{"id":628,"date":"2021-05-29T08:00:00","date_gmt":"2021-05-29T13:00:00","guid":{"rendered":"https:\/\/www.shipbob.com\/uk\/blog\/touchland\/"},"modified":"2026-07-02T15:09:46","modified_gmt":"2026-07-02T15:09:46","slug":"touchland","status":"publish","type":"blog","link":"https:\/\/www.shipbob.com\/uk\/blog\/touchland\/","title":{"rendered":"How Touchland Transformed Hand Sanitizer Into a Beauty Product\u00a0and Became a Staple for Businesses &amp; Consumers [Case Study]"},"content":{"rendered":"\n<div class=\"wp-block-shipbob-blocks-blog-arrow-card blog-arrow-card\">\n<p class=\"wp-block-paragraph\"><strong>Congratulations to Touchland on being acquired by Church &amp; Dwight for $880 Million! (<a href=\"https:\/\/www.retaildive.com\/news\/church-and-dwight-acquires-touchland-880-million\/748062\/\">Read More<\/a>)&nbsp;<\/strong><\/p>\n<\/div>\n\n\n\n<div class=\"wp-block-shipbob-blocks-single-toc single-toc\" data-controller=\"blog-toc-controller\" data-action=\"scroll@window-&gt;blog-toc-controller#scrollChanged:passive\" id=\"toc-component\" blog-toc-controller-time-label-value=\"Minutes\" blog-toc-controller-button-label-value=\"Show more\"><div class=\"single-toc-overview\"><p>Table of Contents<\/p><div class=\"single-toc-read-time\"><p>** Minutes<\/p><\/div><\/div>\n<p class=\"wp-block-paragraph\"><a href=\"#h-key-metrics\">Key metrics<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-establishing-hand-sanitizer-as-a-beauty-product\">Establishing hand sanitizer as a beauty product<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-driving-organic-growth-through-network-effects\">Driving organic growth through network effects<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-working-with-the-right-3pl-to-fulfill-demand\">Working with the right 3PL to fulfil demand<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-giving-back-to-the-community\">Giving back to the community<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-doubling-down-on-b2b\">Doubling down on B2B<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-what-s-next-for-touchland\">What\u2019s next for Touchland?<\/a><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"#h-get-in-touch-with-shipbob\">Get in touch with ShipBob<\/a><\/p>\n<\/div>\n\n\n\n<p class=\"wp-block-paragraph\"><em>Learn how Touchland disrupted the hand sanitizer market, navigated unprecedented demand during COVID, became a must-have product for businesses of all sizes, and leveraged ShipBob to scale.<\/em><\/p>\n\n\n\n<div class=\"wp-block-shipbob-blocks-blog-callout blog-callout\">\n<p class=\"wp-block-paragraph\"><strong>Customer Profile<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><span><a href=\"https:\/\/touchland.com\/\">Touchland<\/a> has upgraded the hand sanitizing experience to a whole new level. Their Power Mist pocket-sized sprays are made for an on-the-go lifestyle, along with smart hand sanitizer dispensers for homes and businesses that are beautiful in design, easy-to-use, and powered by smart technology. They automatically dispense an easily refillable liquid solution for the highest protection and moisture developed by Touchland and produced in partnership with a multinational manufacturer.<\/span><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" width=\"250\" height=\"250\" class=\"alignright size-medium wp-image-11656\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=1280px\" alt=\"\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Andrea-Touchland-250x250.png?w=1600px 1440w\" fetchpriority=\"low\" \/><\/p>\n<\/div>\n\n\n\n<h2 id=\"h-key-metrics\" class=\"wp-block-heading\">Key metrics<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>2018<\/strong>: Started working with ShipBob<\/li>\n\n\n\n<li><strong>34,000<\/strong> customers waitlisted from increase in demand during first weeks of COVID<\/li>\n\n\n\n<li><strong>700<\/strong> orders per day during early COVID<\/li>\n\n\n\n<li><strong>10,000<\/strong> large KUB dispensers sold during early COVID<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">While the COVID-19 pandemic has spurred popularity for a variety of health products \u2014 from supplements and stationary bikes, to face masks and disinfecting wipes \u2014 one that really stands out is hand sanitizer.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And while everyone from distilleries to oil companies tried to jump on the hand sanitizer bandwagon, one brand got a head start in revolutionizing this essential product years before the pandemic hit.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/touchland.com\/\">Touchland<\/a> has been recognised by Allure as a Best of Beauty award winner, named as a finalist for Fast Company\u2019s 2020 Innovation by Design Awards, and included on countless other \u2018best of\u2019 lists. Unlike many companies, Touchland was not just opportunistic with COVID but deeply ingrained in the space beforehand.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And Touchland isn\u2019t your typical drugstore hand sanitizer \u2014 there\u2019s a reason it\u2019s gone viral on TikTok (with over 10 million likes), is seen all over Instagram, and is becoming a staple across businesses of all sizes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Its ultra-sleek design fits perfectly in pockets and purses, and comes in appealing scents, ranging from Aloe Vera and Watermelon to Lavender and Vanilla Cinnamon. Touchland\u2019s hydrating and moisturizing formula can be used multiple times per day without drying or cracking your hands.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Outside of leaving a fresh, hydrating feeling in your hands, their signature Kub is a hand sanitizer dispenser trusted by consumers and major companies alike, including Equinox, Four Seasons, and Ritz Carlton.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Similar to the \u2018Nest\u2019 app for your home, Touchland\u2019s hardware and app work to self-monitor sanitizing refill levels and alert you as refills and battery life require your attention.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We sat down with Touchland\u2019s Founder &amp; CEO, Andrea Lisbona, to learn how her brand shook up the hand sanitizer market.<\/p>\n\n\n\n<h2 id=\"h-establishing-hand-sanitizer-as-a-beauty-product\" class=\"wp-block-heading\">Establishing hand sanitizer as a beauty product<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>As told to ShipBob by Andrea Lisbona, Founder &amp; CEO of Touchland.<\/strong>*<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" class=\"alignright wp-image-11665\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=1280px\" alt=\"\" width=\"300\" height=\"367\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-aloe-vera-250x306.png?w=1600px 1440w\" fetchpriority=\"low\" \/>80% of infectious diseases spread through germs via hand transmission. Hand sanitizer is such an important preventative measure, but it used to be that all solutions were gels, sticky, or smelled like vodka. And if you were lucky enough to come across a sanitizing dispenser in public, 99% of the time it was empty.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That\u2019s why we created high-quality, moisturizing hand sanitizers that include aloe vera, essential oils, and other high-performance natural ingredients along with Denatured Ethyl Alcohol in order to kill germs without leaving hands dry or sticky, along with the smart technology in our Kub dispenser, which lets you know when it\u2019s time for a refill or to charge its batteries.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In 2018, I launched a Kickstarter campaign for Touchland. In 24 hours, we got 150% funded and went on to raise 450% of our original goal from more than 1,300 backers. After the campaign ended, we launched our ecommerce store and went on to surpass $1 million in sales that year.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We were already growing quickly when COVID began, then we completely sold out the first week of the pandemic. In three weeks, more than 34,000 customers were waitlisted on Touchland.com. We even did pre-orders to try and meet demand. Between March and May 2020, we had up to 700 orders per day and sold 10,000 dispensers to industry-leading brands in those three months.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">COVID changed the mentality of hand sanitation for most businesses, and this won\u2019t go away after the pandemic. You used to only see hand sanitizer dispensers at the doctor\u2019s office, but now every business needs them. We\u2019ve even seen a shift in the way hand sanitizer is sold amongst consumers. People used to buy it for themselves, but now it\u2019s a common gift, even for weddings.<\/p>\n\n\n\n<h2 id=\"h-driving-organic-growth-through-network-effects\" class=\"wp-block-heading\">Driving organic growth through network effects<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" class=\"alignright wp-image-11659\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=1280px\" alt=\"\" width=\"325\" height=\"228\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-hand-sanitizer-250x175.png?w=1600px 1440w\" fetchpriority=\"low\" \/>Touchland has become successful without spending many marketing dollars. We have technology to measure conversion on social media to determine network effects, and we\u2019ve found that 30 people will buy our product because one person bought it and converted everyone they know.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We have not spent a dollar on paid collaboration, just gifted our product to influencers and celebrities \u2014 though we\u2019ve had a lot of celebrities organically endorse it, including <a href=\"https:\/\/www.facebook.com\/touchlandofficial\/posts\/3348449215173117\">Rosie Huntington-Whiteley<\/a>, <a href=\"https:\/\/www.usmagazine.com\/shop-with-us\/news\/kris-jenner-hand-sanitizer\/\">Kris Jenner<\/a>, <a href=\"https:\/\/www.today.com\/style\/naomi-campbell-s-flight-sanitizing-routine-seemed-extreme-until-now-t175361\">Naomi Campbell<\/a>, and many others.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Not only that, but celebrity makeup artists will often introduce the product to other celebrities.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The key to working with influencers is being authentic. We also did a lot of work collaborating with beauty bloggers who had never reviewed a hand sanitizer before on how our product is actually a skincare product.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The <a href=\"https:\/\/inbeat.agency\/blog\/micro-influencer-marketing\/\" target=\"_blank\" rel=\"noreferrer noopener\">micro-influencer strategy<\/a> has worked well for us, but we don\u2019t pay anyone to review our product, including pay-to-play press opportunities. While we can\u2019t control the messaging this way, I think it makes it more authentic. And what\u2019s telling about this approach is that we\u2019ve had over 2,000 collaboration requests in a single year.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The key to success is not one single thing but a puzzle of everything working together, including great customer service. We are trying to own this beauty niche, and previously there was no hand sanitizer company that did social well \u2014 they relied on selling in pharmacies.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">As for our go-to tech stack, Google Analytics is by far the most under-utilised tool in ecommerce. We use it daily to understand consumer patterns and feed our growth, web, ads, and creative teams with real-time insight into funnel conversions, consumer archetype behaviour, consumer interaction behaviour, and channel index rates.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Klaviyo is by far the best ESP \u2014 it is our source for all automations, which allows us to convert more shoppers, retain more customers, and ultimately provide a better experience for long-term brand loyalty. Their data management system is outstanding.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We also use Google Optimise as our experimentation tool of choice. It allows us to run A-B and multivariate experiments in order to determine and provide the best experience for our customers and our business goals.<\/p>\n\n\n\n<h2 id=\"h-working-with-the-right-3pl-to-fulfill-demand\" class=\"wp-block-heading\">Working with the right 3PL to fulfil demand<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" class=\"alignright wp-image-2788\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=1280px\" alt=\"\" width=\"300\" height=\"367\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-mint-250x306.png?w=1600px 1440w\" fetchpriority=\"low\" \/>Touchland has been working with ShipBob since 2018 and there are several reasons why ShipBob has been the perfect partner.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">First of all, their speed to scale and fast pick, pack, and ship process has been seamless, as our business grew 1,200% in a couple of weeks.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Second of all, their locations across the US \u2014 Touchland sells flammable goods that need to be shipped via ground, so ShipBob has been a great ally as they have fulfilment centres all over the US, facilitating a 2-3 day delivery time for any customer in the US.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This is helpful especially when weather challenges happen; being able to have different locations to ship from allows for a more seamless supply chain.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Overall, we have had a great experience having a ShipBob as a partner that can scale fast with us, paired with their advanced software that helps us quickly understand shipping costs and how to improve shipping times and costs by being closer to where our customers are.<\/p>\n\n\n\n<h2 id=\"h-giving-back-to-the-community\" class=\"wp-block-heading\">Giving back to the community<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">During the very beginning of the pandemic, we were tagged on instagram by a teacher who had our product in her classroom. Her message touched our hearts and we started shipping dispensers to K-12 public schools to help teachers and students go back to school in a safe way. In addition to the teachers campaign, we supported frontline public health workers during the first peak of the pandemic.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Similarly, we invest in social initiatives that we value, for example, in developing countries where kids die from diseases that stem from a lack of proper sanitation. In 2017, we started sending our product through NGOs to educate developing communities on hand hygiene.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We don\u2019t share these initiatives very publicly, as we don\u2019t want people to think we are doing it to get more sales or for marketing purposes. But water scarcity will also continue to be a growing global problem, so we want to create awareness for that while creating something sustainable.<\/p>\n\n\n\n<h2 id=\"h-doubling-down-on-b2b\" class=\"wp-block-heading\">Doubling down on B2B<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" class=\"alignright wp-image-11657\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=1280px\" alt=\"\" width=\"300\" height=\"300\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/Touchland-kub-office--250x250.png?w=1600px 1440w\" fetchpriority=\"low\" \/>We partnered with ULTA when our brand was one-year old, and it\u2019s been a great partnership. We work with other retailers too, but most recently our sales have exploded not just for online DTC orders but we\u2019ve also seen a lot of B2B growth.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">People will buy our product for themselves or their home and then want to introduce it into their corporate environment or workplace, whether it\u2019s for a small office or large enterprise including Equinox, Sweetgreen, and SpaceX. We try to segment out corporate email addresses from our ecommerce store and push those people to our business portal.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">While our Instagram and <a href=\"https:\/\/www.shipbob.com\/blog\/e-commerce-brands-facebook-ads\/\">Facebook ads<\/a> are directed toward consumers, our customers are often decision makers for a business. There can be a grey area in knowing which use case someone is buying for, but we want to get it right since we have different funnels and approaches in how we cultivate loyalty, enable repeat purchases, and market to DTC vs. B2B customers.<\/p>\n\n\n\n<h2 id=\"h-what-s-next-for-touchland\" class=\"wp-block-heading\">What\u2019s next for Touchland?<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><img decoding=\"async\" width=\"250\" height=\"220\" class=\"alignright size-medium wp-image-11658\" src=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=1280px\" alt=\"\" data-responsive-img srcset=\"https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=700px 650w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=860px 768w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=1180px 1080w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=1400px 1280w, https:\/\/www.shipbob.com\/wp-content\/uploads\/2021\/03\/touchland-variety-pack-250x220.jpeg?w=1600px 1440w\" fetchpriority=\"low\" \/>We will continue to expand in the US market and eventually expand our international capacity. Our team of 12 now will grow really fast this year, as we scale quickly and build out and invest in community and brand ambassadorship.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We will also launch new scents and new formulations in the coming months, as requested by our long-time customers and by partnering with a top manufacturer to create these scents.<\/p>\n\n\n\n<p class=\"has-small-font-size wp-block-paragraph\">*The metrics in this case study were supplied by the Merchant. ShipBob makes no representations regarding their accuracy.\u00a0<\/p>\n\n\n\n<h2 id=\"h-get-in-touch-with-shipbob\" class=\"wp-block-heading\">Get in touch with ShipBob<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Fill out the form below to learn how ShipBob\u2019s <a href=\"https:\/\/www.shipbob.com\/ecommerce-fulfillment\/\" rel=\"noopener noreferrer\">ecommerce fulfilment<\/a> services and technology can help your business, discover if we\u2019re a mutual fit, and get a pricing quote.<\/p>\n\n\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\" href=\"https:\/\/www.shipbob.com\/quote\/\"><strong>Request a Quote<\/strong><\/a><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Learn how Touchland navigated COVID demand and leveraged ShipBob to scale. <\/p>\n","protected":false},"author":110,"featured_media":629,"parent":0,"template":"","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"blogcategories":[4,53,56,68],"class_list":["post-628","blog","type-blog","status-publish","has-post-thumbnail","hentry","blogcategories-case-studies","blogcategories-beauty-personal-care-case-studies","blogcategories-health-wellness-case-studies","blogcategories-hazmat-case-studies"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v28.1 (Yoast SEO v28.1) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How Touchland Transformed Hand Sanitizer Into a Beauty Product\u00a0and Became a Staple for Businesses &amp; 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