1. Challenges
Dentistry
in

2. “Dental implants are used
to replace missing teeth
and associated structures”
1969 Brånemark PI, et al.
1976; 1981 Schroeder A, et al.
1978 Schenk R
1980 Kirsch A
1981 Adell R, et al.
1983 Albrektsson T, et al.
1956 - today
Implant-Borne
Dentistry
“Dental implants require
sufficient vertical and
horizontal bone volume”
1959 Hurley LA, et al.
1961 Basset CAL, et al.
1982 Nyman S, et al.
1988 Dahlin C, et al.
Guided Bone
Regeneration

3. DENTAL
IMPLANTS
CHF ~4 bil
~12 mio Implants
CAGR 2-4%
TISSUE
REGENERATION
CHF ~0,5 bil
CAGR 6-8%
RESTORATIVES
CHF ~2.0 bil
CAGR 4-7%
MEDICALDEVICESMARKET
DENTAL
6.5
336
bil
21

4. S A L E S F O R C E
PREMIUM • VALUE • DISCOUNT
D E N T A L C O M P A N I E S
REGULATORY ENVIRONMENT
P A T I E N T SMEDIA
200;100;10;5:4vs1
D E N T I S T S
Specialists
General Practitioners
Auxilliary Personnel
Single Practice
Group Practices, Clinics
Dental Centres, Universities

5. Patients
Dental
Profession
Technology
Industry &
Markets
Economic
Environment

6. MEDICALDEVICESMARKET
336bil
 EBITDA rates >14%
 ~USD 336 bil turnover
 CAGR 4-8%
ATTRACTIVE
 Demographics
 Lifestyle, Aesthetics
 Emerging Markets
DRIVERS
 12/190 sub-segments
 400’000 products
 17’000 companies
HETEROGENUOUS
CHALLENGES
”good enough”
vs. “high-tech”
- mature products require
high investments
- shorter innovation cycles
pressure
on margins
- new competition
- exchange rates
- new markets = new rules
- fading business model
regulatory
requirements
- increasing complexity
- process slow down
- increasing cost / time-to-market
- cost : benefit studies
= improved outcomes &
decreased treatment costs

7. A business model describes the rationale of how
an organization creates, delivers, and captures value.
Traditional Medtech
Innovation-driven
Product-focused
Traditional markets
Top-line focused
Fully-integrated
Product / Sales Force
centric
New Medtech
Segment coverage
(eg volume)
Holistic solutions =
products + services
Global presence
Lean / low-cost mgt.
Strategic value chain
Stakeholder-centric
(*economic, social, cultural, or other forms of value) Ref; Osterwalder & Pigneur, 2010
Medtech Model
Healthcare Integration
Geographic Footprint
where to play
Operational Excellence
Value Chain
Commercial Model
how to win

8. ’70-’80
• Prof. F. Duret, applied
computer science to dentistry
• Prof. W. Möhrmann &
Ing. M. Brandestinian; CEREC
• Ing. M. Andersson; PROCERA
’50• Birth of CAD
It always
seems
impossible,
until it is
done.
Nelson Mandela

9. CH NGE
A
Intraoral Scanning
Surgical Navigation
Digital Imaging, 3D-View
CAM
Master Casts
3D-Printing / Additive Manufacturing
CAD
Designs
CAM
Manufacturing / SLM