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Please Welcome Matt Gassel

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Coming in here

• Feel so good • On the heals of SOAR

– Sense we have alignment • Know where we want to be strategically and aspirationally

– Developing a comprehensive, long-term approach to be the leading premium implant company

• It’s a continuum – H1 – strong out of the gate plan – Focused, committed teams plan for success H2 and >H2

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We’re going to act the part

• We’re not going to act like #4 • Going to act like #1 and do the things to be the

market leader

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We’re not scrapping our overall strategy • Still focused on

– Premium space – 20/80 – GET/GROW/KEEP

• Just filling in white spaces • Aligning efforts

– More support for field team’s efforts to grow business FOR

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US implant market value by segment

Source: iData 2014

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Chart1

2011201120112011201120112011

2012201220122012201220122012

2013201320132013201320132013

2014201420142014201420142014

2015201520152015201520152015

2016201620162016201620162016

2017201720172017201720172017

2018201820182018201820182018

2019201920192019201920192019

2020202020202020202020202020

2021202120212021202120212021

# Implants Placed

Premium Implants

Premium Market

Value Implants

Value Market

Discount Implants

Discount Market

398939744

66824385.5

4628440

401553362

73891379

5028582

405757156

81816303

5542537

410196510

90718337.5

6040012.5

416350248

100735045.5

6681793

422822659

112025947.5

7305156

431155311

124775995.5

8112921.5

438352926

139199426.5

8900344.5

447517926

155546407.5

9925518

457155276

174108287

11093927

467295432

195225702

12428988

Sheet1

# GP's in US% Placing Implants# Placing Implants% Placing >30/year# Placing >30/year% Restoring Implants% Placing 30/year

# GPs Placing 30/year

# Specialists Placing

# GP's in US% Placing Implants# Placing Implants% Placing >30/year# GPs Placing 30/year# Specialists PlacingNumber placed by GPsNumber placed by SpecialistsAvg placed by 30Number placed by GPs placing >30Number placed by GPs placing

Strategy and Team focus

To lead the implant market through: ‒ Providing customer focused solutions ‒ Exceptional customer experiences ‒ Growth and Development of our team ‒ Aligned execution within the entire NAm commercial

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What Defines Premium?

• Why are doctors willing to pay more for an implant from a premium company? – Product – Support/service/experience – Practice growth

• To lead the implant market through: – Providing customer

focused solutions – Growth and Development

of our team – Exceptional customer

experiences – Aligned execution within

the entire NAm commercial organization

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Product – What is a premium product?

• Clinically researched and documented • Results - superior performance / quality

outcomes • Long term assurance • Innovation

‒ Improving efficiency and effectiveness of care ‒ R&D investments

• Comprehensive line

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Support – What is premium support?

• Training for doctors • Rep

‒ Service ‒ Knowledge ‒ Trusted partner

• World summits • Trade association support • Global reach of company

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Practice growth – What is premium practice growth? • Marketing of practice

‒ Branding ‒ Bringing new referrals

• Patient education to help more patients choose the right therapy

• Developing existing referrals to refer more patients FOR

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How will Marketing support our success?

• Develop much clearer and louder NA voice – Proactively solicit VOC

• KOL development manager – Create advisory boards

• Comprehensive, well thought out launches – Campaigns using outside help where needed

• Clear, powerful and creative messaging – Work with local agencies to adapt messaging when

needed

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How will Marketing support our success in 2016? • Campaigns • A LOT more corporately driven CE events • STEPPS launch • Transparency through frequent communication • Some well thought out and executed launches

following new process FOR INTE

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Marketing Support Throughout 2016

• Campaigns ‒ Profile EV

• We’re the only ones that have this ground-breaking solution that applies to potentially 40+% of patients!

‒ True Originals for ATLANTIS (decision pending) • Including new ATLANTIS Custom base – unique FDA

cleared solution for lab based CAD/CAM on screw-retained cases FOR IN

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OsseoSpeed Profile™ EV - the EVolution continues

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A LOT more corporately driven CE events

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VIP GET Educational Events – Heavy Profile focus

• Four meetings – three in Waltham, one in Las Vegas • 25 attendees – 10 specialists and 15 key referrals/labs

‒ 50 attendees for Las Vegas meeting

• Goal >200 implants/year potential each, 30% conversion from meeting

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VIP GROW Educational Events – Profile featured

• Six VIP visits to Waltham 25 attendees – 10 specialists and 15 key referrals/labs

• Goal >100 implants/year, we get an average of 50/year, 50% convert 25 more from attending meeting

Name End Date Location

GROW Facility Visit #1 11-Mar-16 Waltham, MA

GROW Facility Visit #2 8-Apr-16 Waltham, MA

GROW Facility Visit #3 20-May-16 Waltham, MA

GROW Facility Visit #4 24-Jun-16 Waltham, MA

GROW Facility Visit #5 28-Oct-16 Waltham, MA

GROW Facility Visit #6 18-Nov-16 Waltham, MA

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Marketing Support Throughout 2016 • Lab VIP meetings

‒ Two VIP visits to Waltham ‒ 30 attendees each

Name Start Date End Date Location

LAB VIP Program #1 31-Mar-16 1-Apr-16 Waltham, MA

LAB VIP Program #2 13-Oct-16 14-Oct-16 Waltham, MAFOR INTE

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What is STEPPS? NA marketing plan 2016

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DENTSPLY Implants World Summit Tour 2017

Because inspiration and confidence matters.

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Transparency through frequent communication

• Quarterly plans out first day of each quarter • Monthly summaries of progress to key initiatives

out first day of each month • Comments/suggestions are not only welcomed,

but encouraged! FOR

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Slide Number 1Please WelcomeComing in hereWe’re going to act the partWe’re not scrapping our overall strategyUS implant market value by segmentStrategy and Team focusWhat Defines Premium?Product – What is a premium product?Support – What is premium support?Practice growth – �What is premium practice growth?How will Marketing support our success?How will Marketing support our success in 2016?Marketing Support Throughout 2016OsseoSpeed Profile™ EV�- the EVolution continuesA LOT more corporately driven�CE eventsVIP GET Educational Events �– Heavy Profile focusVIP GROW Educational Events �– Profile featuredMarketing Support Throughout 2016What is STEPPS?Slide Number 21Transparency through frequent communicationSlide Number 23Slide Number 24