Skincare company COSRX first launched The Advanced Snail 96 Mucin Power Essence, a serum meant to hydrate skin, in 2014. But it wasn’t until influencers began posting tutorials on how to use it, sharing reviews and showing off how it has impacted their skin that the product went viral last year: #AdvancedSnail96 has over 2 million views on TikTok, and #COSRXSnailMucin has over 32 million.
As word spread, COSRX was inundated with sales. The product quickly became the 8th most-sold beauty and personal care product on Amazon in the first quarter of 2023.
Behind the scenes, COSRX had to work with its manufacturing company to ramp up production. The company also implemented just-in-time inventory management, which involved quickly producing products as soon as raw materials were delivered, in order to avoid the product being out-of-stock.
“Ultimately, when a product goes viral, it’s important to act quickly and strategically to meet demand and capitalize on its popularity,” says COSRX’s PR and communications manager Hyein Lee.
From there, Lee says the company looks at how it can expand the product to new markets, including developing relationships with distributors and meeting country-specific regulatory requirements.
But even before its snail mucin product went viral, COSRX benefited from influencers recommending its products. Lee says the company had very limited ad spend, so cultivating relationships with content creators by gifting products helped the company gain recognition through word of mouth.
“This was incredibly effective as the recommendations came from an organic source people could trust and this in turn translated into brand confidence,” Lee says.
Now, COSRX uses TikTok as an educational tool for fans of the brand. Marketing campaigns like #SlapSnail and #LayerYourSPF, two categories that have gained 181 million and 173 million views respectively, teach viewers how to strengthen their skin barrier and properly layer sunscreen. COSRX’s TikTok account has over 165,000 followers, and the brand’s hashtag has over one billion views.
Just last week, COSRX tapped Ivana Slobadanik, a beauty influencer, to host its livestream shopping event with cosmetics chain Ulta Beauty. Slobadanik informed viewers about COSRX's viral Advanced Snail 96 Mucin Power Essence and Advanced Snail 92 All-in-one Cream on a stream hosted by Ulta’s website, and 10 viewers were gifted The Vitamin C 23 Serum. Lee says they selected Slobadanik for her extensive skincare knowledge and working with influencers for events like this one can help build brand trust.
“By staying engaged and responsive,” Lee says. “We strive to prioritize product innovation and quality, hand in hand with our users.”
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