Success Stories: Importers Expanding with Hyaluronic Acid

When Sarah Chen launched her skincare line, GlowLab, in 2018 from her Toronto basement, she had a simple mission: create affordable, effective products using ingredients that actually worked. Her first hit? A hyaluronic acid serum. "I'd tried dozens of serums at the drugstore, and most either felt sticky or didn't deliver on hydration," Sarah recalls. "I knew HA was the key—clinically proven to boost moisture—but the local suppliers I approached were charging an arm and a leg for small batches. I couldn't price my serum competitively without cutting corners, and that wasn't an option."

Desperate to keep her dream alive, Sarah started researching international manufacturers. "I spent nights scrolling through trade directories, emailing factories in China and South Korea. Most didn't respond, or their samples felt off—thin, almost watery, nothing like the high-quality HA I'd read about." Then, in early 2019, she connected with a manufacturer in Shenzhen specializing in bulk hyaluronic acid . "Their reps were patient, answered all my questions about molecular weight (I'd learned that low-molecular-weight HA penetrates deeper), and sent a sample that felt luxurious—silky, not sticky, and it made my own skin glow after just a week of testing."

The leap to importing bulk HA wasn't easy. "I had to navigate customs, learn about import taxes, and convince my small team that investing in a 50kg drum was worth the risk," Sarah laughs. "We stored that first drum under my dining table! But when we launched the serum in 2019, the response was wild. Customers raved about how it 'transformed their dry winter skin' and 'worked better than serums triple the price.'"

By 2021, GlowLab had moved out of the basement and into a small warehouse. Sarah expanded her line to include a moisturizer and eye cream, all using the same bulk HA. "We now import 200kg every quarter, and we're in 70+ pharmacies across Ontario and Quebec. Last year, revenue hit $1.2 million—up 300% from 2019. None of it would've happened without that first bulk HA order. It wasn't just about cost; it was about control. I could formulate exactly what my customers needed, without compromising on quality."

Today, Sarah's biggest piece of advice to new importers? "Don't just buy from the first supplier. Test samples, ask for certificates of analysis, and build a relationship. My manufacturer now sends me new HA variants to test—like cross-linked HA for longer-lasting hydration. That partnership is why we're still growing."

Mark Thompson, founder of AussieWell, a health supplement brand based in Sydney, wasn't always in the HA game. "We started in 2015 selling vitamin C and fish oil—solid products, but crowded," he says. "By 2018, I noticed a trend: customers were asking for joint support supplements that weren't just glucosamine. They wanted something with science behind it, something natural." That's when Mark stumbled on hyaluronic acid.

"I read a study showing HA could reduce joint pain by lubricating cartilage, and I thought, 'Why isn't this more popular here?'" He researched local suppliers but found limited options: "Most sold low-dose HA mixed with other ingredients, and the price per gram was sky-high. I realized if I wanted to create a best hyaluronic acid supplement —pure, high-dose, and affordable—I'd need to import directly."

Mark's first challenge? Trust. "Australians are picky about supplements—we have strict TGA regulations. I needed a manufacturer with GMP certification, traceable sourcing, and a track record of passing third-party tests." After months of vetting, he partnered with a factory in Japan known for pharmaceutical-grade HA. "Their HA is derived from fermented bacteria, not animal sources, which appealed to our vegan and halal customers. Plus, their 1,200mg capsules were exactly what I wanted—no fillers, just pure HA."

Launching in 2019, AussieWell's "JointEase HA" faced skepticism at first. "Pharmacists said, 'Hyaluronic acid? Isn't that for face creams?'" Mark recalls. "So we gave out free samples to 500 customers with osteoarthritis. Three months later, 80% reported less stiffness, and 60% said they'd reduced their pain meds. Those testimonials were gold."

By 2023, JointEase HA was AussieWell's top seller, with annual sales of $850,000. Mark expanded to a "Skin + Joint" combo pack, pairing HA with collagen, and started exporting to New Zealand. "We now import 150kg of HA monthly, and we're in talks to partner with a major supermarket chain. The key was focusing on education—telling customers why HA works for joints, not just that it does. People trust science, but they also trust results. We gave them both."

Carolina Silva, owner of Beleza Natural, a cosmetics distributor in São Paulo, has watched Brazil's beauty market explode over the past decade. "We're the world's third-largest cosmetics market, and consumers here are obsessed with 'natural' ingredients," she explains. "But five years ago, finding high-quality, affordable hyaluronic acid was nearly impossible. Local suppliers imported small quantities and marked up prices, so brands either used cheap HA or skipped it entirely."

Carolina saw an opening. "I visited a trade show in Miami in 2019 and met a supplier from China who specialized in HA for cosmetics. They talked about hyaluronic acid skin benefits —how it plumps, reduces fine lines, and works for all skin types, even sensitive. I thought, 'Brazil needs this.'" But importing to Brazil comes with unique challenges: "High import taxes, slow customs, and a lot of paperwork. I had to hire a customs broker and set aside extra budget for duties, but I believed the demand was there."

Her first order? 100kg of low-molecular-weight HA powder. "I sold it to small beauty brands in Rio and São Paulo—artisanal companies making serums and masks. They loved that it was affordable and pure; one brand even told me their sales doubled after adding HA to their best-selling serum."

By 2022, Carolina had expanded her supplier network to include a factory in South Korea, offering different HA grades (like sodium hyaluronate for serums and HA microspheres for creams). "We now import 300kg monthly, and we work with 120+ brands across Brazil. Last year, revenue hit R$2.4 million (around $480,000). The growth isn't just from sales—it's from being a trusted partner. Brands know we test every batch for purity, and we offer flexible ordering, even small 10kg lots for startups."

Carolina's next move? "Organic HA. Brazilian consumers are increasingly asking for organic certifications, so we're partnering with a manufacturer in Italy that produces HA using organic sugarcane. It's pricier, but I think it'll be our next big seller. In this market, you can't stand still—you have to evolve with what your customers need."

When Alex Rivera started GlobalBio, a specialty ingredient import company in Los Angeles, in 2017, he focused on niche botanical extracts. "But by 2020, I noticed HA was everywhere—in TikTok skincare routines, in wellness podcasts, even in celebrity-endorsed supplements. I thought, 'Why not bring both worlds together?'"

Alex's plan was bold: import HA for both skincare brands (as a raw material) and supplement companies (as a finished ingredient). "Skincare brands wanted low-molecular-weight HA for serums; supplement brands wanted high-molecular-weight HA for joint health. I needed a supplier that could do both, at scale." After months of research, he partnered with a manufacturer in China that offered a range of HA products, from powders to liquids, with varying molecular weights.

"The first two years were tough," Alex admits. "Skincare brands were hesitant to switch suppliers—they had existing relationships. Supplement companies wanted clinical data, which we had to source from the manufacturer. But we offered something others didn't: reliability. We guaranteed 48-hour shipping to the US, and we provided free samples so brands could test before buying. Slowly, the tide turned."

One of GlobalBio's first big clients was a skincare startup in San Francisco that used their HA in a viral "plumping serum." "They ordered 50kg, and within six months, they re-ordered 200kg. Then a supplement company in Texas ordered 300kg for their joint support line. By 2023, we were importing 1,000kg of HA monthly, with clients in 35 states."

Today, GlobalBio's revenue is $3.5 million annually, with HA making up 60% of sales. "The key was diversification," Alex says. "When skincare sales dip in the summer, supplement sales pick up—people focus more on joint health during outdoor activities. And by offering both raw materials and finished ingredients, we became a one-stop shop. Brands don't have to work with multiple suppliers; they can get everything from us."

Alex's advice for importers? "Know your market's pain points. Skincare brands hate waiting for ingredients; we solved that with fast shipping. Supplement brands need compliance; we handle the paperwork. HA is a great product, but it's the service that keeps customers coming back."