OneSkin was founded by a team of scientists dedicated to revolutionizing skincare through a holistic approach to longevity. After years of research and testing over 900 peptides, they developed OS-01 – the first ingredient proven to reverse the skin’s biological age. Unlike typical anti-aging products, which can be ineffective or even harmful at the cellular level, OS-01 enhances skin vitality and resilience. This breakthrough ingredient quickly attracted interest, with customers around the world eager to experience its benefits for enduring skin health.
With their skincare line gaining popularity, OneSkin partnered with Passport to start shipping and selling their products globally. As a lean team, OneSkin needed an efficient solution for expanding beyond the U.S., and after a brief trial with another provider, it became clear that only Passport had the in-house expertise, reliable service, and proactive support they required.
This was a good lesson to not do things just because they’re cheaper. Connect with partners that are truly an extension of your brand. — Max Christman | Supply Chain & Operations Lead at OneSkin
After early success in new markets, OneSkin strengthened its partnership with Passport, this time launching a full-scale international strategy with Passport Global, an all-in-one internationalization solution. With this end-to-end approach, OneSkin is experiencing substantial gains in global sales, conversion rates, and overall revenue – further fueling their growth.
International Challenges and Pain Points
Rising demand made it clear to OneSkin that it was time to bring their products to a global audience. As a small team managing rapid growth, they encountered several challenges common to North American-based brands expanding internationally.
1. Complexities in Cross-Border Shipping and Compliance
Selling internationally requires navigating the complexities of cross-border shipping, from customs regulations to diverse tax requirements. For cosmetics brands, these demands are even greater, with stricter compliance standards — particularly in regions like the EU and UK. Entering these highly regulated markets with limited experience, OneSkin needed a knowledgeable partner to guide them and help prevent costly issues or delays.
2. Limited Internal Resources and Operational Infrastructure
As a team with limited bandwidth, OneSkin lacked the internal resources to manage the complexities of international ecommerce independently. Establishing operations or support teams in regions like Canada and Europe wasn’t feasible, yet they needed an effective way to handle logistics, compliance, and customer service. To maintain both efficiency and growth, OneSkin required a dependable solution that could bridge this gap and scale alongside them without adding additional overhead.
3. Delivering a Seamless Shopping Experience Worldwide
OneSkin knew that selling globally involved more than just shipping products – it meant delivering the same high-quality experience to international customers as their domestic ones. To achieve this, they wanted buyers in each market to feel as though they were shopping locally, with clear pricing and reliable delivery. Ensuring a smooth, personalized experience was essential to upholding OneSkin’s reputation and brand identity.
4. Handling Customs, Duties, and Tax Expenses Effectively
Selling in international markets introduces new financial challenges, including the added costs of customs, duties, and taxes specific to each country. Without a dedicated team to oversee these intricacies, OneSkin needed a solution to accurately calculate and manage these expenses to keep international orders profitable and ensure a seamless delivery experience for customers.
How Passport Helped: Solutions & Key Results
Passport Global equipped OneSkin with the tools, expertise, and support needed to increase both total sales and the average value of each order. This partnership’s impact is evident in the quantifiable growth they achieved and the seamless navigation of complex international markets.
Boosted International GMV by 12X with Scalable Solutions
OneSkin’s international revenue grew from 3% to 11% of total revenue, surpassing their goal of reaching at least 10%. Additionally, international Gross Merchandise Value (GMV) increased nearly 12x year-over-year (YOY), with a 1,178.06% growth rate.
Through Passport’s in-house global logistics network and compliance expertise, OneSkin was able to easily access highly regulated markets like the EU and UK, which have strict requirements for cosmetics. By managing customs clearance, handling taxes, and providing guidance on regulatory standards, Passport ensured that OneSkin could operate smoothly in new regions without encountering costly compliance issues.
Grew International Revenue by 1,005% using Optimized Strategies
OneSkin saw a 1,005% increase in revenue and a 921% rise in volume year-over-year. Notably, revenue growth outpaced volume, with average order value (AOV) increasing from $165 to $177, capturing more profit per sale. By utilizing Passport’s advanced landed-cost tools, OneSkin was able to accurately calculate duties and taxes, keeping international orders profitable. Plus, testing different shipping pricing strategies significantly boosted conversions, further optimizing their approach to international ecommerce.
Increased Order Volume by 33% Through Seamless Localization
OneSkin saw an immediate 41% increase in total sales and a 33% rise in order volume within one month of Passport implementing VAT-inclusive pricing in the UK, EU, and New Zealand. This helped OneSkin achieve their goal of providing international customers with a familiar, localized buying experience – a cornerstone of Passport Global’s mission.
Passport’s internationalization technology offered clear pricing, accurate tax and duty estimates, and dependable delivery, creating a seamless shopping experience for OneSkin’s global buyers. This tailored solution, backed by Passport’s analytics and insights, optimized performance across regions, positioning OneSkin to drive more purchases and improve customer satisfaction.
Expanded to 34+ Countries Without Additional Hiring
Expanding from shipping solely to Canada, OneSkin now reaches 34+ countries, achieving a 98% delivery success rate with fewer than 1% of shipments requiring support. Lacking the resources to build dedicated international operations, OneSkin relied on Passport’s scalable infrastructure for shipping, customs clearance, and customer support, allowing their team to focus on other high-impact initiatives. Additionally, Seller of Record, a key feature of Passport Global, provided essential tax management for accessing countries that require registration.
ⓘ Seller of Record makes international tax compliance easy for ecommerce businesses. By using Passport’s tax IDs to clear shipments, brands can avoid complex registrations. Just collect VAT or GST at checkout, and Passport manages the filings and monitors sales thresholds. Learn more
OneSkin also enhanced the post-purchase experience through Passport’s up-to-date shipment tracking and lower transit times, which reduced inquiries and kept customer service efficient – without any additional hiring. These comprehensive services and support facilitated growth in top markets like Canada, the EU, the UK, Australia, New Zealand, and more, all while upholding OneSkin’s brand integrity.
OneSkin’s Success with Passport Global
Partnering with Passport empowered OneSkin to confidently expand their international business, while still preserving their brand’s values and sustaining lean, agile operations. With Passport Global’s end-to-end support – covering everything from logistics and compliance to localization – OneSkin saw immediate, high-impact increases in conversions, site traffic, orders, and revenue. This success has cemented Passport as a trusted partner, delivering insights and strategies that drive growth among both new and returning customers across various markets.
Want to scale like OneSkin? Learn from the experts who made it happen in Passport’s Unwrap Global DTC Sales webinar, featuring Max from OneSkin and industry leaders from Passport, Flexport, and Loop. Set your business up for success with proven strategies to strengthen international operations, deliver exceptional customer experiences, and drive impactful growth. Watch the full webinar here
For ecommerce brands like OneSkin, Wildflower Cases, and Ogee, Passport Global provides the tools and expertise to transform international challenges into growth opportunities. Schedule a discovery call with our team today to see how Passport can help you reach your global potential.
