ZO Growth Factor Serum. Frustrated with products that don’t show results, more consumers are shifting to professional-grade skin care. Kline research reveals skin care sold by physicians is expanding faster than the general market. Mark Williams, president and chief executive officer of ZO Skin Health is well aware of the movement. He has spent the last two years tweaking the brand, founded by Dr. Zein Obagi, to deepen the commitment to the physician community. That includes the recent rebranding and elevation of ZO’s Growth Factor Serum. As the company continues to fortify the connection between physicians and consumers, ZO’s estimated sales have expanded to more than $100 million and are on track to grow 30 percent or more per year. Driving sales is the desire of doctors to bolster their percentage of revenues generated by skin-care products beyond industry averages of 18 percent. Coinciding with that, consumers want better, and faster, results they feel are provided by higher-grade products. “There is so much information out there today — more so than ever. With the data overload that is available to consumers and patients, we continue to see patients shift to the physician-dispensed skin-care channel, where they can get advice from physicians and skin-care professionals,”
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