The incoming Xcellerex CEO plans to move the company from validation to penetration, boosting revenues and client base, and invest in the contract manufacturing side of the business.
Xcellerex is now recognised as a credible business with proven products, Guy Broadbent, the company’s new CEO told in-PharmaTechnologist, and consequently its goals are shifting.
The establishment of Xcellerex in the single-use manufacturing sector was evident at Interphex 2010, according to Broadbent, where the company had a significant presence and engaged in serious conversations with prospects.
Broadbent believes these companies are attracted to Xcellerex because of its product capabilities and process development. Furthermore, Xcellerex’s use of its own equipment to produce its candidate and client’s compounds demonstrates its effectiveness to prospects, added Broadbent.
The goal is now to turn these prospects into clients, helping to accelerate growth. Xcellerex has an advantage in this area, according to Broadbent, because of the support it can provide, which differentiates it from other providers of disposable manufacturing equipment.
For instance, FlexFactory, a modular manufacturing platform, can be built by Xcellerex at its facility using its equipment, such as bioreactors and mixing systems, and transplanted to the client’s site. Following transplantation production can restart almost immediately.
Broadbent added that Xcellerex works with the customer throughout this process, performing tasks such as teaching the client’s staff about all operating and quality procedures, to minimise risk.
Now that these capabilities are more widely recognised in the industry, Broadbent believes the biggest challenge to Xcellerex is “managing the wealth of opportunities” as it scales up operations to support growth.
Xcellerex also uses its production technology to operate as a contract manufacturing organisation (CMO). Broadbent said that this side of the business has been “growing steadily”, achieving strong double digit growth, but its importance extends beyond direct revenues.
The CMO forms an intrinsic part of Xcellerex’s integrated offering, added Broadbent, because it validates and increases understanding of the technology and can lead to product sales.
Small- and mid-sized biotechs approach Xcellerex for manufacturing services but when they need to scale up production they have the option to install equipment used by the CMO at their own site. Process development has already been performed using this set up, simplifying the switch.
Broadbent believes this is a unique offering which benefits both technology sales, by driving custom, and the CMO, because clients are reassured by the established route to setting up in-house operations.
Xcellerex is planning to invest in the CMO unit, according to Broadbent, who believes that its operations will increase as the company matures.