This case study delves into the story of how Jarsking successfully reactivated a dormant customer: a prominent Colombian skincare brand with annual revenue exceeding $10 million. By leveraging strategic engagement, tailored solutions, and a deep understanding of the customer’s unique needs, Jarsking was able to reignite a stagnant relationship and transform what started as a modest sample order into a multi-hundred-thousand-dollar bulk order in just four months.
The success of this reactivation not only underscores the potential of targeted customer engagement strategies but also highlights the critical role of trust, collaboration, and relationship-building in the packaging industry. By aligning the brand’s needs for innovative, high-quality packaging solutions with their broader business goals, Jarsking demonstrated how proactive account management and personalized service can lead to extraordinary outcomes. This case study serves as a valuable example for businesses looking to strengthen customer relationships, maximize dormant opportunities, and drive significant growth in competitive markets.
The subject of this case study is a dynamic Colombian beauty and personal care company that has established itself as a prominent player in the Latin American skincare market. Founded by a public figure in Colombia, the company has built its reputation on developing skincare solutions that cater to the unique needs of Latin American consumers. Their product portfolio spans across multiple categories, including sun protection, facial care, body care, and hair care products, demonstrating their comprehensive understanding of beauty and personal care needs.
With an impressive annual revenue exceeding $10 million, the company has successfully captured significant market share in both Colombia and Mexico. Their success can be attributed to their dual-pronged approach to business development: while maintaining a strong focus on product excellence, they have also positioned themselves as business thought leaders in the region. The founder regularly conducts educational programs, including a highly sought-after course on “How to Build High-Profit Enterprises,” which has helped establish the brand as not just a product company but also a source of business expertise.
The company’s impressive growth trajectory reflects a meticulously orchestrated expansion strategy that has evolved from regional success to international ambition. After establishing a dominant presence in Colombia and successfully penetrating the Mexican market, they’ve set their sights on Ecuador as part of their commitment to Latin American leadership. Yet their vision extends far beyond regional success, with a bold initiative to enter the European market through Spain – a strategic choice that leverages natural cultural and linguistic connections while providing a gateway to the broader European Union. This thoughtful approach to market expansion demonstrates their ability to balance ambitious growth with practical market entry considerations.
Supporting these expansion plans is an operational infrastructure built on robust manufacturing capabilities and stringent quality standards. Their product development process shows particular attention to market-specific needs, with formulations carefully tailored for diverse skin types and tropical climates, while their marketing strategy combines traditional brand building with the founder’s strong public profile. The company’s operational excellence is evident in their supply chain management systems and production facilities, which not only support their current product range but also meet the demanding regulatory requirements of both Latin American and European markets. This infrastructure, developed with future growth in mind, positions them for their ambitious international expansion, particularly their imminent entry into the European market.
The relationship with this Colombian beauty brand began in March 2023 when they first reached out to Jarsking seeking packaging solutions. Their initial inquiry demonstrated clear interest in premium packaging that would align with their brand’s upscale positioning. After discussions about their requirements, they placed a sample order for two custom-colored 30ml acrylic lotion bottles. The sampling process moved quickly, with production and delivery completed by early May 2023. While the customer confirmed receipt of the samples, communication gradually diminished afterward, despite the samples meeting their specifications. The swift progression from inquiry to sample delivery, followed by sudden silence, would later prove to be a valuable lesson in customer engagement timing.
From May 2023 through December 2023, the communication entered a period of inactivity that warranted deeper analysis. During this time, Jarsking’s team identified several potential factors that commonly lead to customer dormancy in the packaging industry. The first consideration was competition – whether another supplier had captured the customer’s attention with different offerings or pricing. Market research revealed that while several competitors operated in the region, none offered the same level of customization and quality that had initially attracted the customer to Jarsking.
The team also examined whether the customer’s needs had evolved since their initial engagement. Through industry monitoring and social media analysis, they observed that the brand continued to grow and expand their product lines, suggesting their packaging needs remained active but perhaps had shifted in terms of specific requirements. This analysis proved crucial for later reactivation efforts.
The customer experience review revealed no significant issues in the sampling process itself, but highlighted a potential gap in follow-up communication frequency and timing. It became apparent that engaging the customer during their active hours (around 11 PM Beijing time) might yield better results. Additionally, the team recognized that while the initial product customization met basic requirements, there was room for more personalized recommendations based on the brand’s aesthetic preferences and market positioning.
By understanding these factors, the team developed a comprehensive reactivation strategy. Instead of treating the dormancy as a lost opportunity, they used this period to gather intelligence about the customer’s business developments, market movements, and potential future needs. This research revealed the customer’s interest in bronzed-skin aesthetics and their plans for European market expansion, insights that would prove valuable in crafting targeted reengagement strategies.
The reactivation journey began in early 2024 with a fundamental shift in approach. Instead of treating the Colombian brand as simply a dormant account to be revived, Jarsking’s team approached them as a fresh market opportunity requiring comprehensive analysis. This perspective led to detailed digital intelligence gathering, focusing on the brand’s evolving market presence and future directions. Through careful study of their Instagram presence and website updates, the team uncovered valuable insights about the brand’s evolution. Their social media showed an increasing use of premium visual elements, particularly earthy tones with metallic accents, signaling a shift toward more sophisticated packaging needs. This observation proved particularly valuable as it aligned perfectly with Jarsking’s specialized capabilities in custom color development and premium finish applications.
The brand’s digital footprint revealed a dual-market strategy at play – maintaining their strong Latin American presence while actively preparing for European entry. Their product photography and marketing materials increasingly incorporated European aesthetic elements, suggesting a deliberate effort to bridge both markets effectively. By analyzing their product launch patterns and customer engagement, the team also identified a clear evolution from basic skincare to more sophisticated formulations, indicating a growing need for advanced packaging solutions that could support this transition.
The breakthrough in reactivation came through carefully timed and highly targeted engagement. Rather than presenting a generic product catalog, Jarsking developed a custom presentation highlighting specific solutions that matched the brand’s evolving needs. The team recommended the 30ml acrylic lotion bottle with a custom-colored finish for their best-selling face serums and body lotions, designed to stand out on European retail shelves while maintaining the brand’s signature look. This targeted approach resonated strongly with the client, leading to an immediate order of 200,000 units in May 2024.
Building on this initial success, Jarsking’s team quickly identified and acted on the brand’s growing interest in airless packaging technology, particularly for their premium anti-aging products. The team proactively introduced their airless bottle collection, emphasizing how these solutions could protect sensitive formulations while offering the luxurious dispensing experience their customers expected. This timely recommendation aligned perfectly with the brand’s premium market positioning, resulting in a 20,000-unit airless bottle order in early June 2024.
The relationship continued to deepen as Jarsking demonstrated their understanding of the brand’s expansion needs. When the customer expressed interest in developing color cosmetics, the team quickly provided samples of foundation bottles that matched their existing packaging aesthetic. They also introduced vacuum packaging options specifically designed to ensure product stability during international shipping – a crucial consideration for their European market entry. This proactive approach to anticipating needs led to significant orders: 110,000 custom-colored 120ml sprayer bottles in July for their body care line, followed by a repeat order in August for 250,000 30ml lotion bottles and 10,000 sprayer bottles.
Each step of the expansion was supported by comprehensive technical documentation for EU compliance and thorough sample shipping tests, ensuring the packaging would perform well in all target markets. This attention to technical detail, combined with the strategic timing of new product introductions, transformed what had been a dormant account into a thriving partnership. The success demonstrated the value of combining detailed market intelligence with technical expertise and strategic timing in customer reactivation efforts.
The successful reactivation of this Colombian beauty brand revealed several crucial insights about evolving packaging needs in the cosmetics industry. At the core of this success was the recognition that packaging requirements shift significantly as brands move from local to international markets. The brand’s journey from a regional Latin American player to an aspiring European market entrant demonstrated how packaging solutions must evolve to support different stages of business growth. Their experience provides valuable lessons for brands considering similar expansion paths.
Understanding market-specific packaging requirements proved to be a critical success factor. While the brand’s packaging had performed well in Latin American markets, European entry demanded a different level of consideration. EU compliance requirements necessitated not just different material specifications, but also comprehensive documentation and testing protocols. The shift from tropical to European climate conditions also influenced packaging choices, particularly in terms of material stability and product protection. This understanding led to proactive modifications in packaging designs, ensuring that all solutions could perform effectively across diverse environmental conditions while maintaining the brand’s premium aesthetic.
Technical support emerged as a crucial differentiator in the partnership. Rather than simply providing standard packaging options, Jarsking’s approach involved comprehensive product compatibility testing and stability verification across different climate zones. This technical rigor proved especially valuable when developing packaging for new formulations, as it helped prevent potential issues before they could impact market entry timelines. The ability to provide detailed technical documentation, including material safety data sheets and stability test results, significantly streamlined the brand’s European certification process.
The relationship highlighted the importance of scalable production capacity in supporting rapid brand growth. As the brand’s orders grew from initial samples to hundreds of thousands of units, flexible manufacturing capabilities became crucial. The ability to maintain consistent quality and color matching across varying production volumes ensured that the brand’s visual identity remained uniform as they expanded into new markets.
The experience underscored the importance of viewing packaging as a strategic asset rather than just a functional necessity. Each packaging decision needed to balance multiple considerations: technical requirements, market compliance, brand aesthetics, and user experience. The success of this approach was evident in the rapid succession of orders and the brand’s confidence in expanding into new product categories. This case demonstrates how packaging solutions can actively support and accelerate international brand expansion when approached with strategic foresight and technical expertise.
The insights gained from this reactivation process extend beyond just packaging selection. They highlight the need for packaging partners who can provide comprehensive support across technical, regulatory, and brand development dimensions. The ability to anticipate needs, provide proactive solutions, and support rapid scale-up emerged as key factors in building a successful long-term partnership. For brands considering international expansion, these insights emphasize the importance of selecting packaging partners with both the technical capabilities and strategic understanding to support complex growth trajectories.
The transformation of a dormant sample order into a thriving strategic partnership illustrates how modern packaging solutions can catalyze international brand expansion. What began as a simple reactivation effort evolved into a comprehensive business partnership that supported this Colombian brand’s ambitious journey from regional success to international player. The key to this transformation wasn’t just in providing packaging solutions, but in understanding and anticipating the brand’s evolving needs as they moved into new markets and product categories.
Looking ahead, this partnership is poised for further growth as the brand continues its expansion into European markets and new product categories. Their planned entry into color cosmetics, inspired by global brands like Rare Beauty and Charlotte Tilbury, represents just the beginning of their potential. The foundation laid through carefully planned packaging solutions – from technical compliance to brand aesthetics – has created a scalable platform for future growth across multiple beauty categories and geographic markets.
This case ultimately demonstrates that successful packaging partnerships in today’s global beauty market go far beyond traditional supplier relationships. They require a deep understanding of brand ambitions, market-specific requirements, and the ability to provide solutions that bridge different market expectations. For brands aspiring to international growth, the lesson is clear: choosing a packaging partner with both technical capability and strategic vision can accelerate their journey from local success to global presence. The future of beauty packaging lies not just in containers and components, but in comprehensive partnerships that enable brands to confidently pursue their global ambitions.
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