“In­dian cus­tomer will con­tinue to see new prod­uct de­vel­op­ment”

BioSpectrum (India) - - BIO CONTENT - « An­thony Mac­Don­ald Pres­i­dent, Spec­trumLabs.com

Spec­trumLabs.com is a global player in mem­brane sep­a­ra­tion tech­nolo­gies for the phar­ma­ceu­ti­cal, bio­pro­cess, di­ag­nos­tic and re­search in­dus­tries. Spec­trum fo­cuses on two core tech­nolo­gies, Sin­gle-Use Hol­low Fiber Tan­gen­tial Flow Fil­tra­tion and Tubu­lar Mem­brane Dial­y­sis. Spec­trum’s early ac­com­plish­ments in­clude the in­ven­tion of cel­lu­losic dial­y­sis mem­branes in a wide range of molec­u­lar weight cut-off’s for the gen­tle pu­rifi­ca­tion of pro­teins, de­salt­ing en­zymes and sam­ple prepa­ra­tion. Sold un­der the trade name Spec­tra/Por, dial­y­sis mem­branes and ac­ces­sories lead the market with sales in more than sev­enty coun­tries.

Head­quar­tered in Los An­ge­les, CA, with ad­di­tional US fa­cil­i­ties lo­cated in

Dal­las, TX, Hous­ton, TX and Las Ve­gas,

NV, has in­ter­na­tional sales of­fices lo­cated at Breda, Nether­lands; Paris, France; Brus­sels, Bel­gium; Frank­furt, Ger­many; Lough­bor­ough, UK; Copen­hagen, Den­mark; Shang­hai, China; Ritto-City, Ja­pan; Ban­ga­lore, In­dia and Seoul, South Korea. Spec­trum prod­ucts are also rep­re­sented and sold through a net­work of dis­trib­u­tors through­out the world.

An­thony Mac­Don­ald, who joined the com­pany as pres­i­dent in Septem­ber 2004, brings to Spec­trum over 18 years’ ex­pe­ri­ence in sales and mar­ket­ing of fil­tra­tion and sep­a­ra­tions re­lated prod­ucts. BioSpec­trum spoke to An­thony Mac­Don­ald about the market op­por­tu­ni­ties and trends in fil­tra­tion and sep­a­ra­tions re­lated prod­ucts in In­dia.

Started in March last year, how was your jour­ney of sup­ply­ing prod­ucts / equip­ment to com­pa­nies in In­dia?

So far, the results are very en­cour­ag­ing. Our In­dian cus­tomers have ac­cepted us with open arms. Our cus­tomers’ poli­cies pre­vent us from nam­ing them with­out their con­sent, but we have done busi­ness with al­most all ma­jor biotech and pharma com­pa­nies. The com­pany was reg­is­tered in March 2016 and be­gan com­mer­cial op­er­a­tions in July 2016. The com­mer­cial success to date has re­in­forced the de­ci­sion to en­ter the In­dian market as cor­rect. The In­dian cus­tomer is knowl­edge­able and ea­ger to try new in­no­va­tive prod­ucts to im­prove their per­for­mance and re­duce pro­duc­tion costs and time.

How do you see the market trends for fil­tra­tion and sep­a­ra­tions re­lated prod­ucts in In­dia?

In­dia is among the top 12 biotech des­ti­na­tions in the world and ranks third in the Asia Pa­cific. The In­dian biotech in­dus­try is ex­pected to grow at 30.46 per cent CAGR to reach $100 bil­lion by 2025. Sim­i­larly, the In­dian pharma in­dus­try will be third largest phar­ma­ceu­ti­cals market by 2020 in terms of in­cre­men­tal growth, ex­pected $45 bil­lion in rev­enue by 2020. The global phar­ma­ceu­ti­cal fil­tra­tion market is poised to reach $22.71 bil­lion by 2021 from $13.73 bil­lion in 2016, at a CAGR of 10.6% from 2016 to 2021. We can ex­pect sim­i­lar growth in food pro­cess­ing

in­dus­try also. Nat­u­rally, the In­dia trends is very good so far. We feel we will able to sup­port these in­dus­tries with our prod­ucts. Also, the FDI poli­cies of Gov­ern­ment of In­dia are quite sup­port­ive and en­cour­ag­ing.

Tell us about the re­cent merger you have with Repli­gen? How it is go­ing to help In­dian cus­tomers?

The merger be­tween Repli­gen and Spec­trum com­bines the ex­per­tise of two com­pa­nies whose fo­cus is on im­prov­ing biotech and bio­phar­ma­ceu­ti­cal pro­cess­ing. The re­sult is the largest of­fer­ing of mem­brane tech­nol­ogy from hol­low fiber to cas­settes rang­ing in pore size from 1KD to 1mi­cron. In ad­di­tion, we com­bine ap­pli­ca­tion ex­per­tise from chro­matog­ra­phy through tan­gen­tial flow fil­tra­tion to per­fu­sion. To put it more suc­cinctly, Repli­gen is lead­ing the way in bio­pro­cess­ing through in­no­va­tion of con­tin­u­ous pro­cess­ing. The In­dian cus­tomer will con­tinue to see new prod­uct de­vel­op­ment to make their pro­cesses more stream­lined and cost ef­fec­tive.

Do you see com­pe­ti­tion in the market?

As dis­cussed above, the fil­tra­tion market is a large grow­ing global market. In­dia is no dif­fer­ent. There are many com­peti­tors. Repli­gen dif­fer­en­ti­ates it­self from the com­pe­ti­tion by be­ing fo­cused on Bio­phar­ma­ceu­ti­cal pro­cess­ing. We pride our­selves on rapid prod­uct de­vel­op­ment, ex­cel­lent cus­tomer ser­vice and ap­pli­ca­tion knowl­edge.

Ac­cord­ing to you what are key chal­lenges be­fore the com­pa­nies in this space?

As a com­pany, we are al­ways fo­cused on af­ter sale ser­vice and de­liv­ery pe­riod. With our re­cent merger with Repli­gen we now have a larger prod­uct of­fer­ing. From day one of our In­dia op­er­a­tion we have ap­proached the market with a sep­a­rate ded­i­cated tech­ni­cal team, who help the cus­tomer in tri­als, prod­uct in­stal­la­tions, cost eval­u­a­tions and af­ter sales ap­pli­ca­tion sup­port. We are de­vel­op­ing our un­der­stand­ing of cus­tomers buy­ing cy­cles and prod­ucts of in­ter­est. Our aim is that by 2020 we will able to in­tro­duce a 24-hour de­liv­ery sys­tem to all our key ac­count cus­tomers. Con­sid­er­ing the ge­o­graph­i­cal size of In­dia, an­other chal­lenge is to cover all re­gions ef­fec­tively. We have taken ini­tia­tive to ad­dress it. By 2020 we in­tend to have cus­tomer sup­port sys­tem in all ma­jor cities.

What are your fu­ture plans for the com­pany?

We want to take one step at a time. We are not in hurry to make it big overnight. Cur­rently we are try­ing to build an or­ga­ni­za­tion which can sup­port In­dian cus­tomers both tech­ni­cally and com­mer­cially. Reli­gen in­tends to be the lead­ing sup­plier for bio­pro­cess­ing prod­ucts and ser­vices glob­ally. Ban­ga­lore is our head of­fice in In­dia, where we al­ready have a cus­tomer train­ing cen­tre and may be in fu­ture we will open our Wet Lab in Hyderabad and branches in other ma­jor cities.

In­dian gov­ern­ment has re­cently an­nounced In­no­vate in In­dia (i3) pro­gram un­der which it will be in­vest­ing $250 mil­lion in R&D in bio­pharma space. Your views on this.

As I un­der­stand it, In­no­vate in In­dia (i3)’s fo­cus is academia col­lab­o­ra­tion for ac­cel­er­at­ing dis­cov­ery re­search to early de­vel­op­ment for bio­phar­ma­ceu­ti­cals. The pro­gramme fo­cus is on the de­vel­op­ment of new vac­cines, bio-ther­a­peu­tics, di­ag­nos­tics and med­i­cal de­vices. I feel this is a great ini­tia­tive by the Gov­ern­ment of In­dia. In­dia is not only rich in cul­ture but also a global re­source for tech­ni­cal man­power which these ex­cel­lent in­sti­tutes pro­duce ev­ery year. As an or­ga­ni­za­tion, in the US we al­ready have a “Train­ing and Ed­u­ca­tional” de­part­ment where we work very closely with var­i­ous aca­demic in­sti­tu­tions. Our web­site has links to many ar­ti­cles and tech­ni­cal papers ref­er­enc­ing the use of our prod­ucts in ap­pli­ca­tions of in­ter­est in bio­pro­cess­ing.

What are your views on fil­tra­tion and sep­a­ra­tions re­lated prod­ucts that are avail­able to from lo­cal play­ers and multi­na­tion­als?

The In­dia market has fil­tra­tion and sep­a­ra­tions prod­ucts avail­able from all of the glob­ally re­spected com­pa­nies. Repli­gen in­tends to be the leader in this field. So far, we have not faced much com­pe­ti­tion from lo­cally sourced prod­ucts. The fil­tra­tion and sep­a­ra­tion seg­ment has seen much in­no­va­tion over the past sev­eral years lead­ing to im­prove­ments in cost and speed to market for biotech com­pa­nies.

An­thony Mac­Don­ald Pres­i­dent, Spec­trumLabs.com

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