KumiKo, una formula única a base de Té Matcha desarrollada por una Chilena

Por Carolina Bravo
 
Emprender nunca ha sido una tarea fácil, menos en nuestro país y sobre todo con un producto innovador y que no resulta tan familiar para la mayoría de las personas. Fue así como llegamos a Kumiko, la primera línea Dermo-Cosmética a base de Té Matcha desarrollado por una emprendedora Chilena.
 
Conversamos con Catalina Aguirre, creadora de Kumiko (Mujer de Eterna Belleza) en japonés. Una multifacética mujer, Periodista, con estudios en pedagogía en lenguaje y comunicación, que tras trabajar en distintos programas de Tv, orientados a la mujer, conoció el rubro de la estética, estudiando cosmetología y se dedicándose de lleno a esta área.
 
Para Catalina la cosmetología no es solamente el cuidado de la piel, es algo más integral que ayuda a las personas tanto física, como psicológicamente. Fue así como nos contó sobre su trabajo y los pasos que ha debido dar para lograr hoy en día ser un producto reconocido y de excelente calidad.
 
 
¿Cómo nace la inquietud de desarrollar tu propia formula de cuidado de la piel?
 
Principalmente nace de la necesidad de crear fórmulas eficaces, que realmente logren la introducción de sus activos hasta las capas internas de la piel y obtener resultados tan reales, como los que logramos en tratamientos de belleza profesional. Uno de los principales tratamientos que realizo como cosmetóloga es la mesoterapia, que consiste en la combinación de diferentes activos para lograr un objetivo preciso en cada biotipo cutáneo. Es el tratamiento antiage más solicitado, por lo que cuando nace la idea concreta de crear una línea dermocosmética, la mesoterapia fue mi inspiración, ya que quería que las fórmulas lograran resultados espectaculares. Para ello, era fundamental la tecnología de punta que permite el cambio desde adentro hacia afuera en la piel, porque logra la introducción de los activos hasta la dermis. Fue así como llegamos hasta Bercelona, cuna del beauty en el mundo.
 
 
¿Qué dificultades enfrentaste en el camino durante esta búsqueda?
 
Como cualquier emprendimiento, nunca son fáciles los comienzos y están llenos de dificultades. El primer obstáculo, tuvo que ver con la búsqueda de una laboratorio idóneo que nos pemitiera crear fórmulas específicas en las que se combinaran los distintos activos con el extracto de té matcha (activo presente en toda la línea Kumiko) y que, además, se incorporara la tecnología. La búsqueda comenzó a comienzos del 2017 en Chile pero, al poco tiempo, entendí que aún nos queda un largo recorrido en lo que a belleza se refiere para lograr estándares similares a los de Europa o Asia. Lo mismo sucede en la mayor parte de Latinoamérica. Entonces mi plan tuvo que dar un giro de 180º y partí rumbo a España a buscar “el eslabón perdido”. Y el resto, ya empieza a ser parte de la historia que se escribe de Kumiko Skincare, marca dermocosmética especialista en tratar envejecimiento cutáneo. Casi dos años después, las fórmulas por fin vieron la luz y, a fines del 2018, nace Kumiko.
 
¿Cómo lograste financiar todo lo que significaba crear Kumiko?
 
Era otra gran preocupación, obviamente. Lograr el financiamiento para darle tracción al negocio. Con mi marido y socio, Nicolás Cuadrado (ingeniero comercial), usamos todos nuestros ahorros para dar vida a este sueño. Era tanto nuestro convencimiento de que íbamos por el camino correcto, que “nos fuimos con todo, sino para qué…”, pensábamos. Y así invertimos un no despeciable capital y tocamos puertas para levantar otro tanto. Si bien en un comienzo no tuvimos éxito en el levantamiento de recursos, no obstante lo encontramos en otros aspectos que nos ayudaron de igual manera. Se nos abrieron las puertas para entrar al retail de las farmacias. Nuestro amigo Carlos Juan Yarur creyó tanto en las fórmulas de Kumiko y que serían un éxito, que nos dio la posibilidad de entrar a Salcobrand para comenzar con la venta en ese importante canal, tanto físico, como de e-commerce. 
 
Así comenzaron a sumarse otros retailers y, en poco menos de un año, ya estábamos vendiendo en Ripley, Paris, Portal ED y por supesto en nuestra web www.kumiko.cl .
A fines del año pasado, nos ganamos un premio muy importante de Corfo y Pro Chile, “ Programa Go Global”, entre más de 400 empresas que postularon. Eso nos permitió acceder a oficinas en Miami y comenzar a abrir puertas y construir importantes redes de contacto.
Este año, ingresamos a Falabella y, en EEUU, ya estamos en Amazon Prime. Las ventas han subido como la espuma, porque después de un trabajo de hormiga que se ha complementado con nuevos socios, Trinidad Tagle (Ex Estée Lauder Nueva York, Álvaro Caballero Net Travel y los mellizos Zegers de la agencia publicitaria de Andino), se ha estado haciendo un trabajo en RRSS y marketing en general. Hoy nos prepramos para lanzar una campaña masiva en medios de comunicación.
 
 
En un mundo de grandes empresas de cosmética ¿Es posible desarrollarse y poder competir con ellas?
 
Si no piensas en grande, mejor no te metas en este negocio. Los grandes líderes como Estée Lauder y Lòreal bien lo saben. Ellos son los que dominan la industria y, por lo mismo, dentro de tu plan de empresa debes planear el exit en relación a ellos. Obviamente, que en el camino pueden suceder muchas cosas, de hecho uno parte de una idea y luego terminas con otra muy dintinta. En todo caso, para lograr esa meta muy ambiosa por cierto, pero no imposible, es importante tener una escalabilidad en el negocio, primero en tu país (Chile) y luego crecer en ventas en EEUU.
Nuestra línea fue creada y pensada para el consumidor americano, que es muy exigente y que le importan mucho las certificaciones. Por tal motivo, la línea cuenta con la aprobación de la FDA y PETA Cruelty free. Además, nos adherimos al movimiento internacional Clean Beauty, que significa que nuestras fórmulas son libres de tóxicos para la piel, como parabenos y sulfatos, entre otros. Hay varios ejemplos en el mundo de empresas pequeñas que empezaron igual que nosotros y que años después las compraron los gigantes del skincare. Me refiero a marcas de nicho como Tatcha, Drunk Elephant, Urban Decay, entre otros, las cuales comenzaron de manera muy tímida, pero con el claro objetivo de satisfacer a su público. Con estos ejemplos, quiero decir que si estás dispuesto a crear una línea de skincare antiage, debes hacerlo pensando en tu cliente final. En este caso específico, un cliente informado y exigente, que va a esperar resultados a corto plazo. Entonces, si tu producto no está a la altura, mejor no lo hagas.
 
Kumiko tiene contemplado desarrollar en un corto plazo una importante y linda labor social ¿Nos podrías contar sobre eso?
 
Como la marca es prácticamente nueva y necesita crecer, aún no estamos con utilidades para ir en una ayuda social concreta. Por ahora, todo lo que entra vuelve a ser invertido. Sin embargo, tenemos una intención muy seria de comprometernos para ir en ayuda social en lo que a educación de niñitas en etapa escolar se refiere. Quiero dar las mismas oportunidades que yo tuve a mujeres que quieran entrar a estudios superiores y, que por temas económicos, no lo pueden hacer. Mi objetivo es empoderar a la mujer para que sea futuro agente de cambio. Ya estoy en conversaciones con una Fundación que cumple con dichos propósitos para ir en ayuda a penas las condiciones lo permitan. Esperemos que ello suceda para el segundo semestre de este año.
 
¿Cómo te has adaptado a la contingencia del Covid 19? ¿Cuáles han sido los principales cambios?
 
Desde un principio nuestras ventas se centraron en el e-commerce tanto de Chile, como en EEUU. Por esta razón, no tuvimos que hacer grandes cambios estratégicos. En cuanto a nuestro contenido y enfoque en RRSS ha sido muy acorde a la contingencia.
 
¿Qué planes o proyectos tienes para el futuro?
 
Se vienen muchos e importantes proyectos! Estamos realmente entusiasmados todos quienes conforman el equipo Kumiko, ya que los siguientes pasos se centran en el mercado de EEUU. Y, pese a lo que está sucediendo a nivel mundial con la pandemia, hay varias alternativas de negocio que se nos están presentando. Nuestro objetivo es llegar a ser parte del 0,032% del grupo prestige skincare en EEUU para el año 2022. Por supuesto que es un gran desafío, pero estoy convencida de que vamos por el camino correcto.
 
Un producto único y de calidad es lo que nos ofrece Kumiko Chile. Su creadora Catalina Aguirre nos enseña que con esfuerzo, perseverancia y mucho trabajo es posible lograr grandes resultados. No tener miedo a emprender, a innovar, creer en tu proyecto es sin duda alguna, una de los aprendizajes que nos deja nuestra entrevistada. Que siempre inquieta y en búsqueda de desafíos ve más allá de un producto cosmético, ve desarrollar un negocio, que se transforme en un aporte en varios sentidos para nuestra sociedad.
 
Para más información:
@kumiko.chile
 

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