The Business

Contract Packaging and Filling Business Grows Over Three Generations

Case Mason Filling has been in the contract packaging business since 1974, when Alan Case and Alfred Mason founded the company in Joppa, Maryland. Today, it has evolved into a four-building, 200,000-square-foot facility in Baltimore, offering packaging, filling, and omnichannel fulfillment services to customers such as McCormick Spice, Dap, Sephora, Crayola, and L’Oreal.

“What sets Case Mason apart is that we've been in business for 50 years, so we have a tremendous amount of experience across a number of different industries,” said Chief Growth Officer Scott Miller, who is Mason’s son-in-law. 

Cultivating long-term relationships with clients is one of the founding principles of Case Mason, and several of the company’s clients have been working with them for decades. The Rosebud Perfume Co. — producer of the popular Smith’s Rosebud Salve — began working with Case Mason in the 1970s. Today, the company handles all supply chain and production details for its Dr. Smith’s lip products, including sourcing raw materials, compounding the formulas for the salves, filling, packaging, and distributing the finished goods to retailers worldwide.

“From a cultural perspective, we value our customers tremendously…We listen very closely to them, and we make sure that we are providing the right solutions with the right efficiency and quality balance,” Miller said.

The Problem

In Need of Leads to Grow the Business

Case Mason has been steadily growing over its 50-year history. As its capabilities expanded, the company sought avenues to increase impressions and connect with more in-market buyers. A campaign strategy that focuses on both quantity and quality of leads is crucial to growing the business, according to Miller.

In 2011, Case Mason began working with Thomas to advertise its services to Thomas’ network of industrial buyers.

“Thomas has the unique capability of being able to geographically target as well as capability target,” Miller said. “So we are very strategic in how we spend our money to make sure that we are getting the best bang for our buck from our branding perspective as well as from a lead-generation perspective in our key capabilities.”

The Solution

Connecting with In-Market Buyers on Thomas

Case Mason’s Thomas profile offers potential customers an overview of all its capabilities, from co-packing to assembly kitting. Buyers searching on Thomas for these categories took more than 7,700 conversion actions between September 2023 and September 2025, including 4,000 profile views. Over those 24 months, seven of Case Mason’s targeted categories reached  double-digit click-through-rates.

“In addition to our advertising campaign that's specific to our capabilities Thomas has been crucial to helping us redesign our website, making sure that the back end of the website gave us the speed and the user experience to ensure success,” Miller said.

The Results 

A Steady Stream of Leads Paves the Way for Growth

Their partnership with Thomas has led to a number of success stories for Case Mason, including the company’s relationship with Sephora. The contract with the beauty retailer “started almost right out of the gate,” after working with Thomas, said Miller, adding that Sephora was Case Mason’s largest customer for a period of time. 

“They have two distribution centers here in Maryland, so we are a local and a national supplier of Sephora. Additionally, in our nail polish category, we have gotten a number of leads from nail polish brands and the manufacturers of nail polish through our Thomas experience,” Miller said.

One of the main projects Case Mason works on for beauty brands is influencer kits — customized collections of products carefully packaged for VIP customers and social media influencers. Influencers will sometimes open the kits on camera during unboxing videos, so the look of the packaging plays an important role, in addition to creating a memorable experience

Thomas is an integral part of Case Mason’s new business development plan, and Miller closely tracks the monthly leads generated by Thomas. “We get about 25 to 30 leads, of which three to five are highly qualified leads against our capabilities,” he said.

This strategic partnership not only fuels Case Mason’s current growth but also lays the groundwork for future expansion.

“Case Mason's future is bright. We are committed to growing the business, which would mean expansion into new capabilities and potentially new plants,” Miller said. “Thomas will be a key part of extending our advertising and marketing campaign to provide new leads against those expansion plans.”