來看，我們也看到了一些改善。這也反映在我們的數字中。顯然，在亞太地區，中國的表現同比不錯。正如我提到的，日本實際上對我們來說也非常強大，還有韓國，在亞洲的不同地區。因此，這兩個地區的國家/地區，特別是我提到的青少年群體，總體上仍然取得了很好的進步。因此，從順序的角度來看，約翰，我們看到了良好的進步。

Our next question comes from the line of Nathan Rich with Goldman Sachs.

我們的下一個問題來自高盛的內森·里奇（Nathan Rich）。

John, I guess, could you maybe just talk about how adult cases performed relative to your expectations, improved slightly, but I think still down a little bit year-over-year. And how are you thinking about the biggest swing factors that could impact revenue in the back half. Does the guidance kind of just reflect a continuation of the environment that you saw in 2Q? And is there any kind of part of the business that you're watching specifically, either teen versus adult in certain markets that you feel are especially big swing factors in the back half?

約翰，我想，您能否談談成人病例相對於您的預期的表現，略有改善，但我認為同比仍略有下降。您如何看待可能影響下半年收入的最大波動因素。該指引是否只是反映了您在第二季度看到的環境的延續？您是否特別關注業務的任何部分，無論是青少年還是成人，在某些市場中您認為是後半部分特別大的波動因素？

Yes, I'll take that one, Nate. This is John. When you look at the commentary that we gave, we saw improving trends as we went into the second quarter. We see that in the results. And our guidance reflects that. It shows up in Q3, and it also gives us the confidence to talk to a guide for the total year. So that's how we've kind of factored things in and looking at the normal metrics in indices that help us with that.

是的，我會接受那個，內特。這是約翰。當您查看我們給出的評論時，我們看到進入第二季度後趨勢有所改善。我們在結果中看到了這一點。我們的指導反映了這一點。它出現在第三季度，這也讓我們有信心與全年的導遊交談。這就是我們如何考慮因素並查看指數中的正常指標來幫助我們做到這一點。

As far as adult versus teen, as we said, teen season now. We saw good results in Q2, and we expect that to continue in Q3. As we've said, China is a big market, U.S. big market in Q3, and we expect that to continue. And adults important for us, too. We have a lot of capabilities to be able to go to those general dentists and try to work where those adults might be wanting to come into treatment, and be able to help provide for them as well as our orthodontist. So we feel good about the efforts that we have to try to improve both teen and adult as we go through this year.

就成人與青少年而言，正如我們所說，現在是青少年季節。我們在第二季度看到了良好的業績，我們預計第三季度將繼續如此。正如我們所說，第三季度中國是一個大市場，美國也是一個大市場，我們預計這種情況將持續下去。成年人對我們也很重要。我們有很多能力去普通牙醫那裡，嘗試在那些成年人可能想要接受治療的地方工作，並能夠為他們和我們的正畸醫生提供幫助。因此，我們對今年為改善青少年和成人所做的努力感到滿意。

And then just a clarification on the touch-up cases. So -- it sounds like that's pressuring the North America ortho utilization metric. But if you back that out, or kind of include touch up, it would have been up year-over-year. I'd just be curious to get your sense of what portion of those 18,000 touch-up cases would have been cases kind of in your view in the past prior to DSP just so we get a sense of what that shift might look like.

然後只是對修補案例進行澄清。所以——聽起來這給北美的正交利用率指標帶來了壓力。但如果你取消這一點，或者進行一些修飾，它會逐年上升。我只是很好奇，想知道您認為在 DSP 之前的 18,000 個修補案例中，哪一部分屬於您過去認為的案例，以便我們了解這種轉變可能會是什麼樣子。

Yes. So those touch-up cases, as we talked to those 18,000, those would have been -- those are the touch-up cases that would have been the lower-stage products that we had 5 stage, maybe 7 up to 10, but in that range, 5 to 10, but probably more on the low side of that in terms of the stages. And we see this great adoption with the DSP program, as we mentioned in the prepared remarks, it doubled from last year.

是的。因此，正如我們與這 18,000 人交談的那樣，這些修補案例本來就是 - 這些修補案例本來是我們擁有 5 個階段，也許 7 到 10 個階段的較低階段產品，但在這個範圍是 5 到 10，但就階段而言可能會偏低。正如我們在準備好的發言中提到的，我們看到 DSP 計劃得到了廣泛的採用，它比去年翻了一番。

We wanted to give some commentary about how big this is becoming and show them in our kind of our discussion about the year-over-year, and the sequential and so on. And at Investor Day in September, I'll give a lot more detail about kind of where it came from, how it's become more and more important and what it means going forward because we're going to include these cases going forward. But in the end, we see in all cases where we see -- we've seen the DSP program, it drives incremental volume for us. those doctors continue to do those comprehensive cases that we see, but those doctors are also doing these low stage touch-up cases as well as retention. And we think that's a good thing for our doctors.

我們想對這件事的規模有多大發表一些評論，並在我們關於逐年、連續等的討論中展示它們。在九月的投資者日上，我將提供更多細節，說明它的來源、它如何變得越來越重要以及它對未來意味著什麼，因為我們將在未來包括這些案例。但最終，我們在所有情況下都看到——我們已經看到了 DSP 程序，它為我們帶來了增量。這些醫生繼續做我們看到的那些綜合病例，但那些醫生也在做這些低階段的修補病例以及保留病例。我們認為這對我們的醫生來說是一件好事。

Our next question comes from the line of Brandon Vazquez with William Blair.

我們的下一個問題來自布蘭登·巴斯克斯和威廉·布萊爾的對話。

I just wanted to follow up first on the DSP program. If we're doing our math correctly, it seems like most, if not all, of the year-over-year increase in case volumes, is actually coming from the DSP program. So one, is that correct? And two, maybe if it is, can you talk about where do you think the mix goes eventually to DSP? And is DSP at this point accretive to your case volumes? Or are you seeing accounts kind of switch what they would have been doing as kind of normal base volumes into DSP?

我只是想先跟進 DSP 程序。如果我們的計算正確的話，看起來案件數量的同比增長中的大部分（如果不是全部）實際上都來自 DSP 計劃。那麼，這是正確的嗎？第二，如果是的話，你能談談你認為混音最終會流向 DSP 的地方嗎？此時 DSP 是否會增加您的案件數量？或者您是否看到帳戶將其原本作為正常基本量執行的操作轉換為 DSP？

We're actually seeing DSP as accretive. So we're not seeing -- we're seeing -- fundamentally, we're seeing doctors who were either making them themselves or going to lab or other ways of making the aligners actually switching over and continuing to give us those comprehensive cases, but then they're also now giving us the DSP cases.

我們實際上認為 DSP 具有增值作用。所以我們沒有看到——我們看到的是——從根本上來說，我們看到的醫生要么自己製作，要么去實驗室或以其他方式讓矯正器真正切換並繼續​​給我們提供這些全面的案例，但他們現在也向我們提供了 DSP 案例。

Remember, most of DSPs, the majority of DSP is retention, and it's the retention that we're providing. But then a subset of that is these touch-up cases and like I said, about 18,000 or so. And what we've also commented to it, it would have -- it would have helped us by about 1.5 points on an overall basis. So we reported our volumes up about 0.9%. And they would have been up 1.5 points on that to 2.4%. So it's accretive no matter how we look at it, and it's certainly accretive from a standpoint of the margin that it generates. It's generating some of the highest margin from our product portfolio that we have because the cost to serve is very straightforward for us. There's no additional aligners or anything else. So we recognize all the revenue as soon as we ship without additional aligners related to that.

請記住，大多數 DSP，大多數 DSP 都是保留，而這正是我們提供的保留。但其中一部分是這些修補案例，就像我說的，大約有 18,000 個左右。我們也對此發表了評論，它會給我們帶來大約 1.5 個百分點的整體幫助。因此，我們報告銷量增長了約 0.9%。他們的支持率將上升 1.5 個百分點，達到 2.4%。因此，無論我們如何看待它，它都是增值的，而且從它產生的利潤的角度來看，它肯定是增值的。它為我們的產品組合帶來了最高的利潤，因為服務成本對我們來說非常簡單。沒有額外的矯正器或其他任何東西。因此，我們在發貨後立即確認所有收入，無需額外的相關對準器。

And then one other second on......

然後又一秒......

One other clarification on your question was whether you put DSP or not, we were up year-over-year in our numbers.

關於您的問題的另一個澄清是，無論您是否使用 DSP，我們的數字都在逐年上升。

Got it. That's helpful. The next question is just on teens. I think, Joe, you had said a little earlier, a little frank about there's hurdles within the teen market and kind of pushing that share into existing accounts to get a little deeper. Can you guys just talk about what are kind of the top hurdles right now? Why has it been a little bit tougher to get the incremental share in the teen market? And what are you guys kind of focused on in the next 6 to 12 months to push that share forward?

知道了。這很有幫助。下一個問題只針對青少年。我想，喬，你早些時候曾坦率地說過，青少年市場存在一些障礙，並且希望將這一份額推入現有賬戶，以取得更深入的發展。你們能談談目前最大的障礙是什麼嗎？為什麼在青少年市場獲得增量份額有點困難？在接下來的 6 到 12 個月裡，你們會重點關注什麼來推動這一份額的增長？

In general, when you look at orthodontic workflows, if they're not completely digitized in the sense of what they do, and you're kind of in a down cycle right now with orthodontists and their challenge. They feel like on a wire bracket side, they can just make more money with wires and brackets versus Invisalign because the raw material costs are 3.5x. Now if you're fully digitized, your workflows and everything else, obviously, you make more money with Invisalign.

一般來說，當您查看正畸工作流程時，如果它們在工作意義上沒有完全數字化，那麼您現在正處於正畸醫生及其挑戰的下行週期中。他們覺得在金屬絲托槽方面，他們可以用金屬絲和托槽比 Invisalign 賺更多的錢，因為原材料成本是 Invisalign 的 3.5 倍。現在，如果您的工作流程和其他一切都完全數字化，那麼顯然，您可以通過 Invisalign 賺更多的錢。

But I think in these kind of challenging economic times, it's just more difficult to move the orthodontic community over to the clear aligner piece because they're just used to the workflow of what we have with versus wires and brackets. I can say Invisalign first seems to be an exception to that. In the sense of how Phase I kind of patients are treated. That's not a constant when you look at what's going on in the orthodontic industry. But we see a lot more interest in Phase I with Invisalign First than we thought before. I think that's going to help to be a span breaker for us in this whole thing. In the future, there's no doubt to us in the sense that clear aligners are the future, no white spot lesions, obviously 6 months faster than a normal kind of a treatment, much easier for patients. We know all those things. When you ask what the biggest issues are, they're not basically clinical anymore. It's about workflow. Workflow and confidence in orthodontic practice.

但我認為在這種充滿挑戰的經濟時代，將正畸社區轉移到透明矯正器部件上更加困難，因為他們只是習慣了我們使用鋼絲和托槽的工作流程。我可以說 Invisalign 隱適美首先似乎是一個例外。從第一期患者的治療方式來看。當你看看正畸行業正在發生的事情時，這並不是一個常數。但我們發現人們對 Invisalign First 第一階段的興趣比我們之前想像的要大得多。我認為這將有助於成為我們整個事情的突破者。未來，毫無疑問，透明矯治器是未來的趨勢，沒有白點病變，明顯比普通治療快6個月，對患者來說更容易。我們知道所有這些事情。當你問最大的問題是什麼時，它們基本上不再是臨床問題。這是關於工作流程的。正畸實踐的工作流程和信心。

Our next question comes from the line of Elizabeth Anderson with Evercore ISI.

我們的下一個問題來自 Elizabeth Anderson 與 Evercore ISI 的對話。

Congrats on the quarter and thanks so much for the question. One, this -- don't take this as a complaint because I'm very happy that we have full year guide. What I was -- wanted to ask was like what -- did you guys see sort of in the end markets or in your -- the visibility of your results to the macro picture that made sort of this time the right time to kind of move on from what we've had in the quarterly guide the last couple of quarters into this sort of longer guidance.

祝賀本季度，非常感謝您提出問題。第一，不要將此視為抱怨，因為我很高興我們有全年指南。我想問的是，你們是否在終端市場或你們的宏觀形勢中看到了結果的可見性，這使得這次成為採取行動的正確時機我們從過去幾個季度的季度指南中得到的內容變成了這種更長的指南。

Yes, I'll give you the high-level view, and I'll turn it over to John, Elizabeth for the ground thing. But I mean, obviously, we had a good second quarter, and we feel we can see through to the third quarter, whatever -- at that point, too, like we said, with the qualifiers is continued economic situation that we see now, we feel confident just based on what we understand from a cyclical standpoint to be able to call the fourth quarter.

是的，我會給你高層的看法，然後我會把它交給約翰，伊麗莎白負責地面的事情。但我的意思是，顯然，我們第二季度表現不錯，我們覺得我們可以看到第三季度，無論如何——在那個時候，就像我們所說的，隨著預選賽的到來，我們現在看到的經濟形勢持續存在，根據我們從周期性角度的理解，我們對第四季度充滿信心。

And so look, we're still in very difficult economic times and uncertain times. But with the second quarter out of the way and with what we talk about improvement, particularly in a sequential sense, we just felt like I mean we're going to give it to you, you're going to make it up. So we might give you the best guess we have. But John can give you more?

所以看，我們仍然處於非常困難的經濟時期和不確定的時期。但隨著第二季度的結束，以及我們談論的改進，特別是在連續的意義上，我們只是覺得我的意思是我們要把它交給你，你會彌補它。因此，我們可能會為您提供最好的猜測。但約翰能給你更多嗎？

Look, I can't add much more to that. We've got now a couple good quarters behind us. We've seen stability kind of turning to improving trends. It's a good position to be in. We continue to see that into the third quarter. As Joe said, it's not great, but it's better than it has been from an overall economic standpoint. And so based on the order trends and kind of how things are looking, we felt comfortable about Q3 and translate that to total year as well.

聽著，我無法對此添加更多內容。現在我們已經落後了好幾個季度了。我們已經看到穩定性正在轉向改善趨勢。這是一個很好的位置。我們在第三季度繼續看到這一點。正如喬所說，這不是很好，但從整體經濟角度來看，它比以前要好。因此，根據訂單趨勢和情況，我們對第三季度感到滿意，並將其轉化為全年。

And just as a follow-up, are you guys taking any different approach to sort of like, sales either so from like a personnel perspective or a focus versus earlier in the year? I know sometimes you guys have sort of been ramping reps. And then that had sort of flatlined. So I just wanted to understand sort of like how you're thinking about that as we go into the balance of the year and sort of set up for 2024?

作為後續行動，與今年早些時候相比，你們是否從人員角度或焦點角度採取了不同的銷售方法？我知道有時你們會增加代表次數。然後就變得平淡了。所以我只是想了解一下，當我們進入今年的剩餘時間並為 2024 年做準備時，您是如何看待這個問題的？

Elizabeth, I'd say our sales practices are consistent and dynamic in the same way, it 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.

伊麗莎白，我想說，我們的銷售實踐是一致的、動態的，就我們擁有的銷售人員數量、我們如何培訓這些銷售人員以及他們如何進入市場而言，它是一致的。顯然我們在不同的領域提供不同的產品。我們專門將正畸、銷售人員和普通牙科銷售人員分開，因為這只是一種不同的呼叫。

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.

因此，我想說，我們進入市場的方式沒有發生重大變化。顯然，我們的 iTero 銷售團隊與 Invisalign 隱適美銷售團隊合作非常密切，並且在某些領域存在重疊。但我可能錯過了你的問題，但我想說，作為銷售人員的銷售人員、許多銷售人員的立場，特別是我們接近市場的方式，並沒有發生重大變化。

Our next question comes from the line of Michael Ryskin with Bank of America.

我們的下一個問題來自美國銀行的邁克爾·里斯金 (Michael Ryskin)。

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?

我有幾個快速的。一個是很好，實際上有點相關。一個只與結果有關，第一季度到第二季度以及您對第三季度的展望，只是一個是或否的問題。可以肯定地說，您已經回到了歷史上常見的季節性，過去幾年有點不穩定，但似乎我們正在恢復這種慣例。可以肯定地說，這應該是我們未來的基本案例方法嗎？

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.

嗯，我認為我們看到的是第二季度到第三季度的指南，這更像是典型的季節性持平，從第二季度到第三季度略有上升。這就是——這就是未來的發展方向。我認為鑑於我們只給出了總體宏觀不確定性的評論，我們還沒有準備好這麼說。我們完全恢復到正常的季節性。但我們在短期內所給出的指導意見反映了這一點。

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?

第二次是在分析師日。我的意思是，那裡有幾塊。一是，您可以考慮一下現在是舉辦分析師日的最佳時機嗎？正如你所說，市場仍然相當不確定。仍然存在一些波動，能見度尚未完全恢復。那麼這個決定是出於什麼考慮呢？與此相關的是長期指南，當我們開始考慮建模 2024 年並從那裡繼續前進時，您是否要解決這個問題？

We usually do this about every 2 years, Michael. It is a really sophisticated algorithm we use to figure that out. It's about every 2 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.

邁克爾，我們通常大約每兩年進行一次。我們用一個非常複雜的算法來解決這個問題。大約每2年一次。我們認為，從重新啟動投資者基礎的角度來看，現在也是時候這樣做了，從我們投資的地方、我們如何看待市場的角度來看。這只是對所提出的許多問題的一個很好的總結。

Our next question comes from the line of Jason Bednar with Piper Sandler.

我們的下一個問題來自賈森·貝德納 (Jason Bednar) 和派珀·桑德勒 (Piper Sandler) 的對話。

Good afternoon. 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?

下午好。我想談談本季度對我們來說最突出的一些事情。也許首先，您運送的醫生數量連續增加，加上您服務的所有渠道的利用率更高。再說一次，很高興看到這種組合走到一起。我知道您不再提供美國或國際市場上運送的醫生的詳細信息，但是，我想，您是否能夠明確指出醫生數量的增加是否僅限於中國恢復在線和在亞太地區的擴張？或者您是否發現北美渠道和歐洲、中東和非洲渠道的用戶也有所增加？

Yes, Jason, you're right. We don't give that level of detail, but we saw more doctors that we ship to in APAC related to China, as you said, and we saw it in other regions as well. So we are pleased with the number of doctors that we're shipping to. It's a reflection of our products and what they want to do and then as well, being able to be up on a utilization basis is a good metric as well.

是的，傑森，你說得對。我們沒有提供如此詳細的信息，但正如您所說，我們在亞太地區看到了更多與中國相關的醫生，我們在其他地區也看到了這一情況。因此，我們對運送的醫生數量感到滿意。它反映了我們的產品以及他們想要做什麼，並且能夠提高利用率也是一個很好的指標。

I guess maybe just to follow up there, John, real quick. Can you confirm whether or not you saw that increase in North America, orthos or GPs or both?

我想也許只是為了跟進，約翰，很快。您能否確認您是否看到北美、矯形器或全科醫生或兩者的增加？

Yes, we saw improvement for North America as well.

是的，我們也看到了北美的進步。

And then I know we got some good details on some of your APAC markets, including China. But I guess wondering if you can talk about just monthly cadence of U.S. trends throughout the quarter and maybe even here in July. Some of the work we've done shows that there's maybe a bit more mix trends in April and June, May was pretty strong. I guess just wondering how that drives what you were seeing in your case shipment trends throughout the quarter? And then same question for EMEA, if you could elaborate just on how the quarter unfolded in that region.

然後我知道我們獲得了有關你們的一些亞太市場（包括中國）的一些詳細信息。但我想知道您是否可以僅談論整個季度甚至七月份美國趨勢的每月節奏。我們所做的一些工作表明，四月和六月可能會有更多的混合趨勢，五月的趨勢相當強勁。我想只是想知道這如何推動您在整個季度的裝箱出貨趨勢中看到的情況？對於歐洲、中東和非洲地區，您也有同樣的問題，請您詳細說明該地區本季度的發展情況。

Yes. We're really not giving -- like -- I don't really want to get into the month-by-month activity. I think the results kind of show where they were, Jason, and then it also kind of reflects what we've been able to give from a guidance standpoint as well. But without getting into months by country and region and so on, it gets a little difficult to give that level of detail.

是的。我們真的沒有給予——就像——我真的不想參與每月的活動。我認為結果表明了他們的位置，傑森，而且它也反映了我們從指導的角度能夠提供的內容。但如果不按國家和地區等劃分月份，就很難提供如此詳細的信息。

But I think the results that we have for Q2 and what we've talked about how the sequential improvement and what we were able to see on a quarter-over-quarter basis and what it means for the guidance kind of speak to that.

但我認為我們第二季度的結果以及我們所討論的連續改善以及我們在季度環比基礎上看到的情況以及它對指導的意義都說明了這一點。

Our next question comes from the line of Brandon Couillard with Jefferies.

我們的下一個問題來自布蘭登·庫亞爾和杰弗里斯的對話。

You mentioned scanner ASPs as a bad guy in terms of segment gross margin sequentially and year-over-year. Joe, you just talk about the competitive environment and whether you're seeing pricing pressure intensifying, just your macro view there would be helpful.

您提到掃描儀平均售價在連續和同比細分市場毛利率方面都是一個壞蛋。喬，您剛才談到了競爭環境以及您是否看到定價壓力加劇，您的宏觀觀點將會有所幫助。

Yes, I wouldn't call it a bad guy. I think what we tried to communicate was, we have a mix in there from a price standpoint. We feel good about our upper-end product line and the prices we're able to get for a 5D plus Flex and it's a premier scanner in the marketplace. As you mentioned before and as you know, I mean, there's a certain sensitivity in the marketplace about these kind of capital expenditures in a dental office when a lot of the economics are challenged right now in the orthodontic and in dental side. So we see that.

是的，我不會稱其為壞人。我認為我們試圖傳達的是，從價格的角度來看，我們在其中進行了混合。我們對我們的高端產品線以及 5D plus Flex 的價格感到滿意，它是市場上一流的掃描儀。正如您之前提到的，正如您所知，我的意思是，市場對牙科診所的此類資本支出存在一定的敏感性，因為目前正畸和牙科方面的許多經濟學都受到挑戰。所以我們看到了這一點。

But despite that, you could see we turned really good numbers around. Our CPOs help us to fight on the lower end. CPOs are the certified preowned that allow us to go down market if we have to. And obviously, when you look at the marketplace, it's pretty -- if you have the -- what we would call the confocal imaging scanners, like that we lead with. And then there's products like (inaudible) whatever they try to take the low end, and whatever. But we feel -- I feel good about our capability, our value proposition, and I think our numbers reflect that this quarter and in the past too. So I'm not saying there's not a competitive environment. I just feel we have a superior product line, and then we have a good value stream that we offer from a standpoint of the integration with Invisalign through iTero and then on [DSP].

但儘管如此，你還是可以看到我們扭轉了非常好的數字。我們的 CPO 幫助我們在低端市場進行戰鬥。 CPO 是經過認證的二手貨，允許我們在必要時進入下游市場。顯然，當你看看市場時，你會發現它很漂亮——如果你有——我們所說的共焦成像掃描儀，就像我們領先的那樣。然後還有一些產品，比如（聽不清）他們試圖採取的低端產品，等等。但我們感覺——我對我們的能力、我們的價值主張感覺良好，我認為我們的數字也反映了本季度和過去的情況。所以我並不是說沒有競爭環境。我只是覺得我們擁有卓越的產品線，然後從通過 iTero 和 [DSP] 與 Invisalign 集成的角度來看，我們提供了良好的價值流。

And John, you mentioned freight costs coming down year-over-year as a positive tailwind to gross margins. I think first time in a while. I think that's been the case. Do you expect that to be sustainable over the next several quarters? And any color on how we should about gross margins in the second half of the year relative to 2Q base?

約翰，您提到貨運成本同比下降是毛利率的積極推動力。我想這是一段時間以來的第一次。我認為情況就是如此。您預計這種情況在未來幾個季度能夠持續嗎？關於下半年相對於第二季度的毛利率我們應該如何看待？

I think it's a reflection of just its freight, but maybe some of the material costs and others that as we manage things, manage our business, we see less inflationary pressure from kind of the raw material/freight and other inputs. And we're always driving productivity. We're always trying to be improve our productivity. We saw that in some of our gross margin improvements, both for clear aligner and the scanner and services. And we'll work to continue to manage it. But seeing some of those pricing pressures, the input pricing pressure come down and hopefully that continues.

我認為這只是反映了其運費，但也許是一些材料成本和其他成本，當我們管理事物、管理我們的業務時，我們看到來自原材料/貨運和其他投入的通脹壓力較小。我們始終致力於提高生產力。我們一直在努力提高我們的生產力。我們在透明對準器、掃描儀和服務的一些毛利率改善中看到了這一點。我們將努力繼續管理它。但看到其中一些定價壓力後，投入的定價壓力就會下降，並希望這種情況能夠持續下去。

And we have reached the end of our question-and-answer session. I will now hand the call back over to Shirley Stacy for closing remarks.

我們的問答環節已經結束。現在我將把電話轉回給雪莉·史黛西（Shirley Stacy）進行總結髮言。

Thank you, everyone, and thank you again for joining us. We look forward to speaking to you at any financial conferences and industry meetings. And as Joe mentioned, Align is hosting its 2023 Investor Day, September 6 in Las Vegas. For more information, please visit our Investor Relations page, on aligntech.com. Or if you have any questions, please contact Investor Relations. Thanks, and have a great day.

謝謝大家，再次感謝您加入我們。我們期待在任何金融會議和行業會議上與您交談。正如 Joe 提到的，Align 將於 9 月 6 日在拉斯維加斯舉辦 2023 年投資者日活動。欲了解更多信息，請訪問aligntech.com 上的投資者關係頁面。或者，如果您有任何疑問，請聯繫投資者關係部。謝謝，祝你有美好的一天。

Thank you. This concludes today's conference, and you may now disconnect your lines at this time. Thank you for your participation.

謝謝。今天的會議到此結束，您現在可以掛斷電話了。感謝您的參與。