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How will dentistry
                                              look in 2020?


                                             Gilbert Achermann, Chairman
                                                  Capital Markets Day
                                               Amsterdam, 16 May 2012




 Methodology

                                                    To complement existing research,
                                                    we conducted more than 40 interviews
                                                    with KOLs and dental experts,...



                                                   …benchmarked against other industries...




                                                    ...and researched the fundamentals of
                                                    the dental industry




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                     7




                                                                                                  1
Patient & oral health trends

                                                                                 Dental health will improve
                                                                                 No substitute for dental
                                                                                 implants will emerge in the next
                                                                                 10 years
                                                                                 The number of dental patients
                                                                                 with co-morbidities will increase
                                                                                 Patients will want more and
                                                                                 better information on dental
                                                                                 health & treatment options




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                                                            8




 Dental practice trends (1/2)

                                                                                  Group practices (including
      Single-owner practices                      Today          2020
                                                                                  dental chains) will increase
      Germany                                     80-85%         ~75%             while single-owner practices
                                                                                  decline
      USA                                         70%            50-60%



                                                                                  More women are entering
      Female dentists                            Today          2020              dentistry
      Germany                                    40%            45-50%            Women graduates less likely to
      USA                                        22%            ~30%              specialize further in surgery
                                                                                  A growing proportion of female
                                                                                  dentists will work part-time



STRAUMANN CMD 2012                          Source:Gesundheitsberichterstattung des Bundes 2011; Deutsches Statistisches Bundesamt
                                            2000-2009; Bundeszahnärztekammer 2010; 2010 ADA Dental workforce model: 2008-2030,       9
Copyright Straumann. All rights reserved.
                                            Straumann estimates




                                                                                                                                         2
Dental practice trends (2/2)


   Dentists by                                                                                   ~25% of dentists today
                           <35        35-44      45-54      55-64      >65      Total
    age (in %)       1                                                                           are aged 55–64 and are
                                                                                                 expected to retire by 2020
  DE                        15          24         33        23         5        100
                                                                                                 Majority of young dentists
  US                        14          22         26        26        14        100
                                                                                                 replacing retiring dentists
                                                                                                 will be female




                                             1 2010 data. DE projection refers to practitioners, US projection refers to professionally

STRAUMANN CMD 2012                           active dentists. This may explain the higher percentage of dentists >65 in the US
                                                                                                                                          10
Copyright Straumann. All rights reserved.    Source: Bundeszahnärztekammer 2010; 2010 ADA Dental workforce model: 2008-2030




 Dental professional trends

                                                                  Productivity will be higher, chair time will
                                                                  be shorter
                                                                  Implant procedures will be driven by
                                                                  prosthetics
                                                                  Investments in new technology will raise
                                                                  the barrier for opening new dental
                                                                  practices
                                                                  Implants are an increasingly attractive
                                                                  economic option for dentists




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.
                                                                                                                                          11




                                                                                                                                               3
Dental lab & dental technician trends

                                            Reduction of independent labs; fewer
                                            dental technicians
                                            Many labs integrated in dental practices
                                            Dental technicians will be computer
                                            savvy
                                            Simple restorations will be generally
                                            produced chair-side
                                            Complex restorations will be milled
                                            centrally
                                            Monolithic restorations will be commonly
                                            used for crowns


STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.
                                                                                        12




 Digital technology trends

                                                          Digitalization will further
                                                         change value chain &
                                                         workflows for dentists and
                                                         labs
                                                          Dental and medical patient
                                                         dossiers will be digital and
                                                         integrated
                                                         Digital scanning will provide
                                                         a complete 3D-view of the
                                                         oral situation
                                                         Surgical and prosthetic
                                                         design software will
                                                         converge


STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.
                                                                                        13




                                                                                             4
Industry & economic trends

                                                         Further industry consolidation expected
                                                         Increased competition for talent
                                                         Dental implant market growth correlates with
                                                         consumer behaviour and macroeconomic
                                                         environment
                                                         Economic pressure in developed countries
                                                         fosters ‘good-enough’ mentality among patients
                                                         and dentists




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                                      14




 General assumptions implant dentistry 2020

     We assumed…                                                          We did NOT assume…
          Implant penetration will                                         Implants will become the
          increase                                                         standard in restorative dentistry

          More GPs will restore and                                        All GPs will place implants
          place implants in simple cases                                   themselves

          Implants will be in place for                                    High incidence of periimplantitis
          long periods; need for
          maintenance will increase
          Customized abutments will                                        Customized abutments will fully
          reach market share of ~30%                                       replace standard abutments
          by 2020


STRAUMANN CMD 2012                          Source: Straumann estimates
Copyright Straumann. All rights reserved.
                                                                                                               15




                                                                                                                    5
Implant market assumed to grow in high single digits


     Implant dentistry market1 value (in CHF bn)                                      Main threat to long-term market
                                                                                      growth in implant dentistry is
        2011                      2020               CAGR 2011-20                     the possibility of another global
         ~3.5                       6-8                    6-10%                      recession between now and
                                                                                      2020 (lower range estimate)
                                                                                      High single-digit growth of
                                                                                      implant dentistry market is
                                                                                      considered most likely




                                             1 Includes
                                                      implants, abutments, tools. These data only include inflation element.
STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.
                                             Source: MRG 2011, Straumann data.                                                 16




Share of APAC & LATAM/ROW will increase significantly


                               The global dental implant
                                  market by region1
                              5-10%                            10-15%         LATAM and ROW
                            15-20%
                                                                ~25%          APAC

                            25-30%
                                                                ~25%          North America


                            45-50%
                                                               35-40%         Europe



                              2011                               2020



                                            1 Europe (DE, IT, ES, FR, SE, UK, CH, NL, BE, LU, CZ, RU, HU, PO, RO, IL),
STRAUMANN CMD 2012
                                              NAM (US, CA), APAC (AU, JP, KR, CN, IN), ROW (BR)                                17
Copyright Straumann. All rights reserved.
                                            2 Source:MRG 2010, Straumann data and estimates




                                                                                                                                    6
Strong growth in BRIC; US a significant driver

                                                                               Dental implant
                                                                                market size
                                                                                    (value)




                                            Source: MRG 2010, Fundação Getulio Vargas, Ernst & Young, McKinsey Global
STRAUMANN CMD 2012
                                            Institute, BCG, US Census Bureau; Straumann estimates.                               18
Copyright Straumann. All rights reserved.




 Key drivers for implant volume growth
                                                               ACCEPTANCE1
                                              •     What will the projected market growth imply
                                                    for the implant penetration rate?
                                              •     Is there a natural ceiling for the implant
                                                    penetration rate?




              AFFORDABILITY                                                                               ACCESS
•      Will patients have the money                                                              •   Will patients have access
       available for implant treatment?                                                              to trained dentists for
                                                                                                     implant treatment?
•      Will dentists shift to non-premium
       or will premium remain strong?                                                            •   Will the productivity of
                                                                                                     trained dentists be
                                                                                                     sufficient?




STRAUMANN CMD 2012                           1   Acceptance of implants by customers and patients                                19
Copyright Straumann. All rights reserved.




                                                                                                                                      7
US example: implant penetration rising to 25-30%

      Tooth loss and treatment courses (US)
                                                                   Adult population

                                                          People affected by tooth loss:
                                                                     45-55%


                                                 Annual tooth loss cases seeking treatment:
                                                                   5-10%


                                                              People actually treated:
                                                                     45-55%


                                 Implant treatment                                       Conventional treatment
                                 2011:      15-20%                                         2011:    80-85%
                                 2020:      25-30%                                         2020:    70-75%


                                             1 Straumann definition for dental implant penetration: Number of people treated with
STRAUMANN CMD 2012                             dental implants/number of people treated for tooth loss
Copyright Straumann. All rights reserved.    2 Source:Straumann proprietary study based on ~5000 respondents conducted by           20
                                               AFG Research 2011; Straumann estimates




 Implant penetration: long-term growth driver


                         Dental implants per
                      10 000 population in 2011
                                                                                                Implant penetration is a long-
                                                                                   82
                                                                                   82          term growth driver
       200                                                                        Top3          Today, in most countries, the
                                                                                  193
                                                                                                number of implants placed
                                                                                                annually per 10K population is
                                                                                                >50% lower than the average
       100
                                                                                                of the three highest-penetrated
                                                                                                countries



          0
               KR     IT    ES     CH       DE   SE BR   FR   US   JP   UK   CN




STRAUMANN CMD 2012                                 Source: Straumann estimates, MRG 2011.
Copyright Straumann. All rights reserved.
                                                                                                                                    21




                                                                                                                                         8
Key drivers for implant volume growth

                                                                ACCEPTANCE1
                                            •       What will the prognosed market growth imply
                                                    for the implant penetration rate?
                                            •       Is there ‚a natural ceiling‘ for the implant
                                                    penetration rate?




              AFFORDABILITY                                                                                 ACCESS
•      Will patients have the money                                                                •   Will patients have access
       available for implant treatment?                                                                to dentists trained in
                                                                                                       implant treatment?
•      Will dentists shift to non-premium
       or will premium remain strong?                                                              •   Will the productivity of
                                                                                                       trained dentists be
                                                                                                       sufficient?




STRAUMANN CMD 2012                                                                                                                 22
Copyright Straumann. All rights reserved.




US example: dentist population growing slower than
implant market

         Development of number of dental implants and
                dentists in the US 2010-2020
                                                                                                   Approx. 18-20% dentists in
                                                                                                   the US place implants1
                                                                   2-4 million                     55-60 dental implants on
                                                CAGR             dental implants
                                                10-20%                                             average are placed per
                                                                                                   dentist per year
        1-2 million
                                                                                                   Increase of treatment
                                                    >8%
      dental implants                                                                              provider pool (GPs,
                                                                                                   females) and efficiency
                                                                                                   gains of the treatment
                                                                                                   workflow needed to drive
                                                                                                   penetration
     185 000 dentists                                           195 000 dentists
                                                    <1%

                           2010                                     2020


                                                1Estimate based on iData 2010
STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.       Source:Straumann estimates; IHS Global Insight; American Dental Association,       23
                                                Health Policy Resources Center, 2010 ADA Dental Workforce Model 2008-2030




                                                                                                                                        9
Treatment access crucial for growth in India & China

                                              Implant penetration and dentist
                                              density1 20112 by country
                                     250                                                                  100
           # of implants per 10 000                                                                                  Dentists per
                 population per year                                                                              100 000 population
                                     200                                                                  80



                                     150                                                                  60
                                                                                                                   61       Average (OECD)




                                     100                                                                  40
     Average (OECD)            91

                                      50                                                                  20



                                        0                                                                 0
                                            SE DE JP FR US            IT   ES CH UK KR CN           IN

                     Number of implants per 10 000 population per year (2010)          Dentists per 100 000 population (2007 or latest available data)



                                            1 China,India dentist density represent estimates by STMN based on V2020 since not
STRAUMANN CMD 2012                          included in OECD
Copyright Straumann. All rights reserved.   2 Implants: 2010 data; Dentists: 2007 or latest available data ; Source: Health at a glance
                                                                                                                                                         24
                                            2009, OECD indicators; Straumann estimates; IHS Global Insight




Efficiency and education

                                                                           In developed countries, efficiency must
                                                                           improve to cope with future patient flow
                                                                           (fewer technicians/dentists per patient)
                                                                           Simpler and more standardized
                                                                           treatment protocols will be important to
                                                                           reduce chair time and this in turn
                                                                           means that efficiency will increase
                                                                           Education remains key to support
                                                                           growth in emerging markets




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                                                                                25




                                                                                                                                                              10
Key drivers for implant volume growth
                                                            ACCEPTANCE1
                                            •   What will the prognosed market growth imply
                                                for the implant penetration rate?
                                            •   Is there ‚a natural ceiling‘ for the implant
                                                penetration rate?




                AFFORDABILITY                                                                           ACCESS
 •      Will patients be able to pay for                                                       •   Will patients have access
        implant treatment?                                                                         to trained dentists for
                                                                                                   implant treatment?
 •      Will dentists shift to non-premium
        or will premium remain strong?                                                         •   Will the productivity of
                                                                                                   trained dentists be
                                                                                                   sufficient?




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                                                      26




‘Affordability’ in developed and emerging countries

                                                                          Change in public reimbursement for
                                                                          implant treatment is not foreseen
                                                                          Price difference between implant and
                                                                          conventional bridge solutions for single-
                                                                          tooth replacement remains relatively
                                                                          small in developed markets
                                                                          In emerging markets affordability is the
                                                                          key to unlocking full market potential;
                                                                          increasing wealth in emerging markets
                                                                          will strengthen premium segment over
                                                                          time
                                                                          Workflow efficiency gains should reduce
                                                                          overall treatment costs




STRAUMANN CMD 2012
Copyright Straumann. All rights reserved.                                                                                      27




                                                                                                                                    11
Premium expected to be largest segment in 2020, despite
 slower growth than overall market
     Implant market segment                                   Premium                     Value                   Discount

     Presence                                                  Global                Regional,   local2            Local
                                                                US
     Examples for countries with
                                                               Japan                              Brazil, South Korea
     predominant segment today
                                                              Germany
     Expected development 2020

     Volume

     Price

     Rationale                                           Price discipline of   Volume growth in BRIC Volume growth in BRIC
                                                               players           Price decline due to    Prices stable since
                                                       Differentiation through increased competition, many players already
                                                       innovation & services        challenges to     struggle with profitability
                                                                                     differentiate              today
     Segment ranking
                                                                 #1                         #2                          #3
     within total market1



                                              1   Based on segment size in value
STRAUMANN CMD 2012
                                              2   Some attempting to become global; Source: Straumann estimates                     28
Copyright Straumann. All rights reserved.




 Key points in brief
                                            Key trends
                                        • Better informed
 Patients
                                        • More co-morbidities
                                        • Customer base more diverse
 Dental                                 • More female dentists
 profession                             • Shortage of dentists placing implants
                                        • Prosthetics determine treatment
                                        • Digitalization changing workflows + value chain
 Technology
                                        • Innovation expanding patient pool
                                        • Growth driven by penetration + demographics
 Industry +                             • Geographic shifts (emerging markets)
 markets                                • Brand + differentiation essential in maturing markets
                                        • Need for implant maintenance
                                        • Continued weak economy in Europe
 Economic
                                        • US and emerging markets drive growth
 environment
                                        • Increased competition for talent



STRAUMANN CMD 2012                                                                                                                  29
Copyright Straumann. All rights reserved.




                                                                                                                                         12
The dental practice of the future – a glimpse




STRAUMANN CMD 2012                              30
Copyright Straumann. All rights reserved.




                                                     13

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How will Dentistry in 2020 Look Straumann 2012

  • 1. How will dentistry look in 2020? Gilbert Achermann, Chairman Capital Markets Day Amsterdam, 16 May 2012 Methodology To complement existing research, we conducted more than 40 interviews with KOLs and dental experts,... …benchmarked against other industries... ...and researched the fundamentals of the dental industry STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 7 1
  • 2. Patient & oral health trends Dental health will improve No substitute for dental implants will emerge in the next 10 years The number of dental patients with co-morbidities will increase Patients will want more and better information on dental health & treatment options STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 8 Dental practice trends (1/2) Group practices (including Single-owner practices Today 2020 dental chains) will increase Germany 80-85% ~75% while single-owner practices decline USA 70% 50-60% More women are entering Female dentists Today 2020 dentistry Germany 40% 45-50% Women graduates less likely to USA 22% ~30% specialize further in surgery A growing proportion of female dentists will work part-time STRAUMANN CMD 2012 Source:Gesundheitsberichterstattung des Bundes 2011; Deutsches Statistisches Bundesamt 2000-2009; Bundeszahnärztekammer 2010; 2010 ADA Dental workforce model: 2008-2030, 9 Copyright Straumann. All rights reserved. Straumann estimates 2
  • 3. Dental practice trends (2/2) Dentists by ~25% of dentists today <35 35-44 45-54 55-64 >65 Total age (in %) 1 are aged 55–64 and are expected to retire by 2020 DE 15 24 33 23 5 100 Majority of young dentists US 14 22 26 26 14 100 replacing retiring dentists will be female 1 2010 data. DE projection refers to practitioners, US projection refers to professionally STRAUMANN CMD 2012 active dentists. This may explain the higher percentage of dentists >65 in the US 10 Copyright Straumann. All rights reserved. Source: Bundeszahnärztekammer 2010; 2010 ADA Dental workforce model: 2008-2030 Dental professional trends Productivity will be higher, chair time will be shorter Implant procedures will be driven by prosthetics Investments in new technology will raise the barrier for opening new dental practices Implants are an increasingly attractive economic option for dentists STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 11 3
  • 4. Dental lab & dental technician trends Reduction of independent labs; fewer dental technicians Many labs integrated in dental practices Dental technicians will be computer savvy Simple restorations will be generally produced chair-side Complex restorations will be milled centrally Monolithic restorations will be commonly used for crowns STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 12 Digital technology trends Digitalization will further change value chain & workflows for dentists and labs Dental and medical patient dossiers will be digital and integrated Digital scanning will provide a complete 3D-view of the oral situation Surgical and prosthetic design software will converge STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 13 4
  • 5. Industry & economic trends Further industry consolidation expected Increased competition for talent Dental implant market growth correlates with consumer behaviour and macroeconomic environment Economic pressure in developed countries fosters ‘good-enough’ mentality among patients and dentists STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 14 General assumptions implant dentistry 2020 We assumed… We did NOT assume… Implant penetration will Implants will become the increase standard in restorative dentistry More GPs will restore and All GPs will place implants place implants in simple cases themselves Implants will be in place for High incidence of periimplantitis long periods; need for maintenance will increase Customized abutments will Customized abutments will fully reach market share of ~30% replace standard abutments by 2020 STRAUMANN CMD 2012 Source: Straumann estimates Copyright Straumann. All rights reserved. 15 5
  • 6. Implant market assumed to grow in high single digits Implant dentistry market1 value (in CHF bn) Main threat to long-term market growth in implant dentistry is 2011 2020 CAGR 2011-20 the possibility of another global ~3.5 6-8 6-10% recession between now and 2020 (lower range estimate) High single-digit growth of implant dentistry market is considered most likely 1 Includes implants, abutments, tools. These data only include inflation element. STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. Source: MRG 2011, Straumann data. 16 Share of APAC & LATAM/ROW will increase significantly The global dental implant market by region1 5-10% 10-15% LATAM and ROW 15-20% ~25% APAC 25-30% ~25% North America 45-50% 35-40% Europe 2011 2020 1 Europe (DE, IT, ES, FR, SE, UK, CH, NL, BE, LU, CZ, RU, HU, PO, RO, IL), STRAUMANN CMD 2012 NAM (US, CA), APAC (AU, JP, KR, CN, IN), ROW (BR) 17 Copyright Straumann. All rights reserved. 2 Source:MRG 2010, Straumann data and estimates 6
  • 7. Strong growth in BRIC; US a significant driver Dental implant market size (value) Source: MRG 2010, Fundação Getulio Vargas, Ernst & Young, McKinsey Global STRAUMANN CMD 2012 Institute, BCG, US Census Bureau; Straumann estimates. 18 Copyright Straumann. All rights reserved. Key drivers for implant volume growth ACCEPTANCE1 • What will the projected market growth imply for the implant penetration rate? • Is there a natural ceiling for the implant penetration rate? AFFORDABILITY ACCESS • Will patients have the money • Will patients have access available for implant treatment? to trained dentists for implant treatment? • Will dentists shift to non-premium or will premium remain strong? • Will the productivity of trained dentists be sufficient? STRAUMANN CMD 2012 1 Acceptance of implants by customers and patients 19 Copyright Straumann. All rights reserved. 7
  • 8. US example: implant penetration rising to 25-30% Tooth loss and treatment courses (US) Adult population People affected by tooth loss: 45-55% Annual tooth loss cases seeking treatment: 5-10% People actually treated: 45-55% Implant treatment Conventional treatment 2011: 15-20% 2011: 80-85% 2020: 25-30% 2020: 70-75% 1 Straumann definition for dental implant penetration: Number of people treated with STRAUMANN CMD 2012 dental implants/number of people treated for tooth loss Copyright Straumann. All rights reserved. 2 Source:Straumann proprietary study based on ~5000 respondents conducted by 20 AFG Research 2011; Straumann estimates Implant penetration: long-term growth driver Dental implants per 10 000 population in 2011 Implant penetration is a long-  82  82 term growth driver 200 Top3 Today, in most countries, the 193 number of implants placed annually per 10K population is >50% lower than the average 100 of the three highest-penetrated countries 0 KR IT ES CH DE SE BR FR US JP UK CN STRAUMANN CMD 2012 Source: Straumann estimates, MRG 2011. Copyright Straumann. All rights reserved. 21 8
  • 9. Key drivers for implant volume growth ACCEPTANCE1 • What will the prognosed market growth imply for the implant penetration rate? • Is there ‚a natural ceiling‘ for the implant penetration rate? AFFORDABILITY ACCESS • Will patients have the money • Will patients have access available for implant treatment? to dentists trained in implant treatment? • Will dentists shift to non-premium or will premium remain strong? • Will the productivity of trained dentists be sufficient? STRAUMANN CMD 2012 22 Copyright Straumann. All rights reserved. US example: dentist population growing slower than implant market Development of number of dental implants and dentists in the US 2010-2020 Approx. 18-20% dentists in the US place implants1 2-4 million 55-60 dental implants on CAGR dental implants 10-20% average are placed per dentist per year 1-2 million Increase of treatment >8% dental implants provider pool (GPs, females) and efficiency gains of the treatment workflow needed to drive penetration 185 000 dentists 195 000 dentists <1% 2010 2020 1Estimate based on iData 2010 STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. Source:Straumann estimates; IHS Global Insight; American Dental Association, 23 Health Policy Resources Center, 2010 ADA Dental Workforce Model 2008-2030 9
  • 10. Treatment access crucial for growth in India & China Implant penetration and dentist density1 20112 by country 250 100 # of implants per 10 000 Dentists per population per year 100 000 population 200 80 150 60 61 Average (OECD) 100 40 Average (OECD) 91 50 20 0 0 SE DE JP FR US IT ES CH UK KR CN IN Number of implants per 10 000 population per year (2010) Dentists per 100 000 population (2007 or latest available data) 1 China,India dentist density represent estimates by STMN based on V2020 since not STRAUMANN CMD 2012 included in OECD Copyright Straumann. All rights reserved. 2 Implants: 2010 data; Dentists: 2007 or latest available data ; Source: Health at a glance 24 2009, OECD indicators; Straumann estimates; IHS Global Insight Efficiency and education In developed countries, efficiency must improve to cope with future patient flow (fewer technicians/dentists per patient) Simpler and more standardized treatment protocols will be important to reduce chair time and this in turn means that efficiency will increase Education remains key to support growth in emerging markets STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 25 10
  • 11. Key drivers for implant volume growth ACCEPTANCE1 • What will the prognosed market growth imply for the implant penetration rate? • Is there ‚a natural ceiling‘ for the implant penetration rate? AFFORDABILITY ACCESS • Will patients be able to pay for • Will patients have access implant treatment? to trained dentists for implant treatment? • Will dentists shift to non-premium or will premium remain strong? • Will the productivity of trained dentists be sufficient? STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 26 ‘Affordability’ in developed and emerging countries Change in public reimbursement for implant treatment is not foreseen Price difference between implant and conventional bridge solutions for single- tooth replacement remains relatively small in developed markets In emerging markets affordability is the key to unlocking full market potential; increasing wealth in emerging markets will strengthen premium segment over time Workflow efficiency gains should reduce overall treatment costs STRAUMANN CMD 2012 Copyright Straumann. All rights reserved. 27 11
  • 12. Premium expected to be largest segment in 2020, despite slower growth than overall market Implant market segment Premium Value Discount Presence Global Regional, local2 Local US Examples for countries with Japan Brazil, South Korea predominant segment today Germany Expected development 2020 Volume Price Rationale Price discipline of Volume growth in BRIC Volume growth in BRIC players Price decline due to Prices stable since Differentiation through increased competition, many players already innovation & services challenges to struggle with profitability differentiate today Segment ranking #1 #2 #3 within total market1 1 Based on segment size in value STRAUMANN CMD 2012 2 Some attempting to become global; Source: Straumann estimates 28 Copyright Straumann. All rights reserved. Key points in brief Key trends • Better informed Patients • More co-morbidities • Customer base more diverse Dental • More female dentists profession • Shortage of dentists placing implants • Prosthetics determine treatment • Digitalization changing workflows + value chain Technology • Innovation expanding patient pool • Growth driven by penetration + demographics Industry + • Geographic shifts (emerging markets) markets • Brand + differentiation essential in maturing markets • Need for implant maintenance • Continued weak economy in Europe Economic • US and emerging markets drive growth environment • Increased competition for talent STRAUMANN CMD 2012 29 Copyright Straumann. All rights reserved. 12
  • 13. The dental practice of the future – a glimpse STRAUMANN CMD 2012 30 Copyright Straumann. All rights reserved. 13