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ZO Skin Health Zeroes In On Rosacea With a Single Solution

The professional skin-care company’s ZO Medical Rozatrol could account for 8 to 9 percent of its sales.

Extensive skin-care regimens are not for everyone and, now, rosacea sufferers won’t have to endure them.

ZO Skin Health Inc. is launching ZO Medical Rozatrol, a topical solution designed to be a one-step treatment for multiple symptoms of rosacea. The professional skin-care company is confident the offering will drive considerable business by attracting users dissatisfied with available remedies for the common condition.

“Physicians will have a simple, cost-effective solution for their patient base with rosacea,” said Mark Williams, chief executive officer and general counsel of ZO Skin Health. “When you have to use four or five different products, it’s very expensive and, it’s not just expensive, it’s a time-consuming process that we know a lot of people aren’t willing to participate in.”

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Williams projected ZO Medical Rozatrol could account for 8 to 9 percent of ZO Skin Health’s sales, outpacing the estimated 4 to 5 percent share rosacea products command in the professional skin-care channel. Based on ZO Skin Health’s revenue turnover last year of roughly $60 million, the projection indicates ZO Medical Rozatrol could generate at least $4.8 million to $5.4 million in annual sales.

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The National Society reports 16 million Americans have rosacea, a figure Williams and Zein Obagi, the dermatologist who founded ZO Skin Health a decade ago, contend is low. Obagi approximates as much as 60 to 70 percent of the population 30 years old and older lives with rosacea. He explained under diagnosis is rampant because doctors are looking for redness when other symptoms such as skin sensitivity or breakouts could suggest rosacea as well, and redness isn’t always obvious in people with dark skin tones.

“Too many people are suffering from it, and the treatment for it is really inadequate,” Obagi said. He pointed out that rosacea is frequently addressed with steroid therapy, antibiotics or moisturizer, an answer to rosacea he considers especially problematic. “We recommend people with rosacea avoid moisturizers because moisturizers interfere with the barrier function and make people accustomed to external hydration,” Obagi said.

Paying particular attention to elevated sebum production, Obagi spent around three years perfecting ZO Medical Rozatrol. He landed on a formula that includes hydrolyzed algin, a compound derived from algae; a gentle enzymatic exfoliator, and inflammation- and sebum-controlling complexes to target redness, dry skin, excess oil, visible blood vessels, and fine lines and wrinkles. It’s intended to be applied on clean skin twice a day. The product is priced at $88.

“The time had come to come up with one product that any person who has rosacea could use to reverse the course of rosacea and also prevent and treat existing rosacea. By doing that, they don’t need antibiotics,” Obagi said. “The product is very unique. It’s going to be one of the hottest products on the market. Why? Because the demand for it is so high.”

ZO Skin Health’s products are carried at more than 1,600 physician’s offices domestically. Internationally, the brand has extended to more than 105 countries. “We believe that a significant percentage of our business for this product can come from the international marketplace,” said Williams of ZO Medical Rozatrol. “We think this could really be an impactful growth opportunity.”

ZO Medical Rozatrol epitomizes ZO Skin Health’s product-development approach seeking out segments within the professional skin-care market with unrealized potential. “We are focused not just on continuing to improve the products we have, but we are looking for opportunities with diseases that are not as diagnosed as they could be and finding more streamlined solutions for our patients,” Williams said. “Because this is a one-product solution, it gives us an opportunity to bring in new customers to the ZO skin family and make them knowledgeable about the other products we have that can lead to healthier skin.”