DS Laboratories

DS Laboratories: Scaling an Global Skincare & Haircare Brand into a Category Leader in China

Summary

• Major Distribution Partnership — Connected with a publicly listed distributor to accelerate B2B sales growth.

• 10+ Sales Channels Activated — Expanded via Tmall Direct, JD Direct, and sub-distribution across WeChat.

• $3M+ in Annual Sales by Year 3 — Grew from $500K USD in Year 1 to over $3M USD by 2024.

• Top 3 Ranking — Revita Shampoo became the #3 imported hair loss shampoo in China.

Brand Background

DS Laboratories is a US-based personal care company offering advanced anti-hair loss and wellness solutions. With over $80M in global sales—primarily via online channels—the brand set out to expand into China with a focus on regulatory alignment, omnichannel reach, and brand-led growth.

Our Approach

We supported DS Labs through China’s rapidly evolving cross-border eCommerce (CBEC) environment, ensuring market entry was both compliant and scalable.

Key actions included:

• Developing their go to market, re-launch strategy.

• Helping them solve complex and regulatory hurdles.

• Facilitating a distribution agreement with a major publicly listed Chinese partner

Results

• $500K USD in sales within the first year of launch

• $3M+ USD in China revenue by Year 3 (2024)

• Revita Shampoo secured the #3 spot among imported anti-hair loss shampoos

• DS Labs is now positioned as a category leader in China’s hyper-competitive personal care sector

Note: The case studies presented on this website highlight projects led by Jonathan Cox, Stratforms and the China execution team over the past 25 years. They include both current and former client work, and in some cases, projects undertaken in partnership with other entities or collaborative teams. These case studies are shared strictly for historical and illustrative reference, and do not imply ongoing client relationships, endorsements, or current affiliations unless explicitly stated.