‘HTL is the best global partner for Korean companies'

in the aesthetic market

Francois Fournier, CEO of HTL Biotechnology

Provides high-quality customized DNA (PN/PDRN) and HA raw material

"We support overseas entry and regulatory know-how to Korean companies ... Korea is a very attractive market"

There is an easy way for domestic pharmaceutical companies wishing to go global: meet a partner that has extensive experience in entering the global market.

 

The companies can speed up their global expansions by receiving the partner's know-how and minimizing trial and error.

 

Time is money.

 

Especially in the rapidly changing pharmaceutical and biotechnology market, the timing of a company’s global entry can make or break the company.

 

Earlier entrants have a better chance of success.

 

This is why ‘partner networking’ is important for Korean companies that are about to go global.

 

HTL Biotechnology is a global leader in providing high-quality pharma-grade biopolymers.

 

For 30 years, the company has been providing customized solutions to global pharmaceutical companies and medical device manufacturers in the fields of ophthalmology, rheumatology, dermatology, and aesthetics.

 

Its numbers speak for themselves.

 

The company works with more than 100 clients in 30 countries.

 

Since 2006, more than 400 million of its hyaluronic acid (HA) injectables have been safely used.

 

It also owns a facility that meets the global manufacturing standards, including cGMP (US).

 

The company also has a competitive edge in the DNA (PDRN/PN) market.

 

Francois Fournier, CEO of HTL Biotechnology

“The Korean market recognizes and appreciates value,” said Francois Fournier, CEO of HTL Biotechnology.

 

The CEO expressed confidence that HTL can help Korean aesthetic companies go global.

 

"Customers use HTL products because they recognize the value of HTL.

 

It's the same as how we are willing to pay the price for a Samsung television.

 

HTL is the perfect partner for Korean aesthetic companies seeking to go global.

 

The differentiated competitiveness of HTL's products has been proven globally for decades.

 

We also have global licensing know-how.

 

Based on our strengths, we seek to become a customized partner for Korean aesthetic leaders." Dailypharm met with Francois Fournier, CEO of HTL Biotechnology, to learn more about the company's competitiveness and plans for expanding into the Korean market.

 

As a company, HTL is less known in the Korean market.

 

Tell us about HTL. HTL is a worldwide leader in the manufacturing production of biopolymers, especially pharmaceutical-grade biopolymers for medical use.

 

We pioneered the use of the fermentation method to produce, manufacture, and develop biopolymers.

 

Since its inception 30 years ago, the company has built a reputation for developing and producing high-quality products, such as HA.

 

We are known for customizing the production according to the needs, so we don't do mass market production.

 

We customize according to the client's needs.

 

To reiterate, HTL is a global leader in the manufacture and development of pharmaceutical-grade biopolymers.

 

Naturally, HTL is also a leader in the aesthetic and medical aesthetics markets.

 

We supply raw materials (HA, DNA, etc.) for finished products.

 

In the global medical aesthetics market, there is a 50% chance that an HA-based filler would contain HTL’s product, showing HTL’s leadership.

 

The DNA (PN/PDRN) market is growing rapidly in Korea.

 

What competitivity does HTL have in the DNA market? First, HTL has its own unique manufacturing process.

 

Second, we provide products of very high quality and very high purity based on our unique process.

 

Third, our clients’ feedback is different.

 

The people injecting products containing HA from HTL or DNA from HTL say they feel a difference with HTL products inside.

 

This is because we provide high-quality products customized to our clients’ needs.

 

If one client wants to have HA of a certain molecular weight, we deliver.

 

If another client wants another molecular weight, we deliver.

 

We also have the manufacturing capacity to meet even the largest demands.

 

In addition to providing raw materials, can HTL also support the global expansion of Korean companies?

 

Most Korean aesthetic companies that HTL meets with have plans to export overseas.

 

This is why they need premium products that meet the global standards.

 

HTL is good at satisfying this need.

 

We are also known for the quality of our services.

 

We provide regulatory advice and regulatory support, and we are also known for our innovation and research and development team, so they know that if there is also development to do around the product, we can help them.

 

We provide product-related services as well as manufacturing, development, and development-related support services for finished products.

 

How competitive is your production facility?

 

We have expanded our production capacity.

 

Ten years ago, HTL was producing in kilograms, but now we can produce tons.

 

We own the capacity to meet market demand.

 

In terms of quality, we have been certified by all regulatory authorities.

 

We are regularly inspected by the FDA in the US, the EMA in Europe, and various key regulatory authorities in Asia, and have passed all of them with flying colors.

 

We are very proud of this.

 

For example, the EMA uses HTL experts for some workshops they have around biopolymers, which is one recognition of our expertise in the area.

 

This may be today’s most important question.

 

What plans does HTL have for Korea?

 

During the past decade, we have focused more on commercial activities, very much transactional with distribution, in Korea.

 

Now, our objective is to be more strategic from a commercial standpoint and really understand the client's needs for HA and DNA, based on which we plan to expand the business.

 

For this, we have organized a team led by Kyoung Seok Chun.

 

Also, if there is an opportunity to establish development activities in Korea, we will do it.

 

I cannot disclose the name of the company, but we have discussed the development of an HA delivery system with a Korean company.

 

Korea is ahead of the rest of the world in many aspects of the aesthetic market, so it would be a great opportunity for HTL to develop products together.

 

That’s something that we have been envisioning because Korea is the head of the curve.

 

How attractive is the Korean market? First of all, Korea is a large and rapidly growing market.

 

Also, the Korean market recognizes HTL's high-quality products.

 

That's why we started commercial activities as our first step, focusing on sales in Korea.

 

Now we have moved on to strategic business expansion beyond commercial.

 

If there is an opportunity, we would very much like to work with Korean companies on various development projects.

 

Price competitiveness may be an issue for HTL, considering the high quality of your products There is no low price, there is no high price.

 

Rather, there is a price that reflects the quality of what you offer, and there is a price that reflects the value of the product a company or HTL provides.

 

As I said, “The price reflects the quality of what you offer, The work we do around the world of biopolymers, in terms of production, in terms of services, in terms of customizing, has a value, and this value is reflected into the benefit of the finished product for the patient and the physician.

 

So we have a price which reflects the value we have.

 

For example, you're willing to pay more for a television made by Samsung than you would for a television whose brand and manufacturer you don't know.

 

The same goes for HTL ingredients.

 

I don't think the price is an issue because doctors feel the quality of the product they inject themselves.

 

I think quality is more important to the customers.

 

What advice would you like to give to Korean aesthetic companies planning to go global? HTL has great confidence in the importance and value of the Korean market.

 

Korea is a market that recognizes and appreciates value.

 

With more and more Korean companies expanding their business overseas, not only to Asia but also to the Middle East, Europe, and the U.S., I believe HTL is the perfect partner to help and support those Korean companies’ entry into the global market.

 

Just as HTL is a global leader in raw pharmaceutical ingredients, we can help Korean companies become leaders in finished products.

 

I think the Korean market, Korean companies, and HTL are a perfect fit for each other’s global expansion.