Latest / The Science of Skin / Discussing Pierre Fabre’s Charitable Purpose with Global CEO Eric Ducournau

Transcript

Discussing Pierre Fabre’s Charitable Purpose with Global CEO Eric Ducournau · The Science of Skin

• 0:09
  SPEAKER_00: Hello and welcome to Skincare Confidential, the podcast supporting the Science of Skin Care Summit, an annual meeting occurring in Austin, Texas.
• 0:20
  SPEAKER_00: It is my pleasure.
• 0:21
  SPEAKER_00: This is Dr.
• 0:22
  SPEAKER_00: Ted Lane, by the way.
• 0:23
  SPEAKER_00: I am the co-host and the host for today, the co-host of the podcast, along with Dr.
• 0:27
  SPEAKER_00: Patty Ferris.
• 0:28
  SPEAKER_00: It is my great pleasure to uh announce my guest, Mr.
• 0:33
  SPEAKER_00: Eric DuCourney.
• 0:35
  SPEAKER_00: Mr.
• 0:36
  SPEAKER_00: Eric is the CEO of Global Pierre Fob.
• 0:39
  SPEAKER_00: Pierre Fob, of course, is one of the top, what, Eric, top three uh skincare companies.
• 0:46
  SPEAKER_00: Top two in the field of dermocosmetics.
• 0:48
  SPEAKER_01: Hello, Ted.
• 0:49
  SPEAKER_00: Hello.
• 0:50
  SPEAKER_00: Okay, the top two in the field of dermocosmetics in the world.
• 0:54
  SPEAKER_00: And uh we are both here in France.
• 0:56
  SPEAKER_00: I'm uh here on behalf of Pierre Fob, learning much more about the brand, and had this opportunity to sit down for a few minutes with with Eric.
• 1:05
  SPEAKER_00: And so we wanted to make sure we took advantage of that this time and our proximity.
• 1:10
  SPEAKER_00: Uh so Eric, thank you so much for being here.
• 1:12
  SPEAKER_00: Welcome.
• 1:13
  SPEAKER_01: My pleasure.
• 1:14
  SPEAKER_00: Oh, great.
• 1:15
  SPEAKER_00: So let's let's just start with you and your history and your journey.
• 1:19
  SPEAKER_00: Uh I know you started with Pierre Fab, the company, many years ago.
• 1:23
  SPEAKER_00: Can you just take us through what your path to becoming the CEO?
• 1:27
  SPEAKER_01: Yeah, thank you.
• 1:28
  SPEAKER_01: So it was 24 years ago.
• 1:30
  SPEAKER_01: Uh and uh I began as a chief of staff of Mr.
• 1:34
  SPEAKER_01: Fab.
• 1:35
  SPEAKER_01: So I was coming from uh a communication and um a public affairs company in France, and uh I didn't know anything about pharmacy and cosmetics.
• 1:45
  SPEAKER_01: Uh I was a lawyer by education, by training, and and um I made what we call politic sciences in France, which is a school about what his name, so politic sciences.
• 1:57
  SPEAKER_01: And um, so I learned a lot from Mr.
• 1:59
  SPEAKER_01: Fabre, and uh I had uh this position of uh um chief of staff during five years, and after I moved to the positions as the legal counsel of the company, uh general secretary for the board of directors, and um after I was in charge of uh what we call market access, so for the drug especially, uh regulatory and uh vigilance for the group, and after I moved in 2013 to the position of CEO of Dermo Cosmetics, uh which is uh our division in charge of uh uh some brands that you may know in the US.
• 2:35
  SPEAKER_01: So I'm I'm talking about Aven, I'm talking about Chloran, I'm talking about René Futur and other ones, and uh and after I've been appointed um as CEO of the group uh in 2018, so uh uh five years ago.
• 2:50
  SPEAKER_00: Pierre Fab was such an interesting man, a trained pharmacist, yeah, also a botanist, yeah, and of course an entrepreneur.
• 3:00
  SPEAKER_00: He uh started his company in the 1960s, right, Derek?
• 3:04
  SPEAKER_01: You're right.
• 3:05
  SPEAKER_01: 1962 to be precise, yeah.
• 3:06
  SPEAKER_01: 1962.
• 3:08
  SPEAKER_00: And he's grown this company, he grew this company incredibly well.
• 3:12
  SPEAKER_00: Um we were talking earlier that he at some points was CEO and president of the company, at other points he had had uh a separate CEO come in, but his work ethic was such and his demands were such that it was difficult for someone else to run his company while he was still alive, it sounds like.
• 3:27
  SPEAKER_01: Yeah, I think that's the case, you know, when you you have the chance to have inside the company the founder of the company.
• 3:34
  SPEAKER_01: So that's uh very linked, I could say, to the personality.
• 3:38
  SPEAKER_01: And um uh so he had a strong personality, he was very involved in uh in his job, and really he has decided to create perhaps two concepts which were original at this time.
• 3:49
  SPEAKER_01: So the first is the concept of dermocosmetics, because as pharmacist, as you said, uh he had a sort of uh, I could say nightmare in his pharmacies.
• 3:59
  SPEAKER_01: He was seeing some patients that had ended their prescription of drugs for dermoconcern, and that nothing to find in the pharmacy at this time in the 60s, which were helping them, I could say, to treat themselves after the drug treatment.
• 4:17
  SPEAKER_01: And the only perks that were existing at this time was were luxury perks, so coming from your other other brand like this.
• 4:26
  SPEAKER_01: So he has decided to create the concept of dermocosmetics.
• 4:30
  SPEAKER_01: So that's really cosmetics by regulation, but presented, provided, and endorsed by dermatologists.
• 4:38
  SPEAKER_01: So that's the first originality.
• 4:40
  SPEAKER_01: And the second one is to have a company where you have in the same company a drug company and a dermocosmetic ones, and this is unique in the world.
• 4:50
  SPEAKER_01: So that's the reason why I said that with these drug originalities, you know, of course, he was very involved in the runaway of the company, and in this way, of course, he was very present, and it was quite difficult during his presence to be replaced or to be uh uh I could say uh to be working to to see him working with another guy, so a CEO, for example.
• 5:15
  SPEAKER_01: So yeah, because that it was so personal, this sort of uh uh concern, attitude, etc.
• 5:21
  SPEAKER_00: So I didn't realize that he actually is the one that developed the idea and the concept of dermocosmetics.
• 5:27
  SPEAKER_00: And of course, as dermatologists now, as as especially in the United States, we often have to turn to dermocosmetics or or just what we call OTC skincare, both in terms of making the prescription drugs that we give our patients more tolerable, but also because sometimes we have prescriptions that just are not covered by insurance companies.
• 5:48
  SPEAKER_00: And so we have to turn to OTCs to help treat the condition.
• 5:53
  SPEAKER_00: But all of that started with Pierre Fob.
• 5:56
  SPEAKER_01: Yes, yes.
• 5:58
  SPEAKER_01: And really it's it's a concept that you mentioned, so that's not drugs, um, but that's developed with some uh clinical endorsement, they could say.
• 6:09
  SPEAKER_01: So, because of course, if you want to visit dermatologists, so uh through the way of dispensing, for example, in the US, but perhaps you know that in Europe we are visiting all the European dermatologists, and we are really the only company to visit all the European dermatologists.
• 6:27
  SPEAKER_01: Of course, if we want to have a conversation with the dermatologists, we have to provide to you some really scientific studies, scientific robustness uh about the products we we have developed, and we have to give you the proof, the scientific proof, of course, of the efficacy of these products because you are in charge of the relation of patients and you you want to treat your patients.
• 6:50
  SPEAKER_01: So it was really the originality.
• 6:52
  SPEAKER_00: That and I learned recently that the same uh development process that is used on the pharmacologic side of the company is being applied to the dermocosmetic side as well.
• 7:02
  SPEAKER_00: Yes, it is.
• 7:03
  SPEAKER_01: So, and you've seen because uh I know you have visited it, so you've seen uh where we are doing our clinical trials where we receive each day 100 people um treated uh for acne, eczema, psoriasis, etc., with our creams so and products.
• 7:20
  SPEAKER_00: Let's we'll talk mainly during this episode about the dermocosmetics, obviously, but let's touch on the pharmacologic side of Pure Fob, which to my understanding is really focused on oncology, correct?
• 7:31
  SPEAKER_01: Yes, so mostly in oncology.
• 7:34
  SPEAKER_01: So oncology, we are investing roughly 200 million euros per year in research in our uh drug field, I could say, and uh 70% are for dermat for oncology.
• 7:47
  SPEAKER_01: The rest is for dermatology and for rare disease.
• 7:51
  SPEAKER_01: But you're right, oncology is our major focus.
• 7:54
  SPEAKER_00: Yeah.
• 7:54
  SPEAKER_00: And hemangiol, and in terms of in dermatology, what we may recognize hemangiol is produced in and by by pure fob, correct?
• 8:02
  SPEAKER_01: Yes, it is.
• 8:03
  SPEAKER_01: So, and uh that's a wonderful history because uh at the origin of hemangiol, perhaps you know that there is some uh physicians uh in in Bordeaux, so in uh in an hospital, that have realized that treating uh a young boy for a heart disease uh with propanolols, I have realized that he had an hemangioma at this time, and uh the drug has resolved his hemangioma.
• 8:27
  SPEAKER_01: So they have decided to propose to Pierre Fab to develop the drugs in the field of dermatology regarding hemangioma, and it was we we did with them, and we launched the perks in the US in 2014.
• 8:40
  SPEAKER_00: Yeah, amazing how that has changed the way hemangiomas are treated completely.
• 8:45
  SPEAKER_00: It's made it so much easier.
• 8:47
  SPEAKER_01: And and and really that's that's one of our agility, I could say, it's a way to reformulate some drugs to make them able to be uh to use to be used for treating, for example, babies, which is the case in the Angioma, because the world form has changed, of course, the use of the drug.
• 9:04
  SPEAKER_00: Right, yeah.
• 9:05
  SPEAKER_00: So, you know, another very unique aspect to this company is what happened um uh in 2013, right, when Pierre Fob bequeathed the company to a foundation.
• 9:17
  SPEAKER_00: So essentially, the majority of the shares of this company, and correct me if I'm wrong, Eric, but the majority of the shares of the company are owned by a foundation, and much of the profit of the company is transferred to the foundation with uh a strategic mission.
• 9:31
  SPEAKER_00: Can you tell us what that mission is of the foundation?
• 9:34
  SPEAKER_01: So so you're right since 2013, so the nonprofit organization called the Foundation Pierre Farm, so Pierre Fab Foundation, uh, detains 86% of the chairs of the company.
• 9:46
  SPEAKER_01: So every time we uh give to the shareholders uh$100, we are giving to the foundation 90 86, sorry, 86 dollars.
• 9:56
  SPEAKER_01: So that's that's their part, I could say.
• 9:58
  SPEAKER_01: And they use it so to um help people to be better treated in Africa and Eastern Asia.
• 10:06
  SPEAKER_01: So why these countries?
• 10:08
  SPEAKER_01: It's of course because there is a place in the world where you have the most uh of uh undeveloped countries, and Pierre Fab, who was uh traveling a lot, we we talked about um previously, so was traveling a lot, has realized that in this country it was very difficult to have access to good medicines.
• 10:28
  SPEAKER_01: So I could say to help these countries to have better access to good medicine, the first ID was to fight with fake medicines, because fake medicines uh I took by a lot of bad organizations, uh I could say, and sold to people in these poor countries.
• 10:46
  SPEAKER_01: So it was to help the countries to make a mechanism to control the access of drugs in the country.
• 10:53
  SPEAKER_01: So, what is the mechanism?
• 10:55
  SPEAKER_01: It's a quality uh office, if you want, as at the place of the Minister of Health.
• 11:01
  SPEAKER_01: But what is done by the foundation is to pay for the training of the pharmacists that will be involved in this field.
• 11:08
  SPEAKER_01: So it was the first idea, I could say, of the foundation.
• 11:11
  SPEAKER_01: And after it has developed other topics, like for example, to help albinists uh in uh in Africa, because albinism, as you know, um is mostly present in Africa, and these people are rejected from their communities or families.
• 11:28
  SPEAKER_01: So the foundation is providing to them a job and helping them to have a better life, of course.
• 11:34
  SPEAKER_01: Um, and uh the foundation is too in charge to help, especially young people that have good ideas in the way of uh developing e-health.
• 11:45
  SPEAKER_01: And e-health is very important when you see Africa, for example, when where in some countries you have not a lot of specialists um uh in um in medicines uh for all uh of course the field of medicines, and uh you can be helped, of course, if you have better access with e-health to a doctor to have a first treatment of a first advice regarding your disease.
• 12:11
  SPEAKER_01: So that's mostly what is done by the foundation.
• 12:14
  SPEAKER_00: Wow.
• 12:14
  SPEAKER_00: So so then not only are they ensuring that the correct pharmaceutical products are introduced into the company and not fake ones, which is I can imagine how that increased the overall health of the population dramatically just with that.
• 12:28
  SPEAKER_00: They're also targeting special populations such as those patients with albinism, uh, and then providing telehealth or e-health so that they're um providing greater access to healthcare for those two areas of the world, which are incredible missions of that foundation.
• 12:46
  SPEAKER_00: And so every time that we purchase a product from an event product, then part of those profits are going to help people in East Asia and Africa.
• 12:57
  SPEAKER_00: There's a direct link.
• 12:58
  SPEAKER_01: Yes, you're right.
• 12:59
  SPEAKER_01: So 86% of the profit are going to the foundation.
• 13:02
  SPEAKER_01: Yes, of course.
• 13:02
  SPEAKER_01: Yeah.
• 13:03
  SPEAKER_01: Oh, that's amazing.
• 13:04
  SPEAKER_00: Yeah.
• 13:05
  SPEAKER_00: In addition, because there's so many great things from this company, in addition, there's the the sustainability aspect and and the environmental impact that Mr.
• 13:15
  SPEAKER_00: Fob actually took very much into account as a botanist as he's developed his products.
• 13:21
  SPEAKER_00: Just you could see through the packaging, through uh how the resources that are used.
• 13:27
  SPEAKER_00: I uh this US CEO Lisa was telling me that I believe it's in the conservatory where all the plant products are, that 30% of the energy used is because of a closed system, right?
• 13:41
  SPEAKER_00: Where it's from the waste of the plants that's used to help produce the energy.
• 13:45
  SPEAKER_00: Am I right?
• 13:46
  SPEAKER_01: Yes, you're right, you're right.
• 13:47
  SPEAKER_01: So uh you know, uh at the origin, um Pierre Fab, as a pharmacist and the and the botanist too, considered that you can treat a lot of disease with um ingredients coming from plants and globally the nature.
• 14:02
  SPEAKER_01: So today, when you see all the portfolio of Pierre Fab, uh 60% of our products are using uh natural ingredients.
• 14:11
  SPEAKER_01: Whatever it is, water, for example, for Aven, or it is a plant, um, for example, for Navelbean, which is an anti-cancer drug.
• 14:20
  SPEAKER_01: And and um what he has done, he has built the most important European library regarding plants, which is present in our facility for RD in Toulouse, so in the south of France, and uh it has been recognized by the European Commission uh as officially the most important library of plants in Europe.
• 14:42
  SPEAKER_01: And and for from this you can source a lot of active ingredients and a lot of innovation.
• 14:47
  SPEAKER_01: So I mentioned this because at the origin, when you want, of course, to go back to this history of medicine and pharmacy and to use active natural active ingredients, of course, you have to take care about nature because nature, nature, is is really where you will source your your your innovation.
• 15:07
  SPEAKER_01: And and it was the origin of the history.
• 15:10
  SPEAKER_01: And today, what we try is to be very involved in the uh saving water, uh of course reducing our CO2 uh emission, etc.
• 15:20
  SPEAKER_01: A lot of these topics, and all of our plans and facilities are involved, like for example, in all of our buildings to move to Sun Care Energy, or you know, to really save what we can save.
• 15:36
  SPEAKER_01: Uh and and we have huge, huge uh, I could say, objectives, targets each year, which are controlled by our accounts.
• 15:44
  SPEAKER_01: So, for example, to reduce our energy consumption by 20 sub 20% each year, for example, during two years, and that's that's really what we are trying to do.
• 15:54
  SPEAKER_01: So we are very, very involved, and we call this the green mission of the company.
• 15:59
  SPEAKER_00: Yeah, I mean, Pierre Fob was well ahead of his time in terms of how he thought obviously developing germocosmetics, but also the sustainability aspect of his company was well ahead of his time.
• 16:10
  SPEAKER_00: I mean, it's it's only in the last five to seven years, I think, in the skincare that we really focused on sustainability.
• 16:17
  SPEAKER_00: He's been thinking about it since the beginning.
• 16:19
  SPEAKER_01: Yes, because I think that he was very, very um uh he had a conviction is that um when you are, and I will give you another example, when you are using something, or when you are inheriting from something, or when you are, you have to give back more than you received, I can say.
• 16:38
  SPEAKER_01: So of course, if if you put yourself in this position, so I I received something and I will have to go to go back to to give back, sorry, more than I received, of course, when you see um the use of natural active ingredients, you you have to do more.
• 16:55
  SPEAKER_01: And and more was not only, for example, to have grounds to make the plants growing.
• 17:02
  SPEAKER_01: So, for example, in the area of France where we are based, we have the 400 hectares of ground where we are growing our proper plants for our use, so in chloran products, for example, or Rhode Fertural products, but that's not only to do this, that's to help, for example, uh all the countrymen to be involved in a better way to make the growth of the plant, not using, for example, chemical ingredients.
• 17:30
  SPEAKER_01: And when you go back to creams or products that are used by dermatologists, if you are sure, for example, that it is really preservative safe or without any chemical ingredients when you are using a Venn products or other ones, that's very important for very sensitive skin or scalp that you are seeing every day as dermatologists.
• 17:52
  SPEAKER_00: Sure.
• 17:53
  SPEAKER_00: Well, okay, so so this is a great opportunity for us to talk about a Venn, the brand, which is what we really know in the United States in terms of the primary Pierre Fob dermocosmetic brand is a Ven in the States.
• 18:05
  SPEAKER_00: And so you talk about the lack of preservatives.
• 18:07
  SPEAKER_00: I uh that comes from very innovative packaging that, for example, in the Xericalm and the tolerance line, um, which is it doesn't allow any air into the products and any water to get into the products.
• 18:21
  SPEAKER_00: And without air and water, you don't really need preservatives.
• 18:24
  SPEAKER_00: And so that is unique, correct?
• 18:27
  SPEAKER_00: That we have a topical, a cream, that moisturizing, lipid repairing, barrier repairing cream such as Xericom AD, that has a postbiotic ingredient as well, but has absolutely no preservatives, which may irritate the skin of a flaring patient with atopic dermatitis.
• 18:46
  SPEAKER_00: It's incredible.
• 18:48
  SPEAKER_01: So it's not the end, I could say, of the of the journey, but really, of course, uh, I talked a lot about ingredients.
• 18:56
  SPEAKER_01: Uh I forgot to talk about uh packagings, but packagings are important.
• 19:00
  SPEAKER_01: So of course, to reduce uh the consumption of cartoon, etc., for example, for the packaging itself, but to to move uh the plastics that we are using um for packaging.
• 19:14
  SPEAKER_01: And what we consider today, and that's what you are talking about, that's this what we call the sterile cosmetics concept, is that if you preserve um really the cream uh of any contact with hair, water, etc., of course, you will preserve the originality, I could say, of uh of the cream, the safety of the cream.
• 19:35
  SPEAKER_01: And doing this, you will be better, I could say, in terms of uh function regarding the very, very sensitive skins.
• 19:43
  SPEAKER_01: And this is really dedicated to sensitive skin.
• 19:46
  SPEAKER_01: So this is a concept invented by Piafab, so that's a patented concept.
• 19:51
  SPEAKER_01: Um, we we only uh authorize another company to launch uh uh products for high disease with this concept of packaging, and it will be launched in the US uh in a few in a few weeks, honestly.
• 20:05
  SPEAKER_01: That's coming from another French company.
• 20:07
  SPEAKER_01: But this concept is very original, and I said that's uh a part of the end of the journey, because of course to put out any preservative cream or an emollient, etc., is very important because, of course, for very sensitive skin, sometimes you are facing some patients where you can't apply any cream because everything is irritating them.
• 20:31
  SPEAKER_01: So it I think that the test you can do with them is to test these sort of creams because there is no risk of other, I could say, uh, ingredients inside the cream except the active ones regarding the disease, the skin concern of the patient.
• 20:50
  SPEAKER_00: Taking the idea of sustainable packaging even further, my understanding is a hyaluron B3 will be coming out with a cream that that will have a replaceable pod.
• 21:00
  SPEAKER_00: So you'll initially you'll purchase the pod and the jar, and then to and then as a refill, quote unquote refill, you'd buy a pod with just the cream.
• 21:09
  SPEAKER_00: So it really reduces the packaging of uh you know, moving forward of the second, third, etc.
• 21:15
  SPEAKER_00: purchase of that cream.
• 21:16
  SPEAKER_01: Yeah, I think that's that's the modern way we have to sell our products today.
• 21:21
  SPEAKER_01: So uh perhaps you are familiar with this uh for for my perfume, my personal perfume, for example, which is not a Pierre Fabois, uh the company which is providing it is doing this for many years.
• 21:34
  SPEAKER_01: So that's the reason why we we decided to move to this way and as you said, so you you you buy first the jar and after you buy uh uh only the cream, and that's a way to save, of course, construction.
• 21:49
  SPEAKER_01: We know that uh, for example, to not reuse a jar is a is is a nightmare because to today we have not to every time replace all parts of the perks when we are buying.
• 22:01
  SPEAKER_01: A new cream, a new ingredient.
• 22:03
  SPEAKER_01: So yes, it's what we we will try to do for all our products.
• 22:08
  SPEAKER_00: Yeah.
• 22:09
  SPEAKER_00: So you know, switching gears now, just to talk about a Ven.
• 22:12
  SPEAKER_00: I noticed recently that Event is launched in, I think it's CVS.
• 22:17
  SPEAKER_00: You can now purchase a Venn products in CVS, is that right?
• 22:20
  SPEAKER_00: Yeah, yeah.
• 22:21
  SPEAKER_00: So that's a new channel of distribution for the brand, right?
• 22:27
  SPEAKER_00: Okay, new strategy.
• 22:28
  SPEAKER_00: Will you walk us through that?
• 22:30
  SPEAKER_01: I think that if we talk about um uh business model, or if we talk about uh what we call in Europe like in the US, omnichannel strategy.
• 22:41
  SPEAKER_00: Omnichannel strategy.
• 22:42
  SPEAKER_01: Yeah, I think that the only country where today it exists, that's the US.
• 22:48
  SPEAKER_01: Okay.
• 22:49
  SPEAKER_01: Because of different different topics.
• 22:52
  SPEAKER_01: The first is the development of e-commerce, because of course, because of your very strong companies involved in this business in the US, I can mention the name, but everyone can see what I mean.
• 23:04
  SPEAKER_01: Uh of course, because of the involvement of these companies, you have the country where the e-commerce is the most present for all the furniture, of the all all of the all of goods.
• 23:14
  SPEAKER_01: So that's the first reason.
• 23:16
  SPEAKER_01: The second reason is that because you have very well organized distribution, and that today all your customers want to find everywhere they are going all the products.
• 23:29
  SPEAKER_01: So they don't want to think about the fact that one brand is, for example, distributed in one chain of pharmacy and uh the other brand is distributed in another one.
• 23:41
  SPEAKER_01: So this sort of exclusivity is quite finished, I could say, except for luxury goods, but we are not talking about luxury goods.
• 23:49
  SPEAKER_01: So that's the reason why we have decided to apply this omnichannel strategy, uh, very frankly, directly, I could say, to the US, because that's the only country where it is relevant.
• 24:02
  SPEAKER_01: So uh but what we maintain is that we have a differentiation regarding that some products that are really specified to dermatologists, and the other ones that you can find is a channel of distribution.
• 24:15
  SPEAKER_01: And I want to mention it because I think that's very important to value correctly the prescription of dermatologists, to consider that when they are facing a patient, that's very important to understand that some products, because they are more technical, are reserved to them, and the patient can have access to them only dispensing in their proper office.
• 24:37
  SPEAKER_01: And the other ones, more common or for more common disease, I could say, are affordable in all uh the channel of distribution.
• 24:45
  SPEAKER_01: But sure, I think that we are the only company to maintain this distance, you know?
• 24:49
  SPEAKER_00: Yeah.
• 24:49
  SPEAKER_00: So there's a direct dispense model, in other words, the direct dispense from the dermatology office, and then there's the mastige as well, um, from uh that we find at the CVS, for example.
• 25:00
  SPEAKER_00: Um you know, we only have a couple of minutes left.
• 25:03
  SPEAKER_00: I just wanted to talk a little bit about the event strategy as well, because now what we have is you know a real focus on cellular senescence in the Event brand.
• 25:11
  SPEAKER_00: And I know the hyaluron B3 with the 6% niacinamide and the short and long chain um hyaluronic acid has been shown to decrease the number of senescent cells in the epidermis.
• 25:23
  SPEAKER_00: And so there's there's a real push towards that, but you know, in addition to your beautiful retrinol products that you have in terms of anti-aging, do you see that cellulosinescence um strategy creeping into more products that you're developing?
• 25:38
  SPEAKER_00: Or or will you move move in a different strategy?
• 25:41
  SPEAKER_01: No, I think that what you said and the way you presented the products is very interesting because you you you mentioned the ingredients.
• 25:48
  SPEAKER_01: And and um, you know that's a different way to talk about the products in the US and in Europe.
• 25:56
  SPEAKER_01: Um in the US, you are directly going to the ingredient because uh your very educated patients and consumers are knowing about the efficacy of ingredients and really focusing on ingredients.
• 26:09
  SPEAKER_01: That's the difference with Europe.
• 26:11
  SPEAKER_01: With we are more, I could say, uh going in poetry or you know, talking about the products, that's very different, um, and and uh more literature, if you want, than in the US, where it is more strict to the point.
• 26:25
  SPEAKER_01: And really, what we want to do this is develop in this way because it's most efficient, and of course, the ingredients we are using uh are very well known about by by the dermatologists and sometimes uh by the patients or by the customers, too.
• 26:41
  SPEAKER_01: And that's very important you know, to be more uh strict, more direct, I could say, putting in advance these ingredients.
• 26:48
  SPEAKER_01: So that's uh really the way we want to develop uh Aven now.
• 26:53
  SPEAKER_01: Um saying that of course Aven will be very close to um his traditional functions, I could say, taking care about eczema, psoriasis, dryness of the skin, anti-aging, as you said.
• 27:07
  SPEAKER_01: So, but but really the aim of the brand is really dermatology and products that could be provided, uh endorsed, presented, proposed by dermatologists to their patients.
• 27:20
  SPEAKER_00: Yeah, it's interesting.
• 27:21
  SPEAKER_00: There's the the anti-aging line, right, where the price points are in the$40 to$50 range, certainly very um accessible for those price points, for especially the very beautiful uh formulations and the ingredients that are offered in them.
• 27:37
  SPEAKER_00: But then you've also got something where almost all of our patients can use, especially in the dermatology office, which is a sycophate plus, um which I recommend daily to multiple patients, which is in the$20 range.
• 27:50
  SPEAKER_00: You know, it's it's really much more accessible.
• 27:52
  SPEAKER_00: So you've got this differentiation, which speaks to Pierre Fab's original mission in developing the dermocosmetic line to align the uh the products with the needs of the dermatology patient.
• 28:04
  SPEAKER_00: Yeah, you're right.
• 28:05
  SPEAKER_01: And thank you to underline this um accessible prices, because I think that's a key point.
• 28:11
  SPEAKER_01: And dermatog dermocosmetic, as I said, has been invented really, I could say, to be a follow-up of the prescription of dermatologists, or to help the dermatologists to have the good cream, I could say, regarding the skin condition of their patients.
• 28:28
  SPEAKER_01: Because sometimes when you are providing drugs, I could say in the same field, sometimes it's not affordable for the patients, not in terms of price, but but really because they don't like uh the cream, the the uh galenic of the product, etc.
• 28:45
  SPEAKER_01: So we we work a lot, and we know that the gallenic is very important if we want the patients uh taking their treatment along all the prescription.
• 28:57
  SPEAKER_01: So that's the reason why we're working on this topic, but we are uh estimating today, as it was at the origin, that really we have to provide products that could be endorsed by dermatologists so that could be affordable for all of their patients and not only for people uh who has the better, I could say, revenues.
• 29:18
  SPEAKER_01: So that's the reason why we maintain these sort of prices because we are not in luxury, but really in this middle between drugs and cosmetics, which is dermo cosmetics.
• 29:27
  SPEAKER_00: Yeah, yeah.
• 29:29
  SPEAKER_00: Eric, thank you so much.
• 29:30
  SPEAKER_00: Listen, we're out of time, and I know you have to run off to about 10 different meetings this afternoon.
• 29:35
  SPEAKER_00: Uh, really appreciate your time today.
• 29:37
  SPEAKER_00: Um I I enjoyed learning about this brand and this company so much since I've been here.
• 29:42
  SPEAKER_00: Uh, it really is innovative and unique um from what I've seen.
• 29:47
  SPEAKER_00: So uh thank you for what you're doing for the dermatology patient.
• 29:50
  SPEAKER_00: Thank you for you know the charitable um mission of the foundation as well.
• 29:55
  SPEAKER_00: And I I really think it resonates with both dermatologists and our patients that working with this company is is something that is helping the world as well as helping nature.
• 30:06
  SPEAKER_00: Uh, and it's allowing your company to also innovate and produce products based on the botanical ingredients uh to really move skincare forward in a very natural way.
• 30:17
  SPEAKER_00: So absolutely.
• 30:20
  SPEAKER_00: So so thank you, everybody.
• 30:22
  SPEAKER_00: This is uh Dr.
• 30:23
  SPEAKER_00: Ted Lane.
• 30:23
  SPEAKER_00: I'm here with uh the CEO of Pierre Fob, Eric Ducornet.
• 30:27
  SPEAKER_00: Uh, and uh this has been the latest episode of Skincare Confidential.
• 30:31
  SPEAKER_00: Don't forget to subscribe, share, and give us a five star rating if you have a second.
• 30:36
  SPEAKER_00: Thank you.