How María Paz Araya and Natasha Gil Created Dusa, a Fragrance Company that Made $100 Million a Month on Amazon

2023-05-14 01:02:36

MAría Paz Araya and Natasha Gil met in 2005 when they were both at Cencosud. Years later, Gil was hired by Parque Arauco. Now each with children, in 2016 they met once more as parents of the same school. In a conversation, Gil told her that the work rhythm plus four children was very hard and she wanted to become independent.

In 2018 the two quit their jobs in retail. They were looking for more freedom and time for their family, something that the intensity of large companies did not allow them. “But I started to think regarding what I was doing,” recalls Araya.

Soon following, Gil told him that he was importing chairs from China. This is how a company was born: Taking advantage of his experience in retail and contacts abroad, the business consisted of assembling a container in China, and upon arrival in Chile everything was already sold.. The model was going well and it was profitable, however, the pandemic arrived and they thought that they might not scale much more.

Thus, at the beginning of the pandemic they began to become familiar with the perfume market. Araya defines herself as a “fragrance fanatic” and believed that there was little competition from the American firm Jo Malone. In addition, the prices were high and not very accessible for the national market. “And people were worrying more regarding houses because of the lockdown,” he says.

In 2021 they contacted a Chilean laboratory, imported fragrances and created Dusa. They invested $80 million with the focus of creating an environmental spray. After more than eight months and hundreds of samples, they arrived at a product that might be sold. They left the lamp business aside and set out to sell in the North American market.

Araya has lived in the United States since the end of 2020 and from there he began the procedures to sell on Amazon at the beginning of 2021. DAfter almost a year of rejection of patents and applications, they were accepted in the marketplace of the American giant. “Mainly they rejected us because in the United States these products are made with other standards”, says Araya. After 30 applications, they managed to get certified.

At that time they made the big leap, they began to grow 50% month by month and they are already selling $100 million a month only through Amazon. “We arrived with a sales projection of $150 million per year and we are already projecting more than a billion”, the founder highlights.

Thanks to the success of this strategy, and to avoid stock outages for which the company founded by Jeff Bezos is punishing, They are opening the online store in the United States and a laboratory in Colombia that will allow them to deliver faster to that market.

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