Rémi Martini
Sales and Marketing Director
Laboratorios Expanscience
View from the Top

Innovative Products for Skin Care

Wed, 09/05/2018 - 14:09

Q: How does Laboratorios Expanscience position itself in the maternity market?

A: Last year, we prioritized the development of our Mustela Maternity line along with our baby line since we believe that skin care is fundamental for everyone, but even more so during pregnancy. Our dermocosmetic products are designed to preserve the skin elasticity, prevent stretch marks and promote firmness. For babies, we have a wide range of products adapted to each skin type (Normal, Dry and Atopic-prone skin). We are also a strong player in the diaper rash cream market (and the most dynamic brand according to Nielsen). Our latest product is our relaunched Mustela Solar line, which is designed for babies who are sun-sensitive with fragile and/or atopic prone skin.

The baby skin-care market is an underdeveloped segment in Mexico. Laboratories Expanscience is investing heavily with Mustela and the results have been very positive. Today, we are market leaders in baby skin care and we occupy 94 percent of the market in pharmacies.

Q: Last year, you mentioned that you wanted to become leaders with Euflexxa TA. How is the product positioned in the market now?

A: In a short time, we have positioned ourselves as the second-leading product, with a 25-percent market share. Euflexxa TA, third-generation of hyaluronic acid, is used to relieve knee pain due to osteoarthritis. It is used for patients who do not get enough relief from simple pain medications such as acetaminophen or from exercise and physical therapy. Euflexxa TA is only for injection into the knee, performed by a doctor. We want to continue selling Euflexxa TA in the private sector, where it has been very well-received, and we expect that by the end of 2018 we will have between 30 and 35 percent of market share. We will continue with the insertion of our product at IMSS and ISSSTE.

Q: You are recruiting more providers for your Mustela Portafolio. What profile and features does Laboratorios Expanscience look for in its new suppliers?

A: We want suppliers of the highest quality because we want to guarantee that our customers are receiving innovative products for skin care. Laboratorios Expanscience has already contacted various vendors such as L’Oréal, which we believe is a good supplier of dermo-cosmetics products. All our suppliers must deliver products that are at the level of quality, safety and efficiency of a medicine and all our products are launched under the guidelines defined by COFEPRIS. That is why it is important for us to find quality suppliers that can manufacture while maintaining the levels required by the regulatory authorities and our internal standards of quality and naturalness.

Q: How does Laboratorios Expanscience collaborate with its suppliers to generate a good commercial relationship?

A: Suppliers who work with Laboratorios Expanscience already know that the company emphasizes quality, prevention and planning. Laboratorios Expanscience seeks to maximize profits but always under a framework of social responsibility and care for the environment and local communities. The company expects the same corporate commitment from the people and companies with whom it collaborates.

Q: You mentioned that you are focusing your efforts on the Mustela portfolio. How will this help Laboratorios Expanscience reach the goal of MX$500 million in 2020?

A: The Mustela line is made up of high-quality made-inFrance products that have been adapted to the Mexican market to meet the needs of our customers in an innovative way. The Mustela line, unlike most competitors, is the only one that offers on average 95 percent natural ingredients in its formulas. Moreover, we are convinced that our vision to be the best for the world, ensuring quality, naturalness, eco-friendly packaging and respect for communities will be our key success factors in the near future.